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

What kind of decision does Hector Grant have to make?

(the Managing Director; to allow somebody to do something; John Martin; the Sales Manager; to go on an expensive fact-finding tour of a country; Africa; Abraca)

What was the matter that John Martin was discussing with Peter Wiles?

(the Production Manager; The Times newspaper; the recent discovery of oil; in Abraca; to find out; to export to; the capital city, Djemsa; a lot of new government offices; to be built; to open up a new market)

Is Hector Grant positive about opening up a new market in Africa?

(H.G.; one’s staff; to use one’s initials; to remember a disastrous attempt; to export to a country in South America; to lose a lot of money; to be inclined to be cautious, a bit worried about; the difficulties involved and the expense)

Task 2

Give the English equivalents for the following word combinations:

§ стоить того, чтобы сделать что-либо (о расходах)	§ быть связанным с получением лицензии на импорт
§ попытка пробиться на рынок	§ транспортные средства
§ быть перегруженным в Ротердаме	§ разобраться с получением лицензии
§ идти в ногу с чем-либо (поспевать за чем-либо)	§ изучение спроса путем сбора информации на месте
§ убедить кого-либо сделать что-либо	§ подлежать обложению пошлиной
§ Министерство торговли	§ доход на душу населения
§ обзор, подготовленный в офисе фирмы с привлечением всех статистических данных	§ быть напрасной тратой времени и денег при очень малой прибыли
§ добиться спроса на товары	§ иметь передовые взгляды
§ бюрократическая волокита	§ поддержать кого-либо
§ принять отставку	§ охладить чей-либо пыл

LISTENING

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 statements. After you have listened to the tape determine whether these statements are true (T) or false (F). Explain why.

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.

Exercise 2

Listen to the following extract from the conversation between Hector Grant and John Martin. Fill in the spaces in the sentences below with the words actually used.

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.

Exercise 3

Act as an interpreter.

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.

Exercise 4

Listen to the following conversation between Hector Grant and John Martin. All the remarks are mixed up. Put them in the order they appear in the unit. Supply the remarks with the names of their authors. Use the grid below.

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.	2.	3.	4.	5.	6.

Exercise 5