Number of Lifetime Vacations Sold

Lifetime Holidays
Consumer Profile by Age

Negotiations Case Study Task

· Half of the class are directors of Lifetime Holidays

· Half of the class are directors of DirectSun

Activity: Each company needs to come up with their goals and demands for the negotiation of the joint venture and present these demands to the representatives of the other company.

Items on the Agenda

· Length of the contract

· Range of holiday destinations

· Car rental and insurance

· Advertising budget

· The structure of the joint venture (who will be in charge of the online services, how the profits will be split, etc.)

Homework Assignment

Make up your own online company. Make sure you include all of the information below when writing about your company.

· Your Company Name

· Your Company Website Address

· Product/Services Offered

· Your Target Market

· What Countries You Operate In

· The Price Range of Your Goods/Services

· If You Provide Money Back Guarantees

What Kind of After Sales Service You Provide to Your Customers

Lesson 4

Products and Writing Ads/Sales Presentations

Lesson Introduction

Advertising/Sales Promotions

While there are many forms and approaches to selling products, any approach will require a good command of the English language and the ability to speak to customers in a way that is convincing and appeals to their needs or desires. When attempting to sell a product, you must keep in mind the audience you are speaking to. You must remember the Who, What, and How aspects of your presentation or advertisement. You must keep in mind:

· Who will read or see what you are about to write or advertise? What point of view might they be coming from?

· What is it that you want to accomplish through your advertisement?

· What are your main points about your product? What main features are you going to concentrate on when it comes to trying to sell your product?

· How will you organize your ideas? How will you reach the customers of your target market?

Warm-Up Questions

1) Describe some of your favorite products. Why do you like them?

2) If you could afford any product, what product would you like to own?

3) Why would you like to own that product?

4) What are some words you could use to describe that product to the class?

In-Class Exercises

Exercise 1-Read this report which was written by an expert on products. Each of the underlined words is incorrect. Write the correct form of the incorrect word.

“Can we have too many products?”

There are two cars in the garage. In the living room, there is a wide-screen TV with 100 channels, and first-class hi-fi equipment. Each child has a television in his or her bedroom. The kitchen contain a dishwasher, an ordinary oven and a microwave oven. The cupboard in the bedroom is fill of designer-label clothes. Is it possible too have so many products that we don’t need any more? Some economy think so. They points to Japan, where demand for certain goods has been flat for 10 years now. They say that one reason for this is that Japanese people have all the material goods they want and save their money instead of buying more. Compare this with the poorest countries in the world, where there is one TV set for every 60 people!

Exercise 2-Look over the words used below and define them in English and write their Russian equivalents.

Common adjectives used in advertising products:

· Attractive

· Reliable

· Economical

· Comfortable

· Expensive

· Practical

· Popular

Exercise 2- The opposites of these adjectives are made by adding prefixes. The prefixes are un-, in-, im-. Write the words above in the correct boxes below in order to give the adjectives negative meanings.

Exercise 3- Compound adjectives are also common in the advertising world. Use the words in the box to complete the sentences below.

1) IBM manufactures ______-tech computer products.

2) Timberland makes a range of _________-wearing footwear.

3) Ferrari produces __________-quality sports cars.

4) Coca-Cola and Pepsico both developed ________-selling soft drinks.

5) Duracell sells _________-lasting alkaline batteries.

6) Levi jeans are a ___________-made clothing product.

Exercise 4- The following verbs are also terms commonly used when speaking about products and when a company is advertising their products. Match the verbs on the left to their meanings on the right.

1) launch                                        a) to stop making

2) test                                              b) to build or make

3) promote                                      c) to introduce into the market

4) manufacture                                           d) to change in order to improve

5) modify                                       e) to try something in order to see how it works

6) discontinue                                 f) to make a plan or drawing

7) design                                         g) to increase sales by advertising, etc.

8) distribute                                    h) to supply to shops, companies, customers

Business Communications

Products and Advertising

In-Class Quiz

Name: ________________

Complete the following sentences using a compound starting with the word in brackets, and using one of the words from a) to f). Each word is used only one time.

       a) wearing                          c) tech                                e) selling

       b) quality                            d) lasting                            f) made

1) Go to SaveMoney Supermarkets for (high-) _______ met produced with the best farming methods.

2) Valley of the Dolls by Jacqueline Susann has sold 30 million copies- it is the (best-) ______ of all time.

3) Doc Martens boots which average a life of seven years are said to be (long-) _______ footwear.

4) Buy Good Era tires. They’re so (hard-) ________ : 200,000 kilometers later and they still look the same!

5) German cars are famous for being solid and (well-) ___________.

6) No more posting of documents from one department to another- Docushare is the (high-) ________ solution to distributing information on the Internet.

Lesson 5

Email/Fax Communications and Marketing

Lesson Introduction