7 At work:VOCABULARY

careers 5 – AT WORK: CAREERS

A A career in sales

When Carl left school, he took the first job he was offered – in telesales1. He thought
telemarketing2 sounded quite glamorous but soon found that most of the people he phoned
hated cold calling3 and put the phone down when he tried the hard sell4 . However, he persevered
and found he became quite skilled at persuading customers to part with their money5 . He then
moved into a job on a TV shopping channel6 , where he specialised in selling merchandise7 for
the leisure market. He did so well at this that he set up his own sportswear company and hasn’t
looked back8 since.

1
+ 2 selling or marketing goods and services by phone 5
spend money
3 6
phoning people who have not requested a call in a TV channel devoted to selling products
order to try to sell them something 7
products that are bought and sold
4
attempt to sell something by being very forceful or 8
has moved forward successfully
persuasive

B Buying and selling

A person’s purchasing power is the ability they have to buy goods, i.e. the amount of money they
have available.
If you shop around, you try different companies or shops to see which offers best value.
If you want to buy something, you need to find a shop that stocks it. [keeps a supply of it = keeps it in stock]
If you trade something up, usually a car or a house, you buy one that is of higher value than the one
you had before. (opp. = trade down)
People sometimes make a purchasing decision based on brand loyalty. [confidence in that particular
make and a tendency always to choose it]
Supermarkets sometimes sell an item for less than it costs them in order to attract a lot of people
into the shop, where they will also buy more profitable items – the item being sold at a low price is
called a loss leader.
For a company to sell its products, it has to price them appropriately. [give them a price]
If a company finds a niche market, it finds a specialised group of customers with particular interests
that that company can meet.
If an item is said to come/go under the hammer, it is sold at an auction. [sale of goods or property
where people make gradually increasing bids and the item is then sold to the highest bidder]

C A career in business
A few years ago Tina started her own software development business, which turned out to be
very lucrative1. However, she got increasingly irritated by all the red tape2 involved in the
administration3 of a business and when a larger company contacted her with a proposition4 ,
suggesting a takeover5 , she was interested. At first, the two companies could not agree on all the
details of the agreement but they managed to reach a compromise6 and hammer out a deal7
without too much delay. In many ways Tina was sad that her company had been swallowed up8
but she has used the money raised by the sale of her capital assets9 to invest in10 a business
start-up11: an online holiday property letting agency12 .

1 7
producing a lot of money talk in detail until a business agreement is made
2 8
bureaucracy (negative) taken over by a larger company
3 9
organisation and arrangement of operations buildings and machines owned by a company
4 10
formal offer put money into
5 11
agreement in which one company takes control of new company
another one (compare with merger, in which two 12
a business organising the rental of holiday houses
companies join together to become one company) and flats
6
come to an agreement in which both sides reduce
their demands a little

20 English Vocabulary in Use Advanced

 Exercises
7.1 Match the two parts of these business collocations from the opposite page.
1 loss a agency
2 capital b channel
3 purchasing c leader
4 shopping d tape
5 hard e power
6 letting f loyalty
7 brand g assets
8 niche h sell
9 red i market
7.2 Look at A and B opposite. Fill the gaps in these sentences.
1 A world-famous painting will go the hammer in London tomorrow.
2 It’s a sensible idea to shop a bit before buying a computer.
3 Sally made the right decision when she quit her old job and set up her own business – she hasn’t
looked since the day it opened.
4 I don’t mind trying a hard sell on a person who has already expressed an interest in our products,
but I hate calling.
5 It can be quite hard to persuade my dad to with his money.
6 I’m going to make a for the dining table that is up for auction tomorrow.
7 My current job is in . I spend all the day on the phone.
8 They produce special clothes for people who practise yoga and have really cornered this
market.
9 The shop I went to didn’t the printer I wanted so I’m going to order it online.
7.3 Replace the underlined words with a word or phrase from C with a similar meaning.
1 As their business interests were quite different, it took them a long time to come to an agreement.
2 If you want to go into the import and export business, you had better be prepared for a lot
of bureaucracy.
3 At the moment they are discussing the possibility of buying up another company.
4 Sportswear is a very profitable business to be in at the moment.
5 Banks will only lend a new business money if they have a realistic business plan.
6 A number of small companies have been taken over by that huge multinational in the last
six months.
7 Hassan has made a rather interesting suggestion about setting up a business together.
8 Chloe is much better at the creative side of business than the organisation involved in
running a company.
7.4 Choose the best word to complete each sentence.
1 I hope we’ll be able to keep / reach a compromise when we meet tomorrow.
2 I think those new games consoles are priced / purchased too high at the moment.
3 The shops are hoping to sell a lot of capital assets / merchandise connected with the
royal wedding.
4 My sports car was so expensive to run that I decided to trade it down / up for something
much cheaper.
5 Helga has never looked back / out since she started her own business ten years ago.
6 There’s a lot of loss leader / red tape involved in setting up a new business.
 Describing people: positive and
8 negative qualities
VOCABULARY 6 – DESCRIBING PEOPLE:
POSITIVE AND NEGATIVE QUALITIES
A Character and personality
Chinese astrology organises years into cycles of 12, and asserts that the year you are born in affects
your character. Each year is named after an animal.
1
animal year characteristics using situations for own benefit
2
RAT 1972, 1984, imaginative, charming, generous, quick- systematic, careful
3
1996, 2008 tempered, opportunistic1 too patriotic
4
BUFFALO
become too excited and lose control
5
1973, 1985, conservative, methodical2, conscientious, ready to help
1997, 2009 chauvinistic3, a born leader 6
not caring about serious things
7
not confident, uncertain about your own
TIGER
abilities
1974, 1986, sensitive, emotional, tends to get carried 8
someone who is not satisfied if things are
1998, 2010 away4, stubborn, rebellious, courageous
not 100% perfect
9
inclined to say things that upset or offend
RABBIT 1975, 1987, affectionate, obliging5, sentimental,
people
1999, 2011 superficial6, often insecure7 10
understanding instinctively
DRAGON
1976, 1988, fun-loving, popular, a perfectionist8, 11
hard-working
2000, 2012 gifted, may sometimes be tactless9 12
calm, does not easily become excited or
angry
SNAKE 1977, 1989,
charming, intuitive10, stingy 13
personality that attracts people to you
2001, 2013 14
not trusting, suspicious of others
HORSE 1978, 1990, diligent11, independent, placid12, 15
having good judgement
2002, 2014 outgoing, can be selfish and cunning 16
gives help or encouragement
17
GOAT 1979, 1991, elegant, artistic, always ready to complain, spends too much money or uses too much
2003, 2015 over-anxious of something
18
practical and sensible
MONKEY
1980, 1992, witty, magnetic personality13, good 19
thinking of others rather than yourself
2004, 2016 company, can be distrustful14 20
gloomy
ROOSTER 1981, 1993, industrious, shrewd15, supportive16, 21
inclined to speak in a severe and critical way
2005, 2017 decisive, extravagant17 22
without enough experience of life, trusting
DOG 1982, 1994, down-to-earth18, altruistic19, morose20, too easily
2006, 2018 sharp-tongued21
PIG
1983, 1995, intellectual, tolerant, naive22, often
2007, 2019 materialistic

B Positive and negative associations

Charming, generous – is that how you think of yourself? Selfish, cunning – that can’t be me!
Some words in the chart above have positive associations, others negative ones. Here are some
words from the chart, together with other words that share some aspects of their meaning. The table
shows which have positive and which have negative associations.
positive negative positive negative
generous, unstinting extravagant, immoderate shrewd, astute cunning, sly
resolute, dogged stubborn, obstinate sober, serious morose, sullen
thrifty, frugal stingy, parsimonious witty, pithy brusque, terse
diligent, industrious work-obsessed, (a) tolerant, open-minded unprincipled,
workaholic (noun) unscrupulous
idealistic, principled dogmatic, inflexible chatty, talkative verbose, garrulous

22 English Vocabulary in Use Advanced

 Exercises

8.1 Read the comments and then answer the questions.

I wish Tatyana would calm Tom thinks his country is better

down and not get so over- than any other country and
excited about things. doesn’t listen to reason.

Alice can always be relied

upon to make the right Sophie is always so calm.
decision.

Harry is such a practical Andrey has a tendency to say

and sensible person. things that upset people.

1 Who is placid? 3 Who tends to get carried away? 5 Who is shrewd?

2 Who is down-to-earth? 4 Who is often tactless? 6 Who is chauvinistic?
8.2 Which colleagues does the speaker have a positive opinion of and which a negative one?
‘Ellie, my boss, is very astute and she can be very witty, but I find her assistant, David, a bit sullen and
obstinate. Julia, who I sit next to, is a bit stingy and extremely work-obsessed. I do a lot of work with Marco,
who’s very obliging, supportive and tolerant.’

8.3 Fill the gaps with words from the opposite page. You are given the first letter(s) and
clues to the meaning in brackets.
1 He’s rather o . He always tries to use situations to his own advantage. (devious)
2 She has an i approach to life rather than a rational one. (instinctive)
3 My father was a somewhat quick-tempered and m sort of person. (gloomy)
4 He was a very altruistic person, almost to the point of being n . (too trusting)
5 Aisha has a m personality. Everyone is drawn to her. (attractive)
6 Rob is a very conscientious and m worker. (careful, systematic)
7 I find Eva a bit b and rude. (speaks in a quick and rude way)
8 She’s fun-loving but she can be a bit s at times. (doesn’t care about serious things)
9 I think Max is i . (doesn’t have much confidence, not really sure of himself)
10 I’m always happy to go out for a meal with Kerstin. She’s such g c .
(pleasant and entertaining to spend time with)
11 She was very c in speaking out against corruption. (brave, unafraid to speak or act)
12 Owen’s a p . He’s never happy if he doesn’t get an A-grade in every test.
8.4 Find adjectives on the opposite page related to these abstract nouns.
1 altruism 4 placidity 7 distrust 10 unscrupulousness
2 parsimony 5 industriousness 8 terseness
3 diligence 6 rebellion 9 naivety
8.5 The adjectives you found in the exercise above are more common in formal contexts.
Give a synonym for each word that would be more likely to be used in informal
situations (e.g. a friendly, informal conversation). Use a dictionary if necessary.

8.6 Over to you

Which adjectives from this unit could you use to describe you, your friends and your family
 VOCABULARY 7 – DESCRIBING PEOPLE: APPEARANCE AND MANNERISM

Describing people: appearance and

9 mannerisms
A Adjectives connected with size, weight and general appearance
She introduced me to a tall, slender woman who looked very serious. [thin in an attractive way]
He was too scrawny to be a football player. [unattractively thin and bony-looking]
A lanky teenager walked in. [very tall and thin, and usually moving awkwardly]
A gangling/gangly youth approached him. [tall, with long, thin arms and legs and rather awkward
movements; often used of men and boys]
Recent studies show that an increasing number of children are obese. [very fat, in an unhealthy way]
She’s the rather stout woman wearing glasses over there. [with a quite large, solid body; used of men and women]
My grandfather was a stocky man with big hands and broad shoulders. [short and with a body that is
wide across the shoulders and chest]

B Aspects of appearance and complexion

Reply Forward
Hi Jessica,
Guess who I bumped into the other day? Our old college mate, Rob Parsons! First thing I noticed was he’s really
bulked up1 (he used to be so lean2 and wiry 3, didn’t he?) but also that he still looks so unkempt4. His sister
was always the opposite – never a hair out of place5 and immaculate6 clothes, remember? But they were
different in appearance too, weren’t they? He has a rather swarthy7 complexion: his sister’s was more sallow8.
I must say he looked a bit haggard9 and exhausted too. He’s probably working too hard. Anyway, how are things
with you?
Beth

1 5
increased in body size, especially by gaining always well-dressed, neat and smart-looking
more muscle 6
in perfect condition, smart
2
thin and healthy 3 thin but strong 7
dark-coloured, used about skin
4
untidy, scruffy (the opposite would be smart or 8
yellowish
neat; ‘kempt’ does not exist) 9
his face looked ill and tired

C Facial expression
A: What are you grinning at? [giving a big smile]
B: You’ve got ice cream on your nose – it looks so funny!
Look at those models pouting for the photographers! [positioning their lips in an attractive way]
She said if her daughter doesn’t get what she wants, she pouts for the rest of the day. [positions her lips
in a look of annoyance]
You don’t have to grimace every time I eat raw garlic. I happen to think it’s delicious. [make an
expression of pain or strong dislike]
I arrived late and she just scowled at me. [gave a bad-tempered, angry look]
He was leering at us. I felt very uncomfortable and wanted to leave. [looking in an unpleasant, sexually
interested way]
D Mannerisms and actions
I asked him for advice but he just shrugged his shoulders. [lifted his shoulders up and down to show he
didn’t know or couldn’t answer]
He folded his arms and crossed his legs and waited for me to speak. [crossed one arm over the other
close to his body] [crossed one leg over the other while sitting]
He sat there twitching nervously as he waited for his interview. [suddenly making small movements]
She bites her nails all the time. It drives me crazy!
She clenched her fist and told him to get out of the room at once. [closed her hand tightly because of anger]
He just kept tapping/drumming his fingers on the table, looking impatient. [made quick, light
hitting movements]

24 English Vocabulary in Use Advanced

 Exercises
9.1 Rewrite these sentences using words from A opposite instead of the underlined words.
1 She looks as if she needs a good meal; her body is so thin and bony.
2 Martha and David are both rather tall and thin individuals.
3 Being extremely fat can have health risks.
4 A very tall, thin, bony, awkward-looking boy carried our bags for us.
5 Her new silk dress suited her thin frame.
6 A short man with broad shoulders offered to lift the stone so we could look underneath.
7 That solid-looking woman on the left of the photo is Charlie’s wife.
9.2 Fill in the gaps in the sentences using words from B opposite.
1 Finn looked really after two weeks of camping – his clothes were dirty and his hair
was a mess!
2 Leah always looks amazing – she never has a out of place!
3 Alex has a lot – must be all that time he spends at the gym lifting weights!
4 Dan hasn’t slept for three days – he looks really tired and !
9.3 What are these people doing?

1 He’s folding his arms. 2 3

4 5 6
9.4 Answer these questions. Use a dictionary if necessary.
1 The verb to pout has two meanings on the opposite page. What are they?
2 If someone scowls at you, how are they probably feeling?
3 What is the difference between a swarthy complexion and a sallow complexion?
4 When would you clench your fist?
5 When do people normally shrug their shoulders?
6 What might you do with your fingers on a table if you were nervous or impatient?
7 In what situations do people typically (a) fold their arms, (b) cross their legs?
8 If someone is ‘lean and wiry’, which of these adjectives are true of them: thin, fat, healthy, weak,
 Describing people: personality and
10 character traits 8 – DESCRIBING PEOPLE:
VOCABULARY
PERSONALITY AND CHARACTER TRAITS
A Adjectives to describe people’s personality or behaviour
word meaning example
impetuous acts on a sudden idea without She’s so impetuous; I wish she would consider
thinking first (often negative) things before acting.
impulsive similar to impetuous, but can be His impulsive generosity led him to give money to
used in a more positive way anyone who asked for help.
effusive gives exaggerated expression of She always gives me such an effusive welcome
pleasure, praise or gratitude when I visit her.
excitable easily excited by things He’s a very excitable child; he needs to calm down.
pushy always selfishly promoting your She’s so pushy; it’s typical of her to demand a pay
own position or interests; informal rise for herself and not care about the rest of us.
self-conscious nervous or uncomfortable Freddie seemed self-conscious and uncomfortable
because you know what people when he had to make the announcement at
think about you or your actions the party.
well-balanced calm and reasonable and showing The teacher said Maddy was a well-balanced child
good judgement who got on well at school.
taciturn reserved or says very little He was a bit taciturn when I first met him. He
/ˈtæsɪtɜːn/ (generally negative) hardly said a word.

B Sociability
Chloe’s such an introvert. Her brother Mark is so outgoing and is such an extrovert. Strange,
isn’t it? [inward-looking and quiet] [energetic and friendly, finds it easy to be with others] [outward-looking,
energetic and sociable]
Mr Rogers is such a diffident man. He seems to have quite low self-esteem. [lacks confidence] [has a
low opinion of himself]
English people are traditionally thought of as rather reserved. [not immediately sociable]
Eva tends to be rather aloof. I don’t know if she’s just shy. [unfriendly and not sociable]
My aunt Annie can be very haughty and disdainful at times, but she’s lovely really. [unfriendly and
thinks herself better than others] [does not believe others deserve respect]
I’ve always found Professor Mactoft very unapproachable, but his colleague Dr O’Daly is very
approachable. [not easy to be sociable with or start a conversation with] [the opposite]
Natasha is very conceited and self-important, but Rachel is such a modest person. [thinks herself
wonderful] [has an exaggerated sense of her importance] [prefers not to exaggerate her own qualities]
Joe is always so polite and respectful. I wish he would be more informal and just treat me as
his equal. [treating someone well and politely, often with admiration]

C Character traits
Arjen is a somewhat naive person; he thinks love can solve all the world’s problems. [/naɪˈiːv/ willing
to believe simple things, perhaps because of inexperience]
Telephone salespeople often take advantage of gullible people. [easily deceived]
My father was a very conscientious man; he never took time off work unless he was really sick.
[/ˌkɒntʃiˈentʃəs/ always took his work very seriously]
She’s a restless individual. I don’t think she’ll ever settle down in a job. [not satisfied with what she is
doing now and wanting something new]
You are so obstinate and pig-headed! Why don’t you listen when people give you advice? [unwilling
to change, despite persuasion] [similar to obstinate but stronger; informal]

26 English Vocabulary in Use Advanced

 Exercises
10.1 Answer these questions.
1 Why would people rather have an approachable teacher or boss than an unapproachable one?
2 What is a stronger and less formal way of saying obstinate?
3 If someone is diffident, do they have little or lots of self-confidence?
4 How could you describe a greeting from someone that showed exaggerated pleasure?
5 Do you think it would be easy or difficult to have a friendly conversation with a taciturn person?
6 Which tends to be more negative, impetuous or impulsive?
7 Which would most people rather be described as, conscientious or self-conscious?
8 If you’re outgoing, are you more likely to be seen as an introvert or an extrovert?
10.2 Rewrite the underlined parts of the sentences using the words in the box, making any
other changes necessary.

restless well-balanced aloof conceited haughty excitable naive self-esteem

pushy outgoing

1 Don’t be so over-proud of your achievements! You’re not the only one to get an A-grade!
2 People who have a poor opinion of themselves can find it difficult to achieve their goals.
3 He’s generally a happy, sociable sort of person.
4 She is a person who is generally quite reasonable and who shows good judgement overall.
5 You always seem unable to settle down. What’s the problem?
6 He’s so easily excited. He should try to calm down more.
7 She believes rather simple things when it comes to politics.
8 He’s just pursuing his own interests and cares little what happens to others.
9 Frances was very unfriendly and would not take part in things at the party.
10 At times, Joel is quite cold and unfriendly and acts as if he’s better than the rest of us.

10.3 Complete the table. Some of the words are not on the opposite page.
adjective noun adjective noun
excitable reserved
gullible diffidence
disdain pig-headed
impetuous respect
obstinate self-important
approachable modest

10.4 These sentences contain words from the table in 10.3. Rewrite the sentences using the
other form of the word. For example, use a noun instead of an adjective and vice versa.
1 One of her main character traits is that she is impetuous.
2 It’s difficult to get him to change his ways. He displays a high level of obstinacy.
3 Luke shows a lot of reserve, but his wife is known more for her approachability.
4 One of her nicest characteristics is that she is modest.
5 She shows a lot of respect for her elders. It’s important in her culture.
6 Being pig-headed seems to be a family trait among my relatives.
7 She is so full of self-importance; it irritates everyone.
8 Online identity thieves prey on people being gullible.

10.5 Over to you