V. Find equivalents among the words (word - combination) in A and B.

A.1. range of items 2. effect n 3. aim n 4. make money 5. to get a profit 6. to take part 7. stimulus n 8. carefully adv.

B.a. objective n b. earn v c. to make a profit d. incentive n e. assortment n f. result n g. participate v h. thoroughly adv.

Keys:1e, 2f, 3a, 4b, 5c, 6g, 7d, 8h.

Text 1

Incentives for Making Presentations

Alan Wroxley is a sales manager. He has done many presentations in his job. He is sure to know why business people have to make presentations. There are three main reasons for doing them. They can be considered quite separately, although they are all linked together.

The first one will be a new product, when you are trying to launch it to the sales force, into the UK, to a group of sales managers from different companies. Launching a sales campaign which might be used to promote that new product would be a totally different approach. And then the third area would be an incentive to actually get the sales campaign underway.

The techniques required for these types of presentations differ slightly. In the first case you would actually try and get the new product there amongst the delegates. You would probably try to limit it to a small number of delegates. With a sales campaign it is not so important that you have the product there. The main message is the benefits that the new product will bring and the incentives that go with it.

The key to all the reasons is to be enthusiastic, according to Alan Wroxley. He says that what you have got to leave your delegates going away with is as much enthusiasm for the product as you have got. And if they have got that enthusiasm, they will go out into the market, they will promote the new product, they will get involved in the sales campaign, and indeed they will want to take part in an incentive, which is the third reason Alan Wroxley was going to give. They will want to get involved in the incentive that will actually ensure that the sales campaign is a success. That incentive might be a trip abroad, it might be to win a television or something like that. But, if you can infuse them with that enthusiasm they will take that out and they will do your job for you which is what you want them to do. He supposes that the ultimate aim of a sales presentation is for them to go out and do it.

Answer the questions:

1. What does Text 1 deal with?

2. What is Alan Wroxley?

3. Alan Wroxley knows the reasons for business people to make presentations, doesn’t he?

4. Why does he know them?

5. Formulate each of the three main reasons for making presentations.

6. Do the techniques for these types of presentations differ very much?

7. What is the technique for the first type of presentations?

8. Is it quite necessary to have the product itself if a sales campaign is carried out?

9. What is enthusiasm important in making the presentation of any new product?

Text 2

1. You’re not of course going to remember everything that you’re going to hear of course but I hope you will leave with a knowledge of what the equipment can do for you and for your customers, and I suppose most importantly how you can make money by selling it.

2. Some of you I know will want to take notes, and please do so. However, all of you will be given a handout at the end of the day which will give you some details about the information I’m going to give to you , and also it’ll give you some graphics that you can use in your sales presentations to your customers.

3. Good afternoon everybody. I’d like to thank you all first of all for giving up your time to come here today and listen to me. I hope that by the end of the day you’ll think that your time has been well spent.

Read the text carefully and arrange its parts in the logical order.

Entitle the text in English.

Retell it in Russian from the third parts.

Key:3 1 2.

Text 3

Some hints for a successful presentation – 1

Preparation – 1

§ Planning Plan your presentation carefully. Thorough (1) preparation will make you more confident and help you to overcome your nervousness.

§ Objectives Think about what you want to achieve. Are you aiming to inform, persuade, train or entertain your audience?

§ AudienceWhom exactly will you be addressing? How many people will be attending? What do they need to know? What do they already know? What will they expect in terms of content and approach?

§ ContentBrainstorm (2) your ideas first. Then decide which are most relevant and appropriate to your audience and to your objectives and carry out any research that is necessary. Be selective! Don’t try to cram too much into your presentation.

§ ApproachA good rule of thumb (3) is to ‘tell your audience what you’re going to say, say it, then tell the audience what you’ve said’. Try to develop your key points in an interesting and varied way, drawing on relevant examples, figures etc. for support as appropriate. You might also like to include one or two anecdotes for additional variety and humour.

Notes: 1. thorough a – тщательный; 2. brainstorm v – обсуждать коллективно; 3. a rule of thumb – практическое правило.