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Dialogue No 2 (212 words)
Before you listen to Dialogue No 2 match the expressions in the left column with their translation in the right one. Listen to Dialogue No 1 between two speakers and answer the questions below. Then listen again and check your answers. 1. What are the speakers discussing? 2. What are the main principles of developing a marketing plan? 3. What are the main functions of marketers? 4. What is the role of customers' buying habits in the marketing plan? 5. What are the four main elements of marketing mix?
8* Complete the text using the words from the box. There are two words which you don't need to use.
Companies are always looking for______(1)_____- possibilities of filling unsatisfied needs in areas in which they are likely to enjoy a differential______(2)_____, due to their particular competencies. Marketing opportunities are generally isolated by ______(3)_____ ~ dividing a market into ______ (4)_____or segments according to customers' requirements or______ (5)_____. Once a target market has been identified, a company has to decide what goods or services to offer always remembering the existence of (6) ___. Marketers do not only identify _____ ( 7)____, they can anticipate them by developing new products. They will then have to design______ (8 ) ____ and plan marketing programmes, and then organize, implement, and control the______ (9)____. Once the basic offer, for example a product concept, has been established, the company has to think about the_____ (10)____- the set of all the various elements of a______(11)_____, their integration, and the amount of effort that a company can expend on them in order to influence the______(12)_____.
1. marketing concept а. регулирование сбыта, управ- 2. marketing research ление маркетингом 3. marketing know-how b. практические знания й опыт 4. marketing control в овладении рынком 5. marketing forecast с. стратегия в области сбыта (i marketing policy d. прогноз рыночной конъюнктуры 7. long-term demand е. долговременный спрос 8- driving force f. концепция маркетинга g. движущая сила h. маркетинговые исследования Two old friends Ellen and Andrew are discussing the approaches to marketing research. ELLEN: So, you have come to Manchester to study. What subject? ANDREW: I am doing a marketing diploma and I hope also a doctor's degree in business administration. ELLEN: Really? What problem are you concerned with? ANDREW: You see, in recent years marketing has become a driving force in most companies. Underlying all marketing strategy is "the marketing concept".-
ELLEN: What exactly does it mean? ANDREW: Well, we must produce what people want, not what we want to produce. That means that we put the customer first. ELLEN: You mean, you carry out marketing research, am I right? And in this way you can supply exactly what the customer wants. ANDREW: Sure, we can do this by developing marketing know-how. ELLEN: Well, from what you are saying it seems nowadays a company needs marketing control. ANDREW: I tell you, a company that believes in marketing effort is forward-thinking and it doesn't rest on its past achievements: it must create a marketing policy having a clear idea of what causes the customers to buy. ELLEN: Are you speaking of marketing forecast? You mean marketers should not only identify consumer needs; they should anticipate them by developing new products. ANDREW: Exactly, and what's more: to create long-term demand, perhaps by modifying particular features of the product to satisfy changes in consumer needs or market conditions. ELLEN: Sorry, Andrew, I've got to go, it was nice talking to you. Bye. ANDREW: Bye.
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