Utilizing Experiential Learning Methods To Teach Practical Direct Marketing Skills To Small Farm Businesses

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Unit One Globalization ???
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Teaching Learning Objectives

• To enable Ss to know about globalization
• To familiarize Ss with new words related to
  globalization
• To develop Ss listening and reading skills about
  telephoning
• To know how to manage phone calls
• To cultivate Ss how to deal with human resources
• To enhance Ss business writing techniques by
  writing a memo

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Overview
Starting Up
Listening For and against globalization
Vocabulary Entering new markets
Reading 1 Going Global
Reading 2 Phone rage
Managing phone call
Case study Fortune Garments
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• Discuss these questions.

What do you think globalization means?
Do you think globalization is a new trend?
What global companies can you think of? What
industries are they in?
Do global companies do more harm than good?
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What is globalization?cont'd

• Globalization is the process by which businesses
  or other organizations start operating on a
  global scale.
• Globalisation is a catchall term for many
  processes that are at the heart of the global
  economy the spread of instant global
  communications the rapid growth of international
  trade, global capital markets and foreign
  investment and the emergence of a new breed of
  global corporation. The global economy is the
  product of all these things, and more than the
  sum of them.

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What is globalization?

• Economic globalization is a historical process,
  the result of human innovation and technological
  progress. It refers to the increasing integration
  of economies around the world, particularly
  through trade and financial flows. The term
  sometimes also refers to the movement of people
  (labor) and knowledge (technology) across
  international borders. There are also broader
  cultural, political and environmental dimensions
  of globalization that are not covered here.

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Is globalization a new trend?

• Globalisation, in one way or another, has been
  going on since human beings started to travel and
  go to war with their neighbours. However, the
  modern form is highly dependent on electronic
  communications and rapid international travel and
  freight, and has grown up with them.
• At its most basic, there is nothing mysterious
  about globalization. The term has come into
  common usage since the 1980s, reflecting
  technological advances that have made it easier
  and quicker to complete international
  transactionsboth trade and financial flows. It
  refers to an extension beyond national borders of
  the same market forces that have operated for
  centuries at all levels of human economic
  activityvillage markets, urban industries, or
  financial centers.

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What global companies can you think of? What
industries are they in?

• Coca-Cola
• 
  Ford
• McDonalds
• 
  Wal-Mart
• Lenovo
• 
  Haier, etc.

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Do global companies do more harm than good?
cont'd

• This is a matter of opinion and down to
  individual companies.
• As globalization has progressed, living
  conditions (particularly when measured by broader
  indicators of well being) have improved
  significantly in virtually all countries.
  However, the strongest gains have been made by
  the advanced countries and only some of the
  developing countries.

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Do global companies do more harm than good?
cont'd

• That the income gap between high-income and
  low-income countries has grown wider is a matter
  for concern. And the number of the worlds
  citizens in abject poverty (the state of being
  extremely poor) is deeply disturbing. But it is
  wrong to jump to the conclusion that
  globalization has caused the divergence
  (difference), or that nothing can be done to
  improve the situation. To the contrary
  low-income countries have not been able to
  integrate with the global economy as quickly as
  others, partly because of their chosen policies
  and partly because of factors outside their
  control.

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Do global companies do more harm than good?

• No country, least of all the poorest, can afford
  to remain isolated from the world economy. Every
  country should seek to reduce poverty. The
  international community should endeavorby
  strengthening the international financial system,
  through trade, and through aidto help the
  poorest countries integrate into the world
  economy, grow more rapidly, and reduce poverty.
  That is the way to ensure all people in all
  countries have access to the benefits of
  globalization.

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Listening For and against globalization

• Stephen Haseler

Professor of government at London Guildhall
University, has written books on British and
European politics, and on globalisation.
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Listening For and against globalization cont'd

• A. Words and their definitions

1. infrastructure 2. issues 3. profitability 4. welfare benefits 5. flight of capital
important subjects that people discuss money paid by the government to people in need, for example, the unemployed basic facilities and services of a country, for example, water, power, roads a movement of large sums of money out of a country the ability of a business to make money
1. c 2. a 3. e 4. b 5. d
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Listening For and against globalization cont'd

• B. Listen and answer the questions.
• 1. Is Stephen Haseler generally in favour of
  globalization or against it?

He is generally against globalization. He thinks
that the advantages are outweighed by a large
number of disadvantages.
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Listening For and against globalization cont'd

• B. Listen and answer the questions.
• 2. Which of the points below does Stephen Haseler
  make?
• Advantages
• Globalisation increases the power of
  governments.
• Globalisation increases competition
  among companies.
• Competition will increase employment
  everywhere.
• Disadvantages
• Globalisation could lead to big
  employment problems in the West.
• Globalisation lowers peoples living
  standards.
• Globalisation prevents governments from
  controlling their welfare systems.
• Globalisation creates cross-cultural
  problems.

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Listening For and against globalization cont'd

• B. Listen and answer the questions.
• 2. Which of the points below does Stephen Haseler
  make?

Advantages Globalisation increases
competition among companies.
Disadvantages Globalisation could lead to
big employment problems in the West.
Globalisation prevents governments from
controlling their welfare systems.
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Listening For and against globalization

• C. Complete the text below with these phrases
  from the interview.

give-and-take gather pace rule the roost
In some countries, international companies
__________________ and strongly influence
governments actions. Stephen Haseler thinks
there should be _________________ between
companies and governments. In the future, the
process of globalisation will _______________ and
the power of companies could increase.
rule the rooster
give-and-take
gather pace
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Reading 1Going global

• A. Discuss the following questions.
• 1. What do you know about Boeing?
• 2. Where is its head office?
• 3. What do you think in-plant and out-
  plant mean?

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Reading 1Going global

• 1. Boeing is a US company which manufactures
  aeroplanes for civil aviation.
• 2. Headquartered in Chicago, Illinois, USA (In
  March 2001, Boeing announced plans to move its
  headquarters office from Seattle, Wash., to an
  area separate from the bases of its various
  businesses. After an extensive site evaluation
  process, the company selected Chicago, Ill., and
  began operations in its new World Headquarters
  offices on Sept. 4, 2001.)
• 3. In-plant means in Seattle. Out-plant means
  everywhere else.

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About Boeing contd

• Boeing is the worlds leading aerospace
  company and the largest manufacturer of
  commercial jetliners and military aircraft
  combined. Additionally, Boeing designs and
  manufactures rotorcraft, electronic and defense
  systems, missiles, satellites, launch vehicles
  and advanced information and communication
  systems. As a major service provider to NASA
  (National Aeronautics and Space Administration),
  Boeing operates the Space Shuttle and
  International Space Station. The company also
  provides numerous military and commercial airline
  support services. Boeing has customers in more
  than 90 countries around the world and is one of
  the largest U.S. exporters in terms of sales.

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About Boeing

• Headquartered in Chicago, Boeing employs more
  than 150,000 people across the United States and
  in 70 countries. This represents one of the most
  diverse, talented and innovative workforces
  anywhere. More than 83,800 of our people hold
  college degreesincluding nearly 29,000 advanced
  degreesin virtually every business and technical
  field from approximately 2,800 colleges and
  universities worldwide. Our enterprise also
  leverages the talents of hundreds of thousands
  more skilled people working for Boeing suppliers
  worldwide.
• For further information http//www.boeing.co
  m/

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Reading 1Going global

• C. Read the article Flight plan from Seattle
  and decide the following statements are True or
  False.

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Vocabulary Entering New Markets
A. Methods and definitions
a) a company partly or wholly owned by a parent company b) giving someone the exclusive right to sell products in a certain area c) selling the right to a manufacturers trademark, usually in a foreign market d) buying or taking over another company e) a person or company who cooperates with a foreign company who wishes to enter the market f) two or more companies join temporarily to carry out a large project g) a group of companies in similar businesses working together
1. acquisition 2. joint venture 3. consortium 4. franchising 5. licensing 6. local partner 7. subsidiary
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Vocabulary Entering New Markets

• B. Complete the sentences.
• 1. Wal-Mart, a US retail chain, entered the
  Mexican market by setting up a 50-50 __________
  with a local Mexican retailer.
• 2. When the Japanese tyre group Bridgestone
  entered the US market, it made an __________,
  buying the local production base of Firestone.
• 3. If a company wishes to enter the Chinese
  market, it usually looks for a ___________ who
  will cooperate in setting up a joint venture.
• 4. If a company is short of capital to expand
  overseas, it may prefer to have _________ or
  __________ agreements with local businesses.

joint venture
acquisition
local partner
licensing
franchising
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Reading 2Phone rage contd

• phone rage angry behaviour on the
• telephone by people who are not satisfied
• with the service they are receiving, etc.(?????)
• Globalization has helped to make the
• telephone an essential business
• communication tool.

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Reading 2Phone rage contd

• A. Discuss the questions.
• Do you like using the phone?
• What makes you angry on the phone?
• What are the special problems of telephone
  communication compared to face-to-face
  communication?

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Reading 2Phone rage contd

• B. Read the article Bad line on behaviour and
  answer the following questions.
• What do people find most annoying on the phone?
• What three reasons for the rise in phone rage are
  given? Do you agree?
• Are phone techniques improving?
• What do you think is meant by remote working?

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Reading 2Phone rage contd

• Being kept waiting, being connected to voice
  mail, being passed on to someone else, talking to
  someone who sounds inattentive, unconcerned or
  insincere.

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Reading 2Phone rage contd

• People are more likely to express anger
• over the phone rather than in writing or
• face to face telephone usage has risen
• steeply over recently peoples
• expectations have risen.

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Reading 2Phone rage contd
Yesbut not enough.

• Working outside company premises, e.g. at home or
  on client premises.

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Reading 2Phone rage

• Some guidelines on using the telephone at work
• Always give your name.
• Answer the telephone quickly.
• Greet the caller politely.
• Listen to what your caller is saying.
• Show interest and understanding.
• Try to be helpful.
• Be clear about what you can and cant do.
• Deal with anything you can deal with.
• Dont leave the caller hanging on the phone.
• Make sure you pass on any messages you take.
• Make sure you follow-up on any promises you have
  made.

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SkillsManaging telephone calls

• Listen to five telephone conversations and choose
  the adjective from the box that best describes
  the person who receives the call.

inefficient impatient aggressive bored unhelpful
1. bored 2. impatient 3. unhelpful 4.
inefficient 5. aggressive
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SkillsManaging telephone calls contd

• Study the business call below and improve it .

Person receiving the call Caller
Yes? Shes not hers. Whats your name again? OK. And your number? OK. Ill tell her. Bye. Give me Donna Weston. Well, take a message. Its Eva Wartanowicz. Tell her to phone me back later this afternoon. Wartanowicz. Its 01863 483 2189 Bye.
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SkillsManaging telephone calls contd

• A Netsat. Good morning. How can I help you?
• B Good morning. Could I speak to Donna Weston,
  please?
• A One moment, please Im afraid shes not
  available at the moment. Would you like to leave
  a message?
• B Yes, please. This is Eva Wartanowicz. Could
  you ask her to phone me back later this
  afternoon?
• A Yes, certainly. Could you just spell your name
  for me?
• B Yes, its W-A-R-T-A-N-O-W-I-C-Z.
• A Could I just read back to you--W-A-R-T-A-A-O-W-
  I-C-Z?
• B Thats correct.
• A And can I take your number, Ms Wartanowicz?
• B Its 01863 483 2189.
• A Thats fine. Ill make sure Donna gets your
  message.
• B Thank you very much. Goodbye.
• A Goodbye.

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Case studyFortune Garments

• Background

Company Fortune Garments
Based in Hong Kong, China
Suppliers 3,000 in 17 countries
Chairman Michael Chau
Annual sales 1.8bn
This week First global conference, Barcelona, Spain
Effect of current problems Possible takeover target because of falling share price
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Case studyFortune Garments

• Problems
• Quality control materials are often of poor
  quality, resulting in cancelled orders
• Responding to customer needs not responding to
  customers needs quickly, losing sales
• Design described as boring, behind the times,
  and with no appeal to a fashion-conscious buyer
  Reason ideas not shared between designers, they
  rarely travel abroad

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Case studyFortune Garments

• Consultants Report
• Management
• Managers of subsidiaries say they are underpaid
• Managers request a share in the profits
• Managers want more autonomy and less control
• Managers need more advice on quality control and
  like more contact with staff from other
  subsidiaries

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Case studyFortune Garments

• Consultants Report
• Factory Workers and Administrative Staff
• staff turnover high, industrial accidents common,
  Reason health and safety regulations not
  properly observed
• factory workers complain about wages, often
  expected to work overtime
• administrative staff say offices overcrowded,
  badly ventilated
• supervisors of different nationality from their
  staff, causing communication problems