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3

The History of the company

Familiarise yourself with the introduction to the course. Answer thefollowing questions and be ready to give a story line. Use the wordcombinations 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 theboard meetings, to keep an eye on the business)2. How did Mr. Grant Senior manage to put the business on its feet?(to start by making steel wastepaper bins for offices, a basket made of caneor straw, likelihood of fire, to capture a big contract, to supply governmentoffices)3. Why is it possible to draw a parallel between Wingate Grant and

Napoleon?(happy coincidence, to turn something into success or failure, to givesomebody a higher command, to land a contract, to catch fire, to destroy anumber 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 thecompany, to be appointed Sales Manager, to be adventurous, to treblebusiness, to achieve something with modern business techniques, to increaseexports)5. What are the aids and tools of making business efficient?(to modernise a business, to increase profitability and competitiveness, to bea complicated affair, to be aware of aids and tools of efficiency, electronicdata processing, Operational Research, Discounted Cash Flow, budgetarycontrol, 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 consultantsand bureaux, to be aware of sophisticated techniques, to solve particularproblems, to get right up-to-date, to enlarge business, to be outpaced bysomebody)

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Unit 1 NEW MARKETS ARE VITAL

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

income per capitato keep up with somethingto convince somebody to do something / in somethingto back somebody upto be a waste of time and money for very little profitthe scheme to do somethingthe expense is worth somethingan attempt to break into the marketthe Board of Tradeto be liable for dutyshipping facilitiesto be trans-shipped via Rotterdamred tapeto be involved in getting an import licenceto sort out an import licenceto have (to make) a field surveypreliminary desk researchto work up a demand for goodson balanceto want the expense of doing somethingto do something in the home (foreign) marketto live on old marketsto have a different way of looking at thingsto feel strongly about somethingto be forward-lookingto have an old-fashioned outlookto cool somebody’s temperto be bound to do somethingto get fed up with somethingto accept the resignationa reservation for a first-class flight

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Task 1Give the English equivalents for the following word combinations:

§ , - ( )

§

§ §§ §

§)

§

§ - §

§ §§ , §

§ §§ §§ §

Task 2Exercise 1You are going to hear John Martin, the Sales Manager, talking to PeterWiles, the Production Manager, about opening up a new market inAbraca. Before you listen to the conversation look at these questions,which you will answer after you have listened to the tape.

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

2. Why do rates of income per capita in Abraca impress John Martin?3. What does the recent discovery of oil have to do with the situation?4. When is a country a good market for furniture and office equipment?5. Does Peter Wiles follow the events in the newly independent countries?6. Is Hector Grant positive about breaking into the new export markets?7. What do the staff in Harper & Grant Ltd. generally call him?8. What happened when the firm made a disastrous attempt to export to a

country in South America?9. Do you think that Peter Wiles will back John Martin up?10. Who thinks that export is a big waste of time and money for very little

profit?

6

Exercise 2Listen to the following extract from the conversation between HectorGrant and John Martin. Fill in the spaces in the sentences below withthe words actually used.

Grant: Ah, John, … … … … … this scheme of yours … … … … toAbraca.

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 ouroffice equipment … … …… … … .

Grant: What about … … ? It seems there are … … … , and a lot ofgoods … … … … 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 exactlyhow … … … … … … … … … .

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.

Grant: I’m sorry, John. On balance, I don’t think … … … … … … …… . I don’t want … … … … … out there. You have … … …… … … … .

John: But surely we ought to … … … . Why … … … … … … … …… ? We can’t … … … … … for ever!

Grant: Let’s say … … … … … … … … … .John: I’m sorry Mr. Grant, but I do feel strongly about this. If … …

… … … , then I … … … … … … .Grant: You are being very foolish, John.John: Perhaps I am. But as our opinions differ so much about … … …

… … , perhaps I’d better … … … … … … . I’m sorry, H.G.

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Exercise 3Listen again and say how John Martin answered the major questionsput by H.G. Make use of the word combinations in brackets.

1. What are the difficulties of breaking into the Abracan market?(red tape involved, to get an import licence / to sort out the import licence,to find an agent)

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

3. What about tariffs?(tariffs on products, the Board of Trade, to be liable for duty)

4. What about shipping facilities?(direct sailings, to be transhiped via Rotterdam,

5. What channels of distribution are needed within the country?(to sell direct to somebody, to have a field survey, to make a preliminarydesk research)

Exercise 4A.Act as an interpreter.

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

: , .Peter: Oh? What happened?

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

market was wide open.: . ,

.Peter: Did he accept your resignation?

: . , .

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

a) Hector Grantb) Peter Wiles

8

Unit 2 A VISIT TO THE FACTORY


to have somebody on the phone to make somebody’s fortune to take somebody / to see round the factory to get (to fix) an appointment an office block the administrative department the Sales department the Accounts department the Personnel department the Market Research department the warehouse to store (the items of) equipment to keep a stock of the faster-moving items to meet (urgent orders) from the stock Works Manager to come in different sizes (about steel sheets and bars) to be unloaded on to the delivery bank a spot welder to install a conveyor belt to double (treble) output assembly shop to compare favourably with something (about prices) to furnish the office to depend on the line to supply from the stock requirement(s)

artificial fertilisers to give a quotation delivery charges to be somebody’s deadline to honour a date

9

Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.

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

2. What is Mr. Duncan’s reaction to the suggestion of a later date of hisappointment with Mr. Grant?

(to be very busy; to suggest a later date; to be rather short-tempered; toexpect to have an appointment whenever somebody wants one; to see overthe 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 fixan appointment for somebody)

4. How did it happen that Elizabeth showed Mr. Duncan round the factory?(to tell somebody about the appointment, to suggest that somebody shoulddo 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 andthen buy very little; to be the same; to warn somebody to interrupt theinterview after a short time; to do something with the excuse)

Task2Give the English equivalents for the following word combinations:

§ / §

§ §§ § /

§ §§ §

( )§ §§ §§ §§ § /

10

Task 3Exercise 1You are going to hear a talk between Elizabeth and Hector Grant.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

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

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

3. Mr. Duncan said he would like Mr. Grant to take him round the factory.4. Mr. Grant thought that Mr. Macpherson would take up the whole day

and then order one chair.5. Elizabeth suggested that she could take a new customer round the

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

take him round the factory.7. H.G. asked his secretary to interrupt his interview with G. Duncan after

fifty minutes8. H.G. asked his secretary to remind him that he had another appointment.

Exercise 2Listen to the following extract from the conversation between ElizabethCorby and George Duncan. Fill in the spaces in the sentences below withthe words actually used.

Elizabeth Good afternoon, Mr. Duncan, I’m … … , … … … .Would youlike … … … … … … ?

Duncan Yes, I would … .Elizabeth Now this is our … … . We have all the … departments here: … ,

… , Personnel, … … and so on.Duncan What … … opposite us?Elizabeth That’s the warehouse, where … … … … … are stored. We try and

keep … … … … … so the urgent orders cam 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.

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Exercise 3Listen to the following the conversation between George Duncan andMr. Fielding. Look at their remarks given below at random. Put them inthe order they appear in the Unit. Supply the remarks with the name oftheir authors.

……….. I’ll take you to the assembly shop ………….. This is one of our three workshops. This is the delivery bay here.……….. Oh, really.……….. 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 infrom 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.

………. Oh, yes.

Exercise 4Act as an interpreter.

Grant: Now Mr. Duncan, what can I do for you? I understand that you ‘rea friend of Jock Macpherson’s.: , . ,

.Grant: I think we make the best.

: ? .

Grant: We have a wide range of prices, Mr. Duncan. Here is our catalogue.We think our prices compare favourably with anything on the markettoday.: ,

, ?Grant: It would largely depend on the line you chose.

: , . ?

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Grant: If you could give me some idea of your requirements, Mr. Duncan, Imight be able to help you. Unfortunately, I have someone coming tosee me shortly and I …: , . . –

« . . »..

. , ,

.Grant: How many offices are there?

: .Grant: Twenty eight offices. Oh, I see. Well, how much time can you give

us?: – .

Grant: I’d like to send a man up to Glasgow to get details. I never likepromising a date until I know we can honour it.

Exercise 5Sum up everything you came to know from the unit about

a) Elizabeth Corbyb) George Duncanc) Jock Macphersond) H.G.’s appointment with a Mr. George Duncane) Mr.Duncan’s visit round the factoryf) the information on the company performance H.G. supplied George

Duncan withg) the reason why H.G. changed his opinion about George Duncan

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Unit 3 An Emergency in the Sales Office


to be due back from somewhereto do shorthandto set letters outto sort the letter and to stamp it with today’s datean ‘’in’’/ ‘out’ trayto take actionstationaryletterheadsthe file under Bills of LadingHold on!the hold-upa consigned vesseldate of clearanceto get on to forwarding agentsto be on the listthe invoiced salesorder intake for the monthto be clearedto dial the number directto handle businessto check up with a bankto rate somebody as soundto agree a commission(to pay by) sight draftirrevocable letter of creditbills of ladinglong-term assessment

Note:International Subscriber Dialing –

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Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.1. What unpleasant surprise is waiting for J. Martin after his trip to Abraca?(to be due back from the trip, a pile of work, to be an efficient secretary, tocope with the emergency by doing something, the Chief clerk, the GeneralOffice, to lend a shorthand-typist)2. What does the General Office deal with?(to be is a very busy place, to handle printing and duplicating, to open lettersand send them round to the appropriate offices, to collect all the outgoingletters, to frank letters, to post letters, an addressing machine, to printaddresses 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 f account)4. Whom did Mr. Baker spare from his department?(the Chief Clerk, to do something reluctantly, to be inexperienced butwilling, to find the stationery, to give a few helpful hints, to leave somebodyto his/er 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 responsiblefor something, to see that something is done, to be delivered by a certaindate, to use forwarding agents, to clear the goods through customs, totransport 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, touse somebody as an agent, to pay the money for the goods, to transfer themoney)

7. What method of payment does Mr. Grant choose?(an irrevocable letter of credit, to be sent by a bank to an exporter, to informsomebody that payment for goods is at the bank, to prove that the goods haveleft the country, to show a copy of a bill of lading, the signature of thecaptain, to be loaded on to the ship, to be paid to the exporter, send a letter ofcredit to the exporter's bank, a promise to pay as soon as the exporter hasshown proof that he has sent the goods)

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§ / § ,

§ §§ §§ §§ ! §§ §§ § / « » § §§ § ,

§ §§ § « »

Task 3Listen to the tape.

Exercise 1You are going to hear a talk between Elizabeth Corby and Mr. Baker.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

1. Elizabeth Corby turned to Mr. Baker for help because they got a bit ofa crisis on in Mr. Grant's office.

2. Mr. Martin was due back from Abraca that morning, but Sally Langlytelephoned to say that she got flu, and that’s why he would needsomeone to help him .

3. Sally asked Mr. Baker to spare a girl from his department because theother two girls in the Sales Office couldn’t do shorthand.

4. Fenella’s shorthand was reasonable, she set her letters out well, butMr. Baker didn’t think she was the world's fastest worker and didn’texpect 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.

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7. Elizabeth wrote a note with each letter to show whether she had takenany 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 2Listen 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.

JohnMartin

Hello. What? Desks? Oh, Mr.Van Eyck ... Yes... But they … daysago. 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'tunderstand ….

Fenella Is this it, Mr. Martin?John Yes, that's it. Here we are, Mr. Van Eyck, yes, … Kelpie, …

London Docks, 12th September. You should have them by now. I'llget on to … and call you back. O.K. Good-bye. Fenella! Get me theGlobe … - 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, ringthrough to Mr. Best, … , and ask him to bring up … and … for themonth. Be as quick as you can.

John(An hour later)

Hello, oh, Mr. Smith. Any luck? What! Oh, no. Left … . Whyweren'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.

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Exercise 3Act as an interpreter.Grant: Come in, John. Well, you seem to have covered a lot of ground in

Abraca. What about an agent?John Martin: , ( ). ,

.Grant: What's his financial position?John Martin: ,

, ( ) .Grant: Did you agree a commission if we decide to employ him?John Martin: . , .Grant: How are we going to arrange payment from Abraca? I'm against

sight draft.John Martin: , . .

, .

Grant: Well, I'd like a more detailed report from you on paper, plus yourlong-term assessment.

Exercise 4Sum up everything you came to know from the unit.

1. Suppose you are the Chief Clerk in the General Office. Brief theaudience of the activities you are responsible for.

2. Recount the situation when Elisabeth Corby gives a few helpful hintsto Fenella in John Martin’s office. Report the situation as if you wereFenella. 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 stillwanted to work for John Martin while Sally was away.

4. Act on behalf of Mr. Van Eyck and state the reason for his telephonecall to Harper & Grant Ltd.

5. Report to H. Grant as if you were John Martin and say who wasresponsible for the hold up with the thirty M-type desks.

6. Act out the dialogue betweena) John Martin and Peter Wiles in which John informs Peter of

prospective activities in Abracab) John Martin and Mr. Best, the Sales Clerk about the emergency

in the Sales Office after the mess has been cleared.

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Unit 4 Trouble with a Special Order


the delivery delay (on the console control desks)steel sheetsto be a special ordera penalty clauseto stand to do somethingoverdue deliveryto get on to somethingthe Buying Departmentthe production lineto handle somethingto be a dreadful nuisanceto meet the delivery dateto claim compensation (for failure to deliver on time)to offset the penalty clauseplastic coated sheetsMid Wales Steel Companythe time limit (in the contract)to be ordered against a special jobto be wanted for stockto honour the delivery (contract)annealing ovento be on the lineto put somebody in a messto be due to deliver something by some dateto share the extra cost of doing somethingto have half the items ready ex worksto try somebody on the public addressto involve rescheduling production lineto pay double time

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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 reportinto 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? (an important order, to form part of a console for a computerised controlsystem, to sit and be responsible for the production, a large fully-automaticchemical 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 failto 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 befinished in a heat-treatment oven, an annealing oven, to supply the sheets, tobe 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, todo something about something pretty quickly)


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§ §§ §

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Task 3

Exercise 1You are going to hear a talk between Peter Wiles and John Martin.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

1 Peter Wiles decided not to borrow John Martin’s tape recorder becausehe 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 suppliershave got some trouble or other. They say they’ll be a bit late withdelivery.

4 It's a very important contract because those console control desks are aspecial 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 thecomputer company and Harper & Grant Ltd stand to lose ten per centof their price for each day of overdue delivery.

7 Sales people have to accept penalty clauses, otherwise they don't getthe contracts.

8 Peter only heard about the delay yesterday because they kept theproduction line clear to handle the special sheets.

9 If Harper & Grant don't meet their delivery date it won’t cost them alot of money because they can claim compensation from the steelsuppliers for failure to deliver on time and that will offset the penaltyclause.

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Exercise 2Listen to the following remarks of Peter’s. All the sentences are mixedup. Put them in the order they appear in the recording. Use the gridbelow.

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

Exercise 3Listen to the following extract from the recording which shows how thesituation progressed. Try to complete the gaps, using no more than threewords 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?

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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 … thefinished console desks … , and now you say there's … . When did …break down? Yes. Well, … , what can you do … ? It's too late … forthis job … now. What? Well, if … , that will help. Yes, I think we'dbe prepared … the extra cost of … by road. Yes. Goodbye.


JOHN What does he say?PETER ,

) . … . ,

. ! , !

JANE Yes, Mr. Wiles.PETER

.JANE Yes, Mr. Wiles.JOHN What about the other half?PETER , .

, -, , , .

, ?JOHN I'll get on to them and find out.

PETER , ?JANE I'm trying to get him; he's not answering his phone.PETER , .

.JANE He's on the line now, Mr. Wiles.PETER , . .

? , , …,

, , , ?

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. , …

. , , ,

. . , ? . ..

Exercise 51. 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 Martinb) the penalty clauses and why people engaged in sales accept themc) the reason for the hold-up in delivery

2. Speak as if you were Peter Wiles and say whether you found the way tooffset the penalty clause and the absence of the time limit in thecontract was company’s luck.

3. Recount the situation as if you were John Martin. Explain why PeterWiles needed a telephone conversation with Mr. Morgan and how hemanaged to settle the problem.

4. Suppose you are Mr. Morgan. Recount the situation with plastic coatedsheets 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 Wilesand Mr. Jones

b) a telephone conversation between Peter Wiles and Mr. Morganc) a telephone conversation between Peter Wiles Mr. Fielding

24

Unit 6 Appointing the New Advertising Manager


to advertise / to deal with advertisingto undertake to do somethingto liaise with the agencyto supervise the campaignto check proofsto cope with public relations workthe public at largeto appoint a managerto relieve somebody of somethingto be ultimately responsible to somebody for something“situations vacant” columnto invite applications for a jobto have the right qualifications for the postto interview the selected applicant from the short list

an applicant for a joba letter of applicationto handle the accountsto brief somebodyto be an account executiveto join a training scheme run by somebodyto stay with a company (a firm, etc.)to discuss the layoutto have the right kind of experiencethe executiveto be go-aheadto be high on the listto persuade / to convince somebodyto look up ( about the firm)

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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 withadvertising; 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 employspecialists in the field; to buy space in newspapers, or time on radio andtelevision; to do a far more professional job than somebody; to have alimited experience; to employ an advertising manager; to liaise with theagency)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; tosupervise an advertising campaign; to check proofs; to use the media; to suitthe 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 atlarge; to give information about the company and its products)5. In what way were the spheres of responsibility rearranged in Harper &

Grant Ltd concerning advertising?(to appoint an advertising manager; to relieve somebody of the work; to beultimately responsible to somebody for something; to be branch of someDepartment; to be interested in public relations; to be responsible tosomebody 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 v nt” column; to give detailsof the appointment; to invite applications for the job; to go through theapplications; to have the right qualifications for the post; to interview theselected applicants from the short list; the final interview)

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Task 3

Exercise 1You are going to hear a talk between John Martin and the firstapplicant for the job. Before you listen to the conversation look at thesestatements, which you will mark T (True) or F (False) after you havelistened to the tape.

1. Lately Harper & Grant Ltd. haven't been too pleased with the results of afirm of advertising agents which handles their account and they arethinking of giving their account to another agency.

2. John Martin admitted that they plan to increase advertising quiteconsiderably.

3. The new advertising manager will be responsible to Mr. Grant for alladvertising and to John Martin for public relations.

4. The new ad man would be responsible for getting leaflets, brochures andcatalogues designed while Hector Grant would brief the advertisingagency on the kind of advertising campaign he wants.

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5. Harper & Grant Ltd. advertise only in the national Press.

6. John Martin doesn't think television is a suitable medium for his firmbecause it's much too expensive.

7. Only in the chairs produced by Harper & Grant Ltd. the back is properlysupported, and a person feels full of energy.

8. John Martin doesn’t have to tell Mr. Windsmore that Harper & GrantLtd. are not planning to go into television.

9. Mr. Windsmore has been doing a lot of television work lately and itinterests him enormously.

10. The job of an advertising manager in Harper & Grant Ltd. is hardly theright job for Mr. Windsmore.

Exercise 2Listen to the following the conversation between John and Sally. All theremarks 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 rightqualifications....

I There are two more. The rest are coming tomorrow. … one is awoman.

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.

28


John: How did you begin in advertising. Miss Harvey?: ,

», .John: That was before you moved to your present agency?

: . .

.John: What exactly is your work at the moment?

: . ,

, , ,

. , , , ,

, !

John: You seem to have had the right kind of experience. I think you'd dothe work well, but ... well, all the executives are men and … …

: , !

John: I don't mind telling you you're quite high on my list, but...

: ?John: No. I was going to say... If only I can convince our Managing

Director. I'll do my best.

29

Exercise 4

1. Consider the following points. Share your ideas with a partner or a smallgroup. 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, tomake sure that the company used the appropriate media;

c) labour 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 thehighest on your list and why. How did you react upon the news that thenext applicant is a woman?

3. Suppose you are Peter Whiles. What makes you think that your firm islooking 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 anadvertising manager and rearranging the sphere of responsibilitiesin advertising and public relations

b) Peter Wiles and John Martin after the appointment of a newadvertising manager

30

Unit 9 Productivity – A Work Study Survey


to engage consultantswork study technique(review)to improve efficiency and outputto be keen to do somethingto suggest improvements and ways of stepping upto formulate piece rates and incentive bonus schemesO&M (Organisation and Method)to run something from top to bottom

to do something with a view to doing somethingto do something in conjunction with somethingto do something under the schemeto do sample study / survey*

a soluble probleman incentive payments schemeto do something as a spur to productivitygroup bonus schemeto agree to piece ratesto change with the timesto have a hand in somethingcorporate planningoperational researchcritical path analysisto cause delay and confusionto be to handto bargain for something

* survey sample –

31

Task IGive the English equivalents for the following word combinations:

§ §

§ § ,

( ,)

§ § ()

§ §§

)§

§ §

§ , § ( )

§ ( )

§

§

()

§ ,

,

§)

§ ( )

§ §

Task2

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

1. Why does Hector Grant intend to undertake a work study survey?(to be worried about productivity; to engage consultants; to be a specialistin work study techniques; to improve efficiency and output)

32

2. Why do top managers prefer to employ outside consultants?(to be keen to do something; to improve efficiency; to be a specialist in thefield; to be experienced in particular techniques; to study work systemati-cally; to suggest improvements and ways of stepping up productivity)

3. In what way do the techniques applied to the study of office systems andpaperwork differ from those used in assessing manual work?

(to apply to manual work, to find out the most efficient way of doingsomething before doing something; the formulation of ie rates orincentive bonus schemes; the study of office systems and paperwork;O & M. (Qrganisation and Methods); to be applied to routine office jobs;invoice typing)

5. 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 explainthe service to the executives; production methods on the factory floor; toimprove something; to consider something; a check on efficiency; to runfrom the top to the bottom of the firm)

Task 3Exercise 1You are going to hear a talk between Mr. Scott and the managers inHector Grant’s office. Before you listen to the conversation look at thesestatements, which you will mark T (True) or F (False) after you havelistened to the tape.

1. Hector Grant invited Peter Wiles, John Martin and Ian Hampden to hisoffice 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 camealong to tell them what his firm could do if they decided to have aproductivity study made in the company.

3. Hector Grant was sure he didn't need to tell his subordinates whatimproved productivity involved because they were often employed asoutside consultants by other firms.

4. Improved productivity means analysing jobs throughout a firm with aview to reorganising them in order to decrease time and expenditure andincrease efficiency and production.

33

5. Smith-Weston Consultants proposed starting work study in the factoryin conjunction with a scheme under which the employees could sharesome of the benefits of improvement.

6. Peter thought that some operators might go as slow as they can so thatthe investigators would allow them more time for the job, which couldinterfere with the investigation.

7. The investigators do not intend to do a sample study in a selected areaof the works, because it would not demonstrate how they thoughtproductivity could be increased as a result of their proposed activities.

8. Hector Grant doubts that workers dislike investigators telling them theyaren't doing the job in the most efficient way.

9. If operators know they will be paid more as a result of increasedproductivity they will want to co-operate.

10. Mr. Scott suggested putting everyone on group rates as a spur toproductivity.

Exercise 2Listen to the following extract from the recording which shows how thesituation progressed. Try to complete the gaps, using no more than threewords in each case.

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 himto 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. hasquite realised … … … of all this.

John What do you mean?

Peter You wait and see. Some of … … never know where to stop.

34


Grant: So, Mr. Scott, this seems very satisfactory. I'm very interested in thissample survey. I think we should like you to go ahead and do the fullreview.

: … , .Grant: Oh, what's that?

: .Grant: Management? Surely that's not necessary.

: , -

. , . ,, ,

, .Grant: Well?

: «10 . ., .

. ,

, . .

, ,

»Grant: Well, really! Do your methods usually include listening to private

conversations through open doors? : . . ,

, , .

Grant: I see. Well, thank you very much, Mr. Scott, for your report, and Ilook forward to studying it carefully. But as to...

: … , ( ) … ?

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 ownbusiness, but ... well, I'll let you know, Mr. Scott. Good morning.

35

Exercise 4Match each of the phrases on the left with an appropriate explanationon the right. Five of the phrases have more than one explanation.

1. productivity a. the rate at which goods are produced2. work study b. someone who examines something in detail, (an

employee of the firm of consultants who investigatesthe different jobs done by different workers)

3. critical pathanalysis

c. an analysis covering all aspects of a subject. It canapply to the actual work of investigation or the finalwritten report.

4. consultants d. the detailed study of manual, or semi-manual, work,so that non-essential work can be eliminated andoperations carried out with maximum efficiency.

5. operator e. a general study or inspection6. a sample

studyf. here, another word for a worker, particularly

someone who operates a machine7. investigator h. a plan for giving extra money to workers in certain

circumstances. In this case they will receive a bonus iftheir production rises.

8. a survey i. to pay a workman according to the work done, by thetime taken to do it

9. Incentivepaymentsscheme

g. professional business experts who, for a fee, adviseclients on aspects of their business. (In this case thefirm are specialists in Organisation and Methods)

10. to pay piecerates

j. method of planning the undertaking of a complexproject in a logical way, by analysing the project intoits component parts, and recording them on a diagramwhich is then used for planning and controlling theactivities which carry the project to completion.

k. An investigation of a specimen, a part of somethingwhich shows what the whole is like

l. a bonus plan, a plan to encourage employees to workharder, and more efficiently

m. Rate of output per worker or per machine in a factoryn. to scrutinise the work of a small group taken to show

what a larger group is likeo specialist who gives advice

36

Exercise 5

1. Consider the following points. Share your ideas with a partner or a smallgroup. Be prepared to explain your answers to the class.

a. Why is John Martin amazed to see the group of consultants in thefirm?

b. What made H.G. call in a firm, who are consultants in work studytechniques ?

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 Whiles. 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 studysurvey and the necessity of changes in the firm;

b. Peter Wiles and John Martin after the departure of the consultants

37

Unit 10 The Pension Fund Meeting


a compulsory schemeto sack somebody/ to be sacked

syn. to dismissThere is no call for ...the Pension Fund Trustees’ Meetingto come upto save somebody from redundancya pension schemeto pay contributions into the pension funda period of employmentto qualify for a pensionto be entitled to the (full) pensionto be due to retirethe articles of the pension fundto be impeccableto do something for the sake of somethingto agree the accountsat a rough guessto be compensated out of somethingto make something up to the proper amountto make full use of something/somebodyto take over (a takeover)to hold percentageto streamline the companyto persuade somebody to see reasonto use one’s ingenuity in doing something

38


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 largeramount; on retirement; to get the state pension; to operate one’s ownpension 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 meetingsregularly; 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; toincrease the value of money; a period of employment; to qualify for apension)

4. What does Mr. Grant want to do as a result of the productivity drive?(to close down unprofitable departments; the redundant workers; to beabsorbed into other departments; to be a craftsman in the old style; to be acarpenter able to do fine hand carving; to be hardly ever required)

5.What does Ian Hampden, the Personnel Manager, think about Mr. Grant’sintentions?(to get rid of someone; to make somebody change his mind; to bedetermined on something; to streamline the company; to make thecompany more profitable and competitive; to find out; to suggest a way ofpersuading somebody to see reason)

6. What circumstances did Peter recall when he discussed the situation withIan 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 acertain number of years; to qualify for the full pension)

39

7. What do the articles of the trust read?(to complete the time; to have some years to go; to be sacked, or fired; tobe given a full pension; to have an extremely bad effect on everybody; tobe with the firm)

8. In what way does Peter contribute to Ian’s decision to save B. Hardimanfrom redundancy?

(to suggest something cunningly; to make up the difference; to pay themoney to make up the pension to the full amount; to interruptemployment; to be shrewd enough; the lesser of the two evils; to letsomebody 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 boughtby a rival firm; to want to take over; to change the present set-up)

Task2

Give the English equivalents for the following word combinations:

§ §

§ , §

§ §

§,

§

§ §§ §§ § .

§ §

§ §

§ §

§ §

40

Task 3

Exercise 1You are going to hear a talk between Ian Hampden and Peter Wiles.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

1. Bob Hardiman's been with the firm since it started, and he's the onlyreal craftsman they've got.

2. Ian Hampden disagrees with H.G. that there's no call for elaboratehand-carving on desks those days; he is sure they need hand-carveddesks.

3. Peter assumes that the only chance to save the old man fromredundancy may occur at the Pension Fund Trustees' Meeting, becausehis name's bound to come up if he's being dismissed; his pension willhave to be approved.

4. Ian doubts that Bob Hardiman can be saved from redundancy becausethe 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 itselfwas his idea. He will agree with H.G. and Mr. Buckhurst when hecomes to the Pension Fund Meeting.

6. Hardiman left the firm for a while about two years ago because he hadto look after his father. He came back to Harper & Grant Ltd. fivemonths ago, when his father died.

7. Bob Hardiman left all the contributions he had paid into the pensionfund in the fund and still qualifies for a pension.

8. There is nothing to worry about because Bob Hardiman is entitled tothe full pension according to the articles of the pension fund.

41

Exercise 2Listen to the following extract from the recording which shows how thesituation progressed at the Pension Fund Meeting. Try to complete thegaps, using no more than three words in each case.

Grant: Well, gentlemen, this isn't going … … … very long. You've seenMr. Buckhurst's … … … . They're impeccable as usual. So it's onlya question of approving them … … … of the record. Right. Do youall … … … ? 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 isinterrupted … … … six months a further period … … … has to beworked before the employee … … … a full pension. If Hardimancontinues with us until he's … … … , that is, in three years' time,there is, of course, … … . He will be … … . But as things stand atpresent 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 thecompany'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!

42

Exercise 3Listen to the following the conversation between H.G., Peter and Ian. Allthe remarks are mixed up. Put them in the order they appear in theUnit. Supply the remarks with the names of their authors.

A Well, you win. We keep Hardiman on for three more years. But, Peter, Ishall expect you to use your undoubted ingenuity in making full use ofhim.

B No, that would be a very dangerous precedent. No, no. I won't considerthat. Ian, this is your scheme, I'm sure.

C Of course, sir.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.


Ian: Well done, Peter.: . .

.Ian: What's that?

: ? . ,

.Ian: Wouldn't Grant take over as Chairman?

: , . ,

.Ian: What percentage does he hold?

: , 50%. 50%,

.Ian: What'll happen to Ambrose Harper's shares?

43

: , . .

Ian: She wouldn't be able to sell them, would she?: ,

. ?, ,

, .

Exercise 5


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.3. Suppose you are Peter Whiles. 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

betweena. 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.

44

Unit 12 A Labour Dispute


Phrase listto have a closed shopoffice staffclerical unionto pay a subscriptionto collect union dues (on the premises)shop stewardmedical schemeslegal aidto introduce a profit-sharing schemeto take a cut in wagesto clock inTrying to cheat the system is a very serious offence.to dismiss staff / a case of dismissalthe employees’ welfare

straightforward affairto get one’s pay dockedto punch the card for some timeto affect the issueto pay overtime (time and a half)to have smth (a walk-out) on one’s handsto bring something upto press a wage claim

45

Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.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?(to pay a subscription: to pay a sum of money regularly to the particularunion; to be referred to as union dues; to look after union's affairs: a shopsteward; 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 aunion; to represent the workers in a particular shop, or department; to berecognised by the management; to serve as a channel of communication bothways; to be allowed to collect union dues on the premises; to hold meetingsin the factory or office block; to do something with the permission of themanagement)4. In what way do the trade unions use their funds?( to obtain the best possible working conditions for the members, to organisemedical schemes; insurance and legal aid; to use (part of their) funds; themoney collected from the members; to pay a weekly sum of money to themembers; 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 getpersonal power; to have a grievance; to make somebody angry or annoyed;to create trouble in the works; to help put pressure on the management; inconnection with something; a claim for a general wage increase; to beunderpaid; 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 harderwork or better organization)

46

7. What difficulties and problems do good employee-management relationspresent?

(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 withsomething; to cheat the system; to be a very serious offence; to consultsomebody 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 aftersomebody / something; to improve the employees' welfare and conditions ofwork)


§ ( ) §§

()

§ ,

§ §§ ( -

) § ,

§ §§ , §

§ , - § ()

§ §)

§ §

§ §

47

Task 3Exercise 1Listen to the following the conversation between Ted Fielding and IanHampden. All the remarks are mixed up. Put them in the order theyappear 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 firstE … 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 2Listen to the following extract from the conversation between IanHampden and Smith. Fill in the spaces in the sentences below with thewords actually used.

Ian: Ah, Smith. Come in, will you. Please sit down. I understand yourcard … … … 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.

Ian: I suppose you know we … … … for this? What … … … is that youare asking … … … services … … … .

Smith: No, I'm not asking that.

48

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 youdiscussed this … … … ?

Smith: There's … … … . If I work an hour … … … I take … … … frommy 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 thisweek. 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 … … … ; youknow that … … .

Exercise 3

Listen to the unit again and then look at these statements, which you willmark T (True) or F (False) after you have listened to the tape.

1. Ian Hampden suspects that one of the shop stewards is driving workersto confrontation with the management and discusses the situation withthe shops manager.

2. Ted Fielding is so much better at handling labour disputes than Ian thathe decides to talk to the shop steward himself.

3. Jack Green's always trying to make trouble in the works. He 's been busyagitating in connection with the latest wage claim.

49

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 Smithworks an hour on Peter’s car he takes an hour and a half from his day'swork.

6. Smith threatened Ian Hampden that he would have a walk out on hishands if he tried dismissing Smith.

7. If Smith had complained to Peter Wiles about being underpaid Peterwould 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 theNational Workers' Union because he wanted to negotiate a wage claim.

9. Ian thinks there should be some system of profit sharing and is sure thatthe 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 tobring it up at the Management Committee Meeting


Jack Green: I really don't see much point in this meeting, Mr. Hampden. As Isaid to you this morning, we're going to ask the Union to press a wageclaim. And unless you have some concrete proposals to make about awage increase, I don't think we have anything to say to each other.

: , . , , .

. , ?

Jack Green: They'll think the same as I do. We don't want talk, we wantfigures.

: , . , ,

. , .

50

Jack Green: Are you suggesting ...?: , ,

.Jack Green: I don't like that accusation, Mr. Hampden.

: , . , .

, , . ? ?

Jack Green: I did. He told me about this car business.: ?

Jack Green: I don't follow you.: , ,

? , ,

.Jack Green: Of course, not.

: ? ,

, , ?

Jack Green: I ...er...: , , . ,

, . .

, ? , .Jack Green: I think ... er ... your ... er ... profit-sharing proposals do perhaps

alter the situation. Yes, I'll ... er ... speak to Smith.: . , , ?

.

51


group. Be prepared to explain your answers to the class.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?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 dismissalof employees his only function?

5. Suppose you are Symes, an employee who stands by the time clock. Briefa trainee on the following matters:

a) what an employee has to do with his time card when he arrivesor leaves his place of work;

b) what an employee should expect to happen to his pay if hearrived late at work.

6. Suppose you are the District Organiser of the National Worker’s Union.Say

a) what the 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 outa) 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.

52

Unit 13 Risk of a Takeover


private companyMemorandum of Associationauthorised capitalto carry a vote ( about shares )to have a controlling interestto be in a position to take over somebody/somethinga fully owned subsidiaryto outvote somebodypersonal loanthe rate of interestto ask for securityto hold the deeds of somebodybuilding societyto repay a proportion of the loan to somebody plus interestto agree to a second mortgage (the mortgage with ...)to raise a mortgage on somebody’s propertyto give (to advance) an unsecured loan

to have the lion’s share with fifty per centthe solicitorto form a trustto raise a loanthe total share capitalto see somebody at short noticean overdraftto provide (an adequate) securityto have somebody’s record of business as a guaranteeto have a straight loanto pay two per cent above the bank rateto get a holding equal to something

53

Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.1. What do we call a private company?(to be a private company; to be formed by two or more people; to sign aMemorandum of Association; to state something; to agree to take a certainnumber of shares; to follow the signature; to take shares in the company;members, or shareholders)2. Why does Harper & Grant Ltd. belong to private companies?(to found the company; to be started originally by somebody; the authorisedcapital of the company; to grow; to be worth a certain sum; to carry a vote ata 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 tenper cent of Harper & Grant shares; to be a personal friend of somebody; tohave an opportunity of buying some of the shares formerly belonging toHarper)4. Why does the opportunity of buying by outsiders the shares formerly

belonging to Harper threaten the existence of Harper & Grant Ltd.?(to own shares; to stop somebody getting shares; to do something for fear ofupsetting the voting power at shareholders' meetings; to own fifty-one percent of the shares; to have a controlling interest; to be in a very good positionto 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; toarrange something with the bank; to lend money; to borrow money; to payinterest on money; to buy enough of the shares; to outvote somebody; to be apersonal loan; to be a short-term loan; to pay back the money; the rate ofinterest)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; tobuy the property; to repay a proportion of the loan, plus interest; to agree to asecond mortgage; to pay back the loan within the time limit; to pay up thefirst mortgage; the holder of the second mortgage; to give an unsecured loan;to be without any security or guarantee; to get the money back)

54


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Task 3Exercise 1You are going to hear a talk between Hector Grant and Peter Wiles.Before you listen to the conversation look at these statements, which youwill 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 ofthe 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 motherand Hector Grant own the lion's share with fifty per cent.

3. The mattress-makers over the road, Wentworth and Company have tenper cent of the shares.

55

4. Ambrose Harper has left two thousand of his two thousand five hundredshares 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, 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 company9. 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 colleges 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.


Grant: Good morning, Mr. Brewer. Good of you to see me at such shortnotice.: , , ,

. ?Grant: I want a loan... or an overdraft... right away. Twenty-five thousand.

: . 25 ? , .Grant: Not for me. You know how well the firm is doing.

: , , , , .

Grant: Really, Mr. Brewer, this is rather unnecessary, isn't it? You have ourrecord, my record, of business as your guarantee. You know me wellenough to advance me an unsecured loan, surely.: ,

, , ,

.*

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Grant: Oh? Well, what are you going to do about it? I can tell you onething. If there's any question of not getting a loan, I'll consider takingmy account, and that of the company, elsewhere.: , , . ,

, , . ,

, ?

. ?Grant: It is.

: . , . , 20 ?

Grant: Thirty. The mortgage is with the Albion Building Society.:

. , ...

, .

Grant: How would you arrange the credit?: , ,

, 2%-, 9%.

, , , .Grant: Well, you work all that out. I accept your advice. All I want is the

money, and I want it quickly.

Exercise 3Listen to the following extract from the recording, which shows how thesituation progressed after H.G.’s visit to the bank. Try to complete thegaps, using no more than three words in each case.

Grant What did I tell you, Peter! After all that … … … I've got … … . TheBank 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 notat all … … of … … .

Grant How do you know?Peter I went to see him … … … . He told me he was … … … what he

called … … .

57

Grant What did you say?Peter Oh, I talked a bit about … … … banks play … … … to expand. How

… … … depended a great deal … … … and business sense - youknow 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

1. Consider the following points. Share your ideas with a partner or a smallgroup. Be prepared to explain your answers to the class.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 Harpers death

mean to you? What are you going to do?4. Act out

a. an imaginary conversation between Hector Grant and Carolineb. an imaginary talk between Peter Wiles and Mr. Brewer in the bank

58

Unit 15 Dealing with an Important New Market


quarterly breakdown of overheadsexpenditure against budgetto place the order with somebodyto have the production capacity to do somethingto meet the delivery datesto put something at somebody’s disposal

to incur expensespro forma invoiceto apply to the National Bank for foreign exchangea reduction on the unit price per deskc.i.f. ( f.o.b.)a single ordera package dealthe budgeted turnovermarginal costthe recovery on somethingmerchandisean original letter of inquiryirrevocable letter of credit, confirmed on a London bankto quote in local currencyto be conditional on something ( the rate of exchange)

59

Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.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 alook at the quarterly breakdown of overheads; to detail actual expenditureagainst budget; the amount spent on travelling and entertainment)

2. Why did John Martin keep quiet about an enquiry from the Abracangovernment?

(to have an enquiry from the government; to give a quotation; to supplyoffice furniture for government buildings; to place the order withsomebody; to be one of the largest orders the firm has ever received; towait until the order was definite; to check something with somebody; tohave the production capacity; to meet the quoted delivery dates)

3. 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 curiousreference; 'special requirements'; to be astonished; to discover something)


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Task 3Exercise 1You are going to hear a talk between Hector Grant and John Martin.Before you listen to the conversation look at these statements, which youwill 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 singleorder out of John Martin’s visit to Abraca.

2. John Martin is optimistic about the Abracan market because a verylarge order has already been made - office furniture and equipment fortwo entire government departments.

3. John has already sent pro forma invoices to Abraca so that the Ministryof Works can apply to the National Bank for foreign exchange.

4. In their order the Abracan Ministry of Works want a reduction on aunit price per desk for a larger quantity than Harper & Grant Ltd.originally quoted for the price to be f.o.b. Djemsa.

5. If Harper & Grant accept the requirements of the Abracan Ministry ofWorks 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'dbe in addition to the budgeted turnover for the year, so there will be norecovery on marginal cost.

7. The terms of payment are conditional on the rate of exchange whichprevails on the date of Harper & Grant’s quotation not fluctuatingmore than three per cent either way.


: . .,

. -,

, , , , . ,

.

61

Hector Grant: “A representative of our Ministry of Works will be coming toLondon … obliged if you would book him accommodation ... glad tovisit your factory and view the merchandise ... special requirements ...”Here what's this about 'special requirements'? What do they mean bythat?: . .

.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 ofpayment?: ,

. , ,, . ,

, -. , , ,

. Grant: Hmm! Is Peter happy about delivery dates?

: , . .

Grant: Well, you'll arrange some sort of meeting for us all then?Have you booked their representative into a hotel?: . ,

.Grant: All right. But you'd better find out more about the special

requirements. It may be some condition we can't fulfil.

Exercise 3Listen to the following extract from the conversation between Grant andJohn, which shows how the situation progressed after Mr. Mahawi, thegovernment representative, arrived and was entertained royally. Try tocomplete the gaps, using no more than three words in each case.

Grant: A mahogany desk with … … … , secret drawer … … ! Leather top?Oh, really, John, what … … … does he think we are? Our businessis mass-produced … … … !

John: I said we'd … … . It's for the … … … . They are prepared … … . Itwould be additional to … … … .

62

Grant: Don't be ridiculous. We've dropped … … of line from … … . Thatwas 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 bedelighted to do it. He'd produce a magnificent … … … , it'd be theenvy of all … … … and a splendid advertisement for us.

Grant: Well, you have committed us to it, so we must … … , I suppose.


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 youagreed to a lower price.

3. Suppose you are Mr. Mahawi, the government representative. You aremaking arrangements to order goods from Harper & Grant Ltd. Speakabout the particulars of the quotation, the terms of payment anddelivery.

4. Act outa) 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.

63

Unit 17 The New Board of Directors


to upset the balance of powerto postpone the possibility (of a takeover)to be over-weighed with somebody / somethingto be tempted away by somebodybudgetary controlto introduce monthly accounting by cost centresto draw up quarterly accounts

to sound somebody outto have everything one’s own wayto balance somebody’s powerto put something forwardthe Rules of Associationthe qualification holdingto put somebody in the pictureto offer somebody a directorshipto be a counter to somebodyto draft (suitable) minutes about proposalsto table recommendations (on budgetary control)to give an outline of somethingto do the accountsto reduce personnel

64


1. What changes occurred in the structure of the capital of Harper & GrantLtd. after Hector Grant postponed the possibility of a takeover?

(to buy two hundred and fifty more shares in the company; theremaining two hundred and fifty shares; the rather dynamic owner of aneighbouring 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 thebalance 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 tobecome a director; to attend Board meetings; to leave somebody to actfor 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 percent in the two years; to join the firm; to be an added support forhimself; to be overweighed with somebody; to have an up-to-dateoutlook on business; to be tempted away by somebody; to make itworth 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 informationabout the company's trading position more accurately and more oftenthan 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 specificperiod; a record of what has actually been bought, sold and spent; to bedrawn up every three months in a financial year; to discover the profitsand losses more often to keep a firmer control; modern management)

65


§ §

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§ §§ §§ – - § ( )

§ §

§ §

Task 3

Exercise 1You are going to hear a talk between Peter Wiles and John Martin.Before you listen to the conversation look at these statements, which youwill 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 inthe control of Harper & Grant Ltd.

2. Hector Grant is a strong personality and Harper couldn't have everythinghis own way while he was Chairman; Peter wanted to balance H.G.’spower a bit by having John on the Board.

3. John Martin was asked to join the Board now that he owned moreshares.

4. Peter Wiles had a chance to get John elected, because H.G. wanted tostrengthen his position in case A.Wentworth tried to make things go hisway.

66

5. The Rules of Association drawn up by H.G. state that the qualificationholding is only two shares.

6. As a director Peter held only two shares while his mother nine hundredand ninety-eight

Exercise 2Listen to the following extract from the conversation between Grant,Buckhurst and Peter, which shows how the situation progressed. Try tocomplete the gaps, using no more than three words in each case.

Grant: What's the next item … … … , William?WilliamBuckhurst:

We've got … … of Alfred Wentworth, of Wentworth &Company. He ought … … … to join the Board.

Grant: It's unfortunate, but … … … he now owns … … … that hiselection is inevitable. Don't put that … … … , William!

Peter: I would like to propose that … … … , John Martin, shouldalso 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'tafford … … … .

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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Grant: Now the next item on the agenda is to consider a report withrecommendations tabled by you, William, on budgetary control. Perhapsyou'd like to give us an outline of your proposals.

: , ,

, .Grant: At present the accounts are done every quarter.

: , .

, . ,

.Grant: Well, if sales go down, we reduce stocks, which means cutting

down purchases and, if necessary, we reduce personnel.: ,

, . - , , - ,

, , .

.Grant: What do you propose?

: .

Grant: What does all this mean?: , ,

.

. . ,

.

, ,

.Grant: Will you let us have more details about this budgetary control,

exactly how it would operate and so on?: .

Grant: Now let's get on. The next item on the agenda is a recommendationthat we buy two lorries for the Transport Department...

68


group. Be prepared to explain your answers to the class.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.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 youplan 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. Act outa) 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

69

Unit 19 Auditing the Accounts


to approve the accountsto ensure that somebody is reporting correctlyto be in private practiceto be exempt from having to publish the accountsProfit Statement (a Trading and Profit and Loss Account)Balance SheetDirector’s Reportto deduct overhead chargesdepreciation on plant and buildingsthe capital employedissued share capitalretained earningsfixed assetstrade investmentscompilation of net current assetsless liabilitiesThe totals must agree.current liabilitystock valuationto go into thingsto be listed as goods paid forto find no/the record of paymentto buy something on a sale or return basisto make out cheques to somebodyto total up the value of the chequesto pay in the staff member’s chequesto draw out an equivalent sum of cash with the chequea withdrawal on the bank statementa paying-in voucher for the dateto be a fiddleto query the figureto draw somebody’s pay in advance

70

Task IConsider the introduction to the unit. Answer the following questionsand be ready to give a story line. Use the word combinations in brackets.1. What is the main task of the auditors?

(to approve the accounts of a limited company; to act on behalf of theshareholders; to ensure that the directors are reporting correctly; the state ofaffairs of the company; to judge whether the directors are managing thecompany 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 anaccountant; to be appointed; a privately owned limited company; to beexempt from something; to publish accounts; to have the accounts auditedby 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 inquestion; to be ready for checking; to make a bad impression; the accountsdepartment; 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 forthe year; to start with net sales or income; to deduct the cost of materials,work and overhead charges; to leave a trading surplus; depreciation onplant and buildings; auditors' fees; administration and selling costs; toproduce the net profit or loss; a summarised statement; the amount offunds 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 andretained earnings; the total cost of fixed assets; trade investments; abreakdown of net current assets; cash and stocks, plus what the firm isowed by its customers, less its liabilities; to be shown as a trade invest-ment; 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 thecompany; to check against the suppliers' invoices; the value ofcommodities; to fluctuate; a company's stock; work in progress; finishedstock; the volume of all stock is changing daily, if not hourly; to be takenat cost price or market price, whichever is the lower)

71


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Task 3

Exercise 1You are going to hear a talk between William Buckhurst and Mr. Brent.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

1. Having spent three hours at the books in Harper & Grant Ltd., the chiefauditor asked the chief accountant to go into two small things so thatHector Grant could try and get the information straight away.

72

2. The chief auditor started with the stock valuation and was puzzled bythe figure for paint: it was listed as goods paid for, but he could find norecord of payment.

3. Harper & Grant always buy paint on a sale or return basis and pay for iteach quarter as we use it so Mr. Buckhurst presented a cheque for thetotal amount.

4. The chief accountant admitted his fault for the anomaly in stockvaluation because it was him who accepted the figure in the StockDepartment and they had forgotten the sale or return arrangement andput 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 thebank.

8. The staff members' cheques are paid in and an equivalent sum of cash isdrawn out with the company cheque when the representative of thecompany goes to the bank..

9. According to the paying-in vouchers the amount paid in is less than theamount drawn out but the bank statement didn’t reflect it, whichsurprised Mr. Brent.

10. There was the difference of fifteen pounds between the amount paid-inand drawn out of the company.


: , Donald Kennet: You wanted to see me, Mr. Buckhurst?

: , . . ., .

Kennet: Oh, yes. I certainly will if I can, sir.:

, ?Kennet: Yes, Mr. Buckhurst.

: , , ?

Kennet: Er... I was away for my holidays in the summer. I think that was theonly time I didn't go.

73

: , , ? , -, … … .

Kennet: What occasion do you mean? What are you referring to?: ,

, . , ?

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?

: . .Kennet: Thank you.

: . , .

Kennet: Yes... but I don't understand...: , ,

, , . , -

, ?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 ...: ,

? . . … .

Kennet: I didn't mean to steal it. I was going to pay it back. I intended to payit back. I didn't mean to be dishonest, really I didn't ...

Exercise 3Listen to the following extract from the conversation between Buckhurstand Brent, which shows how the situation progressed. Try to completethe gaps, using no more than three words in each case.

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 ... … … .

74

(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


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 anomaliesfound in stock valuation and in the cheques made out to members of thestaff.

3. Suppose you are Donald Kennet. Do you find it fair to dismiss you?5. Give a lecture on auditing the accounts of a limited company. Illustrate it

with the situation in Harper & Grant Ltd.6. Act out

a) a conversation between Brent and Buckhurst. Discuss thepro and contra of stock valuation;

b) an imaginary talk between Buckhurst and Kennet after thedismissal;

c) a conversation between Brent and Buckhurst. Discuss theanomaly with the withdrawal on the bank statement.

75

Unit 21 Debtors


to chase up bad debtsRetail / wholesale businessto do business on a cash basis / on creditto defer paymentthe amount (total) due on a particular transactionto receive long/short creditto offer an inducement to somebodyto become insolventdebt collectorto be a good credit riskto write to the bank for a reference

to get a drive onto get payment on one or two of outstanding accountsretaileroverdue accountsto defaultto put a professional debt collector on to collect debtsto bring in a third partyto use legal pressurethe salary schemeto pay a basic salary supplemented by a commission on salesa graded salary based on sales quotasto make an estimate on something (probable volume of sales)to keep up to the quota / to surpass the quota

76


1. On what basis is business usually done?(retail business; wholesale business ; to do business on a cash basis; to dobusiness on credit; to collect debts; to chase up bad debts; money whichhas 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 tothe customer; a list of the goods delivered; the amount due on a particulartransaction; 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 custo-mers; to be fairly common; to offer an inducement to customers; to payearlier than somebody needs; to offer a discount; to pay slightly less; topay within ten days of the date of invoice)

4. Do debtors always pay back? Why? What happens if not? What canbe done to overdue accounts?(the debtor cannot pay; to get the money; to supply the firm with goods; tobecome insolvent; to run the firm; to be dishonest; accounts not paid intime; overdue accounts; a sales representative; to collect the money; tomake 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 giveinformation about the financial situation of a company; to judgesomething; to be a good credit risk; to suggest that a supplier writes totheir bank for a reference)

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§ §

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§ §§ §

§ §§ §§ §

)

Task 3

Exercise 1You are going to hear a talk between W. Buckhurst and Ch. Thorn.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

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 goodswere delivered.

3. Bush & Green, the retailer, has owed Harper & Grant Ltd. seven thousandpounds for office furniture for over nine months.

4. Mr. Buckhurst states that the firm send out the accounts at the end ofevery month.

78

5. The chief accountant decides he will get the sales representative in thesouth-west, Mr. Shuttleworth on to the debt of Bush & Green because it’stime they did something drastic about this lot.

6. Christopher Thorn heard that Mr. Shuttleworth was going to a differentregion but it was only a rumour.

7. Harper & Grant Ltd. can put a professional debt collector on to collectsome of the debts but W. Buckhurst is against that until they've doneeverything 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.


: , , . ?

Shuttleworth: Yes, I have, Mr. Buckhurst. He's just told me about my newarea. He told me to come and see you about the new salary scheme.

: ?Shuttleworth: Not really.

: , ,

. , .

Shuttleworth: What really interests me is whether I shall earn more money orless!

: , , .,

, ,. ,

- , ,. ,

.Shuttleworth: I see.

: , .

?Shuttleworth: Oh, I'm very pleased. I think it's about time I had a new area.

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Exercise 3Listen to the following extract from the conversation between Buckhurstand Shuttleworth, which shows how the situation progressed. Try tocomplete the gaps, using no more than three words in each case.

Buckhurst: You did very well about that matter of … … … . We didn'teven know that … … … had moved. How did you find out… … … ?

Shuttleworth: Oh, an amazing bit of luck, really. I … … … Bush & Greenin several shops near … … … . There's a cafe at that addressnow. I suspected the people who … … … , because theyacted strangely when I asked them … … … with any lettersthat came for … … … . The chap hesitated quite a long timebefore he said that he sent them all back to … … … . I wassure 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 talkingto him I noticed … … … was open, and inside I could seewhat looked very like one of … … … . He said he'd bought itin 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 giveme … … . He'd bought the cabinet … … … who calledthemselves Windel & Riddel. Windel & Riddel indeed! Huh!

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 adifferent 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 thinkwe … … … ?

Buckhurst: Well, we've got … … , but there are probably a lot of … …who have been done … … … in the same way. I think it's ourduty to … … … . And, Shuttleworth, we must take … … inthe future before we … … on credit.

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group. Be prepared to explain your answers to the class.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 werea) William Buckhurst;b) Christopher Thorn;c) Mr. Shuttleworth;d) Representative of Bush & Green.

3. Act out the dialogues betweena) 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.

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Unit 23 Insurance

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

to be hi-jackedto insure oneself against loss or damage to one’s propertyinsurance brokera syndicate of underwritersto arrange a blanket insurancea comprehensive policyto make a statement at the end of an accounting periodto pay the premium as a percentage of the total value of all goods handledto employ a firm of adjustersto assess or value the loss or damagethe full insured value of the goods or propertyto take into account the depreciated valueto be a write-offAct of God = insurance on a contingency basisthe injured partyto take out a policyto put in a claimto meet the claim

to be tipped offto be covered by a blanket insurance policyto salvage the lotto be liableto violate the regulations

Notes:

insurer - , insurant - , , life insurance - insurance against all risks -

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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 againstsomething; to arrange insurance with a syndicate of underwriters; tocover 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 somethingonce a month or once a quarter; the total value of all goods handled; topay the premium; to pay something as a percentage of the total value ofgoods)

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 ofunderwriters?

(to employ a firm of adjusters; to assess or value the loss or damage; thefull insured value of the goods or property; to take into account; thedepreciated value)

5. Is the hi-jacked load of Harper & Grant Ltd. covered by any insurancepolicy?

(to be a write-off; to be a total wreck; to be impossible to repair; toconcern somebody; to hire vehicles; to replace the load; to be wantedurgently)

6. Is it possible to insure the goods or property against anything that couldhappen?(to be an all-risks policy; to insure the goods or property against almostanything that could happen; to put in some exceptions; outbreak of war;Act of God; to be considered a normal risk).

7. What are the steps of taking out an insurance policy?(to takes place; the injured party; to put in a claim to the insurancecompany; to agree to pay; to meet the claim; to take out a policy; toput in a claim; to agree to meet the claim)

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Task 2Give the English equivalents for the following word combinations:

§ § ( - / )

§ §

§ § ,

§

()

§ » (« »),- ,

,

§ §§ , § ,

§ , ( ,

) /

§ (

)§ §

Task 3

Exercise 1You are going to hear a talk between W. Buckhurst and Peter Wiles.Before you listen to the conversation look at these statements, which youwill mark T (True) or F (False) after you have listened to the tape.

1. The gang had been tipped off that a lorry belonging to Andersons wouldbe coming through the way with a valuable load of office furniture.

2. A hi-jacker must have thought Andersons' driver was lying for somereason 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 heldthere for seven weeks before the gang released him. Then he had towalk six miles before he found a policeman.

4. Nobody knows what the robbers did with the lorry and how it became atotal wreck.

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5. The insurance of the load is very simple and there was no need toinform the insurance brokers when the theft was reported because allgoods delivered for Harper & Grant Ltd. within the United Kingdom arecovered by a blanket insurance policy.

6. Lloyds underwrote the policy, i.e. Harper & Grant Ltd. are insured witha syndicate of Lloyds underwriters.

7. Someone from a syndicate of Lloyds underwriters will go up to inspectthe damaged goods to give an opinion about their value.

8. The main problem in this situation is that Harper & Grant’s insurersseem to think the desks and chairs may not be too badly damaged.

9. William Buckhurst thinks someone from the firm ought to go up andgive the managers an opinion of the damage.

10. Peter would like to go up there himself and have a look in spite of thefact 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 2Listen to the following conversation between Christopher Thorn andMr. Roberts . Look at their remarks given below at random. Put them inthe order they appear in the Unit. Supply the remarks with the names oftheir authors. Fill in the grid below.

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 amess 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 wascarrying.

F Well, I might ask you the same question.

1. 2. 3. 4. 5. 6.

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Exercise 3Listen again and see how the conversation between Christopher Thornand Mr. Roberts progressed. Try to complete the gaps, using no morethan three words in each case.

ChristopherThorn

Well, let's … . I was warned that … might have jammed.

Mr. Roberts I don't think … are too badly damaged. I think it … tosalvage3 the lot. These dents could … knocked out, and thesedesks … .

ChristopherThorn

Oh, I don't think … , Mr. Roberts. Look …, it's … . We'dnever be able … . And … . Look at them! They must havebeen … for some time. They … to be stripped down and … .

Mr. Roberts H'm, well, I think I might recommend ... . Hello! What's this…?

ChristopherThorn

I should think it used … on the windscreen; it's come unstuck… and... What does it say?

Mr. Roberts “Drivers … it is a serious offence … , as agreed with theGeneral Workers' Union, to … in this vehicle to any personnot … of Andersons Transport Company.” You realise …?

ChristopherThorn

Sorry, no, I don't.

Mr. Roberts Didn't the driver … that he … to this man …?

ChristopherThorn

Yes, I believe he did. But I don't see...

Mr. Roberts I think … will find, Mr. Thorn, that Andersons, …, should beheld responsible … to their customers' goods in transit if … iscaused … on the part … . Of course, it will depend … yourfirm has … , but I don't think … need be liable at all.

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Exercise 4Consider the following points. Share your ideas with a partner or asmall group. Be prepared to explain your answers to the class.

1. Explain why and how hi-jackers stole office-furniture.2. Suppose you are a police officer. Recount the case of hi-jaching.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 thedamaged cargo.

8. Report on your visit to Moorland Valley as if you were ChristopherThorn, focus your attention on the difference in opinion betweenChristopher Thorn and Mr. Roberts on the value of damage to theequipment.

9. Act out the dialogue betweena. Peter Wiles and William Buckhurstb. Peter Wiles and Christopher Thorn before his trip to Moorland

Valleyc. Christopher Thorn and Mr. Robertsd. Peter Wiles and Christopher Thorn after his trip to Moorland

Valley

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CONTENTS

The History of the Company 3

Unit 1. New Markets Are Vital 4

Unit 2. A Visit to the Factory 8

Unit 3. An Emergency in the Sales Office 13

Unit 4. Trouble with a Special Order 18

Unit 6. Appointing the New Advertising Manager 24

Unit 9. Productivity – A Work Study Survey 30

Unit 10. The Pension Fund Meeting 37

Unit 12. A Labour Dispute 44

Unit 13. Risk of a Takeover 52

Unit 15. Dealing with an Important New Market 58

Unit 17. The New Board of Directors 63

Unit 19. Auditing the Accounts 69

Unit 21. Debtors 75

Unit 23. Insurance 81

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APPENDIX 1

Who’s Who in the Company

Harper, Ambrose, Board of Directors’ Chairman.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 companyWiles, Peter, Production Manager – executive in charge of production of

goods in the factory; son of Mr. Grant’s sister - Hector Grant’snephew, later Director.

Martin, John, Sales Manager – executive in charge of promoting sales of thefirm’s goods

Corby, Elizabeth, Hector Grant’s efficient secretaryFielding,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 AdjustersMr. Baker, Chief Clerk in the General OfficeFenella, inexperienced shorthand typistJane, secretary of Peter WillesMr. Windsmore, applicant for a job of an advertising managerHarvey, Joanna. Advertising ManagerMr. Scott, representative of Smith-Weston Consultants Ltd.Ian Hampden, Ian. Personnel ManagerGreen, Jack. Shop stewardSmith, an operativeMr .Brewer, Bank ManagerMr.Wentworth, the owner of the rival company (mattress-makers)Mr. Brent, Chief AuditorDonald Kennet, a clerkM.Shuttleworth, Sales Representative

English

Documents

task 3exercise

professional

net current

urot cenart

wordsand word

kax nam nsnecrno

console control

public relations