Unit 3. Value for the customers

Exercise 1. Look through the text, find the nouns with the suffixes –er or –or. Try to guess the meaning of the words. If you can’t, consult the dictionary. Make up sentences with these words.

Exercise 2. Look through the text; find the nouns with the suffix –tion. Try to guess the meaning of the words. If you can’t, consult the dictionary. Make up sentences with these words.

Exercise 3. Read the words and their explanations and use them in your own sentences.

value – quality of being useful or desirable;

mix – ingredients or components brought together for a purpose;

manipulation – operating or handling with skills;

solution – answer or way of dealing with a difficulty;

distribution – putting into different places; sending out;

persuasion – convincing;

promotion – encouraging by publicity;

price – sum of money for which something is bought or sold;

to perceive – to become aware of something;

to achieve – to get; to complete;

to capture – to take or obtain as a prize by force;

to generate – to produce.

Exercise 4. Read the words and make up 5 sentences including all the words from exercise 3.

Exercise 5. Read the words from exercise 3; find the nouns in the list and think of as many adjectives as you can for each of them.

Exercise 6. Read the title of the text and try to predict the contents of it.

Exercise 7. Look through the text; divide it into logical parts and think of the title for every part.

Exercise 8. Read the text and find out:

1. How is value for the customer created?

2. What is central to the mix?

3. Where must the product or service be to be effective?

4. Why is information about the product necessary?

5. What does the delivery involve?

6. What do the outcomes for the customer include?

7. What do the outcomes for the seller include?