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

Reading
Unit Topic V ocabulary —
c o n te xt
1 The A u to m o tive W ebpage advertising, autom o bile, car, consum er, design, Desear»
In d ustry d istrib u tio n , driver, m anufacture, m arket, sales 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, e s :-? I
s h ifte r knob, steering wheel

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 C ar m anual dash b oa rd, fuel gauge, g ea rshift p osition, instru m en t F: -r j
M eters 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 , M a * .~ 1
hood, side mirror, tail light, w in dsh ield, w ip ers 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
8 Tires P rod u ct diagonal, load Índex, m etric, radial, rim diam eter, rim,
list sidew all, speed rating, tire w id th , tire, tread U -O r-a *
9 O p tion s Inform ation DVD player, e nterta inm e nt system , GPS, heated seats, As- • : m
sheet leather, navigation system , re m ó te starter, satellite radio ¡re re s 1

10 Sedans M agazine b o d y style, box, coupe, fa stb a ck, four-door, hatchb a ck, Ma- - c 1
article pillar, seat, sedan, tw o -d o o r 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, O fe r-o J

space, su b c o m p a c t, superm ini, urban, vehicle
12 SUVs M agazine 4x4, cargo barrier, crossover, fo u r-w he e l drive, o ff-ro ad , A s * .* ; t i
article row, seating, sta tion w agón, SUV, taílgate 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 Ta • ' : J
tru ck, to w in g capacity, tru ck, van c c : : -= 1
14 Luxury and W ebpage acceleration, co nvertible, grand tourer, luxury vehicle,
S p o rts Cars m uscle car, pony car, prestige, roadster, s p o rts car, p re -e -e J
su percar
15 C om m ercial W ebpage bus, class,co m m ercial vehicle, fleet, g ross vehicle G .-c J
Vehicles w e ig h t rating, heavy, light, m ass transit, p u b lic re a r
tra n s p o rta ro n , sh ip pin g o pe ratio n s
 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!
f" H om e About Us f FAQ
© Before you read th e passage, ta lk about
th ese questions. Davidson Motors manufactures quality automobiles. We
are also responsible for the sales and distribution of these
1 W hat are som e o f th e d ifferent areas o f the
cars. Browse this website to see all of the cars we offer.
a utom o tive ¡ndustry?
2 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 We reworked our advertising campaigns over the past five years.
Sales increased right away. Last year alone we put 15,000 new
© R ead th e w e b p a g e . Then, drivers on the road. We are growing and will continué to grow. If
choose th e co rrect answ ers you’re interested in investing, email our office.
1 W hat is th e p urpose o f th e w eb pa g e? We have the highest consumer satisfaction ratings in the
market. We, our company, like our vehicles, with care. Visit a
A to intro d uce p eople to a co m p a n y
dealership to pick out your perfect new car. To lócate a dealer
B to list th e yearly sales goals fo r a co m p a ny 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 V o cab u lary
a co m p a n y © M a tch th e w ords (1 -6) w ith the
2 W hat is responsible fo r th e sales increase?
definitions (A-F).
A a new ca r design 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
D a ch ange in d is trib u tio n
A a person w h o buys or m ay buy a p ro d u ct
3 W hat sh ou ld cu sto m e rs do if th e y w a n t to B using d ifferent fo rm s o f m edia to increase sales
" .e s t in D avidson M otors? a person w h o o pe rates a m o to r vehicle
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
B ca¡ th e 800 num ber a m otorized vehicle w ith fo u r w heels
C . s it t h e r local dealership buying and selling th a t o ccurs in a p articular
D b row se th e w e b site fo r m ore inform ation ind u stry
4
 A1!'-ANDRO
0K0ZCO
O R ead th e sen ten ce pairs. C ho ose the S p eakin g
sen ten ce th a t uses th e underlined part
correctly.
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 USE LA N G U A G E S U C H AS:

2 A A d ve rtisin o ¡s a d ivisión th a t m akes

W hy do y o u w a n t this p o s itio n ? Y
Products. W hat k in d o f e xperience d o yo u have?

B F actories usually m an u fa ctu re p roducts. I h a v e ... years o f experience in ...

3 A C o n ta c t th e sales d e p a rtm e n t fo r price

inform ation. S tu d en t A: You are an interview er. Talk to
B The a utom o bile a ccid e n ta lly crashed the S tu d en t B about:
d rive r into a parked car. • an open position
4 A D istribution is th e a ct o f m oving g o o d s from • his or her experience
a central location. • 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.
S tudent B: You are an interview ee. Talk to
0 Q> Listen and read the w e b p a g e again. S tu d en t A a b o u t y o u r experience.
W hat resources are available fo r potential
custom ers?
W riting
Listening 0Use th e w e b p a g e and th e conversation
from Task 8 to fill out th e w o rksh eet.
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).
1 __The m an is new to th e a u to m o b ile industry.
2 __The m an w o rke d in sales.
3 __The m a n ’s last co m p a n y closed.

O 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 _______ ? '
Interviewer Ñame: Naom i W ilson
l’m interested in a dvancing in the
2 ________ industry.
Applicant Ñame: Ju stin H am ilton
Interview er: W hat kind o f 3 ________ do you have
already?
Applicant’s Previous Position:
Interview ee: I have ten years o f e xperience in sales.
I w as th e a ssistant m anager o f a
Applicant’s Experience: _________
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.
 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
gloves. box ta ke s u p to o m uch sp ace on th e passenger’s
side. W e need to change this. T he gas pedal and brake pedal
s h ifte r knob 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.
b lin ker sw itch 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.

V o cab u lary
0 Fill in th e blanks w ith th e c o rre c t w ords or
R eading phrases from the w ord bank.

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

answ ers.
glove box fuse box rear-view m irror
1 W hat is th e m ain ¡dea o f th e m em o?
shifter knob steering w heel
A to explain ch an g es ¡n a design 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 1 The d rive r uses th e ’
D to su gg e st w ays to m ake fu tu re designs tu rn th e car.
m ore appealing To signal a turn, th e idiiiver sh ou ld use th e
y - w \
2 W hich o f th e fo llo w in g d oe s NO T require a
The q \ f t \ J € U p v __ is a g o o d place to
change?
keep c a r re g is tra ro n papers.
A th e rear-view m irro r C th e s h ifte r knob
D rlvers sh ou ld a lw ays ch e c k th e
B th e glove box D th e gas pedal -A /i fVvVbefore backing up.

3 W hy d oe s th e fuse b o x need to be redeslgned? S o m e tim es a d rive r has to ch e c k the

1 if there is an electrical
A :'s a safety hazard.
problem . .
B :'s d m c u lt to access.
The ^ k r o b is on th e end o f th e
C tt ta ke s u p to o m uch space. stick a driver uses to select w hich gear to shift to.
D It d oe s n o t look appealing.

t
 ALEJANDRO
O Read th e sentence pairs. C hoose w hich S p eakin g OROZCO
w ord or phrase best fits each blank.
0W ith a partner, a c t out th e roles below
1 p a ss e n g e r’s side / driver’s side based on Task 7. Then, sw itch roles.
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 o t- J c J .
to s to p th e car. S tu d e n t A: You are an engineer. Talk to S tu d en t B
B To accelerate th e car, th e d rive r should use about:
th e í • a design y o u ’re w o rkin g on
• parts o f th e design to change
0 í» Listen and read th e m em o again. W hy • parts o f th e design to keep th e sam e
d on’t th e investors like th e steering w heel
and shifter knob? 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 W riting
as true (T) or false (F). 0U se th e m em o and the conversation from
1 __The w om a n already read th e m em o.
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.

• • • m e m o
0 U Listen again and c o m p lete the To: M anagem ent
conversation. RE: Progress on design changes

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? Here are th e changes w e ’ve c o m p le te d so far:
E ngineer 2: 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 Here's w h a t w e stH need to do:
________ 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.
 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 GSHB»
autom o biles?
2 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)
A to advertise a new a utom o bile design w ith th e definitions (A-F).
c>
B to s u g g e st changes to an a u to m o b ile design 1 __lo ck 4 O b ack seat
C to define th e d ifferent parts o f an autom o bile 2 \ J tru n k 5 d o o r panel
D tn list qnn ri.anr i .had features n f an autom obile 3 £ co nso lé 6 A cu p h old er

2 W hich o f the follow ing does the author NOT like? A a device designed to hold beverage
A the tru n k C th e b a c k seat 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
X a seat in th e rear o f a car
3 W hat is tru e o f th e b u cke t seats?
som ething th a t does not allow a d oo r to
A They are heated. 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
D They have n on -rem o vab le head rests. co ntains th e radio and o th e r Controls
8
0 W rite a w ord or phrase th a t is sim ilar in S p eakin g
m eaning to th e underlined part.
0 W ith a partner, a ct out th e roles below
1 T h e d o o r w o u ld n ’t open because th e part used based on Task 7. Then, sw itch roles.
fo r o penina the d e o r w as broken.
fo * n e / l b USE LA NG U AG E S U C H AS:
2 To roll d ow n th e w indow , ju s t use th e b u tto n on W hat are som e o f the features?
the d o o r panel used fo r openina and closina the
T h e ... i s ... than p re vio u s m odels.
W indow s.
w ifc d o w s ^ tc h W hat a b o u t th e ...?

3 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
4 The d riv e r’s seat w a s a kind o f seat w ith a deep. S tu d en t B about:
round s h a p e . • a c a r he or she is interested in
buok^t ie ^ t • interior features o f th e car
5 In th e b a c k o f th e ca r th e seat w a s a kind o f fíat • h ow th e features co m p a re to o th e r m odels
seat m ade fo r m ore than one p e rso n .
b < jn ® ;V \ s ^ a ^ "
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
0 Listen to a conversation b e tw een a Task 8 to fill ou t th e c u s to m e r inform ation
c u s to m e r and a salesperson. M a rk the sheet.
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 __The tru n k is sm aller than previous m odels.
3 The bench seats and bucket seats are heated.

0 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 X

o f th e 1 ________ ?
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 in
th is m odel.

9
 4 Gauges and Meters
js a /
n o
G et ready! 7 3 0 '

O Before you read the passage, talk ta c h o m e te r

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 .
rs nuil* 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
cm 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
R eading 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
@ R ead th e section from th e o w n e r’s
ve hicle s are e q u ip p e d w ith one
m anual. Then, choose th e c o rrect
or m ore w arn in g lights.
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 V o cab u lary
¿íashooarc
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
1 __ta c h o m e te r 4 O te m pe ra tu re gauge
W hich is NO T included in both cars w ith
2 v o ltm e te r 5 O instru m en t cluste r
and w ith o u t a u to m a tic tra nsm issio n s?
3 __d ashboard 6 A . w a rning light
A a ta c h o m e te r
B a g ea rshift ind ica to r 'ia light that turns on when the car needs attention
C a te m pe ra tu re gauge B a m eter th a t sh ow s how fa s t the engine is revolving
D an o d o m e te r a grou p o f gauges and m eters loca te d on one
panel
3 W hich is to th e right o f th e sp eedom eter?
J > ^ a gauge th a t sh ow s h o w w arm or cool an engine is
A th e o d o m e te r
E th e part o f th e ca r belo w th e w in dsh ield
B th e vo ltm e te r
F a gauge th a t gives inform a tio n a b o u t th e electrical
C the fuel gauge system o f a car
D th e te m pe ra tu re gauge
O R ead th e sen tences and choose the co rrect
w ords or phrases.
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 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.
3 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.
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 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?
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.
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? T
Wait, l ’m sorry. W hy is th e ... ?
S tu d e n t A: You are a salesperson. Talk to
S tu d e n t B about:
• 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
S tu d e n t B: You are a c u sto m e r looking fo r a car.
0 $ Listen to a conversation b e tw een a Talk to S tu d en t A a b o u t gauges and m eters.
salesperson and a custom er. M a rk the
following statem ents as true (T) or false (F).
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.
3 __The car has a broken te m p e ra tu re gauge.
0 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.
0 Q Listen again and c o m p le te the
conversation.

S alesperson: The 1 gives inform ation

a b o u t th e c a r’s e le ctrical system s.
C ustom er: All right. And th e 2 ________ ?
S alesperson: The ta c h o m e te r sh ow s how fast
3 _________________ is running. Customer Comment Card
N orm ally it -
W hy is the How satisfied were you with your Service
C ustom er: W ait, 4 ______________
today?
te m pe ra tu re gauge so low?
S alesperson: Actually, th a t gauge isn ’t 5 _
C ustom er: T h a t’s to o ¡m portant. I’ll have to keep What questions did you have for the
6 ________ . Thanks. salesperson?

Did you purchase a car today? Why or Why

not?
 ___

5 Suspensión
s tab ilizer bars

G et reaay! chassis
O B efore you read the passage, talk ram e
a b o u t th ese questions.
1 W h at is th e p urpose o f th e Dawn,
su spensión system ? l’ll be gone all m ornlng. Please co m p le te th e fo llo w in g
2 W hat are som e different tasks.
kinds o f springs? • 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
leaf spring 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.
ball jo in t 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
a ir spring m ultilink suspensión, ¡n case you a ren ’t sure.
Thanks,
con sorin
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
3 C coil spring
R eading
4 ball jo in t
0 Read th e note. Then, ch oose th e c o rrect 5 air spring
answ ers.
6 ü s h o c k a bso rbe r
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 _ 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
A a system w here w heels are held by tw o
C to explain h ow to perform a p rocedure
y-sh a p e d arm s
D to define d ifferent suspensión system s
. B a fle xib le ty p e o f c o n n e ctio n in a suspensión
2 W hat is d am aged on th e tru ck? system

A the to rs ió n bars C th e chassis ^jG '-'a spiral shaped piece o f m etal th a t expa n ds
and co n tra c ts
B m e ball jo ln ts D th e sh o c k absorbers
D a device near w heels to reduce th e e ffe ct o f
3 W hat • ~d o f suspensión system does th e bus b um p s and sh ocks
have? E a m etal rod w ith a coil spring and sh ock
A stnjT suspensión 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

r
O Fill in th e blanks w ith th e co rre ct w ords or phrases from S p eakin g
th e w ord bank. / 0W ith a partner, a ct out the
roles b elo w based on Task 7.
A
o m B NK 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 \ .
S tu d e n t A: You are a m echanic,
3 The v r u -■ ' ______ is the internal su p p o rt o f a car.
Talk to S tu d en t B about:
4 The m etal rod th a t co n n e cts th e suspensión system is called a
• the to -d o list he o r she left
K Z 'Z .V ' A ) C iV
fo r you
5 A su spensión system th a t uses a m etal bar w ith a coil spring
• w h a t you have co m p leted
and sh o c k a b so rb e r is called a S V v - r \ ^ ' 5 >'0 ^
• w h a t you still need to do

0$ Listen and read th e note again. W h a t w o rk does the

S tu d e n t B: You are a manager. Talk
S U V need done to it?
to S tudent A about a to -d o list you
left fo r him or her.
Listening
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 W riting
sta te m e n ts as true (T) or false (F).
0 U se th e note and the
|1 __The w o m a n d id n ’t finish th e list. conversation from Task 8 to fill
Z _ The w o m a n fixed th e fram e o f th e truck. out th e e n g in e e r’s em ail.
_ 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 through, b u t I g o t a lo t done.

M anager: W h at did you 2 ?
anic: I b en t th e tru c k ’s 3 _ back.
sger: Oh g oo d . W hat else d id 4 ?
H ere’s w h a t I finished fro m y o u r list:
3nic: I already replaced th e 5 _ on th e van.
B ut I still need to a d ju st th e S U V ’s to rsió n bars.
M anager: 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 n e ra l M a n a g e r
G e t ready!
Re: S to rm
0 B efore you read th e passage, ta lk about
th es e questions. 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
1 W h at are som e d ifferent parts o f th e o utside
ch eck fo r d ents or scratche s on all o f the cars. Inspect th e
o f a car?
hood, bum per, ten d er, and doo rs o f every car. Please
2 W h at kind o f d am age can happen to a car? 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
R eading th e body, te s t th e high b e am s and w ip ers . They m ust
0 R ead the m em o. Then, choose th e c o rrect w o rk fo r all te s t drives. Please re p o rt any d am a ge in
answ ers. 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 V o cab u lary
dam age
B to re po rt d am age caused by a s to rriy 0 M a tch th e w ords or phrases (1-6) w ith the
definitions (A-F).
to w arn em ployees a bo u t an app roa ch in g
• 1 storm / 1 door 4 headlight
D to estím ate the cost o f dam age from a storm 2 w ipers 5 A w in dsh ield
3 ^ b um p er 6 side m irror
W h at kind o f ca r dam age is NO T expe cte d?
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 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
C dim tail lights 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
D long blades on th e fro n t w in d o w th a t clean thls
W hat should em ployees d o a bo u t ca r dam age? w in d o w
A re po rt itto t h e ir su pe rviso r E a barrier on th e side o f a ca r used to enter or
B fin d o u t w h o o r w h a t d am aged th e car e xit th e vehicle
C fix sm all scratche s and d ents 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 p ut n otes on d am aged cars d a rk o utsid e
 - S t C k O IC O

and choose the co rrect S p eakin g

0 W ith a partner, a c t out th e roles below
- - : : a h ig h beam s before based on Task 7. Then, sw itch roles.
rre tc .
see his fe n d e r/b ra k e lights USE LANGUAGE SUCH AS:
S om e o f the p a r s ... T
rs o f th e car p ro te c t its 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:
• 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
» —SE=*~ and read the m em o again. W hat
• w h ich repairs need to be done first
oarts of the cars em ployees
r r e c k fo r dam age?
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).
W riting
_ Som e ca r h oods are d am aged w ith d ents
and scratches. 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 m an can fix th e cracked w indsh ield.
“ 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. Z 1
BEST LOT CARS
Car R e p a i r C h e c k L i s t
Som e cars on th e lot have 1
.o n th e hoods.
H ow m any cars need to be fixed?
ic: Okay, I 2 _____________
_______those.
er: There is also one badly 3 ___________
W hich p arts o f th e cars need to be fixe d?
iic: 4 _________________ th e w in dsh ield (Fill o u t below )
repair m an to co m e and fix that.
er: Okay, g oo d . Please fix th e 5 ______
h oods first.
 II.I.UJAIJJI.L.IA
Busy
m em o L O T
To: Lot Employees AUTO SALES
From: Jim Schaffer, General Manager
G e t ready! Re: New Models
O B efore you read th e passage, talk O ur ca r d ealership w ill receive new m od e ls n ext week. S om e o f
about th ese questions. 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 definitions (A-E).
C to d e scrib e o p tio n s available o nly on new
1 C grill 4 ? ^ _ undercarriage
m odels
D b lin ke r 5 _ trim
to request fe e d b a ck on th e new ca r o ptio n s
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 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
B side panel D w heels
a m etal covering w ith bars a t th e fro n t o f a car,
.'.'"iich o f th e se is available as an upgraded th a t a llo w s air to enter
c c : o r o " r e new ca r m odels? a device th a t a llow s a driver to indícate a left or
A urx>=<car-aqe C hubeaps right turn
b lirx e ^ th e fra m e w o rk s u p p o rtin g a ca r fro m below
 c A L B iiA n v H w
o OROZCO
O R ead the sen ten ces and choose th e c o rrect S p eakin g
w ords or phrases. © W ith a partner, a ct out th e roles below
1 G abriel loves to drive w ith th e su nroof/hitch based on Task 7. Then, sw itch roles.
open.
2 Please fix th e tru n k /h u b c a p on th e left rear
wheel.
3 M a rth a ’s new ca r has so m uch m ore tru n k /
trim space.
4 C heck yo ur blinker/w heels fo r air before driving.
5 We w ill use th e jiitc h /s id e panel to a ttach our
trá ile r fo r th e trip.

© U Listen and read th e m em o again. W hich

featu res are options fo r th e n ew car
m odels?

Listening
© $ Listen to a conversation b e tw een tw o
salespeople. M a rk th e follow ing s tatem en ts
as true (T) or false (F).
1 __A hitch and su nro of are tw o o f th e features
on new m odels. W riting
2 __S tandard m odels w ill c o s t less than th e new © U se th e m em o and th e conversation from
m odels. Task 8 to fill ou t th e new car m odel ch eck
3 __The new o p tio n s on th e new c a r m odels list.
m ay lead to m ore sales.

© «i Listen again and co m p le te the New Car Model

conversation.

S alesperson 1: Hi, did you hear a bo u t the

1 co m in a ¡n? O
S alesperson 2: Yes. W hat are som e o f th e new
2 ? M ake and M odel o f car:
S alesperson 1: Well, th e su n ro o f is a big one. M ake: ___________________________________________
T h ere ’s also 3 fo r M odel: __________________________________________
a hitch.
S alesperson 2: Is th is goinq to 4 th e car
A d de d features includ e d large (sunroof, hitch, etc.).
prices m uch?
Please fill in below.
S alesperson 1: I th in k so. 5 w ill
c o s t a lot less than these new ones.
S alesperson 2: W hen are th e y Corning in?
S alesperson 1: N ext week. So w e can s ta rt to
6 it even now.
S alesperson 2: T h at’s great. I th ink a lot o f custom ers W hen w ill th is new m odel arrive?
will be interested.
1
 I

G e t ready!
0 B efore you read th e passage, talk
a b o u t th ese questions.
1 W hat are som e d ifferent parts o f a tire?
2 W hy is th e tire such an ¡m portant
co m p o n e n t o f a car? Macn VT
MSRP $399
The M ach VT ¡s th e best tire fo r s p o rts cars.
It has a speed rating o f 100 and sleek, w hite
sidew alls.

Assurance Ultímate
MSRP $299
This tire features e xcellent control in d ifficu lt road
c o n d itio n s . A radial th rea d keeps tires strong.
The enlarged tire w idth provides safer haridling
during bad w eather. It also has a speed rating o f
98. It c o m e s in several sizes to fit m any rim
diam eters.

Super Tread HT
MSRP $499
The S uper Tread HT has a load Índex o f 14 and
a heavy tru c k m etric. Its tread co m e s in a new
diagonal pattern fo r extra tra ction . W ith a speed
rating o f 75, it can handle any job . It w ill fit m ost
large tru c k rims.

V o cab u lary
0 M atch th e w ords or phrases (1-8) w ith the
definitions (A-H).
1 A . m etric 5 - t t r tire w id th
2 Q . speed rating 6 £> rim
3 CL load Índex 7 G v tread
4 t rim d ia m eter 8 tire

A a co de th a t d en o te s th e prop er use o f a tire

R eading
0 Read the prod uct list. Then, m ark the
following statem ents as true (T) or false (F).
1 The A ssurance U ltím ate tire has th e highest
speed rating.
2 __Large tire w id th p rovide s safety in harsh
weather.
3 T The S uper Tread HT features a radial thread.
B th e ce n te r o f a w heel th a t h olds a tire in place
C th e m áxim um m ass a tire can hold
D a num ber th a t d en o te s th e m áxim um speed a?
tire can handle
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 S p eakin g
best fits each blank.
0 W ith a partner, a c t out the
1 sidew all / tread roles below based on Task 7.
A The d ________p rovide s tra c tio n fo r th e tire. Then, sw itch roles.
B Lócate th e load Índex and speed rating on the
USE LANGUAGE SUCH AS:
l ’m lo o k in g f o r ...
2 radial / diagonal
1 . G o t it.
A The layers o f c o rd s in a TO d i o ' tire are very
T h a t s o u n d s ...
strong.
B N ew tires feature r ! ¡Q O y \T \& \ tread patterns.
S tu d e n t A: You are a salesm an.
Talk to S tu d e n t B about:
© «♦ Listen and read the product list again. W h at is a
• tire typ e s
b enefit of an enlarged tire w idth?
• fu n ctio n o f tires
• tra ctio n
Listening
C Listen to a conversation b e tw een a salesm an and a S tu d e n t B: You are a custom er.
custom er. C hoose th e co rre ct answ ers. Talk to S tu d e n t A a b o u t replacing
1 W h a t is th e co nve rsatio n m ainly about? yo ur tires.
A co m p a rin g tread p atte rn s
B assessing speed ratings
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
conversation from Task 8 to fill
2 W hy does th e salesm an su gg e st th e S uper Tread LT? 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 B efore you read the passage, ta lk about 0 Read the ¡nform ation sheet. Then, m ark the
th es e questions. 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 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 2 __Leather seats d o n ot co m e as standard.
country? 3 __The GPS so ftw are is new fo r th is m odel.

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 leather
2 __heated seats 5 i ? satellite radio \
3 __enterta inm e nt 6 GPS
system 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
Starting at $21,000 ra th e rth a n radio signáis
Available Options J0 a video player b u ilt in to th e car
¿ X í so ftw are th a t tra cks th e position o f a car
The a ll-n e w H am oto 3i co m e s w ith standard
anyw here in th e w orld
le a th er seats. H eated seats are also available fo r
cu sto m e rs in co id clim ates. 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 F an A M /F M radio, satellite radio, a n d /o r DVD
loaded into th e system . system used to entertain th e passengers
C hoose from a full e n tertain m e n t system or DVD A ca r seats th a t have b u ilt-in heaters fo r c o m fo rt
players b uilt into th e seats. S a tellite radio is in coid w e a th er
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 . * &

H««oro3¡

CBS
O Read the sen ten ce pairs. C hoose w hich w ord or phrase S p eakin g
best fits e ach blank. 0W ith a partner, a c t out the
1 DVD player / rem ó te s tarter roles below based on Task 7.
A A < 4 c w W a llow s th e d rive r to s ta rt th e engine
Then, sw itch roles.
w ith o u t a key.
USE LANGUAGE SUCH AS:
B A 0 ^ ) c jy m /6an entertain children on long drives.

2 GPS / leath er
A re yo u in te re ste d in ...? T
W hat d o yo u think a b o u t ...?
J
A The _______ option helps drivers avoid being lost. Have yo u e ver w a n te d ... ?
B C ar b uye rs a p p re c ia te th e c o m fo rt o f \ e a iV V \ f r v
seats.
S tu d e n t A: You are a salesm an.
0$ Listen and read th e inform ation sheet again. W h a t is Talk to S tu d en t B about:
one b enefit of the n ew G PS softw are? • c a r o p tio n s
• te ch n o lo g y
Listening • 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.
1 W hat is th e conversation m ainly about?
A co m p a rin g GPS System s
B prices fo r available o p tio n s
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.
C technological options
D safety and luxury o p tio n s

2 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 Use th e inform ation sheet and
B satellite radio D heated seats the conversation from Task 8
to fill out th e sales report.

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

HAMOTO SALES TEAM

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 ________ .
SALES REPORT
W h at are you interested in?
Date:
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 Salesperson Ñame:
3 _________________ available.
Customer Ñame: _
C ustom er: W ith satellite radio?
S alesw om an: Absolutely. S atellite radio, 4 ________ , navigation Car sotó:________
System ...
Options Soid
C ustom er: A nd a 5 _________________ , right?
_ ] EntertaÉnment System
S alesw om an: Right. If y o u ’re really into te chnology, m ay I m ake
another su ggestion? J Leather Seats

C ustom er: Sure. _J Remóte Starter

S alesw om an: A 6 _________________ is also available. It’s really _ | Navigation System

convenient. _J Heated Seats
C ustom er: T h a t’s th e one I really w a n te d. I’ll ta ke it all.
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?

CAR DRIVER M AGAZINE

THE RESULTS ARE IN! 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 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.
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.
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 5 1 >_ box
2 A. sedan 6 C _ pillar
3 ~L h a tch b a ck 7 seat
fa s tb a c k r>
4 __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

D a sm all, close d b o d y style sedan, ty p ica lly w ith
0 Read the m ag azin e article. Then, m ark the o nly tw o doors
following statem ents as true (T) or false (F).
E a th re e -b o x b od y style th a t inco rpo ra tes the
1 _£~The c o u p e has th e m ost cargo room . cargo room w ith th e passenger area and is
2 ~ 1 ~ T b e h a tc h b a ck is a fo u r-b o x design. accessed by a lifting d o o r in th e rear

3 __The h a tch b a ck is m ore expensive than the F a b od y style w ith th e roofline slop in g dow n to
coupe. 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 S p eakin g
best fits e ach blank.
O W ith a partner, a c t out the
1 fo u r-d o o r / tw o -d o o r roles below based on Task 7.
A A '. n - r)r< : y design is ty p ica l in coupes. Then, sw itch roles.
B The d o v~ design is preferable fo r g roups o f
passengers.

2 pillars / body styles

A S om e sedans co m e in a range o f 'oo ^ V ' / l¡g S
B The w in d o w areas are s u p p o rte d by 9 i i I r> v A .

0 0 Listen and read th e m ag azin e article again. W h a t is a S tu d e n t A: You are a manager.

fe atu re of fastb acks? 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 • benefits
salesw om an. C hoose th e co rre ct answ ers.
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.
m an? Talk to S tu d e n t A a b o u t th e new
car m odel.
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
W riting
0 U se th e m ag azin e article and
2 W hat is th e w om a n likely to do next? the c o n v e rs a ro n from Task 8
A ask her m anager fo r m ore inform a tio n 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 .

S e lle r:_____

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 C an _______
m e a bo u t it?
M anager: It’s great. It co m e s in a 2 ________ and a coupe. 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,
Report on Compact Car
ta lk about th ese questions. Sales by Región (January - June)
W hat are th e d ifferent ty p e s o f Compact Car sales in urban areas increased. In
c o m p a c t cars? 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.
W hat are som e o f the
They d o n ’t ta ke up to o m uch sp ac e on cro w d e d roads.
a dvantages o f
Also, th e y are easier to drlve.
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 W hich o f th e se is NO T an advantage to driving a

V o cab u lary
c o m p a c t ca r in th e city? 0 M atch th e w ords (1 -5) w ith the
A th e y are easier to drlve definitions (A-E).
B they are easier to park 1^ urban 4 vehicle
C th e y ta ke less space on busy c ity streets 2 C_ subcom pact 5 ]Q space
D th e y have greater cargo area 3 _ C -se g m e n t

3 W h at does th e report say a bo u t fa m ilies in th e A any n um b er o f ty p e s o f cars used fo r driving

su bu rb w ith c o m p a c t cars? B a sm all ca r intended fo r use in th e city
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
B they enjoy m id -size cars w ith greater cargo area can seat up to fo u r passengers
they so m e tim es drive th e lr c o m p a c t cars to D th e p hysical a m o u n t o f room an entire c a r
urban areas takes
D th e y use th e ir c o m p a c t cars m ostly on the E a sm all c a r fo r fa m ilie s th a t can seat five
w eekend adults; th e European term fo r c o m p a c t car
24
O R ead th e sentences and choose th e c o rrect S p eakin g
w ords or phrases. 0W ith a partner, act out th e roles below
1 The M itchells love th e greater a m o u n t o f based on Task 7. Then, sw itch roles.
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.

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
Task 8 to fill out th e c o m p a c t cars pros and
3 __The m an currently does not have m id-size
cons list.
m od e ls to see.

Com pact C a rs ^
0 0 Listen again and c o m p le te the
conversation.
P r O S and
S alesperson:
C ustom er:
Hi, can 11 _________ ,_______ ?
Do you have any 2 ________ - _____
cars?
Cons List
W e ju s t g o t a lot o f new m od e ls in.
S alesperson:
Pros (Benefits) Cons (Disadvantages)
C ustom er: W e’d really like a 3 _______________

S alesperson: 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: 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.
station w ag ó n
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.

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?
V o cab u lary
A co m p a rin g SUVs to sta tion w a g on s
B new est features in SUVs
0 M atch th e w ords or phrases (1-5) w ith the
definitions (A-E).
C g etting an SUV or sta tion w a g ón fo r m ore
space 1 C row 4 ,:4 o ff-ro ad
D seating o p tio n s in SUVs 2 4x4 5 crosso ve r
3 _£) sta tion w agón
W hich o f th e fo llo w in g features a llo w s fo r m ore
seating in an SUV? A any ty p e o f vehlcle th a t can be driven on and
A ta ilg a te in th e b ack C cargo barrier o ff o f paved or gravel surface
B third row D fo u r-w he e l drive B a stra lg h t Une w ith in a vehicle a llow lng fo r
passenger seating
3 W hich o f th e se ch ara cte ristics is NOT in SUVs?
C all fo u r w heels receive to rqu e from th e engine at
A th e y are 4x4 vehicles th e sam e tim e
B th e y can seat e ig h t passengers D an SUV w ith light o ff-ro a d ca p a b ility and a
_ _ ^i_ 4 h e y can a c c o m m o d a te a cargo barrier fo r low er ground clearance than a regular SUV
added safety E a ca r w ith a ro of over a shared passenger and
D th e y o ffe r a ta ilg ate entrance in th e back 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 S p eakin g
tr e w ord bank. 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 USE LA NG U AG E S U C H AS:

carg o barrier seating
We n e e d ...
1 We added the _ t o ta ke o ur dog w ith us on These SUVs o ffe r ...
th e trip. D o yo u th in k ...?
2 This c a r’s O Ci ^ 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<rs¡t ¡n th e b ack seats.
5 W ith m ore -V<* y l q j g W everyone is c o m fo rta b le on long
drlves.

0 ÍJ Listen and read th e m ag azin e a rticle again. W hat

options do SUVs and station w ag o n s offer?

Listening
0$ Listen to a conversation b e tw een a salesperson and
a custom er. M a rk th e fo llow ing sta te m e n ts as tru e (T) or
ta ls e (F).
1 __There is a third row o f seating in both vehicles.
2 __The w om an d o u b ts th a t she needs a cargo barrier. W riting
3 __The m an and w om an both th in k a sta tion w a g ón is w orth
considering.
0U se th e m ag azin e article and
th e conversation from Task 8
to fill out th e notes.
0 Listen again and co m p le te th e conversation.
SUVs and Station Wagón Features
S alesperson: Hi, h o w can I help you?
C u stom er: We need 1 _____________ . fo r o ur fam ily in
r H ow m any H o w m any
our car. passengers passengers
S alesperson: These new SUVs ju s t carne In. They offer a
2 _________________ o f seating and can seat eight
passengers. C argo space C argo space
C ustom er: W ow.
S alesperson: Also, th e re ’s a 3 . . optio n fo r m ore
space.
C ustom er: That so un d s great. W hat a b o u t a 4 .
_? Do you th in k th a t m ig h t be another D riving ca pa b ility Driving c a p a b ility
o ptio n ? (off-road, etc.) (off-road, etc.)
Salesperson: Definitely. They can seat six, and th e y have
a 5 ________ in back.
C ustom er: W e’ll d efin itely 6 ________ both. Thanks fo r y o u r tim e.

27
G et ready! Best Buys ¡nTown
0 B efore you read th e passage,
ta lk about th ese questions.
Trucks andVans
1 W h a t are so m e o f th e d iffe re n t
ty p e s o f tru cks?
2 W hat are a fe w parts o f a tru ck?
From: C hris U pton, GeñeraTOañager
R eading
0 R ead th e m em o. Then, choose the
co rre ct answ ers.
1 W h at ¡s th e m ain idea o f th e m em o?
A a co m p a riso n o f p ic k -u p tru c k s and
fu ll-size tru cks
B a list o f u pd a te d m an u fa ctu re r fe atures on
tru c k s and vans
C a request fo r new fu ll-size and heavy d uty
p icku p m odels
D a special o rde r o p tio n s fro m a d ea lersh ip to
a m anufacturer
2 W hich of the follow ing optio n s is NO T m entioned
fo r heavy d uty pickups?
A th e ch oice o f a long bed
B d e lu x e c a b f
C towing capability
D automatic locks and Windows
W h at can you infer a b o u t m inivans from the
passage?
A th e y w o u id be a good o p tio n fo r fam ilies
B th e y c o m e in h ea vy-d u ty m odels
C th e y are n ot as num erous as tru cks
D th e y are a new typ e o f van m odel
Manufacturer Options
for Trucks and Vans
We have som e new o p tio n s fo r tru cks and vans. N ew m odels
o f pickup tru ck s will be available. We w ill now carry tw o larger
size tru cks: fu ll-size p ic k u p s and heavy duty p icku p s. These
tw o new m od e ls co m e w ith either a sta n da rd bed or a long
bed. The heavy d u ty p icku p s will also have to w in g capacity.
The cab in both o f these new m odels w ill be deluxe. The new
mini p ic k u p tru c k is only available on special order. A new
m ulti-pa sse ng e r m inivan is also com ing. These m inivans
w ill all co m e w ith standard a u to m a tic locks and W indows.
Please m ake note o f these new changes.
V o cab u lary
0 M a tch the w ords (1-5) w ith the definitions
(A-E).
tru ck 4 CL_ m ini
cab 5 __full-size
L bed
A th e enclosed space on a tru c k w here th e driver
sits
B a large p icku p tru c k th a t can be used to haul
h e a v y lo a d s
C a sm all p ic k u p tru c k used fo r light d u ty
D a vehicle m ainly intended to tra n s p o rt cargo
E th e rear open area o f a tru c k
 OROZCO

FiII in the blanks w ith th e co rrect w ords or phrases from S p eakin g

the w ord bank. © W ith a partner, a c t ou t the
roles below based on Task 7.
BANK Then, sw itch roles.
van pickup tru c k tow ing capacity
m inivan h e a v y d u ty
USE LANGUAGE SUCH AS:
I have a ...
I can easily fit the bureau in the back o f the h I ti i U c, n O u r ... have the o p tio n o f ...
G eorge b o u g h t a n e w \? t-< y ii /> C X ^ j o b ette r fit his That w o u ld b e ...
fam ily. c '' V V
One o f th e best features on th e larger tru c k is ¡ts

S tudent A: You are a salesperson.

4 W ith his w o rk in c o n stru ctio n , a __ tru c k will
U c ,t| Talk to S tu d en t B about:
suit his needs.
• fe atures on vario us tru cks
5 A large P ,'C K T .p ________ is a p o p u la r ch oice o f vehicle fo r
farm ers and ranchers. • th e sizes o f various tru cks
• p arts o f the tru c k

© $ Listen and read th e m em o again. W h at options are

S tu d e n t B: You are a custom er.
available on various tru c k s and vans?
Talk to S tu d e n t A a b o u t the typ e
o f tru c k you w ant.
Listening
© Q Listen to a conversation b e tw een a salesperson and
a custom er. M a rk th e follow ing sta te m e n ts as true (T) or W riting
false (F)-
© Use the m em o and the
1 The m an needs m ore e qu ip m e n t space fo r w ork. conversation from Task 8 to fill
2 The heavy d u ty m odel has m ore bed space. out the tru c k d e a lers h ip ’s
3 __The m an m ay need to w in g capacity. advertisem ent.

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

Salesperson: Hi, h ow can I help you?
Trucks Year End Sale
C ustom er: Do you have 1 tru c k s ? I have We have great prices on all
a p icku p b ut I need m ore sp ace fo r equipm ent.
Yes. All o ur fu ll-size m od e ls have th e o p tio n of .and.
e xpa n de d 2 _________________ .
T h atj/vou ld be 3 _______ ________ since I w o rk in C hoose any size truck:
co n stru ctio n . ______________ o r _
If you w a n t to go even bigger: a heavy d u ty tru c k
has som e m ore 4 . A sk a b o u t o u r extras lik e .
C ustom er: ____________ and added
S alesperson: W ell, a to w in g c a p a city is available on 6 space.

C u stom er: S o u n d s g o o d . I’d l i k e t o s e e o n e A t S m art Buy, w e w ill help you every

ste p o f th e way.

29
 14 Luxury and Sports Cars

G et ready!

LUX
O B efore you read the passage, ta lk about
th ese questions.
1 W hat are som e typ e s o f luxury and s p o rts cars?
Motors 2 W hat are th e qualities o f luxury and s p o rts cars?

R eading
0 Read the w e b p a g e . Then, choose the
co rrect answ ers.
1 W hat is th e p urpose o f th e w ebpage?
A to d escrib e the variety o f luxury cars offered
B to list im p ro ve m e nts m ade to varlous luxury
cars
C to adve rtise a sale on several luxury car
m odels
D to explain th e dlffe re n ce betw een luxury car
m odels

2 W hlch o f th e fo llo w in g cars recently w on an

aw ard?
A the s p o rts car C th e m uscle car
B the su pe rcar D th e grand to u re r

3 W hlch o f th e fo llo w in g ¡s NO T Usted as a feature

or benefit?
A a ffordable pony cars
B a cceleration o f m uscle cars
C interior design o f co nve rtible s
D easlly o pened and close d roadsters

V o cab u lary
About Lux Motors, Inc. ® M atch th e w ords or phrases (1-6) w ith the
definitions (A-F).
Lux M o to r’s p res tig e is th e re su lt o f o u r q u a llty
vehicles, We m ake th e fin est luxury vehicles ¡n the 1\ luxury vehicle 4 Q _ grand to u re r
w o rld . W e also m ake th e b est h ig h -p e rfo rm a n ce 2 £L p on y ca r 5 / ( acceleration
sports cars. These range from affordable pony cars 3 G co n ve rtib le 6 prestige
to h ig h -e n d supercars. M ost o f o u r vehicles feature
the b est a c c e le ra tio n in class. We also o ffe r stylish A th e rate at w h ich a v e h lcle ’s speed increases
looks. J u s t beca u se w e m ake fa s t m uscle cars it B a g o o d reputatlon
d oe s n ot m ean th a t w e s a c rlfic e 'features. A u to C a car w ith a to p th a t retracts
M agazlne vo te d o ur gran d to u re r fo r b est Interior
D a h ig h -p e rfo rm a n ce s p o rts car deslgn e d fo r
design. O ur road sters and convertibles open and
lo n g -d is ta n c e travel
cióse at th e to u ch o f a button.
E a car w ith s p o rts ca r features, b u t has reduced
So if you prefer a superior driving experience, p erform ance and a low er pnce
get into a Lux Motors Vehicle today. F a car w ith b e tte r features, quality, and looks
than an average vehicle

■
 OROZCO

O R ead th e sentence pairs. C hoose w hich w ord or phrase S p eakin g

best fits each blank. 0W ith a partner, a ct out th e
1 supercars / m uscle cars roles below based on Task 7.
.p e r
Then, sw itch roles.
A H ow ard M o to rs sells th o u sa n d s o f ______________
year.
U SE LA N G U A G E S U C H AS:
B Kline M o to rs will o nly p rod uce th r e e ___________________
th is year. t'm loo kin g fo r a ...
We have the b e s t...
2 ro ad ster / sports car
I ’d ra th e r...
A Rain soaked th e seats because th e to p o f the
___________________ w a s open.
B The larger m odel o f t h is ___________________can seat up to
S tu d e n t A: You are a salesm an.
five passengers.
Talk to S tu d e n t B about:
• w h a t ty p e o f ca r he or she
0$ Listen and read th e w e b p a g e again. W h at are som e w a n ts
types of cars th a t Lux M o tors m anufactures? • w h a t you recom m end
• his or her preferences
Listening
0$ Listen to a c o n v e rs a ro n b e tw een a salesm an and a S tu d e n t B; You are a custom er.
custom er. M a rk th e follow ing sta te m e n ts as true (T) or Talk to S tu d e n t A a b o u t th e typ e
false (F). o f luxury ca r you w ant.

1 __The w om a n is looking fo r a grand tourer.

2 __The man recom m ends th a t the w om an look at a sports car.
3 __The w om a n w o u ld prefer to have g o o d a cceleration than to W riting
have a convertible.
0 Use th e w e b p a g e and the
conversation from Task 8 to fill
0 $ Listen again and co m p le te th e conversation. out the entry in th e sa le s m a n ’s
c o n tacts list.
Salesm an: G ood a fternoon, can I help you w ith anything?
C ustom er: Yes, l’m looking fo r a 1 ________________.
Salesm an: You’re in the right place. We have the best luxury vehicles
around. W hat d o you have 2 _______________ ?
I’d like a 3 _______ , b u t w ith g o o d acceleration. Do
you have anything like that?
Certainly. O f course, if a cceleration is th a t im p o rta nt. a
4 ___________m ig h t be a b e tte r choice.
5 ____________________ a convertible than a fast
car.
I understand, 6 you a few
m odels.
Thanks. Date of contact

I Cars interested in.

Features interested in'

 15 Commercial Vehicles

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 som e uses o f co m m ercial
shipping o p erations
vehicles?
2 H ow are co m m ercial
vehicles classified?

light co m m erc ial vehicle

public tran s p o rtatio n

gross v eh icle w e ig h t rating

GVWR 46.000 Ibs.

Open Road Transport is com m itted to serving your com m ercial
vehicle needs. Our light com m ercial vehicle line is our m ost fuel
efficient. Our heavy comm ercial vehicles feature m áxim um storage
capabilities. Choose the best fit fo r your shipping operations.
Open Road Transport also serves public transportation
departm ents. O ur bus lines accom m odate passengers w ith
heavy c o m m erc ial vehicle
co m fort and style. These fleets provide m ass transit to m any
m etropolitan areas. Take a m om ent to search out the different
vehicles w e offer for sale. You can search models by gross vehicle
R eading w eight ratings, class, or price.

© Read th e w e b p a g e . Then,
choose th e co rre ct answ ers.
V o cab u lary
1 W hat is th e p urp ose o f th e w e bsite?
0 M a tch th e w ords or phrases (1-6)
A to co m p a re d ifferent co m m e rcia l vehicle suppliers
w ith th e definitions (A-F).
B to explain shipping operations offered by a com pany
C to describe the range o f com m ercial vehicles
1 ,__co m m ercial vehicle 4E l bus
available 2 __m ass tra n sit class
D to list im p ro ve m e nts to th e c o m p a n y ’s co m m e rcia l 3 ' t i gross vehicle 6 c fleet
vehicles w e ig h t rating

2 A c co rd in g to th e w e b site, w h a t is tru e o f O pen Road A a ca tegory o f vehicle determ ined by type,

T ra nsp o rt’s heavy line? w eight, and capacity
A It is th e m ost fuel efficient. B a m o to r vehicle w ith m últiple seats and
B It has less sto rag e than th e light line. designed to carry passengers
C It is in use in m any m ass tra n sit Systems. C th e w e ig h t lim it fo r a vehicle
D It is designed fo r use in sh ip pin g operations. D p u b lic tra nsp o rta tio n designed to tra nsp o rt
large num bers o f people
3 W hich o f th e fo llo w in g is NO T a searchable feature o f E a grou p o f m o to r vehicles th a t opérate fo r
m odels? an organization
A price C sto rag e ca p a b ility F a ve h icle th a t is d e sig n e d to tra n s p o rt
B class D gross vehicle rating num erous passengers or g oo d s
 ( ñ
OROZCO

O R ead th e sen ten ce pairs. C hoose w hich w ord or phrase S p eakin g

best fits each blank.
© W ith a partner, a c t out the
1 light / heavy roles below based on Task 7.
A A tru c k carrying betw een 3.5 and 4 to n s ¡s a Then, sw itch roles.
vehicle.
USE LA N G U A G E S U C H AS:
B A 4 1 _ c o m m e rc ia l vehicle com e s in a less
You’ll be h a p p y ...
a
than 3.5 tons.
... sales incre ase d b y ...
2 shipping operatio ns / public tra n s p o rta ro n T h a t’s g re a t news.
A T h e 9 < ^ <r \ \ s C j A-cyV o f th is c o m p a n v iuse
co m m ercial vehicles and co n ta in e r ships.
B This city has e xcellent T In l o) V C s4 *Q Y) 5 S tu d e n t A: You are a manager.
o ptio n s, like several bus and su b w a y lines. Talk to S tu d en t B about:
• sales num bers

© íJ Listen and read th e w e b p a g e again. W h at type of • w h y th e n um bers changed

operation s does th e com pany provide vehicles for? • th e im p a ct o f the changes

Listening 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 sales o f
0 $ Listen to a conversation b e tw een tw o m anagers. co m m e rcia l vehicles.
M a rk th e follow ing sta te m e n ts as true (T) or false (F).
1 __Light co m m e rcia l vehicle sales increased by 3 0% .
2 __The w om an believes gasoline prices hurt the com p a ny’s sales. W riting
3 __The m an su s p e c ts th a t th e bus d ivisión m ay expand. © U se th e w e b p a g e and the
conversation from Task 8 to fill
out th e sales data.
O Listen again and c o m p lete th e conversation.

M an ag e r 1: Hey, John. W hat do o ur sales n um b ers lo o k like? Open Read Transpon

M an ag e r 2: Y ou’ll be happy, M aria. 1 _________________ th is

M an ag e r 1:
m onth.
Really? 2 __________________________ ?
Sales Data
M an ag er 2: W ell, 3 __________________ ve h icle sales incre ase d by
General Trend fo r m onth:
30% .
M an ag e r 1: W ow. I guess gasoline is p re tty expensive th e se days.
M ore p eople rely on 4 _________________ .
B est p e rfo rm in g división:
M an ag e r 2: We can barely keep up w ith th e d em a nd fo r new

M an ag e r 1: Well, th a t’s great news.

C hange in sales:
M an ag e r 2: Yes, it is. We 6
bus división.

P ossible causes fo r change:

R ecom m endations:

33
 Glossary

4x4 [N -U N C O U N T-U 12] A 4x4 (four by four) ¡s a fo u r-w he e le d vehicle w h ich a llo w s all fo u r w heels to receive to rqu e
fro m th e engine at th e sam e tim e, offering b e tte r co ntro l on m any surfaces.
a c c e le ra tio n [N -U N C O U N T-U 14] A c celeratio n is th e rate at w h ich a v e h icle ’s speed increases.
advertising [N -U N C O U N T-U 1] A dvertising is th e a ct o f a tte m p tin g to increase sales o f a brand or p ro d u c t by using
televisión, radio, and p rin t m edia.
air spring [N -C O U N T-U 5] An air spring is a device th a t uses air to a b so rb sh o c k o r su dden changes in w eight.
a u to m o b ile [N -CO U NT-U 1] An auto m o b ile is a m otorized vehicle w ith fo u r w heels used on roads and ope rated by a
single person.
b a ck s e a t [N -C O U N T-U 3] A b a ck s ea t is a seat th a t is in th e rear o f a car.
ball jo in t [N -C O U N T-U 5] The ball jo in t is a fle xib le ty p e o f co n n e ctio n in th e su spensión system w here a ball-sh a pe d
p iece m etal co n n e cts to a cu p -sh a p e d socket.
bed [N -C O U N T-U 13] A bed is th e rear open area o f a tru ck.
b e n c h s e a t [N -CO U NT-U 3] A bench s ea t is a long, fíat seat w ith sp ace fo r three people.
blinker [N -C O U N T-U 7] A blinker is an e xte rio r ca r light th a t signáis a drivers intent to turn left o r right.
blinker sw itch [N -C O U N T-U 2] A blinker sw itch is a lever th a t the d rive r uses to tu rn on and o ff th e turn signáis.
body style [N -C O U N T-U 10] A body style is a w a y o f d istin gu ishin g d iffe re n t ca r b o d y designs.
box [N -C O U N T-U 10] A box is a portion o f a ca r b o d y design th a t d ivid e s th e s tru ctu re o f th e car.
b rake light [N-COUNT-U6] A b rake light is a light on th e rear o f a ca r th a t beco m es red w hen th e brakes are applied.
b rake pedal [N -CO U NT-U 2] The b rake pedal is the pedal th a t Controls th e brakes o f th e ca r and a llow s th e d rive r to
s to p th e car.
b u c k et s ea t [N -CO U NT-U 3] A b u c k e t s e a t is a seat fo r one person, th a t has a deep, round shape.
b um per [N -C O U N T-U 6] A bum per is a p ro te ctive rim on th e fro n t and b a c k o f a car.
bus [N -C O U N T-U 15] A bus is a m o to r vehicle th a t has m últip le seats and is designed to carry passengers.
cab [N -C O U N T-U 13] A cab is th e enclosed space on a tru c k w here th e d rive r sits.
c a r [N -C O U N T-U 1] A c a r is a m otorized vehicle w ith fo u r w heels used on roads and o perated by a single person.
c a rg o a re a [N -C O U N T-U 11] C a rg o a re a is th e a m o u nt o f space inside a vehicle.
cargo b a rrie r [N -C O U N T-U 12] A cargo b a rrie r is an a ccesso ry installed into a vehicle to help p rovide safety when
tra n sp o rtin g loads o r d o m e s tic pets in th e rear se ctio n o f th e vehicle.
chassis [N -C O U N T-U 5] A chassis is th e internal su p p o rt system o f a vehicle, ¡ncluding th e fra m e and w heels.
class [N -C O U N T-U 15] A class is a category o f vehicle determ ined by vehicle type, tru ck weight, and carrying capacity.
coil spring [N -CO U NT-U 5] A coil spring is a spiral shaped piece o f m etal w h ich e xpa n ds and c o n tra c ts to absorb
s h o c k on b u m p y roads.
c o m m e rc ia l vehicle [N -C O U N T-U 15] A c o m m e rc ia l v e h ic le is a vehicle th a t is designed to tra n s p o rt num erous
passengers or g oods.
c o m p a c t car [N -C O U N T-U 11] A c o m p a c t car is a sm all ca r fo r fa m ilies th a t can seat five adults.
consolé [N-COUNT-U3] A consolé is an area in th e ca r th a t faces passengers and co ntains a radio, te m pe ra tu re diais,
gas m eters, etc.
c o n su m er [N -C O U N T-U 1] A c o n s u m e r is a person th a t buys or p o te n tia lly w ill buy a p roduct.
convertible [N -C O U N T-U 14] A c o n v e rtib le is a ca r w ith a to p th a t retracts, leaving th e interior exposed.
coupe [N -C O U N T-U 10] A coupe is a sm all, close d b o d y style sedan, ty p ica lly w ith o nly tw o doors.
crossover [N -C O U N T-U 12] A crossover is a m ixture betw een an a utom o bile and an SUV, w ith light o ff-ro a d ca pa b ility
and a low er g rou nd clearance than a regular SUV.
C -s e g m e n t [N -C O U N T-U 11] A C -s e g m e n t is a sm all ca r fo r fa m ilies th a t can seat five adults. C -se g m e n t is the
European term fo r c o m p a c t car.

34
cup holder [N -C 0 U N T -U 3 ] A c u p holder is a receptacle sp ecifically designed fo r keeping co ntaine rs u prigh t w hile a
ve hicle is m oving.
dash board [N -C O U N T-U 4] A dash board is th e parí o f a ca r th a t has diais and gauges and is located b elo w the
w indsh ield.
design [V-T-U1] To design so m e th ing is to plan h ow it will loo k and fu n ctio n .
diagonal [AD J-U 8] If som e th ing is diago nal, then it has a stra ig h t line at a slant.
distribution [N -U N C O U N T-U 1] D istribution is th e act o f m oving th in g s from a central location to m any d ifferent
locations.
door [N -C O U N T-U 6] A d o o r to a ca r is an o pening on th e side o f a c a r used to enter or e xit th e vehicle.
door panel [N -C O U N T-U 3] A d o o r panel is th e inside p arí o f th e d o o r th a t usually co ntains th e w in d o w and lo ck
sw itc h e s and is covered in an interior fabric.
d o u b le-w ish b o n e suspensión [N-COUNT-U5] A d o u b le-w ish b o n e suspensión is a System w here the w heels are
held by tw o w ish b o n e (or y-shaped) arm s.
driver [N -C O U N T-U 1] A d riv e r is a person w h o is o pe ratin g a m o to r vehicle, e spe cia lly a car.
driver’s side [N -CO U NT-U 2] The d riv e r’s s id e is the side o f a ca r th a t c o rre sp o n d s to th e side o f th e ca r th e driver sits
in w h ile o perating th e car.
DVD p layer [N -CO U NT-U 9] A DVD player is a video player b u ilt in to th e car.
en tertain m e n t system [N -C O U N T-U 9] An e n tertain m e n t system is an A M /F M radio, satellite radio, a n d /o r DVD
System used to entertain th e passengers.
fa s tb a c k [N -C O U N T-U 10] A fa s tb a c k is a b o d y style w ith th e roofline slop in g d o w n to th e rear.
ten d er [N -C O U N T-U 6] A te n d e r is a tram e th a t p ro te cts th e w heels o f a car.
fle e t [N -C O U N T-U 15] A fle e t is a large grou p o f m o to r ve hicles th a t m ove o r opé rate to g e th e r fo r a single organization.
fo u r-d o o r [A D J-U 1 0] If a sedan is fo u r-d o o r, then it has fo u r doors.
fou r-w h eel drive [N -C O U N T-U 12] F o u r-w heel drive in a vehicle a llo w s all fo u r w heels to receive to rqu e fro m the
engine at th e sam e tim e, offering b e tte r co ntro l on m any surfaces.
tra m e [N -C O U N T-U 5] A tra m e is th e underlying su p p o rt system o f a vehicle. The b o d y is m ou n te d onto th e fram e.
fuel g au g e [N -C O U N T-U 4] A fuel gauge is an instru m en t th a t sh ow s th e q u a n tity o f gas or diesel fuel in th e car.
fu ll-size [N -C O U N T-U 13] A fu ll-s iz e is a large p icku p tru c k th a t can be used to haul heavy loads.
tuse box [N -C O U N T-U 2] A tu se box is a sm all c o m p a rtm e n t located inside a c a r w h ich co ntains fuses.
gas pedal [N -C O U N T-U 2] The gas pedal is th e pedal th a t Controls th e a cceleration o f th e car.
gearshift position [N -C O U N T-U 4] The gearshift position ind ica te s w h ic h gear a ca r's engine is in.
glove box [N -C O U N T-U 2] A glove b o x is a sm all c o m p a rtm e n t in fro n t o f th e passenger s seat in a car.
G PS (G lobal P ositioning S ystem ) [N -C O U N T-U 9] GPS s ta n d s fo r G lo b a l P o s itio n in g S y s te m . It is so ftw are th a t
tra c k s th e position o f a ca r anyw here in th e w o iid .
grand to u rer (GT) [N -C O U N T-U 14] A g ra n d to u re r (GT) is a h ig h -p e rfo rm a n ce s p o rts ca r designed fo r lo n g -d ista n ce
travel. It ty p ica lly has tw o doors.
grill [N -C O U N T-U 7] A g rill is a m etal covering w ith bars a t th e fro n t o f a car, to a llo w air to enter.
gross vehicle w e ig h t rating [N -C O U N T-U 15] G ro s s v e h ic le w e ig h t ra tin g is th e w e ig h t lim it fo r a vehicle.
handle [N -C O U N T-U 3] A h a n d le is th e lever th a t a person m ust pulí to g et in and o ut o f an a utom obile.
hatch b ack [N -C O U N T-U 10] A h a tc h b a c k is a th re e -b o x b o d y style th a t inco rpo ra tes th e cargo room w ith th e
passe ng e r area and is accessed by a lifting d o o r in th e rear.
headlight [N -CO U NT-U 6] A h e a d lig h t is a b rig h t light at th e fro n t o f a ca r used w hen it is d ark outside.
headrest [N -C O U N T-U 3] A h e a d re s t is a p art o f a seat designed to s u p p o rt a p e rs o n ’s head.
heated seats [N -P LU R A L-U 9] H e a te d s e a ts are ca r seats th a t have b uilt in heaters fo r c o m fo rt in coid weather.
heavy [A D J-U 1 5 ]-lf a co m m ercial vehicle is h ea vy, it w e igh s over 3.5 tons.
 Glossary

heavy duty [N -C O U N T-U 13] A heavy duty tru c k ¡s a very large tru c k w e ighing up to 33,000 p ou n ds and requiring a
class B license to opérate.
high beam s [N -P LU R A L-U 6] High beam s on a ca r are stro ng e r head lights used w hen ¡t is very d ark o u tsid e o r as a
w arning.
hitch [N -C O U N T-U 7] A hitch is an a tta ch m e n t to th e rear o f th e ca r to w h ich a trá ile r can be joined.
hood [N -C O U N T-U 6] A hood is th e c o ve r over th e engine o f a car.
hub cap [N -C O U N T-U 7] A hub cap is a m etal cap on th e w heel o f a car.
in strum ent c lu ster [N -CO U NT-U 4] An in strum ent cluster has several diais and instru m en ts to g e th e r in one panel in a
dashboard.
leaf spring [N -C O U N T-U 5] A leaf spring is one o f a series o f m etal s trip s placed one on to p o f th e o th e r th a t help to
a b so rb road sh o cks by bending flexibly.
le a th er [N -U N C O U N T-U 9] L eath er is a m aterial m ade from anim al skin used in car seats.
light [A D J-U 15] If a co m m e rcia l vehicle is light, it w e ig h s under 3.5 tons.
load índex [N -C O U N T-U 8] A load índex is th e m áxim um m ass a tire can hold.
lo ck [N -CO U NT-U 3] A lo ck is a device th a t does n ot allow an o b je ct to be opened.
luxury vehicle [N -C O U N T-U 14] A luxury vehicle is a c a r th a t co s ts m ore than average vehicles. It also provide s m ore
features, b e tte r quality, and sleeker looks than average vehicles.
M ac P h e rs o n s tru t [N -C O U N T-U 5] A M ac P h e rs o n stru t is a m etal rod th a t has a coil sp rin g and sh o c k a bso rbe r
a tta ch ed to it. It helps a bso rb sh o cks from rough roads.
m an u factu re [V-T-U1] To m an u factu re som e th ing is to create o r m ake it.
m a rk e t [N -C O U N T-U 1] A m a rk e t is th e buying and selling o f a p articu la r kind o f goo d or Service,
m ass tran sit [N -U N C O U N T-U 15] M ass tran sit is p u b lic tra n s p o rta ro n th a t is used in m etrop o lita n citie s and can
tra n s p o rt large num bers o f p eople quickly.
m etric [N -C O U N T-U 8] A m etric is a c o d e th a t d en o te s the p rop er use o f th e tire.
m id -s íze [N -C O U N T-U 11] A m id -s ize is a large fa m ily ca r w ith room fo r five a du lts as w ell as a large trunk.
m ini [N -C O U N T-U 13] A m ini is a sm all p icku p tru c k used fo r light duty.
m inívan [N -C O U N T-U 13] A m inivan is a sm aller versión o f a van, used by fam ilies.
m ultilink suspensión [N -C O U N T-U 5] A m ultilink suspensión is a ty p e o f rear suspensión system th a t uses at least
fo u r arm s and no struts. It a llow s fle xib le a d ju stm e n t o f ride and handling.
m uscle car [N -C O U N T-U 14] A m uscle c ar is a ca r designed fo r h ig h -sp e ed driving.
navigation system [N -C O U N T-U 9] A navigation system is a to o l fo r fin ding d ire ctio n s and places o f interest.
o d o m e ter [N -C O U N T-U 4] An o d o m e ter m easures th e num ber o f m iles o r kilo m eters traveled.
o ff-ro ad [N -C O U N T-U 12] An off-ro ad vehicle is any ty p e o f vehicle th a t can be driven on and o ff o f paved or gravel
surface.
parkin g [N -C O U N T-U 11] Parking is th e a m o u nt o f sp ace in w h ich a ca r can be placed stationary.
p a ss e n g e r’s side [N -C O U N T-U 2] The p a ss e n g e r’s side is th e side o f a ca r th a t is o p p o s ite the side th a t th e driver sits
in w hile o pe ratin g th e vehicle.
pickup tru c k [N -C O U N T-U 13] A pickup tru ck is a light vehicle w ith an o p e n -to p cargo area.
pillar [N -C O U N T-U 10] A pillar is a vertical su p p o rt o f a c a r’s w in d o w area.
pony car [N -C O U N T-U 14] A pony c a r is a ca r w ith m any features o f a s p o rts car, b ut w ith reduced p erfo rm an ce and a
low er price.
prestige [N -U N C O U N T-U 14] Prestige is a g o o d reputation.
Public tra n s p o rta ro n [N -U N C O U N T-U 15] Public tra n s p o rta ro n is any ty p e o f vehicle th a t can carry g rou ps o f
p eople fro m one place to th e next. A fare is charged, and a ty p ica l route is fo llo w e d .
radial [A D J-U 8 ] If a tire is ra d ia l, then its layers o f c o rd s are arranged a t rig h t angles to th e t re.

36
rear-view m irror [N -C O U N T-U 2] A rear view m irror is th e m irro r ¡n th e ce nter o f th e w in dsh ield th a t a llow s a person to
see w h a t’s behind an a utom obile.
rem ó te s ta rte r [N -U N C O U N T-U 9] A re m ó te s ta r te r is a system in w h ich th e d rive r can sta rt th e engine w ith o u t a key
before entering th e car.
rim [N -C O U N T-U 8] A rim is th e ce nter o f th e w heel th a t h olds the tire in place.
rim d ia m e te r [N -CO U NT-U 8] A rim d ia m e te r is th e d istan ce across th e ce nter o f th e wheel.
road ster [N -C O U N T-U 14] A ro a d s te r is a ca r w ith an open or re tractable to p th a t seats tw o or three p eople and w hich
fe atures good handling and steering.
row [N -C O U N T-U 12] A ro w is a stra ig h t line w ith in a vehicle a llow ing fo r passenger seating.
sales [N -U N C O U N T-U 1] S a le s is the división o f a co m p a n y or ¡ndustry c o m m itte d to selling p ro d u c ts to individuáis,
satellite radio [N -CO U NT-U 9] A s a te llite ra d io is a ty p e o f radio system th a t uses satellite signáis rather than radio
signáis.
seat [V-T-U10] To s ea t a n um b er o f passengers is to have th e ca p a c ity to hold th a t n um ber o f people.
seating [N -C O U N T-U 12] Seating is th e n um b er o f sp ace s in w h ich ve hicle passengers can sit.
sedan [N -C O U N T-U 10] A sedan is a general ca te g o ry o f passenger car.
shifter knob [N -CO U NT-U 2] A s h ifte r k n o b is th e sm all ball or knob th a t is m ou n te d on th e s tic k th e driver uses to
se le ct w h ich gear to sh ift into.
shipping operatio ns [N -P LU R A L-U 15] Shipping operatio ns inelude th e necessary Ítem s and Services th a t are
needed to m ove g o o d s fro m one place to th e next.
shock ab so rb e r [N -C O U N T-U 5] A s h o c k a b s o rb e r Is a device near each w heel th a t reduces th e e ffe ct o f sudden
sh o cks fro m rough roads and c u ts d ow n on bouncing.
side m irror [N -C O U N T-U 6] A side m irror is a sm all rotatlng m irro r on th e fro n t d o o rs o f a car th a t sh ow tra ffic from
behind.
side panel [N -C O U N T-U 7] A side panel is th e c o m p o n e n t on th e left or rig h t p ortio n o f th e car.
sidew all [N -C O U N T-U 8] A sidew all is th e untreaded side o f th e tire.
space [N -C O U N T-U 11] S p a ce is th e physical a m o u nt o f room an entire ca r takes.
speed rating [N -C O U N T-U 8] A speed rating is a num ber th a t d enotes th e m áxim um speed a tire can handle.
s p e e d o m e te r [N -CO U NT-U 4] A s p e e d o m e te r m easures h ow fa st a ca r tra vels in m iles or kilom eters.
sports c a r [N -C O U N T-U 14] A sports car is a ca r th a t p rovlde s b ette r o n-ro ad p erform ance and speed fo r higher
prices than average vehicles.
stab ilizer bar [N -C O U N T-U 5] The stab ilizer bar is a m etal rod th a t co n n e cts th e suspensión system and helps prevent
sw aying on curves and turns.
station w a g ó n [N -C O U N T-U 12] A s ta tio n w a g ó n , or e státe car, is a ca r w ith backw ard exte nd in g ro of over a shared
passenger and cargo space and a tailgate, o r lift gate, in th e rear.
steering w h eel [N -CO U NT-U 2] A s te e rin g w h e e l is a large w heel m ou n te d in fro n t o f th e d riv e r’s seat and w h ich is
used to tu rn th e car.
strut suspensión [N -C O U N T-U 5] A stru t suspensión is a system th a t uses a m etal bar w ith a coil spring and a sh ock
a bso rbe r to a bso rb sh o ck and provide a sm o o th ride.
s u b c o m p ac t [N -C O U N T-U 11] A s u b c o m p a c t is a sm all ca r w ith three, fo u r or five d o o rs th a t can seat up to fo u r
passengers.
sunroof [N -C O U N T-U 7] A s u n ro o f is a w in d o w on th e ro of o f a ca r th a t can be o pened to let in air and light.
su p ercar [N -C O U N T-U 14] A s u p e rc a r is a very h ig h -p e rfo rm a n ce and e xtrem ely expensive ca r th a t is m ade in lim ited
quantities.
superm ini [N -C O U N T-U 11] A s u p e rm in i is a sm all ca r w ith three, fo u r o r five d o o rs th a t can seat up to fo u r
passengers. S uperm ini is th e European te rm fo r s u b co m p a ct.
 S U V (sport utility vehicle) [N -C 0 U N T -U 1 2] A SU V (sport utility v e h ic le jis an o ff-ro ad vehicle w ith fo u r-w he e l drive
and high ground clearance.
ta c h o m e te r [N-COUNT-U4] A ta c h o m e te r m easures th e n um b er o f ro tatio n s an engine m akes ¡n a sp ecified tim e
period.
tail light [N -C O U N T-U 6] A tai) light is a red w a rn in g light on the rear o f a car.
ta ilg a te [N -C O U N T-U 12] A ta ilg a te is th e rear d o o r o f a sta tion w agón.
te m p e ra tu re gauge [N -C O U N T-U 4] A te m p e ra tu re gauge m easures how hot or co id a ca r engine is.
tire [N -C O U N T-U 8] A tire is a covering th a t goes around th e w heel rim to enhance cushion and perform ance,
tire w idth [N -U N C O U N T-U 8] Tire w idth is th e w id th o f a tire from sidew all to sidew all.
torsión bar [N -C O U N T-U 5] A torsión bar is a m etal rod th a t tw is ts w hen th e w heels tu rn to keep the auto stable.
to w in g capability [N -C O U N T-U 13] Tow ing capability is th e a bility o f a tru c k to ca rry ano th e r vehicle fro m a hitch on
its b ack side.
tre a d [N -C O U N T-U 8] A tre a d ¡s a pattern o f rldges used to create tra c tio n on a tire.
trim [N -C O U N T-U 7] A trim is th e level o f e q u ip m e n t a ca r com e s w ith.
tru c k [N -C O U N T-U 13] A tru c k is a vehicle m alnly ¡ntended to tra n s p o rt cargo.
tru n k [N -C O U N T-U 7] A tru n k is a c o m p a rtm e n t at th e rear o f a ca r in w h ich Ítem s can be stored.
tw o -d o o r [A D J-U 10] If a sedan is tw o -d o o r, then it has tw o doors.
u n d ercarriag e [N -C O U N T-U 7] The und ercarriag e is th e fra m e w o rk s u p p o rtin g a ca r from below.
urban [N -C O U N T-U 11] An urban is a sm all ca r intended fo r use in th e city.
van [N -C O U N T-U 13] A van is a large, b ox-sh ap e d m u lti-p u rp o s e vehicle.
vehicle [N -C O U N T-U 11] A vehicle is any n um b er o f typ e s o f cars used fo r driving.
v o ltm ete r [N-COUNT-U4] A v o ltm ete r p rovlde s inform a tio n a b o u t th e electrical System s o f a ca r or o th e r vehicle.
w arn in g light [N-COUNT-U4] A w arn in g light is a light a ppears on th e instru m en t panel o f a ca r to indícate th a t
so m e th ing is w rong w ith th e ca r or th a t it needs attention.
w h eel [N-COUNT-U7] A w h eel is a circu lar fram e covered w ith ru b b e r on w h ich th e car drives.
w in d o w sw itch [N-COUNT-U3] A w in d o w sw itch is a b u tto n th a t causes th e w in d o w to open or cióse,
w indshield [N-COUNT-U6] A w indshield is th e w lde fro n t w in d o w o f a car.
w ip ers [N -C O U N T-U 6] W ip ers on a ca r are long bla d es on th e w in dsh ield th a t rem ove w a te r and dirt fro m it.

38
 Express Publishing

■ ■ . •- — ■ ■ ^ 1
^
S c o p e and S e q u e n ce

R eading
Unit Topic V ocab ulary Function
c o n te xt
1 The Internal E ncyclo pe d ia co n n e ctin g rod, crankcase, crankshaft, cylinder, engine E stim ating
C o m b ustió n b lo ck, fuel, head, p istón ring, pistón, sp ark plug, sum p, tim e
Engine valve
2 The Textbook co m p re ssio n stroke, c ylin d e r heat, exhaust, exhaust stroke, S peculating
Four-S troke e xcerp t exha u st valve, fo u r-stro ke engine, head gasket, intake
Engine stroke, intake valve, p o w e r stroke, pressure
3 Gas and Diesel Ad olean diesel, c o m b u s tió n cham ber, co m p re ssio n ratio, S tating an
Engines diesel, durable, fuel inje ctio n pum p, gasoline, g lo w plug, opinión
heat up, p re co m b u stio n cham ber, run on
4 Fuel E fficiency W ebpage biodiesel, co m pare, em issions, environm ental im p a ct, fossil M aking
and E m issions fuel, fuel cell, fuel efficiency, gas m ileage, global w arm ing, co m p a riso n s
m pg, ratio, w e lls -to -w h e e ls
5 H ybrids R eport charge, c o n tin u o u sly variable tra nsm issio n , electricity, A sking a bo u t
energy, generator, hybrid, lithium ¡on battery, parallel hybrid, kn ow le d ge
p lu g -in hybrid, reclaim , regenerative braking system , tw o -
m o d e hybrid
6 E lectric M agazine charging d ock, charging port, charging station, e le ctric car, Expressing
Cars a rticle e le ctric m otor, m iles per charge, o nb o ard charger, doubt
p ho to vo lta ic, range, solar panel, tail pipe em issions

7 Brake Ad brake booster, brake fluid, brake line, brake pad, brake shoe, G iving
S ystem s brake system , caliper, disc brake, drum brake, hydraulic a rem inder
brake, m aster cylinder, parking brake, p o w e r brakes
8 S teering W ebpage co n tro l arm , inner tie rod, o u te r tie rod, pinion, p o w e r Expressing
S ystem s steering p um p , p o w e r steering, rack, roíate, spindle, a lack of
steering shaft, steering system kn ow le d ge
9 S afety Ad 3 -p o in t seat belt, ABS, EBD, co llisio n, cru m p le zone, curtain Expressing
Features airbag, DRL, d ua l-stag e airbag, LATCH, side to rs o airbag, d is a p p o in tm e n t
SRS, te th e r anch o r
10 M anufacturing N ew spaper acquire, autom aker, brand, co ntrolling, group, hold, A sking fo r
G roups article m anufacturer, merger, recognition, share, stake, su bsidiary an opinión
11 The D ealership Ad b o d y shop, dealership. fin an cin g office, lobby, lot, m echanic G iving
shop, parts desk, refreshm ents. Service facility, show room , d ire ction s
sto ckro o m
12 P eople at th e Jo b ads a cco u n ta n t, detailer, fin an cia l officer. lo t porter. manager, A sking a bo u t
Dealership m echanic, re ce p tion ist, sales staff, salesm an, title clerk, experience
w a rran ty adm inistrator, w a sh er
13 Salary and Em ployee base pay, bonus, co m m issio n , fíat sales co m m issio n , fro nt D iscussing
Incentives m anual end, incentive, m ini, OTE, pack, p ercentage co m m issio n , a m o u nts
percentage, salary, s tra ig h t co m m issio n
14 A d ve rtisin g Email advertisem ent, attention, balloons, cam paign, com m ercial, M aking and
co ntest, flyer, give-aw ay, inflatable, m agazine, m edia, re sp o nd ing to
o n-site, p rom o tion , radio b roadcast, sale, televisión su gg e stio n s
15 Dealership List approve, deny, display, greet, issue. m aintenance, polish, G iving
A ctivitie s re g is tra ro n , repair, retail, sell, title, w ash in stru ctio ns
U n it 1 - T h e In te rn a l C o m b u s tió n E n g i n e ................................................................................ 4

U n it 2 - T h e F o u r-S tro k e E n g in e .................................................................................................... 6

U n it 3 - G a s a n d D ie s e l E n g in e s .................................................................................................... 8

U n it 4 - F u e l E ffic ie n c y a n d E m is s io n s ...................................................................................10

U n it 5 - H y b r i d s ...................................................................................................................................... 12

U n it 6 - E le c tric C a r s ........................................................................................................................... 14

U n it 7 - B ra k e S y s te m s .................................................................................................................... 16

U n it 8 - S te e rin g S y s t e m s ................................................................................................................18

U n it 9 - S a fe ty F e a t u r e s .................................................................................................................... 20

U n it 1 0 - M a n u fa c tu r in g G r o u p s .................................................................................................. 22

U n it 11 - T h e D e a le rs h ip ..................................................................................................................24

U n it 1 2 - P e o p le a t th e D e a le rs h ip ........................................................................................... 26

U n it 1 3 - S a la ry a n d In c e n t iv e s .................................................................................................... 28

U n it 1 4 - A d v e rtis in g ........................................................................................................................... 30

U n it 1 5 - D e a le rs h ip A c t iv it ie s ...................................................................................................... 32

G l o s s a r y .................................................................................................................................................... 34

*
 G e t ready!
O B efore you read th e passage,
ta lk ab o u t th es e questions.
W hich parís o f an internal
co m b u s tió n engine are located
in th e engine block?
W hat kinds o f fuels do internal
co m b u s tió n engines use?

spark plug

TheInfernal
Combustión Engine
Internal c o m b u s tió n engines ignite fuel to create useful
m echanical energy. M ost engines have a ta n k th a t h olds
fuel. Fuel p u m p s fro m th e ta n k into c h a m b e rs called
cylinders. An e n g ln e ’s cylln de rs are located betw een ¡ts
ESI
head and ¡ts e n g in e block. Valves c o n tro l th e flo w o f
fuel into and o u t o f th e cylinders. Each c y lin d e r contains
a pistón w h ich can m ove up and d o w n th e cylinder.
Pistón rings fo rm seáis b etw e en th e p ls to n s and th e V o cab u lary
w alls o f the cyllnders.
0 M a tch th e w ords or phrases (1-8) w ith the
W hen fuel e nters a cylinder, th e p is tó n rises. This
definitions (A-H).
co m p re sse s th e fuel a t th e to p o f th e cylinder. W hen this
h appens, a s p ark plug ign ites th e fuel. The e xp lo sió n 1 fuel 5 O sp ark plug
m akes th e p istón sh oo t d ow n th e cylinder. This, in turn, 6 __p istón ring
2 3 - sum p
pushes a connecting rod. The conn e ctin g rod then tu rns
3 j^_ valve 7 A engine b lo ck
th e c ra n k s h a ft in th e c ra n k c a s e . The tu rn o f th e
c ra n k s h a ft o u tp u ts m ech a nica l energy. A sum p w ith 4 cylin de r 8 J r co n n e ctin g rod
lub rica tin g oil keeps the engine parís running sm oothly.
A a round hole in th e engine b lo c k th a t co ntains a
pistón
R eading B a reservoir th a t h olds oil in th e engine
0 Read th e en cyclop ed ia entry. Then, m ark device th a t ignites fuel using e le ctricity
the following statem ents as true (T) or D th e m ain p arí o f an engine to w h ich o th er parís
false (F). are a ttached
r 1 ~T_ The cylin de rs are set betw een th e engine E a su bsta n ce th a t p ro d u ce s heat or p ow er w hen
b lo c k and th e crankcase. burned
~r F a rod th a t links a p istón to a cran ksh aft
2 _ Upward m ovem ent o f the pistón com presses
fuel in the cylinder. G a ring th a t creates a seal around a pistón
3 X C o nnecting rods c o n n e ct th e p iston s to the .J d '-a device th a t opens and close s to co ntro l th e
crankshaft. flo w o f fluid
4
 ALEJANDRO
OROZCO

0 R ead th e sen ten ce pairs. 0 t i Listen again and c o m p lete th e conversation.

C hoose w hich w ord best fits
each blank. M echanic: It looks like th e cran ksh aft becam e jam m ed in
1 ________________ _ . O
1 pistón / cran ksh aft
M an ager: H o w co uld som e th ing like th a t happen?
A The C is
loca te d near th e b o tto m o f M echanic: I w o u ld guess th a t som eone ju s t fo rg o t to p ut oil in the
engine. 2 _________________ is p retty dry.
th e engine.
M an ager: Ah, then the lack o f lub rica tio n m ade th e 3 ________
B The ^ T 'c - '.V n ^ __________
co m p re sse s fuel ¡n th e
e n g in e ’s cylinders. M echanic: Precisely. It should be easy to fix. I just 4 .
________ th e crankshaft from th e crankcase. A nd then
2 h e a d / cra n k ca s e clean them both, lubrícate them , and p ut them back
A The V) e o >>) a i ________ together.
co vers th e to p o f th e engine. M anager: Are you going to need to 5 __________________________ ?
B The ( V o . vi kT r is - M ech an ic: No, I b asically have everything th a t I need already.
w here an e ng ine ’s s u m p is ' M anager: Oh. So how long do you th in k th e repairs w ill take?
located.
M echanic: 6 __________________________ or tw o . Two and a half
hours at m ost.
0 i i Listen and read the »
encyclop ed ia entry again.^V ljat
does a spark plug do? S peakin g
0W ith a partner, a ct out th e roles below based on Task 7.
Listening Then, sw itch roles.
0 U Listen to a conversation
b e tw een a m echanic and a USE LA N G U A G E S U C H AS:
dealership m anager. C hoose 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.
th e co rre ct answ ers.
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
W riting
rem ove fro m the engine? 0U se the en cyclop ed ia entry and the conversation from
A th e crankcase 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! 1
O Befo re you read th e passage,
ta lk a b o u t th es e questions.
1 W hat happens to fuel as it m oves
th rou g h a fo u r-stro ke engine?
2 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?
four-stroke engine
R eading
0 Read the te x tb o o k excerp t. Then, m ark the
following statem ents as true (T) or false (F).
1 T L The c ylin d e r head ineludes th e intake and
exhaust valves.
2 __A ir and fuel b ecom e highly pressurized
- during th e p o w e r stroke.
3 __The exhaust stroke is im m e dia te ly fo llo w e d
by an intake stroke.
6
¡J
« iB B g m iB »
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 M atch th e w ords or phrases (1-6) w ith the
definitions (A-F).
1 ignite 4 t c ylin d e r head
2 p o w e r stroke 5 Í l exhaust valve
3 _ intake stroke 6 ^ 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
C th e stage in an engine cycle w hen fuel and air
enter th e cylin de r
D th e stage in an engine cycle w hen an explosión
pushes th e pistón
E an engine th a t eyeles through f o - r ndependent
phases
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. 0 $ Listen again and c o m p lete th e c o n v e rs a ro n .
C hoose w hich w ord or phrase
b e s t fits e a c h b la n k .
M ec h a n ic 1: It looks like th e enqine co m p le te s 1
1 exhaust stro ke / com p ressio n , th o ug h . V -/
stroke M e c h a n ic 2: Riqht. Then it 2 th e com p re ssio n
A The C fo r - f (V p -,5 ^ ) C f i s l m V stroke. B ut then it stops.
increased th e pressure inside M e c h a n ic 1: Do you th in k th e sp ark plug is 3
th e cylinder. th e gas?
B The engine released th e b urn t M e c h a n ic 2: I th o u g h t o f that. I te ste d a new one and th e sam e
fuel d uring th e < ^ ^ < 5^ 05- } th ing happened. I have a no th e r idea, though.

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 M ec h a n ic 2: I th in k it’s leaking fuel in 4

releasina ^ V v \ A r ) ^ T
B Raising th e c y lin d e r’s M ec h a n ic 1: So there is n ’t 5 or fuel to set o ff
<P j rr<r.____ th e explosión?
m akes it m ore efficient. M ec h a n ic 2: Precisely. T h at co uld also prevent 6
fro m occurrin g .
3 head g a sk e t / in take valve
A The I J ___^ p .5 k „ e V
seáis th e cylinde'r head to the S p eakin g
engine.
B The fuel entered th e c y lin d e r
0W ith a partner, a ct out th e roles below based on Task 7.
Then, sw itch roles.
through th e ___ . <______ .
USE LA N G U A G E S U C H AS:
0 ÍJ Listen and read the textbook Do yo u k n o w ...? / That c o u ld p re v e n t . . . I I guess the ...
e x ce rp t again. W hen does the
fuel in the cylinder ignite?

Listening
0 Listen to a conversation
b e tw een tw o m echanics.
C hoose th e co rre ct answ ers.
1 W hat are th e speakers m ainly
ta lkin g about?
A w h a t fuel an engine uses
B how fo u r-stro ke engines W riting
fu n ctio n 0 Use th e te x tb o o k e x ce rp t and the conversation from
C w h a t is causing an engine Task 8 to fill out the e n g in e e r’s notes.
problem
D how th e y should repair an D escrip tio n o f engine p ro b le m :________________________________
engine

2 W hat w ill th e w om a n do next? P ossible causes o f problem :

A o rder new spark p lugs ___________________________
B te st th e engine W ays to ch e c k problem :
C increase th e fuel pressure ___________________________
D get a fe w to o ls
SKKSSSS

UNITED
A -SER
vil
p reco m b u stio n c h am b e r
MOTORS!

W llli.™
com bustión c h a m b e r
A Revolution
in Diesel
The United M otors Q-Series 5000 is available in tw o models:
th e 5000 G (runs on gasoline) and th e 5000 D (runs on
diesel). Both are high quality engines, but there are a few
differences. O ur 5000 G is very efficient and w ell-m ade.
However, the 5000 D belongs in a class o f its own.
The Q -S eries diesel engine features a precombustion
chamber. W hen the com pression stroke com presses air, it
flo w s into the chamber. Then, a fuel injection pump adds
fuel. Thls ensures o ptim al m ixing o f fuel and air. It also
ensures peak compression ratio, w hich prevenís knocking.
Once m ixing occurs, the m ixture flo w s Into the combustión
chamber and com busts.
Addltlonally, the Q -Series diesel engine uses glow plugs.
These heat up the fuel to allow fo r co m b u stión in any
tem perature.
The precom bustion cham bers and g lo w plugs im prove the
perform ance o f our engine conslderably. Thanks to them,
the Q-Series diesel engine is very durable. Finally, our diesel
engine com piles w ith standards and runs on clean diesel.

V o cab u lary
0 M a tch th e w ords or phrases (1-7) w ith the
G e t ready! definitions (A-G).

O B efore you read th e passage, 1 diesel 5 _ olean diesel

ta lk ab o u t th es e questions. 2 £ _ durable 6 co m p re ssio n ratio
1 W hy do som e diesel engines use g lo w plugs? 3 gasoline 7 precom bustion cham ber
2 H ow do diesel engine com p re ssio n ratios 4 _ glow plug
co m p a re to th o se o f gasoline engines?
A an area w here fuel is ignited before entering a
co m b u s tió n ch am b er
B a ty p e o f fuel th a t ¡s heavy, cheap and not
R eading heavily reflned
0 Read th e ad. Then, m ark the following C a light fo rm o f fuel th a t ca rs co m m o n ly run on
statem ents as true (T) or false (F). D a devlce th a t heats th e a¡r ns ce a coid engine
1 t All Q -S eries 5000 m od e ls can use gasoline E able to w ith sta n d a lot o f use and stress
- r or diesel fuel. F th e ratio o f a c o m b u stió n ch a m b e r’s largest and
2 _ The diesel engine inje cts fuel Into the sm allest volum es
c o m b u s tió n cham ber. G a ty p e o f fuel th a t is refined so th a t it em its
3 __The 5000 D can run on clean diesel. fe w e r p olluta n ts
0 R ead the sen ten ce pairs. C hoose w hich w ord or phrase S p eakin g
best fits each blank. 0W ith a partner, a ct out the
1 com b ustión c h am b e r / fuel injection pum p roles b elo w based on Task 7.
A The air and fuel m ixed ¡nside th e , D /'* .
Then, sw itch roles.
B T h e __________ i________ _______a dd e d fuel to the
co m p re sse d air.

2 h eat up / run on
A The team designed th e englne to YCJ Y l ÓY) diesel.
B The englne uses g lo w p lugs to - ___________ th e fuel.

S tu d e n t A: You are a salesperson.

0 $ Listen and read the tru c k ad again. W hen does the Talk to S tu d en t B about:
air and fuel m ixture of th e diesel engine flo w into the • parts that are different between
com bustión cham ber? gasoline and diesel englnes
• w ays gasoline and diesel
Listening englnes fu n c tlo n differently
0 Listen to a conversation b e tw e e n a salesperson and • w hich englne you recom m end
a custom er. C hoose the co rre ct answ ers.
1 W hat are th e speakers m ainly ta lkin g about? S tudent B: You are a c u sto m e r
at a ca r dealershlp. Talk to
A th e differences betw een tw o englnes
S tu d en t A a bo u t a tru c k th a t is
B w h a t m akes gasoline engines efflclent
avallable w ith a gasoline or diesel
C how to repair a ty p e o f diesel englne engine.
D th e price o f tw o m od e ls o f a tru c k

2 W hy d oe s th e w om a n prefer diesel engines?

A th e y are ch eaper C th e y are sim p ler W riting
B they are m ore e fficie n t D th e y are m ore durable
0 Use the ad and the conversation
from Task 8 to fill out the car
0 $ Listen again and c o m p lete th e conversation. d e a lers h ip ’s frequently asked
questions page.
C u stom er: A ctually, I do. W h at are th e d ifferences betw een
th e 1 __________________________ pow ered m odels?
S alesm an: A sid e 2 __________________________ , th e y are both
Diesel Engines:
Frequently A sked Q uestions
identical.
C ustom er: B ut th e ir engines are different? Q W hat is th e m ain c~ e re n ce between
Salesm an: Yes. For the engines 3 __________________________ gasoline anc cese* engines?
different types o f fuel, they have to run a bit differently. A __________________
C ustom er: Oh, so th e y have slig h tly d iffe re n t engine parts?
S alesm an: Exactly. For instance, the diesel engine has 4 ______ De ; ase e -g in e s use th e sam e
________ instead o f spark plugs. : s " s as gasoline engines?
C ustom er: Do th e y co m p re ss fuel th e sam e way? A
S alesm an: No. The diesel engine co m p re sse s air, and then a
5 _______________ ___________ a d d s th e fuel. ch typ e o f engine is better?
C ustom er: Fimm. W hich m odel w o u ld you recom m end?
S alesm an: In m y opinión, th e diesel m odel is better. It’s 6 ______
________ , and th e fuel is a b it cheaper.
9
 EXCELSiOR MOTORS
ENVIRONMENTAL
G et ready! IMPACT
fo ssil fuel

0 B efore you read th e passage,

ta lk about th es e questions. A t E xcelsior M otors, w e
1 W hat are som e alternative fuel build cars th a t are great fo r the
sources fo r cars? environm ent. We try to m inim lze th e
enviro nm ental im p a ct our cars produce. We also
W hat is fuel e fflcle n cy a n d j
c o n d u c t w e lls -to -w h e e ls assessm ents to ensure our
w h y is it im portant?
^ cars are green.
One w a y o ur cars are environ m en ta lly frien d ly Is th e ir
fuel efficiency.
Á il o f o u r cars ge't 55 m pg on th e highway. Feel free to c o m p are our
cars to others. O ur fuel to m ile ratio s ca nn o t be beat.
G reat gas m ileag e Is ju s t one w a y w e help th e environm ent.
We also m inim lze th e em issions o ur cars produce. We believe
global w arm in g Is a serious problem . So, w e m ake sure th a t o ur
cars co n trib u te to it very little.
5- We are aiso d e d ica te ’d to reducing o ur d ep e nd e nce on fossil
fuels. O ur R&D d e p a rtm e n t is cu rre n tly w o rkln g on a new
ty p e o f biodiesel. They are also researching
fuel cells.
k If you are driving an Excelsior,
you are helping the
planet.

R eading
0 R ead th e w e b p a g e . Then,
choose th e co rre ct answ ers.
V o cab u lary
1 W h at ¡s th e m ain ¡dea o f th e w ebpage?
© Fill in th e blanks w ith th e co rre ct w ords or
A recent developm ents in alternative fuel sources phrases from th e w ord bank.
B h ow to increase th e fuel e fficie n cy o f a car
C . th e typ e s o f Chem icals th a t are in vehicle Q r ld i
em issions
c o m p are em issions fossil fuels
D how a c o m p a n y ’s cars are environm entally
fuel cell m pg w e lls -to -w h e e ls
frien d ly

2 W hich o f th e fo llo w in g is NO T a cu rre n t feature 1 The c u sto m e r w anted to - ^ 3 ----------------------

o f th e ca rs d escribe d ? th e engines o f th e tw o cars.
__A th e v a r e fuel e fficie n t 2 Today, m ost cars run on .
B th e y have low environm ental im p a ct 3 The d ealership listed th e c a r’s fuel e fficie n cy in
C they use fuel cells C.QM(feVc----------•
D they have low em issions 4 The co m p a n y co n d u cte d a(n)
____________________ assessm ent o f th e c a r’s
3 W h at can you infer a b o u t fuel efficiency? lite cycle.
A biodiesel is m ore e fficie n t than fossil fuels 5 The lab ¡s developing a(n) '• c .-f- ^ i i______
B burnlng less fuel is g oo d fo r th e environm ent th a t uses hydrogen to p ro d u ce electriclty.

C low fuel e fficie n cy created fe w e r em issions 6 The ca r p rod uce s very fe w harm ful

D fifty-five miles per gallón ¡s a poor gas mileage

—
O R ead th e sentence pairs. 0 ® Listen again and c o m p lete th e conversation.
C hoose w hich w ord or phrase
b est fits each blank. Salesm an: The prim ary d ifference betw een them is th e fuel
source. It 1 __________________________ .
1 fuel e fficien cy / biodiesel
C ustom er: A nd th e o th e r ca rs you sell run 2 ___________
A The plant co nve rte d vegetable
. like gasoline or norm al diesel.
oil into \ ) * Q g / j e € p | ■
Salesm an: T h a t’s correct. The E co-C ar ¡s cu rre n tly o ur o nly m odel
B The ca r w on an aw ard fo r its
th a t runs on a ltern atlve fuel.
high level o f £ t> e l Y .>
C ustom er: H ow does ¡ts 3 _____________ com pare to a norm al
2 gas m ileag e / global w arm in g
car?
A The n eig hb o r’s giant tru c k gets
Salesm an: To be honest, ¡t’s n ot as good. Its gas m ileage is tw o to
terrible
0 - ten p erce nt lower.
B The s c ie n tlsts said vehlcle
C ustom er: Yikes. So w h a t e xa ctly ¡s goo d a bo u t ¡t?
em isslons cause
<^1 q V»4 _____ ,'f) Salesm an: Well, fo r one, it has fa r fe w e r 4 _________________ than
a ca r th a t runs on fossil fuel.
3 ratio / enviro nm ental im pact
C ustom er: So th e E co-C ar co n trib u te s less to 5 _________________
A The team w a n ts to increase
than ano th e r car.
th e c a r’s m ile -to-g a llo n
¿ 0 4 ____________. Salesm an: Exactly. It’s sp e ciflca lly design e d to have a 6 ________
B The team deslgned th e ca r to
have a very low
\ ¡ / iih \r < Á v i w -ie / i r o
S p eakin g
y vm p o o 4
0W ith a partner, a c t out th e roles b elo w based on Task 7.
Then, sw itch roles.
0$ Listen and read the
w ebpage again. W hat is the
USE LA N G U A G E S U C H AS:
c o m p a n y ’s R&D d e p a rtm e n t
researching? W h at’s the d iffe re n c e ...? / H o w does its .. . co m p a re t o ...?
The m ain d iffe re n c e ...

Listening
0 ® Listen to a conversation
b e tw een a c a r salesm an and
a custom er. M a rk th e follow ing
sta te m e n ts as true (T) or
false (F).
1 __The d ealership o nly sells one
ty p e o f ca r th a t runs on
biodiesel.
2 __The E co-C ar has b ette r fuel
e fficie n cy than th e
d e a le rsh ip ’s o th er cars.
3 __The E co-C ar has m ore
harm ful e m isslons than the
o th er cars.
J 11
S tu d e n t A: You are a ca r salesm an. Talk to S tu d en t B about:
• th e fuel source o f a car
• h o w th e c a r’s em issions co m p a re to o th e r cars
• h o w th e c a rs fuel e fficie n cy com p a res to o th e r cars
S tu d e n t B: You are a c u s to m e r at a ca r dealership. Talk to
S tu d e n t A a b o u t a c a r’s em issions and fuel efficiency.
W riting
0 Use th e w e b p a g e and the conversation fro m Task 8 to
fill out th e consum er review of a car.
Review
C a r :__________
A dvantages: _
D isadvantages:
O verall rating:
 5 Hybrids

G e t ready!
Hybrid Ratings
O B efore you read th e passage, USER REPORT
ta lk a b o u t th es e questions
EMC Delta C ....... .................................
1 W hat is a hybrid car? The EM C Delta H ybrid C is a plug-in hybrid.
2 W hat varieties o f h ybrid Á As such, it can use its engine, its ele ctric
n f continuo usly variable m o to r or both. This ca r features an NM C
cars are there?
1 transm issio n lithium ion battery. This ty p e o f b atte ry is
dura ble and very long lasting. Thus, th e car
b a tte ry rarely needs to be charged.
Final Rating: 3/5
Criterion Fossa II ...............................
The C riterion Fossa II is also a parallel hybrid.
It s ta n d s o u t th a n k s to its reg e n e ra tiv e
lithium ion b attery b rakin g system . W henever, th e vehicle
brakes, it reclaim s som e o f th e energy used.
charg ed c * The ca r uses th e energy to charge th e battery.
A g e n e ra to r in th e c o m b u s tió n e ngine also
generates electricity.
( e le ctricity )
Final Rating: 4/5
Neptune Proteus..................................
The N eptune P roteus is a tw o -m o d e hybrid.
U nlike m o s t cars, th e P roteu s has a
R eading con tin u o u sly v aria b le tra n s m iss io n . This
0 Read th e report. Then, m ark the following a llo w s it to s w itc h b etw e en a va st range o f
statem ents as true (T) or false (F). g ea r ratios. Thus, th e c a r can a d ju st ra tio s
betw een engine and ca r speed seam lessly.
1 ^ The D elta C ’s regenerative braking system Final Rating: 5/5
can reclaim energy.
2 __An N M C lithium ion b a tte ry can last a long
tim e betw een charges. Q R ead th e sen ten ce pairs. C hoose w hich
w ord or phrase best fits each blank.
3 __The tw o -m o d e h ybrid has a higher rating
X
than th e parallel hybrid. 1 hybrid / continuously variable transm ission
A The m an b o u g h t a i- ■__________________
____________________ b e ca u se o f its fuel
V o cab u lary
econom y.
@ M a tch th e w ords or phrases (1 -6) w ith the B T h e ______________________________________
definitions (A-F). gave th e car m any e n g in e -to -ca r speed
1 £ charge 4 1_ p lu g -in hybrid ratios.
2 reclaim 5 tw o -m o d e hybrid 2 reg en erative brakin g system / parallel hybrid
3 Q_ gen e ra to r 6 ^ lithium ion b atte ry A The I \ ^ b t ~ ) c / _____
co u ld use both its engine and its m o to r
A to g et som ething b a c k so it can be reused
together.
B a ty p e o f ca r th a t can gather p o w e r fro m an
B The m o to r recharged itse lf using the
electrical so cke t
y-e^^ioe
C a m achine th a t co n ve rts energy into e le ctricity
D a typ e o f rechargeable e le ctric sto rag e device 3 energy / electricity
E a ca r th a t changes th e prop ulsión System s it A The braking system harnessed th e w h e e l’s
uses based on speed kine tic ~~ i £ >■ ■y V_______.
F to fill a b atte ry w ith energy B A gen e ra to r in th e c p m b u stio n engine
generates _____________ ,
12
0U Listen and read the hybrid ratings user S p eakin g
rep o rt again. W hich c a r is a tw o -m o d e
hybrid?
0 With a partner, act out the roles below
based on Task 7. Then, switch roles.

Listening USE LANGUAGE SUCH AS:

00 Listen to a conversation b e tw een a C an 1 a s k y o u ...? T

c u s to m e r and a c a r salesm an. C ho ose the D o y o u k n o w ...?
co rre ct answ ers. W ell, first, t h e ...
1 W h at are th e speakers m ainly ta lkin g about?
A w here a h y b rid ’s gen e ra to r ¡s
S tudent A: You are a custom er. Talk to S tudent B
B w h a t typ e o f b atte ry a h ybrid uses
about:
C h ow a h ybrid reclaim s energy
• w h a t a regenerative braking system is
D w h a t kind o f hybrid a ca r is
• how a regenerative braking system w o rks
2 W h at does th e h y b rid ’s m o to r a pp ly resistance • h o w m uch energy a regenerative braking
to? system prod uce s
A th e w heels C th e brakes
B th e drive train D th e g en e ra to r S tu d e n t B: You are a salesperson a t a ca r
dealership. Talk to S tu d e n t A a b o u t regenerative
braking system s.
0 $ Listen again and co m p le te the
conversation.

C ustom er: A pparently, a lot o f y o u r cars W riting

have a 1 ___________________ 0U se th e hybrid ratings and the conversation
W hat is that? from Task 8 to fill out th e pam phlet on
S alesm an: That is a feature th a t a llo w s th e ca r to hybrids.
2 _________________ during braking.
C ustom er: Really? H ow does th a t w ork?
S alesm an: Well, firs t th e e le ctric m o to r applies
resistance to the drive train. This causes
the w heels to s lo w d ow n. In tu m , the
energy fro m th e w heels tu rn s th e
3 _______________ . What you
C ustom er: Oh, then th e spinning generator co nve rts
the kine tic energy 4 _______________ need to know
S alesm an: Precisely. It effectively utilizes energy w hich
If y o u ’re conside ring a hybrid, you should
w o u ld otherw ise 5 _______ _______
kn o w th e y ’re not all th e sam e. C h e ck o u t our
d e s crip tio n o f th e three m ain types.
C ustom er: Great. Do you kn ow th e s p e cific a m ount
o f energy th e system produces? The P lug-ln H y b rid :_______________ ,________
S alesm an: l’m sorry, but I d o n ’t. I’m not quite
6 _________________ w ith autom o bile
The Parallel Hybrid:
fio w e r system s.

The T w o-M o de H ybrid:

 Electric Cars

G e t ready! R eading
O B efore you read th e passage, ta lk about 0 Read th e article. Then, m ark the following
th es e questions. statem ents as true (T) or false (F).
1 W hat is an e le ctric c a r’s range, and E lectric cars have half the tail pipe
w h a t are ¡ts effects? e m issions o f c o m b u s tió n engines.
2 W here do ele ctric cars receive The cu rre n t range o f ele ctric cars is % o f cars
p o w e r from ? w ith a co m b u s tió n engines.
O nboard chargers co uld m ake e le ctric cars
m ore co m m o n.
tail p ipe em issions

V o cab u lary
0 M atch th e w ords or phrases (1-7) w ith the
definitions (A-G).
1 x ) p h o to vo lta ic 5 _ charging station
2 __ charging port 6 5 - m iles Per charge
e le ctric m o to r
3 C / e le ctric m o to r 7 tail pipe em issions
4 ^fc o n b o a rd charger

A gases p rod uce d by c o m b u stió n engines

Sun Solve B able to p rod uce e le c tric ity w hen expo sed to the
sun
the Problents or C a device th a t converts electricity into m echanical
energy
the Electric Car? D a s o c ke t w here an e le ctric ca r can c o n n e ct to a
p ow er source
Today, hybrid cars are very popular, but electric
cars have yet to really catch on. They provide many E a place th a t su pp lie s energy fo r ele ctric cars
benefits. They have zero tail pipe em issions and F a device b uilt into a ca r th a t can s u p p ly the
are cheap to recharge. Yet few people drive one, c a r’s b atte ry w ith p ow er
and the reason w hy is simple. G a m easurem ent o f h ow far an e le ctric car can
Until recently, the range o f a car with only an electric travel on a full b attery
m otor was limited. Previously, electric cars could
only travel one third as far as a normal one. Their
miles per charge were unsatisfactory. Furthermore,
0 Read the sentence pairs. Choose which
m ost places lacked the infrastructure to support
w ord or phrase best fits each blank.
them. Gas stations were everywhere, but charging
stations were hard to find. And you can’t pum p gas 1 solar panel / charging d ock
into the charging port. A The m an installed a _______
Thus, owners were trapped within 100 miles fo r his ele ctric ca r in his garage.
o f their houses. Only recently have
B The ca r captures energy using its
charging docks becom e more
I S n / c ir e f______ w h e ne ve r it is
abundant.
outside.
However, this problem may soon
disappear. Many new electric 2 e le ctric c a r / range
cars have onboard chargers,
such as solar panels. These
A The m an b o u g h ta (n i. ’e f V C e, ^
at th e dealership.
cars can use photovoltaic cells
i recharge their batteries as they B The ca r h a d a f n te d .
drive. Hopefully, this will make electric th a t it could tra ve on a full tai
cars much more com m on.
charging port )
0 Listen and read the article again. W h at S peakin g
kind of onboard chargers do n ew electric 0 With a partner, act out the roles below
cars have? based on Task 7. Then, switch roles.

Listening USE LANGUAGE SUCH AS:

0 íi Listen to a conversaron betw een tw o car 1 d o u b t ... T

salespeople. Choose the correct answers. R e a lly? W h y ’s th a t?

1 W hat are the speakers m ainly ta lkin g about? Yeah, b u t ...

A how well electric cars will sell

B w h y charging stations are rare
S tu d e n t A: You are a car salesperson. Talk to
C how to install a charging d ock S tudent B about:
D w h y e le ctric cars have s h o rt ranges • w h e th er or n ot e le ctric cars w ill sell w ell

2 W hich o f the fo llo w in g s u p p o rts the w o m a n ’s • reasons w h y th e y m ig h t sell well

o pin ió n?
A ele ctric cars d o n ’t have tail pipe em issions
B charging sta tion s are very d ifficu lt to find
C ele ctric ca r b atteries are cheap to recharge
D people can install th e ir o w n charging d o c k s
• reasons w h y th e y m ig h t not sell well
S tu d e n t B: You are a ca r salesperson. Talk to
S tu d e n t A a b o u t e le ctric c a r sales.

0 0 Listen again and c o m p lete the

W riting
conversation. 0U se th e article and the conversation from
Task 8 to fill out th e em ail from one car
S alesperson 1: I bet they will. A fter all, they have salesperson to another.
no 1 __________________________ O
so th e y d o n ’t c o n trlb u te directly to
global warm ing. Plus, they are
cheap to recharge.
S alesperson 2: T h a t’s true, b u t 2 _________________
th e y will sell as well as you th in k
th e y will.
S alesperson 1: Really? W hy is th a t?
S alesperson 2: B ecause there are so fe w places to
charge them . U nless you Uve ¡n
C alifornia, Norway, or Japan,
3 _________________ are hard to find. Hey Bob,
S alesperson 1: B u t p eo p le c a r install 4 ________ O ur d ealership recently received a lo t o f e le ctric cars.
________ in th e ir garages. I t h in k _____________________________________________
S alesperson 2: Yeah, b ut 5 _________________ ¡s stlll
lim ited to a sh ort radius around The reason I th ink th s 5 : e :a _ ;e
th e ir house.
S alesperson 1: W hat do you m ean? Then again, ____________________
S alesperson 2: W ell, since 6 _________________ are
W hat do you th nk?
so rare, ow n ers w o n ’t be able to
ta ke road trlps. Talk to you a te '
Diane
 7 Brake Systems

G e t ready!
0 B efore you read th e
passage, ta lk about these
questions.
1 H ow do d isc brakes w ork?
1 2 H ow do drum brakes w ork?
Asyour car or truck
stopping like it should?
If not, bring it in to W estville A utos. We specialize ¡n
repairing all typ e s o f b rake system s, even parking
brakes.
M ost cars have at least one pair o f disc brakes. They
consist o f calipers w ith tw o brake pads on them . We can
ensure that they work. Are you w orried about the System
th a t pow ers your disc brakes? Have no fe a r—w e are highly
trained to repair p ow er brakes and th e ir brake boosters.
Not all brakes are disc brakes though. M any cars also have
drum brakes. They press a brake shoe against the inside
o f y o u r w heels. We fix drum brakes ju s t as w ell as disc
brakes.
We can even repair the system th a t m akes yo ur brakes
w ork. A lm o st all brakes on cars are hydraulic brakes.
These system s store brake fluid in a m as ter cylinder.
Then, when you brake, the fluid travels through brake lines
to the wheels. If any part is broken, w e will fix it.

Cali or visit todayl

V o cab u lary
© Read th e sentence pairs. C hoose w hich
w ord or phrase best fits each blank.
1 b rake shoes / b rake pads
A The pistons pushed th e _________________
against th e inside o f th e drum .
B The ca lipe r pressed the d isc b ra ke ’s
_________ %_____________aga inst th e rotor.

2 hydraulic b rake / p o w er b rake

R eading A T h e _____________________________ increased
© Read th e ad. Then, m ark the following th e fo rcé app lie d to the brake pedal.
statem ents as true (T) or false (F). B T h e _____________________________ pushed
brake flu id to th e c a r’s brakes.
1 _ The co m p a n y sp ecializes in repairing every
ty p e o f braking system . 3 b rake bo o ster / b rake fluid
2 _ P ow er brakes are used to p o w e r drum brake A ___________________________ flo w e d through
system s. th e break line to th e brake.
3_____ Drum brakes are located o u tsid e o f a c a r’s B T h e _____________________________ m ade it
w heels. easier to s lo w th e ca r d ow n.
16
O M a tch th e w ords or phrases 0 Listen again and c o m p le te the conversation.
(1-7) w ith th e definitions (A-G).
1 __caliper Mechanic 1: Well, th e o w n er o f th is car th in k s th a t there is
som e th ing w rong w ith 1 ___________________
2 __brake line
Mechanic 2: Like w hat?
3 __d isc brake
Mechanic 1: H e’s n ot sure. So, l’m ch ecking th e 2 ________
4 __drum brake
5 __brake system
Mechanic 2: Hey, 3 _to loo k at the places w here
6 __parking brake th e brake lines m eet th e brakes them selves.
7 __m aster cylin de r
Mechanic 1 : D on’t worry, I w o n ’t forget. So, w h a t are you 4 _____
________________ ?
A a typ e of brake th a t stops cars by
pressing brake shoes on a drum Mechanic 2: Som e brake shoes. For som e reason, th is c a r’s
5 _________________ also w o n ’t engage.
B a device th a t h olds and presses
brake pads aga inst a ro tor Mechanic 1 : Hm m . It m ig h t be 6 _________________ or th e drum
C a ty p e o f brake th a t uses brake itself too.
pads and ro tors to s to p a car
D a device used to prevent cars
fro m a ccid e n ta lly m oving S p e a k in g
E any com bination o f m oving parts
used to slow dow n a vehicle
0W ith a partner, a ct out th e roles below based on Task 7.
Then, sw itch roles.
F th e co n ta in e r in w h ich a hydraulic
b ra k e ’s brake fluid is stored USE LA N G U A G E S U C H AS:
G a pipe or hose th a t brake fluid W hat are y o u ...? T
flo w s through
D o n ’t fo rg e t t o ...
D o n ’t w o rry ,...
0 Listen and read the ad
again. W here do hydraulic
b rake system s store th eir
b rake fluid?

Listening
0 U Listen to a conversation
b e tw e e n tw o m echanics.
C hoose the co rre ct answ ers.
1 W h at are th e speakers m ainly
ta lkin g about? W riting
A w ays to repair certain brakes
0Use th e ad and th e conversation from Task 8 to fill out
B w hy drum brake usage is fading th e c a r repair invoice.
C how hydra ulic brakes w o rk
D the w ork needed on tw o cars Westville Autos / - / Vehicle Repair Invoice
2 W hat prevented th e d isc brakes P ro b le m :_________
from w o rkin g ?
Service P erform ed:
A The ca lipe r w a s ja m m e d .
Parts R eplaced: _
B The hydraulics were detached. Total C o s t:_______
C The brake pad w as loose
D The brake fluid w ould not ftow.
 D e f ia n t
S í EERING SYSTEM
The D efiant fe a tu re s a ra c k -a n d -p in io n
steering system . The steering w heel co n n e cts to a
c o lu m n ca lled a s tee rin g shaft. The s h a ft’s o th e r end
c o n n e cts to a gear-shaped pinion. W hen th e steering w heel
turns, the pinion does to o . The p in io n ’s teeth fit into th o se o f a long
4% 0 M
rod ca lled a rack. Thus, w hen th e p inion ro tate s, th e ra ck m oves
rig h t or left.

Empire
Automobiles
Tie rods c o n n e ct the
ra c k ’s ends to control
arm s. The inner tie rod
co n n e cts to th e rack. The
outer tie rod co n n e cts to the
control arm s. As th e rack
m oves, th e co n tro l arm s
tu rn. Then, a spindle
a tta ch e d to the
control arm tu rns
th e w heels.
The Defiant also
features a p ow er
steering system . As
such, the D efiant’s rack
has a pistón th a t co nn e cts to a
p ow er steering pum p. This
pum p supplies high-
pressure fluid to either
side o f the pistón. This
allow s it to help the
driver turn the
car.

V o cab u lary
0 M a tch th e w ords or phrases (1-7) w ith th e
definitions (A-G).
G e t ready! 1 __rotate __inner tie rod
0 B efore you read the passage, ta lk about 2 __pinion __steering shaft
th es e questions. 3 __co ntro l arm __p ow er steering pum p
1 W hat is a rack and pinion. and h ow does it w ork? 4 __o u te r tie rod
2 W hat is p o w e r steering? a m etal rod th a t co n n e cts to w heels and tu rn s
them
a m etal rod th a t co n n e cts a steering box to a
R eading steering co lum n
0 Read the w e b p a g e . Then, m ark the following to tu m around a ce nter p oin t or axis
statem ents as true (T) or false (F). a p iv o t th a t co n n e cts a control arm to a steering
1 __The steering shaft is co n n e cte d d ire ctly to m echan tsm
the rack. a g e a r w ith teeth th a t fit into th o se o f a rack
2 __The pinion m oves th e rack rig h t or left by a p v o t th a t co n n e cts an outer tie rod to a
rotating. steering m echan ism
3 __The pow er steering system uses fluid to m ove a device th a t applies pressurized flu id to a
the pinion. steering system
O R ead th e sen ten ce pairs. C ho ose w h ic h w o rd or phrase S p e a k in g
best fits each blank. 0 With a partner, act out the
1 rac k / spindle roles below based on Task 7.
Then, switch roles.
A The hub and w heel bearings w ere m ounted on th e

B The pinion m oved t h e ______________________ right and left

as it rotated.

2 steering system / p o w er system

A The car used a rack-and-pinion s ty le d ______________________
B T h e ______________________ assisted th e driver in turning
th e w heels.

0 Q Listen and read the w e b p a g e again. W h at do the

s y stem ’s tie rods con n ect to?

Listening
0 $ Listen to a conversation b e tw e e n a salesperson and
a custom er. C ho ose th e co rre ct answ ers.
1 W h at are th e speakers m ainly ta lkin g about?
A th e typ e s o f steering System s cars have
B w h y a ca r has a certain steering system
C h o w a c a r’s steering system w o rks
D a co m p a riso n betw een tw o steering System s
W riting
2 W hich o f th e fo llo w in g d oe s th e m an n ot kn o w m uch about?
A gear-based steering system s
0U se the w e b p a g e and the
conversation from Task 8 to fill
B vehicle steering shafts ou t th e pam phlet on a c a r’s
C rack and pinion system s steering system .
D p o w e r steering system s

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

' EA DEFIANT
a SIEEM NG S Y S IiM S
C u stom er: Yeah. A pinion is basically a gear a t th e end o f
th e 1 right? c ^
What kind of steering system does the
Defia nt have?
S alesperson: 2 ___
C ustom er: A nd its teeth fit into teeth on th e rack. The rack
m oves w hen th e 3 ________________.
How does the steering system work?
S alesperson: Yeah, th a t’s how th a t kind o f steering system w orks.
This m odel also has 4 _______________ . ^ -------------------------------------------------------------
C ustom er: I’m not fa m iliar w ith that. H ow does it w ork?
What is power steering and how does it
Salesperson: W ell, th e ca r has a p o w e r ste e rin g p um p . It p um p s
í work?
pressu rize d flu id to p art o f th e rack. T h is pushes a
pistón 5 __________________________ either left or right.
C u stom er: Ah, so it m akes th e ca r 6 __________________________ 4

19
*
 Safety Features
G e t ready!
O B efore you read th e passage, talk
ab o u t th ese questions.
1 W h at is th e d ifference betw een curtain
and side to rs o airbags?
The D elta 5900 uses a
c ru m p le zone to a bso rb th e im p a ct o f
collisions. It also features m últip le SRSs.
The fro n t and passenger seats have fro n t
d u a l-s ta g e airbags. They also have side
to rso a irb ag s to cu shion p assengers
fro m th e sides. B ut th a t’s n ot a ll—every
side w in d o w features a curtain airbag.
A ir b ag s are n ot th e o n ly re stra in t
fe a tu re , th o u g h . The D elta 5900 also
ías 3 -p o in t s e a t belts on every seat.
Additionally, each b ack seat features a
LATCH system w ith te th e r anchors.
T hese m ake it easy to sa fe ly install
and rem ove m ost child seats.
M any o f th e Delta 5 90 0 ’s safety
features p ro te c t passengers in a
collision. However, th e Delta 5900
also has features th a t prevent
collisions. The c a r’s DR Ls will
increase its consp icu o usn e ss
during the day. Plus, the ABS and
EBD system help prevent loss of
control.
V isit y o u r local Delta dealership
to find o ut more.
R eading
Q Read th e ad. Then, m ark the following
statem ents as true (T) or false (F).
__Each seat ¡n th e ca r has d ua l-stag e airbags.
__There are 3 -p o in t seat belts on each o f th e
c a r’s seats.
__The ca r has tw o syste m s th a t help th e driver
brake correctly.
V o cab u lary
© M a tch the w ords or phrases (1 -8) w ith the
definitions (A-H).
SRS 5 __te th e r a nch o r
DRL 6 __3 -p o in t seat belt
ABS 7 __side to rs o airbag
cru m p le zone 8 __d ua l-stag e airbag
A an area o f a ca r th a t co llap se s in a s p e cific w ay
to abso rb an im p a ct
B an ¡nflatable safety device th a t can a dju st its
inflation level
C a ca r light th a t tu rn s on w henever th e ca r is
m oving
D a strap-based restraint th a t crosses the w earer’s
lap and chest
E a restraint system in a vehicle th a t is used
alo n gside ano th e r one
F p art o f a LATCH system th a t a te th e r can attach
to securely
G a system th a t p rovide s b e tte r tra ctio n when
roads are slip pe ry
H a device th a t p rovide s a cushion betw een a
passenger and a d o o r
O R ead th e sen ten ce pairs. C hoose w hich
w ord or phrase best fits each blank.
1 LATCH / EBD
A The w om an used t h e ____________________
system to install th e ch ild seat.
B T h e _____________________ _ a llo w e d the
d rive r to m aintain co ntro l o f th e car.
2 curtain airbag / collision
A There w as a h e a d -o n ____________________
on th e freew ay th is m orning.
B T h e ______________________ ke pt th e m a n ’s
head from h itting th e w indow .
0 Listen and read the ad again. W here are S p eakin g
th e c a r’s side torso airbags located?
0 With a partner, act out the roles below
based on Task 7. Then, switch roles.
Listening USE LA N G U A G E S U C H AS:
0 U Listen to a conversation b e tw een a It also has a ... ▼
salesperson and a custom er. C hoose the
W hat is a ...?
c o r r e d answ ers.
T h at’s d isappointing.
1 W h at are th e speakers m ainly ta lkin g about?
A w h a t a c a r’s safety features are
B how a c a r’s safety features w o rk S tu d e n t A: You are a c u sto m e r at a car
C w h y a ca r has certain safety features dealership. Talk to S tu d en t B about:
D how to use a c a r’s safety features • w hat safety features a car has
• w h a t one o f th e sa fe ty features does
2 W hich safety features d oe s th e m an need?
• w h a t sa fe ty feature you are looking fo r
A d aytim e running lights
B d ua l-stag e airbags
S tu d e n t B You are a ca r salesperson. Talk to
C a LATCH System
S tu d en t A a b o u t a c a r’s safety features.
D a crum p le zone

0 Listen again and c o m p lete the

conversation. W riting
0 U se th e ad and the conversation from
C ustom er: Okay. First, w h a t safety features Task 8 to fill out th e c u s to m e r fe e d b a c k
does th e FTL 2950 have? form .
S alesperson: It has an a n tl-lo c k braking system ,
1 ________- _________________ ,
a crum p le zone, and 3 -p o in t seat belts
on all seats. Oh, and it also has DRLs.
CENTENNIAL
C ustom er: W hat 2 _________________ ? AUTO SALES
Salesperson: D aytim e running lights. They m ake it
3 __________________________ fo r
/ CUSTOMER FEEDBACK FORM \
p eople to see th e ca r during th e day. What did you purchase?
C ustom er: Oh, I kn ow w h a t y o u ’re ta lkin g about.
Um , does th e ca r have 4 ________
_________________ fo r child seats?
Salesperson: No, it d o e s n ’t.
Did you get help from an employee? Y / N
C ustom er: _____________. I like th e o th er
5 ____________
□ □
safety features, b ut I need a ca r w ith
te th e r anchors. Was he or sbe heipful? tf so, please explain.
S alesperson: W ell, th e 3260 m odel has 6 ________
_________________ features as the
2950, as w ell as a LATCH system .
Can I sh o w it to you?

21
 O B efore you read th e passage,
ta lk about th ese questions.
1 W hat ¡s a co rp o ra te group, and
h o w is it organlzed?
2 W h at ¡s a brand, and w h a t
¡s Its purpose?

C hallenger G roup, a group o f not ¡nterfere w ith its subsidiarles.

Nlajor Auto Manufacturing auto m anufacturers, contlnued
expanding today. The com p a ny
The group currently holds stakes
in fourteen autom akers. All

Group Continúes to Expand acquired a controlling stak e in

Blue Sky M otors as sm all
autom aker.
Sam Roberts, C hallenger G roup’s
presldent, says ¡t w lll not affect
Blue S ky’s m anagem ent. “We want
to help them develop recognition
o f their brand,” said Roberts.
Blue S ky M otors ow n s three
faetones ¡n C añada and Russla.
They speclalize in solar pow ered
cars. C hallenger G roup m ay be
¡nterested in this technology.
C hallenger G roup generally does
fourteen com panies are successful
under C hallenger Group.
“ We are happy to have C hallenger
G roup as o ur parent co m p an y,”
said Tim G reco, Blue S k y ’s CEO.
w e are currently w o rkin g on
starting a jo int venture w ith
Defiant M otors.”
The grou p acquired m any o f its
shares from N eptune M otor
G roup. The tw o com panies
co m b ine d in a m erg er last year.
The grou p m ay acqulre six m ore
autom akers next year.

V o cab u lary
0 M a tch th e w ords or phrases (1-8) w ith th e
d e fin itio n s (A -H ).

1 __hold 5 __a utom a ker

2 __share 6 __subsldla ry
3 __group 7 __recognition
4 __acqulre 8 __co ntro llin g stake

A an o rg a n iza ro n o f several co m p a n le s ow n ed by
a single co m p a n y
B a co m p a n y th a t ¡s c o m p le te ly co n tro lle d by
R eading ano th e r co m p a n y
0 Read th e article. Then, m ark the following C th e a b ility to ide n tify som e th ing based on
statem ents as true (T) or false (F). previous kn ow le d ge
D to b uy o r obtain som e th ing in a no th e r w ay
1 __The g ro u p acquired th e co ntro llin g stake in
Biue S ky M o to rs today. E to have or possess som ething
2 _ C hallenger G roup often d ls tu rb s th e F o w n ersh ip o f th e m ajo rity o f a co m p a n y
m anagem ent o f subsidiarles. G a co m p a n y th a t m anufactures autom o biles
3 __C hallenger G roup and D efiant M otors H an equal part o f a co m p a n y th a t a person or
m erged last year. grou p can buy
O Read th e se n te n c e pairs. C hoose w hich 0 $ Listen again and c o m p lete the
w ord or phrase best fits each blank. conversation.
1 m anufacturer / parent com pany
Em ployee: You m ean 1 _________________
A T h e ________________________________ m akes
th e o th e r co m p a n y held, right?
decisions for all o f its subsidiarles.
O w ner: Precisely. Anyway, our 2 _______
B T h e ___________________________ specialized
________ will have access 3 ____
in creating organic p rod ucís.

2 jo in t venture / m erg er Em ployee: Oh, so w e ’ll be able to sell th e m at our

A The tw o co m p a nie s team ed up fo r a w hile to
c o n d u c t a ___________________________ .
B The tw o firm s united in the
___________________________ to fo rm one
large com pany.
3 brand / stake
A The co m p a n y has a tw e n ty percent
_________________________ in the TV channel.
B The c o m p a n y used ads to p rom o te th e ir
0 í i Listen and read th e a rticle again.
A ccording to th eir president, w h a t does
C h allen g er G roup w a n t to help Blue Sky
do?
dealership.
O w ner: M aybe. We could certainly benefit from
4 _________________ o f th e ir ñam es.
Em ployee: Do you think that this merger will 5 ____
________________ in the com pany?
O w ner: Perhaps. 6 _________________ m ay be
w o rth m ore now.
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.
O u r p a re n t co m p a n y w ill...
So w e ’ll be able to ... / D o yo u th in k ... ?

Listening
0 í i Listen to a conversation b e tw een a
dealership o w n e r and an em ployee. Choose
th e co rre ct answ ers.
1 W h at are th e speakers m ainly ta lkin g about?
A h ow to sell th e ir b ran ds b e tte r
B h ow to a cquire shares in a co m p a ny
C how a m erger will affect them
D h ow th e ir parent co m p a n y is organized

2 W hich o f th e fo llo w in g does th e w om an w ant?

A m ore shares in her c o m p a n y ’s parent
co m p a ny
B th e ability to sell ano th e r c o m p a n y ’s brands
C a new w a y to d evelop re co g nitio n o f her
co m p a ny
D a merger between her com pany and another
W riting
0 U se the article and the conversation from
Task 8 to fill out the c o m p lete th e m em o.
To: All dealers' p eme : ~
From : June MerdeSsobn.. Vanager
Re: Merger
Recently, o u company announced that it is merging
with another automaker.________________________

Let me know if you have any questions,

June 23
 show room G e t ready!
O B efore you read th e passage, ta lk about
th es e questions.
1 W hat co m p o n e n ts generally m ake up a
d e a le rsh ip ’s Service fa cility?
2 In w hat w ays are a ca r d e a le rsh ip ’s lot and
sh ow roo m different?

R e ad in g
© R ead th e ad. Then, c o m p lete th e table.

D eaiership d e p a rtm e n t Services p erfo rm ed

í ]
Provides loans fo r
1
custom ers to purchase
cars

2
Parts Desk

3 Repalrs dam age

to cars

m echanic shop refreshm ents V o c a b u la ry

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

BANK

deaiership financing office lobby lot

Southeastern Defiant Motors m ech an ic shop parts d esk refreshm ents
is your source for LOW PRICES
. sold cars from
W e are th e largest D eflant M o to rs deaiership ¡n the
a s p e cific m an u fa ctu re r overseas.
province. We have o ver 700 cars on o u r lot. C om e
In to d a y and have som e refreshm en ts as you look 2 The w om an to o k her ca r to the
arou nd o ur s h o w ro o m . O ur h elpful s ta ff w ill m eet to have its engine
you right as you enter the lobby. O nce you fin d a car, repaired.
visit o ur financing office. They will set you up w ith 3 A fte r se lecting his car, th e man app lie d fo r a
a low interest loan. loan a t t h e ___________________
O f course, our Service does not end w hen you buy 4 There w ere o ver 200 cars on th e s to re ’s
yo ur car. We also have a full Service fa cility w ith a
m ech an ic shop and body shop. We can repair any 5 The sales staff s e rv e d .
d am age th a t h appens to y o u r car. Do you prefer to to all o f th e ir custom ers.
repair y o u r car yourself? O ur parts desk can provide
6 The m an p icke d up a new m uffler at the
you w ith any p art you need. If w e do n ot have it in
o u r s to c k ro o m . w e will o rde r it fo r you. We will even
have ¡t sh ip pe d to you overnlght. 7 The . w as loca te d at
th e fro n t entrance to th e bullding.

Visit Southwestern Defiant Motors todayi

i
0 R ead th e sen ten ce pairs. C hoose w hich w ord or phrase S p eakin g
best fits each blank. 0 With a partner, act out the
1 s tockroom / Service facility roles below based on Task 7.
Then, switch roles.
A The dealership had a fu ll_________________ . fo r repairing
cars.
U S E LA N G U A G E S U C H AS:
B The d ealership kept its spare parts in t h e .
Can I help yo u ...?
2 body shop / show room C o u ld y o u te ll m e ... ?
A The dealership’s cars were on display in the _ Go to ... To the le f t ...
B The m an w e n t to the to have his c a r’s
b um p e r replaced.

0 $ Listen and read the ad again. W hen will th e parts

desk o rder a part fo r a custom er?

Listening
0 $ Listen to a conversation b e tw een a g re e te r and a
custom er. C hoose th e c o rre c t answ ers.
1 W h at are th e speakers m ainly ta lkin g about?
A w h a t th e d ealership has in its sh ow roo m
B w here p art o f the d ealership is located
C h o w large th e d e a le rsh ip ’s b o d y sh op is
D w h a t ca r p arts the m an is looking fo r

2 W hich o f th e fo llo w in g is clo se st to th e d e a le rsh ip ’s lobby?

A th e s to ckro o m C th e fin an cin g o ffice
B th e sh ow roo m D th e b o d y shop W riting
0 Use the ad and the conversation
from Task 8 to fill out the
0 U Listen again and co m p le te th e conversation.
cu sto m er fe e d b a c k form .

G reeter: Sure. W e’re currently in 1 _____________ . The f

sh ow roo m is behind m e. Go to th e b ack and
y o u ’ll reach th e 2 _________________ . To th e left there is
a hallw ay 3 __________________________ . G rab
som e th ing to d rin k w h ile y o u ’re there. £ £ £ £ , iFeedback Fonn
C ustom er: Okay. Is 4 _ _down th e hallway? Southeastem Defiant
G reeter: Yes, it is. The b o d y sh op is at th e beginning o f the
hallway. The parts d e sk is rig h t behind it.
C ustom er: So, it’s dow n the hallway, after 5 _________________

G reeter: T h a t’s right. B ut if you reach 6 ____

y o u ’ve gone to o far.
C ustom er: All right. W ell, th a nks fo r yo ur help. heo ,sMhe1Ptul?«so,pWsee».pWn.
Vías
Get ready!
O B efore you read th e passage, ta lk about
th es e questions.
1 W hat p o sitio n s at a d ealership help
m aintain cars, and w h a t do th e y do?
2 W hat so rts o f people at a car
d ealership handle co n tra cts?
Delta A u to Sales is
looklng fo r an
e xperienced salesm an.
Ideal ca n d id a te s w ill be
m otiva te d and o utgo ing .
S om eone w lth five to
ten years o f experlence
w ill be preferred. Join
o ur sales staff today!
Cali (555) 348 - 4590.
A cc o u n ta n t w anted.
S uper Used Cars is
looking fo r som eone
w ith experlence
m anaging financial
accou nts. Thls position
w ill w o rk d ire ctly w ith
the ch ie f financial
officer and the
m anager. Fax yo ur
résum é to (555) 837-
6299.
- HELP WANTED
r E a person w h o m aintalns and repairs cars
N ew W orld N eptune
D ealership is hiring. NW ND
has ope n in g s fo r lot porters,
detailers, w ashers, and a
receptionist. The
m aintenance p osition s will
re po rt to o u r c h ie f m echanic.
The re ce p tio n ist will re po rt to
th e m anager. A p p ly in person
on Ju ly 3rd. We w ill be
holding a jo b fa ir at our
dealership on 2nd Avenue
and C entral Street.
Burrsvllle D efiant M otors is
loo kin g fo r skilled
professionals. We need an
e xperienced title c lerk and
w a rra n ty a d m in is tra to r to
join o ur team . We o ffe r a
c o m p e titive ben e fits package.
Send y o u r résum é to
hr@ burrsvilledefiant.com
today!
© Read th e jo b ads. Then, m ark the following
statem ents as true (T) or false (F).
1 __Delta A u to Sales w a n ts a salesm an w lth at
least ten years o f experience.
2 __S uper Used C ars is looking to hire an
e xperienced accou ntan t.
3 __M ost o f th e open p osition s at N ew W orld
N eptune report to th e manager.
Vocabulary
© M a tch th e w ords or phrases (1 -6) w ith the
definitions (A-F).
1 __w asher sales staff
2 __m anager w a rran ty
3 __m echanic a d m in istra to r
4 _ title clerk
A a person w h o organizes a business and tells
others w h a t to do
B th e p eople at a business w ho sell p ro d u cís
C a person w h o creates c o n tra c ts th a t tra nsfer
o w n ersh lp o f prop erty
D a person w h o w ashes cars
F a person w h o w o rks w ith a b usine ss’s
w arranties
© R ead th e sentence pairs. C hoose w hich
w ord or phrase best fits each blank.
1 salesm an / a cc o u n ta n t
A T h e _________________ balanced th e
c o m p a n y ’s fin an ces yesterday.
B T h e ______________________ co n vince d fo u r
p eople to buy cars today.
2 d etailer / receptionist
A M any people called ¡n, so t h e _____________
w as busy all day.
B T h e _____________ m eticu lou sly cleaned the
c a r’s seats.
3 lot p o rter / financial o fficer
A T h e _____________________ .o rga n ize d
and m alntalned th e c o m p a n y ’s cars.
B The c o m p a n y ’s ____________________
d ecide d h ow to d is trib u te funds.
0 Q Listen and read the jo b ads again. W hat S p eakin g
positions is Burrsville D efiant M o tors
looking to fill?
0 With a partner, act out the roles below
based on Task 7. Then, switch roles.

Listening USE L A N G U A G E S U C H AS:

0 $ Listen to a conversation b e tw een an C o u ld yo u d escribe y o u r p reviou s

interview er and a job applican t. C hoose the experience?
c o rre c t answ ers. Well, l ’m ... / D o yo u have a n y ...?

1 W h at are th e speakers m ainly ta lkin g about?

A th e experience required fo r a jo b
B p rojects th e m an has w o rke d on
C th e c o m p a n y ’s last financial officer
D a p osition s n on -m an a ge m en t d uties

2 W hich o f the follow ing does the position report to?

A th e w a rran ty a dm inistra to r
B th e title clerk
C th e m anager
D th e a cco u n ta n t

0 í» Listen again and co m p le te the W riting

conversation.
0 Use th e jo b ads and th e conversation from
Task 8 to fill out th e jo b application.
Interview er: Indeed. So, w h a t do you th in k
m akes you fit to be 1 ________
9
A pplicant: W ell, I am very g o o d w ith num b ers and
I excel at m ultitasking.
Interview er: C ould you d e scrib e y o u r 2 ________
______ ?
Applicant: Sure. I w as 3 ________ fo r
tw elve years, and I w a s the financial
o fficer at m y last com pany.
Interview er: I see. Do you have any m anagem ent
experience?
Applicant: Yes, I do. 4 _________________four people Ñame:
at m y last job. If you d o n ’t m ind me
asking, how m any people does this
position oversee?
Interview er: This position oversees three accountants,
as w ell as 5 __________________________
Retevant
and a w a rran ty adm inistrator.
A pplicant: T h a t’s interesting. And w h o does th is
position re po rt to?
Interview er: This p osition answ ers to the 6 ________ Previous

27
 13 Salary and Incentives
G e t ready!
0 B efore you read th e passage,
ta lk ab o u t th ese questions.
1 W hat are th e different typ e s o í
com m issio n s th a t a car salesm an
can earn?
2 H ow ¡s a percentage co m m issio n
on a ca r sale ca lculated?
Empioyee Manual
4/16
Pavment
W e pay em ployees biweekly, by check or
d ire ct d ep o sit. Paym ent to non-sales
sta ff w ill be based on the base pay o f
th e ir salary. Sales staff will be pald
based on com m issions. We believe th a t
co m m issio n s are a goo d w a y o f creating
incentives fo r salespeople.
W e w ill c o m p é n s a te sales s ta ff by
s tra ig h t c o m m issio n . T his m eans th a t
th e ir pay w ill be b ased e n tire ly on
c o m m is s io n s. T h ou g h w e used a fía t
sales com m ission system previously, w e
w ill n ow use a p e rc e n tag e com m ission.
Sales s ta ff m ay speak to th e ir m anagers
to d iscu ss OTE.
C o m m is s io n s w ill be c a lc u la te d as a
p e rc e n ta g e o f th e fro n t end o f sales.
T his is a v e h ic le ’s sales p rice m inus its
involee c o s t and its pack. W hen w e sell
vehicles below invoice, the sales person
w ill earn a m ini. This is a g ua ran te e d
com m issio n .
E xce p tio n a l e m p lo ye e s m ay receive a
bonus at th e end o f th e year.
R eading
0 Read the em p io yee m anual excerp t. Then, m ark the
following statem ents as true (T) or false (F).
1 __N on-sales s ta ff earn a salary th a t is not based on
co m m issio n s.
2 __The b usiness co m p e nsa te s sales s ta ff w lth fíat rate
co m m issio n s.
3 __The b usiness will no longer g ran t e n d -o f-y e a r bonuses.
V o cab u lary
0 M a tch th e w o rd s or phrases (1-7) w ith th e definitions
(A-G).
1 __pack 5 __stra ig h t co m m issio n
2 __m ini 6 __fíat sales co m m issio n
3 _ OTE 7 __percentage com m ission
4 __ base pay
A a paym ent m ethod in w hich som eone is only paid in com m issions
B a c o m m is s io n th a t is b ased on a p erce ntag e o f th e valúes o f
sales
C a co m m issio n fo r selling a car at less than its invo ice co st
D th e a m o u nt o f m oney som eone m akes w lth o u t add ltio n al
paym ents
E a co m m issio n th a t is n ot based on th e valúes o f sales
F p art o f a c a r’s sales price th a t co vers th e c a r’s overhead
G th e m oney a sales s ta ff m ake w hen th e y reach th e ir ta rge t sales
0 R ead the sen ten ce pairs. C hoose w hich w ord or phrase
best fits each blank.
1 bonus / com m ission
A The salesm an received a . _fo r selling th e car.
B A t th e end o f th e year, th e m anager aw arded everyone a
incentive / fro n t end
A The salesm an received th irty percent o f th e .
on his sales.
B The c o m p a n y »jsed co m m issio n s as a(n) _
fo r hard w ork.
salary / percen tag e
A The m a n ’s . ¡ncreased w hen he started
the new job .
B The salesm an's com m ission is based on a .
o f each sale.
0 Listen and read the em ployee m anual S p eakin g
excerpt again. W hat does the business
calcúlate its sales staff’s com m issions as?
0 With a partner, act out the roles below
based on Task 7. Then, switch roles.

Listening USE LANGUAGE SUCH AS:

1 s o ld a ... ▼
0 $ Listen to a conversation b e tw een a
m a n a g e r and a salesm an. C hoose the The t o t a l... c o m e s to ...
co rre ct answ ers. M y p e rc e n ta g e w o u ld b e ...

1 W hat are th e speakers m ainly talking a bo u t?

A h o w the m an su cce ssfu lly sells cars
S tu d e n t A: You are a m anager. Talk to
B w h a t d eterm ine s a c a r’s sales price
S tu d en t B about:
C h ow a v e h icle ’s p ack is ca lculated
• tw o sales th a t he or she m ade
D w h a t the m an m ade in co m m issio n s
• th e co m m isslo n he or she m ade on a sale
2 W hich o f the fo llo w in g can be inferred a b o u t the • w h y he or she received a m ini fo r th e o th e r
m an? sale
A M ost o f th e cars he sells are sold b elo w th e ir
invoice price. S tu d e n t B: You are a salesm an. Talk to S tu d en t A
B He earns th irty p ercent o f th e fro n t end o f a b o u t th e co m m isslo n you m ade on tw o sales.
cars he sells.
C He rarely sells m ore than one vehlcle a day.
D He usually earns less than $400 on th e car
sales he m akes.
W riting
0 Listen again and c o m p lete the
0 U se th e em ployee m anual e x ce rp t and the
conversation from Task 8 to fill out the
conversation. sales com m ission form .

Salesm an: Sure. Is th is to 1 _______________

______ ? C
M anager: Yes, ¡t is. Anyway, you 2 _________________
________ today, right?
Salesm an: Yeah, th a t’s right. I sold an SUV and a
m inivan.
M anager: L e t’s see. The SUV sold fo r $25,000. Its
Commission Form
invoice c o s í w as $21,000. Ñame:
Salesm an: S o o u r 3 __________________________ w as
$4,000?
Sales price of t
M anager: N ot quite. We have to 4 _________________
________ as w ell. So th e to ta l fro n t end
Total front i
com e s to $ 3,500.
Salesm an: A nd 5 _________________ w o u ld be th irty
p ercent o f th a t, so I earned a
co m m issio n o f $1,050.
M anager: T h a t’s co rre ct. G ood job . The m inivan
sold fo r b elo w invoice though.
Salesm an: Does th a t m ean th a t 16 _________________
?
 1 4 Advertising
j|5 Q [g g jy |j

To: ‘Dealership employees

G e t ready! From: i sena@ceresmotorsnewcrest.com
0 B efore you read th e passage, ta lk Date: April 8
ab o u t th ese questions. Subject: Upcoming advertisements

1 W hat are th e various w ays a car Helio everyone,

d ealership can advertise a sale? I just w anted to let you all know about our upcom ing advertising
2 W hat can a d ealership use efforts. We are currently developing an ad cam paign featuring
to a ttra c t p eople to som e cool new com m ercials fo r various m edia. They should
a sale? appear during prim e tim e televisión and radio broadcasts. We
are also developing a m atching series o f a dvertisem ents fo r
local m agazines. We hope to capture quite a lot o f attention
w ith these ads.
In addition to the advertisem ents, w e will be running a num ber
-jJ B u r.w iW M W of prom otions. We will have at least tw o sales per m onth from
now until October. These are going to be big events, w ith a lot
iS Ü S H ^ ls l of on-site entertainm ent. These will have big contests and cool
give-aw ays. People will be able to win a brand new car. We will
even have balloons and an in flatable b o u n cy castle fo r the
kids. We will send flyers advertising o ur sales to previous
custom ers. We will also send them out in newspapers.
Let m e know if you have any questions or suggestions.
Thanks,
Ichiro Sena,
Branch M anager

V o cab u lary
0 M a tch th e w ords or phrases (1-8) w ith th e
definitions (A-H).
1 __m edia m agazine
2 __o n -site g ive -aw ay
3 __ balloon co m m ercial
4 __inflatable a dve rtisem e nt

every m eans o f m ass c o m m u n ica tio n to be

co nside re d as a group
ca pa b le o f being filled w ith air
á /J W U M .L l
a free p ro d u c t th a t co m p a nie s give o ut to m ake
R eading p eople b uy p ro d u cís
0 Read th e em ail. Then, m ark the following a p rom o tion designed to sell a p ro d u c t to
statem ents as true (T) or false (F). p eo p le w tio see it
E a th - . regularly pub lish ed b o o k w ith ads and
1 __The d ealership will b ro a d ca st com m e rcia ls
articles
on te levisión and radio.
F o ccu rrin g or located at a given place
2 __The dealership is going to have one sale
each m onth until O ctober. G a ru bb er bag th a t is filled w ith air and used as a
to y o r deco ratio n
3 __The dealership plans to hand out flyers to
people on the Street. H an ad th a t is b roa dca st on radio or televisión
30
O Fill in the blanks w ith the correct w ords or phrases below: S p eakin g
a tte n tio n , c a m p a ig n , c o n te s t, p ro m o tio n , sa le , te le v is ió n .
0 W ith a partner, a c t out the
1 The m an sa w th e co m m e rcia l w hile he w a s w a tch ing roles b elo w based on Task 7.
Then, sw itch roles.
2 The sales team decided to launch the new a d ___
USE LA N G U A G E S U C H AS:
at th e end o f April.
3 A custom er w on a new car as a prize ¡n a (n)_____ We s h o u ld ...

4 The co m m ercial a ttra cte d a lo t o f ______________ .to the T h at’s a g o o d idea.

dealershlp. That so unds like a plan.
5 We cu t the pnces of our cars fo r a (n)_________________ .o v e r
th e holiday.
S tu d e n t A: You are an o w n e r of
6 Hopefully, w e w ill gain a lot o f a tte n tion w ith th is new a ca r dealership. Talk to
S tu d e n t B about:
• the d e a le rsh ip ’s advertising
0 0 Listen and read the em ail again. W h at will the efforts
d e a lers h ip ’s sales have fo r kids? • how w ell d lfferent
adve rtisem e nts are doing

Listening • w a ys to a ttra c t m ore people

to th e dealershlp
0 0 Listen to a conversaron betw een an ow ner and a
m anager of a car dealership. Choose the correct
answ ers. S tu d e n t B: You are a m anager o f
a ca r dealership. Talk to
1 W hat are th e speakers m ainly talking about? S tu d en t A a b o u t advertising.
A th e d eve lo p m en t o f a televisión co m m ercial
B how th e lr a dvertlsing e ffo rts are w o rkln g
C w h y som e radio co m m e rcla ls are effectlve W riting
D new w a ys o f a dvertising th e ir dealershlp 0 U se the em ail and the
conversation from Task 8 to fill
2 W hich o f th e fo llo w ln g does th e m an w a n t to decrease
out the em ail to an ad ageney.
th e n um b er of?
A c o n te sts B co m m e rcia ls C sales D flyers
To: cooper@easternvilleads.com
From:g_hammond@supercarseasternv¡lle.com
0 © Listen again and c o m p lete th e conversation.
Subject: New Ads

M an ager: W henever w e m ake a 1 ________ , w e ask our Dear Mr. Cooper,

cu sto m e rs w here th e y heard a b o u t us. B ased on so m e re sp o nse s fro m
O w ner: Oh, th a t’s clever. And w h a t d o th e y say? cu stom e rs, w e w o u ld like to change our
M an ager: Well, m ost o f th e m hear or see o ur televisión and advertising ca m p a ig n a bit.

O w ner: W hich parts o f o u r cam paign are not doing w ell?

M an ager: 3 _________________ - those attract alm ost no custom ers.
O w ner: We sh ould c u t b ack on those. I w o n d e r if having m ore
sales w o u ld get us 4 _________________ .
M an ager: M aybe. I th in k w e sho J e give a ca r o r tw o aw ay
 • Talk to th e sales s ta ff a b o u t h o w th e y sell
cars. D iscuss and b rainstorm p ossible
im p ro ve m e nts and new ideas.
• R e p o rt sales s ta tis tic s to m a n u fa ctu re r
h e a d qu a rters. S p e c ify th e a m o u n t o f cars
w e retail p er m onth.
• Talk to th e lo t p o rte r a b o u t maintenance o f
cars on th e lot. M ake sure the w ashers
wash and polish th e m frequently.
• C o n d u c t m eeting w ith Service ce nter
G e t ready! d ep a rtm en t. Talk a b o u t w h a t th e y repair
O B efore you read th e passage, ta lk about m ost o fte n and h o w to im prove pricing.
th es e questions. • Display th e new fle et o f vehicles th a t
arrived yesterday. R otate oíd ve hicles o ut
1 W hat so rts o f a ctivitie s do ca r sa lespeople do o f th e sh ow roo m and o n to th e lot.
on a typ ica l day? • Talk to fin an cln g o ffice a b o u t h o w th e y
2 W hat so rts o f a ctivitie s usually o c c u r in a perform c re d it approval. We need to
d e a le rsh ip ’s Service fa cility? im prove th e tim e it ta ke s to approve or
deny credit.
• Ensure th a t sales te a m issues tifies and
R eading
te m p o ra ry registrations correctly. We had
© Read th e m a n a g e r’s list of things to do. to o m any errors last m onth.
Then, m ark the following statem ents as • Greet new cu sto m e rs w henever I have a
true (T) or false (F). free m om ent.

1 ________ The m anager w ill ta lk to the sales sta ff a bo u t

co m m isslo n rates.
© Read th e sen ten ce pairs. C hoose w hich
2 __The lot p orte r and th e m anager w ill d iscuss
w ord best fits each blank.
w hich cars to display.
3 __The m anager w a n ts to Im prove th e speed o f 1 sell / polish
th e c re d it approval process. A The sales s ta ff received a new sh lp m en t o f
cars t o __________________ .
V ocabu lary B The d e ta ile r’s jo b w as to
th e ca r until it shined.
© M atch th e w ords (1-5) w ith the definitions
(A-E). 2 wash / deny
1 __title 4 __ repair A The o ffice had t o __________________ the
m an c re d it because o f his history.
2 __greet 5 __approve
B The dealership had s o m e o n e ____________
3 __issue
and clean th e cars daily.
A to politely w e lco m e s o m e b o d y to a place
3 retail / display
B to officia lly a c c e p t som e th ing as sa tisfa cto ry
A T ne m anager w a n te d t o __________________
C a docum ent that proves ow nershlp o f som ething a banner a dvertising the sale.
D to fix som e th ing th a t ¡s dam aged o r broken B The dealer could o n ly __________________the
E to officia lly give som e th ing to so m eone else cars, n ot sell them fo r resale.
32
0 $ Listen and read the m a n a g e r’s list of things to do S p eakin g
again. W h at will th e m a n a g e r do w h e n e v e r he or she
has free tim e?
0 With a partner, act out the
roles below based on Task 7.
Then, switch roles.
Listening
USE LA N G U A G E S U C H AS:
0 ü Listen to a conversation b e tw e e n a m a n a g e r and an
assistant m an ag er of a c a r dealership. C hoose the I n e e d y o u t o ... ▼
c o rre c t answ ers. First, y o u s h o u ld ...

1 W h at are th e speakers m ainly ta lkin g about? Finally, w henever y o u c a n ,...

A w h a t various p e o p le ’s jo b s are at th e dealership

B how w ell th e w om an a cco m p lish e s tasks
C w hat a ctivitie s th e w om a n needs to do to d a y
D how th e d e a le rsh ip ’s a ctivitie s m ig h t change

2 W hy does th e w om a n need to ta lk to th e sales team ?

A to reorganize th e sh ow roo m
B to review co m m issio n figures
C to prevent errors in p ap e rw o rk
D to d iscu ss ca r a ppearances

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

M anager: First, I need you to reorganize th e

sh ow roo m . We have a new set o f O
1 __________________________ .
A ssistan t M anager: All right. I'll ask so m e o ne to m ove th e current
W riting
set im m ediately.
M anager: Then, you sh ou ld ta lk to th e lo t porters 0 Use the m anager’s list of things
2 _______________ o f th e cars on th e lot. to do and the conversation from
Task 8 to fill out the assistant
A ssistant M anager: Are w e having any p robtem s w ith th a t?
m anager’s schedule.
M anager: No. I ju s t need you to m ake su re th e y are
3 _________________________them .
A ssistan t M an ager: That so un d s easy enough. W h a t e s e r
M an ager: Last, I need you to talk to the sales te a "" a b o -t
S ck e d u le - A u g tw t 12
filling out 4 ________________official paperw oric
A ssistant M an ager: W hat a b o u t it? Are there any problem s?
M an ager: Well, a fe w cu sto m e rs co m p lain ed . Their
re g is tra ro n w as delayed 5 ________________
I d o n ’t w a n t it happening again.
A ssistant M an ager: Hm m . I’ll review th e registration 6 _
_________________ w ith them today.

Task:

Notes:

33
 Glossary
■
3-point seat belt [N -C O U N T-U 9] A 3-point seat belt is a stra p th a t crosses th e w e a rer’s lap, as well as his o r her
chest.
ABS (anti-lock braking system) [N -U N C O U N T-9] ABS (anti-lock braking system) is a System th a t p rovide s b ette r
tra c tio n in s lip p e ry circu m sta nce s and a llo w s a d rive r to keep steering co ntro l o f a vehicle.
accountant [N -C O U N T-U 12] An accountant is a person w h o m aintains and insp ects the financial a cco u n ts o f a
person or business.
acquire [V-T-U10] To acquire som e th ing is to buy it o r obtain it ano th e r way.
advertisement [N -C O U N T-U 14] An advertisement is a p rom o tion th rou g h video, m agazines, or o th er m edia th a t is
design e d to sell a brand or p roduct.
approve [V-T-U15] To approve som e th ing is to o fficia lly a cce p t so m e th ing as satisfactory.
attention [N -U N C O U N T-U 14] Attention is interest or th o u g h t th a t a person gives to som ething.
automaker [N -C O U N T-U 10] An automaker is a co m p a n y th a t s p e cifica lly b uilds a utom o biles.
balloon [N -C O U N T-U 14] A balloon is an inflatable ru bb er sheath th a t is filled w ith air and sealed. B alloons are often
used as d e co ra tio n s or toys.
base pay [N -U N C O U N T-U 13] Base pay is th e basic a m o u nt o f m oney th a t an em ployee receives w ith o u t a dditional
paym e nts such as o vertim e or bonuses.
biodiesel [N -U N C O U N T-U 4] Biodiesel is a biod eg rad a ble , renew able fuel source th a t is m ade using vegetable oils,
anim al fat, o r grease from restaurants.
body shop [N-COUNT-U11] A body shop is a garage w here p eople repair th e b od ies o f vehicles.
bonus [N-COUNT-U13] A bonus is an a m o u n t o f m oney added to a w o rk e r’s salary, often as a reward fo r good
perform ance.
brake booster [N -C O U N T-U 7] A brake booster, o r a p o w e r booster, is a device in a p ow er brakes system th a t is used
to a m p lify fo rcé a pplied to th e p iston s and th e m aster cylinder, m aking it easier to s lo w th e vehicle dow n.
brake fluid [N -U N C O U N T-U 7] Brake fluid is th e fluid in a hydra ulic brake system th a t is used to sto p th e car.
brake line [N -C O U N T-U 7] A brake line is a p ip e or hose in a hydra ulic brake system th a t co n n e cts th e m aster cylin de r
to a brake. The brake line is w here th e brake flu id flo w s through.
brake pad [N -C O U N T-U 7] A brake pad is a thin b lo c k th a t is used to a pp ly fric tio n to a brake d isc in o rde r to s lo w a
ve hicle dow n.
brake shoe [N -C O U N T-U 7] A brake shoe is a long, curved piece o f m etal th a t is fo rce d aga inst th e brake drum to
s lo w or sto p a vehicle.
brake system [N -C O U N T-U 7] A brake system is th e co m b in a tio n o f intera cting parts th a t s lo w a vehicle dow n.
brand [N -C O U N T-U 10] A brand is a p ro d u c t o r grou p o f p ro d u cís th a t a sp e c ific co m p a n y m akes.
caliper [N -C O U N T-U 7] A caliper is a device on a d isc brake th a t h olds th e brake pads. A ca lipe r uses h ydraulic fo rcé
to squeeze th e pads a ga inst th e d isc to slow d ow n th e car.
campaign [N -C O U N T-U 14] A campaign is a sequence o f a ctivitie s designed to increase aw areness o f a p roduct.
charge [V-T-U5] To charge a b a tte ry is to fill it w ith energy by passing an e le ctric cu rre n t th rou g h it.
charging dock [N -CO U NT-U 6] A charging dock is a device th a t e le ctric cars can c o n n e ct to in o rder to recharge th e ir
batteries.
charging port [N -C O U N T-U 6] A charging port is a so c ke t w here an e le ctric ca r can be co n n e cte d to a p o w e r source,
charging station [N -C O U N T-U 6] A charging station is a place th a t su pp lie s e le c tric ity fo r recharging e le ctric cars.
clean diesel [N -U N C O U N T-U 3] Clean diesel is a m ore refined fo rm o f diesel th a t emits fe w e r p o llu ta n ts than regular
diesel.
collision [N -CO U NT-U 9] A collision is w hen tw o th in g s run into each other.
combustión chamber [N -CO U NT-U 3] A combustión chamber is a place w ith in an engine w here fuel is com p re sse d
and ignited.

34
co m m ercial [N -C O U N T-U 14] A co m m e rc ia l is an adve rtisem e nt on radio or televisión.
com m ission [N -C O U N T-U 13] A com m ission is an a m o u nt o f m oney th a t a person receives fo r selling so m e th ing at
his o r her job.
c o m p are [V-T-U4] To c o m p are tw o o r m ore th in g s is to evalúate th e m in o rde r to fin d o ut h ow th e y are th e sam e and
how th e y are different.
com p ressio n ratio [N -C O U N T-U 3] A com p ressio n ratio is th e ratio o f a c o m b u stió n c h a m b e r’s largest and sm allest
vo lu m e as m easured by th e p istón in th e low est and highest positions.
com p ressio n stro ke [N -C O U N T-U 2] A com p ressio n stro ke is th e stage in th e fo u r-s tro k e cycle in w h ich a pistón
m oves to th e to p o f the c y lin d e r to co m p re ss th e m ixture o f fuel and air.
connecting rod [N -C O U N T -U 1] A connecting rod is a rod th a t c o n n e cts th e p istón to th e crankshaft.
c o n te st [N -C O U N T-U 14] A c o n te s t is an event in w h ich p eople c o m p e te to w in som ething.
continuously variable transm issio n [N-COUNT-U5] A continuously variable transm issio n is a tra nsm issio n System
th a t lacks a fixe d gear and can change into an infinite n um ber o f gear ratios.
control arm [N-COUNT-U8] The control arm is a m etal rod th a t c o n n e cts th e w heels and tu rn s them .
controlling stake [N-COUNT-1110] A controlling stak e is o w n ersh ip o f th e m ajo rity o f the shares o f a com pany. A
person or grou p th a t has th e co ntro llin g stake o f a co m p a n y can m ake m any d ecisio n s a b o u t th a t com pany.
c ra n k ca s e [N -C O U N T-U 1] A c ra n k ca s e is th e b o tto m p art o f th e engine su rrounding th e crankshaft.
c ra n k sh aft [N -C O U N T-U 1] A c ran ksh aft is th e m ain sh aft in th e engine th a t is m oved by th e co n n e ctin g rods.
crum ple zone [N-COUNT-U9] A crum ple zone is an area o f a ca r th a t is designed to co llap se in a sp e cific w a y to
a bso rb th e energy o f a collision.
curtain airbag [N -C O U N T-U 9] A c u rta in a irb a g is an inflatable safety device th a t inflates fro m th e to p rails o f a ca r
door. They are designed to p rovide a cushion betw een a passenger and th e ca r w indow .
cylinder [N -C O U N T -U 1] A c y lin d e r is a round hole in th e engine b lo c k th a t co ntains a pistón,
cylinder head [N -C O U N T-U 2] A c y lin d e r h e a d is th e part o f a fo u r-s tro k e engine th a t houses th e valves and often
co ntains passages fo r tra nsferring e xcess heat aw ay from th e engine.
dealership [N -C O U N T-U 11] A d e a le rs h ip is a co m p a n y th a t sells a s p e cific c o m p a n y ’s p rod ucts.
deny [V-T-U15] To d e n y so m e th ing is to refuse to give so m e th ing to som eone.
d e taile r [N -C O U N T-U 12] A d e ta ile r is a person w h o cleans th e inside and o utsid e o f a ca r very thoroughly.
diesel [N -U N C O U N T-U 3] Diesel is a liquid fuel m ade from petroleum th a t is heavier, cheaper, and less refined than
gasoline.
disc b rake [N-COUNT-U7] A disc b rake is a ty p e of brake th a t uses fric tio n betw een brake p ad s and brake dises, or
rotors, to s to p th e car.
display [V-T-U15] To display so m e th ing is to p ut it in a place w here p eople w ill see it.
D R L (daytim e running light) [N -C O U N T-U 9] A D R L (daytim e ru n n in g lig h t s a light th a t tu rn s on w h e n e v e rth e ca r it
is a tta ch ed to is m oving. It is design e d to im prove th e likelihood th a t the c a r w ill be seen during th e day.
drum b rake [N -CO U NT-U 7] A drum b rake is a ty p e o f brake th a t uses h . z ' s l o pressure to fo rcé brake shoes against
th e inside o f th e drum a tta ch e d to a wheel.
d u a l-s tag e airbag [N -C O U N T-U 9] A d u a l-s ta g e a irb a g is an inflatable safety device th a t can Ínflate to one o f tw o
levels d ep e nd ing on the severity o f a collision.
durable [AD J-U 3] If so m e th ing is durable, it is can w ith sta n d a lo t o f _se ano stress.
EBD (electronic b rake distribution) [N -U N C O U N T-9] EBD (e le c tro ^ : c 'a k e d is trib u tio n ) is a System th a t vahes the
a m o u nt o f fo rcé applied to each brake, in o rder to a d a p t to c e rta " s r-a tio n s .
e le ctric c a r [N -C O U N T-U 6] An e le c tric c a r is an a utom o bile th a t is po.'.e'e-d oy electricity.
e le ctric m oto r [N -C O U N T-U 6] An e le c tric m o to r is a device th a t c "a "g e s e e c tr cal energy into m echanical energy
th a t is used to m ove a car.

35
 Glossary

e le ctric ity [N -U N C O U N T-U 5] Electricity is a fo rm o f energy based on th e tra nsfer o f electrons.

em ission [N-COUNT-U4] An em ission is a su bsta n ce th a t is released into the open by so m ething.
energy [N-U NCO UN T-U5] Energy is p o w e r th a t is gathered from physical or Chem ical resources.
engin e block [N -C O U N T-U 1] An engin e b lo ck is th e m ain part o f th e engine to w h ich o th e r parts are attached.
environm ental im p a ct [N -C O U N T-U 4] An enviro nm ental im p a ct is a positive or negative e ffe ct th a t som e th ing has
on th e e nvironm ent around it.
exh au st [N -U N C O U N T -U 2] E xhaust is th e gas th a t is given o ff w hen fuel is burned.
e x h a u s t s tro k e [N -C O U N T-U 2] An e x h a u s t s tro k e is th e stage in th e fo u r-stro ke cycle in w h ich th e p istón returns to
th e to p o f th e cylin de r to fo rcé the m ixture o f fuel and air o ut th rou g h th e open exha u st valve.
exhaust valve [N -C O U N T-U 2] An exh au st valve is th e part o f a fo u r-stro ke engine w here th e s p e n t m ixture o f fuel and
air is released fro m th e cylinder.
fin an cial o ffic e r [N-CO UNT-U12] A financial o fficer is a person w h o Controls h ow fu n d s are d is trib u te d and sp en t at a
business.
financing office [N -C O U N T-U 11] A financing office is a p art o f a ca r d ealership w here m oney is loaned to p eople so
th a t th e y can buy cars.
fía t sales com m ission [N -C O U N T-U 13] A fía t sales com m ission is a fo rm o f co m m issio n in w h ich a salesperson
receives a set a m o u nt fo r each sale he o r she m akes, regardless o f th e valué o f th e p rod uct.
flyer [N -C O U N T-U 14] A flyer is an a dve rtisem e nt th a t is printed on pap e r and given or sent to people.
fossil fuel [N -C O U N T-U 4] A fossil fuel is a fuel, such as natural gas, coal, or oil, th a t is created th rou g h natural
p rocesses over m illions o f years.
fo u r-s tro k e engine [N -CO U NT-U 2] A fo u r-s tro k e e n g in e is a ty p e o f engine co m m o n ly used in cars, a ircra ft and o th er
m achinery. It cycle s th rou g h fo u r stages, or strokes, called intake, co m p re ssio n, p ow er and exhaust.
fro nt end [N -C O U N T-U 13] A fro n t end is part o f a sale equal to th e difference betw een th e sales price o f a c a r and th e
c a r’s invoice c o s t plus its overhead costs.
fuel [N -U N C O U N T-U 1] Fuel is a grou p o f su bsta n ces th a t p rod uce s heat or p o w e r w hen it is burned.
fuel cell [N -C O U N T-U 4] A fuel cell is a device th a t uses oxygen to co n ve rt energy from Chem ical fuels into electrical
energy.
fuel efficien cy [N -U N C O U N T-U 4] Fuel efficien cy is a ratio co m p a rin g th e a m o u nt o f useful w o rk th a t can be o btained
from burning fuel to th e a m o u n t o f fuel th a t is burnt. In ve hicles th is is often m easured by th e d istan ce th e vehicle
can travel on a certain a m o u n t o f fuel.
fuel injection pum p [N -C O U N T-U 3] A fuel injection pum p is a device th a t to rces fuel into th e c o m b u stió n cham ber.
gas m ile ag e [N -U N C O U N T-U 4] G as m ileag e is m easurem ent o f a v e h ic le ’s fuel efficiency. It co m p a res how m any
m iles th e vehicle can travel per gallón o f gas.
gasoline [N -U N C O U N T-U 3] G asoline is a liquid fuel m ade from petroleum th a t is used in m ost cars.
g e n e ra to r [N -C O U N T-U 5] A g e n e ra to r is a m achine th a t co nve rts a d iffe re n t ty p e o f energy into electricity.
g ive -aw ay [N -C O U N T-U 14] A g ive -aw ay is a free p ro d u c t th a t co m p a n ie s give o u t to persuade people to buy th e ir
p rod ucís.
global w arm in g [N -C O U N T-U 4] G lobal w a rm in g is a gradual increase in the te m pe ra tu re o f th e E arth’s atm osphere,
generally caused by the presence o f certain gases in th e atm osphere.
glov plug [N -C O U N T-U 3] A glow plug is a device in som e diesel engines th a t heats the air in th e co m b u stió n
ch a m b e r w hen th e engine is coid.
g reet [V-T-U15] To g ree t som e o ne is to w e lco m e him or her.
group [N -C O U N T-U 10] A group is an organization c o n sistin g o f several c o m p a r es th a t are all ow ned by th e sam e
person o r com pany.
head [N -C O U N T -U 1] A head is a part a tta ch e d to th e to p o f th e engine th a t co vers th e to p s o f th e cylinders, h olds the
sp ark plugs, and often c o n ta in s valves.

36
head g a sk e t [N -C 0U N T -U 2] A head g a sk e t is a ring th a t seáis th e c y lin d e r head to m aintain th e prop er pressure
inside th e c y lin d e r and prevent su bsta n ces from leaking ¡n or out.
h eat up [V-T-U3] To h e at so m e th lng up is to m ake it g et hotter.
hold [V-T-U10] To hold som e th lng is to have it.
hybrid [N -C O U N T-U 5] A hybrid is a vehicle th a t has both an ele ctric m o to r and a gasoline or diesel engine.
hydraulic b rake [N -C O U N T-U 7] A hydraulic b rake is a brake th a t uses brake fluid to tra n s m it fo rcé or p o w e r to the
brake pads.
ignite [V-T-U12] To ignite som e th ing is to cause it to burn or catch fire.
incentive [N -C O U N T-U 13] An incentive is som e th ing , such as m oney, w h ich m otiva te s so m e o ne to do som ething.
in flatab le [A D J-U 14] If som e th ing is inflatable, it can be filled w ith air.
inner tie rod [N -CO U NT-U 8] An inner tie rod is a fle xib le p iv o t th a t co n n e cts an o u te r tie rod and a steering
m echanism .
in take s tro ke [N -C O U N T-U 2] An in take s tro ke is th e stage in the fo u r-stro ke cycle in w h ich a p istón m oves to the
b o tto m o f th e c y lin d e r and m akes room fo r fuel and air to enter th e cylinder. Fuel and air are fo rce d in th rou g h th e
intake valve.
in take valve [N -C O U N T-U 2] An in take valve is the p arí o f a fo u r-stro ke engine w here fuel and air enter th e cylin de r
before being co m pressed.
issue ¡V-T-U15] To issue so m e th ing is to o fficia lly give it to som eone.
jo in t ventu re [N -C O U N T-U 10] A jo in t ventu re is an agreem ent betw een tw o co m p a nie s to w o rk to g e th e r fo r a lim ited
a m o u n t o f tim e.
LATCH (Low er A n cho r Tethers fo r C hildren) [N -U N C O U N T-U 9] LATCH (Low er A n cho r Tethers fo r C hildren) is a
sta n da rdize d set o f a tta ch m e n t p oin ts fo r ch ild safety seats. th e y are an a ltern ative to using seat belt to attach th e
seats.
lithium ion b attery [N -CO U NT-U 5] A lithium ion b attery is a ty p e o f rechargeable e lectrical storage device used in
m any hybrids.
lo b b y [N -C O U N T-U 11] A lo b b y is a room at th e e ntrance to a large building th a t leads to o th e r areas o f th e building.
lo t [N -C O U N T-U 11] A lo t is th e area w here cars th a t are fo r sale are k e p t at a ca r dealership.
lot p o rter [N -C O U N T-U 12] A lo t p o rte r is a person w h o m aintains and m oves th e vehicles fo r sale at a car dealership.
m ag azin e [N -C O U N T-U 14] A m a g a z in e is a th in b oo k th a t is p ublished regularly and usually has ads and articles.
m ain ten an ce [N -U N C O U N T-U 15] M a in te n a n c e is w o rk th a t p eople d o to so m e th ing to keep it w o rkin g and in good
co nd itio n .
m an a g e r [N -C O U N T-U 12] A m a n a g e r is a person at a business w h o organizes th e business and th e w o rk th a t the
o th e r e m ployees do.
m an u fa c tu re r [N -C O U N T-U 10] A m an u fa c tu ra r is a co m p a n y th a t creates g o o d s to sell them .
m as ter cylinder [N -CO U NT-U 7] A m as ter cylinder is th e co n ta in e r th a t stores th e brake fluid in a hydraulic brake
system . The m aster c ylin d e r hydra ulically to rce s brake fluid th rou g h brake lines w hen th e brake pedal is ste p pe d
on.
m ech an ic [N -C O U N T-U 12] A m ech an ic is a person w h o m aintains and repairs m achinery, such as cars.
m echanic shop [N -C O U N T-U 11] A m echanic shop is a p lace w here p eople repair cars.
m edia [N -U N C O U N T-U 14] The m edia is every m eans o f m ass co m m u n ica tio n co nside re d as a group. Each individual
m etho d is kn ow n as a m édium .
m erg e r [N -C O U N T-U 10] A m e rg e r is a p roce ss th a t involves co m b in in g tw o co m p a nie s into a larger one.
m iles per c h arg e [N -U N C O U N T-U 6] M iles p e r c h a rg e is a m easurem ent o f th e n u r~ b e r o f m iles an e le ctric ca r can
travel w hen its b atte ry is at full electrical power.
mini [N -C O U N T-U 13] A mini is an a m o u nt o f m oney th a t a salesperson is guaranteed to g et in a situ atio n in w hich a
ca r is sold fo r less than its invoice cost.

37
 Glossary

MPG (miles per gallón) [N -U N C O U N T-U 4] MPG (miles per gallón) is a m easurem ent o f gas m ileage d escribin g how
m any m iles a ve hicle can travel per gallón o f gas.
onboard charger [N -C O U N T-U 6] An onboard charger ¡s a devlce b u llí ¡nto an e le ctrlc car th a t su pp lie s e le ctrlcity to
th e b atte ry to fill it w lth power.
on-slte [A D J-U 14] If som e th lng ¡s on-site, it takes place or ¡s located at a glven place.
OTE (On-Target Earnings) [N -U N C O U N T-U 13] OTE (On-Target Earnings) is th e a m o u nt o f m oney th a t a salesperson
w lll recelve ¡f he or she reaches his or her ta rge t n um b er o f sales,
outer tie rod [N -C O U N T-U 8] An outer tie rod is a fle xib le p lvo t th a t co n n e cts a steerlng m ech a n ism ’s co ntro l arm to
th e rest o f th e m echanlsm .
pack [N-COUNT-U13] A pack is a p ortio n o f a c a r’s sales pnce th a t co vers the overhead co s ts o f th e car, such as its
m alntenance.
parallel hybrid [N -C O U N T -U 5] A parallel hybrid is a ty p e o f hybrld vehicle ¡n w h lch th e gasollne englne and ele ctrlc
m o to r can be used at th e sam e tim e or separately to p o w e r th e vehicle.
parent company [N -C O U N T-U 10] A parent company is a co m p a n y th a t h olds th e contro llin g stake o f another
com pany.
parking brake [N -C O U N T-U 7] A parking brake, o r e m ergency brake, is a sepárate brake System th a t is used as a
b a cku p brake system in case th e regular brakes fail, and keeps th e vehicle from m oving accldentally.
parts desk [N -C O U N T-U 11] A parts desk is a p art o f a ca r d ealership w here Individual car p arts are sold.
percentage [N -C O U N T-U 13] A percentage is an a m o u nt o f so m e th lng equal to a s p e clflc fra ctio n o f th e w hole.
percentage commission [N -C O U N T-U 13] A percentage commission ¡s a fo rm o f co m m isslo n ¡n w h ich a salesperson
recelves a p ercentage o f th e valué o f each p ro d u c t he or she sells.
photovoltaic [AD J-U 6] If a device is photovoltaic, it is able to p rod uce e le c trlc ity w hen expo sed to sources o f light
such as the sun.
pinlon [N-COUNT-U8] The pinion Is th e round gear w ith teeth th a t fit into th e ra ck part o f th e rack and plnlon steerlng
system .
pistón [N -C O U N T -U 1] A pistón Is a cylin drlcal plug th a t m oves up and d ow n in th e cylin de r during co m b u stión ,
pistón ring [N -C O U N T -U 1] A pistón ring is a m etal ring th a t filis th e sp ace betw een a p istón and the c ylin d e r wall.
plug-in hybrid [N -U N C O U N T-U 5] A plug-in hybrid ¡s a ty p e o f h ybrid vehicle th a t can be p lugged ¡nto an electrlcal
s o c ke t to charge ¡ts b atte ry and has ¡ncreased electrical sto rag e capacity.
polish [V-T-U15] To polish so m e th lng is to rub ¡ts su rface untll ¡t shines.
power brakes [N -U N C O U N T-U 7] A p o w e r b ra k e s system is a brake system th a t uses a brake booster, or p ow er
booster, to increase p ow er and m ake braklng easler.
power steering [N -C O U N T-U 8] Power steering ¡s a system w here th e engine p rovide s p o w e r to help th e d rive r turn
th e steering w heel.
power steering pump [N -C O U N T-U 8] The p o w e r s te e rin g pump is a devlce th a t m oves steerlng fluid to a pply
pressure to th e steering system .
power stroke [N -C O U N T-U 2] A p o w e r s tro k e Is th e stage in th e fo u r-stro ke cycle ¡n w h ich heat ignites the
co m p re sse d m ixture o f fuel and air. causing tre m en d ou s pressure th a t to rces th e p istón to th e b o tto m o f the
cylinder. Thls stage ¡s th e prim ary source o f a m a c h in e s power.
precombustion chamber [N -C O U N T-U 3] A p re c o m b u s tio n c h a m b e r is a sm all co ntaine d space w here fuel is ignited
before entering th e m ain c o m b u stió n cham ber.
pressure [N-UNCOUNT-U2] Pressure is th e fo rcé th a t s caused by so m e th ing pushing against som e th ing else.
promotion [N-COUNT-U14] A promotion is an a d v e rtis e m e r: th a t ~ a k e s p eople pay a ttention to som ething and
increase its popularity.
rack [N -CO U NT-U 8] The rack is th e gear in ra ck and pinion steering th a t th e pinion gear w o rk s w ith to turn th e w heels.
radio broadcast [N-COUNT-U14] A radio broadcast is a program th a t is b ro a d ca st via a radio signal.
range [N -C O U N T-U 6] A range is th e estim a te d d istan ce an e le ctric car can travel on one c o m p le te b atte ry charge.

38
ratio [N -C O U N T-U 4] A ratio ¡s th e relationship betw een th e a m o u nts o f tw o d iffe re n t things.
recep tio n ist [N -C O U N T-U 12] A recep tio n ist ¡s a person at an o ffice w h o answ ers phones, greets visitors, and deais
w ith clients.
reclaim [V-T-U5] To reclaim so m e th ing ¡s to g et it b ack a fte r ¡t has been lost, so th a t it can be reused.
recognition [N -U N C O U N T-U 10] R ecognition is the a b ility to ide n tlfy som ething based on previous experience or
know ledge.
refreshm en t [N -C O U N T-U 11] A refreshm en t is som e th ing sm all to eat or d rin k th a t is p rovided at a p u b lic place,
reg en erative braking system [N -CO U NT-U 5] A reg en erative braking system Is a breaking System th a t recovers
energy generated d uring breaking and stores ¡t fo r use in th e ele ctric m otor,
registration [N -C O U N T-U 15] A registration is an official d o c u m e n t th a t provides detalls a b o u t a vehicle and its owner.
repair [V-T-U15] To repair so m e th ing is to fix it w hen it is dam aged or broken.
retail [V-T-U15] To retail a p ro d u c t is to sell it to som eone w ho w ill use it rather than resell it.
ro ía te [V -T/I-U8] To ro ía te ¡s to tu rn around a ce n te r p o in t or axis,
run on [V-T-U3] To run on a source o f fuel is to be p ow ered by it.
salary [N -C O U N T-U 13] A salary is th e a m o u n t o f m oney th a t a person m akes every m onth or year fo r w o rkin g at a job.
sale [N -C O U N T-U 14] A sale ¡s a period o f tim e during w h lch a store reduces th e pnce o f its p roducts.
sales s taff [N -C O U N T-U 12] A sales staff is a co llectio n o f all th e p eo p le at a business w h o are re sponsible fo r selling
p roducts.
salesm an [N -C O U N T-U 12] A s a le s m a n is a person at a business w h o ¡s re sponsible fo r selling p roducts.
sell [V-T-U15] To s e ll a p ro d u c t is to persuade som eone to buy it.
Service facility [N -C O U N T-U 11] A Service fa c ility is a place w here a vehicle or o th e r m achine can be exam ined and
repalred.
share [N -C O U N T-U 10] A share is one o f m any equal parts o f a co m p a n y th a t a person or g rou p can buy to invest
m oney in th e com pany.
show room [N -C O U N T-U 11] A show room is a large room w here cars or o th er large p ro d u c ts th a t are fo r sale are
displayed.
side to rso airbag [N -C O U N T-U 9] A side to rso airbag ¡s an inflatable safety device th a t ¡nflates from a ca r seat. It ¡s
deslgned to p rovide a cushlon betw een a passenger and a ca r door.
solar panel [N -C O U N T-U 6] A solar panel is a device th a t co nve rts su nlig h t into electrical energy.
s p ark plug [N -C O U N T -U 1] A s p ark plug is a device th a t uses e le c tric lty to create a spark to ignite th e fuel.
spindle [N -C O U N T-U 8] The spindle is th e m etal part o f a steering system on w h ich th e hub and wheel bearings are
m ounted.
SRS (supplem ental restraint system ) [N -C O U N T-U 9] SR S (supplem ental restrain t system ) is a restram t system in a
ve hicle th a t is used ¡n co m b in a tio n w ith ano th e r one. For instance, m ost cars have alrbags to s u p p le m e n t seat
belts.
s ta k e [N -C O U N T-U 10] A s ta k e is a part o f a business th a t s o m e b o d y ow n s because he or she ¡nvested n it.
s te e rin g s h a ft [N -C O U N T-U 8] The s te e rin g s h a ft is a piece o f m etal th a t co n n e cts the steer ng b ox :o :ne steering
colum n.
steering system [N -CO U NT-U 8] The steering system is th e c o lle ctio n o f d evices used to g_ ce m e m ove m en t o f a
car.
sto ck ro o m [N -C O U N T-U 11] A s to c k ro o m ¡s a place w here g o o d s and p ro d u c ts fo r s a e are scored.
straig h t com m ission [N -U N C O U N T-U 13] S traig h t com m ission is a m ethod o f c o r-c -m s a : o r n w h ich an em ployee
receives co m p e n sa tio n in th e fo rm o f co m m isslo n s alone.
subsidiary [N -C O U N T-U 10] A subsidiary Is a co m p a n y th a t is c o m p le te ly c o r r o ec z . another co m p a n y th a t h olds it.
sum p [N -C O U N T -U 1] A sum p is a reservoir th a t stores oil in th e engine.

39
 Glossary

tail pipe em issions [N -C O U N T-U 6] Tail pipe em issions are gases th a t are p rod uce d by a gaso lin e- o r d ie sel-p ow ere d
engine. The tail pipe is a tu b e in a car th a t carries th e em issions aw ay from th e engine.
televisión [N -U N C O U N T-U 14] Televisión is a System th a t tra n sm its m oving im ages and sound to d evices ca pa b le o f
receiving them . It is p rim a rily used to b ro a d ca st entertaining, e du cational, or inform ative program s.
te th e r a n ch o r [N -C O U N T-U 9] A te th e r an ch o r is a place w here a te th e r in a LATCH system can secure to tightly.
title [N -C O U N T-U 15] A title is an official d o c u m e n t th a t proves th a t s o m e b o d y o w n s so m ething, such as a car.
title c le rk [N -C O U N T-U 12] A title clerk is a person w h o w rite s and oversees c o n tra c ts th a t tra n sfe r p rop erty from one
person o r grou p to another.
tw o -m o d e hybrid [N -C O U N T-U 5] A tw o -m o d e hybrid is a ty p e o f h ybrid th a t o pe rates like a full hybrid at low speeds,
w ith ind e pe n de nt prop ulsión system s, and uses both system s to g e th e r at higher speeds.
valve [N -C O U N T -U 1] A valve is a device th a t Controls th e flo w o f a flu id by o penlng and closing.
w a rra n ty a d m in is tra to r [N -C O U N T-U 12] A w a rra n ty a d m in is tra to r is a person at a business w h o w o rks w ith
w a rran tie s offered b y the business.
w ash [V-T-U15] To w ash som e th ing ¡s to clean it w ith soap and water,
w a s h er [N -C O U N T-U 12] A w a s h er is a person w ho w ashes th ing s, such as cars, fo r a living.
w e lls -to -w h e e ls [A D J-U 4] If som e th ing is w e lls -to -w h e e ls , its environm ental im p a ct has been analyzed from the
beginning o f its life cycle (the fuel e xtractio n process) to th e end (when ¡t is tra n sp o rte d to a gas station).

40
 B ook

D aniel B a x te r
V irgin a E vans
J e n n y D o o le y

Express Publishing
S c o p e and S e q u e n ce

Reading
Unit Topic Vocabulary Function
context
1 A u to m o tive W ebpage CAD, C lass A surface, clay m odeling, c o lo r and trim design, G iving
Design c o n c e p t ske tch, design, e xte rio r design, g rap hic design, bad new s
interior design, p ow ertra in m odeling, p roto typ e , scale m odel
2 M an u fa ctu rin g 1 M agazine a ssem bly line, im plem ent, inventory, ju s t-in -tim e p rod uctio n , M aking
article lean m anufacturing, lim ited, m anufacturing, o utpu t, overhead, a su ggestion
p rod u ctio n , raw m aterials, reduce, stream line, w a ste
3 M anufacturing 2 M em o analyze, apply, assess, b en chm arking, best practice, A sking fo r
com pare, c o m p e titive b enchm ark, fu n ctio n a l benchm ark, an exam ple
internal b enchm ark, m easure
4 A u to m a tio n J o b ad actuator, assem bly, a utom a tion , co ntro l unit, degree o f D escribing
freedom , end-effector, flo w line, hydraulic, m anipulator, a d aily routine
oscilla tio n, payload, p neum atic, precisión, robot, w o rk
envelope
5 A u to Email a uto rack, a u to tra n s p o rt, b i-leve l, c o n ta in e r ship, e nclose d D iscussing
T ransport tráiler, open tráiler, overseas, rail, rolling highway, sem i-trailer, progress
tractor-trailer, tri-le vel
6 D ístribution G uide carrier, CIP, CPT, DAT, DAP, DDP, d istrib u tio n , EXW, FCA, M aking
incoterm s, insurance, loading cost, responsibility, sh ip pin g an assum p tion
7 Pricing A dvice approval, cost, d estin atio n charge, d isco u n t, hold ba ck, A sking fo r an
co lum n invoice price, m ark up, m arket adju stm en t, MSRP, optio n s, explanation
pricing, profit, rebate, s tic k e r price
8 A cco u n tin g M em o b alance sheet, assets, intan g ib le assets, fixe d assets, C o nfirm ing
a cco u n ts receivable, p ro p e rty and e qu ipm e nt, liabilities, inform ation
equity, a c c o u n ts payable, P&L report, revenue, c o s t o f sales,
g ross profit, net profit
9 Sales 1 A d vice appearance, a p p o in tm e n t, co m fo rt, c o n ta c t, effective, first A sking fo r
colu m n im pression, generate, influence, inquire, lead, needs, a fa vo r
n etw o rkin g, p itch, sales
10 Sales 2 Email business card, c h e c k on, c o n ta c t inform a tio n , estím ate, Introducing
fo llo w up on, g et in to u ch, hear b ack from , previously, y o u rse lf on
progress, referral, slip away, update th e phone
11 Sales 3 C o m m en t approval, ca pita lize on, ch eck, cióse, deal, hand over, keys, A sking fo r
board resistance, seal, signature, te s t drive, title advice
12 N egotiating Em ployee anticípate, b ack d ow n, bargain, calm , co m prom ise, A sking fo r
m anual co nfro n ta tion , inelude, loss, n on -ne g otia b le , offer, pressure, help
tra d e -o ff, w a lk aw ay from ,
13 Financing 1 Póster apply, cash, checking account, credit history, credit rating, D escribing
credit report, dow n paym ent, financing, interest. loan, term s a process
14 Financing 2 A pproval approval, APR, com pound, early paym ent penalty, finance C larifying
letter charge, late fee, m onthly, paym ent, principie, term inform ation
15 U sed Car Ad a ccid en t, assess, co n d itio n , dam age, dent, excellent, good, G iving
Sales history, poor, p re-o w n ed , resale valué, th ird -p arty, tra de -in, praise
used car, valué
 U n it 1 - A u to m o tiv e D e s ig n ............................................................................................................. 4

U n it 2 - M a n u fa c tu r in g 1 .................................................................................................................... 6

U n it 3 - M a n u fa c tu r in g 2 .................................................................................................................... 8

U n it 4 - A u t o m a t i o n ............................................................................................................................. 10

U n it 5 - A u to T r a n s p o r t ...................................................................................................................... 12

U n it 6 - D is t r ib u t io n ............................................................................................................................. 14

U n it 7 - P r i c i n g ........................................................................................................................................ 16

U n it 8 - A c c o u n tin g ............................................................................................................................. 18

U n it 9 - S a le s 1 ........................................................................................................................................ 20

U n it 1 0 - S a l e s 2 .................................................................................................................................... 22

U n it 11 - S a le s 3 ....................................................................................................................................24

U n it 1 2 - N e g o t ia t in g ...........................................................................................................................26

U n it 1 3 - F in a n c in g 1 ...........................................................................................................................28

U n it 1 4 - F in a n c in g 2 ...........................................................................................................................30

U n it 15 - U s e d C a r S a l e s ..................................................................................................................32

G lo s s a ry .................................................................................................................................................... 34

♦
 HOME
G et ready!
O B efore you read the passage,
ta lk about th es e questions.
1 W hat are som e d ifferent elem ents
o f a c a r’s design? / At Masón, our artists have crafted the m ost Progressive car designs
for tw o decades. Our design process is sim ple but elegant.
2 W hat ¡s th e p urp ose o f / We start with a sim ple concept sketch. A sketch helps us plan
a utom o tive design?
—
R eading
0 R ead the w e b p a g e . Then, choose the
co rre ct answ ers.
1 W hat is th e p urp ose o f th e w e bsite?
A to co m p a re design styles
B to explain th e process o f d esigning a car
C to c o n vin ce th e reader to hire th e design
team
D to adve rtise the cars design e d by th e team
2 H ow d oe s th e team bring th e design into real
space?
A they s o lid ify th e interior and e xte rio r design
B th e y build a p ro to typ e fo r te sting
C th e y create a clay m odel o f th e ca r
D they c o m p le te p ow ertra in m odeling
3 W hat is NO T a re sp o nsib ility o f th e design team ?
A creating a c o n c e p t sketch
B crafting a scale m odel o f th e car
C w o rkin g w ith class A surfaces
D te stin g th e p roto typ e
4
SERVICES 1 CONTACT
e xterio r design
an overall visión for the project and gives us direction fo r the
exterior design. At the same time, another team of designers
begins w ork on the interior design. They craft the inside
envlronm ent o f the car to m atch the appearance o f the
outslde. Another key part of the process is the color and trim
design. There are often several color schem es fo r each
design. Finally, the graphic design team crafts the logo,
badges, and other text-drlven graphlcs.
Then, it’s tim e to see the design in real space. A fter
extensive research and discussions, we move on to clay
modeling. Our artists use CAD program s to design the
shape and contour of a car with class A surfaces. At
thls polnt, we also create a scale model of the car.
After another team com pletes the pow ertrain
m odeling, we are ready fo r the prototype. This is
handled by an outside firm . Once the car passes a
series o f tests, it is ready fo r market.
V o cab u lary
0 M a tch th e w ords or phrases (1-10) w ith the
definitions (A-J).
1 c o n c e p t sketch 6 __p roto typ e
2 class A surface 7 _ CAD
pow ertrain m odeling 8 __graphic design
clay m odeling 9 __e xte rio r
interior design 10 __scale m odel
A c o m p u te r-a id e d design
B th e art o f co m b in in g im ages and inform ation
C a plan fo r th e look and fu n ctio n o f th e o u tsid e of
a car
D a su rface designed to be both a esthe tic and
fu n ctio n al
E a sm all physical m odel th a t is scaled relative to
th e actual p ro d u c t
F a plan fo r th e look and fu n ctio n o f th e inside o f
a car
G th e firs t m odel o f a ca r fro m w h ich o th ers are
co pied
H a rough draw ing o f a car
I th e art o f fo rm in g a ca r design o u t o f clay
J th e art o f engineering p ow ertra ins in cars
O Fill in th e blanks w ith th e co rre ct w ords or
phrases from th e w ord bank.
BANK
design color and trim design prototype
co n c e p t sketch clay m odeling
interior design
1 D esigners create a (n )_________________________
to im prove th e e nvironm ent inside th e car.
2 M a ry’s ro u g h _________________________ inspired
her team to create new design ideas.
3 C ar com p a nie s w a n t a (n )______________________
to be Progressive.
4 O nce th e _________________________ passes
som e tests, o th e r co pies can be m ade from it.
5 There are d ifferent versions o f the
on th e m arket.
6 _________________________ a llo w s the designers
to see the design in real space.
0 Q Listen and read the w e b p a g e again.
W h a t is th e purpose of a co n c e p t sketch?
Listening
0 Q Listen to a conversation b e tw een a
project m an ag er and a design artist.
C hoose the c o rre c t answ ers.
1 W h at is the m ain to p ic o f th e co nversation?
A a p roblem w ith a design a rtist
B an idea fo r a new car design
C progress on tw o design p rojects
D changes in th e design process
2 W h at w ill the w om a n m ost likely do next?
A c o n ta c t th e clay m odeling team
B create a new c o lo r and trim design
C c o n ta c t th e p ow ertra in m odeling team
D em ail design changes to her m anager
Q $ Listen again and c o m p le te the
conversation.
Project Manager: B ut l’ve g o t som e bad news.
You have to m ake som e
1 _______to y o u r design fo r
p roject A.
Design Artist: Really? Okay. W hat’s the problem ?
Project Manager: The 2 ______________ team has
had som e tro u b le w ith it.
Design Artist: W hat do you m ean?
Project Manager: They c o u ld n ’t m ake th e design
w o rk w ith in o ur budget.
Design Artist: Oh, I see. The 3 ______________
w a s a little co m p lica te d .
Project Manager: B ut th e 4 ______________
. is fine. D o n ’t change that.
Design Artist: Sure. Are w e cióse to the
5 _______stage?
Project Manager: I th in k w e can g et there by
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.
I USE LANGUAGE SUCH AS:
1 have to talk to yo u a b o u t...
l ’ve g o t som e b a d new s ...
Okay, w h a t’s the p ro b le m ?
W riting
0 Use the w e b p a g e and the conversation from
Task 8 to w rite a project status report.
Inelude: the status of a project, m aking
changes to another project, other team s. /
 2 Manufacturing 1
_

G e t ready! R eading
O Before you read the passage, ta lk about © Read the article. Then, m ark the following
th es e questions. statem ents as true (T) or false (F).
1 W hat are th e b enefits o f ju s t-in -tim e p rod uctio n ? 1 __H ow ard M otors lost m oney due to high
2 W hat are som e o f th e challenges o f overhead costs.
m anufacturing a utom obiles? 2 __The new CEO increased p rod uctio n b y five
to ten percent.
Business Monthiy June Edition
3 __Mr. W righ t replaced the m achines on the
FROM FAILURETO SUCC ESS: a ssem b ly line.

Howard Motors V o cab u lary

© W rite a w ord or phrase th at is sim ilar in
m eaning to th e underlined part.
1 The m anager put into a ction a new
m an u fa ctu rin g plan.
_ _ p _ e _______ d
2 The proce ss o f m akina som e th ina fo r sale w as
delayed by a failure on th e a ssem b ly line.
_ _ o d _________
3 W ith a process th a t w o rk s to elim inate w a s te ,
m anufacturers only keep a sm all, necessary
a m o u nt o f su pp lie s on hand.
____ n _ a n _______t _ r _____
4 The a dvisor helped im prove e fficie n cv and
reduce w a ste in o ur m an u fa ctu rin g process.
t __ a ___ i_
Ten years ago, Howard M otors was in trouble. Although sales
were stable, the com pany was losing money. The problem was
¡n the m anufacturing división. High overhead costs and © M a tch th e w ords or phrases (1-8) w ith the
production delays m eant Howard M otors spent more than it definitions (A-H).
made on each vehicle. 1 __w a ste 5 __a ssem b ly Une
Then Michael W right to o k over as CEO. W right im plem ented
just-in-tim e production m ethods. In our interview, Mr. W right 2 __inventory 6 __raw m aterials
said, “ We just had to o m uch inventory. So I decided to cut 3 __reduce 7 __overhead
back on both ends of production. We lowered output slightly, 4 __lim ited 8 __m anufacturing
and we kept a limited supply of raw m aterials.”
That change to lean m anufacturing turned the com pany A m aterials used to m ake p ro d u cís and
around. A ccording to W right, “ Howard M otors reduced c o m p le te d p ro d u c ís in storage
overhead costs by 10% that year. And by keeping less
B m aterials th a t have not been used to m ake
inventory, we also reduced waste. We w eren’t breaking as
many materials. That was another five to ten percent saved.” som e th ing yet
O f course, that w asn’t the only problem. “ We also had a lot C th e process o f assem bling p ro d u c ís fo r sale
of production delays back then,” W right said. “We weren’t D c o s ts associated w ith running a business
using our assem bly lines properly.” To correct that
problem , W right stream lined the process. “ We used to E to m ake so m e th ing sm aller
make parts, send them to the warehouse, and assem ble F a System o f building p ro d u cís in w h ich Ítem s
them ¡ater. Now, we make a part and it’s im m ediately built pass th rou g h d iffe re n t stages
into the car. Production is tw enty percent faster.” G the loss o f m aterial th a t could have been used
As a resutt. Howard M otors turned from near-bankruptcy
fo r a p ro d u c t
to record profits in a m atter of years.
H not as large as it co uld p ossib ly be

O W ith a partner, a ct out th e roles below
Listening
0 ® Listen to a conversation b e tw een a
general m an ag er and an assistant m anager.
C hoose the co rre ct answ ers.
1 W h at is th e conve rsatio n m ainly about?
A h ow to stream line th e a ssem b ly line
B a m ethod o f reducing overhead co sts
C w h y p ro d u c tio n has been delayed
D th e need to increase inventory
2 W hat is th e w om an likely to d o th a t day?
A place an o rde r fo r raw m aterials
B im p le m e n t th e m a n ’s plan fo r th e a ssem b ly
line
C determ ine how m uch inventory is lost as waste
D discuss just-in-tim e production w ith the owners
W riting
0 W Listen again and c o m p lete the
conversation.
0 Use the article and th e conversation from
S p eakin g
based on Task 7. Then, sw itch roles.
USE LANGUAGE SUCH AS:
l ’m th in k in g a b o u t h o w w e c a n ...
W e c o u ld ...
I t ’s a g o o d idea.
S tu d e n t A : You are an a ssista n t m anager at an
a utom o bile m an u fa ctu rin g plant. A sk S tu d en t B
about:
• an idea to change m anufacturing at the plant
• th e ben e fits o f th a t change
• h ow to avoid p rob le m s w ith th e change
S tu d e n t B: You are a m anager o f an autom o bile
m an u fa ctu rin g plant. Talk to S tu d en t A about
his or her su ggestion.
Task 8 to w rite an em ail to a m anager.
Inelude: im proving operations, the
assem bly process, and a production
increase.
 3 Manufacturing 2
G e t ready!
m em o
© B efore you read th e passage,
ta lk about th es e questions.
1 W hat are a fe w typ e s o f b en chm arklng?
2 H ow can ben ch m a rkln g aid a com p a ny?
g H s im n n E * -
1
R eading
© Read the m em o. Then, m ark the following
statem ents as true (T) or false (F).
1 __ The m an w lll m easure co m p e titive
ben ch m a rks against o th e r Kline M otors
factories.
2 __The w om an recom m ends studylng the
m anagem ent style o f non-autom anufacturers.
3 __The fu n ctio n a l b en ch m a rk assessm ent will
exam ine h o w ¡ndustry c o m p e tito rs are
increasing p rod uctio n .
8
Alan Jackson, Assistant Manager, Kline Motors, Kingston Plant
Jennifer Walters, General Manager, Kline Motors, Kingston Plant
Alan
The main office wants us to look Into ¡ndustry best practices
and benchm arking. I’d llke you to handle the project.
Here’s what yo u ’ll need to do:
Assess internal benchm arks. Take a look at our
Í Brlghton and Capital C ity plants. M easure our
production num bers against theirs and see whether we
m atch their production levels or not. I’ll have the general
m anager at each plant send you notes on their
m anufacturing processes.
/ Look into com petitive benchm arks. Howard M otors
and Standard M otors are both increasing production.
Research their m ethods and see what our com petitors
are doing these days.
Com e up with a list o f possible com panies to com pare
functional benchm arks against. We can always learn
som ething from a successful business, even if they
aren’t ¡n the autom obile business. I’d look at Canso
W atches and Hanson Coffee. Both com panies are
experiencing rapid grow th. Analyze their business
practices. I’m talking about everything from
managem ent style to inventory m anagement. No m atter
w hat com pany you pick, try to figure out how we can
apply their m ethods here.
We have a m onth to finish this project, so let me know what
you need to get started.
Jennifer
M US
V o cab u lary
M a tch th e w ords or phrases (1 -6) w ith the
definitions (A-F).
1 __m easure 4 __best p ractice
2 __com pare 5 __internal ben ch m a rk
3 __analyze 6 _ functional benchm ark
A th e m o s t succe ssfu l w a y o f doing som ething
B to fin d sim ilarities and d ifferences in tw o or
m ore th ing s
C a standard based on a co m p a riso n o f parts o f
th e sam e co m p a n y
D to lo o k at som ething very carefully in o rde r to
und e rstan d it
E a standard m ade by looking at o th ers in the
sam e ¡ndustry
F to estím ate som ething based on a set o f
sta n da rds
O W rite a w ord or phrase th at is sim ilar in m eaning to the S p eakin g
underlined part. 0 With a partner, act out the
1 C h e ck sta n da rds set bv c o m p e tito rs to fin d o u t w h a t Kline roles below based on Task 7.
M o to r’s process ¡s. Then, switch roles.
_ o m ____ i ______ b ____ h _______s
2 W hen w ill th e new p o licy be p ut into use? USE LA N G U A G E S U C H AS:
a ______ e _ H o w are we d o in g ?
3 The o w n er app lie d th e process o f d eterm inina sta n da rds to Like w hat?
im prove p rod uctio n . O u r p ro d u c tio n n um bers are ...
_c_m _
4 The a cco u n tin g d e p a rtm e n t carefullv stu d ie d th e c o m p a n y ’s
expenses.
_s_e__e_

0 0 Listen and read the m em o again. W h a t is one benefit

o f functional benchm arks?

Listening
0 $ Listen to a conversation b e tw een a m an ag er and an
assistant m anager. C hoose th e co rre ct answ ers.
1 __The m an fin ish ed analyzing th e ben ch m a rkin g research.
2 __The plant has b ette r p ro d u ctio n num bers than o th er
co m p a n y plants.
3 __The w om an w o rrie s th a t th e fu n ctio n al b e n ch m a rk fro m the W riting
research w ill be to o d ifficu lt to a pp ly at th e ir plant.
0 Use the m em o and the
conversation from Task 8 to
w rite a benchm arking report.
$ Listen again and c o m p lete the conversation. Inelude: findings from internal,
com petitive. and functional
Manager: It’s th a t 1 . research. H o w are w e d oing? r benchm arks.
Assistant: Oh, th a t’s going really well.
Manager: Great. So y o u ’ll be able to 2 . on
tim e?
Assistant: 3 A nd w e ’re fin ding som e
really goo d Inform ation.
Manager: Oh, really? Like w hat?
Assistant: W ell, the 4 ___________ .c h e c k w a s ¡m presslve. O ur
p rod uctio n n um bers are 5 . _________________ th e
B righton and C apital C ity plants.
Manager: T h a t’s great. So w e ’re se tting th e co m p a n y 6 .

Assistant: It looks th a t way. B ut th e fu n ctio n a l ben ch m a rks research

is interesting, too.

((
ves

Engineer
IN e e d e d
GEEEE>
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
í assem bly
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 amichaels@klinemotors.com.

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!
payload w o rk envelope pneum atic
O Before you read th e passage, ta lk about hydraulic robot assem bly control unit
th ese questions.
1 W hat are som e basic parts o f ro bo ts on an W h at is th e la rg e s t______________________ th a t I\
a ssem b ly line? th e ro b o t can m ove th rou g h its w o rk envelope? E
2 W hat are the ben e fits o f using a utom a tion 2 _________________________ m achinery uses liquid to
instead o f ind ividual w orkers? 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 r\
line. E
R eading
4 C h e ck t h e ______________________ . Several
0 Read the job ad. Then, m ark the following ro b o ts are m oving to o slow. l\
statem ents as true (T) or false (F).
5 The paint near th e line ind ica te s the
1 __The engineer m ust im p ro ve th e design o f ______________________ w ith in w h ich th e E
m anipu lators and actuators. m an ipu lator m oves.
2 __Repairs to co ntro l units m ust be co m p le te d 6 Please ch e c k th e pressurized gas in the
by m e lead engineer. equipm ent. l\
3 __ ~ne Bnghton Plant is changing from hydraulic 7 T h is _______________________ b uilds p art o f the E
to pneum atic m achines. c a rs ’ tram es.
10
0 M a tch the w ords or phrases (1-8) w ith th e definitions S p eakin g
(A-H). 0 With a partner, act out the
1 __ precisión 5 __degree o f freedom roles below based on Task 7.
Then, switch roles.
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
USE LA N G U A G E S U C H AS:
4 __flo w line 8 __m an ipu lator
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
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 Student A: You are a manager.
Talk to S tu d e n t B about:
F a row o f sp e c ia l-p u rp o s e m achines arranged in sequence
• his or her cu rre n t position
G vibra tion or repetitive m ovem ent
• his or her usual day
H th e basic m otio n s o f a ro b o t arm and b od y
• s yste m s he or she is fa m ilia r
w ith
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? 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 W riting
statem ents as true (T) or false (F). 0 Use the jo b ad and the
1 __The w o m a n usually ch e cks th e repair list first. conversation from Task 8 to
2 __The H ow ard M o to rs plant runs on h ydraulic m achines. w rite an en g in e e r’s cover
letter. Inelude: th e jo b you are
3 __The w o m a n has repaired a ctu a to rs b u t not co ntro l units.
applying for, your experien ce
w ith autom ated m anufacturing,
and your typical duties at your
0 Listen again and c o m p lete th e conversation.
current job.
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.
 a ✓ f¡
ii«líLmj

To: m.abrams@ klmemotors.com

From: k.richardson@ klinem otors.com
EMAIL LOGIN SIGNUP HONE
Subiect: Auto Transport
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.
ciüjnTii 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 M a tch th e w ords or phrases (1-8) w ith the
G e t ready! definitions (A-H).

0 B efore you read the passage, ta lk about 1 __bi-level 5 __auto tra n sp o rt

th ese questions. 2 __tri-level 6 __rolling highw ay
1 W h at are som e w ays th a t vehlcles are 3 __auto rack 7 __overseas
tra n sp o rte d fro m fa etones to dealerships? 4 __rail 8 __co n ta in e r ship
2 W h at o p tio n s are available to tra n sp o rt
A a railcar th a t tra n s p o rts cars and tru cks
a uto m o b lle s by rail?
B havlng tw o flo o rs at d ifferent heights
C located on another co n tln e n t and requiring
R eading travel o ver an ocean

0 Read the em ail. Then, m ark the following D th e a c t or process o f delivering a utom o biles
statem ents as true (T) or false (F). from fa c to ry to dealerships
E having three flo o rs at d iffe re n t heights
1 __The c o m p a n y is not cu rre n tly using
enclosed trailers. 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
2 _ Tne rail co m p a n y w ill soon elim ínate auto
racks. 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
3 __O verseas dealerships will co ntro l shipping
after cars are unloaded from ships. H a vessel designed to sto re interm odal
containe rs
12
O R ead th e sen ten ce pairs. C ho ose w hich w ord or phrase S p eakin g
best fits each blank. 0 With a partner, act out the
1 tra c to r-tra ile r / sem i-tra iler roles below based on Task 7.
Then, switch roles.
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 open / enclosed
A The trá ile r will p ro te c t th e cars in
it from th e rain.
B A(n) trá ile r a llow s evervone to
see th e cars in it. S tu d e n t A: You are an executive.
Talk to S tu d e n t B about:

0 í» Listen and read the em ail again. W h at is th e • auto tra n s p o rt o p tio n s

c o m p a n y ’s best option fo r sem i-trailers? • typ e s o f se m i-tra ile rs to use
• sh ip pin g o p tio n s

Listening
S tu d e n t B: You are a manager.
0 Listen to a conversation b e tw een a m an ag er and an
Talk to S tu d en t A a bo u t auto
executive. C hoose th e c o rre c t answ ers.
tra nsp o rt.
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 Use the em ail and the
D increasing th e speed o f auto tra n s p o rt ope ratio n s conversation from Task 8 to
w rite a rep o rt on ch anges to
2 W h at is tru e o f th e rail operations?
auto tra n s p o rt operations.
A The bi-level auto ra cks are no lon g er available. Inelude: sem i-trailers, rail
B The man recom m ends sw itching to rolling highw ay operations. operation s, and co n tain er
C The co m p a n y can save m oney b y using tri-le vel auto racks. 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: Mark, how is that 1 ______________ research going?

M an ager: Oh, hey, Karen. T hings are 2 ______________________ ,
actually.
Executive: Glad to hear it. So, w h a t are w e 3 ______________ ?
M anager: Well, I looked into your questions on sem i-trailers. It turns
out that w e ’re 4 ______________________ open trailers.
Executive: Really? I th o u g h t cars w ere so m e tim es d am aged in
5 ______________ .
M anager: 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.

mam 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.

V o cab u lary
0 M a tch th e w ords or phrases (1-10) w ith the
definitions (A-J).
1 loading c o s t 6 _ CIP
G e t ready! 2 inco te rm s 7 _ DAP
O B efore you read the passage, ta lk about 3 d is trib u tio n 8 __carrier
th es e questions. 4 FCA 9 __sh ip pin g

1 W hat are som e stages in the distribution process? 5 insurance 10 __re sp o nsib ility

2 W hat kinds o f carriers tra nsp o rt goods throughout A th e State o f having a d u ty o r o bliga tion
your country?
B a co m p a n y th a t p rovide s tra n s p o rta ro n Services
C w hen a seller pays to hand over g o o d s to the
R eading firs t carrier
© Read the guide. Then, choose th e correct D predeflned universal te rm s used ¡n co m m ercial
answ ers. d istrib u tio n

1 W h at is th e m ain p urp ose o f the guide?
A to explain th e ¡m portance o f inco te rm s
B to create a universal ¡ncoterm co de
C to p rovlde ¡ncoterm inform a tio n fo r clients
D to explain th e orig in s o f inco te rm s
E w hen th e seller pays fo r carriage and insurance
b u t buyer assum es th e risk
F th e a c t o f su pp lyin g g o o d s to d ealerships to
resel I
G a c o s t associated w ith loading th e cars o n to the
carrier

2 W hich incoterm requires th e m ost w o rk from H an arrangem ent by w h ich a co m p a n y pays fo r

th e buyer? large losses in exchange fo r p aym e nt o f a
prem ium
A EXW 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
3 W hich inco te rm places th e m ost re sp o nsib ility im p o rt clearance and assum es risk until g oo d s
on th e seller? are ready to be unloaded by th e buyer
A CIP B DDP C EXW D DAP J th e a ct o f tra n sp o rtln g g oo d s
14

I
O Fill in the blanks with the correct words Q í i Listen again and complete the
from the word bank. 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 DAT DD P A ssociate: And th e buyer is okay w ith that?
insurance shipping
M an ager: The buyer is nervous a b o u t the
2 ________co sts.
1 A b uye r m ust p ic k up g o o d s a t the
A ssociate: I see. So th e buyer w o u ld rather use a
m an u fa ctu re r in t h e _________________________
3 _?
arrangem ent.
M an ager: Yes, b ut th e seller is already covering
2 The buyer m ust pay f o r ______________________
insurance and 4 ______________ .
to protect against m ajor losses during shipping.
A ssociate: So it’ll be to u g h to g et them to give
3 In t h e _________________________ arrangem ent,
m ore, right?
th e seller pays fo r carriage b ut not insurance.
M an ager: Yes. Especially since th e seller is
4 ___________________________________________
a c cu sto m e d to 5 _______or FCA. This is
a llo w s dealers to sell cars m an u fa ctu re d all over
already a stre tch fo r them .
th e w o rld.
A ssociate: W hat a b o u t th e 6 _______?
5 The seller pays fo r the costs o f im port clearance in
th e _________________________ arrangem ent. M an ager: It’s our standard carrier across the ocean.
But the dealer has a road carrier contact.
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.
S p eakin g
0 $ Listen and read the guide again. W h at is
0 W ith a partner, a c t out th e roles below
based on Task 7. Then, sw itch roles.
presum ably a ben efit for m anufactu rers by
using EXW?

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

Listening W hat a b o u t t h e ...?
0 $ 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, © R ead th e article. Then, choose th e c o rrect
ta lk ab o u t th es e questions. answ ers.
1 W hat are som e fa c to rs th a t 1 W hat ¡s th e p urpose o f th e article?
c o n trib u te to th e price o f a A to explain h ow to n eg otiate prices
car?
B to give inform ation a b o u t pricing
2 W h at are som e fa c to rs th a t
C to w arn co nsu m ers a b o u t price scam s
cause m arket adju stm en ts
in y o u r country? D to o ffe r tip s fo r g e ttin g d is c o u n t prices

2 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

3 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 _ by: A n d e rs o n M artin
pricing 6 __profit
invoice price 7 _ M SRP
A D V IC E C E N T E R m ark up 8 __d estin atio n charge
The process of buying a new car m ight seem intim idating to s ticke r price 9 __m arket adjustm ent
many consum ers. But w ith the right inform ation, you can
h old ba ck 10 __o p tio n s
equip yourself to get a good deal on a new car.
Pricing is quite simple. Here’s how it works.
A th e price a dvertised by th e dealer
A dealer pays an invoice price to the m anufacturer for
o

B a percentage o f sales prices th a t

a car.
m anufacturers pay b a ck to dealers
The m anufacturer provides an MSRP.
q

A dealer will m ark up the invoice price to make a profit. C a fee add e d to co ver th e c o s t o f sh ip pin g cars
Q

This will Include the destination charge and m arket from m an u fa ctu re r to dealer
adjustments. This num ber becom es the sticker price. D th e price th e dealer pays fo r a car
M anufacturers w ill pay the dealer a holdback to
q

E features o f a ca r th a t can increase th e price

increase cash flow.
A dealer will create sales incentives such as discounts F th e diffe re n ce betw een th e sale p rice and th e
B ®

or rebates to entice buyers. c o s t o f th e vehicle

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.
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 0 W Listen again and complete the
from the word bank. conversation.

otFídt S alesm an: I ran th e num bers. M y cu stom e rs

are w o n de ring w h y th e 1
rebate cost discount a p p ro v a l is higher than MSRP.
o p tio n s M SR P 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
The ca r carne w ith prem ium
m uch higher fo r us.
w h ich increased th e price.
Salesm an: I understand that, b ut I d o n ’t th in k its wise
During a sale, a dealer w ill give a m oney b ack
to 3 _______ th e c u s to m e r fo r th a t. We
___________________ fo r qualified buyers.
w a n t to b uild loyalty.
T h e ___________________is a goo d sta rting point
M an ager: Yes, o f co urse w e do. B ut w e also have
fo r d ealer pricing.
to pay o ur bilis. The m an u fa ctu re r c u t o ff
T h e _____________ price o f th e ca r w as 4 _______th is year too.
$2000 less than MSRP.
Salesm an: Oh really?
W ith o u t a m an a ge r’s __
M an ager: Yes. A nd w ith th e 5 _______so sluggish,
salesm an ca n n o t low er th e price.
w e ’ve s o ld a b o u t half th e ca rs w e
A dealer has to price the ca r above projected.
Salesm an: It is a 6 ______________ fo r us.
M an ager: 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?
0 Q Listen and read the a rticle again. H ow
can d ealers e n tice buyers? Salesm an: Yes, I su pp o se it is.

Listening S p eakin g
0 & Listen to a conversation b e tw een a 0 W ith a partner, a c t out th e roles below
m an ag er and a salesm an. C hoose th e based on Task 7. Then, sw itch roles.
co rre ct answ ers.
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. R eading
That am ount ¡ncludes your fixed assets, property and
equipm ent (P&E), land, and all the cars in your inventory. 0 Read the em ail. Then, m ark the following
Your intangible assets are reflected as well, along with the statem ents as true (T) or false (F).
paym ents you are owed in accounts receivable.
On the other hand, your liabilities com e to $2,305,000. 1 __Intangible assets are included as liabilities.
That ineludes the new $680,000 in accounts payable for 2 __The c o m p a n y ’s cu rre n t liabilities are greater
the recent shipm ent o f new cars, as well as your long-term than its cu rre n t assets.
loan fo r the purchase o f the dealership. Your ow ner’s equity
3 __The c o s t o f sales are needed to ca lcúlate
is at $72,000.
gross profit.
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 V o cab u lary
profit. W e’ll be in touch later today to get that Information.
Henry Jackson 0 M atch th e w ords or phrases (1 -8) w ith the
Jackson Accounting definitions (A-H).
P&E 5 __balance sheet
Assets
Liabilities assets 6 __fixe d assets
Current Assets
Current liabilities P&L report 7 __o w n e r’s e quity
Cash $43,000
Accounts Payable $680,000
Accounts liabilities 8 __intan g ib le assets
Receivable $115,000 Wages Payable $ 20,000 A anything o f valué th a t can be converted into cash
Inventory $2,150,000 Short-term debt $192,000
Total Current B th e p ortio n o f a c o m p a n y ’s assets belonging to
Total Current
Assets th e o w n er a fte r all liabilities are a cco u n te d fo r
$2,308,000 Liabilities $892,000 C d e b ts and expenses
P&E
Land $32,000 D n onm aterial assets
Long-term debt $1,413,000
Equipment $21,000 E p h ^ ric a l th in g s o f valué th a t are n ot easily
Total P&E $53,000 co nve rte d into cash
Intangible F a d o c u m e n t th a t lists a b usine ss’s assets,
Assets $16,000 liabilities. and o w n e r’s e quity
Total Liabilities $2,305,000
G a d o c u m e n t co m p ile d at the end o f an
Ow ner’s Equity $72,000
a ccou ntin g period to sh o w all revenues, costs,
Total Liabilities and expenses
Total Assets 32,377 nnn
and Owners Equity $2,377.0nn
H p rop erty and e qu ip m e n t
" l8
O Read th e sen ten ce pairs. C hoose w hich
w ord or phrase best fits each blank.
1 revenue / cost of sales
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.
2 gross profit / net profit
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
A ___________________is co nside re d an asset.
B ___________________ is a ty p e o f liability.
0 í í Listen and read the em ail again. W hat
inform ation is needed to c o m p lete a
balance sheet?
Listen in g
0 *♦ 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.
1 W h at is th e p urp ose o f th e co nversation?
A to report an error on a balance sheet
B to request inform a tio n fo r a report
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?
A net profit C a P&L report
B to ta l liabilities D c o s t o f sales
0 $ Listen again and c o m p lete th e
conversation.
O w ner: Okay, here it is. Let’s see. It looks like
our 1 ______________________ fo r th e
period w a s $80,000.
Assistant: I’m sorry, 2 _________________ 18,000?
O w ner: Oh, no, no. T h a t’s 80,000. Eight-zero.
Assistant: Okay, g o t it, th a n ks. We can g e t th a t
3 _____________________________ rig h t over
to you.
O w ner: T h a t’d be great. C ould you 4
A ssistant: 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.
S p e a k in g
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:
So yo u have the ...?
It looks like o u r ...w as ...
I’m sorry, d id yo u s a y ... ?
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:
• inform a tio n you need
• 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
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 © R ead th e advice colum n. Then, choose the
th es e questions. co rre ct answ ers.
1 H o w can p eople increase th e num ber o f sales 1 W hat is th e m ain idea o f th e passage?
th e y m ake? A how to increase sales
2 W hy is app e ara nce im p o rta n t in m aking 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
© M a tch th e w ords or phrases (1-8) w ith the
definitions (A-H).
AL L T H I N G S A U T O M O T I V E :
sales 5 __inquire
One-Stop Advice firs t Im pression 6 __influence
c o n ta c t 7 __n etw orking
By ÜOe Smitll
co m fo rt 8 _ effective
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 A to ask m ore inform a tio n a b o u t so m e th ing
m ake a great first im pression w ith potential custom ers.
B a know n person w ith w h o m an associate can
Do you have a professional appearance? Are you attentlve
to your cu stom e rs’ needs, and do you m ake them feel co m m u n ica te
comfortable? You d on ’t want to be to o pushy, but d o n ’t be C th e a ct o r process o f m eeting w ith cu sto m e rs in
passive, elther. A well thought out pitch can greatly help o rde r to sell p ro d u e ts to them
with this. Make sure it ineludes language that will positively D th e initial feeling a person has w hen he or she
influence your custom ers. If you’re not sure how your pitch
e nco u nters another person
sounds, test it out on a colleague.
To generate more sales, try to find m ore leads. Use a E the level o f ease a person feels in a given situation
contacts you have to try to get more potential custom ers. F to create a strong e ffe ct upon a person or
You've heard it before, but this power of networking cannot situation
be overstated. And another note here: keep your
G p rod ucin g a successful, desirable result
appointments. Nothing disappoints more than a no-show.
W hen in doubt, talk to a more experienced coworker. H th e habit o f using o n e ’s colleagues and
He or she may know just how to increase your confidence professional a ssociatlo n s to enhance
and success as a salesperson. All you need to do is inquire. professional s u c c e s s '
O Write a word or phrase that is similar in meaning to the S p eakin g
underlined part.
0 With a partner, act out the
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 roles below based on Task 7.
e nco u nter. _e__s Then, switch roles.
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. I ____
5 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 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__

0 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 __The m an w o rrie s a b o u t being pushy w ith cu stom ers. W riting
3 __The w om a n sugg e sts w riting a new pitch. 0 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.
0 $ Listen again and c o m p lete th e conversation.
Inelude: th e im p o rtan ce of
a p p earan ce, creating a pitch,
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 __________ r and listening to a c u s to m e r’s
needs.
w a n ts in a car. And m ake sure you can o ffe r it.
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 ______________________ .
C o w o rker: W ell, th e re ’s a 5 to n ig h t. I’m going
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: Mark Wallace
Subject: Customer Follow-Up
G e t ready!
Hi Donald. Great work this weekend getting some really
O B efore you read th e passage, ta lk about th ese
strong leads. I’m very impressed by your progress so far.
questions. Now it’s time to follow up on a lead!
1 W hat are som e d ifferent w ays to establish a good Some advice for getting in touch with your clients: email
relationship w ith a cu stom e r? first, then cali. Don’t be too aggressive. Customers want
to be updated but not bothered by us. After the email, give
W hat are som e w ays to secure a deal it a week before you check on them again. This time, you
w ith a cu stom e r? 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.
estímate
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.
get touch

x/ check on business car «*

V o cab u lary
0 M a tch th e w ords or phrases (1-11) w ith the
R eading definitions (A-K).

0 R ead th e em ail. Then, choose th e c o rrect 1 __ch e c k on 7 __progress

answ ers. 2 __update 8 __fo llo w up on

1 W hat does th e em ail recom m end as a firs t step

3 __get in to u ch 9 __previously
fo r a fo llo w up? 4 __estím ate 10 __hear b ack from
A send th e c u s to m e r an email 5 __slip aw ay 11 __referral
B cali th e cu sto m e r 6 __business card
C send th e c u s to m e r a d ire ct m ail brochure
A to continué sales efforts th a t have already been
D w a it fo r th e c u sto m e r to get in to u ch started

2 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
C a sm all card containin g a p erso n ’s business
A u pd a te cu stom e rs
inform ation
B rem ind cu sto m e rs o f estím ate
D to give new o r d ifferent inform ation
C invite th e c u s to m e r to ano th e r te s t drive
E an a p p ro xim a te n um ber
D inelude c o n ta c t inform a tio n
F to exam ine a c u s to m e r’s co nd itio n
3 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
22
O Write a word or phrase that is similar in meaning to the S p eakin g
underlined part.
0 With a partner, act out the
1 W e m ade a lot o f positive m ove m en t to w a rd o ur sales goal. roles below based on Task 7.
_ r ____ e s _ Then, switch roles.
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

0 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 Use the em ail and th e
B th e m an w ill cali if he can reduce th e estím ate to p ick up conversation from Task 8 to
th e keys w rite an em ail from a cu sto m er
C th e m an w ill d rop o ff his buslness card at her o ffice to th e dealership. Inelude: her
D th e w om a n w ill co m e to th e d ealershlp experien ce w ith the
salesperson, her decisión to
buy the car, and her next steps.
0 $ Listen again and c o m p le te th e conversation.

S alesperson: Vmcalling to follow up on our 1 ____ from

0 th ls w eekend. Do you have a m inute?
C ustom er: Yes, sure.
S alesperson: Great. I ju s t w a n te d to 2 ______________ th e offer w e
d iscu ssed previously.
C ustom er: The estím ate w a s 3 _______, right?
S alesperson: 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?
C ustom er: I’ve been 4 ______________________ w ith m y fam ily.
S alesperson: Have you c o m e to a 5 _______yet?
C ustom er: N ot quite. W e’re still 6 ______________ o ur expenses.
S alesperson: T h a t’s p erfe ctly fine. Take y o u r tim e.

23
 *| ‘| Sales 3

Get ready! R eading

0 B efore you read the passage, ta lk about © Read th e c o m m e n t board. Then, choose
th es e questions. th e co rre ct answ ers.
1 W hat are som e fa c to rs th a t cause a buyer to be 1 W hat is th e m ain idea o f th e post?
hesitant? A to get tip s fo r sealing a deal
2 W hat are som e w ays to co nvince a hesitant B to co m p a re m etho d s o f avoiding resistance
buyer?
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 Vocabulary
better. My only trick now is the test drive. Any advice is
© M a tch th e w ords or phrases (1-9) w ith the
welcom e! - Mike S.
definitions (A-l).
Replies:
I find it really effective to capitalize on a person’s desire title 6 __resistance
for ownership. If you tell them they can walk away with cióse 7 __ca pitalize on
the car title in their hands, they m ight be more ready to
deal 8 __ ch eck
com m it. - John K.
seal 9 __keys
If my Client is showing resistance, I always ask them,
“ what will it take fo r you to buy this car right now ?” That hand over
m otivates them to really think about what they w ant
from the deal - Mary T. A to give o w n ersh ip o f a vehicle to som eone else

I always try to seal the deal during the *irst m eeting. If I B h esitation o r refusal to a cce p t an o ffe r
can’t do that, I send them a letter saying w e ve reacty to C sm all pie ces o f m etal used to open th e lo ck o f a
hand over the keys to the car. That puts them n charge vehicle
of making a decisión. It w orks well fo r me.
D a ' ~en o rd e r fo r a bank to pay o u t o f the
- Greg N.
w rite rs a cco u n t
I like to tell my custom ers, “You can drive this car home
E a claim o f o w n ersh ip over a vehicle
right now. All you have to give us is your signature.”
- Alanna W. F to co m p le te or secure som ething
If the custom er w o n ’t com m it, I ask fo r the m anager’s G to ta ke advantage o f som ething
approval to write a check for $1000. I tell them they can H an agreem ent betw een a seller and a buyer
think it over. But when they are ready to buy the car, we
I to finalize som ething
will give them this check. That is pretty convincing.
- Rick S.

24
Q Write a word or phrase that is similar in meaning to the S p eakin g
underlined part.
0 With a partner, act out the
1 W e w a n t to finalize as m any deais as possible th is w eekend. roles below based on Task 7.
__ o s _ Then, switch roles.
2 You should ta ke advantaae o f th e c u s to m e r’s desire fo r USE LA NG U AG E S U C H AS:
ow nershlp.
c ____ t ______ e Have yo u c lo s e d ...?

3 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 lw ays capitallze o n ...

a _ _ r ______ W hat s h o u ld I d o ?
4 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.

0 íJ Listen and read the c o m m e n t board again. W h a t are Talk to S tu d en t B about:
several w ays in w hich a salesperson can a tte m p t to seal • a deal
th e deal? • p roblem s w ith one buyer
• h o w you have trie d to cióse
Listening th e deal
0 $ Listen to a conversation b e tw een a salesperson and
a m anager. C hoose th e co rre ct answ ers. S tu d en t B. You are a manager.
1 W hat is the conve rsatio n m ainly about? Talk to S tu d en t A a b o u t closing
ta ctics.
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
D helping a c u sto m e r se le ct th e b est ca r fo r him W riting
2 W hat w ill m etho d w om an m ost likely try next? 0 Use the c o m m e n t board and
A ta king th e b uye r on a te s t drive th e conversation from Task 8 to
w rite a sales journal. Inelude:
B let the buyer ta ke th e p ap e rw o rk hom e
closing ta ctics, dealing w ith
C w rite a ch e c k fo r a fe w hundred dollars resistance, w h a t yo u ’ll do
D tell th e b uye r he will n ot fin d a b e tte r deal different next tim e.
*
0 W Listen again and c o m p lete the conversation.

M an ager: Ann, have you close d th a t 1 _______yet?

S alesperson: 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.
M anager: Yeah, he seem s like h e ’s show ing a lot o f 2 _______.
W h a t’s th e problem ?
Salesperson: He th in k s he can g et a b e tte r deal 3 ______________ .
M an ager: I see. W hat closing 4 _______have you tried ?
Salesperson: 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.
 12 Negotiating
SUNSET CAR SALES Employee M anual S e ctio n 9
bargain

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
G et ready! 0 M a tch th e w ords or phrases (1-10) w ith the
definitions (A-J).
O B efore you read th e passage, ta lk *
__tra d e -o ff 6 __n on -ne g otia b le
about th ese questions.
__loss 7 __offer
1 W h at are som e w a ys to n eg o tiate w ith a __b ack dow n 8 __inelude
buyer?
__co m p ro m ise 9 __w a lk aw ay from
2 W hy is n egotiating an ¡m portant part o f
__a nticíp a te 10 __pressure
sales?
A persuasión used to create a sense o f urgeney

R eading B to reject som ething

0 Read the m anual. Then, m ark the
following statem ents as true (T) or
false (F).
1 __Bargaining often involves low ering
ta xe s on a car.
C to present som ething
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
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 H an agreem ent in w h ich both parties m ake certain
a c c e p ta b le tra d e -o ff in a c a r deal. conce ssio n s

3 __The m anual reco m m en d s not I a negative net incom e

backing d o w n from co nfro n ta tion s. J ca nn o t be changed or co nteste d
26
O Write a word or phrase that is similar in meaning to the S p eakin g
underlined part. 0 With a partner, act out the
1 The buver w ill aive up fia h tin a fo r th e sale. roles below based on Task 7.
_a__ d ____ Then, switch roles.
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.

0 £> Listen and read the m anual again. W hen is it okay for
Talk to S tu d en t B about:
a c a r dealership to ta k e a loss?
• a d ifficu lt Client
• neg o tiatlo ns
Listening • closlng th e deal
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. S tu d e n t B You are a manager.
1 W hat problem ¡s th e m an dealing w ith? Talk to S tu d e n t A a b o u t m aking a
sale.
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
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
2 W h at does th e w om a n recom m end? 0 Use the m anual and the
A rem lnd th e Client a b o u t free m aintenance conversation from Task 8 to
w rite an em ail to a colleague.
B offer th e Client a speclal o ne -d a y pnce
Inelude: experien ce w ith
C provlde th e Client w ith a 100,000 m lle w a rran ty difficult custom ers, negotiation
D w arn th e Client a b o u t o th e r buyers interested in th e car tactics, and how to put
pressure on a buyer.

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

S alesm an: l’m dealing w ith a very difficult custom er rlght now.
M anager: 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 Financing 1
0 B efore you read the passage, ta lk about
th es e questions.
1 W hat are som e d ifferent fin an cin g o p tio n s fo r a
person buying 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?
down payment
20%
do
720-759 C4r
2000
750 and up
Special
cii
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!
0 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
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
V o cab u lary
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.
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
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. 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.
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?

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 W riting

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
© 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! Com pound

d B efore you read th e passage, Principie

ta lk a b o u t th es e questions. h Interest
r f mf f r W W r f fT T T Í nm i n '
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?
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
loan
0 R ead th e approval letter. Then, choose repaid
early
early
th e c o rre c t answ ers. 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? early pa ym e n t p enalty
V o cab u lary ^
A 2 0 % d ow n p aym e nt
B 19% APR 0 M a tc h th e w ords or phrases (1 -6) w ith th e
definitions (A-F).
C 36 m onth te rm
D $25 late fee 1 __approval 4 __early paym ent penalty
2 __p aym e nt 5 ___ late fee
2 W h at p ercentage o f th e p rin cip ie ¡s th e
3 __m o n th ly 6 __p rin cip ie
early p aym e nt penalty?
A 5% C 8% A a fe e ca used b y p aylng o ff a loan before th e te rm is
B 6% D 10% 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? C a recurring a m o u n t o f m oney paid to a lender,
u sually m on th ly
A her loan w ill d efau lt
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
B th e intere st w ill b eco m e c o m p o u n d fin a n cin g
C th e interest rate w ill ju m p to 15%
E a fe e caused by m issing a d ea d line on a p aym e nt
D th e p rin c ip ie a m o u n t w ill ¡ncrease 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: T h a t’s right. It’s a lot, b ut it’ll really 2 _______you
in th e long run.
Buyer: Ok. A nd there will be 30 paym ents?
Finance O fficer: 36 paym e nts actually. 3 years.
Buyer: 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 S p eakin g
w a n te d to purchase a car for
© W ith a partner, a c t out the roles below based on Task 7.
$20,000.
Then, sw itch roles.

Listening USE LANGUAGE SUCH AS:

© $ Listen to a conversation 1ju s t w a n t to be sure o f ...
b e tw e e n a buyer and a finance W hy d o n ’t we s ta r t... ?
officer. C hoose th e co rrect W hat does th a t m ean?
answ ers.
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.
«/» Weatherford Used Cars
1 W hat are som e th in g s a buyer should
and Trucks is having its
kn ow a b o u t a used or p re-o w n ed car
before buying?
UJ
This biggest sale of the year. Up
2 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?
Weekend to 20% off regular price.
You have to see these

Only!— deais to believe them.

All cars and trucks are certlfied pre-owned and come with
full manufacturer warrantles. Every single vehicle has been
k
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 © M atch th e w ords or phrases (1-10) w ith the
co rre ct answ ers. definitions (A-J).
1 W hat ¡s true o f th e dealership? __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 _ dam age

2 W hat is n ot claim ed by th e advertisem ent? b elo w average j

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
F th e .e h ic le ’s past, Including repairs, a ccidents,
3 W ho has assessed th e vehlcles?
and ow n ers
A tra de -in specialists
G a bo ve average, nearly p erfect
B ce rtified used ca r salespersons
H a sm all m ark or im pression caused by forcé
C a ccid e n t h istory sp ecialists
I to evalúate the valué o f a car
D th ird -p a rty insp ectors
J a ca r th a t has been insp ected and certified
32
O Write a word or phrase that is 0 «9 Listen again and complete the conversation.
similar in meaning to the
underlined part. M an ag er: The sale has been great fo r business. We sold
1 The g ua litv o f th e ca r w as 1 _______- _______ p re-o w n ed cars.
e xcellent so w e b o u g h t ¡t. O w ner: T h a t’s great! W hat a b o u t 2 _______- _______ ?
__ n ___ t ___ n 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 ______
2 The price o f th e ca r ¡s low, but too.
l’m afraid ¡ts w o rth is m uch less. 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
v__u_ lot o f 4 _______.
3 The dealer had som e o utsid e M anager: Yeah I rem em ber her. We 5 __ _ t h e valué and still
q ro u p assess th e vehicle. gave her th e $300 cash.
t__r_ p_r__ O w ner: G ood. The m ost im p o rta n t th in g is 6 . w ith
4 All o f the cars b rou ah t in fo r o ur custom ers.
exchanae w ere in good M anager: I agree. A nd she d ecide d to buy a new ca r fro m us th a t
co nd itio n . sam e day.
__ a d _ -_ n s
O w ner: Do you see w h a t I m ean? G reat w ork.
5 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__

S p eakin g
0 Q Listen and read the
0 W ith a partner, a c t out th e roles b elo w based on Task 7.
a d v e rtisem en t again. H ow
Then, sw itch roles.
can a buyer be confid en t in the
dea! offered by th e dealership?

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? W riting
A the tra d e -in cash bonus
B the p rom ise to beat a better
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
deal
te a m . Inelude: a sum m ary of w e e ke n d sales, goals of
C a cce p tin g tra d e -in s o f any the com pany, and ¡m provem ents for n ex ttim e .
co nd itio n
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.

38
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.

40
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.