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3

The History of the company

Familiarise yourself with the introduction to the course. Answer the following questions and be ready to give a story line. Use the word combinations in brackets.

1.What are the present business activities of Ambrose Harper and Hector Grant?

(to start the company, to be in one’s fifties, to be semi-retired, to attend the board meetings, to keep an eye on the business)

2. How did Mr. Grant Senior manage to put the business on its feet?

(to start by making steel wastepaper bins for offices, a basket made of cane or straw, likelihood of fire, to capture a big contract, to supply government offices)

3.Why is it possible to draw a parallel between Wingate Grant and Napoleon?

(happy coincidence, to turn something into success or failure, to give somebody a higher command, to land a contract, to catch fire, to destroy a number of irreplaceable documents)

4.What are the different ideas of the ways to run business among the officials in Harper & Grant Ltd.?

(slow but steady growth, to know the best way to run a business, to join the company, to be appointed Sales Manager, to be adventurous, to treble business, to achieve something with modern business techniques, to increase exports)

5. What are the aids and tools of making business efficient?

(to modernise a business, to increase profitability and competitiveness, to be a complicated affair, to be aware of aids and tools of efficiency, electronic data processing, Operational Research, Discounted Cash Flow, budgetary control, corporate planning, Project Evaluation and Review Technique)

6. What are the peculiarities of running a small business?

(to have experts on the staff, to hire expert advice from outside consultants and bureaux, to be aware of sophisticated techniques, to solve particular problems, to get right up-to-date, to enlarge business, to be outpaced by somebody)

Phrase list

Listen to the tape and practise the pronunciation of the following words and word combinations, quote the sentences in which they are used in the unit. Consult a dictionary and translate them into Russian.

income per capita

to keep up with something

to convince somebody to do something / in something to back somebody up

to be a waste of time and money for very little profit the scheme to do something

the expense is worth something

an attempt to break into the market the Board of Trade

to be liable for duty shipping facilities

to be trans-shipped via Rotterdam red tape

to be involved in getting an import licence to sort out an import licence

to have (to make) a field survey preliminary desk research

to work up a demand for goods on balance

to want the expense of doing something

to do something in the home (foreign) market to live on old markets

to have a different way of looking at things to feel strongly about something

to be forward-looking

to have an old-fashioned outlook to cool somebody’s temper

to be bound to do something to get fed up with something to accept the resignation

a reservation for a first-class flight

5

Task 1

Give the English equivalents for the following word combinations:

Task 2 Exercise 1

You are going to hear John Martin, the Sales Manager, talking to Peter Wiles, the Production Manager, about opening up a new market in Abraca. Before you listen to the conversation look at these questions, which you will answer after you have listened to the tape.

1.What is the name of the newspaper where John saw the article about Abraca?

2.Why do rates of income per capita in Abraca impress John Martin?

3.What does the recent discovery of oil have to do with the situation?

4.When is a country a good market for furniture and office equipment?

5.Does Peter Wiles follow the events in the newly independent countries?

6.Is Hector Grant positive about breaking into the new export markets?

7.What do the staff in Harper & Grant Ltd. generally call him?

8.What happened when the firm made a disastrous attempt to export to a country in South America?

9.Do you think that Peter Wiles will back John Martin up?

10.Who thinks that export is a big waste of time and money for very little profit?

7

Exercise 3

Listen again and say how John Martin answered the major questions put by H.G. Make use of the word combinations in brackets.

1.What are the difficulties of breaking into the Abracan market?

(red tape involved, to get an import licence / to sort out the import licence, to find an agent)

2.Who are the likely competitors of Harper & Grant Ltd. in Abraca? (to let somebody get somewhere first, to live on old markets)

3.What about tariffs?

(tariffs on products, the Board of Trade, to be liable for duty)

4.What about shipping facilities?

(direct sailings, to be transhiped via Rotterdam,

5.What channels of distribution are needed within the country?

(to sell direct to somebody, to have a field survey, to make a preliminary desk research)

Exercise 4

A.

Act as an interpreter.

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

: , . Peter: Oh? What happened?

: , .

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

: . ,

. Peter: Did he accept your resignation?

: . ,

.

B

Why do you think Hector Grant decided to send John Martin to Abraca? Answer this question as if you were

a)Hector Grant

b)Peter Wiles

Phrase list

Listen to the tape and practise the pronunciation of the following words and word combinations, quote the sentences in which they are used in the unit. Consult a dictionary and translate them into Russian.

to have somebody on the phone to make somebody’s fortune

to take somebody / to see round the factory to get (to fix) an appointment

an office block

the administrative department the Sales department

the Accounts department the Personnel department

the Market Research department the warehouse

to store (the items of) equipment

to keep a stock of the faster-moving items to meet (urgent orders) from the stock Works Manager

to come in different sizes (about steel sheets and bars) to be unloaded on to the delivery bank

a spot welder

to install a conveyor belt to double (treble) output assembly shop

to compare favourably with something (about prices) to furnish the office

to depend on the line

to supply from the stock requirement(s)

artificial fertilisers to give a quotation delivery charges

to be somebody’s deadline to honour a date

9

Task I

Consider the introduction to the unit. Answer the following questions and be ready to give a story line. Use the word combinations in brackets.

1.What is the purpose of Mr. Duncan’s telephone call to Harper & Grant? (to get a telephone call from somebody; to have an introduction from a mutual acquaintance; to telephone to fix an appointment to see somebody)

2.What is Mr. Duncan’s reaction to the suggestion of a later date of his

appointment with Mr. Grant?

(to be very busy; to suggest a later date; to be rather short-tempered; to expect to have an appointment whenever somebody wants one; to see over the factory; to see how some of the office furniture is made)

3. What proves that Elizabeth is a very good secretary?

(to have a good secretary’s sixth sense; to be a valuable customer; to fix an appointment for somebody)

4.How did it happen that Elizabeth showed Mr. Duncan round the factory? (to tell somebody about the appointment, to suggest that somebody should do something; to show the customer round the factory)

5.Why was Mr. Grant reluctant to see G. Duncan?

(the mutual acquaintance; to be a great talker; to waste a lot of time and then buy very little; to be the same; to warn somebody to interrupt the interview after a short time; to do something with the excuse)

Task2

Give the English equivalents for the following word combinations:

10

Task 3 Exercise 1

You are going to hear a talk between Elizabeth and Hector Grant. Before you listen to the conversation look at these statements, which you will mark T (True) or F (False) after you have listened to the tape.

1.Mr. Macpherson suggested a Mr. George Duncan from Glasgow came to see Elizabeth Corby.

2.In Mr. Grant’s opinion it is doubtful that any friend of Mr. Duncan’s will make the company’s fortune.

3.Mr. Duncan said he would like Mr. Grant to take him round the factory.

4.Mr. Grant thought that Mr. Macpherson would take up the whole day and then order one chair.

5.Elizabeth suggested that she could take a new customer round the factory.

6.H.G. said that he would see Mr. Duncan first and then Elizabeth would take him round the factory.

7.H.G. asked his secretary to interrupt his interview with G. Duncan after fifty minutes

8.H.G. asked his secretary to remind him that he had another appointment.

Exercise 2

Listen to the following extract from the conversation between Elizabeth Corby and George Duncan. Fill in the spaces in the sentences below with the words actually used.