Ex.1. Answer the following questions using the text

Exercises

UNIT 6

Grammar: Modal Verbs

Reading: The Work of a Sales Manager

Tom Archer is Sales Manager of Malesan Ltd. This is a well-known wine company. Tom’s job is demanding but interesting. He has to get in touch with various customers all over Europe. Tom Archer needs to know the market very well, as well as his competitors’ products. Competition is a real challenge because customers may prefer some other brands or they might not be satisfied with prices. A sales manager has to maintain feedback with his regular clients and establish new connections. He has to travel a lot and take part in sales conferences and negotiations. Sometimes when he doesn’t have to talk to a customer face-to-face, Tom sends and receives a lot of e-mails. Archer must always be well-informed about the range of products, the latest vintage wines and popular brands.

As Senior Manager Tom has to perform a lot of other functions within the company. There are three sales managers in his department and Tom’s responsibilities are to supervise and motivate his staff. His employees should receive acceptable salaries, must understand their tasks, need good working conditions and job security. One very important thing in Tom’s work is to make his people a team. He has succeeded in this. He motivates his people not only by financial targets butthe belief that their company sells high quality natural wines. At the same time Tom should not forget to develop a business plan, to monitor the progress of the company sales and to keep up with the changing management trends.

Last year was rather hard for Malesan. The volume of production dropped and the company had to increase prices. At the same time Chilean competitors became very active. Some corporate clients who were to purchase Malesan wines decided to place trial orders with their rival. Tom Archer had to offer the customers some attractive terms and additional discounts. He and his staff couldn’t lose their customer base. So they found new distributors and targeted the segment of family-type small restaurants. That helped the company to avoid great costs.

This year Tom Archer and his sales force are to break into one of the East European markets. With consistent quality at reasonable prices Malesan wines will be able to gain a good market niche and to bring sufficient profit.

1. Where does Tom Archer work?

2. What are his responsibilities?

3. Does Tom have to travel a lot? Where to?

4. Who does he have to get in touch with?

5. Is Tom punctual? How do you think it helps him in his work?

6. Does Tom always have to talk to customers face-to-face?

7. Why is his work hard?

8. What problems did his company have last year?

9. Who are their main competitors?

10. How did Malesan try to keep their customers?

11. What sort of a new market segment did they find?

12. What was the result of the new strategy of the company?

13. Are Tom and his staff to break into Latin American market soon?

14. Name the main features of Malesan wines that make them competitive.

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