Uchebnye Zadania K Yazyk Biznesa

Федеральное государственное образовательное
учреждение высшего профессионального образования

«Финансовая академия при Правительстве РФ»
Кафедра «Английский язык»
Г.А. Дубинина И.Ф. Драчинская
АНГЛИЙСКИЙ ЯЗЫК
Учебные задания по английскому языку

к
лингафонному курсу «Язык бизнеса»
Для студентов, обучающихся по специальностям:

080105.65 - «Финансы и кредит»,
080109.65 - «Бухгалтерский учет, анализ и аудит»,
080503.65 - «Антикризисное управление»,
080107.65 - «Налоги и налогообложение»,
080116.65 - «Математические методы в экономике»,
080504.65 - «Государственное и муниципальное
управление»
МОСКВА 2008
Федеральное государственное образовательное
учреждение высшего профессионального образования
«Финансовая академия при Правительстве РФ»
Кафедра «Английский язык»
УТВЕРЖДАЮ
Ректор
___________ М.А. Эскиндаров
____ _________2008г.
Г.А. Дубинина И.Ф. Драчинская
АНГЛИЙСКИЙ ЯЗЫК
Учебные задания по английскому языку
к
лингафонному курсу «Язык бизнеса»
Для студентов, обучающихся по специальностям:

080105.65 - «Финансы и кредит»,
080109.65 - «Бухгалтерский учет, анализ и аудит»,
080503.65 - «Антикризисное управление»,
080107.65 - «Налоги и налогообложение»,
080116.65 - «Математические методы в экономике»,
080504.65 - «Государственное и муниципальное
управление»
Рекомендовано Советом по гуманитаризации образования

(протокол № __ от __________2008г.)
Одобрено кафедрой «Английский язык»

(протокол № __ от ______ 2008г.)
1
МОСКВА 2008
УДК 81(075.8)=111
ББК 81.2 Англ
Д 79
Дубинина Г.А., Драчинская И.Ф. Английский язык: Учебные задания по

английскому языку к лингафонному курсу «Язык бизнеса». – Для
студентов, обучающихся по специальности 060400 “Финансы и
кредит” и 060500 “Бухгалтерский учет, анализ и аудит. М.:
Финансовая академия при Правительстве РФ, кафедра
«Английский язык», 2008. – 121с.
Рецензенты: И.И. Воронцова, к.ф.н., доцент кафедры английского языка

факультета экономики РГГУ.
М.Ф. Матявина, доцент кафедры иностранных языков,
Финансовая академия при Правительстве РФ.
Методические указания к использованию лингафонного курса «Язык бизнеса»

предназначены для студентов факультетов и институтов, готовящих специалистов в области
экономики и финансов и призваны совершенствовать навыки аудирования и говорения.
Разделы аудиокурса «Язык бизнеса», предложенные к изучению, являются логически
завершенными примерами деловых ситуаций, соответствующих тематике данного этапа
обучения. В упражнениях, организованных по различным коммуникативным намерениям,
широко представлена работа над терминологической лексикой, составляющей основу
подъязыка экономических специальностей.
Дубинина Галина Алексеевна

Драчинская Ирина Федоровна
Компьютерный набор Г.А. Дубинина, И.Ф. Драчинская

Компьютерная верстка Г.А. Дубинина, И.Ф. Драчинская
Формат 60х90/16. Гарнитура Times New Roman.
Усл. 8,0 п.л. Изд. № _______. Электронное издание
Тираж _______
Отпечатано в Финансовой академии при Правительстве РФ
Полное и частичное воспроизведение или размножение каким-либо
способом допускается только с письменного разрешения Финансовой
академии при Правительстве РФ
2
© Финансовая академия при Правительстве РФ, 2008
CONTENTS
The History of the Company p.5
Unit 1. New Markets Are Vital p.11
Unit 2. A Visit to the Factory p.18
Unit 3. An Emergency in the Sales Office p.25
Unit 4. Trouble with a Special Order p.33
Unit 6. Appointing the New Advertising Manager p.41
Unit 9. Productivity – A Work Study Survey p.49
Unit 10. The Pension Fund Meeting p.57
Unit 12. A Labour Dispute p.65
Unit 13. Risk of a Takeover p.75
Unit 15. Dealing with an Important New Market p.83
Unit 17. The New Board of Directors p.90
Unit 19. Auditing the Accounts p.99
Unit 21. Debtors p.107
Unit 23. Insurance p.114
Who’s Who in the Company
Harper, Ambrose - Board of Directors’ Chairman
3
Grant, Wingate - late Managing Director, Hector Grant’s father
Grant, Hector - present Managing Director – the executive director in charge of the
day-to-day running of the company
Wiles, Peter - Production Manager – executive in charge of production of goods in the
factory; son of Mr. Grant’s sister - Hector Grant’s nephew, later Director
Martin, John - Sales Manager – executive in charge of promoting sales of the firm’s
goods
Corby, Elizabeth - Hector Grant’s efficient secretary
Fielding, Ted - Works Manager
Buckhurst, William - Company Secretary, F.C.A. (a Fellow of the Institute of
Chartered Accountants)
Thorn, Christopher - Management Trainee.
Mr. Roberts - Representative of Brown & Johnson, Insurance Adjusters
Mr. Baker - Chief Clerk in the General Office
Fenella - inexperienced shorthand typist
Jane - secretary of Peter Wiles
Mr. Windsmore - applicant for a job of an advertising manager
Harvey, Joanna - Advertising Manager
Mr. Scott - representative of Smith-Weston Consultants Ltd.
Ian Hampden, Ian - Personnel Manager
Green, Jack - Shop steward
Smith - an operative
Mr. Brewer - Bank Manager
Mr. Wentworth - the owner of the rival company (mattress-makers)
Mr. Brent - Chief Auditor
Donald Kennet - a clerk
M.Shuttleworth - Sales Representative
4
The History of the Company
Phrase list
Practise the pronunciation of the following words and word combinations; quote
the sentences in which they are used in the text. Consult a dictionary and
translate them into Russian.
Managing Director
Production Manager
Sales Manager
To be in one’s fifties
To be semi-retired
To attend the board meetings
To put the business on its feet
To capture a contract to supply somebody with something
Happy coincidence
To turn something into success or failure
To give somebody a higher command
To land one’s contract
To catch fire in a government department
To destroy a number of irreplaceable documents
To manufacture items of office equipment
Filing cabinets
To list in the catalogue
To run a business
To join the company
To be adventurous
To treble one’s business
To increase profitability and competitiveness
To have experts on the staff
To hire expert advice from outside consultants and bureaux
To be aware of the more sophisticated techniques
Electronic data processing
5
Task 1
Exercise 1
Give the English equivalents for the following word combinations:
 Утроить бизнес  Быть предприимчивым

 Корпоративное планирование  Войти в компанию
 Управленческая команда  Управляющий директор
 Иметь экспертов в своем штате  Соперники (конкуренты)
 Посещать заседания Совета Директоров  Расширять бизнес
 Увеличить прибыльность и  Быть в курсе более сложных
конкурентоспособность методов и приемов
 Нанимать экспертов из внешних  Наблюдать за чем-либо
организаций
 Директор производства  Быть превзойденным кем-либо
 Модернизировать бизнес  Становиться современным
Exercise 2
Match the phrases on the left with an appropriate explanation on the right.
1. Operational Research (O.R.) A долгосрочное (стратегическое) планирова-

ние; планирование деятельности корпорации
2. Discounted Cash Flow B исследование операций; анализ хозяйствен-
(D.C.F.) ной деятельности предприятия с использо-
ванием математических методов
3. Project Evaluation and C система, используемая при планировании
Review Technique (P.E.R.T.) проекта и контроле за его осуществлением
4. budgetary control D метод подсчета прибыльности предприятия
или оборудования; дисконтированный
поток наличности
5. corporate planning E контроль хозяйственной деятельности
методом сличения со сметой
1. 2. 3. 4. 5.
B
Task 2
Exercise 1
6
You are going to listen to the introduction to the course. Before you listen to the
abstract look at these statements. After you have listened to the abstract
determine whether these statements are true (T) or false (F). Explain why.
1. The company of Harper & Grant Ltd. was started forty-two years ago by Ambrose
Harper and Hector Grant.
2. Ambrose Harper’s son Hector is the present Managing Director. He is in his
fifties (aged between forty and fifty).
3. Though the Chairman of the company, Ambrose Harper, is old and semi-retired,
he still attends the board meetings and keeps an eye on the business.
4. At the beginning of its activity Harper & Grant Ltd. produced wastepaper baskets
made of cane or straw.
5. Wingate Grant managed to put the business on its feet when he captured a big
contract to supply government offices with steel wastepaper bins.
6. Mr. Grant Senior used to tell the story that once a cane wastepaper basket had
caught fire in his office and a number of irreplaceable documents were destroyed
by the fire. After that he decided to make steel wastepaper bins for offices.
7. Nowadays Harper & Grant Ltd. manufacture different items of office equipment:
not only desks, chairs, cupboards, filing cabinets but also smaller objects, such as
filing trays, stapling machines and so on. All in all there are fifty-six various items
listed in their catalogue.
Exercise 2
Listen to the introduction to the course. Fill in the spaces in the sentences below
with the words actually used.
The firm has a history of … … … . Hector Grant firmly believes that he knows the
best way … … . However, his nephew Peter Wiles (son of Mr. Grant’s sister), … …
7
… six years ago and is … …, and John Martin, … … years ago to be … …, are more
adventurous. They want … … … over the next few years and are certain that, with …
… … and increased …, they can achieve this.
Modernising a business … … … and … is a complicated affair. It requires a … …
which is aware of such aids and tools of efficiency as … … …, O.R. (… …), D.C.F.
(… … …), budgetary control, … …, P.E.R.T. (… … and … …), automation, etc.
Exercise 3
Listen to the introduction to the course. All the remarks are mixed up. Put them in the order they appear in the abstract.
Use the grid below.
A … On the other hand, it is important that members of a firm’s management

are aware of the more sophisticated techniques they might call on to solve
particular problems.
B… But Harper & Grant Ltd., like their rivals, must get right up-to-date and
enlarge their business.
C… A small business cannot possibly afford to have on its staff experts in
every modern management technique.
D … Inevitably while this changeover from the old way to the new is taking
place, there are often difficulties and conflict.
E… It usually hires expert advice from outside consultants and bureaux.
1. 2. 3. 4. 5.
Exercise 4
Listen to the introduction once again. 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?
8
(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)
Exercise 5
Match the terms on the left with an appropriate explanation on the right. Fill in
the grid below.
1. board meeting A drawers or cupboards for storing records (letters,
memos, etc.), usually filed in alphabetical order
2. catalogue B the method of analysing and recording business
information by means of computer
3. chairman C a meeting of the Board of Directors, group of
organisers in control of a business
4. Electronic Data D executive in charge of promoting sales of the firm’s
Processing (E.D.P.) goods
9
5. filing cabinets E
the top executive of a company, concerned with policy
and long-range aspects. He presides at or chairs board
meetings; hence his name.
6. rival F the executive director in charge of the day-to-day
running of a company
7. Sales Manager G a group of persons working together
8. staff H executive in charge of production of goods
9. Managing Director I a person who competes with another for a prize, a
reward, success, etc.
10. Production Manager J a list of goods for sale, often illustrated
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Exercise 6
Be ready to give a story line of the company. Use the word combinations
mentioned above. Cover the following points:
1. The founders of the company.
2. The beginning of the company.
3. The products of Harper & Grant Ltd.
4. The plans of the management team.
5. Modernising a business.
6. A small business and its problems.
Unit 1 New Markets Are Vital
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
10
the expense is worth something
an attempt to break into the market (to open up a new 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
PRE-LISTENING
Task 1
11
Listen to the introduction to the unit. Answer the following questions and be
1. 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)
2. 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)
3. 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
 стоить того, чтобы сделать что-  быть связанным с получением

либо (о расходах) 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  изучение спроса путем сбора
чем-либо) информации на месте
 убедить кого-либо сделать что-либо  подлежать обложению пошлиной
 Министерство торговли  доход на душу населения
 обзор, подготовленный в офисе  быть напрасной тратой времени и
фирмы с привлечением всех денег при очень малой прибыли
статистических данных
 добиться спроса на товары  иметь передовые взгляды
 бюрократическая волокита  поддержать кого-либо
 принять отставку  охладить чей-либо пыл
LISTENING
Exercise 1
12
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 … … …… … … .
13
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.
14
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
Match the phrases on the left with an appropriate explanation on the right. Fill
in the grid below.
1. to open up a A Dates on which a firm promises to deliver goods. If the
new market goods do not arrive on time the firm has failed to meet the
delivery dates.
2. income per B Permission given by a government to bring goods into a
capita country.
3. Board of C Unnecessary formalities. So called from the tape used by
Trade lawyers to tie up legal documents.
4. delivery D Different ways of getting the goods to the buyers. This may
dates 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 G (market research). An investigation during which
licence information is collected in the field by means of interviews.
A report is then prepared on possible demand: type of
15
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 I Develop a new market, start one up. (Market: an area
distribution 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.
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
A
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 trans-shiped via Rotterdam)
16
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)
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
Unit 2 A Visit to the Factory
Phrase list
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
17
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
PRE-LISTENING
Task I
Consider the introduction to the unit. Answer the following questions and be
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 stay in London for a few days; 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?
18
(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)
6. What was the reason of Mr. Grant’s sudden change of attitude towards Mr.
Duncan?
(to indicate that someone wishes to do something; to place a large order for office
furniture for one’s new office block; to complete construction in Scotland; to be
interested in escaping from one’s visitor; to know one’s boss very well; to be
surprised by something)
Task 2
 осчастливить кого-либо / составить  складировать предметы оборудования
чей-либо капитал или состояние
 отдел сбыта  склад
 держать запас быстро раскупаемых  договориться о встрече / назначить
товаров встречу
 успешно конкурировать с чем-л  управляющий производством
 осуществлять продажу со склада  выполнить обязательства о сроках
по срочным заказам (поставки)
 административный корпус  бухгалтерия
 быть предельным сроком  показать кому-либо фабрику
 плата за поставку  отдел кадров
 отдел изучения конъюнктуры рынка  административное управление /
отдел
LISTENING
Exercise 1
You are going to hear a talk between Elizabeth and Hector Grant. Before you
1. Mr. Macpherson recommended a Mr. George Duncan from Glasgow to come to
see Elizabeth Corby.
2. In Mr. Grant’s opinion it is doubtful that any friend of Mr. Duncan’s will make
19
the company’s fortune.
3. Mr. Duncan said he would like Mr. Grant to take him round the factory.
4. H.G. thought that J. 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 conversation between George Duncan and Mr. Fielding.
Look at their remarks given below at random. Put them in the order they appear
in the Unit. Supply the remarks with the name of their authors.
A ... I’ll take you to the assembly shop …

B ... This is one of our three workshops. This is the delivery bay here.
C ... Oh, really.
D ... The steel sheets and bars come in, as you see, in different sizes and are
unloaded on to the delivery bank here. We buy them in from a steelworks in
Wales. This machine here is a spot welder, and this is the new conveyor belt
which we had installed last year. We doubled our output in this department
as a result.
E ... Oh, yes.
1. 2. 3. 4. 5.
Exercise 3
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.
Elizabeth: Good afternoon, Mr. Duncan, I’m … … , … … … .Would you like … …

…………?
Duncan: Yes, I would … .
Elizabeth: Now this is our … … . We have all the … departments here: … , … ,
Personnel, … … and so on.
Duncan: What … … opposite us?
20
Elizabeth: That’s the warehouse, where … … … … … are stored. We try and keep
… … … … … so the urgent orders can be met … … … … .
Duncan: If I ordered a desk today, how long would it be before … … … …?
Elizabeth: I think perhaps … … … … … … … … , Mr. Fielding. You’ll meet him
… … … over … … … .We’ll go there now.
Exercise 4
Grant: Now Mr. Duncan, what can I do for you? I understand that you’re a
friend of Jock Macpherson’s.
Дункан: Да, м-р Грант. Он сказал мне, что вы делаете самую лучшую и самую
дешевую мебель на рынке.
Grant: I think we make the best.
Дункан: Но действительно ли она самая дешевая? Вот что меня интересует.
Grant: We have a wide range of prices, Mr. Duncan. Here is our catalogue. We
think our prices compare favourably with anything on the market today.
Дункан: Если бы я хотел, чтобы вы оборудовали вашей мебелью мой офис, во
что бы мне это обошлось?
Grant: It would largely depend on the line you chose.
Дункан: Моя проблема в том, что у меня очень мало времени. Вы могли бы
продать мне мебель прямо со склада?
Grant: If you could give me some idea of your requirements, Mr. Duncan, I
might be able to help you. Unfortunately, I have someone coming to see
me shortly and I …
Дункан: Я скажу вам, что мне нужно. Вот моя визитная карточка. Я –
Директор-распорядитель фирмы «Дж. П. Дункан и Компания». Мы
производим химические удобрения. Я хочу оборудовать новый
административный корпус. Я бы хотел, чтобы вы как можно скорее
предоставили мне котировки, включая расходы на доставку.
Grant: How many offices are there?
Дункан: Двадцать восемь.
Grant: Twenty eight offices. Oh, I see. Well, how much time can you give us?
Дункан: Мой предел – два месяца.
Grant: I’d like to send a man up to Glasgow to get details. I never like promising
a date until I know we can honour it.
21
Exercise 5
in the grid below.
1. office block A To increase production, make it twice what it was
before
2. Administrative B Price of goods and delivery conditions, offered
departments before a sale, quoted
3. Personnel Department C Office buildings
4. Market Research D Details, measurements, etc., of goods required or
offered for sale
5. stock E Cost of delivering goods from factory to buyer
6. to double one’s output F The department which deals with employees
7. line G The goods are available for dispatch
8. quotation H Offices where the business side of a firm (sales,
advertising, etc.) is carried out
9. delivery charges I Products made by a firm. Often used to mean a
series or type of goods. (E.g. a new design for an
office desk would be referred to as the new line.
10. deadline J Last possible moment when an event, e.g. delivery
of goods, may take place
11. specifications K The investigation of present and future market
requirements
12. in stock L There are no more goods for sale until the factory
produces (or delivers) further supplies.
13. out of stock M Goods ready for sale
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13.
POST-LISTENING
A
Sum up everything you came to know from the unit about
 Elizabeth Corby
 George Duncan
22
 Jock Macpherson
 H.G.’s appointment with a Mr. George Duncan
 Mr.Duncan’s visit round the factory
 the information on the company performance H.G. supplied George Duncan with
 the reason why H.G. changed his opinion about George Duncan
B
Make Company Profile* of
 Harper & Grant Ltd.
 G.P. Duncan &Co.
Unit 3 An Emergency in the Sales Office

Phrase list
to be due back from somewhere
*
Краткая характеристика компании
23
to do shorthand
to set letters out
to sort the letter and to stamp it with today’s date
an ‘’in’’/ ‘out’ tray
to take action
stationery
letterheads
the file under Bills of Lading
Hold on!
the hold-up
a consigned vessel
date of clearance
to get on to forwarding agents
to be on the list
the invoiced sales
order intake for the month
to be cleared
to dial the number direct
to handle business
to check up with a bank
to rate somebody as sound
to agree a commission
(to pay by) sight draft
irrevocable letter of credit
bills of lading
long-term assessment
PRE-LISTENING
Task 1
1. What unpleasant surprise is waiting for J. Martin after his trip to Abraca?
24
(to be due back from the trip; a pile of work; to be an efficient secretary; to cope
with the emergency by doing something; the Chief clerk, the General Office; to
lend a shorthand-typist)
2. What does the General Office deal with?
(to be a very busy place; to handle printing and duplicating; to open letters and
send them round to the appropriate offices; to collect all the outgoing letters; to
frank letters; to post letters; an addressing machine; to print addresses on
envelopes; to fold the letters, to seal the envelopes)
3. What is the mail, handled by Harper & Grant Ltd., used for?
(to be used for advertising and publicity; to address order acknowledgements; to
send delivery notes; monthly statements оf account)
4. Who did Mr. Baker spare from his department?
(the Chief Clerk; to do something reluctantly; to be inexperienced but willing; to
find the stationery; to give a few helpful hints; to leave somebody to his/her fate)
5. What bigger emergency does Mr. Martin have to cope with?
(to fail to arrive somewhere; to ring somebody in a panic; to be responsible for
something; to see that something is done; to be delivered by a certain date; to use
forwarding agents; to clear the goods through customs; to transport the goods; to
go wrong somewhere along the line)
6. What do Mr. Martin and Mr. Grant discuss when John reports to H.G. on his
trip to Abraca?
(to need attention; to discuss the chances of opening up a new market; to use
somebody as an agent; to pay the money for the goods; to transfer the money)
7. What method of payment does Mr. Grant choose?
(an irrevocable letter of credit; to be sent by a bank to an exporter; to inform
somebody that payment for goods is at the bank; to prove that the goods have left
the country; to show a copy of a bill of lading; the signature of the captain; to be
loaded on to the ship; to be paid to the exporter; send a letter of credit to the
exporter's bank; a promise to pay as soon as the exporter has shown proof that he
has sent the goods)
25
Task 2
 контейнер для входящей /  сортировать, штемпелевать

исходящей документации письма и оформлять письма
 принять меры  связаться с агентом-
экспедитором
 вести дело/руководить фирмой  отнести фирму к разряду
надежных
 быть внесенным в список  стенографировать
 Оставайтесь на линии!  счета-фактуры продаж,
отфактурóванная поставка
 долговременный прогноз  задержка
 ожидаться из командировки  бланки / «шапки» на бланках
 договориться о комиссионных  безотзывный аккредитив
 оплатить что-либо векселем на  перечень заказов, принятых за
предъявителя месяц
 запросить информацию в банке  отправленное судно
 дата прохождения таможенной  папка под грифом
очистки в порту «коносаменты»
LISTENING
Exercise 1
You are going to hear a talk between Elizabeth Corby and Mr. Baker. 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. Elizabeth Corby turned to Mr. Baker for help because they got a bit of a crisis
on in Mr. Grant's office.
2. Mr. Martin was due back from Abraca that morning, but Sally Langly
26
telephoned to say that she got flu, and that’s why he would need someone to
help him .
3. Sally asked Mr. Baker to spare a girl from his department because the other
two girls in the Sales Office couldn’t do shorthand.
4. Fenella’s shorthand was reasonable, she set her letters out well, but Mr. Baker
didn’t think she was the world's fastest worker and didn’t expect she would
manage.
5. That day's post was sorted and stamped the date in the General Office.
6. Elizabeth Corby showed Fenella the “in” tray with all the letters and memos
which had come in while Mr. Martin had been away.
7. Elizabeth wrote a note with each letter to show whether she had taken any
action or not.
8. Sally kept all the stationery (letterheads, envelopes, flimsy, and so on) in the
separate drawer.
9. Elizabeth’s office is not far from Sally’s office, down the corridor.
10. Fenella denies it'll be fun to have a change.
11. Sally made Fenella sure the work at the Sales Office was rather different from
the work in the General Office.
Exercise 2
Listen how later that morning Mr. Martin dealt with a telephone call. Try to
complete the gaps, using no more than three words in each case.
John Hello. What? Desks? Oh, Mr.Van Eyck ... Yes... But they … days ago.
Martin: Yes, of course they were ... wait, I'll give you … . Fenella, quick!
Fenella: Yes, Mr. Martin.
John: See if you can find … of the … for the thirty M-type … sent to …. They'll
be in the outer … in the file under …. Hello ... hold on ... we're trying to
find it. I'm sorry about this, Mr. Van Eyck, I can't understand ….
Fenella: Is this it, Mr. Martin?
27
John: Yes, that's it. Here we are, Mr. Van Eyck, yes, … Kelpie, … London
Docks, 12th September. You should have them by now. I'll get on to …
and call you back. O.K. Good-bye. Fenella! Get me the Globe … - Mr.
Alan Smith. The number's … by the phone. Something has happened to
our … for Rotterdam. Our agent … promised … would get … on Friday.
When you've got him, ring through to Mr. Best, … , and ask him to bring
up … and … for the month. Be as quick as you can.
John: (An hour later)
Hello, oh, Mr. Smith. Any luck? What! Oh, no. Left … . Why weren't … ?
Well, surely … responsible. Look, I'll try and … cleared. O.K. I'll ring you
back. Fenella! Get me Mr. Van Eyck ….
Fenella: Oh, Mr. Martin, how … to Holland?
John: You can … direct, it's on I.S.D. * Oh, heavens! It's … already. … I've got
through, I'll have to go and … . I shan't be long.
Exercise 3
Grant: Come in, John. Well, you seem to have covered a lot of ground in
Abraca. What about an agent?
John Martin: Думаю, что я нашел хорошего (агента). Думаю, что он будет
вести наши дела хорошо.
Grant: What's his financial position?
John: Когда я был в Джемзе, я навел справки в Национальном Банке
Абраки, и они считают его (агента) надежным.
Grant: Did you agree a commission if we decide to employ him?
John: Да. Десять процентов, как обычно.
Grant: How are we going to arrange payment from Abraca? I'm against
sight draft.
John: Да, я согласен. Это должен быть безотзывный аккредитив.
Расчеты будут осуществляться через лондонское отделение
Национального Банка Абраки, по получении ими наших
коносаментов и всех прочих документов.
Grant: Well, I'd like a more detailed report from you on paper, plus your
long-term assessment.
*
International Subscriber Dialing – Международный телефонный справочник
28
Exercise 4
Listen to the following conversation between John Martin and Fenella. Look at
their remarks given below at random. Put them in the order they appear in the
Unit. Supply the remarks with the name of their authors.
A ... Oh, Fenella! Don’t weep all over my letters, they’re so nicely set out. You
can easily correct the spelling mistakes. Do cheer up. I’m sorry. I expect
I’m a bit tired too. It’s been a hectic day for both of us.
B ... Yes, of course. I shouldn’t be able to manage without you.
C ... Look. I really am sorry. I shouldn’t have expected so much from you.
You’ve done splendidly. I know … pass me my brief case. I bought this
ash-tray in the souk in Djemsa. Would you like it?
D ... Fenella, these letters are full of spelling mistakes.
E ... Oh, yes, Mr. Martin. Thank you ever so much … and can I work for you
tomorrow if Sally is still away?
F… Oh, Mr. Martin, I did try to do my best. Honestly I did.
G… Oh, dear!
1. 2. 3. 4. 5. 6. 7.
Exercise 5
Match each of the phrases on the left with an appropriate explanation on the
right. Fill in the grid below.
1. forwarding agent A A form giving relevant information about freight,
goods, being shipped. They are made out in sets
of two or three copies. One copy is signed by the
captain of, or agent for, a ship to acknowledge
that the goods have been placed on board a ship.
2. to clear B An experienced guess at what the sales or
expenditure, etc., will be in the future
3. irrevocable letter of C A note to help memory; or a short note of
credit instructions or information for internal office use
4. Bill of Lading (B/L) D To consider a person honest: in this case sound
financially, i.e. having a good reputation with his
bank manager
5. date of clearance E To get goods through customs. Clearing agent:
29
one who supervises and helps goods through
customs, paying duties, etc.
6. memo F A Bill of Exchange attached to shipping
(memorandum) documents. The goods are only released to the
buyer when he pays the amount on his bill. The
exporter does not receive the money so quickly
because it is paid in the buyer’s country.
7. to rate someone as G Anything which checks progress
sound
8. sight draft H
A firm responsible for transporting and delivering
goods which are being exported. A forwarding
agent is sometimes called a clearing agent.
Someone importing speaks of a clearing agent
and someone exporting uses the term a
forwarding agent.
9. long-term assessment I This document means that the buyer cannot
change his mind if he decides that he does not
want the goods.
10. along the line J Date the goods left docks
11. a hold-up K Between place of dispatch and place of arrival
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
Sum up everything you came to know from the unit.
1. Suppose you are the Chief Clerk in the General Office. Brief the audience of the
activities you are responsible for.
2. Recount the situation when Elisabeth Corby gives a few helpful hints to Fenella in
John Martin’s office. Report the situation as if you were Fenella. Prove that you
will be able to manage.
3. At the end of this hectic day John had cleared up some of his work, but poor
Fenella was nearly at her wits' end. Explain why she still wanted to work for John
Martin while Sally was away.
30
4. Act on behalf of Mr. Van Eyck and state the reason for his telephone call to
Harper & Grant Ltd.
5. Report to H. Grant as if you were John Martin and say who was responsible for the
hold up with the thirty M-type desks.
6. Act out the dialogue between:
a) John Martin and Peter Wiles in which John informs Peter of prospective activities
in Abraca
b) John Martin and Mr. Best, the Sales Clerk about the emergency in the Sales Office
after the mess has been cleared.
Unit 4 Trouble with a Special Order
Phrase list
the delivery delay (on the console control desks)
steel sheets
to be a special order
a penalty clause
to stand to do something
overdue delivery
the Buying Department
the production line
to handle something
to be a dreadful nuisance
31
to meet the delivery date
to claim compensation (for failure to deliver on time)
to offset the penalty clause
plastic coated sheets
the time limit (in the contract)
to be ordered against a special job
to be wanted for stock
to honour the delivery (contract)
annealing oven
to be on the line
to put somebody in a mess
to be due to deliver something by some date
to share the extra cost of doing something
to have half the items ready ex works
to try somebody on the public address
to involve rescheduling production line
to pay double time
PRE-LISTENING
Task 1
1. What are Peter Wiles’ plans for the day in question?
(to be the Production Manager; to have a very hectic day; to dictate a report into a
dictating machine; to type something back later)
2. Why is John Martin very worried when he comes into Peter's office?
(to receive a memo from the Production Department; a delay in delivery; special
plastic coated steel sheets)
3. What are these sheets wanted for?
32
(an important order; to form part of a console for a computerised control system;
to sit and be responsible for the production; a large fully-automatic chemical plant)
4. What will happen if Harper & Grant fail to deliver the sheets on time?
(to get the order; to promise to deliver something before a certain date; to fail to
deliver on time; to lose money; a penalty clause in the contract)
5. Who is guilty in the delay?
(to need steel sheets which are covered with plastic; plastic coating; to be
finished in a heat-treatment oven; an annealing oven; to supply the sheets; to be
able to deliver; to promise the date; to honour the contract with somebody)
6. Will Harper & Grant Ltd. lose money in this case?
(to have a penalty clause; the contract with the suppliers; to lose money; to do
something about something pretty quickly)
Task 2
 пункт о штрафных санкциях  потребовать компенсации за

(неустойка) несвоевременную поставку
 отдел снабжения  стальные листы
 требоваться по спецзаказу  уложиться в сроки поставки
 задержка поставки пультов  предельные сроки поставки в
управления контракте
 требоваться для запасов  производственная линия
 разделить дополнительные расходы  компенсировать штрафные санкции
 являться спецзаказом  стоять перед каким-либо фактом
 включать в себя перестройку  иметь половину продукции
производственной линии готовой к отправке с предприятия
 уложиться в сроки поставки (франко-склад)
LISTENING
Exercise 1
33
You are going to hear a talk between Peter Wiles and John Martin. Before you
1. Peter Wiles decided not to borrow John Martin’s tape recorder because he
came to his office in person and dictated a long report to Jane.
2. The reason why Peter asked John to spare him a second was a memo Peter
sent him about the delivery delay on the console control desks.
3. Peter thinks that everything has gone wrong with the steel sheets, which they
need for the desks from new suppliers. These suppliers have got some trouble
or other. They say they’ll be a bit late with delivery.
4. It's a very important contract because those console control desks are a special
order and are wanted for one of the big computer companies.
5. The new suppliers promised delivery on Thursday week.
6. What is worse there's a penalty clause in the contract with the computer
company and Harper & Grant Ltd stand to lose ten per cent of their price for
each day of overdue delivery.
7. Sales people have to accept penalty clauses, otherwise they don't get the
contracts.
8. Peter only heard about the delay yesterday because they kept the production
line clear to handle the special sheets.
9. If Harper & Grant don't meet their delivery date it won’t cost them a lot of
money because they can claim compensation from the steel suppliers for
failure to deliver on time and that will offset the penalty clause.
Exercise 2
A. Listen to the following remarks of Peter’s. All the sentences are mixed up.
Put them in the order they appear in the recording. Use the grid below.
34
A … Those sheets are urgent.
B … Mr. Morgan.
C … Those plastic coated sheets - Mid Wales Steel Company are the suppliers,
aren't they?
D … If you like, I'll speak to Morgan myself.
E … What? You didn't know?
F … Yes, phone me back, will you.
G … Hello, Jones.
H … Well, does that mean there was no time limit in the contract?
I … Who do you deal with there?
J … Yes, they're wanted for a special order.
K … Can you find out why there's this hold-up on delivery?
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
B. Produce the dialogue in full, invent the remarks and questions put by Jones
in reply to Peter Wiles’ words.
Exercise 3
Listen to the following extract from the recording which shows how the situation progressed. Try to complete the gaps,
using no more than three words in each case.
John: Does that mean we can't … if they fail … on time?

Peter: It looks like it. Jones is … now. He didn't know they were being ordered
… . He thought they were … .
John: Just our luck!
Jane: Mr. Jones for you … , Mr. Wiles.
Peter: Hello. What did … ? Oh, no! Well, if that's true, why did Mid Wales … of
thirty days? They must have known they … . Why did they … at all? Yes.
O.K. Morgan … , is he? Yes. I'd like to hear … . Thanks, Jones. (He puts
the receiver down)
John: What's … the delay?
35
Peter: Deliveries … because … annealing ovens … . (Telephone rings) Ah, that
may be … now.
Jane: Mr. Morgan of the Mid Wales Steel Company … .
Peter: Hello. Good morning, Mr. Morgan. Yes, … has been telling me. Well,
you've put us in … . Those sheets of yours are … . We're due … the
finished console desks … , and now you say there's … When did … break
down? Yes. Well, … , what can you do … ? It's too late … for this job …
now. What? Well, if … , that will help. Yes, I think we'd be prepared … the
extra cost of … by road. Yes. Goodbye.
Exercise 4
John: What does he say?

Peter: Он говорит, что может подготовить половину товара к отправке
(франко-завод) к полудню в понедельник. Это дает нам полтора дня для
сборки столов … один день для упаковки и доставки. Да, нам придется
сделать эту операцию экстренной. Джейн! Идите сюда, пожалуйста!
Jane: Yes, Mr. Wiles.
Peter: Соедините меня по телефону с управляющим производством как можно
быстрее.
Jane: Yes, Mr. Wiles.
John: What about the other half?
Peter: Морган считает, что он сможет обеспечить их в среду. К тому времени,
когда их соберут и доставят они опоздают приблизительно на неделю,
но, может быть, клиента это устроит. Как вы думаете, Джон?
John: I'll get on to them and find out.
Peter: Вы уже нашли управляющего производством, Джейн?
Jane: I'm trying to get him; he's not answering his phone.
Peter: Ну, попробуйте связаться с ним по открытой связи. Он никогда не сидит
в своем кабинете.
Jane: He's on the line now, Mr. Wiles.
Peter: А, Филдинг. У нас кризис. Насколько быстро мы можем собрать те сто-
36
лы для компьютера? Да, это повлечет за собой перестройку производ-
ственной линии, но я вот что хочу знать …, если мы получим листы к
понедельнику, соберут ли их, упакуют ли, и будут ли они готовы к от-
правке ко второй половине дня в среду? В понедельник прибывает толь-
ко половина заказа. Остаток листов будет доставлен в среду, что дает
нам выходные … Я с этим ничего не могу поделать. Заплатить двойную
ставку будет все же дешевле, чем те потери, которые мы понесем, если
клиент настоит на штрафе. Да. Вы думаете, вы сможете? Молодец. О.К.
Спасибо.
Exercise 5
1. Production Manager A Ready to leave the factory
2. penalty clause B Work which is in addition to the normal
weekly working hours
3. to honour the contract C To have the goods ready by the agreed time
4. overdue D A paragraph in a contract allowing the buyer
to deduct a percentage of the price as a
penalty for late delivery
5. Buying Department E The man in charge of production. He is
responsible for coordinating all the factors
such as the stock levels, deployment of
labour and use of machinery so that the
goods will be produced when required and at
minimum cost.
6. to meet a delivery date F Employees are paid double their normal
wage for working at certain times, e.g. on
Sundays
7. compensation G The process through which the raw materials
pass to make a finished product.
8. ex works H Not received on the date promised
9. double time I To do just what the contract specifies despite
unforeseen difficulties
10. production line J The department responsible for buying in all
37
materials, such as paint, components,
stationery, fuel, parts, tools, etc., required by
the company
11. overtime K Money or goods given to offset a loss caused
through failure to fulfill an obligation
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
1. Consider the following points. Share your ideas with a partner or a small group.
Be prepared to explain your answers to the class.
a) the subject of the memo sent by Peter Wiles to John Martin
b) the penalty clauses and why people engaged in sales accept them
c) the reason for the hold-up in delivery
2. Speak as if you were Peter Wiles and say whether you found the way to offset the
penalty clause and the absence of the time limit in the contract was company’s
luck.
3. Recount the situation as if you were John Martin. Explain why Peter Wiles
needed a telephone conversation with Mr. Morgan and how he managed to
settle the problem.
4. Suppose you are Mr. Morgan. Recount the situation with plastic coated sheets for
Harper & Grant Ltd.
5. Render the situation as if you were Mr. Fielding.
6. Act out
a) the two successive telephone conversations between Peter Wiles and Mr.
Jones
b) a telephone conversation between Peter Wiles and Mr. Morgan
c) a telephone conversation between Peter Wiles and Mr. Fielding

38
Unit 6 Appointing the New Advertising Manager
Phrase list
to advertise / to deal with advertising
to undertake to do something
to liaise with the agency
to supervise the campaign
to check proofs
to cope with public relations work
(the) public at large
to appoint a manager
to relieve somebody of something
to be ultimately responsible to somebody for something
“situations vacant” column
to invite applications for a job
to have the right qualifications for the post
to interview the selected applicant from the short list
an applicant for a job
a letter of application
to handle the accounts
to brief somebody
to be an account executive
to join a training scheme run by somebody
to stay with a company (a firm, etc.)
to discuss the layout
to have the right kind of experience
the executive
to be go-ahead
39
to be high on the list
to persuade / to convince somebody
to look up (about the firm)
PRE-LISTENING
Task 1
1. How would you describe the system of advertising used in Harper & Grant
Ltd.?
(the Factory Extension Meeting; to be a growing company; to deal with
advertising; to employ an Advertising Agency; to design the advertisements; to
place the advertisements in newspapers or magazines)
2. For what reason do many firms employ advertising agencies to handle
advertising?
(to undertake to handle something on behalf of somebody; to employ specialists in
the field; to buy space in newspapers, or time on radio and television; to do a far
more professional job than somebody; to have a limited experience; to employ an
advertising manager; to liaise with the agency)
3. Can John Martin cope with advertising without any help?
(to be too busy on the sales side; to be able to handle the work involved; to
supervise an advertising campaign; to check proofs; to use the media; to suit the
company's interests)
4. Who is in charge of public relations work in the company?
(to cope with the public relations work; to involve contacts with the public at large;
to give information about the company and its products)
5. In what way were the spheres of responsibility concerning advertising
rearranged in Harper & Grant Ltd?
40
(to appoint an advertising manager; to relieve somebody of the work; to be
ultimately responsible to somebody for something; to be branch of some
Department; to be interested in public relations; to be responsible to somebody for
something)
6. How did the company invite and select applicants for the job of the advertising
manager?
(to insert an advertisement in the “situations vасаnt” column; to give details of the
appointment; to invite applications for the job; to go through the applications; to
have the right qualifications for the post; to interview the selected applicants from
the short list; the final interview)
Task 2
 зд. обсудить оригинал-макет  быть ответственным

(рекламы); схему исполнителем (консультантом)
расположения (размещения); рекламного агентства или
компановку; структуру чего- агентства по связям с
либо общественностью, отвечающим
за ведение дел с клиентом
 поддерживать отношения с  вести рекламные дела
(рекламным) агентством нескольких фирм
 быть в первых строках списка  освободить, разгрузить кого-
либо от чего-либо
 заявление о приеме на работу  назначить менеджера
 управлять (распоряжаться)  предпринимать; брать на себя
чем-либо от чьего-либо имени обязательства; гарантировать
 широкая общественность  считывать гранки
 осуществлять надзор за  побеседовать с несколькими
(руководить/контролировать) претендентами, отобранными из
деятельностью (кампанией) списка окончательных
кандидатов
41
LISTENING
Exercise 1
You are going to hear a talk between John Martin and the first applicant for the
job. 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. Lately Harper & Grant Ltd. haven't been too pleased with the results of a firm of
advertising agents which handles their account and they are thinking of giving
their account to another agency.
2. John Martin admitted that they plan to increase advertising quite considerably.
3. The new advertising manager will be responsible to Mr. Grant for all advertising
and to John Martin for public relations.
4. The new ad man would be responsible for getting leaflets, brochures and
catalogues designed while Hector Grant would brief the advertising agency on
the kind of advertising campaign he wants.
5. Harper & Grant Ltd. advertise only in the national Press.
6. John Martin doesn't think television is a suitable medium for his firm because
it's much too expensive.
7. Only in the chairs produced by Harper & Grant Ltd. the back is properly
supported, and a person feels full of energy.
8. John Martin doesn’t have to tell Mr. Windsmore that Harper & Grant Ltd. are
not planning to go into television.
9. Mr. Windsmore has been doing a lot of television work lately and it interests
him enormously.
10. The job of an advertising manager in Harper & Grant Ltd. is hardly the right job
for Mr. Windsmore.
42
Exercise 2
Listen to the following conversation between John and Sally. All the remarks are
mixed up. Put them in the order they appear in the Unit. Supply the remarks
with the name of their authors. Use the grid below.
A … Here's her letter.

B … Where's her letter of application? I can't find it. Has she had any experience?
I wonder why I picked her out for an interview?
C … Sally, who's next?
D … Miss.
E … What! Really? There weren't any women applicants.
F … Oh, yes. Well, well. What’s she like, Sally?
G … Yes. It's J. P. Harvey. The 'J' is for Joanna.
H … Thanks. Yes, she signs the letter J. P. Harvey. H'm, let's see. Did I make a
mistake? I can't think a woman would be likely to have the right
qualifications ...
I … There are two more. The rest are coming tomorrow. Ег … one is a woman.
J … Miss or Mrs.?
K … I'll show her in, Mr. Martin, and then you can decide.
L … Why not, Mr. Martin? The letter says that she's been an account executive
for a year ...
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.
Exercise 3
Listen to the following extract from the recording which shows how the situation
progressed. Try to complete the gaps, using no more than three words in each
case.
John: How did you begin … …, Miss Harvey?
Joanna I … … … run by the Palmer & Vincent Agency and stayed with them for
Harvey: … .
John: That was before … … … your present agency?
Joanna: That’s right. And I’ve worked with them for … …. … . Last year I
43
became … … .
John: What exactly is your work at the moment?
Joanna: Well, I handle quite … … … . I plan …. …, co-ordinate the work of the
visualiser, the copywriter, … … … . I … … with the clients, … … and,
sometimes, have to do the work of the specialists when … … …, as there
is usually is.
John: You seem to have had … … … . I think you'd do the work well, but ...
well, all the executives are men and … еr …
Joanna: And I … … industry was so go-ahead and modern!
Exercise 4
John: I don't mind telling you you're quite high on my list, but ...
Джоанна Но вы предпочли бы мужчину?
Харви:
John: No. I was going to say ... If only I can convince our Managing
Director. I'll do my best.
(Later)
Питер Не могу поверить этому, Джон! Ты имеешь ввиду, что шеф
Вайлз: действительно назначил девчонку? Фантастика! Как тебе
удалось его убедить?
John: I didn’t, Peter. She persuaded him herself. He saw the two best
candidates, and the girl got the job.
Питер: Превосходно! Не могу дождаться встречи с ней. Я бы сказал,
фирма становится современнее.
Exercise 5
Match the phrases on the left with an appropriate explanation on the right.
Fill in the grid below.
1. to advertise A A person who is in charge of a firm’s
campaign to make itself known to the public
2. advertisements B Everything which concerns the contact a firm
makes with the general public or with
individuals who may promote their business in
some way
3. advertising manager C Someone who applies for something, usually a
44
job
4. advertising campaign D A person in an advertising agency who looks
after the affairs of one particular firm or client
(called an account)
5. public relations E To make known the goods or services you
provide
6. applicant F Someone whose job is to invent or visualise an
idea for a good advertisement
7. short list G When offering a new job, most firms select
from the total number of applicants a small
number who they think have the best
qualifications on paper. Their names are put on
a short list and they are subsequently
interviewed.
8. layout H The publicity material
9. visualiser I When anything is to be printed it is customary
for the printer to prepare a specimen copy first
so that his client may examine it for possible
errors. This copy is called a proof.
10. an account executive J The whole plan of advertising for a particular
product, usually planned a year in advance
11. to check proofs K The arrangement of material in an
advertisement, i.e. where the photograph, or
drawing, is put in relation to the words or copy
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
1. Consider the following points. Share your ideas with a partner or a small group. Be
prepared to explain your answers to the class.
a) the system of advertising used at Harper & Grant Ltd.;
b) John Martin’s steps taken when he realised that he needed an expert to
supervise an advertising campaign, to check proofs, to make sure that the
company used the appropriate media;
45
c) the work of an advertising manager entails;
d) Mr. Windsmore’s views on advertising;
e) Joanna Harvey’s skills in advertising.
2. Recount the situation as if you were John Martin. Say who was the highest on your
list and why. How did you react upon the news that the next applicant is a woman?
3. Suppose you are Peter Whiles. What makes you think that your firm is looking up?
4. Render the situation as if you were Joanna Harvey.
5. Act out a conversation between
a) John Martin and Hector Grant about the necessity of employing an advertising
manager and rearranging the sphere of responsibilities in advertising and public
relations
b) Peter Wiles and John Martin after the appointment of a new advertising
manager.
Unit 9 Productivity – A Work Study Survey
Phrase list
to engage consultants
work study technique (review)
to improve efficiency and output
to be keen to do something
to suggest improvements and ways of stepping up
to formulate piece rates and incentive bonus schemes
46
O. & M. (Organisation and Method)
to run something from top to bottom
to do something with a view to doing something
to do something in conjunction with something
to do something under the scheme
to do sample study / survey*
a soluble problem
an incentive payments scheme
to do something as a spur to productivity
group bonus scheme
to agree to piece rates
to change with the times
to have a hand in something
corporate planning
operational research
critical path analysis
to cause delay and confusion
to be to hand
to bargain for something
PRE-LISTENING
Task 1
1. Why does Hector Grant intend to undertake a work study survey?
(to be worried about productivity; to engage consultants; to be a specialist in work

study techniques; to improve efficiency and output)
2. Why do top managers prefer to employ outside consultants?
*
survey sample – обследуемая группа
47
(to be keen to do something; to improve efficiency; to be a specialist in the field;
to be experienced in particular techniques; to study work systematically; to suggest
improvements and ways of stepping up productivity)
3. In what way do the techniques applied to the study of office systems and
paperwork differ from those used in assessing manual work?
(to apply to manual work; to find out the most efficient way of doing something
before doing something; the formulation of рieсе rates or incentive bonus
schemes; the study of office systems and paperwork; O. & M. (Organisation
and Methods); to be applied to routine office jobs; invoice typing)
4. Why did Mr. Scott appear in Harper& Grant Ltd.?
(to call in a firm; to be present at a meeting; to call a meeting; to explain the service
to the executives; production methods on the factory floor; to improve something;
to consider something; a check on efficiency; to run from the top to the bottom of
the firm)
Task 2
 выработка рекомендаций по  установить ставки и размеры

улучшению и подъему сдельной и премиальной оплаты
производительности труда труда
 повышать эффективность  сделать что-либо, чтобы
производства и подстегнуть (стимулировать,
совершенствовать выпуск форсировать) рост
продукции производительности труда
 система поощрительной оплаты  организация и методы (анализ
труда хозяйственной деятельности)
 разрешимая проблема  согласиться на сдельную оплату
 оплата по групповым тарифам  меняться в соответствии с
48
(система участия в прибылях) требованиями времени
 сделать что-либо с каким-либо  сделать что-либо в соответствии
намерением с планом
 быть заинтересованным в том,  пригласить (нанять)
чтобы сделать что-либо консультантов
 провести выборочное  сделать что-либо в сочетании с
обследование (опытный замер) чем-либо
 методика изучения  корпоративное планирование,
эффективности использования изучение хозяйственной
рабочего времени (анализ деятельности, анализ
рабочего времени) критического пути1
 приложить руку к чему-либо  охватывать (организацию)
(способствовать) сверху донизу
 стать причиной заминки и  быть под рукой
путаницы
LISTENING
Exercise 1
You are going to hear a talk between Mr. Scott and the managers in Hector
Grant’s office. 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. Hector Grant invited Peter Wiles, John Martin and Ian Hampden to his office to
discuss productivity and ways to improve it.
2. Mr. Scott, from Smith-Weston Consultants thought that Harper & Grant Ltd.
ought to have Q. & M. and work study review and came along to tell them what
his firm could do if they decided to have a productivity study made in the
company.
3. Hector Grant was sure he didn't need to tell his subordinates what improved
productivity involved because they were often employed as outside consultants
by other firms.
1
анализ критического пути, анализ методом критического пути, метод критического пути (метод расчета времени, минимально
необходимого для выполнения проекта, путем нахождения последовательности выполнения работ по проекту (т. е. пути), которая требует
наибольшего времени)
49
4. Improved productivity means analysing jobs throughout a firm with a view to
reorganising them in order to decrease time and expenditure and increase
efficiency and production.
5. Smith-Weston Consultants proposed starting work study in the factory in
conjunction with a scheme under which the employees could share some of the
benefits of improvement.
6. Peter thought that some operators might go as slow as they can so that the
investigators would allow them more time for the job, which could interfere
with the investigation.
7. The investigators do not intend to do a sample study in a selected area of the
works, because it would not demonstrate how they thought productivity could
be increased as a result of their proposed activities.
8. Hector Grant doubts that workers dislike investigators telling them they aren't
doing the job in the most efficient way.
9. If operators know they will be paid more as a result of increased productivity
they will want to co-operate.
10. Mr. Scott suggested putting everyone on group rates as a spur to productivity.
Exercise 2
Listen to the following extract from the recording which shows how the situation progressed. Try to complete the gaps,
John: Well, I'm amazed! I really am. What on earth … … … the old man? You'd
have thought he would be … … … to consider a thing like … … or … … …
. I gather there was a major battle years ago to get him to agree … … …
even in the few areas … … … now.
Peter: Yes, he's suddenly decided to change … … … . I think our … … … may
have had a hand in it! Joanna is always talking about things like … … ,
operational research, … … … and so on.
John: That's just what … … … .
Peter: Yes, but you know, the story's not finished yet. I don't think H.G. has quite
realised … … … of all this.
John: What do you mean?
Peter: You wait and see. Some of … … never know where to stop.
Exercise 3
Listen to the following conversation between John and Sally. All the remarks are mixed up. Put them in the
order they appear in the Unit. Supply the remarks with the name of their authors. Use the grid below.
A … Oh, what's that?

50
B … Management! Surely that's not necessary?
C … Well?
D … So, Mr. Scott, this seems very satisfactory. I'm very interested in this sample
survey. I think we should like you to go ahead and do the full review.
E… In our experience it’s as vital as it is in any other department. Perhaps more
vital. Just as a matter of interest, would you mind if I gave you the results of
some research I did myself, while waiting for you this morning.
F… Er … there is one other point we’ve not yet mentioned.
G… We haven’t yet done anything on the management side.
1. 2. 3. 4. 5. 6. 7.
Exercise 4
Скотт: «10 часов утра. Директор-распорядитель прибывает в офис.

Обнаруживает, что почта рассортирована неправильно. Двумя
письмами должны заниматься другие сотрудники. Чтобы ответить на
одно из писем, необходимо было сослаться на предыдущее, а его в
папке не оказалось. Ежедневника под рукой тоже не оказалось. Из-за
этого произошла заминка и путаница с договоренностью по телефону
о встрече, а секретаря в тот момент в кабинете не было, так как она
искала пропавшее письмо».
Grant: Well, really! Do your methods usually include listening to private
conversations through open doors?
Скотт: Нет. Но в этот раз я не смог удержаться. Наша работа, мистер Грант,
состоит в том, чтобы наблюдать и объективно докладывать о своих
наблюдениях.
Grant: I see. Well, thank you very much, Mr. Scott, for your report, and I look
forward to studying it carefully. But as to ...
Скотт: … что касается того, чтобы включить (в счет) доклад об организации
у вас менеджмента …?
Grant: I hadn't bargained for that, you know. I shall have to think about it. Hm,
yes,I don't quite like the idea of being told how to run my own business,
51
but ... well, I'll let you know, Mr. Scott. Good morning.
Exercise 5
in the grid below.
1. productivity A the detailed study of manual, or semi-manual, work, so that

non-essential work can be eliminated and operations
carried out with maximum efficiency
2. work study B a bonus plan. An incentive is offered to encourage
employees to work harder, and more efficiently.
3. Critical Path C someone who examines something in detail, (an employee
Analysis of the firm of consultants who investigates the different
(C.P.A.) jobs done by different workers)
4. consultants D method of planning the undertaking of a complex project in
a logical way, by analysing the project into its component
parts, and recording them on a diagram which is then used
for planning and controlling the activities which carry the
project to completion
5. operator E to pay a workman according to the work done, not by the
time taken to do it
6. a sample F here, another word for a worker, particularly someone who
study operates a machine
7. investigator G the rate at which goods are produced
8. A survey H professional business experts who, for a fee, advise clients
on aspects of their business. (In this case the firm are
specialists in Organisation and Methods)
9. incentive I a plan for giving extra money to workers in certain
payments circumstances. In this case they will receive a bonus if their
scheme production rises.
10. to pay piece J an analysis covering all aspects of a subject. It can apply to
rates the actual work of investigation or the final written report.
11. a bonus K an investigation of a specimen, a part of something which
scheme shows what the whole is like
52
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
1. Consider the following points. Share your ideas with a partner or a small
group. Be prepared to explain your answers to the class.
a. Why is John Martin amazed to see the group of consultants in the
firm?
b. What made H.G. call in a firm, who are consultants in work study
techniques ?
c. What can Mr. Scott and his consultants do for Harper & Grant
Ltd.?
d. In what way does Advertising Manager have a hand in inviting
consultants?
e. What were the steps H.G. hadn’t bargained for and why do these
steps make him annoyed?
2. Recount the situation as if you were John Martin. Say what you think
your firm needs as far as management is concerned.
3. Suppose you are Peter Wiles. What makes you think that workers might
dislike investigators and interfere with their work?
4. Render the situation as if you were Joanna Harvey.
5. Act out a conversation between
a. Peter Wiles and Hector Grant about the results of the work study
survey and the necessity of changes in the firm;
b. Peter Wiles and John Martin after the departure of the consultants
53
Unit 10 The Pension Fund Meeting
Phrase list
a compulsory scheme
to sack somebody/ to be sacked
syn. to dismiss
There is no call for ...
the Pension Fund Trustees’ Meeting
to come up
to save somebody from redundancy
a pension scheme
to pay contributions into the pension fund
a period of employment
to qualify for a pension
to be entitled to the (full) pension
to be due to retire
the articles of the pension fund
to be impeccable
to do something for the sake of something
to agree the accounts
at a rough guess
to be compensated out of something
to make something up to the proper amount
to make full use of something/somebody
to take over (a takeover)
to hold percentage
to streamline the company
to persuade somebody to see reason
to use one’s ingenuity in doing something
54
PRE-LISTENING
Task 1
1. What do we call a pension? Is it a compulsory scheme?

(to pay money to an employee; to retire on reaching a certain age; a compulsory
scheme; to pay a fixed amount every week; to pay a larger amount; on retirement;
to get the state pension; to operate one’s own pension scheme)
2. In what way do the companies arrange their own pension schemes?
(to give the employees money to retire on; to be governed by a trust-deed; to be
separate from the company; to be appointed; to hold meetings regularly; to
approve money for pensions; to examine the fund accounts)
3. Is it the same in Harper & Grant Ltd.?
(to pay a certain amount of one’s wages into the fund; to invest money; to increase
the value of money; a period of employment; to qualify for a pension)
4. What does Mr. Grant want to do as a result of the productivity drive?
(to close down unprofitable departments; the redundant workers; to be absorbed
into other departments; to be a craftsman in the old style; to be a carpenter able to
do fine hand carving; to be hardly ever required)
5. What does Ian Hampden, the Personnel Manager, think about Mr. Grant’s
intentions?
(to get rid of someone; to make somebody change his mind; to be determined on
something; to streamline the company; to make the company more profitable and
competitive; to find out; to suggest a way of persuading somebody to see reason)
6. What circumstances did Peter recall when he discussed the situation with Ian
before the meeting?
(to be due to be held shortly; to be approved; to have to leave the firm; to look
after somebody; to become an invalid; to rejoin the company; according to the
articles of the trust; to leave the firm for a time; to work a certain number of years;
to qualify for the full pension)
55
7. What do the articles of the trust read?
(to complete the time; to have some years to go; to be sacked, or fired; to be
given a full pension; to have an extremely bad effect on everybody; to be with the
firm)
8. In what way does Peter contribute to Ian’s decision to save B. Hardiman
from redundancy?
(to suggest something cunningly; to make up the difference; to pay the money to
make up the pension to the full amount; to interrupt employment; to be shrewd
enough; the lesser of the two evils; to let somebody stay; the proper retirement
age)
9. In what way can Ambrose Harper’s illness effect the future of the firm?
(to be an elderly man; to own half the shares in the company; to be bought by a
rival firm; to want to take over; to change the present set-up)
Task 2
 если выбирать из двух зол меньшее  делать взносы в пенсионный фонд

 быть непогрешимым, безупречным  одобрить финансовые отчеты
пенсионного фонда
 заседание попечительского совета  иметь право получать пенсию в
пенсионного фонда полном объеме
 воспользоваться чьей-либо  компенсировать что-либо из
изобретательностью, чтобы какого-либо фонда до достижения
сделать что-либо какой-либо суммы
 спасти кого-либо от сокращения  по приблизительным расчетам
 сделать что-либо во имя чего-то  нет спроса на что-либо
 система выплаты пенсий  зд. владеть долей акций
 статьи устава пенсионного фонда  подлежать увольнению в отставку
 использовать что-либо полностью  смена руководства в компании
путем захвата власти
 убедить кого-либо внять доводам  рационализировать работу
разума компании
 стаж работы  быть уволенным
LISTENING
Exercise 1
56
You are going to hear a talk between Ian Hampden and Peter Wiles. Before you
1. Bob Hardiman's been with the firm since it started, and he's the only real
craftsman they've got.
2. Ian Hampden disagrees with H.G. that there's no call for elaborate hand-
carving on desks those days; he is sure they need hand-carved desks.
3. Peter assumes that the only chance to save the old man from redundancy
may occur at the Pension Fund Trustees' Meeting, because his name's bound
to come up if he's being dismissed; his pension will have to be approved.
4. Ian doubts that Bob Hardiman can be saved from redundancy because the
two of them are against H.G., Ambrose Harper and Mr. Buckhurst, company
secretary.
5. Ambrose Harper has a very soft heart and the pension scheme itself was his
idea. He will agree with H.G. and Mr. Buckhurst when he comes to the
Pension Fund Meeting.
6. Hardiman left the firm for a while about two years ago because he had to
look after his father. He came back to Harper & Grant Ltd. five months ago,
when his father died.
7. He left all the contributions he had paid into the pension fund in the fund
and still qualifies for a pension.
8. There is nothing to worry about because Bob Hardiman is entitled to the full
pension according to the articles of the pension fund.
Exercise 2
Listen to the following extract from the recording which shows how the situation
progressed at the Pension Fund Meeting. Try to complete the gaps, using no
more than three words in each case.
57
Grant: Well, gentlemen, this isn't going … … … very long. You've seen Mr.
Buckhurst's … … … . They're impeccable as usual. So it's only a question of
approving them … … … of the record. Right. Do you all … … … ? Good.
Well, that's all. I presume there's no … … ?
Ian: Well, there is one thing more, H.G. The question … … , the case of … … .
Grant: That's … … … . He gets … … , less three years, or whatever it is. You'll see
to that, won't you?
Ian: I don't think it's quite … … … that.
Peter: There seems to be … … … , H.G. You see, Hardiman left us … … … , as
you know.
Grant: I know very well he did. I've just said so.
Peter: Quite so. But I felt I should look up … … of … … . Ian, of course, is already
aware of this. It seems that if … … of employment is interrupted … … … six
months a further period … … … has to be worked before the employee … …
… a full pension. If Hardiman continues with us until he's … … … , that is,
in three years' time, there is, of course, … … . He will be … … . But as
things stand at present he would get, at … … … only about … … of his
pension. And we … … … that situation with such an old employee. It would
… … … no good at all. He will, naturally, have … … … out of the
company's funds to make … … up to … … … .
Grant: But that's preposterous!
Peter: But it does seem to be … … … to do.
Grant: We'll just have … … … .
Peter: That would require … … … , of course.
Grant: Oh dear!
Exercise 3
Listen to the following conversation between H.G., Peter and Ian. 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.
A … Well, you win. We keep Hardiman on for three more years. But, Peter, I
shall expect you to use your undoubted ingenuity in making full use of him.
B … No, that would be a very dangerous precedent. No, no. I won't consider that.
Ian, this is your scheme, I'm sure.
C … Of course, sir.
58
D … You don't think we could pay the remaining pension out of the company's
profits?
E … Mine, H.G.?
1. 2. 3. 4. 5.
Exercise 4
Ian: Well done, Peter.
Питер: Неплохо. Мы помогли старику Хардиману остаться на фирме. Но
меня сейчас беспокоит кое-что другое.
Ian: What's that?
Питер: Вы слышали последнюю новость? Старик Амброуз Харпер серьезно
болен. Если с ним что-нибудь случится, наша компания окажется в
тяжелом положении.
Ian: Wouldn't Grant take over as Chairman?
Питер: Я думаю не о том, кто станет следующим председателем правления. Я
думаю об акциях нашей компании, которыми владеет Амброуз Харпер.
Ian: What percentage does he hold?
Питер: Думаю, около 50%. Отец Гранта владел остальными 50%, но после его
смерти акции были разделены поровну между его тремя детьми.
Ian: What'll happen to Ambrose Harper's shares?
Питер: Думаю, они достанутся его сестре. Она единственная из его
оставшихся в живых родственников.
Ian: She wouldn't be able to sell them, would she?
Питер: Я полагаю, их прежде должны будут предложить через нашу фирму
другим акционерам. Но сможет ли фирма купить их? Если нет, и если
они попадут в руки фирмы, стремящейся завладеть нашей компанией,
мы попадем в беду.
Exercise 5
in the grid below.
1. pension A management of money or property for someone;
organization which supervises the financial affairs
2. pension scheme B to become entitled to a pension, to have fulfilled the
necessary conditions, and to have the right to receive
59
a pension
3. fund C in this case weekly or monthly payments into the
Trust Fund by employer and employee
4. a trust D one of many equal parts into which a company’s
capital is divided
5. articles (of the E to receive some asset, usually money, to balance
Pension Fund Trust) some loss
6. contribution F account into which money is paid for some purpose
7. to qualify for a G unnecessary (about an employee’s job), leading to
pension dismissal, premature retirement or transfer to another
department
8. to be compensated H annual income which an employee receives during
retirement
9. share I basic salary without commission or extra payment for
special work, overtime, etc.
10. redundant J legally registered rules of the Trust, which deal with
the qualifications for membership and a full pension
11. a deed K the money is paid by the company and the employee
into a fund during the latter’s working life, so that the
employee can receive a continuing income from the
fund, after he has retired from the company
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
1. Consider the following points. Share your ideas with a partner or a small
a) Why ought Bob Hardiman to be saved from redundancy?
b) Does Bob Hardiman qualify for a pension and is he entitled to the
full one?
c) What is H.G.’s point of view concerning Bob Hardiman’s
pension?
d) What do the articles of the pension fund read?
2. Recount the situation as if you were Bob Hardiman.
60
3. Suppose you are Peter Wiles. Why are you so upset about Ambrose
Harper’s health?
4. Render the situation as if you were Ian Hampden.
5. Analyse the situation in Harper & Grant Ltd. as if you were a likely
competitor willing to take over the company.
6. Act out a conversation which could have taken place in this situation
between
a. Peter Wiles and Bob Hardiman;
b. Hector Grant and William Buckhurst;
c. Peter Wiles and John Martin;
d. a TV commentator on social issues and Bob Hardiman;
e. Ambrose Harper, Peter Wiles and Ian Hampden.
Unit 12 A Labour Dispute
Phrase list
to have a closed shop

office staff
clerical union
to pay a subscription
to collect union dues (on the premises)
shop steward
medical schemes
61
legal aid
to introduce a profit-sharing scheme
to take a cut in wages
to clock in
Trying to cheat the system is a very serious offence.
to dismiss staff / a case of dismissal
the employees’ welfare
straightforward affair
to get one’s pay docked
to punch the card for some time
to affect the issue
to pay overtime (time and a half)
to have smth (a walk-out) on one’s hands
to bring something up
to press a wage claim
PRE-LISTENING
Task 1
1. Do Harper & Grant make it a condition of employment that a worker must

belong to a certain trade union? What does that mean?
(to have a closed shop; to be members of one or other of the unions; toolmakers;
skilled machiners (machinists); sheet-metal workers; assembly-shop workers;
fitters; electricians; office staff; to belong to a clerical union)
2. What does being a member of a trade union mean?
62
(to pay a subscription; to pay a sum of money regularly to the particular union; to
be referred to as union dues; to look after union's affairs; a shop steward; to be
elected by the workers on the shop floor)
3. What are the responsibilities of a shop steward?
(to be at the day-to-day level of representation between a company and a union; to

represent the workers in a particular shop, or department; to be recognised by the
management; to serve as a channel of communication both ways; to be allowed to
collect union dues on the premises; to hold meetings in the factory or office block;
to do something with the permission of the management)
4. In what way do the trade unions use their funds?
(to obtain the best possible working conditions for the members; to organise
medical schemes; insurance and legal aid; to use (part of their) funds; the money
collected from the members; to pay a weekly sum of money to the members; to be
out on official strike)
5. What is called an official strike?
(to be recognised by the union; strike pay; to be compared with the workers'
normal wages; to draw a pay; a “wild cat” strike)
6. Do management and unions always cooperate?
(the relationship between management and unions; to be ambitious; to get personal

power; to have a grievance; to make somebody angry or annoyed; to create trouble
in the works; to help put pressure on the management; in connection with
something; a claim for a general wage increase; to be underpaid; to be reluctant; to
increase wages; to be forced to do something; to introduce a profit-sharing scheme;
to share directly in the results of harder work or better organization)
63
7. What difficulties and problems do good employee-management relations
present?
(to be prepared to take a cut in wages; to have a bad year; to solve problems; to
have good relations with the employees; to be a comparatively small 'family' firm)
8. In what way do the management regulate the going-on activities?
(to clock in; to punch a mark on the worker's time card; to correspond with
something; to cheat the system; to be a very serious offence; to consult somebody
about something; an operative; to ignore the rules)
9. What does the work of a Personnel Manager entail?
(the chief responsibilities; to employ and dismiss staff; to look after somebody /
something; to improve the employees' welfare and conditions of work)
Task 2
 цеховой староста (профорг)  юридическая помощь

 профсоюз конторских  ввести систему оплаты труда,
работников (работников предусматривающую участие
административных органов) рабочих и служащих в прибыли
 поднять вопрос  увольнять сотрудников
 попытка обмануть систему  предприятие, которое принимает на
(учета рабочего времени) работу только членов профсоюза
считается очень серьезным
нарушением
 иметь вычеты из зарплаты  условия быта сотрудников
 конторские служащие,  смириться с уменьшением
работники канцелярии заработной платы
64
 ситуация, при которой сотрудник  собирать членские взносы (на
подлежит увольнению территории предприятия)
 отмечать время прихода на  платить за сверхурочные (полторы
работу ставки)
 платить взносы  система медицинского обеспечения
 нести ответственность за  требовать повышения заработной
забастовку платы
LISTENING
Exercise 1
Listen to the following conversation between Ted Fielding and Ian Hampden. 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.
A… Have you spoken to the man who was late?

B… Oh dear, what's it all about, Ted?
C… Mr. Hampden, we've got trouble in the press room this morning.
D… Not yet. I thought I'd have a word with you first.
E… But the point is the man was clocked in at eight o'clock. Symes, who stands
by the time clock, swears he saw nothing irregular.
F… But that's a straightforward affair. He simply gets his pay docked. That's
why we have a clocking-in system.
G … Is Symes reliable?
H … One of the press operatives arrived an hour and a half late.
I … Yes, he is. That's why we chose him for the job.
1. 2. 3. 4. 5. 6. 7. 8. 9.
Exercise 2
Listen to the following extract from the conversation between Ian Hampden and Smith. Fill in the spaces in the
sentences below with the words actually used.
Ian: Ah, Smith. Come in, will you. Please sit down. I understand your card …
… … eight o'clock this morning and that you arrived … … ….
Smith: That's right.
Ian: You mean you knew … … was punched by someone else … … …?
Smith: Yes.
65
Ian: I suppose you know we … … … for this? What … … … is that you are
asking … … … services … … … .
Smith: No, I'm not asking that.
Ian: Then … … … .
Smith: I cleaned … … … last night out of … … .
Ian: Well, that doesn't … … … .
Smith: I … … … for it, shouldn't I?
Ian: But … … … surely...
Smith: Overtime? If … … … I want … … - time and a half, that's … …, isn't it?
Ian: But this is … … … . It has nothing to do … … … . Have you discussed
this … … … ?
Smith: There's … … … . If I work an hour … … … I take … … … from my
day's work.
Ian: Well, I'm not going to argue about … … … . As I see it, you've … … … .
Naturally an hour and a half win … … … your pay this week. And I must
warn you that if … … … it will be … … … .
Smith: Just you try … … . You'll have … … … on your hands.
Ian: I'm sorry, but those are … … . If … … … you must … … … ; you know
that … … .
Exercise 3
Listen to the unit again and determine whether these statements are true (T) or
false (F). Explain why.
1. Ian Hampden suspects that one of the shop stewards is driving workers to
confrontation with the management and discusses the situation with the
shops manager.
2. Ted Fielding is so much better at handling labour disputes than Ian that he
decides to talk to the shop steward himself.
3. Jack Green's always trying to make trouble in the works. He 's been busy
agitating in connection with the latest wage claim.
4. Smith explained away his behaviour and said that he cleaned Mr. Wiles' car
last night out of works' time.
5. The private arrangement between Peter Wiles and Smith reads: if Smith
works an hour on Peter’s car he takes an hour and a half from his day's
work.
6. Smith threatened Ian Hampden that he would have a walk out on his
66
hands if he tried dismissing Smith.
7. If Smith had complained to Peter Wiles about being underpaid Peter would
have paid him a bit more, or taken the car to the garage.
8. The labour dispute has been engineered by the District Organiser of the
National Workers' Union because he wanted to negotiate a wage claim.
9. Ian thinks there should be some system of profit sharing and is sure that the
labour dispute in question is a direct result of ill-feeling in the works.
10. H.G. has always been enthusiastic about profit sharing and is going to bring
it up at the Management Committee Meeting.
Exercise 4
Jack Green: I really don't see much point in this meeting, Mr. Hampden. As I
said to you this morning, we're going to ask the Union to press a
wage claim. And unless you have some concrete proposals to make
about a wage increase, I don't think we have anything to say to each
other.
Ян: Простите, но я с вами не согласен. Прежде всего, у меня есть
информация, которая может вас заинтересовать. Сегодня на
заседании руководства компании мы обсуждали вопрос об
участии рабочих и служащих компании в прибылях. Как вы
думаете, каково будет мнение ваших коллег по этому поводу?
Jack Green: They'll think the same as I do. We don't want talk, we want figures.
Ян: Я думаю, это их очень заинтересует. Полагаю, они захотят
услышать от нас все подробности, как только будут выработаны
предложения. Я думаю, что они захотят сотрудничать с нами.
Jack Green: Are you suggesting ...?

Ян: Я хочу сказать, что вы используете Смита, чтобы создать
ненужные проблемы.
Jack Green: I don't like that accusation, Mr. Hampden.
Ян: Мне нет дела до того, нравится вам это или нет. Смит
непростой в общении человек, но он сам не способен такое
67
придумать. Он заявил мне, что если я его уволю, то начнется
забастовка. Кто подал ему эту идею? Вы говорили с ним?
Jack Green: I did. He told me about this car business.
Ян: А история с его табелем?
Jack Green: I don't follow you.
Ян: Полагаю, вы не имели никакого отношения к тому, что кто-то
отметил за Смита его табель? А такие действия противоречат
правилам, принятым всеми профсоюзами, которые
представлены на нашем предприятии.
Jack Green: Of course, not.
Ян: Тогда почему вы разговаривали с Саймсом сегодня именно в
восемь часов утра? Как получилось, что вы заставили его
простоять спиной к табельным часам ровно столько времени,
сколько понадобилось, чтобы отметить табель Смита?
Jack Green: I ... er ...
Ян: Послушайте, Джек, бросьте вы это. Я знаю, что вы стараетесь
завоевать популярность, но ваш же собственный профсоюз
осудит вас за такое поведение. Так дела не делаются.
Повидайтесь со Смитом, слышите? Объясните ему, что
произошло.
Jack Green: I think ... er ... your ... er ... profit-sharing proposals do perhaps alter
the situation. Yes, I'll ... er ... speak to Smith.
Ян: Хорошо. Ну, больше нам сегодня больше не о чем говорить,
так? До свидания.
Exercise 5
1. clocking in A slang expression used for an unofficial strike, which
takes place without union approval, i.e. it is organized
by the employees themselves
2. to strike B extra hours over and above the ordinary working day:
working late at night, on Saturdays and Sundays, etc.
3. “wild cat” strike C to lose some of one’s wages: a portion of the wages
68
normally payable is deducted and is not paid.
4. trade union D usual pay for working overtime is the ordinary pay per
hour, plus half as much again. For certain extra hours
the pay can be time and a quarter, or double time.
5. to get pay docked E paid employee of a union who looks after the interests
of members in a certain area.
6. wage claim F On arrival an employee takes his card out of the rack
and puts it in the time clock, which registers the correct
time on it. On leaving he takes his card out of the rack
and again puts it in the time clock.
7. overtime G slang term for the actual leaving by employees of their
place of work in protest, usually the start of a strike.
8. time and a half H refusal to go on working in order to get more pay, or
shorter hours, or improved conditions, or as a protest
9. profit-sharing I in industry a demand for higher wages (money paid to
scheme workers, usually weekly)
10. District Organiser J organization whose main functions are to protect the
interests of its members and secure the best possible
wages and conditions of work for them
11. walk out K a system of allowing employees to share in profits by
arranging for them to buy shares in the company, or by
issuing a bonus scheme, etc.
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.
POST-LISTENING
a) What are the main functions of the trade union?
b) What is the reason for trouble in he press room?
c) What are the grounds for Smith’s wage claim?
d) Why does I. Hampden feel that the system of profit sharing should be
introduced in the firm?
e) How has I. Hampden managed to make J. Green approve the profit-sharing
proposals?
69
2. Recount the situation as if you were Jack Green, say whether you are in favour of
the profit sharing scheme suggested by Ian Hampden.
3. Suppose you are Ted Fielding. Do you approve of the way Ian settled the
problem?
4. Speak as if you were Ian Hampden and brief the audience on the chief
responsibilities of a Personnel Manager. Is engagement and dismissal of
employees his only function?
5. Suppose you are Symes, an employee who stands by the time clock. Brief a trainee
on the following matters:
a) what an employee has to do with his time card when he arrives or leaves his
place of work;
b) what an employee should expect to happen to his pay if he arrived late at work.
6. Suppose you are the District Organiser of the National Worker’s Union. Say
a) what responsibilities of a shop steward are;
b) if a worker belongs to the union, to whom he pays subscription or union
dues;
c) if an employee works late, what extra money he could claim.
7. Act out
a) an imaginary conversation between Ian Hampden and Peter Wiles after
Ian’s talk with Jack Green;
b) an imaginary talk between Jack Green and Smith after Green’s talk with
Ian Hampden.
Unit13 Risk of a Takeover

Phrase list
private company
Memorandum of Association
authorised capital
to carry a vote ( about shares )
to have a controlling interest
to be in a position to take over somebody/something
70
a fully owned subsidiary
to outvote somebody
personal loan
the rate of interest
to ask for security
to hold the deeds of somebody
building society
to repay a proportion of the loan to somebody plus interest
to agree to a second mortgage (the mortgage with ...)
to raise a mortgage on somebody’s property
to give (to advance) an unsecured loan
to have the lion’s share with fifty per cent
the solicitor
to form a trust
to raise a loan
the total share capital
to see somebody at short notice
an overdraft
to provide (an adequate) security
to have somebody’s record of business as a guarantee
to have a straight loan
to pay two per cent above the bank rate
to get a holding equal to something
PRE-LISTENING
Task 1
1. What do we call a private company?
(to be a private company; to be formed by two or more people; to sign a
Memorandum of Association; to state something; to agree to take a certain
number of shares; to follow the signature; to take shares in the company;
members, or shareholders)
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2. Why does Harper & Grant Ltd. belong to private companies?
(to found the company; to be started originally by somebody; the authorised
capital of the company; to grow; to be worth a certain sum; to carry a vote at a
shareholders' meeting)
3. What can the death of Ambrose Harper lead to?
(to cause a crisis in the firm; to manufacture mattresses for beds; to own ten per
cent of Harper & Grant shares; to be a personal friend of somebody; to have an
opportunity of buying some of the shares formerly belonging to Harper)
4. Why does the opportunity of buying the shares formerly belonging to Harper
by outsiders threaten the existence of Harper & Grant Ltd.?
(to own shares; to stop somebody getting shares; to do something for fear of
upsetting the voting power at shareholders' meetings; to own fifty-one per cent of
the shares; to have a controlling interest; to be in a very good position to take over
the firm completely; to make a firm a fully owned subsidiary)
5. Do the management of Harper & Grant Ltd. welcome the possibility of a
take over?
(to be jealous of somebody; to own too many of the shares; to raise a loan; to
arrange something with the bank; to lend money; to borrow money; to pay interest
on money; to buy enough of the shares; to outvote somebody; to be a personal
loan; to be a short-term loan; to pay back the money; the rate of interest)
6. How did H.G. manage to raise a loan?
(to ask for security; to hold the deeds of Grant's house; a building society; to buy
the property; to repay a proportion of the loan, plus interest; to agree to a second
mortgage; to pay back the loan within the time limit; to pay up the first mortgage;
the holder of the second mortgage; to give an unsecured loan; to be without any
security or guarantee; to get the money back)
Task 2
 получить прямую ссуду: кредит,  встретиться с кем либо в крат-
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который обеспечен только чайший срок (без предваритель-
репутацией заемщика ного уведомления)
 иметь право голоса  ссуда физическому лицу
 согласиться на перезалог  учредительный договор
 иметь возможность захватить  дочерняя компания, находящаяся в
власть полном владении
 ставка процента (% дохода)  вести чьи-либо дела (счета)
 иметь львиную долю акций  получить ссуду
 получить пакет акций, равный …  учредить доверительный фонд
 суммарный акционерный капитал  заплатить 2% сверх обычной
банковской ставки
 предоставить соответствующее  иметь в качестве гарантии чью-либо
обеспечение репутацию в бизнесе
 выплачивать часть ссуды, плюс  предоставить ссуду без обеспе-
проценты чения (необеспеченный заем)
 частная (закрытая) акционерная  иметь контрольный пакет акций
компания компании
 победить в голосовании  попросить залог
 сумма, получаемая сверх остатка на  уставный капитал на момент
счете; получение средств по образования компании
открытому счету; превышение (разрешенный к выпуску
кредита акционерный капитал)
LISTENING
Exercise 1
You are going to hear a talk between Hector Gra nt and Peter Wiles. 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. Harper & Grant Ltd. is on the verge of the biggest crisis in the history of the
firm, but it has nothing to do with Ambrose Harper's death.
2. The shares of the company are distributed so that Peter Wiles’s mother and
Hector Grant own the lion's share with fifty per cent.
3. The mattress-makers over the road, Wentworth and Company have ten per cent
of the shares.
4. Ambrose Harper has left two thousand of his two thousand five hundred shares
to form a trust.
5. Ambrose Harper has left five hundred thousand pounds to his sister.
6. H.G. spoke to Caroline after the solicitor had finished reading Ambrose's will,
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and she told him she'd had a very generous offer for the shares.
7. H. G. is sure that only Wentworth, who wanted to get in Harper & Grant for a
long time, knew Caroline was Ambrose's only remaining relative.
8. Caroline can sell her shares without offering them first to the other shareholders
because Harper & Grant are a private company.
9. Some of the present managers of Harper & Grant Ltd. had to sell their shares
and Wentworth easily got a further interest in the company.
10. Peter Wiles is always in the red because he lives in a great way*.
11. H.G. and his colleagues have to raise a loan and buy enough of the shares to
keep the controlling interest.
12. The total share capital had a market value of about five hundred thousand
dollars when Ambrose Harper died.
13. If H.G. bought two hundred and fifty shares that would be about twenty-five
thousand pounds.
Exercise 2
Grant: Good morning, Mr. Brewer. Good of you to see me at such short notice.
Бруэр: Для таких солидных клиентов, как вы, м-р Грант, у нас всегда найдется
свободное время. Чем могу быть полезен?
Grant: I want a loan ... or an overdraft ... right away. Twenty-five thousand.
Бруэр: Понимаю. 25 тысяч? Да, это очень большая сумма.
Grant: Not for me. You know how well the firm is doing.
Бруэр: Да, но, вероятно, фирма не в состоянии обеспечить гарантии выплаты
ссуды, если вам требуется персональный заем.
Grant: Really, Mr. Brewer, this is rather unnecessary, isn't it? You have our record,
my record, of business as your guarantee. You know me well enough to
advance me an unsecured loan, surely.
Бруэр: Как вам известно, мне придется обратиться в наше главное управление,
но они там будут исходить из моих рекомендаций, а я не думаю, что
готов это сделать без того или иного обеспечения ссуды.
Grant: Oh? Well, what are you going to do about it? I can tell you one thing. If
there's any question of not getting a loan, I'll consider taking my account, and
that of the company, elsewhere.
*
живет на широкую ногу
74
Бруэр: Может, вам и придется об этом подумать, м-р Грант. Но, если позволите,
я бы хотел заметить, что любой управляющий банком придерживался бы
такой же точки зрения. Может быть, в такой ситуации более уместно
хорошенько подумать, какую форму обеспечения ссуды вы могли бы нам
предложить? У вас большой дом. Он заложен?
Grant: It is.
Бруэр: Очень жаль. Ваши права собственности на этот дом, могли бы быть
замечательной гарантией. Стоимость дома какая, 20 тысяч?
Grant: Thirty. The mortgage is with the Albion Building Society.
Бруэр: Тогда есть возможность получить повторную закладную на вашу
собственность. Хотя могу сказать вам откровенно, наше главное
управление не очень-то одобряет перезалог ... Тем не менее, я мог бы
порекомендовать им действовать именно в этом направлении.
Grant: How would you arrange the credit?
Бруэр: Ну, если согласятся в главном управлении, вы могли бы получить сразу
всю сумму, и выплата включала бы 2%-ю надбавку к банковской
процентной ставке, то есть всего 9%. Ссуда могла бы быть
краткосрочной, ну, скажем, на три года.
Grant: Well, you work all that out. I accept your advice. All I want is the money, and
I want it quickly.
Exercise 3
Listen to the following extract from the recording, which shows how the
situation progressed after H.G.’s visit to the bank. Try to complete the gaps,
Grant: What did I tell you, Peter! After all that … … … I've got … … . The Bank
Manager wasn't going to risk … … … . Well, we're saved. Wentworth
can't get … … … to mine or … … . Aren't you pleased?
Peter: Of course I'm pleased ... but, you know, … … … Mr. Brewer was not at
all … … of … … .
Grant: How do you know?
Peter: I went to see him … … … . He told me he was … … … what he called …
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….
Grant: What did you say?
Peter: Oh, I talked a bit about … … … banks play … … … to expand. How …
… … depended a great deal … … … and business sense - you know the
sort of thing.
Grant: I don't see … … that would make.
Peter: One of these days I'll give you … … … on how to deal … … … . It was
one of … … … I learnt after … … … .
Exercise 4
Match the terms on the left with an appropriate explanation on the right. Five of the phrases
have more than one explanation. Fill in the grid below.
1. share a. percentage charge for borrowing money
2. interest b. a charge made (per cent per annum) on money lent
3. building c. the document stating the name of the company; if it is
society limited or not; the registered address; the amount of
share capital and how this is divided into shares
4. an overdraft d. amount of a cheque which is more than the money in the
account on which it is drawn
5. authorized e. one of equal parts into which a firm’s capital is divided
capital
6. Memorandum f. further mortgage on a property which is already
of Association mortgaged
7. short-term g. amount of capital in the form of shares which a company
loan is allowed to issue, as stated in the memorandum of
association
8. the rate of h. payment made by a borrower for the use of money as a
interest percentage of the capital borrowed
9. second i. an organisation of contributors who save money, invest
mortgage in it, in return for interest, so that capital can be loaned to
those wishing to buy a house
10. solicitor j. has to be repaid within a few weeks
k. a lawyer who gives advice, and speaks on behalf of his
clients in the lower courts
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l. what you buy if you invest money in a company
m. money lent on the condition that it will be paid back
before, or by, a certain date in the near future
n. the acceptance of a loan with a property as a security
which has already been mortgaged, but hasn’t been paid
yet in full
o. the amount of money which a company or person can
withdraw from a bank account with the bank’s
permission, and which is more than there is in the
account
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
e, …
POST-LISTENING
a) What is a private company? In what way does it apply to Harper & Grant Ltd.?
b) Why did the death of Ambrose Harper cause a crisis in the firm?
c) What is Alfred Wentworth’s ambition?
d) What for does H.G. want to raise a loan?
e) Is the bank manager positive about H.G.’s application for a loan? Why?
f) How did H.G. manage to raise a loan?
g) In what way are the shares of the company distributed? What changes are
under way?
2. Recount the situation as if you were Mr. Brewer. What rules do bank managers
stick to when granting loans?
3. Suppose you are Alfred Wentworth. What does Ambrose Harper’s death mean to
you? What are you going to do?
4. Act out
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a. the announcement of the will with a solicitor, Caroline, Hector Grant and Peter
Wiles taking part
b. an imaginary conversation between Hector Grant and Caroline
c. an imaginary talk between Peter Wiles and Mr. Brewer in the bank
d. an imaginary talk between Mr. Brewer and the President of his bank
e. an imaginary talk between Peter Wiles and John Martin
Unit 15 Dealing with an Important New Market
Phrase list
quarterly breakdown of overheads

expenditure against budget
to place the order with somebody
to have the production capacity to do something
to meet the delivery dates
to put something at somebody’s disposal
to incur expenses
pro forma invoice
to apply to the National Bank for foreign exchange
a reduction on the unit price per desk
c.i.f. (f.o.b.)
a single order
a package deal
78
the budgeted turnover
marginal cost
the recovery on something
merchandise
an original letter of inquiry
irrevocable letter of credit, confirmed on a London bank
to quote in local currency
to be conditional on something (the rate of exchange)
PRE-LISTENING
Task I
1. Is the situation with the new export market in Abraca encouraging?
(to open up a new export market; to have orders from Abraca; to have a look at the
quarterly breakdown of overheads; to detail actual expenditure against budget; the
amount spent on travelling and entertainment)
2. Why did John Martin keep quiet about an enquiry from the Abracan
government?
(to have an enquiry from the government; to give a quotation; to supply office
furniture for government buildings; to place the order with somebody; to be one of
the largest orders the firm has ever received; to wait until the order was definite)
3. Did John undertake anything in anticipation of the order?
(to check something with somebody; to have the production capacity; to meet the
quoted delivery dates; to propose to visit England to see the factory)
4. What does the inquiry from the Abracan Ministry of Public Works read?
(to see the factory; to negotiate the order; to be suitably entertained; to book a
hotel for somebody; to put a car at one’s disposal; a curious reference; 'special
requirements'; to be astonished; to discover something)
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Task2
 предоставить что-либо в чье-либо  иметь (соответствующие)

распоряжение производственные мощности
 обратиться с просьбой об обмене  объем продаж, предусмотренный
валюты бюджетом
 реальные расходы по сравнению с  ориентировочный (предвари-
предусмотренными бюджетом тельный) счет-фактура
 комплексная сделка  потребительские товары
 первоначальный запрос  понести расходы
 все, что мы получим сверх  безотзывный аккредитив, под-
затраченных средств, будет твержденный Лондонским
представлять прибыль банком
 уложиться в определенные сроки  квартальный отчет по накладным
поставки расходам
 разместить заказ  одноразовый заказ
 иметь силу при каком-либо условии  снижение стоимости единицы
товара
LISTENING
Exercise 1
You are going to hear a talk between Hector Grant and John Martin. 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. Hector Grant is discouraged to find out that they haven't had a single order
out of John Martin’s visit to Abraca.
2. John Martin is optimistic about the Abracan market because a very large
order has already been made - office furniture and equipment for two entire
government departments.
3. John has already sent pro forma invoices to Abraca so that the Ministry of
Works can apply to the National Bank for foreign exchange.
4. In their order the Abracan Ministry of Works want a reduction on a unit price
per desk for a larger quantity than Harper & Grant Ltd. originally quoted for
the price to be f.o.b. Djemsa.
80
5. If Harper & Grant accept the requirements of the Abracan Ministry of Works
it would be the largest single order in the history of the country.
6. Harper & Grant hardly have the capacity to produce the order also it'd be in
addition to the budgeted turnover for the year, so there will be no recovery on
marginal cost.
7. The terms of payment are conditional on the rate of exchange which prevails
on the date of Harper & Grant’s quotation not fluctuating more than three per
cent either way.
Exercise 2
Джон Мартин: Это комплексная сделка. Мы все подробно просчитали. Правда

цены придется установить немного ниже обычных, ведь у нас есть
серьезные конкуренты. Наши производственные мощности позволяют
выполнить этот заказ, и это будет в дополнение к продукции,
предусмотренной бюджетом, а все, что мы получим сверх затраченных
средств, будет прибылью. Я уверен, что это приведен к другим заказам в
этой стране.
Hector Grant: “A representative of our Ministry of Works will be coming to London
… obliged if you would book him accommodation ... glad to visit your factory
and view the merchandise ... special requirements ...” Here what's this about
'special requirements'? What do they mean by that?
Джон: Не знаю. Это единственная загадка. Об этом говорилось и в
первоначальном письме-запросе.
Grant: I don't much like the sound of that. What do they mean by 'special
requirements'? I suppose we'll soon find out. What's the method of payment?
Джон: Мы потребовали безотзывный аккредитив, подтвержденный
Лондонским банком. Мы указали цены в местной валюте, но это,
конечно, условно. То есть при условии, что за основу берется котировка
по обменному курсу на день ее предоставления, плюс-минус три
процента. Мы будем защищены, даже если, например, курс валюты
Абраки упадет по отношению к фунту стерлинга.
Grant: Hmm! Is Peter happy about delivery dates?
Джон: Да, мы сможем уложиться в сроки. Это потребует огромной работы по
части планирования.
81
Grant: Well, you'll arrange some sort of meeting for us all then?
Have you booked their representative into a hotel?
Джон: Заказал. Я думаю, что надо предоставить в его распоряжение машину и
немного показать ему страну.
Grant: All right. But you'd better find out more about the special requirements. It
may be some condition we can't fulfil.
Exercise 3
Listen to the following extract from the conversation between Grant and John,
which shows how the situation progressed after Mr. Mahawi, the government
representative, arrived and was entertained royally. Try to complete the gaps,
Grant: A mahogany desk with … … … , secret drawer … … ! Leather top? Oh,

really, John, what … … … does he think we are? Our business is mass-
produced … … … !
John: I said we'd … … . It's for the … … … . They are prepared … … . It would be
additional to … … … .
Grant: Don't be ridiculous. We've dropped … … of line from … … . That was part
of … … … .
John: Couldn't … … make it?
Grant: That … … ?
John: Yes. He's … … … of the old school. Look at … … … he made … … . You

said at the time we introduced … … , during … … … , that … … redundant
Well, here's … … he can be … … on, and he'd be delighted to do it. He'd
produce a magnificent … … … , it'd be the envy of all … … … and a
splendid advertisement for us.
Grant: Well, you have committed us to it, so we must … … , I suppose.
Exercise 4
82
Match the terms on the left with an appropriate explanation on the right. Five of
the phrases have more than one explanation. Fill in the grid below.
1. overheads a. overhead expenses incurred in running a business

2. c.i.f. b. costs of the day-to-day running of a business or of part of
a business, i.e. any cost, other than the cost of the goods
offered for sale
3. f.o.b. c. asking for information
4. budget d. price at which one currency is exchanged for another
5. letter of inquiry e. plan of income or expenditure for an exact period of time
6. rate of exchange f. every quarter or three months’ analysis of statistics or
figures
7. irrevocable g. this price includes all costs to a named port of shipment
letter of credit free alongside ship - the buyer pays for loading, onward
shipment and insurance
8. quarterly h. a sample list of goods supplied, with prices and charges
breakdown sent to a potential buyer so that he can see clearly what
total costs will be
9. pro forma i. a contract for the sale or buying of goods at a special all-
invoice in price, where any condition is contingent on all the
others being accepted
10. package deal j. the agreement to pay a certain sum of money that cannot
be changed or revoked
k. the price of the goods includes all the charges (shipping,
insurance, forwarding) until the goods reach the port
l. a fixed relation or proportion in value between the
money used in different countries
m. the cost of the goods includes all charges up to the time
when the goods are put on board the ship; after that, the
charges must be met by the buyer
n. in accounting, estimate of future needs calculated for a
definite period
o. this price covers cost, insurance and freight to a named
port of destination in the buyer’s country
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1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
a, …
POST-LISTENING
1. Consider the following points. Share your ideas with a partner or a small group. Be
prepared to explain your answers to the class.
a) the advantages and disadvantages of the order under discussion for Harper &
Grant Ltd.;
b) the requirements of the supplier as to the method of payment;
c) the special requirements of a buyer and the way the supplier managed to meet
them;
d) measures taken in order to guard against a loss owing to currency fluctuations.
2. Recount the situation as if you were Hector Grant. Account for your choice of the
terms of payment and delivery and the reason why you agreed to a lower price.
3. Suppose you are Mr. Mahawi, the government representative. You are making
arrangements to order goods from Harper & Grant Ltd. Speak about the
particulars of the quotation, the terms of payment and delivery.
4. Act out
a) a conversation between Mr. Mahawi and John Martin. Discuss the quotation,
terms of payment and delivery. Try to bargain.
b) an imaginary talk between Mr. Mahawi and his Minister after the
visit to Harper & Grant Ltd.
84
Unit 17 The New Board of Directors
Phrase list
to upset the balance of power

to postpone the possibility (of a takeover)
to be over-weighed with somebody / something
to be tempted away by somebody
budgetary control
to introduce monthly accounting by cost centres
to draw up quarterly accounts
to sound somebody out

to have everything one’s own way
to balance somebody’s power
to put something forward
the Rules of Association
the qualification holding
to put somebody in the picture
to offer somebody a directorship
to be a counter to somebody
to draft (suitable) minutes about proposals
to table recommendations (on budgetary control)
to give an outline of something
to do the accounts
to reduce personnel
85
PRE-LISTENING
Task I
1. What changes occurred in the structure of the capital of Harper & Grant
Ltd. after Hector Grant postponed the possibility of a takeover?
(to buy two hundred and fifty more shares in the company; the remaining two
hundred and fifty shares; the rather dynamic owner of a neighbouring mattress
factory; to own a large proportion of the shares; be asked to join the Board)
2. In what way did the death of the Chairman, Ambrose Harper, upset the
balance of power on the Board of Directors of Harper & Grant Ltd.?
(to become the next Chairman; the present members of the Board; Chairman and
Managing Director; to be invited by the Board to become a director; to attend
Board meetings; to leave somebody to act for somebody; the Company Secretary)
3. Why does Peter think it is high time John Martin was made a director?
(to have a very successful year; to increase sales by almost forty per cent in the
two years; to join the firm; to be an added support for himself; to be overweighed
with somebody; to have an up-to-date outlook on business; to be tempted away by
somebody; to make it worth somebody’s while to stay)
4. What changes in financial control does William Buckhurst initiate?
(to discuss budgetary control; to attended a course on something; to introduce
monthly accounting by cost centres; to have information about the company's
trading position more accurately and more often than at present)
5. How does William Buckhurst explain the necessity of monthly accounts?
(to be the forward plan; to spend, to make and to sell during a specific period; a
record of what has actually been bought, sold and spent; to be drawn up every
three months in a financial year; to discover the profits and losses more often to
keep a firmer control; modern management)
86
Task2
 подвергаться соблазну уйти в  предложить кому-либо место

другую компанию директора
 занести предложения в протокол  Правила членства в компании
 краткое изложение чего-либо  нарушить равновесие сил
 отвести угрозу захвата руко-  ввести кого-либо в состав
водства компанией кем-либо действующих лиц
 быть противовесом кому-либо  распросить («прощупать») кого-
либо
 сократить штаты  уравновесть чье-либо влияние
 входной барьер – условия членства  внести (положить на стол)
в акционерной компании предложения
 контроль за выполнением бюджета  быть перегруженным чем-либо
 проводить анализ состояния  ввести ежемесячную отчетность по
бухгалтерских счетов учетно-калькуляционным
подразделениям
 делать все по-своему  составлять ежеквартальные отчеты
LISTENING
Exercise 1
You are going to hear a talk between Peter Wiles and John Martin. 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. John Martin didn’t deny that Harper's death had caused a big change in the
control of Harper & Grant Ltd.
2. Hector Grant is a strong personality and Harper couldn't have everything his
own way while he was Chairman; Peter wanted to balance H.G.’s power a bit
by having John on the Board.
3. John Martin was asked to join the Board now that he owned more shares.
4. Peter Wiles had a chance to get John elected, because H.G. wanted to
strengthen his position in case A.Wentworth tried to make things go his way.
5. The Rules of Association drawn up by H.G. state that the qualification holding
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is only two shares.
6. As a director Peter held only two shares while his mother nine hundred and
ninety-eight.
Exercise 2
Listen to the following extract from the conversation between Grant, Buckhurst
and Peter, which shows how the situation progressed. Try to complete the gaps,
Grant: What's the next item … … … , William?

William We've got … … of Alfred Wentworth, of Wentworth & Company.
Buckhurst: He ought … … … to join the Board.
Grant: It's unfortunate, but … … … he now owns … … … that his election
is inevitable. Don't put that … … … , William!
Peter: I would like to propose that … … … , John Martin, should also be
asked … … … . In the time he has been here he has … … … and
done much … … … . I think if he was made … … his advice …
… … would be invaluable.
Grant: Well, perhaps next year I...
Peter: Be careful. H.G. You don't want … … … . There must be a lot of
companies who'd be … … … him … … . We can't afford … … … .
Grant: What do you think, William?
Buckhurst: It might be a good idea … … the support … … , H.G.
Grant: Very well. As the character … … … is changing so completely, this
is probably … … ... . John would be … … … to Wentworth. If
everyone agrees...
Peter: Yes.
Buckhurst: Agreed.
Grant: William, will you draft … … about these … … then?
Buckhurst: Yes, I will.
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Exercise 3
Grant: Now the next item on the agenda is to consider a report with
recommendations tabled by you, William, on budgetary control. Perhaps you'd
like to give us an outline of your proposals.
Бакхерст: Как вам известно, я недавно прослушал курс по финансовому учету, в
результате чего я пришел к выводу, что нам необходимо проводить анализ
состояния бухгалтерских счетов чаще, чем сейчас.
Grant: At present the accounts are done every quarter.
Бакхерст: Да, но поквартальные отчеты не позволяют вести более детальный
контроль бюджета. Если компания неожиданно понесет убытки, мы
должны быть в состоянии немедленно отреагировать на ситуацию. Если мы
не отреагируем сразу же, то можем просто не успеть предотвратить еще
большие убытки.
Grant: Well, if sales go down, we reduce stocks, which means cutting down
purchases and, if necessary, we reduce personnel.
Бакхерст: Конечно, но информацию мы должны все-таки получать гораздо
оперативнее, чем сейчас. Если прибыль начнет сокращаться - или от
продажи готовой продукции, или с оборота капитала, - то, возможно, надо
будет поднять цены, сократить производственные затраты и т.д. Но для
этого мы должны иметь наготове нужную информацию.
Grant: What do you propose?
Бакхерст: Я бы хотел поделить всю фирму на учетно-калькуляционные
подразделения.
Grant: What does all this mean?
Бакхерст: Каждый менеджер будет отвечать, по крайней мере, за одно учетно-
калькуляционное подразделение. В его обязанности будет входить
своевременное прогнозирование доходов и расходов этого подразделения.
Затем мы сведем расчеты всех подразделений вместе. Одобренные всеми
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нами, они и составят годовой бюджет или финансовый план нашей
компании. Если реальные доходы и расходы будут значительно
расходиться с запланированным бюджетом, то ответственность за это
будет нести менеджер данного подразделения, и ему придется объяснить
нам причины таких расхождений с прогнозом и принять соответствующие
меры.
Grant: Will you let us have more details about this budgetary control, exactly how it
would operate and so on?
Бакхерст: Конечно.
Grant: Now let's get on. The next item on the agenda is a recommendation that we
buy two lorries for the Transport Department ...
Exercise 4
Match the terms on the left with an appropriate explanation on the right. Five of
the phrases have more than one explanation. Fill in the grid below.
1. budgetary a. regulation of the company that to qualify as a director
control a certain number of shares must be owned
2. cost centers b. details of all the financial transactions relating to one
individual supplier, customer, asset, liability, or type
of expense or receipt
3. to draft c. supplies
4. qualification d. a business can be divided into these for the purpose of
holding collecting information on income and expenditure
5. to table e. to cut down staff
6. takeover f. to make a first rough plan of the document
7. the accounts of g. to diminish the number of persons collectively
a business employed in any institution, company, office, etc.
8. to reduce h. a person legally responsible for giving information to
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personnel the Board of Trade, for seeing that the company’s
accounts are correctly kept and for keeping the minute
book, which is a record of all the company’s meetings,
often an accountant
9. company i. these are the basis for budgeting: each department is
secretary thus made responsible for its own financial planning
and accountable for its actual performance
10. stocks j. getting control of a business, management, etc.
k. to put on record that a certain subject should be
discussed at a future meeting
l. detailed record of a company’s financial affaires
m. to write a report, letter, minutes of a meeting, in rough
form for final approval
n. buying a controlling interest in a business by buying
more than 50% of its shares
o. a close watch over a company’s performance,
comparing it with budgeted performance and taking
corrective action where necessary
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
o
POST-LISTENING
a) How could Ambrose Harper’s importance in the company be defined?
b) What are the advantages of J.Martin’s membership in the Board?
c) What do the Rules of Association drawn up by Harper and H.G.’s father state?
d) What are the reasons for Wentworth to be invited to join the board?
e) Prove that John Martin would be a useful counter to Wentworth.
2. Recount the situation as if you were Hector Grant.
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3. Suppose you are Alfred Wentworth, are you satisfied with the situation in Harper
& Grant Ltd. and the number of its shares you own? What do you plan for the
future?
4. Give a lecture on the structure of the share capital in Harper & Grant Ltd. before
and after Ambrose Harper’s death. (See Illustration 1 below)
5. Answer the following questions as if you were William Buckhurst:
a) Why should the accounts be done every month in your opinion?
b) What are the disadvantages of doing accounts every quarter?
c) What is the essence of breaking down the activity of the company into cost
centres?
6. Act out:
a) a conversation between Peter Wiles and John Martin. Discuss the pro and contra
of the introduction of monthly accounting by cost centres;
b) a talk between Hector Grant and William Buckhurst before the Board meeting
about the changes in the board that are to be made.
Illustration 1
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Unit 19 Auditing the Accounts
93
Phrase list
to approve the accounts

to ensure that somebody is reporting correctly
to be in private practice
to be exempt from having to publish the accounts
Profit Statement (a Trading and Profit and Loss Account)
Balance Sheet
Director’s Report
to deduct overhead charges
depreciation on plant and buildings
the capital employed
issued share capital
retained earnings
fixed assets
trade investments
compilation of net current assets
less liabilities
The totals must agree.
current liability
stock valuation
to go into things
to be listed as goods paid for
to find no/the record of payment
to buy something on a sale or return basis
to make out cheques to somebody
to total up the value of the cheques
to pay in the staff member’s cheques
to draw out an equivalent sum of cash with the cheque
a withdrawal on the bank statement
a paying-in voucher for the date
to be a fiddle
to query the figure
to draw somebody’s pay in advance
PRE-LISTENING
Task I
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1. What is the main task of the auditors?
(to approve the accounts of a limited company; to act on behalf of the shareholders;
to ensure that the directors are reporting correctly; the state of affairs of the
company; to judge whether the directors are managing the company efficiently; to
judge for themselves)
2. Why has H.G. changed the firm auditing the firm’s accounts?
(to audit the accounts of Harper & Grant; to be in private practice as an accountant;
to be appointed; a privately owned limited company; to be exempt from something;
to publish accounts; to have the accounts audited by independent auditors; to be
connected with the company)
3. What is W. Buckhurst responsible for?
(to be Company Secretary; to be responsible for something; the period in question;
to be ready for checking; to make a bad impression; the accounts department; to
supply immediately any information wanted by the auditors)
4. Which three documents are in the focus of the auditors’ attention?
(to be satisfied; the Profit Statement; the Balance Sheet; the Directors' Report; a
Trading and Profit and Loss Account; to arrive at the profit for the year; to start
with net sales or income; to deduct the cost of materials, work and overhead
charges; to leave a trading surplus; depreciation on plant and buildings; auditors'
fees; administration and selling costs; to produce the net profit or loss; a
summarised statement; the amount of funds employed in the business; to derive
the funds from some sources)
5. What does the Balance Sheet show?
(to list the capital employed; the issued share capital plus reserves and retained
earnings; the total cost of fixed assets; trade investments; a breakdown of net
current assets; cash and stocks, plus what the firm is owed by its customers, less its
liabilities; to be shown as a trade investment; a current liability; an item in the
compilation of net current assets)
6. Why is stock valuation a mixed blessing?
(to prepare accounts; to put a value on all goods in the hands of the company; to
check against the suppliers' invoices; the value of commodities; to fluctuate; a
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company's stock; work in progress; finished stock; the volume of all stock is
changing daily, if not hourly; to be taken at cost price or market price, whichever is
the lower)
Task 2
 иметь частную практику  вникать в суть дела

 эмитированный акционерный  сводные данные об оборотных
капитал средствах
 послание руководителя фирмы  предъявить к оплате в банк чеки
акционерам сотрудников
 отчет о прибылях и убытках  действовать от чьего-либо имени
 нераспределенная прибыль  вовлеченный капитал
 покупать на основе возвратности  приходный ордер, (квитанция
(взять на реализацию / на расписка, жировка) о внесении
консигнацию) платежа на определенную дату
 балансовый отчет  краткосрочные обязательства
 (не) найти запись об оплате  Обе суммы должны совпадать.
 основные фонды (средства)  вычесть накладные расходы
 ревизовать, проверять счета  запрашивать цифру
 числиться (быть учтенным) в  снять с банковского счета
качестве оплаченных товаров соответствующую сумму по чеку
 быть освобожденным от оглашения  амортизация зданий и оборудования
счетов
 капиталовложения, финансовые  подсчитать сумму по чеку
вложения (“подбить баланс”)
 активное сальдо торгового баланса  быть обманом (мошенничеством)
 за вычетом обязательств  получить оплату авансом
 оценка запасов товарных  снятие суммы согласно выписке с
материальных ценностей банковского счета
LISTENING
Exercise 1
You are going to hear a talk between William Buckhurst and Mr. Brent. 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.
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1. Having spent three hours at the books in Harper & Grant Ltd., the chief auditor
asked the chief accountant to go into two small things so that Hector Grant
could try and get the information straight away.
2. The chief auditor started with the stock valuation and was puzzled by the figure
for paint: it was listed as goods paid for, but he could find no record of
payment.
3. Harper & Grant always buy paint on a sale or return basis and pay for it each
quarter as we use it so Mr. Buckhurst presented a cheque for the total amount.
4. The chief accountant admitted his fault for the anomaly in stock valuation
because it was him who accepted the figure in the Stock Department and they
had forgotten the sale or return arrangement and put the paint in the wrong
column.
5. Another anomaly was the cheques made out to members of the staff.
6. Clerks in the accounts department often cash cheques for staff as a service, the
cheques are made out to the company by the individuals.
7. The chief accountant totals up the value of the cheques, comes to the cashier
for a company cheque for the same sum, and then goes to the bank.
8. The staff members' cheques are paid in and an equivalent sum of cash is drawn
out with the company cheque when the representative of the company goes to
the bank.
9. According to the paying-in vouchers the amount paid in is less than the amount
drawn out but the bank statement didn’t reflect it, which surprised Mr. Brent.
10. There was the difference of fifteen pounds between the amount paid-in and
drawn out of the company.
Exercise 2
Бакхерст: А, Дональд
Donald Kennet: You wanted to see me, Mr. Buckhurst?
Бакхерст: Да, Дональд. У нас тут один вопрос. Он возник у аудиторов. Может
быть, вы сможете помочь.
Kennet: Oh, yes. I certainly will if I can, sir.
Бакхерст: Вы обычно ходите по пятницам в банк обналичивать чеки персонала,
да?
97
Kennet: Yes, Mr. Buckhurst.
Бакхерст: Не могли бы вы вспомнить, были ли случаи за последние несколько
месяцев, когда бы вы туда не ходили?
Kennet: Er ... I was away for my holidays in the summer. I think that was the only
time I didn't go.
Бакхерст: Да, это было в августе, так? А эта цифра, в которой он сомневается,
относится к октябрю … и еще один случай в … июне.
Kennet: What occasion do you mean? What are you referring to?
Бакхерст: Аудитор обнаружил, что в этих двух случаях со счета было снято
больше денег, чем положено на счет. Не могли бы вы объяснить, по какой
причине?
Kennet: Er ... I'm sure I don't know why the amounts should be different. They should
be exactly the same. Can I look at the bank statements?
Бакхерст: Конечно. Вот они.
Kennet: Thank you.
Бакхерст: А вот два приходных ордера о внесении платежей на эти даты. Оба
заполнены вашей рукой, полагаю.
Kennet: Yes ... but I don't understand …
Бакхерст: Снятая сумма, согласно выписке с банковского счета, должна быть
наличностью для выплаты персоналу, так как оба раза это были
единственные суммы, снятые со счета. Вы не думаете, что вы каким-то
образом могли потерять один из чеков, которые вы обналичивали?
Kennet: Look, I'm sorry, Mr. Buckhurst. I can explain it. I really was going to pay it
back later. You see I ... my mother was ill and ...
Бакхерст: Почему вы не пришли ко мне и не попросили о помощи, если оказа-
лись в беде? Или вы могли обратиться к начальнику отдела кадров. Мы
могли бы устроить для вас выплату зарплаты авансом. Но это … это
воровство.
Kennet: I didn't mean to steal it. I was going to pay it back. I intended to pay it back. I
didn't mean to be dishonest, really I didn't …
Exercise 3
Listen to the following extract from the conversation between Buckhurst and Brent,
which shows how the situation progressed. Try to complete the gaps, using no more than three words in each case.
98
Buckhurst: I've found out … … … the difference in those two amounts.
Brent: Oh?
Buckhurst: I'm afraid it was … … . It can only have been Donald Kennet, … …
who always goes … … … . I'm very upset … … .
Brent: I wonder what he'll have to say … … .
Buckhurst: Yes. I'm just going … … now. He's waiting ... … … .
(Later.)
Buckhurst: Well, Mr. Brent, when … … … you'll be finished?
Brent: Oh, I think I … … … by the end of the month. But now I've seen the
extent … … …, I'll bring in two … … … to help me.
Buckhurst: No more problems … …?
Brent: No, I don't think so. It all seems to be … … .
Buckhurst: Thanks. By the way, that clerk … … .
Brent: Oh dear! Poor fellow. You'll have … … … , I suppose.
Buckhurst: Yes, we … … … . It's a pity. He … … and he's been satisfactory … …
… , apart from this.
Brent: Well, I'm sorry to have been … … of such … … … .
Buckhurst: We're very glad you did … … . You have probably saved … … from an
even … … .
Exercise 4
1. auditor a. things which belong to company or person, and which
have a value
2. shareholders b. money owed by a company, a debt
3. Profit c. a statement of the company’s position on a certain date,
Statement which shows the assets and the liabilities and the capital
on that date
4. Balance Sheet d. written document from a bank showing the balance of
an account
5. assets e. those who own shares in a company
6. liabilities f. individuals who invest their money in a company hope
to receive these regularly
7. dividend g. pieces of paper supplied by the bank in duplicate for the
purpose of recording the exact amount of cash and
cheques paid into a customer’s account
8. valuation h. part of a company’s profits paid to shareholders
9. bank statement i. a summary of all the income and expense accounts at the
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end of the accounting period
10. paying-in j. a statement of the financial position of a company or
vouchers trader or partnership at a particular time, such as the end
of the financial year, showing the company’s assets and
liabilities
k. a qualified accountant who is called in on behalf of the
members of a limited company to examine and report
upon the accounts of the company
l. liabilities plus owners’ equity
m. estimate of how much something is worth
n. a person or firm or partnership which examines the
books and financial records of a company
o. the name for everything that a company owes
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
k, …
POST-LISTENING
a) What does the work of W. Buckhurst entail?
b) Why is stock valuation one of the most difficult jobs?
c) What for are the cheques made out to members of the staff in Harper & Grant
Ltd.? In what way are they cashed?
d) What is the reason for the anomaly in the bank statement?
e) What was wrong with the withdrawals on the bank statement?
2. Recount the situation as if you were Mr. Brent. Sum up the anomalies found in
stock valuation and in the cheques made out to members of the staff.
3. Suppose you are Donald Kennet. Do you find it fair to dismiss you?
4. Give a lecture on auditing the accounts of a limited company. Illustrate it with
the situation in Harper & Grant Ltd.
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5. Act out
a) a conversation between Brent and Buckhurst. Discuss the pro and
contra of stock valuation;
b) an imaginary talk between Buckhurst and Kennet after the dismissal;
c) a conversation between Brent and Buckhurst. Discuss the anomaly with
the withdrawal on the bank statement.
Unit 21 Debtors
Phrase list
to chase up bad debts

Retail / wholesale business
to do business on a cash basis / on credit
to defer payment
the amount (total) due on a particular transaction
to receive long/short credit
to offer an inducement to somebody
to become insolvent
debt collector
to be a good credit risk
to write to the bank for a reference
to get a drive on
to get payment on one or two of outstanding accounts
retailer
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overdue accounts
to default
to put a professional debt collector on to collect debts
to bring in a third party
to use legal pressure
the salary scheme
to pay a basic salary supplemented by a commission on sales
a graded salary based on sales quotas
to make an estimate on something (probable volume of sales)
to keep up to the quota / to surpass the quota
PRE-LISTENING
Task I
1. On what basis is business usually done?
(retail business; wholesale business ; to do business on a cash basis; to do

business on credit; to collect debts; to chase up bad debts; money which has been
owed to the firm for a long time)
2. On what terms does H & G Ltd. do business?
(to give credit; to defer payment; an individual sale; to send an invoice to the
customer; a list of the goods delivered; the amount due on a particular transaction;
to be sent an account; to show the total amount due)
3. In what way are due payments stipulated?
(to receive long credit from the suppliers; to give short credit to the customers; to
be fairly common; to offer an inducement to customers; to pay earlier than
somebody needs; to offer a discount; to pay slightly less; to pay within ten days
of the date of invoice)
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4. Do debtors always pay back? Why? What happens if not? What can be
done to overdue accounts?
(the debtor cannot pay; to get the money; to supply the firm with goods; to
become insolvent; to run the firm; to be dishonest; accounts not paid in time;
overdue accounts; a sales representative; to collect the money; to make enquiries;
to employ a professional debt collector)
5. Why do companies try to avoid being bad payers?
(to get a reputation for being a bad payer; to get supplies on credit; to give
information about the financial situation of a company; to judge something; to be
a good credit risk; to suggest that a supplier writes to their bank for a reference)
Task 2
 стать неплатежеспособным  производить расчеты наличными

 розничная торговля  отложить платеж (платить не сразу)
 оптовая торговля  просроченный, невзысканный счет
 получить долго - (кратко-)  напоминать о долгах, давно
срочный кредит подлежавших погашению

 кредит с высокой степенью  обращаться в банк за рекомендацией
возвратности
 не выполнить взятые на себя  получить платеж по неоплаченным
финансовые обязательства счетам
 подсчитать приблизительный  дифференцированная зарплата,
объем продажи товаров основанная на доле с продаж
 производить расчеты в кредит  придерживаться квоты
 сумма причитающаяся по данной  платить базовую ставку плюс долю с
сделке продаж
 пригласить третью сторону  заниматься чем-либо вплотную
 превысить квоту  система организации оплаты труда
 уполномоченный по взысканию  предложить побудительный мотив
задолженностей (заинтересовать)
LISTENING
Exercise 1
103
You are going to hear a talk between W. Buckhurst and Ch. Thorn. Before you
1. Harper & Grant Ltd. give credit only for thirty days.
2. Doing business on retail basis Harper & Grant mean that payment may be
deferred until the end of the month following that in which the goods were
delivered.
3. Bush & Green, the retailer, has owed Harper & Grant Ltd. seven thousand
pounds for office furniture for over nine months.
4. Mr. Buckhurst states that the firm send out the accounts at the end of every
month.
5. The chief accountant decides he will get the sales representative in the south-
west, Mr. Shuttleworth on to the debt of Bush & Green because it’s time they did
something drastic about this lot.
6. Christopher Thorn heard that Mr. Shuttleworth was going to a different region
but it was only a rumour.
7. Harper & Grant Ltd. can put a professional debt collector on to collect some of
the debts but W. Buckhurst is against that until they've done everything they can
do themselves to get the money.
8. Christopher Thorn had sent a couple of rather strong letters to Bush & Green and
there was a reply from the firm saying they had gone bankrupt.
Exercise 2
Бакхерст: Заходите, пожалуйста, м-р Шатлворт. Вы уже виделись с мистером
Мартином?
Shuttleworth: Yes, I have, Mr. Buckhurst. He's just told me about my new area. He
told me to come and see you about the new salary scheme.
Бакхерст: А он объяснил вам что это означает?
Shuttleworth: Not really.
Бакхерст: Ну, как вы знаете, наши торговые агенты до сих пор получали
базовую ставку плюс комиссионные от продажи товара. Новой системой
оплаты будет дифференцированная зарплата, основанная на доле с
продаж.
Shuttleworth: What really interests me is whether I shall earn more money or less!
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Бакхерст: Думаю, вы увидите, что изменение будет в лучшую сторону. Мы
внимательно обследовали все наши районы, подсчитали приблизитель-
ный объем продажи товаров и, соответственно, размер вашей зарплаты.
Единственное, что вам нужно будет делать - это придерживаться
намеченной квоты или, еще лучше, превысить ее. Проще говоря, вы
можете рассчитывать на более высокую базовую ставку.
Shuttleworth: I see.
Бакхерст: Мы сейчас постепенно вводим эту систему и видим, что нашим
торговым агентам она нравится больше. А как вы относитесь к переводу
в юго-западный район?
Shuttleworth: Oh, I'm very pleased. I think it's about time I had a new area.
Exercise 3
Listen to the following extract from the conversation between Buckhurst and
Shuttleworth, which shows how the situation progressed. Try to complete the
gaps, using no more than three words in each case.
Buckhurst: You did very well about that matter of … … … . We didn't even
know that … … … had moved. How did you find out … … … ?
Shuttleworth: Oh, an amazing bit of luck, really. I … … … Bush & Green in several
shops near … … … . There's a cafe at that address now. I suspected
the people who … … … , because they acted strangely when I asked
them … … … with any letters that came for … … … . The chap
hesitated quite a long time before he said that he sent them all back to
… … … . I was sure he was lying.
Buckhurst: What was the bit of luck?
Shuttleworth: Well, I thought I'd try … … … , and I got into conversation … … …
who owns the bookshop … … . While I was talking to him I noticed
… … … was open, and inside I could see what looked very like one
of … … … . He said he'd bought it in Wilminster, that's a little … …
near by. Well, I took the … … and I telephoned … … … . He
checked that it was one of … … … we'd supplied to … … . Then I
got … … … to give me … … . He'd bought the cabinet … … … who
called themselves Windel & Riddel. Windel & Riddel indeed! Huh!
105
Buckhurst: What did you … …? You realise, of course, that Bush & Green might
have … … … first to this firm?
Shuttleworth: I didn't think so. I was sure it was … … … operating under a different
name.
Buckhurst: Did you go and … …?
Shuttleworth: I certainly did. And I presented … … to them.They pretended they
didn't … … … it. But then … … came in, and he … … . I'd … … …
from him originally. He went at once to write out … … , and he asked
me … … … about it. What do you think we … … …?
Buckhurst: Well, we've got … … , but there are probably a lot of … … who have
been done … … … in the same way. I think it's our duty to … … … .
And, Shuttleworth, we must take … … in the future before we … …
on credit.
Exercise 4
1. retail business a. bills need not be paid for a certain period of time
2. wholesale business b. a professional who collects debts on a commission
basis
3. to defer payment c. salary without commission
4. long credit d. money owed which will never be paid back
5. short credit e. sale of small quantities of goods to ordinary
customers
6. insolvent f. trade between manufacturer and supplier or retailer
7. debt collector g. terms allowing the borrower a long time to pay
8. outstanding accounts h. to put off paying until later
9. basic salary i. bills must be paid very soon after receipt of goods
10. bad debt j. buying goods from manufacturers and selling in
large quantities (in bulk) to traders who then sell in
smaller quantities to the general public
k. trade between supplier and customer
l. salary without extra payment for special work,
overtime, etc.
m. to postpone payment
n. without sufficient funds to continue doing business
o. money which has been owed to a firm, or a person,
for a long time
106
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
…, k
POST-LISTENING
a. What is the usual term of payment for creditors in Harper and Grant
Ltd.?
b. Can the payment be deferred?
c. How often does the firm send out the accounts?
d. Are there any ways to collect bad debts?
e. Why to bring in a third party, or to use legal pressure is a sure way to
lose a customer?
f. In what way will the salary scheme be changed for sales reps.?
g. In what way was the bad debt of Bush & Green chased up?
2. Give a brief outline of the situation as if you were
a. William Buckhurst;
b. Christopher Thorn;
c. Mr. Shuttleworth;
d. Representative of Bush & Green.
3. Act out the dialogues between
a. Christopher Thorn and William Buckhhurst about the necessity of
chasing up the outstanding debts;
b. W. Buckhurst and Mr. Shuttleworth about the new salary scheme;
c. Hector Grant and William Buckhurst about debtors and the activities of
sales representatives.
107
Unit 23 Insurance
to be hi-jacked
to insure oneself against loss or damage to one’s property
insurance broker
a syndicate of underwriters
to arrange a blanket insurance
a comprehensive policy
to make a statement at the end of an accounting period
to pay the premium as a percentage of the total value of all goods handled
to employ a firm of adjusters
to assess or value the loss or damage
the full insured value of the goods or property
to take into account the depreciated value
to be a write-off
Act of God = insurance on a contingency basis
the injured party
to take out a policy
to put in a claim
to meet the claim
to be tipped off
to be covered by a blanket insurance policy
to salvage the lot
to be liable
to violate the regulations
Notes:
insurer - страховщик, страховое общество
insurant - страхователь, лицо, выплачивающее страховые взносы
life insurance - страхование жизни
insurance against all risks - страхование от всех рисков
108
PRE-LISTENING
Task I
1. How can a firm insure itself against loss or damage to its property?
(to take out an insurance policy; to insure the goods or property against
something; to arrange insurance with a syndicate of underwriters; to cover
everything; a comprehensive policy; blanket insurance)
2. What is the mechanism of insuring the goods?
(to make a statement at the end of an accounting period; to do something once a
month or once a quarter; the total value of all goods handled; to pay the
premium; to pay something as a percentage of the total value of goods)
3. What is mentioned about Harper & Grant’s insurers?
(a syndicate of Lloyds underwriters; to be a huge insurance organisation;
insurers; to work independently; to be grouped in syndicates)
4. What are adjusters? In what way does their work differ from that of
underwriters?
(to employ a firm of adjusters; to assess or value the loss or damage; the full
insured value of the goods or property; to take into account; the depreciated
value)
5. Is the hi-jacked load of Harper & Grant Ltd. covered by any insurance
policy?
(to be a write-off; to be a total wreck; to be impossible to repair; to concern
somebody; to hire vehicles; to replace the load; to be wanted urgently)
6. Is it possible to insure the goods or property against anything that could
happen?
(to be an all-risks policy; to insure the goods or property against almost anything
that could happen; to put in some exceptions; outbreak of war; Act of God; to be
considered a normal risk)
109
7. What are the steps of taking out an insurance policy?
(to take place; the injured party; to put in a claim to the insurance company; to
agree to pay; to meet the claim; to take out a policy; to put in a claim; to agree
to meet the claim)
Task 2
 застраховать себя на случай  нанять фирму –

полной утраты или нанесения регулировщика/выверщика для
ущерба чьему-либо имуществу расследования страхового случая
 составить отчет на конец периода  полная стоимость застрахованного
отчетности товара или имущества
 платить взносы в процентах от  тот, кто принимает на себя
общего объема продукции страховой риск
 принять во внимание остаточную  «Акт провидения» («Божья воля»),
стоимость имущества - форс-мажор, природный
(балансовую стоимость за катаклизм, страхование на случай
вычетом износа) чрезвычайных обстоятельств
 подлежать полному списанию  полис общего страхования
 предъявить претензию, подать  застраховаться, приобрести
кассационную жалобу страховой полис
 оплатить сумму, указанную в  заключить договор об общем
претензии (требовании, страховании (несколько предметов
жалобе) / удовлетворить собственности)
 пострадавшая сторона  оценить размеры утраты или
ущерба
LISTENING
Exercise 1
You are going to hear a talk between W. Buckhurst and Peter Wiles. Before you
110
1. The gang had been tipped off that a lorry belonging to Andersons would be
coming through the way with a valuable load of office furniture.
2. A hi-jacker must have thought Andersons' driver was lying for some reason
that he had a load of office desks and filing cabinets.
3. The driver was taken to a farm a long way from the main road and held there
for seven weeks before the gang released him. Then he had to walk six miles
before he found a policeman.
4. Nobody knows what the robbers did with the lorry and how it became a total
wreck.
5. The insurance of the load is very simple and there was no need to inform the
insurance brokers when the theft was reported because all goods delivered for
Harper & Grant Ltd. within the United Kingdom are covered by a blanket
insurance policy.
6. Lloyds underwrote the policy, i.e. Harper & Grant Ltd. are insured with a
syndicate of Lloyds underwriters.
7. Someone from a syndicate of Lloyds underwriters will go up to inspect the
damaged goods to give an opinion about their value.
8. The main problem in this situation is that Harper & Grant’s insurers seem to
think the desks and chairs may not be too badly damaged.
9. William Buckhurst thinks someone from the firm ought to go up and give the
managers an opinion of the damage.
10. Peter would like to go up there himself and have a look in spite of the fact that
it's miles from a main road, right up in the Moorland Valley. Also there isn’t
much to do at the office at the moment and he can go.
Exercise 2
Listen to the following conversation between Christopher Thorn and Mr.
Roberts. Look at their remarks given below at random. Put them in the order
they appear in the Unit. Supply the remarks with the names of their authors. Fill
in the grid below.
111
A … May I ask who you are and what your business is up here?
B… Ah, how do you do. My name is Thorn, I work for Harper & Grant.
C… Good morning. Nice morning for a country drive, isn't it? Oh, what a mess
that lorry's in.
D … Oh, yes, your firm is making the claim.
E … My name is Roberts. I represent Brown & Johnson, Insurance Adjusters. I've

been asked to investigate the damage to the load which this lorry was
carrying.
F… Well, I might ask you the same question.
1. 2. 3. 4. 5. 6.
Exercise 3
Listen again and see how the conversation between Christopher Thorn and Mr.
Roberts progressed. Try to complete the gaps, using no more than three words in
each case.
112
Christopher Well, let's … . I was warned that … might have jammed.
Thorn:
Mr. Roberts: I don't think … are too badly damaged. I think it … to salvage the
lot. These dents could … knocked out, and these desks … .
Christopher: Oh, I don't think … , Mr. Roberts. Look …, it's … . We'd never be
Thorn: able … . And … . Look at them! They must have been … for some
time. They … to be stripped down and … .
Mr. Roberts: H'm, well, I think I might recommend ... . Hello! What's this …?
Christopher I should think it used … on the windscreen; it's come unstuck … and
Thorn: ... What does it say?
Mr. Roberts: “Drivers … it is a serious offence … , as agreed with the General

Workers' Union, to … in this vehicle to any person not … of
Andersons Transport Company.” You realise …?
Christopher Sorry, no, I don't.

Thorn:
Mr. Roberts: Didn't the driver … that he … to this man …?
Christopher Yes, I believe he did. But I don't see ...

Thorn:
Mr. Roberts: I think … will find, Mr. Thorn, that Andersons, …, should be held
responsible … to their customers' goods in transit if … is caused …
on the part … . Of course, it will depend … your firm has …, but I
don't think … need be liable at all.
Exercise 4
Match each of the phrases on the left with an appropriate explanation on the right. Five of the
phrases have more than one explanation. Fill in the grid below.
1. insurance a. agreement that in return for regular small
113
payments, a company will pay compensation for
loss, damage, injury, death
2. insurance claim b. independent firm who asses the damage to property
3. insurance c. person who calculates losses for an insurance
premium company
4. depreciation d. policy which covers all possible normal dangers
with the exception of war, Act of God, etc.
5. underwriters e. person who is insured by an insurance company
6. adjusters f. rate payable for an insurance policy
7. all-risks policy g. system of protection against loss in which a number
of individuals agree to pay certain sums for a
guarantee that they will be compensated for any
specified loss by fire, accident, death, etc.
8. policy holder h. person or agent who underwrites insurance
9. take out a policy i. reduction in value, writing down the capital value
of an asset over a period of time in a company’s
accounts
10. premium j. sign the contract for an insurance and start paying
the premiums
k. insurance which covers all risks
l. asking an insurance company to pay compensation
for damage
m. people who take the risks of insurance; if there are
no claims they make a profit; if there are a large
number of claims , they make a loss.
n. decrease of value of property through wear,
deterioration or going out of use
o. payment made by the insured person to the users
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
A, …
114
POST-LISTENING
Consider the following points. Share your ideas with a partner or a small
1. Explain why and how hi-jackers stole office-furniture.
2. Suppose you are a police officer. Recount the case of hi-jacking.
3. Andersons have just been on to W. Buckhurst. Now he briefs Peter Wiles

about the situation.
4. Report the situation as if you were the driver of the hi-jacked lorry.
5. Recount the situation as if you were a hi-jacker.
6. Act on behalf of Peter Wiles and report the situation to Hector Grant.
7. Make a presentation Mr. Roberts could have delivered about the case in
question. Explain why the insurers were not liable in the case of the damaged
cargo.
8. Report on your visit to Moorland Valley as if you were Christopher Thorn,

focus your attention on the difference in opinion between Christopher Thorn
and Mr. Roberts on the value of damage to the equipment.
9. Act out the dialogue between
a. Peter Wiles and William Buckhurst
b. Peter Wiles and Christopher Thorn before his trip to Moorland Valley
c. Christopher Thorn and Mr. Roberts
d. Peter Wiles and Christopher Thorn after his trip to Moorland Valley
115

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Федеральное государственное образовательное

учреждение высшего профессионального образования

Г.А. Дубинина И.Ф. Драчинская

Учебные задания по английскому языку

Для студентов, обучающихся по специальностям:

Г.А. Дубинина И.Ф. Драчинская

Для студентов, обучающихся по специальностям:

Рекомендовано Советом по гуманитаризации образования

Одобрено кафедрой «Английский язык»

Дубинина Г.А., Драчинская И.Ф. Английский язык: Учебные задания по

Рецензенты: И.И. Воронцова, к.ф.н., доцент кафедры английского языка

Методические указания к использованию лингафонного курса «Язык бизнеса»

Дубинина Галина Алексеевна

Компьютерный набор Г.А. Дубинина, И.Ф. Драчинская

The History of the Company p.5

Unit 1. New Markets Are Vital p.11

Unit 2. A Visit to the Factory p.18

Unit 3. An Emergency in the Sales Office p.25

Unit 4. Trouble with a Special Order p.33

Unit 6. Appointing the New Advertising Manager p.41

Unit 9. Productivity – A Work Study Survey p.49

Unit 10. The Pension Fund Meeting p.57

Unit 12. A Labour Dispute p.65

Unit 13. Risk of a Takeover p.75

Unit 15. Dealing with an Important New Market p.83

Unit 17. The New Board of Directors p.90

Unit 19. Auditing the Accounts p.99

Unit 21. Debtors p.107

Unit 23. Insurance p.114

Who’s Who in the Company

Harper, Ambrose - Board of Directors’ Chairman

 Утроить бизнес  Быть предприимчивым

1. Operational Research (O.R.) A долгосрочное (стратегическое) планирова-

A … On the other hand, it is important that members of a firm’s management

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

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

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

Unit 1 New Markets Are Vital

 стоить того, чтобы сделать что-  быть связанным с получением

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

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

(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 trans-shiped via Rotterdam)

Unit 2 A Visit to the Factory

A ... I’ll take you to the assembly shop …

Elizabeth: Good afternoon, Mr. Duncan, I’m … … , … … … .Would you like … …

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13.

Unit 3 An Emergency in the Sales Office

 контейнер для входящей /  сортировать, штемпелевать

Sum up everything you came to know from the unit.

Unit 4 Trouble with a Special Order

1. What are Peter Wiles’ plans for the day in question?

3. What are these sheets wanted for?

5. Who is guilty in the delay?

6. Will Harper & Grant Ltd. lose money in this case?

 пункт о штрафных санкциях  потребовать компенсации за

John: Does that mean we can't … if they fail … on time?

John: What does he say?

a) the subject of the memo sent by Peter Wiles to John Martin