【正文】 Weling a client from another country ● Hospitality ● Tour of pany Is it important to know about the business culture in the client39。s a good idea to attend conferences in other countries? (Why?/Why not?) A: What is important when...? Choosing new puter equipment ● Cost of equipment ● Staff training requirements Is it sometimes better to buy secondhand equipment? (Why?/ Why not?) How important is the reputation of the manufacturer? (Why?/ Why not?) B: What is important when...? Preparing a talk for a conference ● Knowing about the target audience ● Promoting the pany Is it important to use visual aids? (Why?/Why not?) Is it important to prepare notes? (Why?/Why not?) C: What is important when...? Aiming to export to a new market ● Market research ● Distribution methods How important is it to consider exchange rates? (Why?/Why not?) Why is it important to consider advertising? A: What is important when...? Starting a new job ● Getting to know colleagues ● Understanding the pany39。m going to ask you both some questions about owning a pany. Have you ever thought of having your own pany, A? (Why?/Why not?) How about you, B? (Why?/Why not?) What do you think is the biggest difficulty for someone setting up a new pany, B? (Why?) What do you think, A? (Why?) A, why do you think familyowned panies can be successful? B, do you think that young people can be successful pany owners? (Why?/Why not?) I39。m going to ask you both some questions about leadership. What qualities do you think a good business leader should have, A? (Why?) What do you think, B? (Why?) Do you think everyone can learn to be a leader, B? (Why?/Why not?) What do you think, A? (Why?/Why not?) A, do you think a good leader can turn a failing pany into a successful one? (Why? Why not?) B, do you think good leaders delegate decisionmaking to their employees? (Why?/Why not?) I39。m going to ask you both some questions about munication skills. Do you think good munication skills are important in business, A? (Why?/Why not?) What do you think, B? (Why?/Why not?) Should panies provide training for all staff in how to municate effectively, B? (Why?/Why not?) What do you think, A? (Why?/Why not?) A, which method of munication do you prefer, face to face or telephone? (Why?) B, do you think the use of will affect people39。m going to ask you both some questions about working as part of a team, Do you prefer working on your own or as a member of a team, A? (Why?) How about you, B? (Why?) Which do you think are more effective, small teams or larger teams, B? (Why?) A, do you think teams always need to have a leader? (Why?/why not?) B, do you think it39。s business Is it important to dress smartly? (Why?/Why not?) How important is it to be on time for work? (Why?/Why not?) B: What is important when...? Aiming to improve an aftersales service ● Speed of response ● Staff expertise How important is the cost of the service to the pany? (Why?/Why not?) Why is it important to consider customer needs? C: What is important when...? Planning a billboard campaign to promote a product ● Location of posters ● Amount of information Is it important to have attractive pictures? (Why?/Why not?) Is it important how long the campaign lasts? (Why?/Why not?) A: What is important when...? Offering to work on a team project ● Type of project ● Length of project Is it important who the other team members are? (Why?/Why not?) How important is the salary? (Why?/Why not?) B: What is important when...? Organising a meeting ● Preparing an agenda in advance ● Circulating the minutes of the previous meeting How important is it to set a time limit for the meeting? (Why?/Why not?) ● How important is the location of the meeting? (Why?/Why not?) C: What is important when...? Deciding targets for individual sales staff ● Last year39。s country? (Why?/Why not?) Is it useful to speak a few words of the client39。m just going to listen and then ask you to stop after about three minutes. Please speak so that we can hear you. [Candidates begin to discuss for about three minutes …………………] Can I have the booklet, please? [Select one or more of the following questions as appropriate, to redress any imbalance between candidates in Part 3, or to extend the discussion.] 22A Recruiting temporary staff The pany you work for is about to inform consumers about a fault with one of its products. It is expected that there will be a lot of enquiries. You have been asked for your ideas on recruiting staff to deal with these enquiries. Discuss the situation together and decide: ● what kind of people need to be recruited ● what kind of training they will need 22B ● What do you think is the best way of recruiting temporary staff? (Why?) ● Do you think faulty products will damage a pany39。s useful to hire consultants when making major changes in a pany? (Why?/Why not?) ● How do you think panies can find out if changes have been successful? (Why?) ● Should panies modernise regularly in order to remain petitive? (Why?/Why not?) ● Do you think there are some things which panies should never change? (Why?/Why not?) 24A Training Consultants The pany you work for is considering whether to use external consultants to run its staff training programme You have been asked to make remendations about using external consultants. ● Discuss the situation together and decide: ● How to select a suitable training consultant 24B ● What kinds of business experience do you think a consultant should have? (Why?) ● What do you think are the disadvantages for a pany of using consultants? (Why?) ● What personal qualities do you think are needed to be a good consultant? (Why?) ● Why do you think some people are attracted to working as a consultant? ●