Market Leader Upper Intermediate

Market Leader Upper Intermediate

(Parte 1 de 8)

Market Leader

Upper Intermediate

Teacher’s Guide

Claudia Machado

Unit 1 Communication (Complete)

Vocabulary: Good communicators

Listening: Improving communications

Reading: Communication problems

Language Review: Idioms

Skills: Problem-solving on the phone

Case study: Creating a sense of identity

1. Warmer – Give the student an article concerning recent news and discuss it.

2. Ask the student how he/she can define communication.

3. Write the table below and ask the student to complete it with his/her own ideas.


pigeon post

smoke signals


Morse code









interactive television


sign language

body language


SEMAPHORE /‘semãfãr/

SIGN LANGUAGE = a language that uses hand movements instead of

spoken words, used by people who cannot hear well

4. Ask the student to read the quotation and discuss it. It can be mentioned music or painting as communicating emotions that cannot be expressed in words.

5. Starting Up – activity A. Discuss the question with the student.

6. Starting Up – activity B. Discuss the question with the student.

7. Starting Up – activity C. Discuss the questions with the student.

MEMO = a short official note to another person in the same company or


MINUTE = written record of what is said and decided at a meeting

JARGON = words and expressions used in a particular profession or by a

particular group of people, which are difficult for other people

to understand

8. Vocabulary – activity A. Ask the student to classify the adjectives into the categories.

Good communicators: articulate, coherent, eloquent, fluent, focused, lucid, persuasive, responsive, sensitive, succinct

Bad communicators: hesitant, inhibited, rambling, tongue-tied

ELOQUENT = able to express your ideas and opinions well, especially in a

way that influences people

LUCID = expressed in a way that is clear and easy to understand

RESPONSIVE = eager to communicate with people, and to react to them in

a positive way

RAMBLING = rambling speech or writing is very long and does not seem to

have any clear organization or purpose

TONGUE-TIED = unable to talk in a relaxed way because you feel nervous or


9. Vocabulary – activity B. Ask the student to find the words for the definitions.

1. focused, succinct

2. hesitant, inhibited, tongue-tied

3. rambling

4. fluent, eloquent, sensitive

5. articulate, coherent, lucid

6. persuasive, responsive

10. Vocabulary – activity C. Ask the student to find the opposites.





11. Vocabulary – activity D. Discuss the question with the student.

12. Give the student the text “Communication with employees”, from the Text Bank.

13. Listening – activity A (track 1). Ask the student to listen and answer the questions.

1. New technology and the idea that communications, education and

training is important.

2. E-mail means companies can talk to clients more easily. This will go on

improving as people become more sophisticated at sending e-mail

attachments. (by ‘structures’, Penny is referring to attachments like text

documents, spreadsheets and so on.)

3. An intranet is a confidential computer network where information is only

accessible to people in specific organizations (unlike the Internet, where

information is accessible to anyone). VW employees can gain access to

any work that her consultancy is doing for them in order to suggest

changes, etc.

4. She mentions a number of instances where her consultancy has nearly

lost clients because of communication breakdown.

IN-ROAD = to make some progress towards achieving something difficult

GRASP = ability to understand something

BUDGET = the money that is available to an organization or person, or a

plan of how it will be spent

TO SIGN OFF = to show that you approve of a plan

14. Listening – activity B (track 1). Ask the student to listen again and fill in the blanks.

1. understand

2. strategy

3. development

4. aims

5. Verbal

6. one-to-one

7. confidence

8. rapport

9. relationship

15. Ask the student about the good and bad points of communication in his company.

16. Reading – activity A. Discuss the question with the student.

17. Reading – activity B. Ask the student to read the text and complete the chart.


Small organizations

Less than 200

Large organizations

More than 200

Need either a

hierarchical structure or a

line management system

Already have a free

flow of information

Costs of above

1. Information can only flow along certain channels because only certain people contact each other regularly.

2. Lack of personalized contacts means less personal commitment.

3. Favors will only be done where there is a clear quid pro quo (=where there is a clear and immediate benefit of doing so).

4. Large organizations are less flexible.

One solution

Divide larger organizations into

smaller units

In addition

Avoid maintaining too formal a structure by allowing staff to:

1. build reciprocal alliances

2. interact in a casual way

HARD SELL = a way of selling something in which there is a lot of pressure on

you to buy; if an idea is a hard sell, it is people to get people to

accept it

LINE MANAGEMENT = a system of management in which information and

instructions are passed from one person to someone

immediately higher or lower than them in rank

QUID PRO QUO = something that you give or do in exchange for something

else, especially when this arrangement is not official

COMMUNAL = shared by a group of people

PANACEA = something that people think will make everything better and

solve all their problems

TO DRAW ATTENTION = to make someone notice something

OUTPUT = the amount of work produced by someone or an organization

PURPOSE-BUILT ACCOMODATION = a place for people to work designed

and made for a particular purpose

TO DISPENSE WITH = to not use or do something that people usually use or

do, because it is not necessary

TO IDLE AWAY = to spend time in a relaxed way, doing nothing

IDLE (adj.) = not working or producing anything

SNIPPET = a small piece of information

TO SPARK = to provoke

18. Reading – activity C. Ask the student to answer the questions related to the text.

1. a) the decision not to have a coffee room

b) the architects who designed the new building

2. a) destroyed without realizing it

b) small groups of people who know each other well

c) ‘empowered’ usually means ‘given the authority to do something

without having to ask permission from managers each time’, but here

it means something more like ‘drove forward’: It was the intimate

social networks that drove forward the organization and made it


3. a)

4. a)

5. designed and built with a particular use in mind

POUND STERLING = the standard unit of money in Britain

19. Reading – activity D. Discuss the question with the student.

20. Reading – activity E. Discuss the questions with the student.

21. Reading – activity F. Discuss the questions with the student.

22. Explain idioms to the student.

23. Language Review – Box. Go through the box with the student.

HIT YOUR TARGETS = reach your objectives

AT STAKE = if something that you value very much is at stake, you will lose it if

a plan of action is not successful; money that you risk as the result of


DON’T ROCK THE BOAT = to cause trouble where none is welcome; to

disturb a situation that is otherwise stable and satisfactory: Look, Tom,

everything is going fine here. Don’t rock the boat!

24. Language Review – activity A. Ask the student to put the idioms in their correct place.

1. c

5. b

2. h

6. e

3. d

7. f

4. a

8. g

BE ON THE SAME WAVELENGTH = to have the same opinions and feelings as

someone else

TALK AT CROSS PURPOSES = not understand each other

GET A WORD IN EDGEWAYS = to manage to say something when other

people are talking and ignoring you: Mary talks so fast that nobody

can get a word in the edgeways.

BEAT ABOUT THE BUSH = to avoid answering a question; to waste time: Let’s

stop beating about the bush and discuss this matter.

HEAR ON THE GRAPEVINE = to hear about something because the

information has been passed from one person to another in


GRAPEVINE = a climbing plant on which grapes grow

25. Language Review – activity B. Ask the student to choose the right word.

1. shop

2. tip

3. gift (‘Gift of the gab’ is ‘gift of gab’ in AmE)

4. loss

5. cuff

6. language

7. head

8. tail

TALK SHOP = if people talk shop, they talk about their work when there are

people present who are not interested or involved in it – used to show

disapproval: Are you going to talk shop all night?

GIFT OF THE GAB = an ability to speak confidently and to persuade people

to do what you want: Jo has always had the gift of the gab.

TO GAB = to talk continuously, usually about things that are not important

SPEAK OFF THE CUFF = to speak in public without preparation: I need to

prepare a speech for Friday, although I speak off the cuff quite well.

CUFF = the end of a sleeve

OFF THE TOP OF HEAD = to state something rapidly and without having to

think or remember: Jane can tell you the correct amount off the top

of her head.

CAN’T MAKE HEAD OR TAIL = to be completely unable to understand


26. Ask the student to make up sentences with the idioms studied.

27. Give the student the sheet “Idioms related to Money 1” and do it with him/her. Ask the student to come up with sentences using each idiom.

28. Give the student the sheet “Idioms related to Money 2” and do it with him/her. Ask the student to come up with sentences using each idiom.

29. Give the student the sheet “Idioms related to Money 3” and do it with him/her. Ask the student to come up with sentences using each idiom.

30. Ask the student whether he/she is used to solving problems on the phone and which are the main problems it arises.

31. Skills – activity A. Discuss the question with the student.

Delivery: late delivery, delivery to the wrong place, delivery of the wrong goods, damaged goods

Payment: late payment, payment sent to the wrong place, bouncing checks, non-payment

Quality control: goods not to agreed specifications, defective goods, breakdowns

32. Skills – activity B (track 2). Ask the student to listen and answer the questions.

There’s a labor problem at the supplier’s (Martin) plant, and they can’t deliver the air conditioning equipment ordered by the customer’s (Elena) firm on time. Martin suggests that Elena’s firm might be able to get similar equipment from a German supplier.

TO BREATHE DOWN SOMEONE’S NECK = to keep close watch on someone;

to watch someone’s activities

33. Skills – activity C (track 2). Ask the student to listen again and decide on who says each sentence.

a) customer

b) supplier

c) supplier

d) customer

e) customer

f) supplier

g) customer

h) supplier

34. Skills – activity D (track 3). Ask the student to listen and answer the questions.

The manager’s (Patricia) flight has been delayed and she can’t get back on time to chair an important meeting. Her PA (personal assistant) suggests that participants deal with the less important points first, by which time Patricia might be back. The PA suggests the meeting could be chaired by Rachel. Patricia agrees to the idea, and says she will think of other possibilities in case Rachel can’t do it.

TO BRIEF = to give someone all the information about a situation that they

will need

TO JOT DOWN = to write a short piece of information quickly

35. Skills – activity E (track 3). Discuss the point with the student.

36. Skills – Useful Language. Go through the box with the student.

37. Skills – activity F. Role play the situation with the student.

CONSIGNMENT = a quantity of goods that are sent somewhere, especially

in order to be sold

38. Give the student “Problem-solving on the phone”, from the Resource Bank.

39. Give the student the text “Communication with the world at large”, from the Text Bank.

Unit 2 International Marketing (Complete)

Vocabulary: Marketing Collocations

Reading: International marketing mix

(Parte 1 de 8)