CONTABILITATE ŞI INFORMATICǍ DE GESTIUNE, ECONOMIA TURISMULUI,

COMERȚULUI ŞI SERVICIILOR, ECONOMIE ŞI AFACERI INTERNAȚIONALE, FINANȚE ŞI

BǍNCI, INFORMATICǍ ECONOMICǍ, MANAGEMENT, MANAGEMENT (în lb. maghiarǎ),
MARKETING

LIMBAJ SPECIALIZAT
APLICAT – LIMBA
ENGLEZǍ (LIMBA 1)

II II

2018
I. Informaţii generale: Date de identificare a cursului
Date de contact ale titularului de curs: Date de identificare curs
Numele cursului: Limbaj specializat aplicat
Lect. dr. DIANA ZELTER (limba engleză) – limba 1
Facultatea de Ştiinţe Economice şi Codul cursului: ELE 0338
Gestiunea Afacerilor Anul, Semestrul: anul II sem. 2
Departamentul de Limbi Moderne şi Tipul cursului: obligatoriu
Comunicare în Afaceri
Cabinet 113 (Campus FSEGA)
Telefon: 418 655
E-mail: [Link]@[Link]

1.2 Condiţionări şi cunoştinţe prealabile

Înscrierea şi frecventarea acestui curs presupune parcurgerea şi promovarea programei de studiu din
anul I Şi anul II semestrul 1 de la FSEGA la disciplina limba engleză sau un nivel de limba engleză
cel puţin B1 conform Portofoliului lingvistic european.

1.3 Descrierea cursului

Cursul se adresează studenţilor de anul II de la Facultatea de Ştiinţe Economice.

1.4 Organizarea temelor în cadrul cursului

Organizarea temelor din cadrul cursului precum şi bibliografia care trebuie consultată sunt
prezentate în detaliu în paginile introductive ale syllabus-ului.

1.5 Formatul şi tipul activităţilor implicate de curs

Studentul are libertatea de a-şi gestiona singur, fără constrângeri, modalitatea şi timpul de
parcurgere a cursului. În cadrul cursului vor fi abordate următoarele tipuri de activităţi: proiecte de
grup, proiecte individuale, studiu individual, activităţi asistate. Un accent deosebit se va pune pe
practicarea competenţelor lingvistice în vederea susţinerii examenului de atestare lingvistică.

1.6 Materiale bibliografice obligatorii

Dintre sursele bibliografice obligatorii pentru acest curs enumerăm:

1. Cotton, David et ali.:Market Leader, New Edition, Advanced. Longman, 2008.

2. Cotton, David et ali.:Market Leader, New Edition, Upper-Intermediate. Longman, 2006.
3. Cotton, David, Robbins, S.: Business Class. Longman, 2004
4. Hart-Brook, Guy : Business Benchmark Upper-Intermediate. Cambridge University Press, 2014
5. Highes, John : Total Business 2. Cengage Laerning, 2012
6. Longman Business English Dictionary. Pearson Longman, 2006
7. MacKenzie, Ian: Professional English in [Link]. Cambridge University Presss, 2017
8. McCarthy, Michael, McCarthy, J., Clark, D., Clark, R. : Grammar for Business. Cambridge
University Press, 2009
9. Pratten, Julie: Absolute Financial Business. Delta Publishing, 2009
10. Vince, Michael: Intermediate Language Practice. MacMillan Heinemann, UK, 1998.
11. Wood, Ian, Sanderson, P., Williams, A., Rosenberg, M. :Pass Cambridge BEC Vantage.
Summertown Publishing, 2013

1.7 Materiale si instrumente necesare pentru curs

In cadrul cursului se va apela la o serie de echipamente şi materiale didactice precum calculator,
videproiector, suport de curs, materiale suplimentare in formă de hand-aut, materiale audio (cd-

2
player, cd-uri, surse electronice). Pentru studiu individual studenţii vor avea nevoie de calculator
conectat la internet şi acces la platforma Moodle, suport de curs, facilităţi de imprimare şi
fotocopiere.

1.8 Calendarul cursului

Programarea întâlnirilor (atât față în față, cât și online) se realizează la începutul fiecărui semestru și
se afișează online

1.9 Politica de evaluare şi notare

- tipurile de evaluare ce vor fi utilizate: exerciţii de testare a abilităţilor de listening
comprehension, reading conprehension, writing şi speaking
- examenul va fi scris şi oral
- criteriile de notare: fiecare abilitate testată va avea o pondere de 25% din nota finală.
- este necesară obţinerea nivelului lingvistic minim B1 pentru promovarea examenului
- studenţii trebuie să prezinte şi să păstreze toate sarcinile realizate pe parcursul cursului până
la primirea notei finale
- forma sub care studenţii vor primi feed-back la sarcinile realizate: platforma Moodle sau
direct in timpul intâlnirilor faţă în faţă.

1.10 Elemente de deontologie academică

Codul de deontologie academică reglementează următoarele:
Frauda se referă la:
a. copiat (utilizarea de materiale sau informaţii neautorizate), falsificări, şi orice alte
activităţi care pot afecta o corectă evaluare a performanţelor studenţilor
b. ajutorul acordat altora în aceste privinţe
c. încercarea de a se angaja în astfel de fapte

1.11 Studenţi cu dizabilităţi

Există disponibilitatea de a lua legătura cu studenţii afectaţi de dizabilităţi motorii sau intelectuale
pentru a identifica eventuale soluţii în vederea oferirii de şanse egale acestora. Calea de comunicare
prin care putem fi contactaţi pentru acest gen de situaţii: platforma Moddle, e-mail sau direct in
timpul activitatilor asistate.

1.12 Strategii de studiu recomandate

Având în vedere faptul că toată structura tematică a cursului şi programul activităţilor asistate sunt
anunţate din timp, este de aşteptat ca studenţii să parcurgă materialele bibliografice puse la
dispoziţie, anterior fiecărei întâlniri programate.

3
Disciplină: Limbaj specializat aplicat
(limba engleză) – limba 1

MODULE 1: ENTREPRENEURSHIP

I. Cuprinsul secvenței
1. Types of companies
2. Speaking, writing and reading drills
3. The business plan
II. Obiectivele secvenței

 to provide information and explanations about types of companies

 to improve vocabulary related to types of companies and the business plan
 to acquire knowledge about how to draw up a business plan
III. Cuvinte cheie

Business, entrepreneurship, sole trader, partnership, private limited company, business plan

4
TYPES OF COMPANIES

BEFORE YOU READ

1. You decide to set up your own business. What are the main requirements for such a venture?
2. What type of business organization are you going to set up? What may your options be?

READING

Read the article about Company Formation. Choose the best sentences from the list below (A-H) to
fill each gap (1-5). There is one sentence that you do not need. There is an example at the beginning
(0-D)

A. The big advantage of forming a public limited company is that advertisements may be paced in
financial newspaper inviting the public to apply for shares: a prospectus, as this advertisement is
called, gives details of the company’s past trading record and estimates of future earnings, together
with other information required by law.

B. On the other hand, bookkeepers are responsible for obtaining the financial data that the
accounting system processes. An accounting system cannot operate without good, accurate
bookkeeping, but a bookkeeper can generally be trained in a year or two.
C. As a consequence, owners in a corporation have limited liability. With limited liability, the
owners are responsible for the debts of the business only to the extent of the amount they have
invested.

D. Perhaps you want to become a part-owner of a corporation by buying shares on it. You may want
to invest in a partnership by becoming a sleeping partner or you may want to look into franchise.

E. Most probably you will have to employ a skilled person to keep the exact records of your
business and possibly to give you some professional advice as well.

5
F. There are more sole proprietorships than any other types of business in the United States
economic system, but it is the giant corporation, especially the multinational one, that has become
to many the symbol of the private American enterprise system.

G. Their personal savings and possessions cannot be taken to pay the corporation’s debts.

H. Usually, all the partners have personal unlimited liability for debts to creditors. A partner who
invests money in a partnership but who does not run the business is called a sleeping partner.

Company Formation

A person starting a new business must decide which type of organization is best. To some extent the
answer depends on the person, the type of business, the money needed, and the kind of product or
service to be provided. If you are going in a restaurant business, you may decide on a sole
proprietorship or a partnership. (……0……-D)

(……1……)
The money needed to start a business is called capital. If you do not have enough capital you may
borrow some from the bank in the form of a loan or an overdraft. Before the bank will give a loan
you must put up some security (such as your own house) in case you cannot pay back the money.

If the business owned by yourself (sole proprietor) runs into trouble, you are liable to pay all the
debts to your creditor, even if you have to sell your private possessions. A sole proprietor is
personally liable to his/her creditors.

Sometimes two or more people own and run a business. This is called a partnership. People who
invest money in a business are called investors or backers. The backers in a partnership are all
partners and owners. (……2……) Sometimes a sleeping partner can have limited liability; his/her
liability is limited to the amount of money he/she invests.

A company or a corporation is a business that is legally regarded as a separate entity, as “something

that exists independently”. That means that, as far as law is concerned, the corporation has a
separate existence from the people who own it. It has a life of its own. (……3……) Even if the
business fails, the owners cannot lose more than they have invested. (……4……) Limited liability

6
companies are economically very efficient. Although only about 6 percent of all businesses in the
United States are corporations they earn about 79 percent of the country’s income.

Investment in a limited company is in the form of shares. Everyone who buys shares in the
company is a shareholder. The liability of each share is limited to the amount of one’s investment.
If you have shares in a company, you have stake or holding in the company. If you hold 20% of the
shares, you have a 20% stakes. If a shareholder has more than 50% holding, that person is a
majority shareholder and has a majority or controlling interest in the company.

A public limited company is normally the largest form of business unit in the private sector; its
shares are often quoted on the stock exchange. Most present day public companies were once
private, having at one stage gone public with the help of a bank. (……5……)
One of the main reasons for small business failure is not managerial incompetence, but inadequate
financial planning. Therefore, in order to ensure your success you have to learn something about the
market you want to enter, the goods and services already existing and you have to understand some
basic business and accounting principles. (……6……) This means writing down credits and debits,
and adding up columns and figures – usually bookkeeper’s duty, but also recording cash flow and
the value of assets and liabilities, calculate losses and profits etc. – which is what an accountant
does. You will have to know and understand the meaning of some basic accounting jargon such as
cash receipts, journal, check register, double entry, FIFO, trial balance. You need all this, as well as
financial statements, budgets, cash-flow projections, both to measure the success of your company
and to help you make decisions about allocating your resources for future projects.
(Adapted from Ready for Business)

COMPREHENSION QUESTIONS

1. What do you understand by sole proprietorship?

2. What do you understand by partnership?
3. Why are limited liability companies economically efficient?
4. What are the main reasons for small business failure?

7
THE BUSINESS PLAN

BEFORE READING
1. If you had a large sum of money, would you start your own business? Why? If yes, describe it.
2. How would you describe an entrepreneur? What skills would he/ she require?
3. What should a business plan include? Make a list of the main aspects you would consider in
writing one.

READING

Looking at the Project

Are you up to it?
Before carrying out any detailed work on your proposed business you should consider:
-your personal ambitions and the role of the business venture in their fulfillment
-the aspirations of your colleagues and whether you form a well-balanced team
-the market of your product
-a realistic strategy to exploit that market
You and your management team
In the early stages of business, you and possibly a small number of colleagues will be responsible
for all aspects of the business, whether it be concluding a major sales contract or ensuring an
adequate supply of stationery.
Financiers such as bankers or venture capitalists will not support a business which has inadequate
management. Thus, your business should comprise a committed team with complementary skills. In
addition, a significant financial commitment from entrepreneurs is required by most investors.
The market
The first thing to be considered is the market in which you are going to operate and it is essential
that you should have the four Ps of marketing fixed in your mind.
Your business strategy
You should set realistic objectives for your business and develop appropriate strategies to achieve
them. These objectives must be compatible with your personal ambitions and values. Most

8
successful strategies tend to be simple and concentrate on the business’s strengths while building an
adequate defence against its weaknesses.
Preparing a business plan
A business plan is primarily a management tool. It helps you to focus, in a logical and organised
way, on the future growth of your company. The business plan acts as a control device against
which management can measure achievement.
An introduction to the business
The two-page summary is the most important part of the document, it should be a concise overview
of the business and its products and services, including the background of the business, that is,
when it was started and the highlights of its progress, as well as an outline of the key roles of the
management personnel, previous financing arrangements where applicable and the current
ownership of the business.
The business’s objectives and related strategy
These targets would include the level of sales, profitability and how much you will take out of the
business by way of remuneration. You should describe how and where you plan to sell and
distribute your product or service.
You must explain why customers will buy from you and demonstrate to prospective investors that
you understand how your market should be segmented, and that you have the ability to sell and
deliver your product or service effectively to the correct targets.
The pricing strategy and policy for your product or service should be explained, and compared to
your competition. Show how your pricing approach will enable you to: penetrate the market,
maintain and increase market share in a competitive environment and make a profit.
The principal activities, products and history
Before lending you money, a potential source of finance will want to know all about your product
or service and the history of your business.
The markets, customers and competition
The financier should be convinced that there is a demand in the market for the particular goods or
services of your business, that you know your products and the niche that it fills in the market place
and that you have confidence in the product and service.
You should also provide an analysis of existing and potential customers, the market size and trend,
and any competition.
Research and development

9
You should describe the stage of development of the product, costs incurred to date, and the extent
to which further finance is required to complete development, test and establish the product in the
market-place.
The management
You should explain how your business’s management team is organised and describe each
member’s primary role, demonstrating how the managers’ role complements each other. Investors
are looking for a team with a balance of marketing, financial management and production skills, as
well as experience of the product or service you are developing.
Major resource requirements
You should go into greater detail on the finance required, the reasons for it and the time-scale over
which the funding is required.
Financial information
The business plan should include the following financial information: projected profit and loss
statement, cash flow forecasts, projected balance sheets, break-even analysis (where the income
from your sales is equal to your expenditure on purchases and other overheads).
Principal risks
The business plan should go on to describe the inherent risks to which your business is vulnerable
and how you intend to monitor and control them. Your financial projections should include the
sensitivity analyses mentioned above, highlighting how your profit and cash flow forecasts will be
affected by for example: deviations from forecast sales, any change in the cost of sales, any possible
changes in the pricing policy, fluctuations in interest rates etc.
The long-term plans of the business
This is an opportunity to set objectives for your business in the medium to long term, based on your
forecasts and projections in the short term.
Detailed information
Finally you will need to include in appendices all the detailed information on your business plan for
example: the detailed budgeting schedules, assumptions, details of management, product literature
etc.
Setting up the business
These are the various matters which will need consideration before your trading entity can make the
first product, sell the first item or supply the first service: bank accounts must be opened, trading
premises must be found, trading terms must be set, relevant authorities must be informed,
employees recruited (if necessary), applications for VAT registration must be made, letterheads,
invoices and stationery must be printed, nameplates obtained, insurance cover must be obtain.

10
 SPEAKING
1. Discuss about the advantages and disadvantages of being a sole trader, about the advantages and
disadvantages of the partnership and about the differences between partnership and joint stock
companies.
2. Work in pairs and decide what sort of business you would like to start. Give details concerning:
the type of company, the product or service, the market, personnel, marketing strategies, premises,
machinery, etc.
3. Write the plan for your business.

BIBLIOGRAPHY
1. Hart-Brook, Guy : Business Benchmark Upper-Intermediate. Cambridge University Press, 2014
2. Highes, John : Total Business 2. Cengage Laerning, 2012
3. Longman Business English Dictionary. Pearson Longman, 2006
4. MacKenzie, Ian: Professional English in [Link]. Cambridge University Presss, 2017
5. McCarthy, Michael, McCarthy, J., Clark, D., Clark, R. : Grammar for Business. Cambridge
University Press, 2009
6. Vince, Michael: Intermediate Language Practice. MacMillan Heinemann, 1998.
7. Wood, Ian, Sanderson, P., Williams, A., Rosenberg, M. :Pass Cambridge BEC Vantage.
Summertown Publishing, 2013
8. Academia de Studii Economice: Ready for Business. Editura Universitară, 2004

11
Disciplină: Limbaj specializat aplicat
(limba engleză) – limba 1

MODULE II : INSURANCE

I. Cuprinsul secvenței

1. Fundamentals of insurance
2. Types of insurance
3. Speaking, listening and reading drills

II. Obiectivele secvenței

 to provide information and explanations about insurance and types of insurance

 to improve vocabulary related to

III. Cuvinte cheie

Insurance, premium, broker, life assurance

12
TYPES OF INSURANCE

BEFORE YOU READ

1. How many types of insurance do you know?
2. What does life insurance (assurance) mean?
3. Have you ever thought of making a life assurance for yourself/

READING
The Facts of Life

When it comes to life insurance, there is a question to answer first: does it make sense to mix what
are two different things – investment and insurance? If it is insurance you are after, go for term
insurance. It lasts for a specified term – for example, 10, 20 or 30 years. If you die during the term,
there is a pre-determined pay-out. If you survive, you get nothing back. There is no investment
element.

This insurance is primarily for people who have dependents – spouse, children or anyone else such
as ageing parents who will be worse off as a result of your death. The level of cover you buy will
depend on what existing life insurance you already have (for instance through your job) and your
dependent’s needs.

Think of your spouse. Would he or she need a lump sum, perhaps to pay off a mortgage or an
income? If the latter, insure for the lump sum which would produce the right level of income on a
reasonably assumed investment yield. Consider, too, whether you want a policy that pays out before
your death if you suffer a critical death. Be wary of an adviser who fails to question you closely on
all these matters.

If it is investment you really want, are there any tax advantages to investing through a UK-based
life policy as opposed to, say, unit trusts? Do get advice. Ask about supposed tax advantages. How
do they weigh against possible disadvantages? One is inflexibility in terms of varying a regular
premium, the timing of cashing in the investment and where you can actually invest your money.

13
Another is the extra costs of investing through life insurance, including the cost of life insurance
you may not really need. Grill your adviser on all these matters.

Assess carefully the reality of other advantages. Life funds may offer cheap switching between
different funds. But in practice, are you likely to be an active investor transferring your money from
one market to another? Some policies allow you to increase the life cover and decrease the amount
invested as your circumstances change – you get married, have children. Make sure an adviser has
taken account of all your needs. Find out about the pros and cons of buying a cluster of small
policies rather than one big policy. You may want the flexibility to cash in some policies early
while keeping the others going. What are the investment track records of the different life
companies?
What funds are available for investing your money? Answer to all these questions before getting
your life insurance.
(Adapted from Anthony Balley)
COMPREHENSION QUESTIONS
1. What kind of life insurance is the author of the article talking about?
2. What elements do you have to take into account when choosing a type of life insurance?
3. What risks are there if you don’t take all necessary precautions?

VOCABULARY PRACTICE
1. Match the following collocations with the corresponding definition:
1. accident insurance; 2. disablement insurance; 3. employer’s liability insurance; 4. fire insurance;
5. holiday and travel insurance; 6. household insurance; 7. loss-of-profit insurance; 8. motor
insurance; 9. old-age insurance; [Link] health insurance; 11. property insurance; 12. public
liability insurance; 13. sickness insurance; 14. third party insurance
a) covers risks during vacations, including loss of luggage, losses due to delays while
travelling, theft or loss of money, traveller’s cheques, credit cards
b) covers the risks involved by compensation payable to employees for suffering injury
or disease during their work
c) covers the insured party’s risks of suffering loss in consequence of being disabled
d) covers an owner’s risk of having to pay compensation to a member of the public who
has been injured or has suffered loss while on the premises of his company
e) covers risks linked with the insured party’s liability to pay compensation to other
parties to whom he / she has caused some injury or loss

14
 f) covers expenses of the injured while being sick and therefore unable to earn a living
g) covers expenses of insured party due to accident
h) covers risks linked with the destruction of property and loss caused to the insured
due to flames, lightning
i) covers risks linked with structure of a house, sometimes with the things in the house
j) covers the risk of an owner of losing profit because of circumstances beyond his
control
k) covers the risks of being unable to make a living on account of the advanced age
l) covers costs of damage to and due to the insured party’s motor vehicle
m) covers the insured party’s expenses for private medical treatment
n) covers all risks linked with the insured party’s property

2. Complete the description below of some basic concepts in insurance using the correct form of the
words in the box:
concealed confidence disclose insurance judge loss premium risk

Fundamentals of Insurance
A contract of (1) …contained in a fire, marine, burglary or any other policy (excepting life
assurance and personal accident ad sickness insurance) is a contact of indemnity. This means that
the insured, in case of (2)…against which the policy has been issued, shall be fully indemnified.
Since insurance shifts risks from one party to another, it is essential that there must be utmost good
faith and mutual (3)…between the insured and the insurer. The insured is duty bound to (4)…
accurately all material facts to the insurer, and nothing should be withheld or (5)….It is only when
the insurer knows the whole truth that he is in a position to (6)… (a) whether he should accept the
(7)… and (b) what (8)… he should charge.

LISTENING
You are going to listen to someone giving a presentation about the regulatory framework of
insurance in the UK. As you listen, complete the sentences using up to three words in each gap. Use
the words you hear on the recording.

SUPERVISION
1. The state maintains …… over insurance compare to some other financial services.
2. The main function of insurance is the …….. from the policyholder to the insurer.

15
3. Although a company may be……. when the premium is received, the scenario may have changed
by the time the claim is made.
REGULATORY LEGISLATION
4. The first aim of the legislation of insurance is to prevent insurers having problems by stipulating
authorization, solvency and ………..
5. The second aim of legislation is to provide a mechanism for the policyholders of insolvent
insurance companies to be covered by means of a……
SUPERVISORY BODY IN THE UK
6. Prior to 1997, The Department of Trade and Industry was responsible for supervising the…….
7. After that, supervisory powers were assigned to the…..
8. In 2001, ………….. for regulation was taken on by the Financial Services Authority.
(adapted from Absolute Financial English)

SPEAKING
With a partner, discuss the situations below and report your view to the group.
1. You are in a meeting with the owner of a skiing chalet which was damaged by fire last week. As
a result of damage caused by the fire, the chalet will be closed for a month. Explain briefly how you
(as a forensic accountant) can help in the insurance-claim process for both the damage caused by
the fire, as well as the loss of revenue for the business interruption claim.
2. You are in a meeting with the owner of a hotel that was destroyed by a hurricane. The insurance
company has requested financial records to substantiate the business-loss claims. You have been
asked what kind of records are required to be able to recreate the company’s financial picture and
how you can assist in this situation.

BIBILOGRAPHY
1. Cotton, David et ali.:Market Leader, New Edition, Advanced. Longman, 2008.
2. Cotton, David et ali.:Market Leader, New Edition, Upper-Intermediate. Longman, 2006.
3. Hart-Brook, Guy : Business Benchmark Upper-Intermediate. Cambridge University Press, 2014
4. Highes, John : Total Business 2. Cengage Laerning, 2012
5. Longman Business English Dictionary. Pearson Longman, 2006
6. MacKenzie, Ian: Professional English in [Link]. Cambridge University Presss, 2017
7. Pratten, Julie: Absolute Financial Business. Delta Publishing, 2009
8. Wood, Ian, Sanderson, P., Williams, A., Rosenberg, M. :Pass Cambridge BEC Vantage.
Summertown Publishing, 2013

16
Disciplină: Limbaj specializataplicat
(limba engleză) – limba 1

MODULE III : CORPORATE ALLIANCES AND ACQUISITIONS

I. Cuprinsul secvenței

1. Types of alliances
2. Mergers
3. Speaking, reading and writing drills

II. Obiectivele secvenței

 to provide information and explanations about types of alliances and acquisitions

 to improve vocabulary related to mergers and acquisitions
 to acquire knowledge about writing a report

III. Cuvinte cheie

Joint venture, merger, acquisition, takeover

17
TYPES OF ALLIANCES

A merger is when two companies join together to form a new one (e.g. Exxon and
Mobil, America Online and Time Warner).
A takeover or acquisition is when one company buys another one (e.g. Daimler-Benz and
Chrysler). This can happen in two ways. Firstly, a company can offer to buy all the shareholders’
shares at a certain price (higher than the market price) during a limited period of time. This is called
a takeover bid. Secondly, a company can buy as many shares as possible on the stock market,
hoping to get a majority. This is called a raid.
Companies can also work together without a change of ownership. For example, when two or more
companies decide to work together for a specific project or product, this is called a joint venture.
An example is Sony Ericsson, which makes mobile phones.

BEFORE YOU READ

1. In groups, discuss the advantages and disadvantages of the combinations mentioned above
for both companies involved in the process.
2. Do you know any particular case of merger, joint venture or takeover? If you do, give all the
details that you remember and try to discover the reasons which led to that alliance or
acquisition.

READING

All Fall Down

Angry words and bruised egos are all too common in business. Even so, they rarely cost $21 billion,
the value wiped from the shares in Glaxo Wellcome and SmithKline Beecham (SB) when the two

18
British drug firms cancelled their proposed merger on February 23rd, 1998. The cost of the collapse
is startling: it eclipses the total value of many other recent headline-grabbing bids. That the merger
will not go ahead is even more surprising. When it was announced, the deal seemed the acme of the
mergers that have swept through America and Europe in the past three years. This poses an
awkward question for a bull market that has in part been fuelled by such deals. If one of the most
praised mergers collapses, what does it say about the rest?

The plan that Glaxo and SB announced a month ago seemed like a dream come true. Just when SB
had been considering throwing in its lot with dull old American Home Products, the British firm
suddenly discovered that the local boy had fancied it all along. Analysts argued that Glaxo was a
stronger match. They also praised the way in which the two had apparently solved all most difficult
questions, such as which firm’s shareholders would own what percentage of the new company and
who would be the boss. Now SB is protesting that Glaxo tried to change the terms at the last
minute. The larger firm did not want to appoint only the chairman; it wanted Glaxo folk to dominate
the board.

Glaxo and SB had seemed to typify recent deals in several ways. First, its very size of well over 100
billion pounds was emblematic. Next, the Glaxo-SmithKline deal was typical in that it linked firms
from the same industry. They thought that in combination their corporate headquarters would be
leaner and their laboratories stronger.

Again, this deal was typical of mergers that unite firms at different points in the production chain.
Drug firms hate admitting that they do anything as unmedical as “market” their medicines, but SB
liked Glaxo partly because of its energetic sales force.

Glaxo-SmithKline is no less revealing in its undoing. For at first sight it seems to confirm the view
that mergers are inspired more by the egos of managers than a desire to create value. Report after
report has shown that mergers on average fail to benefit shareholders, especially shareholders in
companies that are buying rather than being bought. The reasons vary. But the most common
problem, according to economists who have studied mergers in America and Britain, has been that
the aims of owners and managers are misaligned. Managers want to build empires; shareholders,
numerous and unorganised, have often been powerless to stop them.

19
Intriguingly, even the apparently disastrous collapse of Glaxo-SmithKline hints that managers
might be behaving more like shareholders. Although the deal was feted by analysts, the record of
drugs mergers is no better than that of mergers in general. The new Glaxo-SmithKline depended for
its success on the collaboration of scientists and managers from both companies. At a dreadful cost
to their reputations, SB’s managers appear to have concluded that this is impossible. Moreover, they
have done so today rather than in a few years’ time, when the cost to shareholders might have been
far higher. The biggest mergers of the 1980s went wrong after they happened. The biggest corporate
marriage of the 1990s has fallen apart without even making it to the altar. That’s progress.
(Shortened and adapted from The Economist)
COMPREHENSION QUESTIONS
1. Why did Glaxo Wellcome and SmithKline Beecham want to merge?
2. Why did their intention of merging fail?
3. What are the general causes for the failure of mergers in the opinion of analysts?
4. What is your personal opinion about it?
5. Why is the merger compared to a wedding in the last paragraph of the article?

VOCABULARY PRACTICE
1. Find words in the text that mean the following:
a) hurt, offended (paragraph 1)
b) amazing (paragraph 1)
c) climax, peak (paragraph 1)
d) offer (paragraph 1)
e) rising stock market (paragraph 1)
f) section (paragraph 2)
g) healthily thin (used figuratively) (paragraph 3)
h) to be celebrated, to be feasted (paragraph 6)

20
SKILLS FOCUS
WRITING

A Report
1. Read the following report written by a member of the Personnel Department for his boss
concerning a change to flexible working hours for office personnel and match the following
headlines with the parts of the report:
a) The “body” of the report
b) The date
c) The name of the person who writes the report
d) The introduction
e) The subject of the report
f) The receiver of the report
g) The conclusion of the report and personal recommendations
h) Addressing formula
i) Ending formula

FROM: Ann Johnson, Head of Personnel Assistant (1)

TO: George Wilson, Head of Personnel (2)
SUBJECT: Reaction to the change to flexible working hours (3)
DATE: May 14th, 2003 (4)
Mr. Wilson, (5)

Here you have my preliminary report on the initial reactions of the staff regarding the
possibility of implementing flexible working hours for office personnel. (6)
Some of the staff agreed that a flexible schedule would have a positive effect on their
activity, such as the secretaries, the Accounts Department, the sales reps, and most of the members
of the General Administration Office. There is, however, a large part of the staff who voted against
such a procedure. The people from Data Processing have to work in team, so flexible hours would
be a strong impediment. The staff from the canteen and security complained about having to work
longer hours. The strongest negative reaction came from the Office Manager who emphasised the

21
fact that flexible working hours would certainly lead to cheating and abusing the system and would
imply lack of supervision and more expenses. (7)
My recommendation is that a three-month trial period should be implemented, during which
an information session will be held at least every two weeks in order to better monitor productivity
and progress. (8)
Ann Johnson (9)

The report resembles the memo a lot. It is also an internal informal company document, but it may
be longer than the memo and it usually contains more details. It is generally an informative
document, presenting the results of a research, a project or a meeting depending on the situation. It
should be clear, concise and coherent; this is why it is advisable to write first a draft in which to
state very clearly the subject and the purpose of your report and to summarize your findings as well
as your recommendations. Don’t forget to use linking devices and to check the spelling, the
punctuation and the style at the end.

2. Imagine that you work in the Research and Development Department of the
famous McDonald’s company. Your boss, the Head of this department, asked you to make a
research project concerning a possible collaboration between your company and a Romanian
construction company in order to open a new McDonald’s subsidiary in your native town. You have
to take into account the area, the economic situation of the construction company as well as the
costs of the investment and the desirable profit.
Write a report to your boss presenting the results of your research.

BIBLIOGRAPHY
1. Cotton, David et ali.:Market Leader, New Edition, Advanced. Longman, 2008.
2. Cotton, David et ali.:Market Leader, New Edition, Upper-Intermediate. Longman, 2006.
3. Cotton, David, Robbins, S.: Business Class. Longman, 2004
4. Hart-Brook, Guy : Business Benchmark Upper-Intermediate. Cambridge University Press, 2014
5. Highes, John : Total Business 2. Cengage Laerning, 2012
6. Longman Business English Dictionary. Pearson Longman, 2006
7. MacKenzie, Ian: Professional English in [Link]. Cambridge University Presss, 2017
8. Pratten, Julie: Absolute Financial Business. Delta Publishing, 2009

22
9. Wood, Ian, Sanderson, P., Williams, A., Rosenberg, M. :Pass Cambridge BEC Vantage.
Summertown Publishing, 2013

23
Disciplină: Limbaj specializat aplicat
(limba engleză) – limba 1

MODULE IV SKILLS FOR THE CERIFICATION EXAM

I. Cuprinsul secvenței

[Link]
2. Listening
3. Writing
4. Speaking

II. Obiectivele secvenței

 to make students familiar with types of drills for the certification exam
 to improve strategies for dealing with these types of drills

III. Cuvinte cheie

Reading, listening, writing, speaking

24
SKILLS FOR THE LANGUAGE CERTIFICATION

Reading Test
 Read the advertisement below about a mobile phone company.
 Choose the correct word A, B, C or D to fill each gap.
 For each gap 1-15, mark one letter A, B, C or D.

XCelfon - The future of global communications

XCelfon is fully committed to the research, development and manufacture of state-of-the-art

equipment for global telecommunications. (0) … in over 50 international markets, the
company now exports 87 per cent of its production. Our high definition displays (1) … the
use of various alphabets, and have won awards (2) … the world.

This success is a result of our extensive marketing strategy, which (3) … us in touch with the
constantly changing (4) … of our customers. XCelfon designs its phones with its customers in
(5) … Our mobile phones are extremely user-friendly, have a long battery (6) … and
excellent voice quality. Produced to the highest quality (7) …, each phone is thoroughly
tested before being (8) …

XCelfon has grown rapidly due to its (9) … to quality. Our investment record speaks for
itself. Ten percent of net sales are (10) in research and development, ensuring that the
company (11) … its position as market leader in mobile phone technology.

XCelfon products are the perfect (12) … of superb design and technological know-how. Each
of our technical (13) … helps make our products easier to use. One such unique (14) … is the
customiser menu, which allows users to (15) … only the most frequently needed functions in
their own user menu.

Example
0 A Active B Fit C Physical D Energetic

25
A B C D

1 A make B allow C prepare D mean

2 A throughout B over C about D within
3 A holds B remains C stays D keeps
4 A claims B calls C demands D enquires
5 A mind B thought C vision D sight
6 A duration B course C time D life
7 A standards B grades C marks D results
8 A transferred B conveyed C given D dispatched
9 A awareness B attention C consideration D intention
10 A spent B paid C re-invested D supplied
11 A maintains B provides C continues D supports
12 A connection B unity C join D combination
13 A introductions B modernisations C innovations D differences
14 A character B feature C property D factor
15 A prefer B select C limit D reduce

Reading Test
 Read the newspaper bulletin about a joint venture.
 In most lines 1-12 there is one extra word which does not fit in. Some lines, however, are
correct.
 If a line is correct, write CORRECT.
 If there is an extra word in the line, write the extra word in CAPITAL LETTERS.
0 – IT
00 - correct

Roysten plans US joint venture

0 Roysten, the engineering group, it plans to launch a US joint venture with
00 HarvestTate to set up a factory to make up to 1,000 buses a year. The
1 agreement is one the first product of the strategic alliance with HarvestTate
2 that Roysten announced the last May. Roysten's joint venture partner will be
3 Freerider, a HarvestTate subsidiary and leading manufacturer of school buses.

26
4 The two parties are aiming to lease out or buy a factory capable of producing
5 1,000 buses a year, which selling at $150,000 each. Until now the US school
6 bus market has been being dominated by the reassuring shape of John Lloyd's
7 yellow buses which have been made familiar to many all over the world
8 through an appearances in countless Hollywood films and American TV
9 series. This situation looks set to be change, however, with Roysten and
10 HarvestTate promising that a revolutionary new design with a number of
11 inbuilt safety features which are sure to find appeal to the nation's parents
12 regardless of cost. The market seemed to approve the move, with Roysten's
shares closing up 22p at 246p.

Writing Test
 You are the office manager at an insurance company. You have arranged for contractors to
upgrade your computer system. This means the system will be shut down for a full day.
 Write a memo of 40-50 words:
 informing staff why the upgrade is necessary
 telling them when it will happen
 asking them to prepare alternative work for the day.

Reading Test
 Look at the text below about a department store group and answer questions 1-6.
 Each question has four suggested answers or ways of finishing the sentence A, B, C and D.
 Mark one letter A, B, C or D for the answer you choose.
Walters Department Stores
Walters is a familiar name on the UK's high streets, operating from 32 department stores situated
either in prime city-centre locations or out-of-town retail parks. Although some competitors have
successfully branched out into gourmet ready-to-eat foods or experimented with financial services,
Walters has chosen to specialise in the clothing, accessories and home product markets. By offering
a range of competitively-priced merchandise of a high standard to its customers, Walters has
become one of the country's favourite department stores.
Over recent years there has been a steady decline in the number of UK department stores which do
not belong to a chain. On the other hand, the top three national department store groups account for
an increasing proportion of the department store market. This clearly reflects their ability to make a
success of this retailing format in the UK. Walters is a market leader within this group,

27
differentiating itself from its main competitors as a large space clothing-led retailer offering its own,
as well as international brands.
The creation of an attractive selling environment is one of the most important aspects of successful
retailing. Walters has devoted a significant amount of management time to providing an appealing,
highly visual and efficient environment which makes shopping there a pleasure. Exciting and
creative merchandise stands provide each section with a clearly distinguishable look, and these are
frequently updated in all stores.
Department stores can appeal to people of all age groups, from teenagers to money-conscious
pensioners, but they are particularly popular with the 30-50 age category. Consumers here are
generally in the higher income groups and are more demanding in terms of the quality of service
they expect. This age group is expected to account for an increasing proportion of the overall
population over the next decade. By the year 2025, this age group is projected to grow by five times
as much as the total population.
We aim to give our customers the widest possible product choice, and we have been highly
successful in developing our own brands, which now account for almost 50 per cent of sales. We
have also recently commissioned a number of leading designers, who are designing additional
clothing, accessories and home furnishing lines to suit our customer profile. Despite the lack of TV
commercials or newspaper advertisements, these exclusive ranges are already attracting new
customers into the stores through innovative online advertising and use of social media sites. We
are also considering running magazine adverts. To maximise the profit generated by each store, we
at Walters constantly monitor and adjust the allocation of retail space dedicated to each of these
product categories.
1 What is Walters best known for?
A Providing quality and value for money.
B Locating all their stores in retail parks.
C Introducing new banking services.
D Offering a variety of pre-cooked meals.
2 Independent department stores have found it difficult to
A become part of a chain.
B compete in this retail sector.
C occupy large space premises.
D supply international goods.
3 Walters realises the need to
A regularly modernise in-store displays.

28
B appeal to customers of all ages.
C always provide a relaxed atmosphere.
D encourage creativity amongst staff.
4 Who are the typical department store customers?
A Retired people with little money.
B Well-off people of all ages.
C High income young people.
D Mature people with good salaries.
5 Walters' contract with leading designers aims to
A emphasise value for money.
B change the customer profile.
C increase the product range.
D develop own-label goods.
6 Walters have succeeded in attracting new customers by promoting their products
A on television.
B in newspapers.
C in magazines.
D on the Internet.

Writing Test (i)

 You are a manager at an auditors called Golding & Co. Your company has just merged with a
competitor to become MasonGolding. You have been asked to inform staff of the change of name.
 Write a memo of 40-50 words:

 informing staff of the reason for the change of name

 telling them when to start using the new name
 asking staff to use only the new name on all correspondence after that time.

Writing Test (ii)

 You are the manager of a small office. In order to reduce costs and improve the company's
environmental practices, you have decided to collect and recycle all paper used in the office.
 Write a memo of 40-50 words:

 informing staff of the new policy

29
 explaining how the paper will be collected
 requesting staff to co-operate with the scheme.

Reading Test
 Read the text below about flexible working.
 Choose the correct word from A, B, C or D to fill each gap.
 For each gap 1-15, mark one letter A, B, C or D.

Flexible working
The term 'flexible working' has become familiar to any company, regardless of size, that needs to
look at how (0) … jobs are structured. The thinking behind this is not only the realisation that this
(1) … has potential cost benefits, but also the recognition that it can lead to a more (2) … and
contented workforce.
One company with a long (3) … of flexible working is Remploy, the UK's largest employer of
severely (4) … people and people with complex barriers to work. Remploy has a UK workforce of
almost 20,000 (5) … working in various (6) … of the economy including textiles, furniture and
manufacturing services.
Training and development (7) … are a key aspect of Remploy s employment policy, and each
hourly- paid employee has an individual training and action (8) … Throughout the company, there
is also an awareness that progression, and the opportunity to progress, is a (9) … factor. In the
Manufacturing
Services Group, for example, the policy is to (10) … as many employees as possible in two of the
core businesses. Once they have achieved this, the employees are (11) …
In addition, Remploy has (12) … to changing markets in recent years by changing products and
expanding into new areas. This has enabled the company to (13) ... competitive and keep the
workforce in full-time (14) … On these occasions, Remploy's flexible approach has enabled
employees to be fully retrained while (15) … to work.

Example 0 A individual B sole C single D unique

1 A course B manner C approach D technique

2 A fruitful B inventive C beneficial D productive
3 A history B story C report D account
30
4 A disabled B weak C sick D injured
5 A employees B colleagues C subordinates D workmates
6 A pieces B divisions C quarters D sectors
7 A agendas B lists C programmes D tables
8 A project B plan C system D procedure
9 A prompting B C persuading D moving
10 A train motivating C guide D learn
11 A raised B C promoted D developed
12 A replied improve C returned D responded
13 A remain B C rest D stand
14 A use supported C exercise D employment
15 A maintaining B C continuing D lasting
answered
B
continue
B
engagement
B
staying

Reading Test Part Two

 Read the article below about corporate travel.
 Choose the correct sentence from A-G to fill each gap.
 For each gap 1-5, mark one letter A-G.
 Do not use any letter more than once.
Airlines look to make loyalty pay
The high-flying lifestyle of corporate travel addicts is under threat. Driven from their natural
environment of the airport business lounge, they can be seen comparing airmile accounts in
ordinary departure lounges across Europe. (0) … The more airmiles an executive had, the
more willing he was to put himself out for the good of the company. However, the travel budget has
become the latest target of the corporate cost-cutter.
Increasingly, cost-conscious companies are now looking for ways of reducing both the amount and
the cost of corporate travel. (1) … Facilities such as email and video-conferencing, for example,
mean that information can be distributed and responded to far more quickly, reducing the need for

31
face-to-face meetings. Cheaper telecommunications means that Virtual meetings', using video-
conferencing, are undoubtedly becoming more common.
Even when journeys are unavoidable, the club-class ticket is no longer guaranteed. More
and more executives now find their full-fare business class tickets replaced by discounted
promotional tickets or even economy class seats. (2) … It also affects their ability to collect
airmiles.
Some airlines have reacted by looking for other ways to woo business travellers with special loyalty
cards and by upgrading them from economy whenever there are free seats in business class. (3) …
The only problem with doing so is that it often means ignoring company travel policy by booking
flights with non-approved airlines.
The attraction of airmiles is easy to understand. (4) With these benefits in mind, it is easy to
see why gold or platinum card holders may be tempted to take extra trips to retain this preferential
treatment. When the card is due for renewal, some corporate travellers will always find an excuse
for a full-fare business ticket with their favourite carrier.
Most major airlines are now part of a reward scheme alliance. (5) For airlines, loyalty
schemes such as airmiles are no longer a way of filling empty seats, but an important source of
revenue.
The schemes also provide airlines with useful information about their customers. Airlines all have
relationship marketing departments that use this information to build detailed profiles of scheme
members. This allows them to approach the right person with the right product at the right time.
Example 0 - G
A There is a fast growing trade in the sale of unused airmiles.
B For frequent flyers this means more than just reduced levels of comfort.
C As well as free flights, they provide access to airport lounges and priority on over-booked
flights.
D This means air mileage addicts can shop around for the best deal and still add miles to their
accounts.
E With communications systems cheaper and easier to use, many journeys are now
unnecessary.
F Oneworld members, for example, are awarded points by partner airlines such as British
Airways, Qantas, Japan Airlines and Iberia air.
G Traditionally, frequent flying was seen as a measure of commitment to the company cause.

32
Listening Test Questions 1-12
 You will hear three telephone conversations.
 Write one or two words or a number in the numbered spaces on the forms below.
 You will hear each conversation twice.
Conversation One (Questions 1-4)
 Look at the form below.
 You will hear a woman placing an order for office supplies.

Customer Order Form Order Reference XR 4930

Date Received 15/10/2O11

Customer Name Lacey Graphics

Delivery Address (1) …
Hailsham Industrial Estate Hailsham
For the attention of: (2) …
Order Details Ten boxes of (3) …
Delivery Date (4) …
Payment Method Invoice

Conversation Two (Questions 5-8)

 Look at the form below.
 You will hear a woman checking details about a job advertisement.
Computer hardware wholesaler requires a (5) …for immediate employment.
(6) …+ full benefits.
Applicants should include full CV, references and details of (7) … Interviews to be
held in the week starting (8) …
Closing date for applications 17 March.

Conversation Three (Questions 9-12)

 Look at the form below.
 You will hear a woman checking details of her appointments.
FRENCH BUSINESS TRIP: Wed 2 /10 - Fri 4 /10
Appointments
11.30 Meeting at Maplo with (9)

33
She's their new (10)
15.30 Meet Monsieur Belois at (11) ……………. to discuss new products.

Don't forget
Call office tomorrow.
(12) to Rome on Friday.

Listening Test Part Two Questions 13-22

(Questions 13-17)
 You will hear five telephone calls.
 For each piece, decide which place A-H each speaker is at.
 Write one letter A-H next to the number of the piece.
 Do not use any letter more than once.
 You will hear the five pieces twice.

13 .....
14 .....
15 .....
16 .....
17 .....
A bank
B car rental company
C credit card company
D insurance company
E real estate office
F office supply shop
G courier service
H travel agency

Section Two (Questions 18-22)

 You will hear another five short pieces.
 For each piece, decide what the speaker is trying to do.
Write one letter A-H next to the number of the piece.
Do not use any letter more than once.

34
You will hear the five pieces twice.
18 …
19 …
20 …
21 …
22 …

A make an enquiry
B offer help
C cancel an appointment
D accept an invitation
E refuse an offer
F confirm information
G make a complaint
H change an order

Listening Test Part Three Questions 23-30

 You will hear a radio interview about supermarkets choosing to go green.
 For each question, 23-30, choose one letter A, B or C for the correct answer.
 You will hear the interview twice.
23 Jilliana Fatal says that supermarkets
A have long been in favour of green initiatives.
B are not overly concerned with supplying value for money.
C have not previously been advocates of being green.
24 A major UK supermarket chain
A is not planning to change the way they look at their carbon footprint.
B plans to equalise the carbon they use in production with the amount of carbon they consume.
C has already begun to plant trees and grow produce.
25 Supermarkets hope that carbon labels on products
A will encourage consumers to buy more fair-trade items.
B will add nutritional information to products.
C will help consumers reduce their carbon footprints and become more eco-friendly.
26 High-end retailers feel
A they need to protect their brand by becoming eco-friendly.

35
B their customers expect them to be concerned about climate change.
C their customers can afford to buy more expensive green products.
27 Wealthy customers
A make the laws regarding the products which can be sold in shops.
B will spread the word about shops which sell eco-friendly products.
C are loyal customers.
28 The other shops are also 'going green' because
A their customers are putting pressure on them.
B they are having problems with expansion.
C they are concerned about the influence of newspapers and TV.
29 It is necessary for shops to become greener because
A they are in a very competitive market.
B they have to create a sustainable future.
C they are interested in creating PR campaigns.
30 Ben says
A the pressure to change is coming from the government.
B more regulations are needed to protect the planet.
C shops might be forced to keep up with others in their field regarding green initiatives.

Writing Test Part One (i)

 You have planned a meeting with your staff to discuss ways to cut costs in the department.
 Write a memo of 40-50 words to all staff:
 telling them when the meeting will be
 explaining what the reason for the cost-cutting is
 asking them to bring along ideas to discuss.
Writing Test Part One (ii)
 You are a key account manager for a telecommunications company. You are going to be out of
the office for a week on business.
 Write a note of 40-50 words to your assistant:
 telling him how long you will be away
 explaining where you will be
 suggesting who they can contact while you are away.
(adapted from Pass Cambridge BEC Vantage)

36
BIBLIOGRAPHY
1. Cotton, David et ali.:Market Leader, New Edition, Advanced. Longman, 2008.
2. Cotton, David et ali.:Market Leader, New Edition, Upper-Intermediate. Longman, 2006.
3. Cotton, David, Robbins, S.: Business Class. Longman, 2004
4. Hart-Brook, Guy : Business Benchmark Upper-Intermediate. Cambridge University Press, 2014
5. Highes, John : Total Business 2. Cengage Laerning, 2012
6. Hopârtean, Ana-Maria: Test Your Business English. Casa Cărţii de Stiinţă, Cluj-Napoca, 2016
7. Longman Business English Dictionary. Pearson Longman, 2006
8. MacKenzie, Ian: Professional English in [Link]. Cambridge University Presss, 2017
9. McCarthy, Michael, McCarthy, J., Clark, D., Clark, R. : Grammar for Business. Cambridge
University Press, 2009
10. Mocan, Gabriela; Toma, Mariana: Test Your Business English . Casa Cărţii de Stiinţă, Cluj-
Napoca, 2009
11. Mocan, Gabriela; Toma, Mariana: Business English Toolkit. Casa Cărţii de Stiinţă, Cluj-
Napoca, 2012
12. Pratten, Julie: Absolute Financial Business. Delta Publishing, 2009
13. Vince, Michael: Intermediate Language Practice. MacMillan Heinemann, UK, 1998
14. Vince, Michael: Advanced Language Practice. MacMillan Heinemann, UK, 1998
15. Wood, Ian, Sanderson, P., Williams, A., Rosenberg, M. :Pass Cambridge BEC Vantage.
Summertown Publishing, 2013
16. Academia de Studii Economice : Ready for Business. Editura Universitară, Bucureşti, 2004

37