Listening

1.

John Martin is impressed by the information from the article in The Times which says that income per capita is rising fast in Abraca.

2.

Peter Wiles always follows the events in all newly independent countries.

3.

John thinks that due to the recent discovery of oil in Abraca a lot of new offices in its capital, Djemsa, will apparently be built.

4.

The Sales Manager is sure that Harper & Grant Ltd. must export more. He considers Abraca, in particular its capital, to be a good market for their furniture and office equipment.

5.

The Production Manager is positive about breaking into the new export markets because he believes that they are crazy not to look for more foreign business.

6.

The Managing Director is against a new export market as he supposes it’s all a big waste of time and money for very little profit.

Grant:

Ah, John, … … … … … this scheme of yours … … … … to Abraca.

John:

Oh, I am glad.

Grant:

Yes, it’s all very well to say … … … …, but … … … worth it? Look what happened over … … … … … … … … … … .

John:

That was because we … … … … at the time and we … … … … … … … . But we can’t let that one failure stop us from … … … … … … … .

Grant:

You say … … … … … … … .Well, let’s have some figures. What … … … ? Who … … … … ? What about … ?

John:

There are … … … … , but … … … … assure me that our office equipment … … …… … … .

Grant:

What about … … ? It seems there are … … … , and a lot of goods … … … … via Rotterdam. And then there is all that … … involved in … … … … .

John:

Well, if I find … … in Abraca to act … … we can get him … … … … … … .

Grant:

Have you considered … … … … … … within the country?

John:

I’ll have to find out, but we might be able to sell … … … … … … … … . Maybe we should have … … … to find out exactly how … … … … … … … … … .

Grant:

… … are too expensive.

John:

Oh, I don’t agree, Mr. Grant. As you see from … … … …, Abraca is … … … … … . I am convinced that we can … … … … … for our goods there.

Peter:

Good morning John. Where were you yesterday afternoon? I tried to contact you all over the place.

Джон:

Я долго катался на машине, чтобы слегка охладить свой пыл.

Peter:

Oh? What happened?

Джон:

Знаешь ли, Эйч Джи решил не пускать меня в Абраку.

Peter:

Oh, no! I thought he’d be bound to agree. I’d have said that particular market was wide open.

Джон:

Я так и думаю. Как бы то ни было, я вдруг стал сыт по горло старомодным подходом Эйч Джи и подал в отставку.

Peter:

Did he accept your resignation?

Джон:

Я оставил ему мало шансов. Я был так зол, что просто вышел из его офиса.

A …

Let’s say we have a different way of looking at things.

B …

Perhaps I am. But as our opinions differ so much about the future of the firm, perhaps I’d better go somewhere a little more forward-looking. I’m sorry, H.G.

C …

I’m sorry Mr. Grant, but I do feel strongly about this. If this is really your policy, then I must think about leaving the firm.

D …

I’m sorry, John. On balance, I don’t think it’s quite the right time for this probe. I don’t want the expense of sending you out there. You’ve got plenty to do in the home market.

E …

You are being very foolish, John.

F …

But surely we ought to go ahead now. Why wait and let somebody else get there first? We can’t live on our old markets for ever!

1.

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6.

1.

to open up a new market

A

Dates on which a firm promises to deliver goods. If the goods do not arrive on time the firm has failed to meet the delivery dates.

2.

income per capita

B

Permission given by a government to bring goods into a country.

3.

Board of Trade

C

Unnecessary formalities. So called from the tape used by lawyers to tie up legal documents.

4.

delivery dates

D

Different ways of getting the goods to the buyers. This may be direct to government departments, to retailers or through wholesalers.

5.

tariff

E

A government tax levied, put, on goods entering a country.

6.

duty

F

Average income, money earned, per head of the population.

7.

import licence

G

(market research). An investigation during which information is collected in the field by means of interviews. A report is then prepared on possible demand: type of consumer, buyer; methods of selling; number of rivals; what sort of packaging is preferred, etc., in any country or area where a company wishes to begin trading. A desk survey would be done in the office by using all statistical information available.

8.

agent

H

An import tax charged or levied by the importing country.

9.

channels of distribution

I

Develop a new market, start one up. (Market: an area where goods can be sold).

10.

field survey

J

A British Government Department which deals with trade and commerce.

11.

red tape

K

One who acts for a person or business. In this case it means a resident in a foreign country who acts for, or represents, several companies abroad. He works for a commission, that is, a payment of a percentage on the value of goods coming into a country.

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