Ingles Comercio Internacional VOL3

ADAMS
U NIDAD
DIDÁCTICA 2
Business meetings and commercial
presentations
Objetivos
 Pronunciar la terminología específica del comercio in-
ternacional utilizando la fonética precisa y diferenciando
los términos que pueden dar lugar a confusión por su
similitud fonética.
 Identificar las expresiones orales y jergas habituales en
reuniones de trabajo, presentaciones comerciales de
productos, utilizando registros formales e informales,
según los distintos contextos profesionales: pedidos
de productos, demostraciones y/o reclamaciones entre
otros.
 Explicar las fórmulas y pautas establecidas de cortesía
y protocolo utilizadas en saludos, presentaciones y des-
pedidas con clientes/ proveedores internacionales.
 Producir mensajes orales con claridad y corrección fo-
nética diferenciando distintos tonos y registros para cap-
tar la atención de los interlocutores.
 Preparar una presentación en inglés de al menos 10 mi-
nutos.
ADAMS Inglés oral y escrito en el comercio internacional
Índice
1. Visiting clients and international suppliers (Visitar clientes
y leer proveedores internacionales)
1.1. Polite forms of address (Tratamiento de cortesía)
1.2. Formal and informal greetings (Saludos formales e
informales)
1.3. Introductions and farewells (Presentaciones y
despedidas)
1.4. Social etiquette (Fórmulas de cortesía)
2. Knowing and describing your products (Conocer y
describir sus productos)
2.1. English adjectives (Adjetivos en inglés)
2.2. Comparison with -er/-est
2.3. Irregular adjectives
3. Discursive strategies: intonation and pausing (Estrategias
discursivas: entonación y pausas)
3.1. What is intonation?
3.2. Falling intonation
3.3. Rising intonation
3.4. Falling or rising intonation?
4. Commercial presentations (Presentaciones
comerciales)
4.1. Steps to make a sales presentation (Pasos para hacer
una presentación de ventas)
4.2. Key components (Componentes claves)
Accede a los Contenidos
Extra para ver el mapa 4.3. Preparing a presentation (Preparar una presentación)
conceptual de esta uni- 4.4. Stategies for a successful presentation
dad, objeto de estudio (Estrategias para una presentación exitosa)
fundamental para situarte
4.5. Case study (Estudio de caso)
según avances en los
contenidos.
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ADAMS Business meetings and commercial presentations
1. Visiting clients and international
suppliers (Visitar clientes y leer
proveedores internacionales)
1.1. Polite forms of address (Tratamiento de cortesía)
For Spanish speakers, English is a simpler language in many respects. In the con-
text of this unit, this is because there is only one pronoun for the second person, both in
singular and plural: you. French also has the same two pronouns as Spanish: tú – tu /
usted – vous and the distinction forces the speaker to decide on what pronoun to use
when addressing a person. We have in Spanish pronouns of address to express po-
liteness, respect or social distance: usted, ustedes.
Fíjate que address está usado aquí como verbo: to address a person, dirigirse a una persona:
You have to address the Queen as “Your Majesty”.
Address the judge as “Your Honour”.
Recuerda que el sustantivo address es dirección, pero puede ser también conferencia, discurso,
siempre que sea formal.
You might have heard or read about the pronoun thou in English, now in disuse. It
was a second person singular pronoun in Shakespeare’s time, but you was the polite,
formal option. In modern English, thou continues to be used only in formal religious con-
texts. For this reason, many associate the pronoun with solemnity or formality.
Although English seems to lack any culturally attached forms of address, which
can be very complicated in Asian countries, it is, in fact, possible to be polite or super
polite in English.
Take a look at the following examples:
a) Can you take my luggage to my hotel room?
b) Could you please take my luggage to my hotel room?
c) Would you mind taking my luggage to my hotel room, please?
d) I wonder if you’d mind taking my luggage to my hotel room, please.
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Example a is polite but b, c, and d get more polite as the sentences use more
words. However, the ‘super polite’ request forms you hear in Britain are often felt to be
too polite in the USA.
1.2. Formal and informal greetings (Saludos
formales e informales)
Greetings in English depend on the context of the conversation, but it is clearly
more formal to say “Good morning” than “hello” or “hi”. When it comes to “Good after-
noon”, we have problems because there is only one expression in Spanish (buenas
tardes) while in English there are two: “Good afternoon” and “Good evening”.
Good morning is used to greet people until noon (that is, until 12:00). Good afternoon is used to
greet people between 12:00 and 18:00 and good evening is used from 18:00 onwards.
Good night is not a greeting but a farewell. We use it at night when we want to say goodbye to clo-
se friends or family when we leave or we are going to bed.
Muchos extranjeros quedan asombrados en España, durante el verano, de escuchar “Buenas
tardes”, a veces hasta las 9 de la noche, por el único motivo de que no ha oscurecido. Esto es
impensable en inglés, donde Good afternoon se emplea hasta la hora de la merienda, el famoso
5 o’clock tea. Es decir, en el caso de estar invitados a tomar el té, diríamos al llegar “Good after-
noon”, pero nos despediríamos con un “Good evening”. Es importante recalcar que a pesar de lo
tarde que sea o lo oscuro que esté el día, el saludo es “Good evening” porque “Good night” es una
despedida, no un saludo.
Also depending on the context of the conversation, “How are you?”
can be formal or informal. What is really formal is “How do you do?” which
is sometimes used when we don’t know the person we are greeting. The
basic answer to this question can also be “How do you do?”, though this
is becoming antiquated. An alternative could be “A pleasure to meet you.”
The possible answers to “How are you?” or more informal phrases like
“How are you doing?” or “How are things going?” are:
 I’m fine, thank you. And you? (more formal).
 Fine, thanks. And you? (informal).
 Very well, thank you. And how are you? (informal).
 Quite well, thanks (informal).
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 Not bad (informal).
 Everything is fine (formal & informal).
 Everything is going really well (formal & informal).
1.3. Introductions and farewells (Presentaciones y

despedidas)
We find the word introduction or introducción in books or academic papers and
they have the same meaning, but in the phrase “I’d like to introduce myself”, the mea-
ning changes. This is why we can say that introduction/introducción are, in this sense,
“false cognates”.
For languages like Spanish and English, most of the words that look and sound the same do have
the same meaning. This is because the two languages share many of the same Latin and Greek
roots. There are literally thousands of words that are the same or similar in appearance in English
and Spanish, and have the same meaning in both languages (“cognates”). There are also, however,
many instances where appearances are deceiving and words that look alike are quite different in
meaning (“false cognates”).
To introduce/introducir is a cognate in these cases:
 (insert) The child introduced the hairpin in the socket.
El niño introdujo la horquilla en el enchufe.
 (bring up) She introduced the topic of feminism.
Ella introdujo el tema del feminismo.
To introduce, on the other hand, as a false cognate also means:

 presentar (a person) May I introduce you to my friend Rita?
Le presento a mi amiga Rita.
Common phrases to introduce yourself
I'd like to introduce myself. My name is … (formal).
Allow me to introduce myself. I am … (formal).
Let me introduce myself, I’m … (formal/informal).
Hello, my name is … (formal / informal).
Hi! I'm … (informal).
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https://dogramcode.com/bloglibros/libros-idiomas
Possible replies
Nice to meet you! (informal).
It’s a pleasure to meet you (formal).
En una de sus
acepciones, el Pleased to meet you (formal).
verbo to please
significa compla-
Nice to meet you. Look at the video and listen to the conversations about
cer, contentar,
meeting new people.
como en la ex-
presión: Liz y Marvin / Marvin y su amigo africano.
We always try to
please the cus- Introducing other people
tomer.
Pero, como res- I’d like to introduce you to … (formal).
puesta formal a
Let me introduce you … (formal).
una presenta-
ción, significa May I introduce you to …? (formal).
“Encantado/a de
conocerlo/la” This is … (informal, singular).
These are … (informal, plural).
Farewells
 Goodbye (formal).
 Have a nice day! (informal).
 Good night (formal).
 It’s getting late. I really have to
go (formal).
 I’ve got to run (informal).
 It’s time for me to go (formal).
 Bye! / Bye-bye! (informal).
 See you! / See you later! / See
you soon! / See you tomorrow!
(informal).
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1.4. Social etiquette (Fórmulas de cortesía)
As in other spheres in life, if you work in international commerce, you’ll need to
know the social etiquette for the following situations:
 Offering help and responding.
 Apologizing.
 Saying thank you.
El verbo modal can (poder) se emplea normalmente para situaciones informales y coloquiales,
mientras que las formas modales could y may se utilizan en contextos más formales y educados.
La forma modal might también podría emplearse como un extremo de formalidad exagerada, aun-
que no es nada utilizado en el inglés actual de hoy día.
Offering help
May I help you?
Can I be of any assistance?
How can I make myself useful?
Can I help you?
Could I carry / take this for you?
Can I give you a hand?
Is there anything I can do?
What can I do for you?
El verbo to appreciate significa apreciar o agradecer
Do you need any help? prácticamente en los mismos contextos en ambos
idiomas:
Let me help with … She is someone who appreciates good wine (apreciar)
I’ll carry … for you. He appreciated your offer (agradecer)
Responding
Sin embargo, otra de sus acepciones es diferente:
That’s very kind of you. I appreciate that this is not a good time to talk.
Thanks a lot for your help Comprendo que este no es un buen momento para
hablar.
I appreciate your offer.
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Apologizing Some possible answers to these apologies can be:
 Please, accept my apologies.  You don’t need to apologize.
 I’m very / so sorry!  No need to apologize.
 Sorry!  That’s all right!
 I’m sorry about (+ noun).  No problem!
 Sorry for (+ verb in –ing or a noun).  It doesn’t matter!
 Sorry that (+ a clause).
 Sorry to (verb in infinitive).
 My apologies.
I’m sorry is used to apologize for something you shouldn't have done, like interrup-
ting someone in a conversation.
For example, if you walk by someone and accidentally bump into their table, you
would say "I'm sorry".
Use Excuse me when you want to get someone’s attention or ask permission for
something.
For example, someone is in your way and you need to go passed them. Say "ex-
cuse me" to attract his or her attention. In North American English it is also used to ask
someone to repeat what they have just said.
Pardon? or I beg your pardon? are the expressions to use when you haven’t

heard something or you don’t understand.
Además del uso de “Excuse me” para poder pasar (nuestro “perdón” para el mismo caso), el verbo
to excuse significa pedir perdón:
Perdone la molestia.
Excuse me for bothering you.
En el caso de “Pardon”, el uso es también muy cercano al de excuse me:
Perdone que se lo diga. / Pardon my curiosity.
Pardon me for saying so. / Perdone mi curiosidad
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Saying thank you
Normalmente, estas tres últimas expresiones
Thank you very much for …..!
que acabamos de ver, “That’s very kind of you”,
Thank you so much! “I appreciate it very much” y “It was very gene-
rous of you” no suelen decirse solas, sino que se
Thanks a lot! emplean como un añadido tras haber dado las
gracias de alguna de las maneras (normalmente
Thanks a million! formales) estudiadas antes.
That’s very kind of you! Por ejemplo:
Thank you so much. I appreciate it very much.
I appreciate it very much! Muchas gracias. Se lo agradezco de verdad.
It was very generous of you!
La expresión You’re welcome se usa para res-
Some possible answers can be: ponder a alguien que nos ha dado las gracias.
En castellano sería ¡de nada! o ¡no hay de qué!
Welcome es también una interjección que sig-
nifica ¡bienvenido! o un adjetivo con el mismo
significado:
You’re always welcome here.
Siempre eres bienvenido (esta es tu casa).
Como sustantivo, significa recibimiento, acogida,
y como verbo, to welcome es dar la bienvenida.
You're welcome!
It was my pleasure!
You really shouldn't have!
Don't mention it!
It was nothing!
That's all right!
Not at all!
The answering machine. Look at the video and listen to the way the caller
introduces himself and leaves a message.
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2. Knowing and describing your
products (Conocer y describir sus
productos)
Besides knowing how to interact with clients or international suppliers, if you are wor-
king on sales, it is very important that you know in detail what you are offering and be able
to describe the products in a way that is not only attractive but also grammatically correct.
2.1. English adjectives (Adjetivos en inglés)
Adjectives are descriptive words. They are used to describe or give information
about things, ideas and people.
 Most adjectives can be used before a noun:
LED lighting is a competitive product.
The negotiation ended with the signing of a two-year contract.
En inglés, un sustantivo (nombre) puede realizar la función de adjetivo de otro sustantivo. En este
caso, dicho sustantivo tiene que cumplir las mismas normas y reglas que un adjetivo.
Fíjate que en el último ejemplo, “a two-year contract” (un contrato de dos años), el sustantivo year no va en
plural porque “de dos años” actúa como adjetivo, y los adjetivos en inglés no tienen ni género ni número.
 An adjective can be placed after the verb to be. Then it is part of the predicate.
Their proposal for reducing costs for transport was interesting.
We were interested in their proposal.
En inglés también existen ciertos adjetivos que pueden acabar en -ED o en -ING. En estos casos,
hay que tener mucho cuidado con su funcionamiento y utilización, ya que su mal uso puede llevar a
graves malentendidos. La regla es la siguiente:
Los adjetivos que acaban en –ED reciben la acción.
 Por ejemplo: I’m bored (Estoy aburrido).
Los adjetivos que acaban en –ING realizan la acción.
 Por ejemplo: I’m boring you! (Te estoy aburriendo).
Combinemos los dos en una misma frase:
 I’m bored because the presentation is really very boring.
Estoy muy aburrido porque la presentación es realmente muy aburrida.
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A businessperson or a salesperson has to compare products, ideas or services
with one or several others:
Our products are as innovative as any others you can find on the market.
This brand of lighting is the most innovative.
Your products are not as energy-efficient as ours.
These lighting fixtures are more/less competitive than those using LED technology.
So far, we have seen long adjectives, that is, adjectives of three or more syllables.
Let’s now move to shorter adjectives.
2.2. Comparison with -er/-est

For certain adjectives, final letters are added, changed, or dropped in forming
comparative or superlative degree:
2.2.1. Adjectives with one syllable

Look at the following examples:
POSITIVE COMPARATIVE SUPERLATIVE
clean (limpio) cleaner (más limpio) cleanest (el más limpio)
new (nuevo) newer (más nuevo) newest (el más nuevo)
cheap (barato) cheaper (más barato) cheapest (el más barato)
true (ser verdad, verídico) truer (ser más correcto, truest (en el [sentido]
verídico) más estricto, verídico)
hot (caliente) hotter (más caliente) hottest (el más caliente)
big (grande) bigger (más grande) biggest (el más grande)
The last two words (hot, big) end in a consonant preceded by a vowel, so the

consonant is doubled to form a comparison or superlative:
The wood crates are bigger than the cardboard boxes.
This car has the biggest interior space that we’ve seen.
dogramcode.com
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In the case of the word true, the ending e has been dropped before adding -er or
–est, since a double ‘ee’ would be wrong here.
GUIDE FOR PRONUNCIATION:
 In the adjectives hot and big, the single vowels o and i are pronounced in a short, flat intonation,
such as: a lot of time, do you have a cigarette? When these adjectives become comparative or
superlative, to keep the vowel pronunciation the same, we follow the rule of 1 vowel followed by
2 consonants: hotter, biggest, etc.
 The double vowel in true is pronounced like the double vowel [oo], such as too, two, food, who.
When this adjective becomes comparative or superlative, to keep the vowel pronunciation the
same, we replace the [e] with the [er] or [est] to arrive at the same pronunciation, since the [e] in
true is silent.
Listen to the some sentences with these variations on positive, comparative and superlative adjecti-
ves shown above.
2.2.2. Adjectives with two syllables
Pay attention to the different endings:
easy (fácil) easier (más fácil) easiest (el más fácil)
clever (inteligente) cleverer (más inteligente) cleverest (el más

inteligente)
simple (simple) simpler (más simple) simplest (el más simple)
narrow (estrecho) narrower (más estrecho) narrowest (el más

estrecho)
Al añadir a un adjetivo corto terminado en -Y la -ER de comparativo de superioridad o la -EST de superlati-

vo, la -Y se convierte en i latina.
 Por ejemplo: pretty / prettier / prettiest.
Clever and narrow add the ending -er or -est. In the case of the word simple the

silent ending e has been dropped before adding -er or -est.
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 In the adjective easy, both the double vowel ea and the single vowel y are pronounced like the
alphabet [e], such as: feet, heat, meet. When this adjective becomes comparative or superlati-
ve, to keep the 2nd vowel [y] pronunciation the same, we replace the [y] with the [i] and then add
the suffixes.
 In all 4 examples, the suffix [er] is always used for comparative. This suffix is pronounced briefly, in
a flat intonation that is a sound not used in Spanish, as in the words: her, were, merger, commercial,
merchandise. It is important to know that many other vowel combinations in English use this same
simple, flat intonation and sound, despite using different vowels to do so. Here are some examples:
fur, hurt, bird, girl, early, heard, firm, work, urgent, murder, etc., all using the [er] sound.
Listen to the some sentences with these variations on positive, comparative and superlative adjecti-
ves shown above.
2.3. Irregular adjectives
Several of the most common adjectives have irregular comparative and superlative
forms:
good (bueno) better (mejor) best (el mejor)

bad (malo) worse (peor) worst (pésimo, el peor)
much (mucho) more (más) most (el más)
(uncountable nouns) More investment options. The most inventive idea.
Más opciones de inversion. La idea más innovadora.
many (muchos) more (más) most (la mayor cantidad)
(countable nouns) More units available. That report has fewer examples while
this one has the most.
Many pending issues. Más unidades disponibles.
Muchos asuntos pendientes. Aquel informe es el que tiene menos
ejemplos, mientras que este otro tiene
la mayor cantidad.
little (poco) less (menos) least (el/la que menos)
(uncountable nouns) I have less work now. Jane always seems to do the least work
in the office.
I have little to do. Ahora tengo menos trabajo.
Jane siempre parece ser la que menos
Tengo poco que hacer.
trabaja en la oficina.
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Así como hay dos adjetivos para la distinción contable/incontable en el caso de mucho, existe tam-
bién esta distinción para los adjetivos little y few:
 Few / fewer / fewest se aplica para sustantivos contables.
You see fewer Peugeot 405s on the road now than you used to.
Se ven menos Peugeots 405s en la carretera que antes.
Equally important is that in using positive, comparative and superlative adjectives,
a conjunction [than] or [as] or an article [the] are essential in phrasing many clauses
correctly. Notice that the positive form is converted to an alternative form of the compa-
rative when [as] is used.
POSITIVE
COMPARATIVE SUPERLATIVE
COMPARATIVE
good (bueno) better (mejor) best (el mejor)

This one is as good as the other This is the better of the two. This is the best one they have.
product.
Este es el mejor de los dos. Este es el mejor que tiene.
Este producto es tan bueno como This is better than that. If this is the best one, how much
este otro. does it cost?
Este es mejor que este otro.
Si este es el mejor, ¿cuánto cuesta?
bad (malo) worse (peor) worst (lo peor, el/la peor)

Her talk was not as bad as Fred’s This is worse than the first The worst thing about this is the
yesterday. one. colour.
Su charla fue no tan mala como la Este es peor que el primero. Lo peor de esto es el color.
de Fred ayer.
much (mucho, tanto) more (más) most (el más, la más)

(uncountable nouns) This is more investment than The most inventive idea was Joan’s.
I wanted.
This costs as much as what I
bought yesterday.
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POSITIVE
COMPARATIVE SUPERLATIVE
COMPARATIVE
Esto cuesta tanto como lo que Esta es más inversión de la La idea más innovadora fue la de
compré ayer. que quería. Joanna.
He doesn’t know any more What is the most efficient product
than I do. being offered?
No sabe más de lo que yo sé. ¿Cuál es el producto más eficiente
ofertado?
many (tantos, tantas) more (más) most (el más, la más, lo máximo)

(countable nouns) They have more options than That report has fewer examples whi-
our company. le this one has the most.
He spoke to as many people as
Tienen más opciones que Aquel informe tiene menos ejem-
he could at the conference.
nuestra compañía. plos, mientras que este es el que
Le habló a tantas personas como más tiene.
It is my opinion more than his.
pudo en la conferencia. It’s the most I can do to help her.
Es más mi opinión que la de
él. Esto es lo máximo que puedo hacer
para ayudarla.
little (poco, pequeño/a) less (menos, el menos) least (el menos, lo mínimo)

(uncountable nouns)
I have less work now than I This contract is the least complica-
Their hotel room is not as little as did last week. ted.
ours. Tengo menos trabajo ahora Este contrato es el menos compli-
Su habitación de hotel no tan peque la semana pasada. cado.
queña como la nuestra.
Which one do you think is the I’m not the least bit upset.
less expensive?
No estoy en lo mínimo molesta.
¿Cuál crees que es el menos
caro?
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Complete the translations of the following sentences, taking into account that you need a whole ex-
pression to make comparatives or superlatives.
1. Nuestro producto es mejor que el vuestro.
Our product is ________________ yours.
2. Vuestro producto es peor que el vuestro.
Your product is ________________ ours.
3. Este contenedor es más largo que el otro.
This container is ________________ ours.
4. Vuestro servicio es menos innovador que el nuestro.
Your service is ________________ ours.
5. Este contrato es el más interesante.
This contract is ________________
6. Nuestro producto es más nuevo que el vuestro.
Our product is ________________ yours.
7. Nuestra empresa es tan buena como la vuestra.
Our firm is ________________ yours.
8. Nuestro producto es el más competitivo del mercado.
Our product is ________________ on the market.
9. Nuestro producto es el más barato del mercado.
Our product is ________________ on the market.
10. Vuestro producto es el peor del mercado.
Your product is ________________ on the market.
3. Discursive strategies: intonation
and pausing (Estrategias discursivas:
entonación y pausas)
3.1. What is intonation?
Intonation is about how we say things, rather than what we say. Without intona-
tion, it's impossible to understand the expressiveness of thoughts and expressions
formed with words.
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Listen to somebody speaking without paying attention to the words: the 'melody'
you hear is the intonation.
We will be talking here about a rising or a falling tone. Tones are important dis-
course strategies to communicate effectively. Incorrect intonation can result in misun-
derstandings, the audience losing interest or even taking offence! In this unit about According to the
commercial presentations, Oxford Learner’s
the way we deliver a pre- Dictionaries, into-
sentation is crucial for the nation is “the rise
presenter’s success and and fall of the
that of the business. The voice in spea-
last thing you want to sound king, especially
like in a commercial setting as this affects
is boring or insincere. the meaning of
what is being
You are probably won- said”.
dering why a presentation
is delivered. You already
know that goods or messa-
ges are delivered (entrega-
dos), this is to hand over:
His new car was delivered yesterday. Also, other things like the mail is delivered (a
domicilio) or distributed: We have our newspaper delivered every day. Also the offer you
can see in stores or businesses has the same meaning of taking the product to where
you want: We deliver free of charge.
In the context of this learning unit, you can make a presentation, if you are using
visual tools, but if you are only speaking you are delivering it. This is so because deli-
very can be, among other things, the manner of speaking someone uses to present his
or her material. So if your presentation was very good, you could hear something like:
Your delivery was very persuasive.
Fíjate que cuando definimos entonación dijimos lo siguiente: “the rise and fall of the voice in spea-
king”. Rise and fall, elevación y bajada del tono de voz. Ambas palabras son sustantivos, pero tam-
bién existen los verbos to rise y to fall. No hubiésemos podido decir *Raise and fall. ¿Por qué no?
Porque en tanto nombre, en inglés no existe esta palabra. Bueno, en inglés americano, raise es un
aumento o subida de sueldo; en inglés británico, a salary rise.
Rising entonation se refiere concretamente a la elevación del tono, que en inglés es pitch, como ve-
remos a continuación.
Now you are going to study rising and falling intonation patterns to understand

what they communicate and to develop the ability to use these patterns in your own
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speech. We speak about intonation patterns because we’ll study intonations that are
characteristic of questions, requests, statements etc.
3.2. Falling intonation
Falling intonation is a pattern in which your voice falls to a low pitch at the end of
a thought group or statement.
La palabra pitch es complicada de traducir porque tono abarca el significado de tone y de pitch:

 Altura de la voz, es decir, la cualidad de los sonidos que permite ordenarlos de graves a agudos.
Esto en inglés es pitch (low and high pitch).
 Manera de expresarse. Inflexión de la voz y modo particular de decir algo, según la intención o
el estado de ánimo de quien habla. Esto en inglés es tone (He began in a conversational tone).
 El hablante generalmente usa un tono agudo (high pitch) en exclamaciones, por ejemplo de
sorpresa o de indignación: Oh, my GOD! O para expresar negación (No, I DON’T) o clarificar al
final de la oración que se trata de una opinión (… I THINK).
It is important to note that we are not speaking about sentences, as this is not about
writing. Thought group means a number of words that are coherent, that make sense.
It also means that after delivering or pronouncing these words a pause is then needed.
A thought group is a statement, an assertion, in Spanish, una afirmación.
This is why this pattern of intonation communicates certainty: you believe you are
telling a fact. It also communicates completion: you have finished what you were sa-
ying and the listener can now respond or act accordingly, for example when what you’ve
just said is a command: “Please, close the door”. Door is highlighted because the stress
of the voice falls at the end and it is a monosyllable word. The same holds for a direction:
“The conference room is at end of the corridor”. The syllable co is underlined as your
voice will be raised here before it is lowered.
Let’s see some statements:
The Guangzhou International Lighting Exhibition (GILE) is the most influential
LED event in Asia. Ð
It will hold its 21st edition in June 2016 in the China Import and Export
Fair Complex. Ð
2-18
3.2.1. Wh- questions

A falling intonation is very common in wh-questions, also called information questions. When we use a
wh-question, the answer cannot be yes or no.
Read the following examples:
 Where about in China is Guangzhou?
In South China, about 120 km north of Hong Kong.
 When exactly is GILE 2016 taking place?
It starts on Thursday the 9th and ends on Monday.
 Who went this year from the UK branch?
John Eastwood, the purchasing manager.
 How do you feel about it?
I went the year before, I can’t complain.
 What product category will the company be showing?
Workplace and factory lighting.
 No LED display cases and signs? Why?
Because in Asia the issue of factory lighting is crucial.
Compare the second and third questions. We usually form wh- questions with wh- + an auxiliary verb) (be,
do or have) + subject + main verb:
When exactly is GILE 2016 (Guangzhou International Lighting Exhibition) taking place?

Auxiliary verb Sub. Main verb
But, when the wh- question is the subject or part of the subject, we do not use the auxiliary; the word order
is subject + main verb:
Who went this year from the UK branch?

Subject Main verb
When who is not the subject, we use the auxiliary verb:
Who do you believe should go next year?

Auxiliary verb Subject Main verb
2-19
3.2.2. Negative wh- questions

When we ask negative wh- questions, we use the auxiliary verb do when there is
no other auxiliary or modal verb, even when the wh- word is the subject of the clause:
Affirmative with no auxiliary Negative with auxiliary do, will…
Who wants to travel to China? Who doesn’t want to travel to China?
Which flight will you take? Which flight won’t you take?
3.3. Rising intonation
Rising intonation is a pattern in which your voice rises to a higher pitch by the
end of a thought group or statement.
This pattern of intonation communicates uncertainty: you are not sure about what
you’re saying or you are asking the listener to answer yes or no to a question.
Have you been to any international lighting exhibitions in Asia? Ï
No, but so far I’ve been to Frankfurt and Helsinki, isn’t that great? Ï
It can also communicate lack of finality: you may not be done speaking or you

might be thinking of something else to add.
Sure, the exhibitions in Germany and Finland are important… Ï
La palabra finality no es finalidad: “fin con que o por qué se hace algo”. En inglés, esto es purpo-
se.
Aquí lack of finality aplicada a la entonación ascendente sugiere que el que habla no ha llegado al
final de lo que quería decir. Por eso la explicación que sigue dice que tal vez no has terminado de
hablar: not be done speaking.
Done en este contexto es terminado, pero en su forma negativa puede significar “no está bien visto”
o “no se acostumbra”. Observa estos ejemplos:
 Don’t talk business; it’s not the done thing.
 In Germany, it isn’t done to call your colleagues by their first names.
Recuerda que Ignacio Brunell llamaba a su colega alemana Frau Diefer y ella a su vez se dirigía a él
como señor Brunell.
2-20
3.4. Falling or rising intonation?
There is a type of questions called question tags (coletilla interrogativa) that are used
at the end of a sentence in spoken English. They are not really questions, but a way of as-
king the other person to make a comment and so keeping the conversation open.
Questions tags consist of an affirmative main clause and a negative tag, or a ne-
gative main clause and an affirmative tag. Negative tags are most commonly used in
the contracted form:
Intonation.
We’ve met before, haven’t Ð we? English pronun-
ciation. Look at
Yes, of course, we met in the International Trade Fair in Moscow. Ð
the four videos,
In this case the two people talking are pretty sure that they have met before, this is listen carefully
why the speaker is using falling intonation. repeating when
asked to do it
We can use this type of question tag when we expect the answer to the question and try to do the
to confirm that what we say in the main clause is true. exercises.
Read these other examples when the speaker is not sure about what he or she is as- https://www.
king about: youtube.com/
watch?v=g
You were at the opening last night, weren’t Ï you?
2bHdXcszJ4
In fact, I was, but as I arrived a bit late, I stayed at the back of the foyer all the time. Ð
Now review the vocabulary so far.
ENGLISH SPANISH
A
ADDRESS (OF HOUSE, OFFICES) Dirección
ADDRESS (SPEECH) Discurso, conferencia
TO ADDRESS A PERSON Dirigirse a una persona
APOLOGY / APOLOGIES Disculpa, excusas
TO APOLOGIZE Pedir perdón, disculparse
TO APPRECIATE (BE GRATEFUL FOR) Agradecer
TO APPRECIATE (UNDERSTAND) Darse cuenta de, comprender, entender
TO APOLOGIZE Pedir perdón, disculparse
2-21
ENGLISH SPANISH
B
BAD, WORSE, WORST Malo, peor, pésimo (el peor)
BORED Aburrido
TO BE DONE (SPEAKING) Haber acabado de hablar
TO BORE Aburrir
BRANCH Sucursal
CERTAINTY Certeza
CHEAP, CHEAPER, CHEAPEST Barato, más barato, el más barato
CLEAN, CLEANER, CLEANEST Limpio, más limpio, el más limpio
CLEVER, CLEVERER, CLEVEST Inteligente, más inteligente, el más inteligente
COMMAND Orden
COMPLETION Finalización, terminación
TO DELIVER (SPEECH) Pronunciar (un discurso)
DELIVERY (MANNER OF EXPEAKING) Expresión oral
DISCURSIVE STRATEGIES Estrategias discursivas
DISPLAY CASES, CABINETS Vitrinas
DISUSE Desuso
DONE Terminado
2-22
ENGLISH SPANISH
E
EASY, EASIER, EASIEST Fácil, más fácil, el más fácil
ENERGY-EFFICIENT Energéticamente eficiente
TO EXCUSE Pedir perdón
EXCUSE ME Perdón (para poder pasar)
EXPRESIVENESS Expresividad
FACTORY Fábrica
FALLING INTONATION Tono decreciente
FALSE COGNATE Falso cognado o falso “amigo”
FAREWELL Despedida
FEW, FEWER, FEWEWT Pocos, menos, la menor cantidad
FINALITY Calidad de final
FORMS OF ADDRESS Fórmulas de tratamiento
GOOD, BETTER, BEST Bueno, mejor, el mejor
GREETING Saludo
HIGH PITCH Ton agudo
TO HOLD (CONDUCT) Celebrar, llevar a cabo
2-23
ENGLISH SPANISH
I
INTERNATIONAL SUPPLIERS Proveedores internacionales
INTONATION Entonación
INTONATION PATTERN Modelos de entonación
TO INTRODUCE (A PERSON) Presentar
TO INTRODUCE (BRING UP) Introducir (un tema)
TO INTRODUCE (INSERT) Introducir
TO INTRODUCE YOURSELF Presentarse
INTERNATIONAL SUPPLIERS Proveedores internacionales
INTRODUCTION Presentación
INVESTMENT Inversión
LITTLE, LESS, LEAST (UNCOUNTABLE
Poco, menos, el/la que menos
NOUNS)
TO LOWER Bajar
LOW PITCH Tono grave
MANY, MORE, MOST (COUNTABLE NOUNS) Muchos, más, la mayor cantidad
MUCH, MORE, MOST (UNCOUNTABLE
Mucho, más, el/la más
NOUNS)
NARROW, NARRIWER, NARROWEST Estrecho, más estrecho, el más estrecho
NEW, NEWER, NEWEST Nuevo, más nuevo, el más nuevo
NOT THE DONE THING No se acostumbra, no está bien visto
2-24
ENGLISH SPANISH
PARDON (FORGIVINESS) Perdón
PARDON? ¿Qué?, ¿cómo?, ¿cómo dice?
PAUSE Pausa
TO PAUSE Hacer pausas
TO PERDON (FORGIVE, EXCUSE) Perdonar
PITCH Tono, altura de la voz
TO PLEASE Complacer, contentar
PLEASED TO MEET YOU Encantado/a de conocerlo/a
PLEASURE Placer
POLITE FORMS OF ADDRESS Tratamientos de cortesía
POLITENESS Cortesía, buena educación
PRETTY, PRETTIER, PRETTIEST Lindo, más lindo, el más lindo/a
PROPOSAL Propuesta
PURPOSE Propósito, intención
QUESTION TAG Coletilla interrogativa
TO RAISE (HEAD, EYES, VOICE, Levantar (los ojos, la cabeza, la voz, las per-
BLINDS, ETC.) sianas, etc.
RISE (IN PITCH) Elevación del tono
TO RISE (FROM THE TABLE, CHAIR) Levantarse de la mesa, silla
TO RISE (TIDE, PRICES,
Subir (la marea, los precios, la temperatura)
TEMPERATURE)
RISING TONE Entonación ascendente
2-25
ENGLISH SPANISH
S
SIMPLE, SIMPLER, SIMPLEST Simple, más simple, el más simple
SOCIAL ETIQUETTE Fórmulas de cortesía
STATEMENT Afirmación
THOUGHT GROUP Conjunto de ideas (coherentes)
Segunda persona del singular (forma
THOU
arcaica)
Ser verdad, ser más correcto, el más
TRUE, TRUER, TRUEST
correcto
UNCERTAINTY Incertidumbre
YOU’RE WELCOME! ¡De nada!, ¡no hay de qué!
WELCOME! ¡Bienvenido!
WELCOME (GUEST) / (NEWS) (huésped) bienvenido / (noticias) gratas
WELCOME Bienvenida, recibimiento, acogida
TO WELCOME Dar la bienvenida
2-26
4. Commercial presentations
(Presentaciones comerciales)
Making a sales presentation can provoke a lot of stress. Many people initially feel
quite terrified when asked to make their first public presentation. To reduce these fears,
if you prepare thoroughly and do a few practice sessions, you can boost or increase
your confidence and sell your product or service to the best of your ability. This lays the
groundwork for making an effective presentation and becoming, as well, an equally
effective presenter. In this context, to lay the groundwork means to work in preparation
for the presentation.
El adverbio thoroughly significa minuciosamente, concienzudamente (with great care):
She always does her job very thoroughly.
Siempre hace su trabajo concienzudamente.
Viene del adjetivo thorough, que se dice:
 De una persona muy cuidadosa (very careful, attending to every detail):
A thorough worker. Un trabajador cuidadoso
 De una tarea hecha con gran atención al detalle (done with attention to detail, etc.)
A very thorough presentation. Una presentación muy minuciosa
Because words like thoroughly that include the syllable [ough] are complicated for Spanish
speakers, a little further down in this unit you will find a complete guide to its uses, variations and
pronunciation.
4.1. Steps to make a sales presentation
(Pasos para hacer una presentación de ventas)
One of the first things to do when you are planning a presentation for a particular
client, either an existing customer or a possible or prospective one, is to research your
potential client or prospect's company as well as your own.
2-27
Know everything you can about the company you're selling to so you can tailor
your sales presentation to fit its needs. You can use the Internet for this as well as talk to
a company representative. In addition, you'll need to know your own company's history
and every detail about the product or service you're selling so you can answer questions
accurately and intelligently.
Fíjate en la expresión resaltada tailor your sales presentation to fit its needs.
Seguramente sabes que la palabra tailor, como sustantivo, significa sastre. Sin embargo aquí está
funcionando como verbo: you can tailor your sales presentation…
El significado se puede inferir pues un sastre no solo corte y cose, sino repara y ajusta ropa. Por lo
tanto, to tailor significa ajustar algo para que sirva en alguna situación particular, en este caso, las
necesidades de la compañía ante la cual se hace la presentación:
… to fit its needs (para adecuarse a sus necesidades)
Be fully prepared for the occasion. For example, if you're selling a product, bring a
sample or prototype along with you. If your product or service is very detailed, use charts,
pictures and handouts to help emphasize your point. A slide or Powerpoint presentation
is helpful no matter what you're selling; just make sure to tailor it to your client and not use
a generic slideshow for every sales presentation you make. This would be a vital error.
Entre las cosas que debes tener disponibles para tu presentación hemos resaltado handouts. En
este contexto significa folletos o fotocopias acerca de lo que estás vendiendo. Es fácil inferir su sig-
nificado porque, como sabes, hand es mano. La expresión hand out, uno de los muchos phrasal
verbs, significa repartir, distribuir.
Fíjate que hay otro phrasal verb: bring a simple or prototype along with you. Bring along significa
traer o llevar consigo.
Now let’s study the six steps of a presentation.
4.1.1. 1st step

Start your presentation by giving a brief company history.
It’s best that this is not too detailed. Businesspeople often have
limited time to listen to sales pitches. This means that your presen-
tation should be tailored to your audience and not a long generic
description of your company. A sales presentation is made to sell,
but this is not the moment to be so open about it.
Be engaging to hold your client's attention.
2-28
4.1.2. 2nd step

Tell the client how your product fits his company's needs.
Identify several ways that your product can solve a need or boost profits for his com-
pany. Be specific and focus on what the company values; for example, if the client's main
goal is to improve customer service, don't spend your time telling the client representatives
how your service can increase their total profit. That’s not what they’re looking for.
Give as many details as possible to answer the client's questions before he/she
asks them. If your product is very technical, make good use of visual aids to walk the
audience through this section of the presentation. Give real-life examples of how your
product has helped similar customers.
Aquí encontramos hay otro phrasal verb: walk the audience through this section.

Como sabes, el verbo to walk significa caminar, así que en el sentido de to walk through aquí es fi-
gurativo: conduce, guía a la audiencia en esta parte de la presentación.
Fíjate que justamente antes dijimos que si el producto que está presentando es muy técnico, cual-
quier soporte visual (visual aids) ayudarán a quienes escuchan.
Here we explore the syllable [ough] both in terms of its variations and pronunciation.
We’ll call it the [ough] dilemma:
1st use: The alphabet sound of the letter [o] is as in low, below, or like flujo in Spanish.
For example: though, although, thorough.
In the case of thorough, the first [o] is a simple, flat, short [uh] sound, while the [ough] is the full
alphabet [o] sound. In other words: thuh – ro, with equal stress on both syllables.
2nd use: The sound as in threw, true, or like utilidad in Spanish.
For example: through, throughout. Notice that this form places an [r] before the [ough].
3rd use: The sound as in hall, caught, autonomy. Notice that the [au] is NOT a diphthong, but sim-
ply a single vowel sound, just like hall or all.
For example: thought, ought, fought, sought, brought. Notice that the letter [t] follows [ough] in
each case.
A variation in the 3rd use as in off. For example: cough, trough, where the [ough] adds an [f]
sound to the end of the syllable.
4th use: The sound is as in stuff, fluff, a short, flat [uh] sound, or like apariencia in Spanish. This if
again followed by an [f] sound at the end of the syllable.
For example: enough, rough, tough.
2-29
4.1.3. 3rd step

Make a comparison between
your product and others that are
available.
By directly addressing the com-
petition, you answer some questions
the client may not feel comfortable
asking you.
4.1.4. 4th step

Explain your company's procedure for:
 delivering the product
 turnaround time
 customization
 invoicing and cost
 guarantees
Give brief details about how the
product is delivered and the time frame both for production and delivery; also if there
are ways of personalizing the product to meet the company’s requirements or needs.
The issues of invoices, prices and guarantees are also important to clarify thoroughly.
4.1.5. 5th step

Answer questions the customers
have.
Give your clients a chance to ask
questions at any moment in the presenta-
tion, even if it is traditional to take questions
at the end of your presentation.
It's best to prepare, in advance, res-
ponses to possible doubts, objections and
difficult questions before you make your
presentation, so you can answer such
questions thoroughly.
2-30
If you don't know an answer, tell the client you'll find out and get back to him/her
promptly. Make sure you follow through. If you don’t you lose their trust.
Presta atención al texto que acabas de leer. Por un lado, insistimos en la minuciosidad con la debes
comportarte en una presentación:
… answer each question thoroughly / …responde cada pregunta con todo detalle.
Fíjate que en el paso 4 también recomendamos aclarar concienzudamente una serie de aspectos (to
clarify thoroughly).
Hay también un phrasal verb que te puede generar un poco de duda: follow through. Se trata del
verbo to follow con el adverbio through, no la preposición through (He look through a telescope).
En tanto adverbio tiene muchos usos, pero el que más se acerca es cuando decimos, por ejemplo,
que dormimos toda la noche (to sleep the whole night through). En este caso también, la implicación
es que el proceso tiene que llegar al final. Ya que no has podido responder a una de las preguntas
del posible cliente y le has dicho que lo contactarás pronto (get back to him/her promptly), tienes
que asegurarte que cumples con lo dicho, que seguirás adelante con ello (Make sure that you follow
through).
4.1.6. 6th step

Close your presentation by thanking your prospects and inviting them to call
or email you at their convenience.
Don't try too hard to secure a transaction at this point, but let the audience know
that you're available for any enquiries they might have.
4.2. Key components (Componentes claves)
A presentation is a means of communication that can be adapted to various
speaking situations, such as talking to a group, addressing a client or briefing a team. It
is a way of communicating your thoughts and ideas to an audience and, ultimately,
convincing them of the value of the product or service that your company is offering.
Fíjate en la expresión resaltada en cursivas (briefing a team). En el contexto de la explicación signi-
fica que una presentación puede ser una charla a un grupo (talking to a group), lo que le dices a un
cliente en particular (addressing a client) o cuando tienes que preparar o informar a un equipo para
que ofrezca algún producto específico (briefing a team).
Consider the following key components of a presentation.
2-31
4.2.1. Context
Ask yourself the following questions to develop a full understanding of the context
of the presentation.
A) When and where will you deliver your presentation?
There is a world of difference between a small room with natural light and an infor-
mal setting, a huge lecture hall, lit with stage lights, or a company conference room with
key company executives in attendance. Each requires quite a different presentation,
and different techniques.
B) Will it be in a setting you are familiar with, or somewhere new to you?
If somewhere new, it would be worth trying to visit it in advance, or at least arriving
early, to familiarise yourself with the room.
Fíjate en la expresión resaltada en cursivas (it would be worth trying to visit in advance). La pala-
bra worth significa valor de algo (the car proved its worth) o la valía de una persona (to prove one’s
worth).
En el caso que nos ocupa es un adjetivo usado como predicativo: to be worth, valer o merecer la
pena, seguido de un gerundio (trying). Es una recomendación en caso de que el presentador no
conozca el lugar en el que va a hablar: “merecería la pena tratar de visitarlo de antemano”.
Otras expresiones más sencillas para otros contextos son:
It’s worth a try. / Vale o merece la pena intentarlo.
It’s well worth the risk. / Bien vale o merece la pena correr el riesgo.
That’s worth knowing. / Es bueno saberlo.
I don’t think it’s worth waiting any longer. / Creo que no vale la pena esperar más.
2-32
C) Will the presentation be within a formal or less formal setting?
A work setting will, more or less by definition, be more formal, but there are also
various degrees of formality within that. It would be best to know about this in advance
of your presentation. Making assumptions about this may lead to serious errors on your
part.
Look at the following table about the correspondence between the following terms,
both in Spanish and English, as the root in both languages is Latin:
Verb Noun Use Verbo Sustantivo Uso
To assume assumption The act asumir asunción Derecho: asunción

of taking de deuda
something as
accurate or En el catolicismo,
true without la Asunción de la
proof Virgen
To suppose supposition The act suponer suposición Aquello que se

of taking supone, que se da
something por sentado
for granted,
before it has
happened or
been clarified
To presume presumption The act presumir presunción Derecho:

of taking presunción de
something as inocencia
accurate or
true without
proof.
In Law:
presumption of
innocence
Now look at the expression in italics in our first paragraph: Making assumptions.
How do we translate this into Spanish? Read the explanation below.
Queda claro que asunción y presunción son palabras en castellano con un uso muy específico. Por
eso no podríamos decir que making assumptions es “hacer asunciones”. En realidad, tiene el senti-
do más usual de suponer o dar por sentado (take for granted).
2-33
D) Will the presentation be to a small group or a large crowd?
This will affect not only the way in which you make your presentation but how you
present yourself to the people you are talking to.
E) Are you already familiar with the audience?
With a new audience, you will have to build rapport quickly and effectively, to
get them to trust you. Rapport means a relationship of mutual understanding in which
people establish trust or and respect for each other.
F) What equipment and technology will be available to you and what
will you be expected to use?
In particular, you will need to ask about microphones, projectors, whiteboards, and
whether you will be expected to stand in one place, or move around. Also, you will need
to know whether you are expected to make use of a PowerPoint presentation as part of
your talk.
G) What is the audience expecting to learn from you and your
presentation?
Check what the clients have been told about you to give you ideas about what
information will need to be included in your presentation.
All these elements will change how you construct and deliver the presentation, and
how you represent yourself in doing this.
2-34
4.2.2. Presenter
The role of the presenter is to communicate with the audience and control the
presentation.
Remember, though, that this may also include handing over the control to your Fíjate en la ex-

audience, especially if you want some form of interaction and the allowing of questions presión resalta-
to be asked throughout your talk. da en cursiva:
handing over the
control to your
4.2.3. Message audience. Aquí,
como en han-
The message or messages are delivered by the presenter to the audience. dout, tenemos
otra phrasal verb
The message is de-
que significa en-
livered not just by the
tregar o pasar (to
spoken word (verbal com-
give or pass).
munication) but can be
augmented by techniques
such as voice projection,
body language, gestures,
eye contact (non-verbal
communication), and vi-
sual aids.
The message will also
be affected by the
audience’s expectations.
For example, if you have
been presented as someone speaking on one particular topic, and you choose to speak
on another, it’s unlikely the audience will take your message seriously even if you present
it very well. They will judge your presentation a failure, because you have not met their
expectations.
Fíjate en la expresión resaltada en cursivas (it’s unlikely the audience will take your message se-
riously).
Unlikely es un adjetivo que significa improbable, solo que en inglés se omite el que (that) en “es
poco probable que”. Observa la traducción y otra manera de decir lo mismo en inglés, pero de
manera más directa:
Es poco probable que el público tome con seriedad su mensaje.
The audience is unlikely to take your message seriously.
Observa este otro ejemplo:
They’re unlikely to agree. / Es poco probable que acepten.
2-35

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ADAMS

 Everything is fine (formal & informal).

 Everything is going really well (formal & informal).

1.3. Introductions and farewells (Presentaciones y

To introduce, on the other hand, as a false cognate also means:

Common phrases to introduce yourself

Pardon? or I beg your pardon? are the expressions to use when you haven’t

Our products are as innovative as any others you can find on the market.

This brand of lighting is the most innovative.

Your products are not as energy-efficient as ours.

2.2. Comparison with -er/-est

2.2.1. Adjectives with one syllable

POSITIVE COMPARATIVE SUPERLATIVE

clean (limpio) cleaner (más limpio) cleanest (el más limpio)

new (nuevo) newer (más nuevo) newest (el más nuevo)

cheap (barato) cheaper (más barato) cheapest (el más barato)

hot (caliente) hotter (más caliente) hottest (el más caliente)

big (grande) bigger (más grande) biggest (el más grande)

The last two words (hot, big) end in a consonant preceded by a vowel, so the

The wood crates are bigger than the cardboard boxes.

POSITIVE COMPARATIVE SUPERLATIVE

easy (fácil) easier (más fácil) easiest (el más fácil)

clever (inteligente) cleverer (más inteligente) cleverest (el más

simple (simple) simpler (más simple) simplest (el más simple)

narrow (estrecho) narrower (más estrecho) narrowest (el más

Al añadir a un adjetivo corto terminado en -Y la -ER de comparativo de superioridad o la -EST de superlati-

Clever and narrow add the ending -er or -est. In the case of the word simple the

POSITIVE COMPARATIVE SUPERLATIVE

good (bueno) better (mejor) best (el mejor)

good (bueno) better (mejor) best (el mejor)

bad (malo) worse (peor) worst (lo peor, el/la peor)

much (mucho, tanto) more (más) most (el más, la más)

many (tantos, tantas) more (más) most (el más, la más, lo máximo)

little (poco, pequeño/a) less (menos, el menos) least (el menos, lo mínimo)

Now you are going to study rising and falling intonation patterns to understand

La palabra pitch es complicada de traducir porque tono abarca el significado de tone y de pitch:

3.2.1. Wh- questions

When exactly is GILE 2016 (Guangzhou International Lighting Exhibition) taking place?

Who went this year from the UK branch?

Who do you believe should go next year?

3.2.2. Negative wh- questions

Who wants to travel to China? Who doesn’t want to travel to China?

Which flight will you take? Which flight won’t you take?

It can also communicate lack of finality: you may not be done speaking or you

4.1.1. 1st step

4.1.2. 2nd step

Aquí encontramos hay otro phrasal verb: walk the audience through this section.

4.1.3. 3rd step

4.1.4. 4th step

4.1.5. 5th step

4.1.6. 6th step

Verb Noun Use Verbo Sustantivo Uso

To assume assumption The act asumir asunción Derecho: asunción

To suppose supposition The act suponer suposición Aquello que se

To presume presumption The act presumir presunción Derecho:

Remember, though, that this may also include handing over the control to your Fíjate en la ex-

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