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D a n ie l B a x te r V ir g in a Evans J e n n y D o o le y

Express Publi>b;isi

Automotive Industrv app (IS B N : 9 7 8 -1 -4 7 1 5 -6 0 7 2 -9 )

ío d o w n lo a d th e C areer Paths "a p p “ please go to.

w w w .c a r e e r p a th s - e s p .c o m lo a ctíva te th e app use th e S /N below :

S /N :

N F 4 V G -T S V 5 y -IH G 2 J -E X 0 B 7

he S/N can be used up to 3 tim e s & is v a lid fo r 3 y e a rs

D an iel B a x te r V irg in a E vans J e n n y D o o le y

Express Publishins

S c o p e and S e q u e n ce Unit

Topic

Reading c o n te xt

V ocabulary

—

1

The A u to m o tive In d ustry

W ebpage

advertising, autom o bile, car, consum er, design, d istrib u tio n , driver, m anufacture, m arket, sales

Desear» e x p e 'r "

2

C ar Interiors 1

M em o

b lin ke r sw itch , brake pedal, d riv e r’s side, fu se box, gas pedal, glove box, passenger side, rear-view mirror, s h ifte r knob, steering wheel

e s :-? I

3

C ar Interiors 2

Review

b ack seat, bench seat, b u cke t seat, consolé, cu p holder, r.'=- — j d o o r panel, handle, headrest, lock, trunk, w in d o w sw itch

4

G auges and M eters

C ar m anual

dash b oa rd, fuel gauge, g ea rshift p osition, instru m en t F: -r cluster, odom eter, speedom eter, tachom eter, tem perature i gauge, voltm eter, w arning light

5

S uspensión

Note

air sp rin g, ball join t, chassis, coil spring, d o u b le w ish b o n e suspensión, fram e, leaf spring, M acP herson strut, m ultilin k suspensión, sh o c k absorber, stabilizer bar, s tru t suspensión, to rsió n bar

6

C ar E xteriors 1

M em o

brake light, bum per, door, tender, headlight, high beam , hood, side mirror, tail light, w in dsh ield, w ip ers

M a * .~ 1 p : *e

7

C ar E xteriors 2

M em o

blinker, grill, hitch, hubcab, side panel, sunroof, trim , tru nk, undercarriage, wheel

OC ' — I

P rod u ct list

diagonal, load Índex, m etric, radial, rim diam eter, rim, sidew all, speed rating, tire w id th , tire, tread

U -O r-a *

8

Tires

j

9

O p tion s

Inform ation sheet

DVD player, e nterta inm e nt system , GPS, heated seats, leather, navigation system , re m ó te starter, satellite radio

As- • : m ¡re re s 1

10

Sedans

M agazine article

b o d y style, box, coupe, fa stb a ck, four-door, hatchb a ck, pillar, seat, sedan, tw o -d o o r

Ma- - c 1 a - a s s je

11

C o m p a cts

R eport

C -se g m e n t, cargo area, c o m p a c t car, m id-size, parking, space, su b c o m p a c t, superm ini, urban, vehicle

O fe r-o J

12

SUVs

M agazine article

4x4, cargo barrier, crossover, fo u r-w he e l drive, o ff-ro ad , row, seating, sta tion w agón, SUV, taílgate

A s * .* ; t i a- :c t J

13

Trucks and Vans

M em o

bed, cab, fu ll-size, heavy duty, m ini, m inivan, p icku p tru ck, to w in g capacity, tru ck, van

Ta • ' : J c c : : -= 1

14

Luxury and S p o rts Cars

W ebpage

acceleration, co nvertible, grand tourer, luxury vehicle, m uscle car, pony car, prestige, roadster, s p o rts car, su percar

p re -e -e J

C om m ercial Vehicles

W ebpage

15

bus, class,co m m ercial vehicle, fleet, g ross vehicle w e ig h t rating, heavy, light, m ass transit, p u b lic tra n s p o rta ro n , sh ip pin g o pe ratio n s

G .-c J re a r

Table of Contents

U n it 1 - T h e A u to m o tiv e In d u s t r y .................................................................................................. 4 U n it 2 - C a r In te rio rs 1 ...............................

6

U n it 3 - C a r In te rio rs 2 .........................................................................................................................8 U n it 4 - G a u g e s a n d M e t e r s ........................................................................

10

U n it 5 - S u s p e n s ió n ............................................................................................................................. 12 U n it 6 - C a r E x te rio rs 1 ...................................................................................................................... 14 U n it 7 - C a r E x te rio rs 2 ...................................................................................................................... 16 U n it 8 - T i r e s ............................................................................................................................................. 18 U n it 9 - O p t i o n s ...................................................................................................................................... 20 U n it 1 0 - S e d a n s .................................................................................................................................... 22 U n it 11 - C o m p a c ts .............................................................................................................................24 U n it 1 2 - S U V s ........................................................................................................................................ 26 U n it 1 3 - T ru c k s a n d V a n s ............................................................................................................... 28 U n it 1 4 - L u x u ry a n d S p o rts C a rs ............................................................................................. 30 U n it 1 5 - C o m m e r c ia l V e h ic le s .................................................................................................... 32 G lo s s a ry

34

D a v id s o n M o to r s

G e t ready! ©

Before you read th e passage, ta lk about th ese questions. 1 W hat are som e o f th e d ifferent areas o f the a utom o tive ¡ndustry? 2

f" H om e

About Us

f

FAQ

Davidson Motors manufactures quality automobiles. We are also responsible for the sales and distribution of these cars. Browse this website to see all of the cars we offer.

W hat skills does ¡t ta ke to be successful ¡n the a u to m o tive industry?

ORIVE THE g m -n m a

____

futüre now

ÜÉ

R eading © R ead th e w e b p a g e . Then, choose th e co rrect answ ers 1 W hat is th e p urpose o f th e w eb pa g e? A to intro d uce p eople to a co m p a n y B to list th e yearly sales goals fo r a co m p a ny

We reworked our advertising campaigns over the past five years. Sales increased right away. Last year alone we put 15,000 new drivers on the road. We are growing and will continué to grow. If you’re interested in investing, email our office. We have the highest consumer satisfaction ratings in the market. We, our company, like our vehicles, with care. Visit a dealership to pick out your perfect new car. To lócate a dealer near you, cali our 800 number.

C to explain a c o m p a n y ’s new advertising ' l c a m p a ig n J ~ '

D to re p o rt th e results o f sa tisfactio n scores o f a co m p a n y 2

W hat is responsible fo r th e sales increase?

M a tch th e w ords (1 -6) w ith the definitions (A-F). 1 O design

4 T i autom o bile

B a ch ange in th e m arket

2

A co n su m e r

5 C , driver

C a new a dvertising cam paign

3

i _ m arket

6 5? advertising

A

a person w h o buys or m ay buy a p ro d u ct

W hat sh ou ld cu sto m e rs do if th e y w a n t to " .e s t in D avidson M otors?

B using d ifferent fo rm s o f m edia to increase sales

A em ail th e office

D to plan o ut h o w so m e th ing w ill loo k and w o rk

a person w h o o pe rates a m o to r vehicle

B ca¡ th e 800 num ber

a m otorized vehicle w ith fo u r w heels

C

buying and selling th a t o ccurs in a p articular ind u stry

. s it t h e r local dealership

D b row se th e w e b site fo r m ore inform ation

4

©

A a new ca r design

D a ch ange in d is trib u tio n 3

V o cab u lary

A1!'-ANDRO 0K0ZCO O R ead th e sen ten ce pairs. C ho ose the sen ten ce th a t uses th e underlined part correctly.

S p eakin g

0W ith a p a rtn e r, a c t o u t th e ro le s b e lo w b a s e d o n T a s k 7 . T h e n , s w itc h ro le s .

1 A The salesm an show ed th e co up le a new car. B The salesm an is a consum en 2

A A d ve rtisin o ¡s a d ivisión th a t m akes Products. B F actories usually m an u fa ctu re p roducts.

3

A C o n ta c t th e sales d e p a rtm e n t fo r price inform ation. B The a utom o bile a ccid e n ta lly crashed the d rive r into a parked car.

4

A D istribution is th e a ct o f m oving g o o d s from a central location.

USE LA N G U A G E S U C H AS: W hy do y o u w a n t this p o s itio n ?

Y

W hat k in d o f e xperience d o yo u have? I h a v e ... years o f experience in ...

S tu d en t A: You are an interview er. Talk to S tu d en t B about: •

an open position

•

his or her experience

•

w h a t he or she did in his oíd position

B To design so m e th ing is to try to sell it.

0 Q> Listen and read the w e b p a g e again. W hat resources are available fo r potential custom ers?

S tudent B: You are an interview ee. Talk to S tu d en t A a b o u t y o u r experience.

W riting

0Use th e w e b p a g e and th e conversation

Listening

0

Listen to a conversation b e tw een an interview er and an interview ee. M a rk the following statem ents as true (T) or false (F).

from Task 8 to fill out th e w o rksh eet.

1 __The m an is new to th e a u to m o b ile industry.

O

2

__The m an w o rke d in sales.

3

__The m a n ’s last co m p a n y closed.

0 Listen again and c o m p le te the conversation.

f~~". e e r :

It’s good to m eet you, Mr. Ham ilton. f W hy do you w a n t th is 1 _______ ? ' l’m interested in a dvancing in the 2 ________ industry.

Interview er:

W hat kind o f 3 ________ do you have already?

Interview ee:

I have ten years o f e xperience in sales. I w as th e a ssistant m anager o f a 4 _________________ dealership.

Interview er:

5

___________yo u r d uties there?

Interview ee:

I m ade sure everyone m et th e ir q uo ta s and ke pt th e 6 ________ happy.

Interviewer Ñame: Naom i W ilson Applicant Ñame:

Ju stin H am ilton

Applicant’s Previous Position: Applicant’s Experience:

_________

re ar-vie w m irror

G e t ready! O

Before you read the passage, ta lk about th ese questions. ^ s teering w h ee l J

1 W hat are th e d ifferent pedáis in a car used for? 2

W hat parts are fo u nd inside a car?

R n d c rs o n From: Management R E : Changes to DTX Destgn There w a s a research a nd d e ve lo p m e n t m e e tin g yesterday. A t th is m eeting, w e d ecide d to ch an g e th e design o f th e DTX. There w ere several fla w s in th e original design. The changes are aTshefollow s. box ta ke s u p to o m uch sp ace on th e passenger’s glove side. W e need to change this. T he gas pedal and brake pedal are to o c ió s e together. T h is is dangerous. W e a lso need to redeslgn th e steering wheel. It w o rks perfectly, how ever th e inve sto rs ju s t d o n ’t like h o w it loo ks. T h e sam e g o e s fo r th e shifter knob. L e t’s g ive th e m s o m e th in g m odern. The rear-view mirror and blinker switch are fine. B ut th e fuse box o n th e driver’s side needs w o rk. It’s d ifficu lt to access.

s h ifte r knob

b lin ker sw itch

V o cab u lary

0 R eading

0

Fill in th e blanks w ith th e c o rre c t w ords or phrases from the w ord bank.

R ead th e m em o. Then, choose th e c o rrect answ ers. 1 W hat is th e m ain ¡dea o f th e m em o? A to explain ch an g es ¡n a design

glove box fuse box rear-view m irror shifter knob steering w heel blinker sw itch

B to give a rem inder a b o u t a design m eeting C to sum m arize the design o f a new autom obile D to su gg e st w ays to m ake fu tu re designs m ore appealing 2

3

W hich o f th e fo llo w in g d oe s NO T require a change? A th e rear-view m irro r

C th e s h ifte r knob

B th e glove box

D th e gas pedal

W hy d oe s th e fuse b o x need to be redeslgned? A

:'s a safety hazard.

B

:'s d m c u lt to access.

C tt ta ke s u p to o m uch space. D It d oe s n o t look appealing.

t

1 The d rive r uses th e ’

tu rn th e car. To signal a turn, th e idiiiver sh ou ld use th e y - w \ The q \ f t \ J € U p v __ is a g o o d place to keep c a r re g is tra ro n papers. D rlvers sh ou ld a lw ays ch e c k th e -A /i fVvVbefore backing up. S o m e tim es a d rive r has to ch e c k the 1 if there is an electrical problem . . The ^ k r o b is on th e end o f th e stick a driver uses to select w hich gear to shift to.

O Read th e sentence pairs. C hoose w hich w ord or phrase best fits each blank.

S p eakin g

ALEJANDRO OROZCO

0W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles.

1 p a ss e n g e r’s side / driver’s side A The side o f th e ca r th a t th e person operating th e vehicle sits in is called the B The person w h o rides in an a utom o bile sits on th e ¿ v y ._____________. 2

b rake pedal / gas pedal A The d rive r uses th e W c - k o to s to p th e car.

o t- J c J .

B To accelerate th e car, th e d rive r should use th e í

0 í»

Listen and read th e m em o again. W hy d on’t th e investors like th e steering w heel and shifter knob?

S tu d e n t A: You are an engineer. Talk to S tu d en t B about: •

a design y o u ’re w o rkin g on

•

parts o f th e design to change

•

parts o f th e design to keep th e sam e

S tu d e n t B: You are an engineer. Talk to S tu d en t A a b o u t a design y o u ’re w o rkin g on.

Listening 0

$ Listen to a conversation betw een tw o engineers. M a rk th e follow ing sta te m e n ts as true (T) or false (F). 1 __The w om a n already read th e m em o.

W riting

0U se th e m em o and the conversation from Task 8 to fill out th e m em o.

2 __The pedáis need to be changed. 3 __The steering w heel is to o large.

0

U Listen again and c o m p lete the

conversation. E ngineer 1 : Did you read th e m em o a b o u t th e design ch an g es fo r th e DTX? E ngineer 2:

• • • m e m o To: M anagem ent RE: Progress on design changes

Here are th e changes w e ’ve c o m p le te d so far:

No I d id n ’t. W hat are th e y changing?

E ngineer 1: 1 _________________ . There w ere three or fo u r th in g s to re-do. E ngineer 2:

Really? I c a n ’t 2 ______ Like w hat?

E ngineer 1: The b rake pedal and 3 ________ w ere to o cióse together. E ngineer 2:

Oh, yeah, th a t’s a 4 ________ . W h at did th e y like?

E ngineer 1: They loved th e 5 _________ E ngineer 2: T h a t’s g oo d . We w o rke d 6 . ________ on that.

Here's w h a t w e stH need to do:

3

Car Interiors 2

G e t ready! O

Before you read th e passage, ta lk about th ese questions. 1 W hat are som e d ifferent kinds o f seats in autom o biles? 2

GSHB»

W hat are som e features o f cars th a t m ake th e m m ore co m fortab le ?

The Cruiser by Regal Motors Regal M o to rs ju s t p ro d u c e d a n o th e r g rea t a uto m o b ile . It raises th e in d u stry s ta n d a rd s fo r quality. M ost noticeable ¡s the interior. The bucket seats in the front are heated and adjustable. The head rests are rem ovable, as w ell. The b a c k seat, a bench seat, is sim ila rly c o m fo rta b le . W in d o w s w itc h e s are m o u n te d on each o f the fo u r d oo r panels. They are easy to reach and opérate. The c o n s o lé is also easy to a cce ss and to ujnderstand. There are p lenty o f cup holders, includ ing five in th e b ack alone. The d o o r han d les and lo cks are n o t d iffic u lt to lócate. The only area fo r im p ro ve m e nt is th e trunk. It really isn ’t large enough. 4.5 stars out of 5

R eading ©

Read the review . Then, choose the co rre ct answ ers.

V ocabu lary

1 W hat is th e p urp ose o f th e article?

© M a tch th e w ords or phrases (1-6) w ith th e definitions (A-F).

A to advertise a new a utom o bile design

2

3

1 __lo ck

4 O

C to define th e d ifferent parts o f an autom o bile

2

\ J tru n k

5

D tn list qnn ri.anr i .had features n f an autom obile

3

£

6

W hich o f the follow ing does the author NOT like?

co nso lé

b ack seat d o o r panel

A cu p h old er

A the tru n k

C th e b a c k seat

A a device designed to hold beverage containers

B the head rests

D the d o o r handles

B a part o f th e c a r used fo r storage

W hat is tru e o f th e b u cke t seats?

X

a seat in th e rear o f a car

A They are heated.

som ething th a t does not allow a d oo r to be opened

B They are in th e back.

th e inside p art o f a d o o r

C They have b uilt-in cu p holders.

a p art in th e fro n t o f a ca r th a t co ntains th e radio and o th e r Controls

D They have n on -rem o vab le head rests.

8

c>

B to s u g g e st changes to an a u to m o b ile design

0

S p eakin g

W rite a w ord or phrase th a t is sim ilar in m eaning to th e underlined part.

0

1 T h e d o o r w o u ld n ’t open because th e part used fo r o penina the d e o r w as broken. fo * n e / l b 2

3

4

5

W ith a partner, a ct out th e roles below based on Task 7. Then, sw itch roles.

USE LA NG U AG E S U C H AS:

To roll d ow n th e w indow , ju s t use th e b u tto n on the d o o r panel used fo r openina and closina the W indow s. w ifc d o w s ^ tc h

W hat are som e o f the features? T h e ... i s ... than p re vio u s m odels. W hat a b o u t th e ...?

The d rive r a dju sted th e part o f th e seat desianed to su p p o rt a p erso n ’s h e a d . \e £ d r« & t

S tu d e n t A : You are a salesperson. Talk to S tu d en t B about:

The d riv e r’s seat w a s a kind o f seat w ith a deep. round s h a p e . buok^t ie ^ t In th e b a c k o f th e ca r th e seat w a s a kind o f fíat seat m ade fo r m ore than one p e rso n . b < jn ® ;V \ s ^ a ^ "

•

a c a r he or she is interested in

•

interior features o f th e car

•

h ow th e features co m p a re to o th e r m odels

S tu d e n t B: You are a custom er. Talk to S tu d e n t A a bo u t a ca r y o u ’re interested in.

0

Listen and read th e review again. W h at does th e review er say is th e m ost noticeable part of th e Cruiser?

W riting Listening

0

U se th e review and the conversation from Task 8 to fill ou t th e c u s to m e r inform ation sheet.

0

Listen to a conversation b e tw een a c u s to m e r and a salesperson. M a rk the following statem ents as true (T) or false (F). 1 __The ca r is th e m ost p op u la r m odel. 2

3

0

__The tru n k is sm aller than previous m odels. The bench seats and bucket seats are heated.

U Listen again and c o m p lete the conversation. C u stom er:

It sure looks nice. W h at are som e o f th e 1 ________ ?

X

S alesperson: The 2 ________ is b ig g er than previous m odels. C u stom er: T h a t’s nice. I alw ays have a lot to carry. 3 _______________ ? S alesperson:

The 4 _________________ are heated.

C ustom er:

Wow, th a t so un d s nice! W hat a b o u t th e 5 _________________ ?

S alesperson:

It’s not heated. B ut it is 6 th is m odel.

in

9

4

Gauges and Meters js a

/

n o

G et ready!

7 3 0

'

ta c h o m e te r

O Before you read the passage, talk a b o u t th ese questions. 1 W hat are so m e co m m o n m eters and gauges fo u n d in cars?

2 W hat is th e p urp ose o f a

a

ta ch om e te r?

Section 3.4:

Gauges] j ... a n d Meters Your dash board contains m any ¡m portant gauges and m eters. The s p ee d o m e te r is in th e very c e n te r o f th e in stru m e n t cluster. D ire ctly b eneath th e s p e e d o m e te r are the odo m eters. O ne keeps tra c k o f th e num ber o f m iles th e c a r has been d rive n in its life tim e . The o th e r can be reset to keep tra c k o f individual J ü p s -T o th e left o f the sp ee d om e te r are th e fuel gauge and te m p e ra tu re gauge. On th e o p p o s ite sid e is th e ta c h o m e te r. U n d er th e ta ch om e te r, y o u ’ll fin d th e v o ltm e te r. C ars w ith an a u to m a tic tra n s m is s io n co n ta in a g e ars h ift position indicator. In a d d itio n , all ve hicle s are e q u ip p e d w ith one or m ore w arn in g lights.

rs nuil*

cm

R eading @ R ead th e section from th e o w n e r’s m anual. Then, choose th e c o rrect answ ers. 1 W hat is th e m ain idea o f th e section? A h ow to read gauges and m eters B w h a t gauges and m eters are on the ¿íashooarc

V o cab u lary

C w hen a gauge or m eter sh ow s danger

@ M a tc h th e w ords or phrases (1-6) w ith the definitions (A-F).

D available gauge and m eters upgrades W hich is NO T included in both cars w ith and w ith o u t a u to m a tic tra nsm issio n s? A a ta c h o m e te r B a g ea rshift ind ica to r C a te m pe ra tu re gauge D an o d o m e te r 3

W hich is to th e right o f th e sp eedom eter? A th e o d o m e te r B th e vo ltm e te r C the fuel gauge D th e te m pe ra tu re gauge

1 __ta c h o m e te r

4

2

5 O instru m en t cluste r

v o ltm e te r

3 __d ashboard

O te m pe ra tu re gauge

6 A . w a rning light

'ia light that turns on when the car needs attention B a m eter th a t sh ow s how fa s t the engine is revolving a grou p o f gauges and m eters loca te d on one panel J > ^ a gauge th a t sh ow s h o w w arm or cool an engine is E th e part o f th e ca r belo w th e w in dsh ield F a gauge th a t gives inform a tio n a b o u t th e electrical system o f a car

O

R ead th e sen tences and choose the co rrect w ords or phrases.

S p eakin g

0

1 To c h e c k the speed o f a car, th e driver should exam ine th e ta c h o m e te r/s p e e d o m e ter. 2

3

The d rive r n o tice d th a t he w a s in reverse by ch ecking th e gearshift p o s itio n /te m p e ratu re gauge.

USE LA NG U AG E S U C H AS: D o y o u have any que stion s a b o u t...? W hat is th e ... for?

The v o ltm e te r/fu el gauge t ells th e d rive r w hen he o r she needs to g et m ore gas.

T

Wait, l ’m sorry. W hy is th e ... ?

4 The o d o m e te r/w a rn in a light sh ow s how m any m iles a car has driven.

0

W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles.

S tu d e n t A: You are a salesperson. Talk to S tu d e n t B about:

í» Listen and read the section from the o w n e r’s m anual again. W hat is located in th e c e n te r of th e instrum ent cluster?

•

a ca r he o r she is interested in

•

q u e stio n s he or she has a b o u t gauges and m eters

•

a sp e cific m eter or gauge

Listening 0

1 __The w om an asks a b o u t th e voltm eter.

W riting

2 __The car d oe s n ot have a tachom eter.

0

3 __The car has a broken te m p e ra tu re gauge.

0

S tu d e n t B: You are a c u sto m e r looking fo r a car. Talk to S tu d en t A a b o u t gauges and m eters.

$ Listen to a conversation b e tw een a salesperson and a custom er. M a rk the following statem ents as true (T) or false (F).

U se th e section from th e o w n e r’s m anual and th e conversation from Task 8 to fill out th e c u s to m e r c o m m e n t card.

Q Listen again and c o m p le te the conversation.

gives inform ation S alesperson: The 1 a b o u t th e c a r’s e le ctrical system s. C ustom er: S alesperson:

C ustom er: S alesperson: C ustom er:

All right. And th e 2 ________ ? The ta c h o m e te r sh ow s how fast 3 _________________ is running. N orm ally it W hy is the W ait, 4 ______________ te m pe ra tu re gauge so low?

Customer Comment Card How satisfied were you with your Service today?

Actually, th a t gauge isn ’t 5 _ T h a t’s to o ¡m portant. I’ll have to keep 6 ________ . Thanks.

What questions did you have for the salesperson?

Did you purchase a car today? Why or Why not?

r

___

5

Suspensión s tab ilizer bars

G et reaay!

chassis

O

ram e

B efore you read the passage, talk a b o u t th ese questions. 1 W h at is th e p urpose o f th e su spensión system ? 2 W hat are som e different kinds o f springs?

leaf spring ball jo in t

a ir spring con sorin

Dawn, l’ll be gone all m ornlng. Please co m p le te th e fo llo w in g tasks. • The tru c k has a bent chassis. Put it on th e fra m e m achine and bend it back. Be sure to ch e c k the s tab ilize r bars. R eplace th e shock a bso rbers on th e van. I c a n ’t re m e m be r if it has coil springs, a ir springs, or leaf springs. You sh ou ld be abie to tell. A d ju s t the torsión bars in th e SUV. In s p e c t th e s tru t susp en sió n o f th e s p o rts car. I th in k th e M ac P h e rs o n stru ts need to be replaced. L o o k fo r w e a r on th e b u s ’s ball jo in ts . It has a d o u b le -w is h b o n e suspensión. T h a t’s a kind o f m ultilink suspensión, ¡n case you a ren ’t sure. Thanks, Joe

V o cab u lary 0

M a tch the w ords or phrases (1-8) w ith the definitions (A-H). 1 ib- tram e 2

to rsió n bar

R eading

3 C

coil spring

4

ball jo in t

0

Read th e note. Then, ch oose th e c o rrect answ ers.

5

air spring

6

ü

1 W h at is th e p urp ose o f th e note?

7

fe. M acP herson s tru t

A to list w o rk th a t needs to be don e _

s h o c k a bso rbe r

8 A_ d o u b le -w is h b o n e suspensión

B to co m p lain a bo u t unfinished w o rk C to explain h ow to perform a p rocedure D to define d ifferent suspensión system s 2

3

W hat is d am aged on th e tru ck? A the to rs ió n bars

C th e chassis

B m e ball jo ln ts

D th e sh o c k absorbers

W hat • ~d o f suspensión system does th e bus have?

A a system w here w heels are held by tw o y-sh a p e d arm s . B a fle xib le ty p e o f c o n n e ctio n in a suspensión system ^jG '-'a spiral shaped piece o f m etal th a t expa n ds and co n tra c ts D a device near w heels to reduce th e e ffe ct o f b um p s and sh ocks

A stnjT suspensión

E a m etal rod w ith a coil spring and sh ock a bso rbe r a ttached to it

B leaf sp^ - g suspensión

F a m etal rod th a t tw is ts w hen th e w heels turn

C to rsió n b a r suspensión

G th e underlying su p p o rt system o f a vehicle

D d o u o ie - s ^ o c r e suspensión

H a spring th a t uses air to a bso rb sh ocks

S p eakin g

O Fill in th e blanks w ith th e co rre ct w ords or phrases from th e w ord bank. /

o m

\

0W ith a partner, a ct out the A

B NK

roles b elo w based on Task 7. Then, sw itch roles.

chasgís stabilizér bar stru t sys^ension m ultilink suspensión leaf spring

1 A /o f5 v is a kind o f spring th a t is like m any — • sheets o f m etal sta cked on to p o f each other. 2

A ty p e o f suspensión system th a t uses at least fo u r arm s and no s tru ts is called a t i i ¡ y\ K ^ o t \ .

3

The

4

The m etal rod th a t co n n e cts th e suspensión system is called a

5

K Z 'Z .V ' A ) C iV A su spensión system th a t uses a m etal bar w ith a coil spring and sh o c k a b so rb e r is called a S V v - r \ ^ ' 5 >'0 ^

v r u -■

'

______ is the internal su p p o rt o f a car.

0$

Listen and read th e note again. W h a t w o rk does the S U V need done to it?

Listening

S tu d e n t A: You are a m echanic, Talk to S tu d en t B about: •

the to -d o list he o r she left fo r you

•

w h a t you have co m p leted

•

w h a t you still need to do

S tu d e n t B: You are a manager. Talk to S tudent A about a to -d o list you left fo r him or her.

0$

Listen to a conversation b e tw een a m echanic and an au to m otive shop m anager. M a rk th e follow ing sta te m e n ts as true (T) or false (F).

|1

__The w o m a n d id n ’t finish th e list.

0 U se th e note and the conversation from Task 8 to fill out th e e n g in e e r’s em ail.

Z _ The w o m a n fixed th e fram e o f th e truck. _

W riting

The w om an already adjusted the torsión bars.

( Listen again and c o m p lete th e conversation nic: l’m n ot 1 M anager:

W h at did you 2

through, b u t I g o t a lo t done. ?

anic: I b en t th e tru c k ’s 3

_ back.

sger: Oh g oo d . W hat else d id 4

?

on th e van. B ut I still need to a d ju st th e S U V ’s to rsió n bars.

3nic: I already replaced th e 5 _ M anager:

H ere’s w h a t I finished fro m y o u r list:

Great. L e t’s g et sta rte d on th o se 6 I still need to 1

Car Exteriors 1 side m irror

4

headlight

6

b um per

To: L o t E m p lo ye e s From: M ik e G a rla n d,

G e t ready! 0

B efore you read th e passage, ta lk about th es e questions. 1 W h at are som e d ifferent parts o f th e o utside o f a car? 2

W h at kind o f d am age can happen to a car?

R eading

0 R ead the m em o. Then, choose th e c o rrect answ ers.

G e n e ra l M a n a g e r

Re: S to rm As you know , w e had a bad sto rm last night. A lót o f tree bran che s fell. So so m e cars m ig h t be d am aged. Please ch eck fo r d ents or scratche s on all o f the cars. Inspect th e hood, bum per, ten d er, and doo rs o f every car. Please also c h e c k fo r c ra c k s ¡n th e w in d sh ield , side m irrors, b rake lights, tail lights and headlights. L e t’s ch e ck fo r e le ctrical or m ech a nlca l dam age, too. A fte r you in s p e c t th e body, te s t th e high b e am s and w ip ers . They m ust w o rk fo r all te s t drives. Please re p o rt any d am a ge in w riting to y o u r supervisor.

1 W hat is th e p urp ose o f th e m em o? A to instru ct e m ployees to search cars fo r dam age B to re po rt d am age caused by a s to rriy

• 1

to w arn em ployees a bo u t an app roa ch in g storm /

D to estím ate the cost o f dam age from a storm W h at kind o f ca r dam age is NO T expe cte d?

V o cab u lary

0 M a tch th e w ords or phrases (1-6) w ith the definitions (A-F). 1

door

4

2

w ipers

5

A w in dsh ield

3 ^

b um p er

6

side m irror

headlight

A dented d o o rs

A th e w ld e fro n t w in d o w o f a car

B cracked w in dsh ields C dim tail lights

B a sm all m irro r on th e fro n t d o o r o f a ca r th a t sh ow s tra ffic fro m behind

D scratche d hoods

C a p ro te ctive rim on th e fro n t and b ack o f a car

W hat should em ployees d o a bo u t ca r dam age?

D long blades on th e fro n t w in d o w th a t clean thls w in d o w

A re po rt itto t h e ir su pe rviso r B fin d o u t w h o o r w h a t d am aged th e car C fix sm all scratche s and d ents D p ut n otes on d am aged cars

E a barrier on th e side o f a ca r used to enter or e xit th e vehicle F a b rig h f lig h t a t th e fro n t o f a car used w hen it is d a rk o utsid e

- S t and choose the co rrect

C k O IC O

S p eakin g 0

- - : : a h ig h beam s before rre tc .

W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles. USE LANGUAGE SUCH AS:

see his fe n d e r/b ra k e lights

S om e o f the p a r s ...

rs o f th e car p ro te c t its

T

Please f i x ... 1 c a n ...

re ;

oop open the c i r ’s tail light/

e

s w ip ers /tail lights flash just

S tu d e n t A: You are a m anager. Talk to S tu d e n t B about:

» —SE=*~ and read the m em o again. W hat oarts of the cars em ployees r r e c k fo r dam age?

•

th e typ e o f d á m a g e 'to th e cars

•

w h e th e r th e he or she can fix th e cars

•

w h ich repairs need to be done first

S tu d e n t B: You are a m ech a nic in a c a r lot. Talk to S tu d en t A a b o u t repairing dam age to cars.

Ls-.e'- to a conversation b e tw een a and a m echanic. M a rk th e statem ents as true (T) or false (F). _ Som e ca r h oods are d am aged w ith d ents and scratches. ~ h e m an can fix th e cracked w indsh ield.

W riting 0

U se th e m em o and th e conversation from Task 8 to fill out th e c a r repair ch e c k list.

“ h e w om an w a n ts th e cracke d w in dsh ield 'epalred first.

* Listen again and co m p le te the conversation.

BEST LOT CARS Z

Som e cars on th e lot have 1 .o n th e hoods. ic:

Okay, I 2 _____________ _______those.

er: There is also one badly 3 ___________ iic: 4 _________________ th e w in dsh ield repair m an to co m e and fix that. er:

Okay, g oo d . Please fix th e 5 ______ h oods first.

1

Car R e p a i r C h e c k L i s t H ow m any cars need to be fixed? W hich p arts o f th e cars need to be fixe d? (Fill o u t below )

II.I.UJAIJJI.L.IA

Busy m em o L O T

To: Lot Employees From: Jim Schaffer, General Manager Re: New Models

G e t ready!

AUTO SALES

O B efore you read th e passage, talk about th ese questions.

O ur ca r d ealership w ill receive new m od e ls n ext week. S om e o f th e basic features w ill rem ain th e sam e. These inelude th e grill, blinker, side panel and u n d ercarriag e. The trim on th e new 1 W hat are som e basic parts all cars have? m odels will offer new options. These inelude m ore trunk space, 2 W hat are som e extra c o m p o n e n ts a car larger w heels, and d elu xe hubeaps. A p op u la r feature on the can co m e w ith? new m o d e ls is th e sunroof. It’s a b it larger th a n p reviou s 1 versions. Also, o nly new m od e ls w ill have th e hitch o ptio n . \ Please tell c u s to m e rs a b o u t all o f th e new o p tio n s fo r th e R eading \ new m odels. C u sto m ers can choo se betw een standard or 0 Read th e m em o. Then, choose th e co rrect \ new features.

answ ers.

\

~-----------------------------------------------------------------“

W hat is th e p urp ose o f th e m em o?

V o cab u lary

A to tell e m ployees a b o u t new c a r m odels

0 M a tch th e w ords or phrases (1-5) w ith the

B to list th e price o f th e new ca r m odels C to d e scrib e o p tio n s available o nly on new m odels to request fe e d b a ck on th e new ca r o ptio n s

definitions (A-E). 1 C

grill

D b lin ke r

4 ? ^ _ undercarriage 5 _

trim

A i side panel W hich o f th e fo llo w in g w ill NO T be larger in the new m odels?

th e level o f extra features a ca r co m e s w ith

A su nro of

C tru n k

B side panel

D w heels

the c o m p o n e n t on th e left o r rig h t portio n o f the car

.'.'"iich o f th e se is available as an upgraded c c : o r o " r e new ca r m odels? A urx>= rim tire

A a co de th a t d en o te s th e prop er use o f a tire B th e ce n te r o f a w heel th a t h olds a tire in place

R eading

C th e m áxim um m ass a tire can hold

0

D a num ber th a t d en o te s th e m áxim um speed a? tire can handle

Read the prod uct list. Then, m ark the following statem ents as true (T) or false (F). 1 2

The A ssurance U ltím ate tire has th e highest speed rating. __Large tire w id th p rovide s safety in harsh weather.

3 T

The S uper Tread HT features a radial thread.

E a covering th a t goes around a w heel rim to enhance cushion and p erform ance F th e d istan ce across th e ce nter o f a wheel G a pattern o f ridges used to create tra c tio n on a tire H th e w id th o f a tire fro m sidew all to sidew all

O R ead the sen ten ce pairs. C hoose w hich w ord or phrase best fits each blank. 1 sidew all / tread A The

d ________p rovide s tra c tio n fo r th e tire.

B Lócate th e load Índex and speed rating on the

S p eakin g 0

W ith a partner, a c t out the roles below based on Task 7. Then, sw itch roles. USE LANGUAGE SUCH AS: l ’m lo o k in g f o r ...

2

radial / diagonal A The layers o f c o rd s in a strong.

1 . TO d i o '

B N ew tires feature r ! ¡Q O y \T \& \

©

G o t it.

tire are very

tread patterns.

«♦ Listen and read the product list again. W h at is a b enefit of an enlarged tire w idth?

Listening C

T h a t s o u n d s ...

Listen to a conversation b e tw een a salesm an and a custom er. C hoose th e co rre ct answ ers. 1 W h a t is th e co nve rsatio n m ainly about?

S tu d e n t A: You are a salesm an. Talk to S tu d e n t B about: •

tire typ e s

•

fu n ctio n o f tires

•

tra ctio n

S tu d e n t B: You are a custom er. Talk to S tu d e n t A a b o u t replacing yo ur tires.

A co m p a rin g tread p atte rn s B assessing speed ratings

2

C co m p a rin g tires fo r harsh w e a th er

W riting

D replacing tires

0 Use the product list and the

W hy does th e salesm an su gg e st th e S uper Tread LT?

conversation from Task 8 to fill out th e report.

A it com e s in m any d iffe re n t sizes B it has a high load Índex and great tra ction C it has a high speed rating D it has a stylish sidew all

0

$ Listen again and c o m p lete th e conversation.

Salesm an:

W elcom e to C oretex Tires. H ow can I help you?

Custom er:

I’m looking fo r som e new 1 ________ .

Salesm an:

Okay, great. W hat ty p e o f vehicle d o you have?

Custom er:

It’s a tru ck. I do a lot o f 2 ________ w ith it.

Salesm an:

Okay. G ot it. Well, o u r “ S uper Tread HT” has a great 3

C ustom er: T h a t’s g oo d . B ut h o w is the 4 ________ ? Salesm an: Very strong. It features a diagonal pattern in the 5 ________ . C ustom er: That so un d s 6 ________ fo r me. I’m sold.

19

Options G et ready!

R eading

O

0

B efore you read the passage, ta lk about th es e questions.

Read the ¡nform ation sheet. Then, m ark the following statem ents as true (T) or false (F).

1 W hat are som e different options available in cars?

1 __S atellite radio co m e s as standard.

2

2

__Leather seats d o n ot co m e as standard.

3

__The GPS so ftw are is new fo r th is m odel.

W h a t are th e m o s t p o p u la r o p tio n s in y o u r country?

V o cab u lary

0

M a tc h th e w ords orphrases (1 -7) w ith the definitions (A-G). 1 Q_ DVD player

4 Q

2 __heated seats

5 i ? satellite radio

3

6

__enterta inm e nt system

leather GPS

7 __rem óte sta rte r

A a m aterial m ade from anim al skin used in car seats a typ e o f radio system th a t uses satellite signáis ra th e rth a n radio signáis

Starting at $21,000

Available Options

J0 a video player b u ilt in to th e car

The a ll-n e w H am oto 3i co m e s w ith standard le a th er seats. H eated seats are also available fo r cu sto m e rs in co id clim ates.

¿ X í so ftw are th a t tra cks th e position o f a car anyw here in th e w orld E a system in w h ich th e d rive r can s ta rt the engine w ith o u t a key before entering th e car

Its brand new navigation system features updated G P S softw are. There are th o u s a n d s o f restaurants loaded into th e system . C hoose from a full e n tertain m e n t system or DVD players b uilt into th e seats. S a tellite radio is also an available o ption. For te c h n o lo g y lovers, th e H a m o to 3i co m e s w ith a rem ó te s tarter o ptio n . *

F an A M /F M radio, satellite radio, a n d /o r DVD system used to entertain th e passengers A

ca r seats th a t have b u ilt-in heaters fo r c o m fo rt in coid w e a th er

& H««oro3¡

CBS

\

O Read the sen ten ce pairs. C hoose w hich w ord or phrase best fits e ach blank. 1

S p eakin g

0W ith a partner, a c t out the roles below based on Task 7. Then, sw itch roles.

DVD player / rem ó te s tarter A A < 4 c w W a llow s th e d rive r to s ta rt th e engine w ith o u t a key. B A

2

USE LANGUAGE SUCH AS:

0 ^ ) c jy m /6an entertain children on long drives.

GPS / leath er J A The

A re yo u in te re ste d in ...? W hat d o yo u think a b o u t ...?

_______ option helps drivers avoid being lost.

B C ar b uye rs a p p re c ia te th e c o m fo rt o f seats.

T

Have yo u e ver w a n te d ... ?

\ e a iV V \ f r v S tu d e n t A: You are a salesm an. Talk to S tu d en t B about:

0$

Listen and read th e inform ation sheet again. W h a t is one b enefit of the n ew G PS softw are?

Listening

•

c a r o p tio n s

•

te ch n o lo g y

•

rem óte starters

0$

Listen to a conversation b e tw een a salesw o m an and a custom er. C hoose th e co rre ct answ ers.

S tu d e n t B: You are a custom er. Talk to S tu d en t A a b o u t your interest in c a r optio n s.

1 W hat is th e conversation m ainly about?

2

0

A co m p a rin g GPS System s

C technological options

B prices fo r available o p tio n s

D safety and luxury o p tio n s

W hat interests th e c u s to m e r th e m ost?

W riting

A rem óte sta rte r

C DVD player

0

B satellite radio

D heated seats

Use th e inform ation sheet and the conversation from Task 8 to fill out th e sales report.

U Listen again and c o m p le te th e conversation.

Salesw om an: T his ca r is a great ch oice fo r you. N ow let ’s ta lk a b o u t 1 ________ . W h at are you interested in? C ustom er:

G reat. I love 2

S alesw om an: T h a t’s a g o o d start. The H am oto has a full 3 _________________ available. C ustom er:

W ith satellite radio?

S alesw om an: Absolutely. S atellite radio, 4 ________ , navigation System ... C ustom er:

A nd a 5 _________________ , right?

S alesw om an: Right. If y o u ’re really into te chnology, m ay I m ake another su ggestion? C ustom er:

Sure.

S alesw om an: A 6 _________________ is also available. It’s really convenient. C ustom er:

T h a t’s th e one I really w a n te d. I’ll ta ke it all.

HAMOTO SALES TEAM SALES REPORT Date: Salesperson Ñame: Customer Ñame: _ Car sotó:________ Options Soid _ ] EntertaÉnment System J Leather Seats _J Remóte Starter _ | Navigation System _J Heated Seats Comments:

: '

\ Q Sedans G e t ready! O

B efore you read th e passage, ta lk about th es e questions. 1 W h at m akes a sedan d iffe re n t from o th e r typ e s o f cars? 2

W hat are som e o f th e m ost p opular ca r b o d y styles in y o u r co untry?

THE RESULTS ARE IN!

CAR DRIVER M AGAZINE Vol. 24 | A ugust Issue

We took a look at the new “Blade” and here’s what we found. The Blade com e s In tw o body styles: the h a tch b ac k and th e coupe.

The coupe ¡s sm aller, b ut very sporty. U nllke th e fo u r-d o o r hatchb a ck, th e Blade coupe has a tw o -d o o r design. It seats three people. It also features a m anual transm lsslon.

The Blade hatchback has m ore cargo space. This is because o f its fo u r-b o x design. The pillar In th e rear is fo u r fe e t b ehind the C pillar. The ro of Une slants d ow n to th e rear, looking m uch llke th e fa s tb a c k s o f years past.

Both models are great valué. The hatchback is $ 8,999 msrp . The coupe is $ 10,999 MSRP.

V o cab u lary c oupe

0

M atch th e w ords or phrases (1 -7) w ith th e definitions (A-G). 1 Q co up e 2

fa s tb a c k

A. sedan

3 ~L h a tch b a ck 4

r>

5 1 >_ box 6 C _ pillar 7

seat

__fa s tb a ck

A a general ca te g o ry o f passenger cars B a portion o f a ca r b o d y design th a t divide s th e stru ctu re o f th e car

R eading

C a vertical su p p o rt o f a cars w in d o w area

0

D a sm all, close d b o d y style sedan, ty p ica lly w ith o nly tw o doors

Read the m ag azin e article. Then, m ark the following statem ents as true (T) or false (F). 1 _£~The c o u p e has th e m ost cargo room . 2 ~ 1 ~ T b e h a tc h b a ck is a fo u r-b o x design. 3

__The h a tch b a ck is m ore expensive than the coupe.

E a th re e -b o x b od y style th a t inco rpo ra tes the cargo room w ith th e passenger area and is accessed by a lifting d o o r in th e rear F a b od y style w ith th e roofline slop in g dow n to th e rear G to have th e c a p a city to hold passengers

O Read th e sen ten ce pairs. C hoose w hich w ord or phrase best fits e ach blank. 1 fo u r-d o o r / tw o -d o o r A A

'. n - r)r< : y

B The d o v~ passengers. 2

design is ty p ica l in coupes.

O W ith a partner, a c t out the roles below based on Task 7. Then, sw itch roles.

design is preferable fo r g roups o f

pillars / body styles A S om e sedans co m e in a range o f 'oo ^ B The w in d o w areas are s u p p o rte d by

0

S p eakin g

V

' / l¡g S

9 i i I r> v A

.

0

Listen and read th e m ag azin e article again. W h a t is a fe atu re of fastb acks?

S tu d e n t A: You are a manager. Talk to S tu d e n t B about: •

th e new ca r m odel

Listening

•

b o d y styles

0

$ Listen to a c o n v e rs a ro n b e tw een a m a n a g e r and a salesw om an. C hoose th e co rre ct answ ers.

•

benefits

1 W hat is th e m ain b enefit o f th e hatchb a ck, a cco rd in g to the

S tudent B: You are a salesperson. Talk to S tu d e n t A a b o u t th e new car m odel.

m an? A it has am pie space fo r cargo B it has e xcelle n t gas m ileage C it is s p o rty and fun to drive D it has a fo u r-b o x b o d y design

2 W hat is th e w om a n likely to do next? A ask her m anager fo r m ore inform a tio n

W riting 0

U se th e m ag azin e article and the c o n v e rs a ro n from Task 8 to fill out th e research journal

B research m ore a b o u t th e Blade C investígate the negative aspects o f the Blade D ask a colleague fo r help

M A R T IN C A R S A L E S

M

RESEARCH JOURNAL

Listen again and c o m p lete th e c o n v e rsa ro n . M an ager:

The new “ B lad e ” is in. Are you ready to sell?

S alesw om an: I haven’t don e m y 1 ________ yet. C an yo u tell m e a bo u t it? M anager:

S e lle r:_____

It’s great. It co m e s in a 2 ________ and a coupe.

C an _______ B o d y Styte:

Salesw om an: Nice. W hat is th e 3 ________________? M anager:

The h a tc h b a ck has a fo u r-b o x design.

B e n e frts :__

Salesw om an: Really? It m ust have lots o f 4 _______________ M anager:

It does. T h a t’s a great 5 _______ .

O tne r notes:

Salesw om an: S o un d s like a 6 _________________ . I’ll do som e m ore research rig h t away.

23

11

Compacts

G e t ready! O B efore you read th e passage, ta lk about th ese questions. W hat are th e d ifferent ty p e s o f c o m p a c t cars?

Report on Compact Car Sales by Región (January - June) Compact Car sales in urban areas increased. In m e tro p o lita n areas, c o m p a c t ca rs (C -s e g m e n t) are popular. They are easy to pa rk on busy c lty streets. They d o n ’t ta ke up to o m uch sp ac e on cro w d e d roads. Also, th e y are easier to drlve.

W hat are som e o f the a dvantages o f c o m p a c t cars?

Subcompact cars also sold w ell ¡n urban and su burban areas. In su bu rba n areas, s u b c o m p a c ts (or superm inis) are p o p u la r fo r w eekend drlves.

Mld-Size cars sold m uch b e tte r ¡n suburban areas than in urban areas. M ore fa m ilie s w a n t a larger c a r like th ls. The g rea te r c arg o a rea m akes th e m very deslrable. For all vehicles, w e m ust co n tin u é to ta rg e t sales to c u s to m e rs ’ needs.

i m

m

í vehicle j

R eading

( c o m p a c t car

0R ead th e report. Then, choose th e co rre ct answ ers. 1 W h at is th e m ain ¡dea o f th e report? A c o m p a c t ca r sales in d ifferent areas B th e a dvantages o f c o m p a c t cars C selling c o m p a c t cars to fam ilies D the sizes o f d ifferent c o m p a c t cars 2

3

W hich o f th e se is NO T an advantage to driving a c o m p a c t ca r in th e city? A th e y are easier to drlve

M atch th e w ords (1 -5) w ith the definitions (A-E).

0

B they are easier to park

1^

C th e y ta ke less space on busy c ity streets

2 C_ subcom pact

D th e y have greater cargo area

3

W h at does th e report say a bo u t fa m ilies in th e su bu rb w ith c o m p a c t cars?

A any n um b er o f ty p e s o f cars used fo r driving

A they w a n t sm aller cars

C a sm all ca r w ith three. fo u r o r five d oo rs th a t can seat up to fo u r passengers

B they enjoy m id -size cars w ith greater cargo area they so m e tim es drive th e lr c o m p a c t cars to urban areas

24

V o cab u lary

D th e y use th e ir c o m p a c t cars m ostly on the w eekend

urban _

4

vehicle

5 ]Q space

C -se g m e n t

B a sm all ca r intended fo r use in th e city

D th e p hysical a m o u n t o f room an entire c a r takes E a sm all c a r fo r fa m ilie s th a t can seat five adults; th e European term fo r c o m p a c t car

O R ead th e sentences and choose th e c o rrect w ords or phrases. 1 The M itchells love th e greater a m o u n t o f p a rk in g /c arg o area in th e ir new m id -size car. 2

The s u p e rm in i/m id -size is p o p u la r on narrow European Street?;

3

The fa m ily o p te d fo r a m id -s iz e /c o m p a c t car to fit everyone m ore co m fortably.

4

It’s easier to park a c o m p a c t c a r/m id -s iz e on a busy City Street.

5

Think about cargo area/parking space where you live when you com pare the size o f car to buy.

S p eakin g

0W ith a partner, act out th e roles below based on Task 7. Then, sw itch roles.

0$

Listen and read the report again. In w hich areas did com pact car sales increase?

Listening 0

$ Listen to a conversation b e tw e e n a salesperson and a custom er. M a rk the following statem ents as true (T) or false (F). 1

The w om a n cu rre n tly has a c o m p a c t car.

W riting

2

The w om a n is co nce rne d a b o u t th e lack of space ¡n co m p a cts.

0U se th e rep o rt and th e conversation from

3

0

__The m an currently does not have m id-size m od e ls to see.

0 Listen again and c o m p le te the conversation.

S alesperson:

Hi, can 11 _________ ,_______ ?

C ustom er:

Do you have any 2 ________ - _____ cars?

S alesperson:

W e ju s t g o t a lot o f new m od e ls in.

C ustom er:

W e’d really like a 3 _______________

S alesperson:

Com pact C a rs ^

P r O S and

Cons List Pros (Benefits)

Cons (Disadvantages)

M id -size cars have 4 ________ ________ b ut th e y ’re still sm all.

C ustom er:

C ould I see one o f th e new m odels?

S alesperson:

Sure. We can even go fo r a 5 ______

C ustom er:

Task 8 to fill out th e c o m p a c t cars pros and cons list.

Thanks. That w o u ld be 6

25

1 2 SUVs auto news magazine

G e t ready! O

B efore you read th e passage, ta lk a b o u t th ese questions. 1 W hat are so m e o f th e features o f SUVs? 2

H ow m uch m ore size do SUVs and station w a g on s have co m p a red to c o m p a c t cars?

Upjradiná to a lartjer Vehide You m ay need to u p g ra d e to an S U V or s tatio n w a g ó n . S ta tio n w a g o n s are still p op u la r o p tio n s fo r fam ilies. W ith a ta ilg ate in th e back, th e y o ffe r e xtra sp ace . SUVs are a g rea t c h o ice fo r large fam ilies. M ost can c o m fo rta b ly s e a t e ig h t passengers. S om e m od e ls even have th ird row seating fo r e xtra sp ace . Do you need room fo r e q u ip m e n t o r y o u r pet? A d d a carg o b a rrie r fo r safer tra n s p o rt o f th e se Ítem s. These pow erful 4x4 vehicles o ffe r off-ro ad driving capability. For a m ix o f ca r plus SUV, lo o k into a crossover, w h ic h a lso o ffe rs fo u r-w h e el drive.

station w ag ó n

R eading 0

R ead the m agazine article. Then, choose the co rre ct answ ers. 1

W hat is th e m ain ¡dea o f th e advlce colum n? A co m p a rin g SUVs to sta tion w a g on s B new est features in SUVs C g etting an SUV or sta tion w a g ón fo r m ore space D seating o p tio n s in SUVs W hich o f th e fo llo w in g features a llo w s fo r m ore seating in an SUV?

3

A ta ilg a te in th e b ack

C cargo barrier

B third row

D fo u r-w he e l drive

W hich o f th e se ch ara cte ristics is NOT in SUVs? A th e y are 4x4 vehicles B th e y can seat e ig h t passengers

_ _ ^i_ 4 h e y can a c c o m m o d a te a cargo barrier fo r added safety D th e y o ffe r a ta ilg ate entrance in th e back

V o cab u lary

0

M atch th e w ords or phrases (1-5) w ith the definitions (A-E). 1

2 3

C

row

4 ,:4

o ff-ro ad

4x4

5

crosso ve r

_£) sta tion w agón

A any ty p e o f vehlcle th a t can be driven on and o ff o f paved or gravel surface B a stra lg h t Une w ith in a vehicle a llow lng fo r passenger seating C all fo u r w heels receive to rqu e from th e engine at th e sam e tim e D an SUV w ith light o ff-ro a d ca p a b ility and a low er ground clearance than a regular SUV E a ca r w ith a ro of over a shared passenger and cargo space and a ta ilg ate

Sr'offiffl0

\

O - i in the bianks w ith th e co rrect w ords or phrases from tr e w ord bank.

S p eakin g

0W ith a partner, a c t out the roles below based on Task 7. Then, sw itch roles.

SUV

ta ilg a te fo u r-w h eel drive carg o barrier seating

USE LA NG U AG E S U C H AS: We n e e d ...

_ t o ta ke o ur dog w ith us on

1 We added the th e trip. 2 This c a r’s O Ci ^

These SUVs o ffe r ... D o yo u th in k ...?

qi

W r t / nfekes it less likely to lose tra ction .

3 The fa m ily needed m ore passenger space so a(n) _ w a s a g o o d o ption. 4 We opened the^ ^ - ' ^ y ' W ^

c i , »t>) a i ________ co vers th e to p o f th e engine.

0

0

M ech an ic:

No, I b asically have everything th a t I need already.

M anager:

Oh. So how long do you th in k th e repairs w ill take?

M echanic:

6 __________________________ or tw o . Two and a half hours at m ost.

S peakin g

0W ith a partner, a ct out th e roles below based on Task 7. Then, sw itch roles. USE LA N G U A G E S U C H AS: I th in k I k n o w ... / H o w lo n g ...? / P ro b a b ly ... a t m ost.

1 W hat are th e speakers m ainly ta lkin g about? A w here an e ng ine ’s su m p is located B w h a t is w rong w ith a c a r’s engine C h ow ¡nternal c o m b u stió n engines w o rk D w h y som e engines have a cran ksh aft 2

W hat is th e w om a n going to rem ove fro m the engine? A th e crankcase

W riting

0U se the en cyclop ed ia entry and the conversation from Task 8 to fill out th e en g in e e r’s report.

B th e engine b lo c k C th e cran ksh aft D th e su m p

Engine Diagnostic Report Problem : ________ C ause o f problem : Repairs: _________ E stim ated tim e to repair:

G e t ready! O

1

Befo re you read th e passage, ta lk a b o u t th es e questions.

¡J

1 W hat happens to fuel as it m oves th rou g h a fo u r-stro ke engine? 2

« iB B g m iB »

W h at ¡s th e p urp ose o f a fo u r-stro ke e ng ine ’s co m p re ssio n stroke? Chapter 3.2

Four-Stroke Entines

Four-stroke engines are one typ e o f ¡nternal com bustión engine. They go through fo u r stages, or strokes, before repeating. The fo u r strokes are th e intake, com pression, power, and exhaust strokes. A fo u r-s tro k e cycle begins w ith an in take stroke. This stroke lets air and fuel into the cylinder through the intake valve. The intake and e xh a u s t valves are p art o f th e cylinder head. A head gasket fo rm s a tig h t seal around th e cylin de r head. The next stroke is th e com pression stroke. During this stroke, th e p istón co m p re sse s th e air and fuel. This m akes th e pressure in the cylin de r very high. A t this point, th e spark plug ignites the fuel. The resulting e xplosión drives th e pistón back dow n th e cylinder. This creates the p ow er o f th e p o w er stroke. Finally, d uring th e exha u st stroke, th e exha u st valve releases th e exhaust. O nce th e e xha u st stro ke is c o m p le te , th e c y c le begins again w ith a no th e r intake stroke.

V o cab u lary 0

four-stroke engine

R eading 0

6

M atch th e w ords or phrases (1-6) w ith the definitions (A-F). 1

ignite

4

2

p o w e r stroke

5 Í

intake stroke

6 ^

3

_

t

c ylin d e r head l

exhaust valve fo u r-s tro k e engine

A th e p art o f an engine th a t lets sp en t fuel o ut o f th e cylin de r B to m ake som e th ing burn or ca tch on fire

Read the te x tb o o k excerp t. Then, m ark the following statem ents as true (T) or false (F).

C th e stage in an engine cycle w hen fuel and air enter th e cylin de r

1 T L The c ylin d e r head ineludes th e intake and exhaust valves.

D th e stage in an engine cycle w hen an explosión pushes th e pistón

2

__A ir and fuel b ecom e highly pressurized - during th e p o w e r stroke.

E an engine th a t eyeles through f o - r ndependent phases

3

__The exhaust stroke is im m e dia te ly fo llo w e d by an intake stroke.

F th e p a rt o f an e ngine th a t h o ld s th e valves and tra nsfers excess heat

O R ead the sentence pairs. C hoose w hich w ord or phrase b e s t fits e a c h b la n k . 1

2

3

0

$ Listen again and c o m p lete th e c o n v e rs a ro n .

M ec h a n ic 1: It looks like th e enqine co m p le te s 1 , th o ug h .

exhaust stro ke / com p ressio n stroke

M e c h a n ic 2:

A The C fo r - f (V p -,5 ^ ) C f i s l m V increased th e pressure inside th e cylinder.

M e c h a n ic 1: Do you th in k th e sp ark plug is 3 th e gas?

Riqht. Then it 2 stroke. B ut then it stops.

B The engine released th e b urn t fuel d uring th e < ^ ^ < 5^ 05- }

M e c h a n ic 2:

pressure / exhaust

M ec h a n ic 1: W h a t’s that?

A M ost cars have ta ilp ip e s fo r releasina ^ V v \ A r ) ^ T

M ec h a n ic 2:

B Raising th e c y lin d e r’s

í assem bly

Kline Motors is a leading auto manufacturer. We are seeking an -i experienced mechanical engineer to f maintain the flow line at our Brighton Automotive Plant. The lead engineer oversees all automation and assembly processes. A brief description of the lead engineer position follows. In addition to mastery of the following responsibilities, applicants must have experience managing assembly lines. This position requires extensive work with robots, such as inspecting and repairing manipulators, end-effectors, actuators, and control units. Additionally, the lead engineer will monitor the precisión of robots within the work envelope. This ineludes ensuring unobstructed movement within the degrees of freedom and proper space for the payload. The lead engineer will make adjustments to avoid unnecessary oscillations. Although Kline Motors maintains a team of technicians and engineers, the lead engineer is expected to particípate in all inspections. Repairs may be completed by technicians, but the lead engineer must check all work performed by his or her team . Portions of the flow line feature hydraulic machines, while others employ pneumatic machines. As such, applicants must have experience with both power systems.

If you feel that you meet the requirements above, send a résumé and cover letter to [email protected].

V o c d b u ld ty

© ™ in the blanks w ith ,h from ,h e w o r Z a Z ^ ' W° 'd s ”

G e t ready! O

Before you read th e passage, ta lk about th ese questions. 1 2

payload w o rk envelope pneum atic hydraulic robot assem bly control unit

W hat are som e basic parts o f ro bo ts on an a ssem b ly line? W hat are the ben e fits o f using a utom a tion instead o f ind ividual w orkers?

W h at is th e la rg e s t______________________ th a t th e ro b o t can m ove th rou g h its w o rk envelope?

statem ents as true (T) or false (F).

_________________________ m achinery uses liquid to tra n sfe r power.

3

R o b ots p u t th e cars to g e th e r along a basic line.

E

C h e ck t h e ______________________ . Several ro b o ts are m oving to o slow.

l\

4 5

1 __The engineer m ust im p ro ve th e design o f m anipu lators and actuators.

10

The paint near th e line ind ica te s the ______________________ w ith in w h ich th e m an ipu lator m oves.

2 __Repairs to co ntro l units m ust be co m p le te d by m e lead engineer.

6

3

7 T h is _______________________ b uilds p art o f the c a rs ’ tram es.

__ ~ne Bnghton Plant is changing from hydraulic to pneum atic m achines.

E

2

R eading

0 Read the job ad. Then, m ark the following

I\

Please ch e c k th e pressurized gas in the equipm ent.

r\

E

l\ E

0

M a tch the w ords or phrases (1-8) w ith th e definitions (A-H). 1 __ precisión

5

__degree o f freedom

2

__o scilla tio n

6

__a utom a tion

3

__a c tu a to r

7

__e n d -e ffe c to r

4

__flo w line

8

__m an ipu lator

S p eakin g 0 With a partner, act out the roles below based on Task 7. Then, switch roles. USE LA N G U A G E S U C H AS: W h at’s y o u r average d ay like? y

A a system in w h ich m echanical d evices replace hum an e fforts

M o s t days I ...

B th e device at th e end o f a m an ipu lator

I u s u a lly ...

C a device th a t su pp lie s p o w e r to a ro b o tic m an ipu lator

D th e arm o f a ro bo t Student A: You are a manager. Talk to S tu d e n t B about:

E a m easure o f how w ell a ro b o t can m ove to a s p e c ific point F a row o f sp e c ia l-p u rp o s e m achines arranged in sequence G vibra tion or repetitive m ovem ent H th e basic m otio n s o f a ro b o t arm and b od y

0

í» Listen and read the jo b ad again. W h at are som e typ es of w o rk engineers m ust do on au to m ated system s?

•

his or her cu rre n t position

•

his or her usual day

•

s yste m s he or she is fa m ilia r w ith

S tu d e n t B: You are an engineer. Talk to S tu d e n t A a b o u t y o u r jo b .

Listening 0

$ Listen to a c o n v e rsa ro n betw een a m anager and an applicant fo r an engineering position. M a rk the follow ing statem ents as true (T) or false (F). 1 __The w o m a n usually ch e cks th e repair list first. 2

__The H ow ard M o to rs plant runs on h ydraulic m achines.

3 __The w o m a n has repaired a ctu a to rs b u t not co ntro l units.

0

Listen again and c o m p lete th e conversation.

Manager: Okay. So tell me, w h a t’s y o u r average day like? Engineer: W ell, le t’s see. 1 ______________ I to u r th e flo w line first. I ch e c k fo r o b vio u s problem s, th in g s like leaks in th e h ydraulic system s.

Manager: Oh, so you w o rk w ith 2 _______frequently? Engineer: A bsolutely. The w h o le 3 ______________________ hydraulics.

Manager: Do you have m uch e xperience w ith 4 __

. system s?

B ecause w e use both.

Engineer: Oh, sure. M y firs t jo b w as 5 ______________ p neum atic m achines. And th e y ’re p retty similar, w hen you th in k a b o u t it.

Manager: T h a t’s true. So, b ack to yo ur average day. Engineer: Well, a fte r I insp e ct th e flo w line, I 6 ______________ the repair list.

W riting

0

Use the jo b ad and the conversation from Task 8 to w rite an en g in e e r’s cover letter. Inelude: th e jo b you are applying for, your experien ce w ith autom ated m anufacturing, and your typical duties at your current job.

ii«líLmj

To: m.abrams@ klmemotors.com From: k.richardson@ klinem otors.com Subiect: Auto Transport

ciüjnTii

a EMAIL

LOGIN

✓ SIGNUP

Mark Our transport costs are getting higher. I want you to look into som e o f our options. As you know, our shipm ents are carried by tractor-trailers and then transferred to rail. The first thing I want you to check is what type o f sem i-trailer we should use. At the m oment, we use open trailers, but I have some concerns. I think that rocks damage too many cars. Find out how much we pay to repairthe paint job on cars delivered by open tráiler. Then see w hat the added cost of using enclosed tra ilers is. Let me know which option is the least expensive. I have questions about the rail shipping, too. W e’re currently using bi-level auto racks. But we could pay for fewer freight cars if we use tri-level racks. Find out the price for those. And check out if any rail companies in the area offer rolling hlghway Services. If they do, we could elim ínate auto racks altogether. Finally, w e ’ll start shipping to new dealerships overseas later this year. That means yo u ’ll have to do som e research on container ships. Investígate all of the available options for¿ shipping cars via rail once the cars are unloaded, too. Let me know if you have any questions. Karen

V o cab u lary 0

G e t ready! 0

B efore you read the passage, ta lk about th ese questions.

1 __bi-level 2 __tri-level

5 __auto tra n sp o rt

1 W h at are som e w ays th a t vehlcles are

3 __auto rack

7 __overseas

4 __rail

8 __co n ta in e r ship

tra n sp o rte d fro m fa etones to dealerships?

2 W h at o p tio n s are available to tra n sp o rt a uto m o b lle s by rail?

6 __rolling highw ay

A a railcar th a t tra n s p o rts cars and tru cks B havlng tw o flo o rs at d ifferent heights

R eading

C located on another co n tln e n t and requiring travel o ver an ocean

0

D th e a c t or process o f delivering a utom o biles from fa c to ry to dealerships

Read the em ail. Then, m ark the following statem ents as true (T) or false (F). 1 __The c o m p a n y is not cu rre n tly using enclosed trailers.

12

M a tch th e w ords or phrases (1-8) w ith the definitions (A-H).

2

_

Tne rail co m p a n y w ill soon elim ínate auto racks.

3

__O verseas dealerships will co ntro l shipping after cars are unloaded from ships.

E having three flo o rs at d iffe re n t heights F a system fo r tra n sp o rtin g tra cto r-tra ile rs and se m i-tra ile rs b y train G th e n e tw o rk o f railroads and th e co m p a nie s th a t opérate trains H a vessel designed to sto re interm odal containe rs

f¡ HONE

O R ead th e sen ten ce pairs. C ho ose w hich w ord or phrase best fits each blank.

S p eakin g 0 With a partner, act out the roles below based on Task 7. Then, switch roles.

1 tra c to r-tra ile r / sem i-tra iler A T h e _________________________ can store up to e ig h t cars in it. B The d rive r w a n ts a _________________________ w ith a m ore p ow erful engine. 2

0

open / enclosed A The it from th e rain.

trá ile r will p ro te c t th e cars in

B A(n) see th e cars in it.

trá ile r a llow s evervone to S tu d e n t A: You are an executive. Talk to S tu d e n t B about:

í» Listen and read the em ail again. W h at is th e c o m p a n y ’s best option fo r sem i-trailers?

•

auto tra n s p o rt o p tio n s

•

typ e s o f se m i-tra ile rs to use

•

sh ip pin g o p tio n s

Listening 0

S tu d e n t B: You are a manager. Talk to S tu d en t A a bo u t auto tra nsp o rt.

Listen to a conversation b e tw een a m an ag er and an executive. C hoose th e c o rre c t answ ers. 1 W hat is th e conve rsatio n about? A changing sh ip pin g com p a nie s B research on changing sh ip pin g procedures

W riting

C th e progress o f a cu rre n t auto tra n s p o rt operation

0

D increasing th e speed o f auto tra n s p o rt ope ratio n s 2

W h at is tru e o f th e rail operations? A The bi-level auto ra cks are no lon g er available. B The man recom m ends sw itching to rolling highw ay operations. C The co m p a n y can save m oney b y using tri-le vel auto racks.

Use the em ail and the conversation from Task 8 to w rite a rep o rt on ch anges to auto tra n s p o rt operations. Inelude: sem i-trailers, rail operation s, and co n tain er ships.

D The w om a n w a n ts to use a d iffe re n t raí tra n s p o rt com pany.

0

í i Listen again and c o m p le te th e conversation.

Executive: M an ager: Executive: M anager: Executive: M anager:

Mark, how is that 1 ______________ research going? Oh, hey, Karen. T hings are 2 ______________________ , actually. Glad to hear it. So, w h a t are w e 3 ______________ ? Well, I looked into your questions on sem i-trailers. It turns out that w e ’re 4 ______________________ open trailers. Really? I th o u g h t cars w ere so m e tim es d am aged in 5 ______________ . It does happen. B ut th e c o s t o f fixing them is less than th e c o s t o f s w itch in g to 6 ______________ .

13

We have put together this list of “¡ncoterm ” codes for our clients. Refer to the list below for our distribution and shipping process. EX W (Ex Works) - The m anufacturer makes its goods available fo r pickup at the place of m anufacturing. FCA (Free Carrier) - The seller pays loading costs to hand over ¡ts goods to the first carrier. C P T (Carriage Paid To) - The seller pays for carrlage. However, the buyer assumes all risk once goods are handed over to the first carrier. C IP (Carriage and Insurance Paid To) - The seller pays fo r carriage and insurance to a particular destlnation. However, the buyer assumes all risk once goods are handed over to the first carrier. D AT (D eliveredat Terminal) - The seller pays for all costs to transport goods to the terminal. This does not inelude im port clearance costs. The seller also assumes risk until the goods reach the terminal.

s

D AP (Delivered at Place) - The seller pays for all costs to transport goods to a specific place. This does not inelude im port clearance costs. The seller also assumes risk until the goods reach that specific place. D D P (Delivered Duty Paid) - The seller pays for all costs to transport goods ¡neluding im port clearance costs. The seller also assum es all risk. In this arrangem ent, the seller has m áxim um responsibility.

mam

V o cab u lary 0

1

loading c o s t

6 _

CIP

2

inco te rm s

7 _

DAP

3

d is trib u tio n

8 __carrier

4

FCA

9 __sh ip pin g

1 W hat are som e stages in the distribution process?

5

insurance

2

A th e State o f having a d u ty o r o bliga tion

G e t ready! O B efore you read the passage, ta lk about th es e questions.

W hat kinds o f carriers tra nsp o rt goods throughout your country?

D predeflned universal te rm s used ¡n co m m ercial d istrib u tio n

1 W h at is th e m ain p urp ose o f the guide?

E w hen th e seller pays fo r carriage and insurance b u t buyer assum es th e risk

B to create a universal ¡ncoterm co de C to p rovlde ¡ncoterm inform a tio n fo r clients

2

3

F th e a c t o f su pp lyin g g o o d s to d ealerships to resel I

D to explain th e orig in s o f inco te rm s

G a c o s t associated w ith loading th e cars o n to the carrier

W hich incoterm requires th e m ost w o rk from th e buyer?

H an arrangem ent by w h ich a co m p a n y pays fo r large losses in exchange fo r p aym e nt o f a prem ium

A EXW

I

B a co m p a n y th a t p rovide s tra n s p o rta ro n Services

Read the guide. Then, choose th e correct answ ers.

A to explain th e ¡m portance o f inco te rm s

14

10 __re sp o nsib ility

C w hen a seller pays to hand over g o o d s to the firs t carrier

R eading ©

M a tch th e w ords or phrases (1-10) w ith the definitions (A-J).

B C PT

C DAT

D FCA

I

w hen th e seller pays fo r all carriage e x ce p t fo r im p o rt clearance and assum es risk until g oo d s are ready to be unloaded by th e buyer

J

th e a ct o f tra n sp o rtln g g oo d s

W hich inco te rm places th e m ost re sp o nsib ility on th e seller? A CIP

B DDP

C EXW

D DAP

O

Fill in the blanks with the correct words from the word bank.

Q

í i Listen again and complete the conversation. M an ager: The seller w a n ts to use 1 _______ sh ip pin g to the p o rt city.

EXW CPT insurance

DAT DD P shipping

1 A b uye r m ust p ic k up g o o d s a t the m an u fa ctu re r in t h e _________________________ arrangem ent. 2 The buyer m ust pay f o r ______________________ to protect against m ajor losses during shipping. 3

In t h e _________________________ arrangem ent, th e seller pays fo r carriage b ut not insurance.

4

___________________________________________ a llo w s dealers to sell cars m an u fa ctu re d all over th e w o rld.

5

The seller pays fo r the costs o f im port clearance in th e _________________________ arrangem ent.

6 The buyer assum es risk o nce th e g o o d s are ready to be unloaded at th e term inal in the arrangem ent.

0

$ Listen and read the guide again. W h at is presum ably a ben efit for m anufactu rers by using EXW?

A ssociate:

And th e buyer is okay w ith that?

M an ager:

The buyer is nervous a b o u t the 2 ________co sts.

A ssociate: M an ager: A ssociate: M an ager:

A ssociate: M an ager:

_?

Yes, b ut th e seller is already covering insurance and 4 ______________ . So it’ll be to u g h to g et them to give m ore, right? Yes. Especially since th e seller is a c cu sto m e d to 5 _______or FCA. This is already a stre tch fo r them . W hat a b o u t th e 6 _______? It’s our standard carrier across the ocean. But the dealer has a road carrier contact.

S p eakin g

0

W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles.

W hat are the details? / So it w ill be tough t o ... ? \

Listening 0

I see. So th e buyer w o u ld rather use a

3

W hat a b o u t t h e ...?

$ Listen to a conversation betw een a m an ag er and an asso ciate. C hoose the co rre ct answ ers. 1 W hat is th e m ain to p ic o f th e co nversation? A giving in stru ctio n s a b o u t a sh ip m en t B asking fo r p ricing inform ation

C co m p lain in g a b o u t sh ip pin g p roblem s D d iscip lin in g a w o rk e r fo r sh ip pin g m istakes 2

W h at will th e m an m ost likely do next? A c o n ta c t th e sh ip pin g co m p a n y to g et m ore details B c o n ta c t th e buyer to s o lid ify the DAT agreem ent

C c o n ta c t th e seller to arrange new te rm s D c o n ta c t th e road carrier to g et an insurance quote

W riting

0

U se th e guide and the conversation from Task 8 to w rite an em ail to a shipping insurance com pany. Inelude: shipm ent details, incoterm s, request fo r insurance quotes.

15

G e t ready!

R eading

O B efore you read th e passage, ta lk ab o u t th es e questions.

©

1 W hat are som e fa c to rs th a t c o n trib u te to th e price o f a car? 2

R ead th e article. Then, choose th e c o rrect answ ers. 1 W hat ¡s th e p urpose o f th e article? A to explain h ow to n eg otiate prices B to give inform ation a b o u t pricing

W h at are som e fa c to rs th a t cause m arket adju stm en ts in y o u r country?

C to w arn co nsu m ers a b o u t price scam s D to o ffe r tip s fo r g e ttin g d is c o u n t prices 2

3

W hat does NO T influence the s tic k e r price? A invoice price

C taxes

B M SRP

D o p tio n s

W h at is th e p urp ose o f th e hold ba ck? A to rew ard th e buyer fo r purchasing B to increase dealer cash flo w C to low er th e c o s t o f th e car D to d is c o u n t th e s tic k e r price

V o cab u lary ©

M a tch th e w ords or phrases (1-10) w ith th e definitions (A-J).

CO N SU M ER _ A D V IC E C E N T E R

by: A n d e rs o n M artin

B ®

q

Q

q

o

The process of buying a new car m ight seem intim idating to many consum ers. But w ith the right inform ation, you can equip yourself to get a good deal on a new car. Pricing is quite simple. Here’s how it works. A dealer pays an invoice price to the m anufacturer for a car. The m anufacturer provides an MSRP. A dealer will m ark up the invoice price to make a profit. This will Include the destination charge and m arket adjustments. This num ber becom es the sticker price. M anufacturers w ill pay the dealer a holdback to increase cash flow. A dealer will create sales incentives such as discounts or rebates to entice buyers. Since special options increase the cost the dealer pays for the car, they will also increase the sticker price for the buyer. However, a salesperson can lower the sticker price with the approval o f the manager.

Knowing these simple pricing principies will give you a head start in the negotiation game with the dealer. Remember, a car dealership is a business just like yours. M ost are not trying to take advantage of consum ers. They are trying to make a profit to stay in business.

pricing

6 __profit

invoice price

7 _

m ark up

8 __d estin atio n charge

s ticke r price

9 __m arket adjustm ent

h old ba ck

M SRP

10 __o p tio n s

A th e price a dvertised by th e dealer B a percentage o f sales prices th a t m anufacturers pay b a ck to dealers C a fee add e d to co ver th e c o s t o f sh ip pin g cars from m an u fa ctu re r to dealer D th e price th e dealer pays fo r a car E features o f a ca r th a t can increase th e price F th e diffe re n ce betw een th e sale p rice and th e c o s t o f th e vehicle G th e m etho d o f d eterm ining h ow m uch to charge fo r p ro d u cís H th e a m o u n t a dealer increases a price above invoice p rice to m ake a p rofit I

a change in price based on the m arket in w hich th e ca r is sold

J

th e m an u fa ctu re r’s sugg e sted retail price

© Fill in the blanks with the correct words from the word bank.

otFídt rebate

0

W Listen again and complete the conversation.

S alesm an: cost discount a p p ro v a l o p tio n s M SR P

The ca r carne w ith prem ium w h ich increased th e price. During a sale, a dealer w ill give a m oney b ack ___________________ fo r qualified buyers. T h e ___________________is a goo d sta rting point fo r d ealer pricing. price o f th e ca r w as T h e _____________ $2000 less than MSRP. W ith o u t a m an a ge r’s __ salesm an ca n n o t low er th e price.

M an ager: The m a n u fa ctu re r m oved its p rod uctio n facility. N o w th e 2 ______________ is m uch higher fo r us. Salesm an:

I understand that, b ut I d o n ’t th in k its wise to 3 _______ th e c u s to m e r fo r th a t. We w a n t to b uild loyalty.

M an ager:

Yes, o f co urse w e do. B ut w e also have to pay o ur bilis. The m an u fa ctu re r c u t o ff 4 _______th is year too.

Salesm an: M an ager:

A dealer has to price the ca r above Salesm an: M an ager:

0

Q Listen and read the a rticle again. H ow can d ealers e n tice buyers?

I ran th e num bers. M y cu stom e rs are w o n de ring w h y th e 1 is higher than MSRP.

Salesm an:

Oh really? Yes. A nd w ith th e 5 _______so sluggish, w e ’ve s o ld a b o u t half th e ca rs w e projected. It is a 6 ______________ fo r us. B ut it’s to u g h fo r th e m too. Is th a t w h a t y o u ’re saying? Yes, I su pp o se it is.

Listening

S p eakin g

0

0

& Listen to a conversation b e tw een a m an ag er and a salesm an. C hoose th e co rre ct answ ers.

W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles.

USE LA N G U A G E S U C H AS:

W h at is th e m ain to p ic o f th e conversation?

W h a t’s on y o u r m in d ?

A c o m p e tito rs prices on new cars

W hat m akes yo u th ink that?

B a w arning a b o u t d is c o u n t prices

Is th a t w h a t y o u ’re saying?

C fairness o f prices D n eg o tiatin g prices w ith cu stom e rs W h at w ill the w om a n m ost likely do next? A increase profits by increasing th e sticker price B speak to th e o w n er o f th e dealership C c o n ta c t th e cu sto m e rs co nce rne d a b o u t pricing D speak to th e m an u fa ctu re r

W riting

0

Use the a rticle and the conversation from Task 8 to w n e an em ail to a cow orker. Inelude concerns about pricing, m a rk et adjust-^ents, and suggestions fo r building loyalty.

y ¡

3

Accounting

G e t ready! O B efore you read th e em ail, ta lk ab o u t th ese questions. 1 W hat kind o f in fo rm a ro n is included on a balance sheet? 2

W hat are p ro fit and loss a cco u n ts for?

874 First Street Anne Green Green Auto Sales 975 Main Street Ms. Green, Your balance sheet is attached to this email. Currently, Green Auto Sales has $2,377,000 in total assets. That am ount ¡ncludes your fixed assets, property and equipm ent (P&E), land, and all the cars in your inventory. Your intangible assets are reflected as well, along with the paym ents you are owed in accounts receivable. On the other hand, your liabilities com e to $2,305,000. That ineludes the new $680,000 in accounts payable for the recent shipm ent o f new cars, as well as your long-term loan fo r the purchase o f the dealership. Your ow ner’s equity is at $72,000. M y assistant is working on your P&L report, but he’ll need som e current inform ation to com plete it. We have the inform ation on your revenue and gross profit. But untll we have your cost of sales data, we can’t calcúlate your net profit. W e’ll be in touch later today to get that Information. Henry Jackson Jackson Accounting Assets Current Assets Cash $43,000 Accounts Receivable $115,000 Inventory $2,150,000 Total Current Assets P&E Land

$32,000

Equipment

$21,000

Total P&E

$53,000

Intangible Assets

Total Assets

" l8

$2,308,000

R eading 0

Read the em ail. Then, m ark the following statem ents as true (T) or false (F). 1 __Intangible assets are included as liabilities. 2

3 __The c o s t o f sales are needed to ca lcúlate gross profit.

V o cab u lary 0

M atch th e w ords or phrases (1 -8) w ith the definitions (A-H). P&E

5 __balance sheet

Liabilities Current liabilities

assets

6 __fixe d assets

P&L report

7 __o w n e r’s e quity

Accounts Payable $680,000

liabilities

8 __intan g ib le assets

Wages Payable Short-term debt

$ 20,000

A anything o f valué th a t can be converted into cash

$192,000

Total Current Liabilities

B th e p ortio n o f a c o m p a n y ’s assets belonging to th e o w n er a fte r all liabilities are a cco u n te d fo r

$892,000

C d e b ts and expenses

Long-term debt

$1,413,000

D n onm aterial assets E p h ^ ric a l th in g s o f valué th a t are n ot easily co nve rte d into cash F

$16,000

32,377 nnn

__The c o m p a n y ’s cu rre n t liabilities are greater than its cu rre n t assets.

Total Liabilities

$2,305,000

Ow ner’s Equity

$72,000

Total Liabilities and Owners Equity $2,377.0nn

a d o c u m e n t th a t lists a b usine ss’s assets, liabilities. and o w n e r’s e quity

G a d o c u m e n t co m p ile d at the end o f an a ccou ntin g period to sh o w all revenues, costs, and expenses H p rop erty and e qu ip m e n t

O

Read th e sen ten ce pairs. C hoose w hich w ord or phrase best fits each blank.

0

$ Listen again and c o m p lete th e conversation.

1 revenue / cost of sales O w ner:

A ___________________ ineludes how m uch m oney is sp en t to m an u fa ctu re a p rod uct. B A business m ust eam m o re _________________ than it sp en d s to m ake a profit.

Assistant: O w ner:

2

gross profit / net profit

Assistant:

A ___________________ is th e profit before costs are subtracted. B __________________ is th e profit after co sts are su btra cte d . 3

acco u n ts payable / acco u n ts receivable

0

A ssistant:

18,000?

Oh, no, no. T h a t’s 80,000. Eight-zero. Okay, g o t it, th a n ks. We can g e t th a t 3 _____________________________ rig h t over to you.

Certainly. W hat can I d o fo r you?

O w ner

l’m ju s tc u rlo u s w h a t th e 5 ______________ fo r th e period was.

A ssistant:

Sure, give m e one second. I see you had $115,000 6 ______________ . That, less c o s t o f sales and salary and o th er expenses co m e s to $20,000.

í í Listen and read the em ail again. W hat inform ation is needed to c o m p lete a balance sheet?

S p e a k in g

Listen in g 0

I’m sorry, 2 _________________

O w ner: T h a t’d be great. C ould you 4

A ___________________is co nside re d an asset. B ___________________ is a ty p e o f liability.

Okay, here it is. Let’s see. It looks like our 1 ______________________ fo r th e period w a s $80,000.

*♦ Listen to a conversation b e tw een a dealership o w n er and an accounting assistant. C hoose th e c o rre c t answ ers.

0

W ith a partner, a c t out th e roles below based on Task 7. Then, sw itch roles.

USE LA N G U A G E S U C H AS:

1 W h at is th e p urp ose o f th e co nversation?

So yo u have the ...?

A to report an error on a balance sheet

It looks like o u r ...w as ...

B to request inform a tio n fo r a report

I’m sorry, d id yo u s a y ... ?

C to a pp rove a purchase D to co m p a re financlal records 2

W hat inform a tio n does th e w om a n request?

S tu d e n t A: You are an a cco u n tin g assistant. Talk to S tu d en t B about:

A net profit

C a P&L report

•

inform a tio n you need

D c o s t o f sales

•

a m isco m m u n ica tio n

•

th e clie n t's request fo r a n ew to ta l

B to ta l liabilities

S tu d e n t B: You are a d ea lersh ip owner. Talk to S tu d e n t A a b c u t r’fo rm ab o n needed fo r a financial re p o rt

W riting

0

U se the em ail and th e conversation from Task 8 to w n te an em ail from an accountant. Inelude: a sum m ary of th e balance sheet and a sum m ary of the P&L report.

19

9

Sales 1

G e t ready!

R eading

O B efore you read the passage, ta lk about th es e questions.

©

1

H o w can p eople increase th e num ber o f sales th e y m ake?

2

W hy is app e ara nce im p o rta n t in m aking sales?

R ead th e advice colum n. Then, choose the co rre ct answ ers. 1 W hat is th e m ain idea o f th e passage? A how to increase sales B th e stages o f an auto sale C tre nd s in auto sales fro m year to year D a co m p a rlso n o f sales te ch niqu e s 2

W hich o f th e fo llo w in g is NOT a w a y to m ake a g o o d firs t im pression? A have a professional appearance B listen to th e c u s to m e r’s needs C ask right aw ay to m ake an a p p o in tm e n t D use language to influence y o u r c u sto m e r

3

H ow can n etw o rkin g help to ¡ncrease sales? A it a llo w s a person to create a g o o d p itch B it gives a person th e chan ce to speak p rofessionally C it can increase p otential sales leads D ¡t helps to increase c o m fo rt level am ong colleagues

V o c a b u la ry ©

AL L T H I N G S A U T O M O T I V E :

One-Stop Advice By ÜOe Smitll

I get a lot o f letters from struggllng salespeople. My num ber one plece o f advice: to be effective ¡n sales, you have to m ake a great first im pression w ith potential custom ers. Do you have a professional appearance? Are you attentlve to your cu stom e rs’ needs, and do you m ake them feel comfortable? You d on ’t want to be to o pushy, but d o n ’t be passive, elther. A well thought out pitch can greatly help with this. Make sure it ineludes language that will positively influence your custom ers. If you’re not sure how your pitch sounds, test it out on a colleague. To generate more sales, try to find m ore leads. Use a contacts you have to try to get more potential custom ers. You've heard it before, but this power of networking cannot be overstated. And another note here: keep your appointments. Nothing disappoints more than a no-show. W hen in doubt, talk to a more experienced coworker. He or she may know just how to increase your confidence and success as a salesperson. All you need to do is inquire.

M a tch th e w ords or phrases (1-8) w ith the definitions (A-H). sales

5 __inquire

firs t Im pression

6 __influence

c o n ta c t

7 __n etw orking

co m fo rt

8

_ effective

A to ask m ore inform a tio n a b o u t so m e th ing B a know n person w ith w h o m an associate can co m m u n ica te C th e a ct o r process o f m eeting w ith cu sto m e rs in o rde r to sell p ro d u e ts to them D th e initial feeling a person has w hen he or she e nco u nters another person E the level o f ease a person feels in a given situation F to create a strong e ffe ct upon a person or situation G p rod ucin g a successful, desirable result H th e habit o f using o n e ’s colleagues and professional a ssociatlo n s to enhance professional s u c c e s s '

O Write a word or phrase that is similar in meaning to the underlined part. 1

Be sure to fin d o ut th e c u s to m e r’s desired o u tco m e s from an e nco u nter. _e__s

2

J o a n ’s professional overall o u tsid e m anner and stvle helps her speak to cu stom e rs. _ p ____ r _ _ c _

3

M ike is able to create m ore sales by listening close ly to his c u s to m e rs ’ needs. _ e ____ a _ _

4

A ny person who you can talk to about your product is a

potential Client or customer. 5

S p eakin g 0 With a partner, act out the roles below based on Task 7. Then, switch roles.

I ____

B o ok yo ur set, sched ule d tim es fo r an event in advance and m ake note o f it in yo ur planner. — P _ l _ t ______

6

0

A good short. pre-rehearsed speech a b o u t a p ro d u c t can influence c u sto m e rs to m ake a purchase. __t__

Listen and read the advice colum n again. W hy is it im portan t to m aintain a professional appearan ce?

Listening 0

$ Listen to a conversation betw een tw o car sales asso ciates. M a rk the follow ing sta te m e n ts as tru e (T) or false (F). 1 __The w om a n re co m m en d s being p olite at all tim es. 2

W riting

__The m an w o rrie s a b o u t being pushy w ith cu stom ers.

0

3 __The w om a n sugg e sts w riting a new pitch.

0

$ Listen again and c o m p lete th e conversation. C o w o rker: W ell, do you ask cu sto m e rs w h a t th e y really __________ w h a t y o u r cu sto m e r w ant? 1 __________ w a n ts in a car. And m ake sure you can o ffe r it.

r

Use the advice colum n and the conversation from Task 8 to w rite an em ail on increasing sales in th e auto industry. Inelude: th e im p o rtan ce of a p p earan ce, creating a pitch, and listening to a c u s to m e r’s needs.

S alesperson: Well, I d o n ’t w a n t to be to o pushy. C o w o rker: J u s t m ake th e m feel 2 ______________ and fin d out w h a t th e y ’re loo kin g for. Do you have 3 _______ _______rig h t now ? S alesperson:

N ot really. T h a t’s p art o f th e problem ; I w ish I could s o m e h o w 4 ______________________ .

to n ig h t. I’m going C o w o rker: W ell, th e re ’s a 5 and if you w ant, you can co m e along. S alesperson: T h at w o u ld be great! And I have a fa vo r to ask. Can you listen to th is 6 _______l’ve been using? M aybe it ju s t d o e s n ’t sound right, I d o n ’t know. C o w orker:

Sure, l’d love to.

21

10

Sales 2 From: Subject:

G e t ready! O B efore you read th e passage, ta lk about th ese questions. 1 W hat are som e d ifferent w ays to establish a good relationship w ith a cu stom e r? W hat are som e w ays to secure a deal w ith a cu stom e r?

estímate

get

Mark Wallace Customer Follow-Up

Hi Donald. Great work this weekend getting some really strong leads. I’m very impressed by your progress so far. Now it’s time to follow up on a lead! Some advice for getting in touch with your clients: email first, then cali. Don’t be too aggressive. Customers want to be updated but not bothered by us. After the email, give it a week before you check on them again. This time, you should cali them directly. If they have indicated a desire to buy previously, you can be a little more forward until you hear back from them. Remind them of the estímate you gave them. Make them feel a sense of urgency to buy. Otherwise the Client might slip away. Then it will be much harder to secure the deal. Even if you gave them your business card, be sure to inelude your contact information in both emails and phone messages. This way, they will be able to get back to you. If you received your Client based on a referral from someone, inelude that. It will establish trust. Once again, great work this weekend. Let me know how the follow-ups go.

touch

business car «*

x/ check on

V o cab u lary 0

R eading 0

R ead th e em ail. Then, choose th e c o rrect answ ers.

8 __fo llo w up on

__update

B cali th e cu sto m e r

6 __business card

9 __previously 10 __hear b ack from 11

__referral

D w a it fo r th e c u sto m e r to get in to u ch

A to continué sales efforts th a t have already been started

W hat is NO T a sugg e stio n m ade in th e em ail?

B th e a ct o f d ire cting a person to so m eone else

A u pd a te cu stom e rs

C a sm all card containin g a p erso n ’s business inform ation

B rem ind cu sto m e rs o f estím ate C invite th e c u s to m e r to ano th e r te s t drive D inelude c o n ta c t inform a tio n

22

7 __progress

A send th e c u s to m e r an email C send th e c u s to m e r a d ire ct m ail brochure

3

1 __ch e c k on 2

3 __get in to u ch 4 __estím ate 5 __slip aw ay

1 W hat does th e em ail recom m end as a firs t step fo r a fo llo w up?

2

M a tch th e w ords or phrases (1-11) w ith the definitions (A-K).

D to give new o r d ifferent inform ation E an a p p ro xim a te n um ber F to exam ine a c u s to m e r’s co nd itio n

W hat does th e email advise fo r establishing trust?

G m ade beforehand

A personal co nversation

H to receive co m m u n ica tio n from a cu sto m e r

B inelude th e referral

I

to be lo st o r fo rgo tten

C persiste nt fo llo w -u p s

J

positive fo rw a rd m ove m en t to w a rd a goal

D give o u t business cards

K to cali, em ail, o r o th erw ise c o n ta c t a cu sto m e r

O Write a word or phrase that is similar in meaning to the underlined part.

S p eakin g 0 With a partner, act out the roles below based on Task 7. Then, switch roles.

1 W e m ade a lot o f positive m ove m en t to w a rd o ur sales goal. _ r ____ e s _

0

2

I w ill give new Inform ation to th e custom er. u _ d ____

3

W e talked a b o u t th e pnce b e fo re h a n d . p _ _ v ____ s _ _

4

That is th e a pp roxim ate orice o f th e car. e__i

í í Listen and read the em ail again. H ow do you establish trust in a fo llo w -u p em ail w ith th e custom er?

Listening 0

® Listen to a conversation b e tw een a salesperson and a custom er. C hoose th e co rre ct answ ers. 1 W hy does th e m an cali th e w om an? A to create a sales lead B to check on a customer C to give a car price estímate D to update the Client on sale prices 2

H ow will th e speakers m ake c o n ta c t again?

W riting

A th e w om a n w ill cali a fte r exam lnlng her expenses

0

B th e m an w ill cali if he can reduce th e estím ate to p ick up th e keys C th e m an w ill d rop o ff his buslness card at her o ffice D th e w om a n w ill co m e to th e d ealershlp

0

Use the em ail and th e conversation from Task 8 to w rite an em ail from a cu sto m er to th e dealership. Inelude: her experien ce w ith the salesperson, her decisión to buy the car, and her next steps.

$ Listen again and c o m p le te th e conversation.

S alesperson: 0 C ustom er: S alesperson: C ustom er: S alesperson: C ustom er: S alesperson: C ustom er: S alesperson:

Vmcalling to follow up on our 1 ____ from th ls w eekend. Do you have a m inute? Yes, sure. Great. I ju s t w a n te d to 2 ______________ th e offer w e d iscu ssed previously. The estím ate w a s 3 _______, right? Yes th a t is correct. W hat are y o u r th o u g h ts a b o u t the offer? I’ve been 4 ______________________ w ith m y fam ily. Have you c o m e to a 5 _______yet? N ot quite. W e’re still 6 ______________ o ur expenses. T h a t’s p erfe ctly fine. Take y o u r tim e.

23

*| ‘| Sales 3 Get ready!

R eading

0

© Read th e c o m m e n t board. Then, choose th e co rre ct answ ers.

B efore you read the passage, ta lk about th es e questions. 1 W hat are som e fa c to rs th a t cause a buyer to be hesitant? 2

1

W hat is th e m ain idea o f th e post? A to get tip s fo r sealing a deal

W hat are som e w ays to co nvince a hesitant buyer?

B to co m p a re m etho d s o f avoiding resistance C to suggest w ays to get a m anager’s approval D to request advice fo r attracting new business 2

W hy does a salesm an recom m end m entioning th e car title? A to define th e te rm s o f th e loan financing B to ca pitalize on th e b u ye r’s kn ow le d ge o f car sales C to m otívate th e m anager to give approval to th e seller D to use th e b u ye r’s desire fo r o w n ersh ip

3

W hat is NOT a su gg e stio n m ade in th e posts? A ask th e buyer w h a t he w a n ts from th e deal B send a lette r offering to hand over keys C explain to th e buyer th e features o f th e deal D ask fo r th e b u ye r’s signature

Original Thread: Help closing deais. Posting Date: January14 Assistance please! I need some tips on how to cióse better. My only trick now is the test drive. Any advice is welcom e! - Mike S.

Replies:

Vocabulary © M a tch th e w ords or phrases (1-9) w ith the definitions (A-l).

I find it really effective to capitalize on a person’s desire for ownership. If you tell them they can walk away with the car title in their hands, they m ight be more ready to com m it. - John K. If my Client is showing resistance, I always ask them, “ what will it take fo r you to buy this car right now ?” That m otivates them to really think about what they w ant from the deal - Mary T. I always try to seal the deal during the *irst m eeting. If I can’t do that, I send them a letter saying w e ve reacty to hand over the keys to the car. That puts them n charge of making a decisión. It w orks well fo r me. - Greg N. I like to tell my custom ers, “You can drive this car home right now. All you have to give us is your signature.” - Alanna W. If the custom er w o n ’t com m it, I ask fo r the m anager’s approval to write a check for $1000. I tell them they can think it over. But when they are ready to buy the car, we will give them this check. That is pretty convincing. - Rick S.

24

title

6 __resistance

cióse

7 __ca pitalize on

deal

8 __ ch eck

seal

9 __keys

hand over A to give o w n ersh ip o f a vehicle to som eone else B h esitation o r refusal to a cce p t an o ffe r C sm all pie ces o f m etal used to open th e lo ck o f a vehicle D a ' ~en o rd e r fo r a bank to pay o u t o f the w rite rs a cco u n t E a claim o f o w n ersh ip over a vehicle F to co m p le te or secure som ething G to ta ke advantage o f som ething H an agreem ent betw een a seller and a buyer I

to finalize som ething

Q Write a word or phrase that is similar in meaning to the underlined part.

S p eakin g 0 With a partner, act out the roles below based on Task 7. Then, switch roles.

1 W e w a n t to finalize as m any deais as possible th is w eekend. __ o s _ 2

3 4

0

You should ta ke advantaae o f th e c u s to m e r’s desire fo r ow nershlp. c ____ t ______ e

USE LA NG U AG E S U C H AS: Have yo u c lo s e d ...? A lw ays capitallze o n ...

W e c a n ’t m ove fo rw a rd w ith o u t yo ur a are em e n t. a _ _ r ______

W hat s h o u ld I d o ?

W e are ready to aive you th e keys to y o u r new car. h ____ o_ S tudent A: You are a salesperson. Talk to S tu d en t B about:

íJ Listen and read the c o m m e n t board again. W h a t are several w ays in w hich a salesperson can a tte m p t to seal th e deal?

Listening

0

$ Listen to a conversation b e tw een a salesperson and a m anager. C hoose th e co rre ct answ ers.

•

a deal

•

p roblem s w ith one buyer

•

h o w you have trie d to cióse th e deal

S tu d en t B. You are a manager. Talk to S tu d en t A a b o u t closing ta ctics.

1 W hat is the conve rsatio n m ainly about? A dealing w ith a c u s to m e r th a t is sh ow in g resistance B g etting a m an a ge r’s approval fo r a p rice reduction C d ecidin g to reject a deal offered by a cu sto m e r

2

D helping a c u sto m e r se le ct th e b est ca r fo r him

W riting

W hat w ill m etho d w om an m ost likely try next?

0

A ta king th e b uye r on a te s t drive B let the buyer ta ke th e p ap e rw o rk hom e C w rite a ch e c k fo r a fe w hundred dollars D tell th e b uye r he will n ot fin d a b e tte r deal *

0

W Listen again and c o m p lete the conversation. M an ager:

S alesperson: M anager: Salesperson: M an ager: Salesperson:

Ann, have you close d th a t 1 _______yet? No. H e’s had fo u r te s t drlves already. But I c a n ’t g et him to co m m it. Yeah, he seem s like h e ’s show ing a lot o f 2 _______. W h a t’s th e problem ? He th in k s he can g et a b e tte r deal 3 ______________ . I see. W hat closing 4 _______have you tried ? I’ve tried offerlng him th e 5 _______. I’ve also tried to hand o ver th e keys.

M an ager:

G ood. A lw ays 6 ______________ a b u ye r’s desire fo r ow nershlp.

S alesperson:

Instead, he w a n ts m e to low er th e price by $1000.

Use the c o m m e n t board and th e conversation from Task 8 to w rite a sales journal. Inelude: closing ta ctics, dealing w ith resistance, w h a t yo u ’ll do different next tim e.

12

Negotiating SUNSET CAR SALES

bargain

Employee M anual

S e ctio n 9

good gas mileage

The art of negotiating is a difficult but extremely ¡mportant part of auto sales. Of course, certain parts of a deal are non-negotiable, such as taxes. But a salesperson must consider negotiating with the customer her most ¡mportant task. It is ¡mportant that the customer feels he is getting a good deal. To accomplish this, you can bargain with him by reducing the price. You can also inelude certain accessories. Every so often, the dealership can take a loss on small Ítems in order to make the customer happy. That is a trade-off in negotiating a sale. If the customer creates a confrontation with you, always work toward a compromise. Be calm at all times. Explain to them what they want, what we can offer, and then how you can meet in the middle. If he continúes to argüe, back down. Don’t waste your energy with someone who wants to fight. Always anticípate what the customer’s next move will be. Try to offer them what they want before they say it. The customer may want to walk away from the deal. At this point it is okay to put a little pressure on him. Tell him that your offer may not last forever.

V o cab u lary

0

G et ready! O B efore you read th e passage, ta lk about th ese questions.

M a tch th e w ords or phrases (1-10) w ith the definitions (A-J).

*

1 W h at are som e w a ys to n eg o tiate w ith a buyer? 2

W hy is n egotiating an ¡m portant part o f sales?

__tra d e -o ff

6 __n on -ne g otia b le

__loss

7 __offer

__b ack dow n

8 __inelude

__co m p ro m ise

9 __w a lk aw ay from

__a nticíp a te

10 __pressure

A persuasión used to create a sense o f urgeney

26

R eading

B to reject som ething

0

C to present som ething

Read the m anual. Then, m ark the following statem ents as true (T) or false (F).

D a balance betw een tw o inco m p a tib le aspeets o f a deal E to s to p fig h tin g fo r som ething F to im agine so m e th ing w ¡ o c c u r before it does

1 __Bargaining often involves low ering ta xe s on a car.

G to m ake som ething p art o f a w h o le or set

2 __Taking a loss on accesso rie s is an a c c e p ta b le tra d e -o ff in a c a r deal.

H an agreem ent in w h ich both parties m ake certain conce ssio n s

3 __The m anual reco m m en d s not backing d o w n from co nfro n ta tion s.

I

a negative net incom e

J

ca nn o t be changed or co nteste d

O Write a word or phrase that is similar in meaning to the underlined part.

S p eakin g 0

1 The buver w ill aive up fia h tin a fo r th e sale. _a__ d ____

0

2

M ake sure to add som e accessories to seal th e deai. ¡ ____ u _ _

3

The seller a ppears q uite c o m p o s e d . c __ m

4

She m ight reject yo ur proposal. __l_ __ay __o_ S tu d en t A: You are a salesm an. Talk to S tu d en t B about:

£> Listen and read the m anual again. W hen is it okay for a c a r dealership to ta k e a loss?

Listening

0

Listen to a conversation b e tw een a salesm an and a m anager. C ho ose the co rre ct answ ers. 1

With a partner, act out the roles below based on Task 7. Then, switch roles.

•

a d ifficu lt Client

•

neg o tiatlo ns

•

closlng th e deal

S tu d e n t B You are a manager. Talk to S tu d e n t A a b o u t m aking a sale.

W hat problem ¡s th e m an dealing w ith? A a Client w a lked aw ay fro m a sale B a c u sto m e r started a loud co nfro n ta tion C a c u sto m e r w ill n ot a c c e p t any co m p ro m ise

2

D a c u s to m e r d em a nd s a n on -n e g o tia b le co m p ro m ise

W riting

W h at does th e w om a n recom m end?

0

A rem lnd th e Client a b o u t free m aintenance B offer th e Client a speclal o ne -d a y pnce C provlde th e Client w ith a 100,000 m lle w a rran ty D w arn th e Client a b o u t o th e r buyers interested in th e car

O

Use the m anual and the conversation from Task 8 to w rite an em ail to a colleague. Inelude: experien ce w ith difficult custom ers, negotiation tactics, and how to put pressure on a buyer.

íJ Listen again and co m p le te th e conversation.

S alesm an: M anager:

l’m dealing w ith a very difficult custom er rlght now. H ow is he being d ifficu lt?

S alesm an:

W ell, every tim e I o ffe r him a 1 _______, it ju s t ¡sn’t good enough.

M an ager:

I see. So h e ’s being s tu b b o rn ? Have you tried 2 _______ the p nce by $150?

S alesm an:

Yes, l’ve tried that. Then he started asking fo r 3 _______ th a t I co uld not ¡nelude.

M anager:

Okay. Does he seem llke he 4 _______to buy a car?

S alesm an:

Yes, b ut he keeps threatening to 5 ______________ _______th e deal.

M an ager: Then you need to p ut som e 6 _______on him.

27

13 0

Financing 1

B efore you read the passage, ta lk about th es e questions.

0

1 W hat are som e d ifferent fin an cin g o p tio n s fo r a person buying a car?

R ead th e prom otional póster. Then, choose th e co rre ct answ ers. 1 W hat ¡s th e p urpose o f th e póster? A to c o n vin ce th e reader to buy a car

2 W h at inform a tio n is needed fo r a ca r dealer to p rovide a loan to a buyer?

B to explain fin an cin g p rin cip ies C to co m p a re fin an cin g o p tio n s D to o ffe r cred it re po rts fo r a fee W hat is special a b o u t th is sale a ccord in g to the advertisem ent? A buyers receive cash back B th e cars are inexpensive C th e fin an cin g is fle xib le D th e cars are new 3

W hat is NO T required fo r loan q ua lifica tion ? A a jo b

C a ch ecking a cco u n t

B a c re d it card

D residency

down payment 20%

720-759

V o cab u lary

do

C4r 2000

750 and up

0

R ead th e sentence pairs. C hoose w hich w ord or phrase best fits each blank. 1

cred it repo rt / loan A A _____________________________ sh ow s a p e rso n ’s b orro w ing and repaying history.

Special cii

B W hen a buyer does not have enough cash fo r a purchase, she can a p p ly fo r a

2

cred it rating / checking a cco u n t A Cash in th e bank is ty p ica lly held in a

Now is the time to purchase a new car from Wallace Auto Center. This weekend we are offering special flexible financing with the best terms of the season. If you have been waiting for the best deais of the year, now is your chance to buy. Short on cash? You can drive home a new car with only five percent down payment and one percent interest for 36 months. That’s right: only five percent down! Apply for this special financing offer online to see if you qualify. We will determine your credit rating for free. And even if your credit rating is less than perfect, you may still qualify for this special offer. You must have a job, a checking account, and have lived in your current residence for at least one year. Even if you have been denied financing from us in the past, you may qualify for this new special offer. Don’t be afra c to take advantage of our seller loan program. Come in today and let js obtain your credit report. You could drive home a new car from Wa ace Acto Center today. Don’t delay!

B A buyer ca n n o t obtain a loan w lth o u t a good

3

in terest /fin a n c in g A W ith a sm all d ow n paym ent, th e ____________ is usually a t a higher percentage. B Large purchases such as cars are im possible fo r m ost buyers w ith o u t___________________ . checking account cash

O Read the sentence pairs. Choose the sentence th at uses the underlined part correctly. 1 A She a pp lie d fo r a loan because she w a n te d to purchase th e vehicle w ith cash up front. B He had enough cash fo r a large d ow n paym ent. 2

A The te rm s o f th e financinq w ere very favo ra b le to the buyer. B He had to pay a dow n p avm e nt at th e end o f the loan period.

3

A

His c re d it h istorv w a s poor, so the b an k a pp rove d his loan a pp lica tion .

B The interest on the loan w as high, so she increased her d ow n paym ent.

0

í i Listen and read the prom otional póster again. W hat are the term s of the special financing prom otion offered by the W allace Auto Center?

S p eakin g © W ith a partner, a c t out th e roles b elo w based on Task 7. Then, sw itch roles.

Listening ©

í i Listen to a c o n v e rs a ro n b e tw een a c u s to m e r and a salesw om an. C hoose the c o rre c t answ ers. 1

& H ow did th e m an hear a b o u t the sale? A w a lking by th e dealership B recom m endation from a friend C te levisió n adve rtisem e nts D radio adve rtisem e nts

2

W h at is th e firs t thing th e m an m ust do to q ua lify fo r financing? A co m p le te a c u s to m e r survey B provide cash d ow n paym ent C pass a c re d it te st D open a ch ecking a c c o u n t

W riting © Use th e prom otional póster and the conversation from Task 8 to w rite an em ail to the prospective buyer. Inelude: a sum m ary of th e conversation you had w ith th e buyer, suggestions fo r his next step to w ard s his purchase, and m ore Inform ation a b o u t financing.

29

G e t ready! d

Com pound

B efore you read th e passage, ta lk a b o u t th es e questions.

Principie h

1 W h a t are som e o f th e c o s ts involved in b uying a c a r on credit? 2

W h at are th e b en e fits and risks involved w ith b uying a c a r on credit?

Interest

r f mf f r W W r f fT T T Í nm i n '

Dear Mrs. Mills, Thank you fo r your recent appllcation fo r flnancing from W allace Auto Center. We are pleased to ¡nform you o f th e approval o f your application fo r financlng. The follow ing are th e baslc term s o f the financlng we have agreed upon. This ¡s a legally binding contract between th e buyer and W allace Auto Center. Please read carefully. If you have any questions, please co ntact o ur credit departm ent before signing. You have been approved fo r 20% dow n w ith 36 payments. These paym ents will be pald monthly. The APR will be set at 11 %. Payments will be made on the 14th o f each month. Missed payments w ill ¡ncur a late fee o f $25. A fter a total o f five missed payments, the interest will becom e com pound for the remainder o f the term . If you decide to pay o ff the remainder o f th e loan before this term has ended, you will incur an early paym ent penalty o f 5% o f the principie loan amount. Any breach of these term s m ay result in legal action on behalf of Wallace Auto Center. By signing below you acknowledge that you understand and agree to the above term s and finance charges. S ign atura . Date

R eading

0

loan repaid early

R ead th e approval letter. Then, choose th e c o rre c t answ ers.

early payment penalty

1 W h ich is NO T a p a rt o f th e fin an ce te rm s in

th e letter? A 2 0 % d ow n p aym e nt

0

B 19% APR C 36 m onth te rm D $25 late fee 2

V o cab u lary

M a tc h th e w ords or phrases (1 -6) w ith th e definitions (A-F). 1 __approval 2 __p aym e nt

W h at p ercentage o f th e p rin cip ie ¡s th e early p aym e nt penalty? A 5%

C 8%

B 6%

D 10%

early pa ym e n t p enalty

^

3 __m o n th ly

4 __early paym ent penalty 5 ___ late fee 6 __p rin cip ie

A a fe e ca used b y p aylng o ff a loan before th e te rm is c o m p le te d B p aid o n ce every m on th

3 W h a t w ill h appen if th e b o rro w e r m isses a to ta l o f five p aym ents? A her loan w ill d efau lt B th e intere st w ill b eco m e c o m p o u n d C th e interest rate w ill ju m p to 15% D th e p rin c ip ie a m o u n t w ill ¡ncrease

C a recurring a m o u n t o f m oney paid to a lender, u sually m on th ly D th e a c t o f a cc e p tln g a b o rro w e r’s a p p lica tio n fo r fin a n cin g E a fe e caused by m issing a d ea d line on a p aym e nt F an original loan a m o u n t th a t d oe s n o t inelude interest

O Write a word or phrase that is similar in meaning to the underlined part. 1 The interest perce ntaa e w as favo ra b le fo r her loan. A __ 2

l’m trying to pay dow n the interest I paid on th e prin cip ie plus th e a ccum u la te d in te re st. __m_ou__

3

The lenath o f tim e fo r th e loan w a s 36 m onths. t_ _ m

4

All o f the co s ts o f b orro w ina hurt m y bank a c c o u n t ¡n th e end. _ n _ n __ c__r__s

O

$ Listen again and complete the conversaron. Buyer: T h at’s a great idea. W e’re talking about a 20% 1 ______________ , right?

Finance O fficer: Buyer: Finance O fficer: Buyer:

T h a t’s right. It’s a lot, b ut it’ll really 2 _______you in th e long run. Ok. A nd there will be 30 paym ents? 36 paym e nts actually. 3 years. Oh th a t’s right, I rem em ber now. And w h a t w as th e 3 _______rate?

Finance O fficer: APR will be 11 % . Ju st m ake sure you 4 _______ Buyer: Are there 5 _______if I m iss m y paym ents? Finance O fficer:

U nfortunately, yes. There w ill be a 6 ______ _______o f $25 fo r each m lssed paym ent.

Buyer: O oh, yeah, I w a n t to avold that.

©

$ Listen and read the approval letter again. C alcúlate th e fin an ce charg es if you w a n te d to purchase a car for $20,000.

Listening ©

$ Listen to a conversation b e tw e e n a buyer and a finance officer. C hoose th e co rrect answ ers.

S p eakin g © W ith a partner, a c t out the roles below based on Task 7. Then, sw itch roles. USE LANGUAGE SUCH AS: 1ju s t w a n t to be sure o f ... W hy d o n ’t we s ta r t... ? W hat does th a t m ean?

1 W h at does th e m an w arn the buyer about? A buylng a ca r on credit B m isslng a paym ent C a sm all d ow n paym ent D buylng a used car 2

W hat ¡s th e m ain reason the w om an has approached the man? A to change th e te rm s o f the loan B to c o n te s t a m issed paym ent C to get clarificatlo n on the te rm s o f th e loan D to get a re co m m en d atlo n fo r a financial advlsor

W riting © Use the approval letter and the conversation from Task 8 to w rite an em ail to a financial advisor. Inelude: a description of your experience w ith th e finance officer at th e c a r dealership, the term s of th e financing you have agreed upon, and w hy you w a n t advice.

15

Used Car Sales

G e t ready! O B efore you read th e passage, ta lk ab o u t th ese questions. 1 W hat are som e th in g s a buyer should kn ow a b o u t a used or p re-o w n ed car before buying? 2

«/»

UJ

W hat are som e d iffe re n t w ays to evalúate th e co n d itio n o f a used car?

This Weekend Only!—

Weatherford Used Cars and Trucks is having its biggest sale of the year. Up to 20% off regular price. You have to see these deais to believe them.

k

All cars and trucks are certlfied pre-owned and come with full manufacturer warrantles. Every single vehicle has been assessed by top quality third-party inspectors. You’ll know exactly what you’re buying. The valué of our pre-owned vehlcles ¡s guaranteed. Find a better deal fo r the valué of the car and we will beat ¡t, no questions asked. Do you have a trade-in? No problem. Brlng in your used vehicle, no matter its condition—poor, good, or excellent. If you bring in your used car, you’ll get an extra $300 cash back towards the purchase of a new pre-owned car or truck. That’s right—an extra $300 for a used car ¡n any condition. We provide full history reports, including dam age history, repalr history, and accident history. If one of our vehicles ever had a small dent, we will make sure you know about it. You can buy from us knowing our pre-owned vehicles will have the best resale valué on the market. But you have to a ct now. This sale w o n ’t last long! HHHHHHi

R eading

V o cab u lary

© R ead th e advertisem ent. Then, choose th e co rre ct answ ers.

©

M atch th e w ords or phrases (1-10) w ith the definitions (A-J). __resale valué

6 __pre-o w n ed

A it will m atch any deal

__p oo r

7 __history

B it p rovlde s a partial h istory o f each car

__good

8 __a ccid e n t

C It offers $500 cash b on u s fo r tra d e -in s

__excellent

9 __dent

D it a c c e p ts cars ¡n any co n d itio n

__ assess

10 _

W hat is n ot claim ed by th e advertisem ent?

b elo w average

j

1 W hat ¡s true o f th e dealership?

2

3

A all ve hicles are certified

B a r . p -y s ic a l harm caused th a t reduces valué

B best resale valué vehlcles

C average

C o w n er h istory w ith every vehicle

D th e valué fo r w h ich a used vehicle m ight be sold

D 2 0% o ff regular price

E a c ra s '' ".o lv in g one or m ore vehlcles

W ho has assessed th e vehlcles?

F th e .e h ic le ’s past, Including repairs, a ccidents, and ow n ers

A tra de -in specialists B ce rtified used ca r salespersons C a ccid e n t h istory sp ecialists D th ird -p a rty insp ectors

32

dam age

G a bo ve average, nearly p erfect H a sm all m ark or im pression caused by forcé I

to evalúate the valué o f a car

J

a ca r th a t has been insp ected and certified

O Write a word or phrase that is similar in meaning to the underlined part. 1 The g ua litv o f th e ca r w as e xcellent so w e b o u g h t ¡t. __ n ___ t ___ n 2

The dealer had som e o utsid e q ro u p assess th e vehicle. t__r_ p_r__

4

All o f the cars b rou ah t in fo r exchanae w ere in good co nd itio n . __ a d _ -_ n s

0

«9

Listen again and complete the conversation.

M an ag er: The sale has been great fo r business. We sold 1 _______- _______ p re-o w n ed cars. O w ner:

T h a t’s great! W hat a b o u t 2 _______- _______ ?

M an ager:

Ju st a fe w tra de -ins. M ost o f th e m are in g o o d 3 ______ too.

O w ner:

I sp oke w ith one c u sto m e r p ersonally w h o se ca r had a lot o f 4 _______.

The price o f th e ca r ¡s low, but l’m afraid ¡ts w o rth is m uch less. v__u_

3

5

0

M anager: O w ner: M anager: O w ner:

Before I b o u g h t m y car, it w as ow n ed bv m v best frie n d . _s__ c__

Yeah I rem em ber her. We 5 __ gave her th e $300 cash.

_ t h e valué and still

G ood. The m ost im p o rta n t th in g is 6 . o ur custom ers.

w ith

I agree. A nd she d ecide d to buy a new ca r fro m us th a t sam e day. Do you see w h a t I m ean? G reat w ork.

S p eakin g Q Listen and read the

a d v e rtisem en t again. H ow can a buyer be confid en t in the dea! offered by th e dealership?

0

W ith a partner, a c t out th e roles b elo w based on Task 7. Then, sw itch roles.

Listening 0

Q Listen to a conversation b e tw een a m a n a g e r and an ow ner. C hoose th e c o rrect answ ers. 1 W h at does th e man say is the m ost ¡m portant thing? A building tru s t B m aking a sale C ensuring p rofits D preserving a reputation 2

W hat w ere m any cu stom e rs im pressed by? A the tra d e -in cash bonus B the p rom ise to beat a better deal C a cce p tin g tra d e -in s o f any co nd itio n

W riting

0

U se the ad vertisem en t and the conversation from Task 8 to w rite an em ail from a dealership o w n er to his sales te a m . Inelude: a sum m ary of w e e ke n d sales, goals of the com pany, and ¡m provem ents for n ex ttim e .

D the a m o u n t o f cars available

33

a c c id e n t [N -C 0 U N T -U 1 5] An a cc id e n t is a crash ¡nvolving one or m ore vehicles. acco u n ts payable [N -C O U N T-U 8] A cco u n ts payable is a d e b t o f m oney th a t a co m p a n y ow es its suppliers. a cc o u n ts receivable [N-U NCO UN T-U8] A ccounts receivable is m oney o w ed to a co m p a n y fo r p ro d u cts sold on credit, and can be seen as asset. a c tu a to r [N-COUNT-U4] An a c tu a to r su pp lie s p ow er to a ro b o tic m anipulator. analyze [V-T-U3] To analyze is to stu d y so m e th ing e xtensively in an e ffo rt to d escribe or co m p re he nd it. a n tic íp a te [V-T-U12] To an tic íp a te so m e th ing is to im agine it w ill o c c u r before it does. a p p e a ra n c e [N -U N C O U N T-U 9] A p p ea ran ce is the overall o utsid e m anner and style o f a person. apply [V-T-U13] To apply fo r so m e th ing is to m ake a fo rm al request fo r it. apply [V-T-U3] To apply a process, rule, or te ch n iq u e is to use it. ap p o in tm e n t [N -U N C O U N T-U 9] An ap p o in tm e n t is a set, scheduled tim e fo r an event. approval [N -U N C O U N T-U 7] A pproval is an a ct o f agreeing to so m ething. A P R [N -U C O U N T-U 14] A PR is th e annualized percentage rate o f interest on a loan. assem bly [N -C O U N T-U 4] A ssem bly is th e process o f p utting elem ents o f a p ro d u c t together. assem bly line [N -C O U N T-U 2] An assem bly line is a system o f p utting a p ro d u c t to g e th e r in w h ich th e Ítem passes th rou g h d iffe re n t stages. Each stage has a s p e cific ta s k and a dd s or co m p le te s som e a sp e ct o f th e p roduct. assess [V-T-U3] To assess so m e th ing is to look at it carefully and m ake a ju d g m e n t on it. assets [N -C O U N T-U 8] A ssets are anything o f valué th a t can be co nve rte d into cash or o th erw ise invested to gain profit. a u to rac k [N -CO U NT-U 7] An auto rack is a fre ig h t ca r th a t is used to tra n s p o rt cars and tru cks. auto tra n s p o rt [N -U N C O U N T-U 5] A uto tra n s p o rt is th e a ct or process o f delivering a uto m o b ile s from th e fa c to ry to dealerships. a u to m a tio n [N -C O U N T-U 4] A u to m ation is th e process in w h ich m echanical or e le ctro nic devices replace hum an efforts. b a ck d ow n [V-I-U12] To b a ck dow n from so m e th ing is to sto p fig h tin g fo r it. balan ce sheet [N -C O U N T-U 8] A b a la n c e s h e e t is a d o cu m e n t th a t sh ow s an analysis o f a b u sin e ss’s assets, liabilities, and o w n e r’s equity. bargain [V-I-U12] To bargain w ith a c u sto m e r is to neg o tiate w ith them . benchm arking [N-U NCO UN T-U3] B enchm arking is th e process o f d e te rm r r g the sta n da rds fo r o n e ’s business p ractices. This is done by exam ining th e sta n da rds set by o th e r c o m p a r es .v ~ n and o u tsid e o f o n e ’s industry. b est p ractice [N -C O U N T-U 3] A b e s t p ra c tic e is a system th a t is successfui m ore o fte n than any o th e r m ethod o f doing som ething. bi-level [AD J-U 7] If a fre ig h t ca r is bi-level, it has tw o levels. business card [N -C O U N T-U 10] A business card is a sm all card contain -g a c e rs o n ’s business inform ation.

34

CAD [N -U N C 0 U N T -U 1 ] CAD is c o m p u te r-a id e d design. calm [A D J-U 12] If a person ¡s c a lm , he/she is co m p o se d , quiet, and not sh ow in g nervousness. cap italize on [V -I-U 1 1] To cap italize on so m e th ing is to take adva n ta ge o f it. carrier [N -C O U N T-U 6] A c arrie r is a co m p a n y th a t provide s tra n s p o rta ro n Services. cash [N -C O U N T-U 13] C a sh is hard m oney in coins or notes, ra th e rth a n in credit. c h e c k [N -C O U N T-U 11] A c h e c k is a w ritte n o rde r fo r a bank to pay o u t o f th e w rite r’s a ccou nt. c h e c k on [V-T-U10] To c h e c k on a c u sto m e r is to exam ine his or her co nd itio n . ch eckin g a cco u n t [N -C O U N T-U 13] A checking a cc o u n t is a bank a c c o u n t w ith a cash balance. C IP (C arriag e and In surance Paid To) [N -U N U N C O U N T-U 6] C IP (C arriag e and In surance Paid To) is w hen th e seller pays fo r carriage and insurance b ut th e buyer assum es th e risk. class A s u rfa c e [N -C O U N T-U 1] A class A surface is a su rface design e d to be b oth aesthe tic and fu n ctio n al. clay m odeling [N -U N C O U N T-U 1] C lay m odeling is th e art o f fo rm in g a ca r design out o f clay. cióse [V-T-U11] To cióse a deal is to finalize it. co lo r and trim design [N -CO U NT-U 1] A co lo r and trim design is a plan fo r th e m aterials and co lo rs o f a car. c o m fo rt [N -U N C O U N T-U 9] C o m fo rt is th e level o f ease a person feels in a given situation. c o m p are [V-T-U3] To c o m p are tw o o r m ore th in g s is to look at them and fin d th e ir sim ilarities and differences. c o m p etitive b e n c h m a rk [N -C O U N T-U 3] A c o m p etitive b e n c h m a rk is a standard set by co m p a rin g a b u sin e ss’ p ra ctice s to th o se o f a co m p e tito r. com p o u n d [A D J-U 14] If interest is com p ound, it is paid on th e p rin cip ie plus th e interest accum u la te d. c o m p ro m ise [N-CO UNT-U12] A co m p ro m ise is an agreem ent in w h ich both parties m ake certain co ncessions. c o n c e p t sketch [N -C O U N T-U 1] A c o n c ep t sketch is a rough d raw in g o f a car. condition [N -U N C O U N T-U 15] C o n d itio n is th e q ua lity or physical State o f a car. co nfro ntation [N -C O U N T-U 12] A c o n fro n ta tio n is a h ostile m eeting betw een tw o parties. c o n ta c t [N -U N C O U N T-U 9] A c o n ta d is a know n person w ith w h o m an a ssociate can co m m u n ic a te w ith. c o n ta d inform ation [N-U NCO UN T-U10] C o n ta c t in fo rm a tio n s a p erson's ñam e, phone num ber, m ailing address, and o r em ail address. * co n ta in e r ship [N -C O U N T-U 5] A c o n tain er ship is a large ship design e d to s tc 'e - :e " ^ o d a l containe rs and w hich tra n s p o rts large a m o u nts o f cargo. control unit [N-COUNT-U4] A control unit refers to any set o f sim p le or c o m p le x sv. -:coes js e ti :o control the m ovem ents and a ction s o f a robot. cost [N -U N C O U N T-U 7] The c o st is th e price the dealer pays fo r th e car. c o st of sales [N -U N C O U N T-U 8] C o s t of s a le s is th e expense figure fo r th e c o s ts o f inve ntory th a t a co m p a n y has sold over a given period. These c o s ts inelude m aterial purchases. p ro d u ctio n co sts, and th e tra n s p o rt o f all g oo d s sold.

35

Glossary C P T (C arriage Paid To) [N -U N C O U N T-U 6] C P T (C arriage Paid To) is w hen th e seller pays fo r carriage b ut th e buyer assum es th e risk. credit history [N -C O U N T-U 13] A c re d it h is to ry is a buyers record o f b orro w ing and repaying money. credit rating [N -C O U N T-U 13] A c red it rating is a b orro w e rs tru s tw o rth in e s s to b orro w and repay a loan based on his or her c re d it history. credit repo rt [N -C O U N T-U 13] A c red it rep o rt is th e c re d it h istory inform a tio n p rovided by a c re d it bureau. d a m a g e [N -C O U N T-U 15] D a m a g e is any physical harm caused th a t reduces valué. DAP (D elivered a t Place) [N -U N C O U N T-U 6] DAP (D elivered at Place) is w hen th e seller pays fo r all carriage e xcep t fo r im p o rt clearance and assum es risk until g o o d s are ready to be unloaded by th e buyer. DAT (D elivered a t Term inal) [N -U N C O U N T-U 6] DAT (D elivered a t Term inal) is w hen th e seller pays fo r all carriage e x c e p t fo r im p o rt clearance and assum es risk until g o o d s are unloaded at th e term inal o r port. D D P (D elivered D uty Paid) [N -U N C O U N T-U 6] D D P (D elivered D uty Paid) is w hen th e seller pays fo r everything ¡ncluding carriage and im p o rt clearance. deal [N -C O U N T-U 11] A d e a l is an agreem ent betw een a seller and a buyer. d eg ree of fre e d o m [N -C O U N T-U 4] The d eg ree of fre e d o m is one o f th e six basic m otio n s o f a ro b o t arm and body. d en t [N -C O U N T-U 15] A d e n t is a sm all m ark o r im pression caused by forcé. design [N -C O U N T-U 1] A design is a d raw ing or plan th a t sh ow s th e lo o k and fu n c tio n o f so m ethlng. d estination charge [N -U N C O U N T-U 7] A destination c h arg e is a fee add e d because o f th e c o s t o f sh ip pin g th e car fro m th e m an u fa ctu re r to th e dealer. d iscount [N -C O U N T-U 7] A d iscount is a sum o f m oney reduced fro m th e s tic k e r price. distribution [N -U N C O U N T-U 6] D istribution is th e a ct o f su pp lyin g g o o d s to d ea lerships to resell. dow n paym en t [N -C O U N T-U 13] A dow n paym en t is cash paid up fro n t fo r so m e th ing b o u g h t on credit. early paym en t penalty [N -C O U N T-U 14] An early p a ym e n t penalty is a fee caused by paying o ff th e entire loan before th e full term has been co m p leted . effective [A D J-U 9] If an a ction is e ffe c tiv e , it p rod uce s a su cce ssfu l, desirable result. enclosed trá iler [N -C O U N T-U 5] An e nclosed trá ile r has solid w alls on each side. e n d -e ffe c to r [N -C O U N T-U 4] An e n d -e ffe c to r is th e useable device a t th e end o f th e m anipulator. estím a te [N -C O U N T-U 10] An e s tím a te is an a p p ro xim a te num ber. exc e lle n t [A D J-U 1 5] If som e th ing is e x c e lle n t it is a b o ve average, nearty p erfect. exterio r design [N -C O U N T-U 1] An e x te rio r d e s ig n is a p ia r

r e k x x a~d fu n c tio n o f th e o u tsid e o f a car.

E XW (Ex W orks) [N -U N C O U N T-U 6] EXW (Ex W o rk s ) is when th e " a ^ f a c t u r e r m akes its cars available fo r co llectio n on its prem ises. FCA (Free C arrier) [N -U N C O U N T-U 6] FC A (Free C arrier) is w hen a seller pays to hand over g o o d s to th e first carrler. fin an ce charge [N -C O U N T-U 14] A fin an ce c h arg e is the c o s t o f acquiring fin an cin g such as c re d it o r a loan.

36

financing [N -U N C 0 U N T -U 1 3] Financing is an arrangem ent to p rovide fu n d s fo r a purchase. first im pression [N -U N C 0 U N T -U 9 ] A first im pression is th e initial feeling a person has w hen he o r she e ncounters a no th e r person. fixed assets [N -CO U NT-U 8] Fixed assets are physical th in g s o f valué th a t are used fo r p ro d u ctio n o f g o o d s b u t are n ot easily co nve rte d to cash, such as property, fa cto rie s, and m achinery. flo w line [N -C O U N T-U 4] A flo w line co n sists o f sp e c ia l-p u rp o s e m achines arranged in se qu e nce to perform a series o f operations. fo llo w up on [V-T-U10] To fo llo w u p on a lead is to co n tin u é sales e ffo rts th a t have already been started. functional b e n ch m ark [N -CO U NT-U 3] A functional b e n ch m ark is a standard set by co m p a rin g o n e ’s core business processes, such as billing o r hum an resource processes, to th o se o f ano th e r co m p a n y in th e sam e ¡ndustry. g e n e ra te [V-T-U9] To g e n e ra te som e th ing is to create it. g et in to u ch [V-T-U10] To g e t in touch w ith a c u sto m e r is to cali, em ail, or o th erw ise c o n ta c t him or her. good [A D J-U 15] If som e th ing is goo d it is average. grap hic design [N -U N C O U N T-U 1] G raphic design is th e art o f co m b in in g im ages and inform ation. gross pro fit [N -U N C O U N T-U 8] Gross profit is th e d ifference betw een to ta l incom e, or revenue, and th e co s ts o f p rod u ctio n , before a cco u n tin g fo r overhead and o th e r expenses. hand over [V-T-U11] To h a n d o v e r som e th ing is to give o w n ersh ip o f it to som eone else. h ear b a c k from [V-T-U10] To h ear b a c k fro m a c u s to m e r is to receive c o m m u n ica tio n fro m him o r her. history [N -U N C O U N T-U 15] H istory is th e v e h icle ’s past, including repairs, a ccid en ts, and ow ners. hold b ack [N -C O U N T-U 7] A ho ld b ack is a sm all percentage o f th e c a r’s sales price th a t th e m an u fa ctu re r pays b ack to th e dealer every quarter. hydraulic [N -C O U N T-U 4] H ydraulic m achinery creates p o w e r by th e co ntro lle d m ove m en t o f flu id th rou g h hoses and tubes. im p le m en t [V-T-U2] To im p le m en t so m e th ing is to carry o ut a plan o r p ut it into action. inelude [V-T-U12] To inelude som e th ing is to m ake it part o f a w h o le o r set. in co term s [N -C O U N T-U 6] In co term s are predefined universal te rm s used in co m m e rcia l d istrib utio n . in fluence [V-T-U9 ] To influence a person or situation is to create a strong e ffe ct upon th a t person or situation. inquire [V-I-U9] To in q u ire is to ask m ore inform a tio n a b o u t som ething. in surance [N -C O U N T-U 6] In surance is an arrangem ent by w h ich a co m p a n y pays fo r large losses in excha ng e fo r p aym e nt o f a prem ium . intangible assets [N -C O U N T-U 8] In tangible assets are nonm aterial assets. such as c o p yrig h ts, cu sto m e r lists, know ledge, and business co nn e ctio n s. in terest [N -U N C O U N T-U 13] In terest is a percentage o f m oney paid at regular intervals fo r using cred it or a loan, interior design [N -C O U N T-U 1] An interior design is a plan fo r th e look and fu n c tio n o f th e inside o f a car.

37

internal b e n c h m a rk [N -C 0 U N T -U 3 ] An in ternal b e n c h m a rk is a standard set by co m p a rin g p ra ctice s in sim ilar parts o f th e sam e organization. inventory [N -U N C O U N T-U 2] Inventory is th e su p p ly o f m aterials used to m anufacture p rod ucís, as w ell as co m p le te d P roducts th a t are in storage before being sh ip pe d to buyers. in v o ic e price [N -C O U N T-U 7] An in v o ic e p ric e is th e price th e dealer pays fo r a car. ju s t-in -tim e production [N-U NCO UN T-U2] J u s t-in -tim e production is a p ro d u ctio n te ch n iq u e th a t involves reducing w a ste by p rod ucin g o nly w h a t is necessary at the m om e n t it is necessary. Signáis are used to indícate w hen m aterials, lab o r o r e qu ip m e n t is needed. keys [N -C O U N T-U 11] Keys are sm all pieces o f m etal used to open th e lo ck o f a vehicle and sta rt an engine. late fe e [N -C O U N T-U 14] A late fe e is a fee caused by m issing the d ea d line on a paym ent. lead [N -U N C O U N T-U 9] A lead is a person w h o is a potential Client or custom er. lean m anu facturing [N -U N C O U N T-U 2] Lean m anu facturing is a m an u fa ctu rin g proce ss th a t fo cu se s on elim inating w a ste in th e p ro d u ctio n proce ss and a dd ing valué to a p ro d u c t fo r consum ers. liabilities [N -CO U NT-U 8] Liabilities are a b usine ss’s d e b ts and expenses. lim ited [ADJ-U2] If som e th ing is lim ited, it is n ot as large as it couid p ossib ly be. loading c o st [N -C O U N T-U 6] A loading c o st is a c o s t a ssociated w ith loading th e cars onto th e carrier. loan [N-C O UNT-U13] A loan is a sum o f m oney b orro w e d and e xp e cte d to be paid b ack w ith interest. loss [N -C O U N T-U 12] A loss is a negative net incom e. m anip u lato r [N -C O U N T-U 4] The m a n ip u la to r is the arm o f a robot. m anu facturing [N -U N C O U N T-U 2] M an u factu rin g is th e process o f assem bling p ro d u cís fo r sale. m ark up [N-COUNT-U7] A m ark up is th e a m o u n t th e d ealer increases th e price above invoice price to m ake a profit. m a rk e t a d ju s tm e n t [N -C O U N T-U 7] A m a rk e t a d ju s tm e n t is a change in price based on th e m arket in w h ich th e ca r is sold. m easu re [V-T-U3] To m easu re som e th ing is to estím ate or jud g e it based on certain criteria. m onthly [ADV-U14] If a p aym e nt is paid m onthly, then it is paid o nce every m onth. M S R P [N -C O U N T-U 7] An M S R P is th e m a n u fa c tu ré is sugg e sted retail price. need s [N -U N C O U N T-U 9] The need s o f a c u sto m e r are his or her desired o u tco m e s from an encounter. net pro fit [N -U N C O U N T-U 8] N e t profit is th e m easure o f b usine ss’s profitabílity. or th e difference betw een revenue and to ta l expenses. n etw orking [N -U N C O U N T-U 9] N etw o rkin g is th e h ab it o f using o n e ’s co lleagues and professional a ssociatio n s to enhance professional success. non -n eg o tiab le [A D J-U 12] If so m e th ing is non -n ego tiab le, it ca nn o t be changed or co nteste d . offer [V-T-U12] To offer som e th ing is to present it.

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open trá ile r [N -C O U N T-U 5] An open trá ile r is a co ntaine r th a t has o nly a tra m e o r bed and a llow s air and w e a th er to c o n ta c t th e Ítem s inside. options [N -C O U N T-U 7] O ptions are features o f a ca r th a t can increase th e price such as a sun roof, leather interior, etc. oscillation [N -C O U N T-U 4] O scillation is vibra tion or repetitive m ove m en t as a result o f a ro b o tic m ovem ent. outpu t [N -C O U N T-U 2] O u tpu t is th e q u a n tity o f so m e th ing th a t has been p roduced. overhead [N -U N C O U N T-U 2] O verhead is a ty p e o f c o s t a ssociated w ith running a business and th a t does n ot lead d ire c tly to p rofit. O verhead ineludes m aintenance, storage, rent, and u tility costs. o verseas [AD J-U 5] If som e th ing is overseas, it is loca te d on ano th e r c o n tin e n t and requires travel o ver an ocean to arrive at it. o w n e r’s equity [N -U N C O U N T-U 8] O w n e r’s e q u ity is th e p ortio n o f a c o m p a n y ’s assets ow n ed by th e o w n er o f a co m p a n y a fte r all liabilities have been a cco u n te d for. payload [N -CO U NT-U 4] The payload is th e size o f an o b je c t th a t a ro b o t can m ove th rou g h its w o rk envelope. paym ent [N -U N C O U N T-U 14] A paym en t is a recurring a m o u nt o f m oney paid to a lender, usually m onthly. pitch [N -U N C O U N T-U 9] A pitch is a short, pre-rehearsed speech a b o u t th e positive effeets o f som e th ing a person is offering. p n eu m atic [N -CO U NT-U 4] P n e u m a tic m achinery uses pressurized gas to co ntro l m echanical m otion. poor [A D J-U 15] If som e th ing is p oo r it is b elo w average. pow ertrain m odeling [N -U N C O U N T-U 1] P o w ertrain m odeling is th e art o f engineering p ow ertra ins in cars. precisión [N -C O U N T-U 4] Precisión is a m easure o f h ow w ell a ro b o t can m ove to a s p e cific point. p re-o w n e d [A D J-U 15] If a ca r is p re-o w n e d it is a used ca r th a t has been in sp ected and certified. pressure [N -C O U N T-U 12] Pressure is persuasión used to create a sense o f urgeney. previously [ADV -U 10] If a deal is m ade previously, it is m ade beforehand. pricing [N -U N C O U N T-U 7] P ric in g is th e m etho d o f d eterm ining w h a t a ca r co m p a n y will charge in excha ng e fo r its p rod ucís. principie [N -C O U N T-U 14] A principie is th e original a m o u nt o f a loan and w h ich does not inelude interest. production [N -U N C O U N T-U 2] P ro d u c tio n is th e act o f m aking so m e th ing , often an Ítem th a t w ill be sold to consum ers. profit [N -C O U N T-U 7] Profit is th e difference betw een th e sale price and th e c o s t o f th e vehicle. profit and loss (P&L) repo rt [N -C O U N T-U 8] A profit and loss (P&L) repo rt is a sta te m en t o f a c o m p a n y ’s financial p osition th a t is co m p ile d at the end o f an a ccou ntin g period to sh o w all revenues. co sts. and expenses over th a t p eriod o f tim e. progress [N -U N C O U N T-U 10] Progress is positive fo rw a rd m ove m en t to w a rd a p a rticu la r goal. p roperty and e q u ip m e n t (P&E) [ N -U N C O U N T-U 8] P ro p e rty and E q u ip m e n t (P&E) are fixe d assets such as fa cto rie s, m achinery, and o th e r physical m eans o f p ro d u ctio n th a t are n ot easily converted to cash.

prototype [N -C O U N T-U 1] A p rototype is th e firs t m odel o f a ca r fro m w h ich others are co pied . rail [N -U N C O U N T-U 5] Rail is th e n etw o rk o f railroads and th e co m p a n ie s th a t opé rate trains on them . raw m aterials [N -C O U N T-U 2] R a w m aterials are m aterials th a t have not been used to m ake som e th ing yet. rebate [N -C O U N T-U 7] A re b a te is a partial refund used to m ake a deal m ore appealing. redu ce [V-T-U2] To redu ce so m e th ing is to m ake it sm aller or low er th e q u a n tity o f it. referral [N -C O U N T-U 10] A referral is the a c t o f d ire cting som e o ne to som eone else. resale valué [N -C O U N T-U 15] R e sa le % a lu e is th e valué fo r w h ich a used vehicle m ig h t be sold. resistan ce [N -U N C O U N T -U 11] R esistan ce is hesitation o r refusai to a c c e p t an offer. responsibility [N -C O U N T-U 6] R esponsibility is th e State o f having a d u ty or o bligation. revenue [N -U N C O U N T-U 8] R evenue is th e inco m e th a t a co m p a n y receives th rou g h norm al business o pe ratio n s such as th e sale o f its p rod uct. robot [N -C O U N T-U 4] A robot is a p rogram m able, m u lti-fu n ctio n a l m achine ca pa b le o f p erform ing a va rie ty of prescrib e d tasks. rolling highw ay [N -C O U N T-U 4] A rolling highw ay is a system fo r tra n sp o rtin g tru c k s by train. sales [N -U N C O U N T-U 9] S ales is th e a ct or process o f m eeting w ith cu stom e rs in o rder to sell p ro d u c ís to them . scale m odel [N -C O U N T-U 1] A scale m odel is a sm all physical m odei th a t is scaled relative to th e actual p roduct. seal [V-T-U11] To seal a deal is to co m p le te or secure it. s em i-tra ile r [N -C O U N T-U 5] A s em i-tra ile r is a tráiler th a t does n o t have a fro n t axle and is used to carry fre ig h t behind a tractor-trailer. shipping [N -U N C O U N T-U 6] S hipping is th e a ct of tra n s p o rtin g g oods. signature [N -C O U N T-U 11] A s ig n a tu re is a p e rso n ’s ñam e w ritten as an official ide n tifica tio n. slip a w a y [V-I-U10] To slip a w a y is to be lost o r fo rgo tten . s ticker price [N -C O U N T-U 7] The s tick e r price is th e price a dvertised by th e dealer. stream lin e [V-T-U2] To s tre a m lin e a proce ss is to rem ove delays or ine fficiencies so th a t it o ccu rs m ore q u ickly and effectively. te rm [N -C O U N T-U 14] A te rm is a fixed length o f tim e fo r th e repaym ent o f a loan. te rm s [N -C O U N T-U 13] T e rm s are the c o n d itio n s o f an agreem ent m ade betw een th e buyer and th e seller. te s t drive [N -C O U N T-U 11] A te s t d riv e is an event in w h ich a c u s to m e r is allow ed to drive a ca r he or she is interested in before m aking a purchase. th ird -p a rty [N -C O U N T-U 15] A th ird -p a rty is a person or g rou p o u ts id e th e p rim a ry tw o m em bers in a d is p u te or arrangem ent. title [N -C O U N T-U 11] A title is a claim o f o w n ersh ip o ver a vehicle.

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tr a c to r -tr a ile r [N -C O U N T-U 5] A tr a c to r -tr a ile r is a large tru c k w ith m últip le axles and a p rotru d in g rear se ctlo n to w h lch a se m i-tra lle r can be attached. tra d e -in [N -C O U N T-U 15] A tra d e -in is a used car th a t can be tra d e d fo r m oney to w a rd a new or d iffe re n t used car. % tr a d e - o ff [N -C O U N T-U 12] A tr a d e - o ff is a balance betw een tw o in c o m p a tib le a spe cts o f a deai. tri-le v e l [A D J-U 7] If a fre ig h t ca r is tri-le v e l, it is b uilt w ith three sepárate levels. u p d a te [V-T-U10] To u p d a te a c u sto m e r is to give new o r d iffe re n t inform ation. u s e d c a r [N -C O U N T-U 15] A u s e d c a r is a c a r th a t has been ow n ed and driven by another person previously. v a lu é [N -U C O U N T-U 15] V a lu é is th e m on e ta ry w o rth o f a car. w a lk a w a y fro m [V-I-U12] To w a lk a w a y fro m a deal is to reject it. w a s te [N -U N C O U N T-U 2] W a s te is the loss o f m aterial th a t co uld have been used fo r a p ro d u c t or to m ake a profit. w o r k e n v e lo p e [N -C O U N T-U 4] A w o r k e n v e lo p e is th e space th a t can be reached by a ro b o t’s end-effector.

In d u stry

Career Paths: Automotive Industry is a new educational resource for automotive professionals who want to ¡mprove their English communication in a work environment. Incorporating career-specific vocabulary and contexts, each unit offers step-by-step instruction that immerses students ¡n the four key language components: reading, listening, speaking, and writing. Career Paths: Automotive Industry addresses topics including the parts of a car, safety features. design methods, manufacturing, and career options. The series is organized into three levels of difficulty and offers a minimum of 400 vocabulary terms and phrases. Every unit ineludes a test of reading comprehension, vocabulary, and listening skllls, and leads students through written and oral production. In c lu d e d F e a tu re s : • A variety of realistic reading passages • Career-specific dialogues • 45 reading and listening comprehension checks • Over 400 vocabulary terms and phrases • Guided speaking and writing exercises • Complete glossary of terms and phrases The T e a c h e r’s G u id e contains detailed lesson plans, a full answer key and audio Scripts. The a u d io C D s contain all recorded material.