IV. Read the passage describing the profit of the company for the 5 years.

Draw a graph.

As you can see from this graph, profit increased only slightly between 1989 and 1990. The following year it plunged to just under 50 $ mln owing to a change in management. After that there was a steady growth reaching a peak at 1994 followed by a steady fall until profits then leveled off at around 60 $ mln for years.

V. This is the report of a Sales Manager at the meeting describing the performance of some products. Read it and draw a graph. Check yourself.

Now, Ladies and Gentlemen, let me move on to the performance of our bottom of the range product – the Basic Mouse, launched two years ago, at the price of 15$.

During the first six months the sales were steadily increasing to reach a peak in July. Then they decreased a bit, as it is seen from the graph, and remained constant in August. In September, the beginning of the new school year, they picked up and were approximately the same during five weeks.

Then the sales declined considerably and leveled off a month later. In December they went up to the previous level. In the second year the process was very much alike. The sales dropped and rose several times.

Now, let’s turn to the performance of the top-of-the-range product – the color printer Canon BJ2, at the price of $400. It was launched last year.

Due to the promotion and large-scale advertisement the sales took off immediately after it came on the market. Then, as the graph shows, it fell a bit and remained constant for about two months. In April the sales team carried out a promotion campaign. As a result of it, big firms and companies started to buy Canon BJ2. The sales figures rose and reached a peak in July. In August and September, however, they dropped and then leveled off. The sales performance increased at the end of November, being approximately the same now. I’m sure you will agree with me, that the results of the performance are not bad at all.

I presume that the sales figures of the two products will be the same next year.

Besides, in four or five months we’re going to launch two more models of the colour printer – Canon BJ3 and Canon BJ4. It may sound a bit optimistic but we expect sales to be rather high.

VI. Translate sentences into English using the vocabulary of exercise V.

1. Эта модель будет выпущена рынок в следующем году.

2. Мы ожидаем, что в следующем году сбыт увеличится.

3. Широкомасштабная рекламная кампания начнется через две недели.

4. Базовая (самая дешевая) модель нашего ассортимента была выпущена на рынок два года назад.

5. Продажи постоянно росли в течение двух месяцев и достигли максимума в декабре.

6. В январе продажи оставались неизменными.

7. Данные продаж значительно упали в феврале и выровнялись через месяц.

8. В марте отдел продаж маркетинга провел акцию по продвижению товара.

III. PRESENTATIONS: QUESTIONS

ü Introduction. At the end of your presentation, you may wish to open the floor to questions – to ask if anyone has any questions about your presentation.

Questions are a good opportunity for you to interact with your audience. It may be helpful for you to try to predict what questions will be asked so that you can prepare your response in advance. You may wish to accept questions at any time during your presentation, or to keep a time for questions after your presentation. Normally, it's your decision, and you should make it clear during the introduction. Be polite with all questioners, even if they ask difficult questions. They are showing interest in what you have to say and they deserve attention. Sometimes you can reformulate a question. Or answer the question with another question. Or even ask for comment from the rest of the audience.

ü Think it over. Imagine it is the end of your presentation and you are asking if there are any questions. What phrases might you use or hear?

ü Useful Phrases. Read the phrases and find Russian equivalents for them.

· If you have any questions, I would be happy to answer them now

· Can I just ask…?

· Are there any questions about any of that?

· Yes, a very good question

· Can you explain to me…?

ü Read. Now read an example of someone asking if there are any questions As you read, try to find in the conversation expressions from “Useful phrases” list above.

***

Tim: Ladies and gentlemen, if you have any questions, I'd be happy to answer them now.

Carrie: Yeah, can I just ask, graph number 3, that last one you showed us, can you explain to me where you’re intending to find the extra income to increase the designer range in the maternity wear?

Tim: Yes, a very good question. I’ve looked at the office wear range and it’s quite heavy on material, holiday wear tends to be much lighter, much smaller amounts of material involved and I...

ü Practice. Finish the sentence with the correct word or phrase.

1. If you have any questions, _____________ to answer them now.

A I would like to be able

B I would be happy

C I would have been happy

D I was happy

2. Can I ______________...?

A just ask?... B you ask?... C only ask?... D ask it?...

3. Can you ____________....?

A tell me it? B tell to me? C explain to me? D explain me?

4. Yes, a very ____________.

A good question B question

C obvious question D lovely question

ü Put in order. Put the sentences from a presentation conclusion into the correct order.

_____ You’ll find my phone number and E-mail address on the top right of the hand-out.

______ Thank you very much for the attention.

______ I hope I have been able to convince you of the importance of our new project on the international market and would be happy to answer any questions that remained unanswered.

______ Well, with this summary I would like to finish off my presentation.

______ For more detailed information you may call me at my office any time, as soon as I’m back in Germany.

IV. PRESENTATIONS: TIPS

ü Introduction. So what makes a good presentation? In this part, we’ll read some tips from people who have made presentations about how to make yours more effective and enjoyable for your audience.

ü Think it over. Think about the presentations that you have been to. What were the characteristics of the good ones?

ü Useful Phrases. Read the phrases and find Russian equivalents for them.

· The aims and the structure need to be clear

· Wait until the end of the presentation before people feed back on what you’ve said

· Make sure you are entertaining, engaging and interesting

· Don’t make it too long

· Be short, precise and to the point

· Make sure you’re relevant – make sure you’re talking to the right audience

ü Read. Now read the tips about effective presentations. As you read, try to find in the conversation expressions from “Useful phrases” list above.

***

A: With a presentation, I think the aims and the structure need to be clear.

B: I like to wait until the end of the presentation before people feed back on what I’ve just said, rather than interruptions throughout the presentation.

C: I think of a presentation… If you’re standing up in front of a group of people, you need to make sure you’re entertaining, make sure you’re engaging, make sure you’re interesting, make sure you’re relevant, make sure you’re talking to the right audience.

D: Don’t make it too long, otherwise people fall asleep! Be short, precise and to the point, definitely.

ü Practice. Finish the sentence with the correct word or phrase.

1. The aims and the structure should be ___________.

A concise B clear C entertaining D long

2. It’s a good idea to wait until the end for people to ________________.

A feedback B feed back C feed D fed up

What word describes a presentation that is about a topic the audience is interested in?

A relevant B concise C precise D entertaining

4. What word or phrase means to be ‘relevant’ and ‘concise’?

A to be up to a point B to be after a point

C to be to the point D to be off the point

V. PRESENTATIONS: LANGUAGE EXPERT

A good way to make your presentations effective, interesting and easy to follow is to use signpost language. 'Signpost language' is the words and phrases that people use to tell the listener what has just happened, and what is going to happen next.

In other words, signpost language guides the listener through the presentation. A good presenter will usually use a lot of signpost language, so it is a good idea to learn a few of the common phrases, even if you spend more time listening to presentations than giving them! Signpost language is usually fairly informal, so it is relatively easy to understand.

During your introduction, you should tell your audience what the structure of your presentation will be. You might say something like this:

" I'll start by describing the current position in Europe. Then I'll move on to some of the achievements we've made in Asia. After that I'll consider the opportunities we see for further expansion in Africa. Lastly, I'll quickly recap before concluding with some recommendations."

A member of the audience can now visualize your presentation. He will keep this image in his head during the presentation. He may even write it down. And throughout your presentation, you will put up signposts telling him which point you have reached and where you are going now. When you finish Europe and want to start Asia, you might say:

" That's all I have to say about Europe. Let's turn now to Asia."

When you have finished Africa and want to sum up, you might say:

" Well, we've looked at the three continents Europe, Asia and Africa. I'd like to sum up now."

And when you finish summing up and want to give your recommendations, you might say:

" What does all this mean for us? Well, firstly I recommend..."

The table below lists useful expressions that you can use to signpost the various parts of your presentation.

Signposting

Section of presentation	Signpost language
Welcoming your audience	§ Good morning, ladies and gentlemen § Good morning, gentlemen § Good afternoon, ladies and gentleman § Good afternoon, everybody
Introducing the topic	§ The subject/topic of my talk is... § I'm going to talk about... § My topic today is… § My talk is concerned with...
Overview (outline of presentation)	§ I’m going to divide this talk into four parts. § There are a number of points I'd like to make. § Basically/ Briefly, I have three things to say. § I'd like to begin/start by... § Let's begin/start by... § First of all, I'll... § … and then I’ll go on to … § Then/ Next... § Finally/ Lastly...
Finishing a section	§ That's all I have to say about... § We've looked at... § So much for...
Starting a new section	§ Moving on now to … § Turning to... § Let’s turn now to … § The next issue/topic/area I’d like to focus on … § I’d like to expand/elaborate on … § Now we'll move on to... § I'd like now to discuss... § Let's look now at...
Analysing a point and giving recommendations	§ Where does that lead us? § Let's consider this in more detail... § What does this mean for...? § Translated into real terms... § Why is this important? § The significance of this is...
Giving examples	§ For example,... § A good example of this is... § As an illustration,... § To give you an example,... § To illustrate this point...
Summarizing and concluding	§ To sum up... § To summarize... § Right, let's sum up, shall we? § Let's summarize briefly what we've looked at... § If I can just sum up the main points... § Finally, let me remind you of some of the issues we've covered... § To conclude... § In conclusion... § In short... § So, to remind you of what I’ve covered in this talk, … § Unfortunately, I seem to have run out of time, so I’ll conclude very briefly by saying that ….. § I'd like now to recap...
Paraphrasing and clarifying	§ Simply put... § In other words....... § So what I’m saying is.... § To put it more simply.... § To put it another way....
Thanking your audience	§ Many thanks for your attention. § May I thank you all for being such an attentive audience
Invitation to discuss/ask questions	§ I’m happy to answer any queries/ questions. § Does anyone have any questions or comments? § Please feel free to ask questions. § If you would like me to elaborate on any point, please ask. § Would you like to ask any questions? § Any questions?

CHALLENGE

Prepare and give a presentation to your colleagues. Incorporate the speech-giving strategies you have learned. Choose a topic related to your area of studies, e.g. macroeconomics, international business, marketing, management etc.

Other possible topics: foreign investment in Russia’s economy; inflation; unemployment; economic growth; banking system; taxation policies; the World Bank’s report on the economic situation on the country; big business; consumption and investment; demand and supply.

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