Exercises Market Leader book on page 101

22.11.2014 00:00

A.    Listen to two directors talking about a top salesman, Torn Pattison, who is not doing his job properly. Then answer the questions.


1 In what ways is Tom behaving unprofessionally?

Tom is claiming false expenses with customers, and he is a problem for team work


2 What two options does one of the directors mention?

Chat with Tom about the problem with sales reports, and check carefully his expense claims.


3 What do the directors finally decide to do?

They will have a meeting next week with Tom, to talk about the problem and his consequences.

 

  1. Which of the headings (a—g) in the Useful language box should these comments go under? Some may go under the same heading.


1 I'd say there are two ways we could deal with this. – looking at options.
2 We could have a chat with him about his sales reports. – Making a decision
3 lf we take a firm approach, there’s a risk he may get upset and look for another job. – Discussing possible effects
4 OK, let's look at it from another angle. – Changing your approach
5 It might be the best way to deal with the problem. – Making a decision.
6 Yeah, the problem is, he's a really good salesman. but I agree he needs tighter control. – stating the problem.
7 If we just have a friendly chat with him, he may not take it seriously. - Discussing possible effects

 

  1. Listen again. Tick the expressions from the Useful language box that you hear.
     

USEFUL LANGUAGE
 

A) Stating the problem The problem is he’s really good salesman. The way I see it is he doesn’t like rules.

 

B) Looking at options so, what are our options? There are (two/several) ways we could deal with this.

 

C) Discussing possible Effects if we do that, he may come to his senses. One consequence could be that he gives in his resignation.

 

D) Changing your approach let’s look at it from another angle. Let`s consider another approach. Why don’t we deal with it in a different way?

 

E) Expressing qualified agreement I’m with you up to a point, but it may not work. You could be right but it’s a risky strategy. 

 

F) Making a decision the best way to deal with the problem is to talk to him. Let’s see if we can sort this out.

 

G) Stating future Action I’ll arrange for tom to meet us. The next thing to do is fix up a meeting.

 

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