English

mHHAHCOBAR AKAEMHR HPH HPABHTEALCTBE Pm
Kaqepa Hnoc1pannme nsmxn

OFCVXEHO VTBEPXAR
Hporoxon saceannx xa]ept Hepnt npopexrop
N ___ or __ ___________ 200_ r. ___________ M.A. 3cxnnapon
3an. xa]. _______ H.I. Konryn __ _________200_ r.
I.A. ynnnna
AHIHHHCKHH 3IK
Meronuecxne yxasannx
x ncnontsonannm nnnra]onnoro xypca stx nsneca
(nx cryenron, oyuammnxcx no cnennantnocrn
060400 unnanct n xpenr
060500 Fyxranrepcxn yuer, ananns n aynr)
MOCKBA 2003
2
VK
FFK
yuuuua I.A. Anrnncxn xstx: Meronuecxne yxasannx x

ncnontsonannm nnnra]onnoro xypca stx nsneca.
nx cryenron, oyuammnxcx no cnennantnocrn 060400
'unnanct n xpenr n 060500 Fyxranrepcxn yuer,
ananns n aynr. M.: unnanconax axaemnx npn
Hpannrentcrne Pu, xa]epa Hnocrpannte xstxn,
2003. 87 c.
Penensenrt: H.u. paunncxax, cr. npen. xa]ept Hnocrpannte
xstxn,unnanconax axaemnx npn npannrentcrne Pu
H.H. E]nmona cr. npen. xa]ept Hnocrpannte
xstxn,unnanconax axaemnx npn npannrentcrne Pu
Annorannx:
Meronuecxne yxasannx x ncnontsonannm nnnra]onnoro xypca stx
nsneca npenasnauent nx cryenron ]axyntreron n nncrnryron,
roronxmnx cnennanncron n onacrn +xonomnxn n ]nnancon n npnsnant
conepmencrnonart nantxn aynponannx n ronopennx. Pasent
aynoxypca stx nsneca, npenoxennte x nsyuennm, xnnxmrcx
nornuecxn sanepmenntmn npnmepamn enontx cnryann,
coornercrnymmnx remarnxe annoro +rana oyuennx. B ynpaxnennxx,
oprannsonanntx no pasnnuntm xommynnxarnnntm namepennxm, mnpoxo
npecrannena paora na repmnnonornuecxo nexcnxo, cocrannxmme
ocnony noxstxa +xonomnuecxnx cnennantnocre.
unnanconax axaemnx npn Hpannrentcrne Pu, 2003
ynnnna Iannna Anexceenna, 2003
3
The History of the company
Familiarise yourself with the introduction to the course. Answer the
following questions and be ready to give a story line. Use the word
combinations in brackets.
1. What are the present business activities of Ambrose Harper and
Hector Grant?
(to start the company, to be in ones fifties, to be semi-retired, to attend the
board meetings, to keep an eye on the business)
2. How did Mr. Grant Senior manage to put the business on its feet?
(to start by making steel wastepaper bins for offices, a basket made of cane
or straw, likelihood of fire, to capture a big contract, to supply government
offices)
3. Why is it possible to draw a parallel between Wingate Grant and
Napoleon?
(happy coincidence, to turn something into success or failure, to give
somebody a higher command, to land a contract, to catch fire, to destroy a
number of irreplaceable documents)
4. What are the different ideas of the ways to run business among the
officials in Harper & Grant Ltd.?
(slow but steady growth, to know the best way to run a business, to join the
company, to be appointed Sales Manager, to be adventurous, to treble
business, to achieve something with modern business techniques, to increase
exports)
5. What are the aids and tools of making business efficient?
(to modernise a business, to increase profitability and competitiveness, to be
a complicated affair, to be aware of aids and tools of efficiency, electronic
data processing, Operational Research, Discounted Cash Flow, budgetary
control, corporate planning, Project Evaluation and Review Technique)
6. What are the peculiarities of running a small business?
(to have experts on the staff, to hire expert advice from outside consultants
and bureaux, to be aware of sophisticated techniques, to solve particular
problems, to get right up-to-date, to enlarge business, to be outpaced by
somebody)
4
Unit 1 NEW MARKETS ARE VITAL
Phrase list
Listen to the tape and practise the pronunciation of the following words
and word combinations, quote the sentences in which they are used in
the unit. Consult a dictionary and translate them into Russian.
income per capita
to keep up with something
to convince somebody to do something / in something
to back somebody up
to be a waste of time and money for very little profit
the scheme to do something
the expense is worth something
an attempt to break into the market
the Board of Trade
to be liable for duty
shipping facilities
to be trans-shipped via Rotterdam
red tape
to be involved in getting an import licence
to sort out an import licence
to have (to make) a field survey
preliminary desk research
to work up a demand for goods
on balance
to want the expense of doing something
to do something in the home (foreign) market
to live on old markets
to have a different way of looking at things
to feel strongly about something
to be forward-looking
to have an old-fashioned outlook
to cool somebodys temper
to be bound to do something
to get fed up with something
to accept the resignation
a reservation for a first-class flight
5
Task 1
Give the English equivalents for the following word combinations:
cronrt roro, urot cenart uro-
nno (o pacxoax)
trt cnxsanntm c nonyuennem
nnnensnn na nmnopr
nontrxa nponrtcx na ptnox rpancnoprnte cpecrna
trt neperpyxenntm n
Porepame
pasopartcx c nonyuennem
nnnensnn
nrn n nory c uem-nno
(nocnenart sa uem-nno)
nsyuenne cnpoca nyrem copa
nn]opmannn na mecre
yenrt xoro-nno cenart uro-
nno
nonexart onoxennm
nomnnno
Mnnncrepcrno ropronnn oxo na ymy nacenennx
osop, nororonnennt n o]nce
]npmt c npnnneuennem ncex
crarncrnuecxnx anntx
trt nanpacno rparo
npemenn n ener npn ouent
mano npntnn
onrtcx cnpoca na ronapt nmert nepeonte nsrnxt
mpoxparnuecxax nonoxnra noepxart xoro-nno
npnnxrt orcranxy oxnanrt ue-nno ntn
Task 2
Exercise 1
You are going to hear John Martin, the Sales Manager, talking to Peter
Wiles, the Production Manager, about opening up a new market in
Abraca. Before you listen to the conversation look at these questions,
which you will answer after you have listened to the tape.
1. What is the name of the newspaper where John saw the article about
Abraca?
2. Why do rates of income per capita in Abraca impress John Martin?
3. What does the recent discovery of oil have to do with the situation?
4. When is a country a good market for furniture and office equipment?
5. Does Peter Wiles follow the events in the newly independent countries?
6. Is Hector Grant positive about breaking into the new export markets?
7. What do the staff in Harper & Grant Ltd. generally call him?
8. What happened when the firm made a disastrous attempt to export to a
country in South America?
9. Do you think that Peter Wiles will back John Martin up?
10. Who thinks that export is a big waste of time and money for very little
profit?
6
Exercise 2
Listen to the following extract from the conversation between Hector
Grant and John Martin. Fill in the spaces in the sentences below with
the words actually used.
Grant: Ah, John, this scheme of yours to
Abraca.
John: Oh, I am glad.
Grant: Yes, its all very well to say , but worth it?
Look what happened over .
John: That was because we at the time and we
. But we cant let that one failure stop us from
.
Grant: You say .Well, lets have some figures.
What ? Who ? What about ?
John: There are , but assure me that our
office equipment .
Grant: What about ? It seems there are , and a lot of
goods via Rotterdam. And then there is all that
involved in .
John: Well, if I find in Abraca to act we can get him
.
Grant: Have you considered within the country?
John: Ill have to find out, but we might be able to sell
. Maybe we should have to find out exactly
how .
Grant: are too expensive.
John: Oh, I dont agree, Mr. Grant. As you see from ,
Abraca is . I am convinced that we can
for our goods there.
Grant: Im sorry, John. On balance, I dont think
. I dont want out there. You have
.
John: But surely we ought to . Why
? We cant for ever!
Grant: Lets say .
John: Im 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 Id better . Im sorry, H.G.
7
Exercise 3
Listen again and say how John Martin answered the major questions
put by H.G. Make use of the word combinations in brackets.
1. What are the difficulties of breaking into the Abracan market?
(red tape involved, to get an import licence / to sort out the import licence,
to find an agent)
2. Who are the likely competitors of Harper & Grant Ltd. in Abraca?
(to let somebody get somewhere first, to live on old markets)
3. What about tariffs?
(tariffs on products, the Board of Trade, to be liable for duty)
4. What about shipping facilities?
(direct sailings, to be transhiped via Rotterdam,
5. What channels of distribution are needed within the country?
(to sell direct to somebody, to have a field survey, to make a preliminary
desk research)
Exercise 4
A.
Act as an interpreter.
Peter: Good morning John. Where were you yesterday afternoon? I tried to
contact you all over the place.
xon: onro xarancx na mamnne, urot cnerxa oxnanrt cno ntn.
Peter: Oh? What happened?
xon: 3naemt nn, 3u xn pemnn ne nycxart menx n Apaxy.
Peter: Oh, no! I thought hed be bound to agree. Id have said that particular
market was wide open.
xon: rax n ymam. Kax t ro nn tno, x npyr cran ctr no ropno
crapomontm noxoom 3u xn n noan n orcranxy.
Peter: Did he accept your resignation?
xon: ocrannn emy mano mancon. tn rax son, uro npocro ntmen ns
ero o]nca.
B
Why do you think Hector Grant decided to send John Martin to
Abraca? Answer this question as if you were
a) Hector Grant
b) Peter Wiles
8
Unit 2 A VISIT TO THE FACTORY
Phrase list
to have somebody on the phone
to make somebodys 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 somebodys deadline
to honour a date
9
Task I
Consider the introduction to the unit. Answer the following questions
and be ready to give a story line. Use the word combinations in brackets.
1. What is the purpose of Mr. Duncans telephone call to Harper & Grant?
(to get a telephone call from somebody; to have an introduction from a
mutual acquaintance; to telephone to fix an appointment to see somebody)
2. What is Mr. Duncans reaction to the suggestion of a later date of his
appointment with Mr. Grant?
(to be very busy; to suggest a later date; to be rather short-tempered; to
expect to have an appointment whenever somebody wants one; to see over
the factory; to see how some of the office furniture is made)
3. What proves that Elizabeth is a very good secretary?
(to have a good secretarys sixth sense; to be a valuable customer; to fix
an appointment for somebody)
4. How did it happen that Elizabeth showed Mr. Duncan round the factory?
(to tell somebody about the appointment, to suggest that somebody should
do something; to show the customer round the factory)
5. Why was Mr. Grant reluctant to see G. Duncan?
(the mutual acquaintance; to be a great talker; to waste a lot of time and
then buy very little; to be the same; to warn somebody to interrupt the
interview after a short time; to do something with the excuse)
Task2
ocuacrnnnnrt xoro-n / cocrannrt
ue-n xannran nnn cocroxnne
cxnanponart npemert
oopyonannx
oren ctra cxna
epxart sanac tcrpo
pacxynaemtx ronapon
oronopnrtcx o ncrpeue /
nasnaunrt ncrpeuy
ycnemno xonxypnponart c uem-n ynpannxmmn nponsnocrnom
ocymecrnnxrt npoaxy co
cxnaa no cpountm saxasam
ntnonnnrt oxsarentcrna o
cpoxax (nocranxn)
amnnncrparnnnt xopnyc yxranrepnx
trt npeentntm cpoxom noxasart xomy-nno ]apnxy
nnara sa nocranxy oren xapon
oren nsyuennx xonmnxrypt
ptnxa
amnnncrparnnnoe ynpannenne /
oren
10
Task 3
Exercise 1
You are going to hear a talk between Elizabeth and Hector Grant.
Before you listen to the conversation look at these statements, which you
will mark T (True) or F (False) after you have listened to the tape.
1. Mr. Macpherson suggested a Mr. George Duncan from Glasgow came
to see Elizabeth Corby.
2. In Mr. Grants opinion it is doubtful that any friend of Mr. Duncans
will make the companys fortune.
3. Mr. Duncan said he would like Mr. Grant to take him round the factory.
4. Mr. Grant thought that Mr. Macpherson would take up the whole day
and then order one chair.
5. Elizabeth suggested that she could take a new customer round the
factory.
6. H.G. said that he would see Mr. Duncan first and then Elizabeth would
take him round the factory.
7. H.G. asked his secretary to interrupt his interview with G. Duncan after
fifty minutes
8. H.G. asked his secretary to remind him that he had another appointment.
Exercise 2
Listen to the following extract from the conversation between Elizabeth
Corby and George Duncan. Fill in the spaces in the sentences below with
the words actually used.
Elizabeth Good afternoon, Mr. Duncan, Im , .Would you
like ?
Duncan Yes, I would .
Elizabeth Now this is our . We have all the departments here: ,
, Personnel, and so on.
Duncan What opposite us?
Elizabeth Thats 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. Youll
meet him over .Well go there now.
11
Exercise 3
Listen to the following the conversation between George Duncan and
Mr. Fielding. Look at their remarks given below at random. Put them in
the order they appear in the Unit. Supply the remarks with the name of
their authors.
..
Ill 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 in
from a steelworks in Wales. This machine here is a spot welder,
and this is the new conveyor belt which we had installed last year.
We doubled our output in this department as a result.
.
Oh, yes.
Exercise 4
Grant: Now Mr. Duncan, what can I do for you? I understand that you re
a friend of Jock Macphersons.
ynxan: a, m-p Ipanr. On cxasan mne, uro nt enaere camym nyumym n
camym emenym meent na ptnxe.
Grant: I think we make the best.
ynxan: Ho ecrnnrentno nn ona camax emenax? Bor uro menx
nnrepecyer.
Grant: We have a wide range of prices, Mr. Duncan. Here is our catalogue.
We think our prices compare favourably with anything on the market
today.
ynxan: Ecnn t x xoren , urot nt oopyonann name meentm mo
o]nc, no uro t mne +ro oomnoct?
Grant: It would largely depend on the line you chose.
ynxan: Mox nponema n rom, uro y menx ouent mano npemenn. Bt
mornn t npoart mne meent npxmo co cxnaa?
12
Grant: If you could give me some idea of your requirements, Mr. Duncan, I
might be able to help you. Unfortunately, I have someone coming to
see me shortly and I
ynxan: cxaxy nam, uro mne nyxno. Bor mox nnsnrnax xaprouxa.
npexrop-pacnopxnrent ]npmt x. H. ynxan n Komnannx.
Mt nponsnonm xnmnuecxne yopennx. xouy oopyonart
nont amnnncrparnnnt xopnyc. t xoren, urot nt xax
moxno cxopee npeocrannnn mne xornponxn, nxnmuax pacxot na
ocranxy.
Grant: How many offices are there?
ynxan: nanart nocemt.
Grant: Twenty eight offices. Oh, I see. Well, how much time can you give
us?
ynxan: Mo npeen na mecxna.
Grant: Id like to send a man up to Glasgow to get details. I never like
promising a date until I know we can honour it.
Exercise 5
Sum up everything you came to know from the unit about
a) Elizabeth Corby
b) George Duncan
c) Jock Macpherson
d) H.G.s appointment with a Mr. George Duncan
e) Mr.Duncans visit round the factory
f) the information on the company performance H.G. supplied George
Duncan with
g) the reason why H.G. changed his opinion about George Duncan
13
Unit 3 An Emergency in the Sales Office
Phrase list
to be due back from somewhere
to do shorthand
to set letters out
to sort the letter and to stamp it with todays date
an in/ out tray
to take action
stationary
letterheads
the file under Bills of Lading
Hold on!
the hold-up
a consigned vessel
date of clearance
to get on to forwarding agents
to be on the list
the invoiced sales
order intake for the month
to be cleared
to dial the number direct
to handle business
to check up with a bank
to rate somebody as sound
to agree a commission
(to pay by) sight draft
irrevocable letter of credit
bills of lading
long-term assessment
Note:
International Subscriber Dialing Mexynapont rene]onnt cnpanounnx
14
Task I
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, to
cope with the emergency by doing something, the Chief clerk, the General
Office, to lend a shorthand-typist)
2. What does the General Office deal with?
(to be is a very busy place, to handle printing and duplicating, to open letters
and send them round to the appropriate offices, to collect all the outgoing
letters, to frank letters, to post letters, an addressing machine, to print
addresses on envelopes, to fold the letters, to seal the envelopes)
3. What is the mail, handled by Harper & Grant Ltd., used for?
(to be used for advertising and publicity, to address order acknowledgements,
to send delivery notes, monthly statements of account)
4. Whom did Mr. Baker spare from his department?
(the Chief Clerk, to do something reluctantly, to be inexperienced but
willing, to find the stationery, to give a few helpful hints, to leave somebody
to his/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 responsible
for something, to see that something is done, to be delivered by a certain
date, to use forwarding agents, to clear the goods through customs, to
transport the goods, to go wrong somewhere along the line)
6. What do Mr. Martin and Mr. Grant discuss when John reports to H.G.
on his trip to Abraca?
(to need attention, to discuss the chances of opening up a new market, to
use somebody as an agent, to pay the money for the goods, to transfer the
money)
7. What method of payment does Mr. Grant choose?
(an irrevocable letter of credit, to be sent by a bank to an exporter, to inform
somebody that payment for goods is at the bank, to prove that the goods have
left the country, to show a copy of a bill of lading, the signature of the
captain, to be loaded on to the ship, to be paid to the exporter, send a letter of
credit to the exporter's bank, a promise to pay as soon as the exporter has
shown proof that he has sent the goods)
15
Task2
xonrenep nx nxoxme /
ncxoxme oxymenrannn
coprnponart, mremnenenart
nnctma n o]opmnxrt nnctma
npnnxrt mept cnxsartcx c arenrom-+xcnenropom
necrn eno/pyxononrt ]npmo ornecrn ]npmy x paspxy naexntx
trt nnecenntm n cnncox crenorpa]nponart
Ocranarect na nnnnn! cuera-]axrypt npoax
onronpemennt npornos saepxxa
oxnartcx ns xomannponxn nanxn / manxn na nanxax
oronopnrtcx o xomnccnonntx esorstnnt axxpenrnn
onnarnrt uro-nno nexcenem na
npexnnrenx
nepeuent saxason, npnnxrtx sa
mecxn
sanpocnrt nn]opmannm n anxe ornpannennoe cyno
ara npoxoxennx ramoxenno
ouncrxn n nopry
nanxa no rpn]om xonocamenrt
Task 3
Listen to the tape.
Exercise 1
You are going to hear a talk between Elizabeth Corby and Mr. Baker.
1. Elizabeth Corby turned to Mr. Baker for help because they got a bit of
a crisis on in Mr. Grant's office.
2. Mr. Martin was due back from Abraca that morning, but Sally Langly
telephoned to say that she got flu, and thats why he would need
someone to help him .
3. Sally asked Mr. Baker to spare a girl from his department because the
other two girls in the Sales Office couldnt do shorthand.
4. Fenellas shorthand was reasonable, she set her letters out well, but
Mr. Baker didnt think she was the world's fastest worker and didnt
expect she would manage.
5. That day's post was sorted and stamped the date in the General Office.
6. Elizabeth Corby showed Fenella the in tray with all the letters and
memos which had come in while Mr. Martin had been away.
16
7.
Elizabeth wrote a note with each letter to show whether she had taken
any action or not.
8. Sally kept all the stationery (letterheads, envelopes, flimsy, and so on)
in the separate drawer.
9. Elizabeths office is not far from Sallys office, down the corridor.
10. Fenella denies it'll be fun to have a change.
11. Sally made Fenella sure the work at the Sales Office was rather
different from the work in the General Office
Exercise 2
Listen how later that morning Mr. Martin dealt with a telephone call.
Try to complete the gaps, using no more than three words in each case.
John
Martin
Hello. What? Desks? Oh, Mr.Van Eyck ... Yes... But they days
ago. Yes, of course they were ... wait, I'll give you . Fenella,
quick!
Fenella Yes, Mr. Martin.
John See if you can find of the for the thirty M-type sent to .
They'll be in the outer in the file under . Hello ... hold on ...
we're trying to find it. I'm sorry about this, Mr. Van Eyck, I can't
understand .
Fenella Is this it, Mr. Martin?
John Yes, that's it. Here we are, Mr. Van Eyck, yes, Kelpie,
London Docks, 12th September. You should have them by now. I'll
get on to and call you back. O.K. Good-bye. Fenella! Get me the
Globe - Mr. Alan Smith. The number's by the phone.
Something has happened to our for Rotterdam. Our agent
promised would get on Friday. When you've got him, ring
through to Mr. Best, , and ask him to bring up and for the
month. Be as quick as you can.
John
(An hour later)
Hello, oh, Mr. Smith. Any luck? What! Oh, no. Left . Why
weren't ? Well, surely responsible. Look, I'll try and
cleared. O.K. I'll ring you back. Fenella! Get me Mr. Van Eyck .
Fenella Oh, Mr. Martin, how to Holland?
John You can direct, it's on I.S.D. Oh, heavens! It's already.
I've got through, I'll have to go and . I shan't be long.
17
Exercise 3
Grant: Come in, John. Well, you seem to have covered a lot of ground in
Abraca. What about an agent?
John Martin: ymam, uro x namen xopomero (arenra). ymam, uro on
yer necrn namn ena xopomo.
Grant: What's his financial position?
John Martin: Kora x tn n temse, x nanen cnpanxn n Hannonantnom
Fanxe Apaxn, n onn cunramr ero (arenra) naexntm.
Grant: Did you agree a commission if we decide to employ him?
John Martin: a. ecxrt nponenron, xax otuno.
Grant: How are we going to arrange payment from Abraca? I'm against
sight draft.
John Martin: a, x cornacen. 3ro onxen trt esorstnnt axxpenrnn.
Pacuert yyr ocymecrnnxrtcx uepes nononcxoe orenenne
Hannonantnoro Fanxa Apaxn, no nonyuennn nmn namnx
xonocamenron n ncex npounx oxymenron.
Grant: Well, I'd like a more detailed report from you on paper, plus your
long-term assessment.
Exercise 4
Sum up everything you came to know from the unit.
1. Suppose you are the Chief Clerk in the General Office. Brief the
audience of the activities you are responsible for.
2. Recount the situation when Elisabeth Corby gives a few helpful hints
to Fenella in John Martins office. Report the situation as if you were
Fenella. Prove that you will be able to manage.
3. At the end of this hectic day John had cleared up some of his work,
but poor Fenella was nearly at her wits' end. Explain why she still
wanted to work for John Martin while Sally was away.
4. Act on behalf of Mr. Van Eyck and state the reason for his telephone
call to Harper & Grant Ltd.
5. Report to H. Grant as if you were John Martin and say who was
responsible for the hold up with the thirty M-type desks.
6. Act out the dialogue between
a) John Martin and Peter Wiles in which John informs Peter of
prospective activities in Abraca
b) John Martin and Mr. Best, the Sales Clerk about the emergency
in the Sales Office after the mess has been cleared.
18
Unit 4 Trouble with a Special Order
Phrase list
the delivery delay (on the console control desks)
steel sheets
to be a special order
a penalty clause
to stand to do something
overdue delivery
to get on to something
the Buying Department
the production line
to handle something
to be a dreadful nuisance
to meet the delivery date
to claim compensation (for failure to deliver on time)
to offset the penalty clause
plastic coated sheets
Mid Wales Steel Company
the time limit (in the contract)
to be ordered against a special job
to be wanted for stock
to honour the delivery (contract)
annealing oven
to be on the line
to put somebody in a mess
to be due to deliver something by some date
to share the extra cost of doing something
to have half the items ready ex works
to try somebody on the public address
to involve rescheduling production line
to pay double time
19
Task I
1. What are Peter Wiles plans for the day in question?
(to be the Production Manager, to have a very hectic day, to dictate a report
into a dictating machine, to type something back later)
2. Why is John Martin very worried when he comes into Peter's office?
(to receive a memo from the Production Department, a delay in delivery,
special plastic coated steel sheets)
3. What are these sheets wanted for?
(an important order, to form part of a console for a computerised control
system, to sit and be responsible for the production, a large fully-automatic
chemical plant)
4. What will happen if Harper & Grant fail to deliver the sheets on time?
(to get the order, to promise to deliver something before a certain date, to fail
to deliver on time, to lose money, a penalty clause in the contract)
5. Who is guilty in the delay?
(to need steel sheets which are covered with plastic, plastic coating, to be
finished in a heat-treatment oven, an annealing oven, to supply the sheets, to
be able to deliver, to promise the date, to honour the contract with somebody)
6. Will Harper & Grant Ltd. lose money in this case?
(to have a penalty clause, the contract with the suppliers, to lose money, to
do something about something pretty quickly)
Task2
nynxr o mrpa]ntx canxnnxx
(neycroxa)
norpeonart xomnencannn sa
necnoenpemennym nocranxy
oren cnaxennx crantnte nncrt
rpeonartcx no cnensaxasy ynoxnrtcx n cpoxn nocranxn
saepxxa nocranxn nyntron
ynpannennx
npeentnte cpoxn nocranxn n
xonrpaxre
rpeonartcx nx sanacon nponsnocrnennax nnnnx
pasennrt ononnnrentnte
pacxot
xomnencnponart mrpa]nte
canxnnn
xnnxrtcx cnensaxasom croxrt nepe x-n ]axrom
nxnmuart n cex nepecrpoxy
nponsnocrnenno nnnnn
ynoxnrtcx n cpoxn nocranxn
nmert nononnny npoyxnnn
rorono x ornpanxe c
npenpnxrnx (]panxo-cxna)
20
Task 3
Exercise 1
You are going to hear a talk between Peter Wiles and John Martin.
1
Peter Wiles decided not to borrow John Martins tape recorder because
he came to his office in person and dictated a long report to Jane.
2
The reason why Peter asked John to spare him a second was a memo,
Peter sent him about the delivery delay on the console control desks.
3
Peter thinks that everything has gone wrong with the steel sheets,
which they need for the desks from new suppliers. These suppliers
have got some trouble or other. They say theyll be a bit late with
delivery.
4
It's a very important contract because those console control desks are a
special order and are wanted for one of the big computer companies.
5 The new suppliers promised delivery on Thursday week.
6
What is worse there's a penalty clause in the contract with the
computer company and Harper & Grant Ltd stand to lose ten per cent
of their price for each day of overdue delivery.
7
Sales people have to accept penalty clauses, otherwise they don't get
the contracts.
8
Peter only heard about the delay yesterday because they kept the
production line clear to handle the special sheets.
9
If Harper & Grant don't meet their delivery date it wont cost them a
lot of money because they can claim compensation from the steel
suppliers for failure to deliver on time and that will offset the penalty
clause.
21
Exercise 2
Listen to the following remarks of Peters. All the sentences are mixed
up. Put them in the order they appear in the recording. Use the grid
below.
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 3
Listen to the following extract from the recording which shows how the
situation progressed. Try to complete the gaps, using no more than three
words in each case.
John Does that mean we can't if they fail on time?
Peter It looks like it. Jones is now. He didn't know they were being
ordered . He thought they were .
John Just our luck!
Jane Mr. Jones for you , Mr. Wiles.
Peter Hello. What did ? Oh, no! Well, if that's true, why did Mid Wales
of thirty days? They must have known they . Why did they
at all? Yes. O.K. Morgan , is he? Yes. I'd like to hear . Thanks,
Jones. (He puts the receiver down)
John What's the delay?
22
Peter Deliveries because annealing ovens . (Telephone rings) Ah,
that may be now.
Jane Mr. Morgan of the Mid Wales Steel Company .
Peter Hello. Good morning, Mr. Morgan. Yes, has been telling me. Well,
you've put us in . Those sheets of yours are . We're due the
finished console desks , and now you say there's . When did
break down? Yes. Well, , what can you do ? It's too late for
this job now. What? Well, if , that will help. Yes, I think we'd
be prepared the extra cost of by road. Yes. Goodbye.
Exercise 4
JOHN What does he say?
PETER On ronopnr, uro moxer nororonnrt nononnny ronapa x ornpanxe
(]panxo-sano) x nonynm n noneentnnx. 3ro aer nam nonropa
nx nx copxn cronon onn ent nx ynaxonxn n ocranxn. a,
nam npnercx cenart +ry onepannm +xcrpenno. xen! Hnre
cma, noxanycra!
JANE Yes, Mr. Wiles.
PETER Coennnre menx no rene]ony c ynpannxmmnm nponsnocrnom
xax moxno tcrpee.
JANE Yes, Mr. Wiles.
JOHN What about the other half?
PETER Mopran cunraer, uro on cmoxer oecneunrt nx n cpey. K romy
npemenn, xora nx coepyr n ocranxr onn onosamr npnnnsn-
rentno na neenm, no, moxer trt, xnnenra +ro ycrponr. Kax nt
ymaere, xon?
JOHN I'll get on to them and find out.
PETER Bt yxe namnn ynpannxmmero nponsnocrnom, xen?
JANE I'm trying to get him; he's not answering his phone.
PETER Hy, nonpoyre cnxsartcx c nnm no orxptro cnxsn. On nnxora
ne cnnr n cnoem xannere.
JANE He's on the line now, Mr. Wiles.
PETER A, unnnnr. V nac xpnsnc. Hacxontxo tcrpo mt moxem copart
re cront nx xomntmrepa? a, +ro nonneuer sa coo nepecrpoxy
nponsnocrnenno nnnnn, no x nor uro xouy snart , ecnn mt
nonyunm nncrt x noneentnnxy, coepyr nn nx, ynaxymr nn, n
yyr nn onn roront x ornpanxe xo nropo nononnne nx n cpey?
23
B noneentnnx npntnaer rontxo nononnna saxasa. Ocrarox
nncron yer ocrannen n cpey, uro aer nam ntxonte c
+rnm nnuero ne mory noenart. 3annarnrt nonym cranxy yer
nce xe emenne, uem re norepn, xoropte mt nonecem, ecnn xnnenr
nacronr na mrpa]e. a. Bt ymaere, nt cmoxere? Monoen. O.K.
Cnacno.
Exercise 5
1. Consider the following points. Share your ideas with a partner or a small
group. Be prepared to explain your answers to the class.
a) the subject of the memo sent by Peter Wiles to John Martin
b) the penalty clauses and why people engaged in sales accept them
c) the reason for the hold-up in delivery
2. Speak as if you were Peter Wiles and say whether you found the way to
offset the penalty clause and the absence of the time limit in the
contract was companys luck.
3. Recount the situation as if you were John Martin. Explain why Peter
Wiles needed a telephone conversation with Mr. Morgan and how he
managed to settle the problem.
4. Suppose you are Mr. Morgan. Recount the situation with plastic coated
sheets for Harper & Grant Ltd.
5. Render the situation as if you were Mr. Fielding.
6. Act out
a) the two successive telephone conversations between Peter Wiles
and Mr. Jones
b) a telephone conversation between Peter Wiles and Mr. Morgan
c) a telephone conversation between Peter Wiles Mr. Fielding
24
Unit 6 Appointing the New Advertising Manager
Phrase list
to advertise / to deal with advertising
to undertake to do something
to liaise with the agency
to supervise the campaign
to check proofs
to cope with public relations work
the public at large
to appoint a manager
to relieve somebody of something
to be ultimately responsible to somebody for something
situations vacant column
to invite applications for a job
to have the right qualifications for the post
to interview the selected applicant from the short list
an applicant for a job
a letter of application
to handle the accounts
to brief somebody
to be an account executive
to join a training scheme run by somebody
to stay with a company (a firm, etc.)
to discuss the layout
to have the right kind of experience
the executive
to be go-ahead
to be high on the list
to persuade / to convince somebody
to look up ( about the firm)
25
Task I
1. How would you describe the system of advertising used in Harper &
Grant Ltd.?
(the Factory Extension Meeting, to be a growing company; to deal with
advertising; to employ an Advertising Agency; to design the advertisements;
to place the advertisements in newspapers or magazines)
2. For what reason do many firms employ advertising agencies to handle
advertising?
(to undertake to handle something on behalf of somebody; to employ
specialists in the field; to buy space in newspapers, or time on radio and
television; to do a far more professional job than somebody; to have a
limited experience; to employ an advertising manager; to liaise with the
agency)
3. Can John Martin cope with advertising without any help?
(to be too busy on the sales side; to be able to handle the work involved; to
supervise an advertising campaign; to check proofs; to use the media; to suit
the company's interests)
4. Who is in charge of public relations work in the company?
(to cope with the public relations work; to involve contacts with the public at
large; to give information about the company and its products)
5. In what way were the spheres of responsibility rearranged in Harper &
Grant Ltd concerning advertising?
(to appoint an advertising manager; to relieve somebody of the work; to be
ultimately responsible to somebody for something; to be branch of some
Department; to be interested in public relations; to be responsible to
somebody for something)
6. How did the company invite and select applicants for the job of the
advertising manager?
(to insert an advertisement in the situations vacant column; to give details
of the appointment; to invite applications for the job; to go through the
applications; to have the right qualifications for the post; to interview the
selected applicants from the short list; the final interview)
26
Task2
. ocynrt opnrnnan-maxer
(pexnamt); cxemy
pacnonoxennx (pasmemennx);
xomnanonxy; crpyxrypy uero-
nno
trt ornercrnenntm ncnonnnrenem
(xoncyntranrom) pexnamnoro
arenrcrna nnn arenrcrna no cnxsxm c
omecrnennocrtm, orneuammnm sa
neenne en c xnnenrom
noepxnnart ornomennx c
(pexnamntm) arenrcrnom
necrn pexnamnte ena necxontxnx
]npm
trt n nepntx crpoxax
cnncxa
ocnoonrt, pasrpysnrt xoro-nno or
uero-nno
saxnnenne o npneme na paory nasnaunrt menexepa
ynpannxrt (pacnopxxartcx)
uem-nno or utero-nno nmenn
npenpnnnmart; part na cex
oxsarentcrna; rapanrnponart
mnpoxax omecrnennocrt cunrtnart rpanxn
ocymecrnnxrt nasop sa
(pyxononrt/xonrponnponart)
exrentnocrtm (xamnanne)
noeceonart c necxontxnmn
nperenenramn, oropanntmn ns
cnncxa oxonuarentntx xannaron
Task 3
Exercise 1
You are going to hear a talk between John Martin and the first
applicant for the job. Before you listen to the conversation look at these
statements, which you will mark T (True) or F (False) after you have
listened to the tape.
1.
Lately Harper & Grant Ltd. haven't been too pleased with the results of a
firm of advertising agents which handles their account and they are
thinking of giving their account to another agency.
2.
John Martin admitted that they plan to increase advertising quite
considerably.
3.
The new advertising manager will be responsible to Mr. Grant for all
advertising and to John Martin for public relations.
4.
The new ad man would be responsible for getting leaflets, brochures and
catalogues designed while Hector Grant would brief the advertising
agency on the kind of advertising campaign he wants.
27
5. Harper & Grant Ltd. advertise only in the national Press.
6.
John Martin doesn't think television is a suitable medium for his firm
because it's much too expensive.
7.
Only in the chairs produced by Harper & Grant Ltd. the back is properly
supported, and a person feels full of energy.
8.
John Martin doesnt have to tell Mr. Windsmore that Harper & Grant
Ltd. are not planning to go into television.
9.
Mr. Windsmore has been doing a lot of television work lately and it
interests him enormously.
10.
The job of an advertising manager in Harper & Grant Ltd. is hardly the
right job for Mr. Windsmore.
Exercise 2
Listen to the following the conversation between John and Sally. All the
remarks are mixed up. Put them in the order they appear in the Unit.
Supply the remarks with the name of their authors. Use the grid below.
A
Here's her letter.
B Where's her letter of application? I can't find it. Has she had any
experience? I wonder why I picked her out for an interview?
C
Sally, who's next?
D Miss.
E
What! Really? There weren't any women applicants.
F Oh, yes. Well, well. Whats she like, Sally?
G Yes. It's J. P. Harvey. The 'J' is for Joanna.
H Thanks. Yes, she signs the letter J. P. Harvey. H'm, let's see. Did I make a
mistake? I can't think a woman would be likely to have the right
qualifications....
I There are two more. The rest are coming tomorrow. Er one is a
woman.
J Miss or Mrs.?
K I'll show her in, Mr. Martin, and then you can decide.
L
Why not, Mr. Martin? The letter says that she's been an account
executive for a year....
1. 2. 3. 4. .5 6. 7. 8. 9. 10. 11. 12.
28
Exercise 3
John: How did you begin in advertising. Miss Harvey?
xoanna Xapnn: nocrynnna na xypct, oprannsonannte arenrcrnom
Hantmep n Bnncenr, n nocemana nx n reuenne roa.
John: That was before you moved to your present agency?
xoanna Xapnn: a. H x paoram n nem nocnenne rpn roa. B
npomnom roy crana necrn ena no pexname necxontxnx
]npm.
John: What exactly is your work at the moment?
xoanna Xapnn: ney pexnamnte ena necxontxnx ]npm.
nnannpym nponeenne pexnamntx xomnann, xoopnnnpym
paory cnennanncron, xoropte cosamr napocox nnn +cxns
pexnamt, cocrannrene pexnamntx rexcron, xyoxnnxon n
naopmnxon. ocyxam c xnnenramn nnemnn nn
pexnamt, cunrtnam rpanxn, a nnora, n +xcrpenntx cnyuaxx,
mne npnxonrcx ntnonnxrt paory cnennanncron, a +ro
otuno rax n tnaer!
John: You seem to have had the right kind of experience. I think you'd do
the work well, but ... well, all the executives are men and er
xoanna Xapnn: A x ncera ymana, uro n npomtmnennocrn nce

nporpeccnnno n conpemenno!
John: I don't mind telling you you're quite high on my list, but...
xoanna Xapnn: Ho nt npenounn t myxunny?
John: No. I was going to say... If only I can convince our Managing
Director. I'll do my best.
29
Exercise 4
a) the system of advertising used at Harper & Grant Ltd.;
b) John Martins steps taken when he realised that he needed an
expert to supervise an advertising campaign, to check proofs, to
make sure that the company used the appropriate media;
c) labour the work of an advertising manager entails;
d) Mr. Windsmores views on advertising;
e) Joanna Harveys skills in advertising.
2. Recount the situation as if you were John Martin. Say who was the
highest on your list and why. How did you react upon the news that the
next applicant is a woman?
3. Suppose you are Peter Whiles. What makes you think that your firm is
looking up?
4. Render the situation as if you were Joanna Harvey.
5. Act out a conversation between
a) John Martin and Hector Grant about the necessity of employing an
advertising manager and rearranging the sphere of responsibilities
in advertising and public relations
b) Peter Wiles and John Martin after the appointment of a new
advertising manager
30
Unit 9 Productivity A Work Study Survey
Phrase list
to engage consultants
work study technique(review)
to improve efficiency and output
to be keen to do something
to suggest improvements and ways of stepping up
to formulate piece rates and incentive bonus schemes
O&M (Organisation and Method)
to run something from top to bottom
to do something with a view to doing something
to do something in conjunction with something
to do something under the scheme
to do sample study / survey
*
a soluble problem
an incentive payments scheme
to do something as a spur to productivity
group bonus scheme
to agree to piece rates
to change with the times
to have a hand in something
corporate planning
operational research
critical path analysis
to cause delay and confusion
to be to hand
to bargain for something
*
survey sample ocneyemax rpynna
31
Task I
ntpaorxa pexomenann no
ynyumennm n noemy
nponsnonrentnocrn rpya
ycranonnrt cranxn n pasmept
centno n npemnantno
onnart rpya
nontmart +]]exrnnnocrt
nponsnocrna n
conepmencrnonart ntnycx
npoyxnnn
cenart uro-nno, urot
nocrernyrt (crnmynnponart,
]opcnponart) pocr
nponsnonrentnocrn rpya
cncrema noompnrentno onnart
rpya
oprannsannx n merot (ananns
xosxcrnenno exrentnocrn)
paspemnmax nponema cornacnrtcx na centnym onnary
onnara no rpynnontm rapn]am
(cncrema yuacrnx n npntnxx)
menxrtcx n coornercrnnn c
rpeonannxmn npemenn
cenart uro-nno c xaxnm-nno
namepennem
cenart uro-nno n coornercrnnn
c nnanom
trt sannrepeconanntm n rom,
urot cenart uro-nno
npnrnacnrt (nanxrt)
xoncyntranron
nponecrn ntopounoe
ocneonanne (ontrnt samep)
cenart uro-nno n couerannn c
uem-nno
meronxa nsyuennx
+]]exrnnnocrn ncnontsonannx
paouero npemenn (ananns
paouero npemenn)
xopnoparnnnoe nnannponanne,
nsyuenne xosxcrnenno
exrentnocrn, ananns
xpnrnuecxoro nyrn
npnnoxnrt pyxy x uemy-nno
(cnococrnonart)
oxnartnart (oprannsannm)
cnepxy onnsy
crart npnunno samnnxn n
nyrannnt
trt no pyxo
Task2
1. Why does Hector Grant intend to undertake a work study survey?
(to be worried about productivity; to engage consultants; to be a specialist
in work study techniques; to improve efficiency and output)
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 the
field; 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 and
paperwork differ from those used in assessing manual work?
(to apply to manual work, to find out the most efficient way of doing
something before doing something; the formulation of piece rates or
incentive 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 explain
the service to the executives; production methods on the factory floor; to
improve something; to consider something; a check on efficiency; to run
from the top to the bottom of the firm)
Task 3
Exercise 1
You are going to hear a talk between Mr. Scott and the managers in
Hector Grants office. Before you listen to the conversation look at these
statements, which you will mark T (True) or F (False) after you have
listened to the tape.
1. Hector Grant invited Peter Wiles, John Martin and Ian Hampden to his
office to discuss productivity and ways to improve it.
2. Mr. Scott, from Smith-Weston Consultants thought that Harper &
Grant Ltd. ought to have Q. & M. and work study review and came
along to tell them what his firm could do if they decided to have a
productivity study made in the company.
3. Hector Grant was sure he didn't need to tell his subordinates what
improved productivity involved because they were often employed as
outside consultants by other firms.
4. Improved productivity means analysing jobs throughout a firm with a
view to reorganising them in order to decrease time and expenditure and
increase efficiency and production.
33
5. Smith-Weston Consultants proposed starting work study in the factory
in conjunction with a scheme under which the employees could share
some of the benefits of improvement.
6. Peter thought that some operators might go as slow as they can so that
the investigators would allow them more time for the job, which could
interfere with the investigation.
7. The investigators do not intend to do a sample study in a selected area
of the works, because it would not demonstrate how they thought
productivity could be increased as a result of their proposed activities.
8. Hector Grant doubts that workers dislike investigators telling them they
aren't doing the job in the most efficient way.
9. If operators know they will be paid more as a result of increased
productivity they will want to co-operate.
10. Mr. Scott suggested putting everyone on group rates as a spur to
productivity.
Exercise 2
situation progressed. Try to complete the gaps, using no more than three
words 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 him
to agree even in the few areas now.
Peter Yes, he's suddenly decided to change . I think our
may have had a hand in it! Joanna is always talking about things like
, operational research, and so on.
John That's just what .
Peter Yes, but you know, the story's not finished yet. I don't think H.G. has
quite realised of all this.
John What do you mean?
Peter You wait and see. Some of never know where to stop.
34
Exercise 3
Grant: So, Mr. Scott, this seems very satisfactory. I'm very interested in this
sample survey. I think we should like you to go ahead and do the full
review.
Cxorr : 3 ecrt eme onn momenr, o xoropom mt noxa ne ynomnnann.
Grant: Oh, what's that?
Cxorr : Mt noxa eme nnuero ne cenann n c]epe menexmenra.
Grant: Management? Surely that's not necessary.
Cxorr : Ho namemy ontry +ra cropona exrentnocrn ]npmt raxxe
xnsnenno naxna, xax n exrentnocrt nmoro pyroro nopase-
nennx. Bosmoxno, axe onee naxna. Hpocro pan nnrepeca,
xornre, x npnney pesyntrart neontmoro nccneonannx,
xoropoe x cam nponen, noxa xan nac ceronx yrpom.
Grant: Well?
Cxorr : 10 uacon yrpa. npexrop-pacnopxnrent npntnaer n o]nc.
Onapyxnnaer, uro noura paccoprnponana nenpannntno. nymx
nnctmamn onxnt sannmartcx pyrne corpynnxn. urot
ornernrt na ono ns nncem, neoxonmo tno cocnartcx na
npetymee, a ero n nanxe ne oxasanoct. Exenennnxa no pyxo
roxe ne oxasanoct. Hs-sa +roro nponsomna samnnxa n nyrannna c
oronopennocrtm no rene]ony o ncrpeue, a cexperapx n ror
momenr n xannere ne tno, rax xax ona ncxana nponanmee
nnctmo
Grant: Well, really! Do your methods usually include listening to private
conversations through open doors?
Cxorr : Her. Ho n +ror pas x ne cmor yepxartcx. Hama paora, mncrep
Ipanr, cocronr n rom, urot nanmart n oexrnnno
oxnatnart o cnonx nanmennxx.
Grant: I see. Well, thank you very much, Mr. Scott, for your report, and I
look forward to studying it carefully. But as to...
Cxorr : uro xacaercx roro, urot nxnmunrt (n cuer) oxna o
oprannsannn y nac menexmenra ?
Grant: I hadn't bargained for that, you know. I shall have to think about it.
Hm, yes,I don't quite like the idea of being told how to run my own
business, but ... well, I'll let you know, Mr. Scott. Good morning.
35
Exercise 4
Match each of the phrases on the left with an appropriate explanation
on the right. Five of the phrases have more than one explanation.
1.
productivity
a. the rate at which goods are produced
2. work study b. someone who examines something in detail, (an
employee of the firm of consultants who investigates
the different jobs done by different workers)
3. critical path
analysis
c. an analysis covering all aspects of a subject. It can
apply to the actual work of investigation or the final
written report.
4. consultants d. the detailed study of manual, or semi-manual, work,
so that non-essential work can be eliminated and
operations carried out with maximum efficiency.
5. operator e. a general study or inspection
6. a sample
study
f. here, another word for a worker, particularly
someone who operates a machine
7. investigator h. a plan for giving extra money to workers in certain
circumstances. In this case they will receive a bonus if
their production rises.
8. a survey i. to pay a workman according to the work done, by the
time taken to do it
9. Incentive
payments
scheme
g. professional business experts who, for a fee, advise
clients on aspects of their business. (In this case the
firm are specialists in Organisation and Methods)
10. to pay piece
rates
j. method of planning the undertaking of a complex
project in a logical way, by analysing the project into
its component parts, and recording them on a diagram
which is then used for planning and controlling the
activities which carry the project to completion.
k. An investigation of a specimen, a part of something
which shows what the whole is like
l. a bonus plan, a plan to encourage employees to work
harder, and more efficiently
m. Rate of output per worker or per machine in a factory
n. to scrutinise the work of a small group taken to show
what a larger group is like
o specialist who gives advice
36
Exercise 5
a. Why is John Martin amazed to see the group of consultants in the
firm?
b. What made H.G. call in a firm, who are consultants in work study
techniques ?
c. What can Mr. Scott and his consultants do for Harper & Grant Ltd.?
d. In what way does Advertising Manager have a hand in inviting
consultants?
e. What were the steps H.G. hadnt 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 study
survey 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
Phrase list
a compulsory scheme
to sack somebody/ to be sacked
syn. to dismiss
There is no call for ...
the Pension Fund Trustees Meeting
to come up
to save somebody from redundancy
a pension scheme
to pay contributions into the pension fund
a period of employment
to qualify for a pension
to be entitled to the (full) pension
to be due to retire
the articles of the pension fund
to be impeccable
to do something for the sake of something
to agree the accounts
at a rough guess
to be compensated out of something
to make something up to the proper amount
to make full use of something/somebody
to take over (a takeover)
to hold percentage
to streamline the company
to persuade somebody to see reason
to use ones ingenuity in doing something
38
Task I
1. What do we call a pension? Is it a compulsory scheme?
(to pay money to an employee; to retire on reaching a certain age;
a compulsory scheme; to pay a fixed amount every week; to pay a larger
amount; on retirement; to get the state pension; to operate ones own
pension scheme;
2. In what way do the companies arrange their own pension schemes?
(to give the employees money to retire on; to be governed by a trust-deed;
to be separate from the company; to be appointed; to hold meetings
regularly; to approve money for pensions; to examine the fund accounts)
3. Is it the same in Harper & Grant Ltd.?
(to pay a certain amount of ones wages into the fund; to invest money; to
increase the value of money; a period of employment; to qualify for a
pension)
4. What does Mr. Grant want to do as a result of the productivity drive?
(to close down unprofitable departments; the redundant workers; to be
absorbed into other departments; to be a craftsman in the old style; to be a
carpenter able to do fine hand carving; to be hardly ever required)
5.What does Ian Hampden, the Personnel Manager, think about Mr. Grants
intentions?
(to get rid of someone; to make somebody change his mind; to be
determined on something; to streamline the company; to make the
company more profitable and competitive; to find out; to suggest a way of
persuading somebody to see reason)
6. What circumstances did Peter recall when he discussed the situation with
Ian before the meeting?
(to be due to be held shortly; to be approved; to have to leave the firm;
to look after somebody; to become an invalid; to rejoin the company;
according to the articles of the trust; to leave the firm for a time; to work a
certain number of years; to qualify for the full pension)
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; to
be given a full pension; to have an extremely bad effect on everybody; to
be with the firm)
8. In what way does Peter contribute to Ians decision to save B. Hardiman
from redundancy?
(to suggest something cunningly; to make up the difference; to pay the
money to make up the pension to the full amount; to interrupt
employment; to be shrewd enough; the lesser of the two evils; to let
somebody stay; the proper retirement age)
9. In what way can Ambrose Harpers illness effect the future of the firm?
(to be an elderly man; to own half the shares in the company; to be bought
by a rival firm; to want to take over; to change the present set-up)
Task2
ecnn ntnpart ns nyx son
mentmee
nmert npano nonyuart nencnm n
nonnom oeme
trt nenorpemnmtm,
esynpeuntm
oopnrt ]nnanconte oruert
nencnonnoro ]ona
saceanne noneunrentcxoro
conera nencnonnoro ]ona
enart nsnoct n nencnonnt
]on
nocnontsonartcx ute-nno
nsoperarentnocrtm, urot
cenart uro-nno
xomnencnponart uro-nno ns
xaxoro-nno ]ona o
ocrnxennx xaxo-nno cymmt
cnacrn xoro-nno or coxpamennx no npnnnsnrentntm pacueram
cenart uro-nno no nmx uero-ro ner cnpoca na uro-nno
cncrema ntnnart nencn . nnaert one axnn
crartn ycrana nencnonnoro
]ona
nonexart ynontnennm n
orcranxy
ncnontsonart uro-nno
nonnocrtm
cmena pyxonocrna n xomnannn
nyrem saxnara nnacrn
yenrt xoro-nno nnxrt
onoam pasyma
pannonannsnponart paory
xomnannn
crax paort trt ynonenntm
40
Task 3
Exercise 1
You are going to hear a talk between Ian Hampden and Peter Wiles.
1. Bob Hardiman's been with the firm since it started, and he's the only
real craftsman they've got.
2. Ian Hampden disagrees with H.G. that there's no call for elaborate
hand-carving on desks those days; he is sure they need hand-carved
desks.
3. Peter assumes that the only chance to save the old man from
redundancy may occur at the Pension Fund Trustees' Meeting, because
his name's bound to come up if he's being dismissed; his pension will
have to be approved.
4. Ian doubts that Bob Hardiman can be saved from redundancy because
the two of them are against H.G., Ambrose Harper and Mr. Buckhurst,
company secretary.
5. Ambrose Harper has a very soft heart and the pension scheme itself
was his idea. He will agree with H.G. and Mr. Buckhurst when he
comes to the Pension Fund Meeting.
6. Hardiman left the firm for a while about two years ago because he had
to look after his father. He came back to Harper & Grant Ltd. five
months ago, when his father died.
7. Bob Hardiman left all the contributions he had paid into the pension
fund in the fund and still qualifies for a pension.
8. There is nothing to worry about because Bob Hardiman is entitled to
the full pension according to the articles of the pension fund.
41
Exercise 2
situation progressed at the Pension Fund Meeting. Try to complete the
gaps, using no more than three words in each case.
Grant: Well, gentlemen, this isn't going very long. You've seen
Mr. Buckhurst's . They're impeccable as usual. So it's only
a question of approving them of the record. Right. Do you
all ? Good. Well, that's all. I presume there's no ?
Ian: Well, there is one thing more, H.G. The question , the case of
.
Grant: That's . He gets , less three years, or whatever it is.
You'll see to that, won't you?
Ian: I don't think it's quite that.
Peter: There seems to be , H.G. You see, Hardiman left us
, as you know.
Grant: I know very well he did. I've just said so.
Peter: Quite so. But I felt I should look up of . Ian, of course,
is already aware of this. It seems that if of employment is
interrupted six months a further period has to be
worked before the employee a full pension. If Hardiman
continues with us until he's , that is, in three years' time,
there is, of course, . He will be . But as things stand at
present he would get, at only about of his pension.
And we that situation with such an old employee. It would
no good at all. He will, naturally, have out of the
company's funds to make up to .
Grant: But that's preposterous!
Peter: But it does seem to be to do.
Grant: We'll just have .
Peter: That would require , of course.
Grant: Oh dear!
42
Exercise 3
Listen to the following the conversation between H.G., Peter and Ian. All
the remarks are mixed up. Put them in the order they appear in the
Unit. Supply the remarks with the names of their authors.
A
Well, you win. We keep Hardiman on for three more years. But, Peter, I
shall expect you to use your undoubted ingenuity in making full use of
him.
B No, that would be a very dangerous precedent. No, no. I won't consider
that. Ian, this is your scheme, I'm sure.
C
Of course, sir.
D You don't think we could pay the remaining pension out of the company's
profits?
E
Mine, H.G.?
1. 2. 3. 4. 5.
Exercise 4
Ian: Well done, Peter.
Hnrep: Hennoxo. Mt nomornn crapnxy Xapnmany ocrartcx na ]npme.
Ho menx ceuac ecnoxonr xoe-uro pyroe.
Ian: What's that?
Hnrep: Bt cntmann nocnenmm nonocrt? Crapnx Ampoys Xapnep
Ceptesno onen. Ecnn c nnm uro-nnyt cnyunrcx, nama
xomnannx oxaxercx n rxxenom nonoxennn.
Ian: Wouldn't Grant take over as Chairman?
Hnrep: ymam ne o rom, xro craner cneymmnm npecearenem
npannennx. ymam o axnnxx name xomnannn, xoroptmn
nnaeer Ampoys Xapnep.
Ian: What percentage does he hold?
Hnrep: ymam, oxono 50%. Oren Ipanra nnaen ocrantntmn 50%, no
nocne ero cmeprn axnnn tnn pasenent noponny mexy ero
rpemx ertmn.
Ian: What'll happen to Ambrose Harper's shares?
43
Hnrep: ymam, onn ocranyrcx ero cecrpe. Ona enncrnennax ns ero
ocranmnxcx n xnntx pocrnennnxon.
Ian: She wouldn't be able to sell them, would she?
Hnrep: nonaram, nx npexe onxnt yyr npenoxnrt uepes namy
]npmy pyrnm axnnonepam. Ho cmoxer nn ]npma xynnrt nx?
Ecnn ner, n ecnn onn nonayr n pyxn ]npmt, crpemxmecx
sannaert name xomnanne, mt nonaem n ey.
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 Hardimans 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
Harpers health?
4. Render the situation as if you were Ian Hampden.
5. Analyse the situation in Harper & Grant Ltd. as if you were a likely
competitor willing to take over the company.
6. Act out a conversation which could have taken place in this situation
between
a. Peter Wiles and Bob Hardiman;
b. Hector Grant and William Buckhurst;
c. Peter Wiles and John Martin;
d. a TV commentator on social issues and Bob Hardiman;
e. Ambrose Harper, Peter Wiles and Ian Hampden.
44
Unit 12 A Labour Dispute
Phrase list
Phrase list
to have a closed shop
office staff
clerical union
to pay a subscription
to collect union dues (on the premises)
shop steward
medical schemes
legal aid
to introduce a profit-sharing scheme
to take a cut in wages
to clock in
Trying to cheat the system is a very serious offence.
to dismiss staff / a case of dismissal
the employees welfare
straightforward affair
to get ones pay docked
to punch the card for some time
to affect the issue
to pay overtime (time and a half)
to have smth (a walk-out) on ones hands
to bring something up
to press a wage claim
45
Task I
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 particular
union; to be referred to as union dues; to look after union's affairs: a shop
steward; to be elected by the workers on the shop floor)
3. What are the responsibilities of a shop steward?
(to be at the day-to-day level of representation between a company and a
union; to represent the workers in a particular shop, or department; to be
recognised by the management; to serve as a channel of communication both
ways; to be allowed to collect union dues on the premises; to hold meetings
in the factory or office block; to do something with the permission of the
management)
4. In what way do the trade unions use their funds?
( to obtain the best possible working conditions for the members, to organise
medical schemes; insurance and legal aid; to use (part of their) funds; the
money collected from the members; to pay a weekly sum of money to the
members; to be out on official strike)
5. What is called an official strike:
(to be recognised by the union; strike pay; to be compared with the workers'
normal wages; to draw a pay; a wild cat strike)
6. Do management and unions always cooperate?
(the relationship between management and unions; to be ambitious; to get
personal power; to have a grievance; to make somebody angry or annoyed;
to create trouble in the works; to help put pressure on the management; in
connection with something; a claim for a general wage increase; to be
underpaid; to be reluctant; to increase wages; to be forced to do something;
to introduce a profit-sharing scheme; to share directly in the results of harder
work or better organization)
46
7. What difficulties and problems do good employee-management relations
present?
(to be prepared to take a cut in wages; to have a bad year; to solve problems;
to have good relations with the employees; to be a comparatively small
'family' firm)
8. In what way do the management regulate the going-on activities?
(to clock in; to punch a mark on the worker's time card; to correspond with
something; to cheat the system; to be a very serious offence; to consult
somebody about something; an operative; to ignore the rules)
9. What does the work of a Personnel Manager entail?
(the chief responsibilities; to employ and dismiss staff; to look after
somebody / something; to improve the employees' welfare and conditions of
work)
Task2
nexono crapocra (npo]opr) mpnnuecxax nomomt
npo]coms xonropcxnx
paornnxon (paornnxon
amnnncrparnnntx opranon)
nnecrn cncremy onnart rpya,
npeycmarpnnammym yuacrne
paounx n cnyxamnx n npntnn
nonxrt nonpoc ynontnxrt corpynnxon
nontrxa omanyrt cncremy (yue-
ra paouero npemenn) cunraercx
ouent ceptesntm napymennem
npenpnxrne, xoropoe
npnnnmaer na paory rontxo
unenon npo]comsa
nmert ntuert ns sapnnart ycnonnx tra corpynnxon
xonropcxne cnyxamne,
paornnxn xannenxpnn
cmnpnrtcx c ymentmennem
sapaorno nnart
cnryannx, npn xoropo corpy-
nnx nonexnr ynontnennm
conpart unencxne nsnoct (na
reppnropnn npenpnxrnx)
ormeuart npemx npnxoa na
paory
nnarnrt sa cnepxypounte
(nonropt cranxn)
nnarnrt nsnoct cncrema mennnncxoro
oecneuennx
necrn ornercrnennocrt sa
saacronxy
rpeonart nontmennx
sapaorno nnart
47
Task 3
Exercise 1
Listen to the following the conversation between Ted Fielding and Ian
Hampden. All the remarks are mixed up. Put them in the order they
appear in the Unit. Supply the remarks with the names of their authors.
A
Have you spoken to the man who was late?
B Oh dear, what's it all about, Ted?
C
Mr. Hampden, we've got trouble in the press room this
morning.
D Not yet. I thought I'd have a word with you first
E But the point is the man was clocked in at eight o'clock. Symes,
who stands by the time clock, swears he saw nothing irregular.
F But that's a straightforward affair. He simply gets his pay
docked. That's why we have a clocking-in system.
G Is Symes reliable?
H One of the press operatives arrived an hour and a half late.
I Yes, he is. That's why we chose him for the job.
1. 2. 3. 4. 5. 6. 7. 8. 9.
Exercise 2
Listen to the following extract from the conversation between Ian
Hampden and Smith. Fill in the spaces in the sentences below with the
words actually used.
Ian: Ah, Smith. Come in, will you. Please sit down. I understand your
card eight o'clock this morning and that you arrived .
Smith: That's right.
Ian: You mean you knew was punched by someone else ?
Smith: Yes.
Ian: I suppose you know we for this? What is that you
are 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 you
discussed this ?
Smith: There's . If I work an hour I take from
my day's work.
Ian: Well, I'm not going to argue about . As I see it, you've
. Naturally an hour and a half win your pay this
week. And I must warn you that if it will be .
Smith: Just you try . You'll have on your hands.
Ian: I'm sorry, but those are . If you must ; you
know that .
Exercise 3
Listen to the unit again and then look at these statements, which you will
mark T (True) or F (False) after you have listened to the tape.
1. Ian Hampden suspects that one of the shop stewards is driving workers
to confrontation with the management and discusses the situation with
the shops manager.
2. Ted Fielding is so much better at handling labour disputes than Ian that
he decides to talk to the shop steward himself.
3. Jack Green's always trying to make trouble in the works. He 's been busy
agitating in connection with the latest wage claim.
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 Smith
works an hour on Peters car he takes an hour and a half from his day's
work.
6. Smith threatened Ian Hampden that he would have a walk out on his
hands if he tried dismissing Smith.
7. If Smith had complained to Peter Wiles about being underpaid Peter
would have paid him a bit more, or taken the car to the garage.
8. The labour dispute has been engineered by the District Organiser of the
National Workers' Union because he wanted to negotiate a wage claim.
9. Ian thinks there should be some system of profit sharing and is sure that
the labour dispute in question is a direct result of ill-feeling in the works.
10. H.G. has always been enthusiastic about profit sharing and is going to
bring it up at the Management Committee Meeting
Exercise 4
Jack Green: I really don't see much point in this meeting, Mr. Hampden. As I
said to you this morning, we're going to ask the Union to press a wage
claim. And unless you have some concrete proposals to make about a
wage increase, I don't think we have anything to say to each other.
n: Hpocrnre, no x c namn ne cornacen. Hpexe ncero, y menx ecrt
nn]opmannx, xoropax moxer nac sannrepeconart. Ceronx na
saceannn pyxonocrna xomnannn mt ocyxann nonpoc o yuacrnn
paounx n cnyxamnx xomnannn n npntnxx. Kax nt ymaere, xaxono
yer mnenne namnx xonner no +romy nonoy?
Jack Green: They'll think the same as I do. We don't want talk, we want
figures.
n: ymam, +ro nx ouent sannrepecyer. Honaram, onn saxorxr
ycntmart or nac nce noponocrn, xax rontxo yyr ntpaorant
npenoxennx. ymam, uro onn saxorxr corpynnuart c namn.
50
Jack Green: Are you suggesting ...?
n: xouy cxasart, uro nt ncnontsyere Cmnra, urot cosart
nenyxnte nponemt.
Jack Green: I don't like that accusation, Mr. Hampden.
n: Mne ner ena o roro, npannrcx nam +ro nnn ner. Cmnr nenpocro n
omennn uenonex, no on cam ne cnocoen raxoe npnymart. On
saxnnn mne, uro ecnn x ero ynonm, ro naunercx saacronxa. Kro noan
emy +ry nem? Bt ronopnnn c nnm?
Jack Green: I did. He told me about this car business.
n: A ncropnx c ero raenem?
Jack Green: I don't follow you.
n: Honaram, nt ne nmenn nnxaxoro ornomennx x romy, uro xro-ro
ormernn sa Cmnra ero raent? A raxne ecrnnx npornnopeuar
npannnam, npnnxrtm ncemn npo]comsamn, xoropte npecrannent na
namem npenpnxrnn.
Jack Green: Of course, not.
n: Tora nouemy nt pasronapnnann c Camcom ceronx nmenno n
nocemt uacon yrpa? Kax nonyunnoct, uro nt sacrannnn ero npocroxrt
cnnno x raentntm uacam ponno crontxo npemenn, cxontxo
nonaonnoct, urot ormernrt raent Cmnra?
Jack Green: I ...er...
n: Hocnymare, xex, poctre nt +ro. snam, uro nt crapaerect
sanoenart nonynxpnocrt, no nam xe cocrnennt npo]coms ocynr
nac sa raxoe noneenne. Tax ena ne enamrcx. Honnarect co
Cmnrom, cntmnre? Oxcnnre emy, uro nponsomno.
Jack Green: I think ... er ... your ... er ... profit-sharing proposals do perhaps
alter the situation. Yes, I'll ... er ... speak to Smith.
n: Xopomo. Hy, ontme nam ceronx ontme ne o uem ronopnrt, rax?
o cnnannx.
51
Exercise 5
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 Smiths 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 dismissal
of employees his only function?
5. Suppose you are Symes, an employee who stands by the time clock. Brief
a trainee on the following matters:
a) what an employee has to do with his time card when he arrives
or leaves his place of work;
b) what an employee should expect to happen to his pay if he
arrived late at work.
6. Suppose you are the District Organiser of the National Workers 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 out
a) an imaginary conversation between Ian Hampden and Peter
Wiles after Ians talk with Jack Green;
b) an imaginary talk between Jack Green and Smith after Greens
talk with Ian Hampden.
52
Unit 13 Risk of a Takeover
Phrase list
private company
Memorandum of Association
authorised capital
to carry a vote ( about shares )
to have a controlling interest
to be in a position to take over somebody/something
a fully owned subsidiary
to outvote somebody
personal loan
the rate of interest
to ask for security
to hold the deeds of somebody
building society
to repay a proportion of the loan to somebody plus interest
to agree to a second mortgage (the mortgage with ...)
to raise a mortgage on somebodys property
to give (to advance) an unsecured loan
to have the lions share with fifty per cent
the solicitor
to form a trust
to raise a loan
the total share capital
to see somebody at short notice
an overdraft
to provide (an adequate) security
to have somebodys record of business as a guarantee
to have a straight loan
to pay two per cent above the bank rate
to get a holding equal to something
53
Task I
1. What do we call a private company?
(to be a private company; to be formed by two or more people; to sign a
Memorandum of Association; to state something; to agree to take a certain
number of shares; to follow the signature; to take shares in the company;
members, or shareholders)
2. Why does Harper & Grant Ltd. belong to private companies?
(to found the company; to be started originally by somebody; the authorised
capital of the company; to grow; to be worth a certain sum; to carry a vote at
a shareholders' meeting)
3. What can the death of Ambrose Harper lead to?
(to cause a crisis in the firm; to manufacture mattresses for beds; to own ten
per cent of Harper & Grant shares; to be a personal friend of somebody; to
have an opportunity of buying some of the shares formerly belonging to
Harper)
4. Why does the opportunity of buying 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 of
upsetting the voting power at shareholders' meetings; to own fifty-one per
cent of the shares; to have a controlling interest; to be in a very good position
to take over the firm completely; to make a firm a fully owned subsidiary)
5. Do the management of Harper & Grant Ltd. welcome the possibility of a
take over?
(to be jealous of somebody; to own too many of the shares; to raise a loan; to
arrange something with the bank; to lend money; to borrow money; to pay
interest on money; to buy enough of the shares; to outvote somebody; to be a
personal loan; to be a short-term loan; to pay back the money; the rate of
interest)
6. How did H.G. manage to raise a loan?
(to ask for security; to hold the deeds of Grant's house; a building society; to
buy the property; to repay a proportion of the loan, plus interest; to agree to a
second mortgage; to pay back the loan within the time limit; to pay up the
first mortgage; the holder of the second mortgage; to give an unsecured loan;
to be without any security or guarantee; to get the money back)
54
Task2
nonyunrt npxmym ccyy: xpenr,
xoropt oecneuen rontxo
penyranne saemmnxa
ncrpernrtcx c xem nno n xpar-
uamn cpox (es npenapnrent-
noro yneomnennx)
nmert npano ronoca ccya uacrnomy nnny
cornacnrtcx na nepesanor yupenrentnt oronop
nmert nosmoxnocrt saxnarnrt
nnacrt
ouepnxx xomnannx,
naxoxmaxcx n nonnom nnaennn
cranxa nponenra (% oxoa) necrn utn-nno ena (cuera)
nmert ntnnnym onm axnn nonyunrt ccyy
nonyunrt naxer axnn, pannt yupenrt onepnrentnt ]on
cymmapnt axnnonepnt
xannran
sannarnrt 2% cnepx otuno
anxoncxo cranxn
npeocrannrt coornercrnymmee
oecneuenne
nmert n xauecrne rapanrnn utm-
nno penyrannm n nsnece
ntnnaunnart uacrt ccyt, nnmc
nponenrt
npeocrannrt ccyy es oecne-
uennx (neoecneuennt saem)
uacrnax (saxptrax) axnnonepnax
xomnannx
nmert xonrpontnt naxer axnn
xomnannn
noenrt n ronoconannn nonpocnrt sanor
cymma, nonyuaemax cnepx
ocrarxa na cuere; nonyuenne
cpecrn no orxptromy cuery;
npentmenne xpenra
ycrannt xannran na momenr
opasonannx xomnannn
(paspemennt x ntnycxy
axnnonepnt xannran)
Task 3
Exercise 1
You are going to hear a talk between Hector Grant and Peter Wiles.
1. Harper & Grant Ltd. is on the verge of the biggest crisis in the history of
the firm, but it has nothing to do with Ambrose Harper's death.
2. The shares of the company are distributed so that Peter Wiless mother
and Hector Grant own the lion's share with fifty per cent.
3. The mattress-makers over the road, Wentworth and Company have ten
per cent of the shares.
55
4. Ambrose Harper has left two thousand of his two thousand five hundred
shares to form a trust.
5. Ambrose Harper has left five hundred thousand pounds to his sister.
6. H.G. spoke to Caroline after the solicitor had finished reading Ambrose's
will, and she told him she'd had a very generous offer for the shares.
7. H. G. is sure that only Wentworth, who wanted to get in Harper & Grant
for a long time, knew Caroline was Ambrose's only remaining relative.
8. Caroline can sell her shares without offering them first to the other
shareholders because Harper & Grant are a private company
9. Some of the present managers of Harper & Grant Ltd. had to sell their
shares and Wentworth easily got a further interest in the company.
10. Peter Wiles is always in the red because he lives in a great way
*
.
11. H.G. and his 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.
Exercise 2
Grant: Good morning, Mr. Brewer. Good of you to see me at such short
notice.
Fpy+p: nx raxnx connntx xnnenron, xax nt, m-p Ipanr, y nac ncera
naercx cnoonoe npemx. uem mory trt nonesen?
Grant: I want a loan... or an overdraft... right away. Twenty-five thousand.
Fpy+p: Honnmam. 25 rtcxu? a, +ro ouent ontmax cymma.
Grant: Not for me. You know how well the firm is doing.
Fpy+p: a, no, nepoxrno, ]npma ne n cocroxnnn oecneunrt rapanrnn
ntnnart ccyt, ecnn nam rpeyercx nepconantnt saem.
Grant: Really, Mr. Brewer, this is rather unnecessary, isn't it? You have our
record, my record, of business as your guarantee. You know me well
enough to advance me an unsecured loan, surely.
Fpy+p: Kax nam nsnecrno, mne npnercx oparnrtcx n name rnannoe
ynpannenne, no onn ram yyr ncxonrt ns monx pexomenann, a x
ne ymam, uro roron +ro cenart es roro nnn nnoro oecneuennx
ccyt.
*
xnner na mnpoxym nory
56
Grant: Oh? Well, what are you going to do about it? I can tell you one
thing. If there's any question of not getting a loan, I'll consider taking
my account, and that of the company, elsewhere.
Fpy+p: Moxer, nam n npnercx o +rom noymart, m-p Ipanr. Ho, ecnn
nosnonnre, x t xoren samernrt, uro nmo ynpannxmmn anxom
npnepxnnancx t raxo xe rouxn spennx. Moxer trt, n raxo
cnryannn onee ymecrno xopomentxo noymart, xaxym ]opmy
oecneuennx ccyt nt mornn t nam npenoxnrt? V nac ontmo
om. On sanoxen?
Grant: It is.
Fpy+p: Ouent xant. Bamn npana cocrnennocrn na +ror om, mornn t
trt sameuarentno rapanrne. Cronmocrt oma xaxax, 20 rtcxu?
Grant: Thirty. The mortgage is with the Albion Building Society.
Fpy+p: Tora ecrt nosmoxnocrt nonyunrt nonropnym saxnanym na
namy cocrnennocrt. Xorx mory cxasart nam orxponenno, name
rnannoe ynpannenne ne ouent-ro oopxer nepesanor... Tem ne
menee, x mor t nopexomenonart nm ecrnonart nmenno n +rom
nanpannennn.
Grant: How would you arrange the credit?
Fpy+p: Hy, ecnn cornacxrcx n rnannom ynpannennn, nt mornn t
nonyunrt cpasy ncm cymmy, n ntnnara nxnmuana t 2%-m naanxy
x anxoncxo nponenrno cranxe, ro ecrt ncero 9%. Ccya morna t
trt xparxocpouno, ny, cxaxem, na rpn roa.
Grant: Well, you work all that out. I accept your advice. All I want is the
money, and I want it quickly.
Exercise 3
Listen to the following extract from the recording, which shows how the
situation progressed after H.G.s visit to the bank. Try to complete the
gaps, using no more than three words in each case.
Grant What did I tell you, Peter! After all that I've got . The
Bank Manager wasn't going to risk . Well, we're saved.
Wentworth can't get to mine or . Aren't you pleased?
Peter Of course I'm pleased... but, you know, Mr. Brewer was not
at all of .
Grant How do you know?
Peter I went to see him . He told me he was what he
called .
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 - you
know the sort of thing.
Grant I don't see that would make.
Peter One of these days I'll give you on how to deal . It
was one of I learnt after .
Exercise 4
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 Wentworths 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 Caroline
b. an imaginary talk between Peter Wiles and Mr. Brewer in the bank
58
Unit 15 Dealing with an Important New Market
Phrase list
quarterly breakdown of overheads
expenditure against budget
to place the order with somebody
to have the production capacity to do something
to meet the delivery dates
to put something at somebodys disposal
to incur expenses
pro forma invoice
to apply to the National Bank for foreign exchange
a reduction on the unit price per desk
c.i.f. ( f.o.b.)
a single order
a package deal
the budgeted turnover
marginal cost
the recovery on something
merchandise
an original letter of inquiry
irrevocable letter of credit, confirmed on a London bank
to quote in local currency
to be conditional on something ( the rate of exchange)
59
Task I
1. Is the situation with the new export market in Abraca encouraging?
(to open up a new export market; to have orders from Abraca; to have a
look at the quarterly breakdown of overheads; to detail actual expenditure
against budget; the amount spent on travelling and entertainment)
2. Why did John Martin keep quiet about an enquiry from the Abracan
government?
(to have an enquiry from the government; to give a quotation; to supply
office furniture for government buildings; to place the order with
somebody; to be one of the largest orders the firm has ever received; to
wait until the order was definite; to check something with somebody; to
have 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 ones disposal; a curious
reference; 'special requirements'; to be astonished; to discover something)
Task2
npeocrannrt uro-nno n ute-
nno pacnopxxenne
nmert (coornercrnymmne)
nponsnocrnennte momnocrn
oparnrtcx c npocto o
omene nanmrt
oem npoax, npeycmorpennt
mxerom
peantnte pacxot no cpannennm
c npeycmorpenntmn mxerom
opnenrnponount (npenapn-
rentnt) cuer-]axrypa
xomnnexcnax cenxa norpenrentcxne ronapt
nce, uro mt nonyunm cnepx
sarpauenntx cpecrn, yer
npecrannxrt npntnt
esorstnnt axxpenrnn, no-
rnepxennt Hononcxnm
anxom
ynoxnrtcx n onpeenennte
cpoxn nocranxn
xnaprantnt oruer no
naxnantm pacxoam
pasmecrnrt saxas onopasont saxas
nmert cnny npn xaxom-nno
ycnonnn
cnnxenne cronmocrn ennnnt
ronapa
nepnonauantnt sanpoc nonecrn pacxot
60
Task 3
Exercise 1
You are going to hear a talk between Hector Grant and John Martin.
1. Hector Grant is discouraged to find out that they haven't had a single
order out of John Martins visit to Abraca.
2. John Martin is optimistic about the Abracan market because a very
large order has already been made - office furniture and equipment for
two entire government departments.
3. John has already sent pro forma invoices to Abraca so that the Ministry
of Works can apply to the National Bank for foreign exchange.
4. In their order the Abracan Ministry of Works want a reduction on a
unit price per desk for a larger quantity than Harper & Grant Ltd.
originally quoted for the price to be f.o.b. Djemsa.
5. If Harper & Grant accept the requirements of the Abracan Ministry of
Works it would be the largest single order in the history of the country.
6. Harper & Grant hardly have the capacity to produce the order also it'd
be in addition to the budgeted turnover for the year, so there will be no
recovery on marginal cost.
7. The terms of payment are conditional on the rate of exchange which
prevails on the date of Harper & Grants quotation not fluctuating
more than three per cent either way.
Exercise 2
xon Maprnn: 3ro xomnnexcnax cenxa. Mt nce nopono npocunrann.
Hpana nent npnercx ycranonnrt nemnoro nnxe otuntx, net y
nac ecrt ceptesnte xonxypenrt. Hamn nponsnocrnennte momnoc-
rn nosnonxmr ntnonnnrt +ror saxas, n +ro yer n ononnenne x
npoyxnnn, npeycmorpenno mxerom, a nce, uro mt nonyunm
cnepx sarpauenntx cpecrn, yer npntntm. ynepen, uro +ro
npnneen x pyrnm saxasam n +ro crpane.
61
Hector Grant: A representative of our Ministry of Works will be coming to
London obliged if you would book him accommodation ... glad to
visit your factory and view the merchandise ... special requirements ...
Here what's this about 'special requirements'? What do they mean by
that?
xon: He snam. 3ro enncrnennax saraxa. O +rom ronopnnoct n n
nepnonauantnom nnctme-sanpoce.
Grant: I don't much like the sound of that. What do they mean by 'special
requirements'? I suppose we'll soon find out. What's the method of
payment?
xon: Mt norpeonann esorstnnt axxpenrnn, nornepxennt
Hononcxnm anxom. Mt yxasann nent n mecrno nanmre, no +ro,
xoneuno, ycnonno. To ecrt npn ycnonnn, uro sa ocnony epercx
xornponxa no omennomy xypcy na ent ee npeocrannennx, nnmc-
mnnyc rpn nponenra. Mt yem samnment, axe ecnn, nanpnmep,
xypc nanmrt Apaxn ynaer no ornomennm x ]ynry crepnnnra.
Grant: Hmm! Is Peter happy about delivery dates?
xon: a, mt cmoxem ynoxnrtcx n cpoxn. 3ro norpeyer orpomno
paort no uacrn nnannponannx.
Grant: Well, you'll arrange some sort of meeting for us all then?
Have you booked their representative into a hotel?
xon: 3axasan. ymam, uro nao npeocrannrt n ero pacnopxxenne
mamnny n nemnoro noxasart emy crpany.
Grant: All right. But you'd better find out more about the special
requirements. It may be some condition we can't fulfil.
Exercise 3
Listen to the following extract from the conversation between Grant and
John, which shows how the situation progressed after Mr. Mahawi, the
government representative, arrived and was entertained royally. Try to
complete the gaps, 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 business
is mass-produced !
John: I said we'd . It's for the . They are prepared . It
would be additional to .
62
Grant: Don't be ridiculous. We've dropped of line from . That
was part of .
John: Couldn't make it?
Grant: That ?
John: Yes. He's of the old school. Look at he made
. You said at the time we introduced , during , that
redundant Well, here's he can be on, and he'd be
delighted to do it. He'd produce a magnificent , it'd be the
envy of all and a splendid advertisement for us.
Grant: Well, you have committed us to it, so we must , I suppose.
Exercise 4
a) the advantages and disadvantages of the order under discussion for
Harper & Grant Ltd.;
b) the requirements of the supplier as to the method of payment;
c) the special requirements of a buyer and the way the supplier managed
to meet them;
d) measures taken in order to guard against a loss owing to currency
fluctuations.
2. Recount the situation as if you were Hector Grant. Account for your
choice of the terms of payment and delivery and the reason why you
agreed to a lower price.
3. Suppose you are Mr. Mahawi, the government representative. You are
making arrangements to order goods from Harper & Grant Ltd. Speak
about the particulars of the quotation, the terms of payment and
delivery.
4. Act out
a) a conversation between Mr. Mahawi and John Martin. Discuss the
quotation, terms of payment and delivery. Try to bargain.
b. an imaginary talk between Mr. Mahawi and his Minister after the visit
to Harper & Grant Ltd.
63
Unit 17 The New Board of Directors
Phrase list
to upset the balance of power
to postpone the possibility (of a takeover)
to be over-weighed with somebody / something
to be tempted away by somebody
budgetary control
to introduce monthly accounting by cost centres
to draw up quarterly accounts
to sound somebody out
to have everything ones own way
to balance somebodys power
to put something forward
the Rules of Association
the qualification holding
to put somebody in the picture
to offer somebody a directorship
to be a counter to somebody
to draft (suitable) minutes about proposals
to table recommendations (on budgetary control)
to give an outline of something
to do the accounts
to reduce personnel
64
Task I
1. What changes occurred in the structure of the capital of Harper & Grant
Ltd. after Hector Grant postponed the possibility of a takeover?
(to buy two hundred and fifty more shares in the company; the
remaining two hundred and fifty shares; the rather dynamic owner of a
neighbouring mattress factory; to own a large proportion of the shares;
be asked to join the Board)
2. In what way did the death of the Chairman, Ambrose Harper, upset the
balance of power on the Board of Directors of Harper & Grant Ltd.?
(to become the next Chairman; the present members of the Board;
Chairman and Managing Director; to be invited by the Board to
become a director; to attend Board meetings; to leave somebody to act
for somebody; the Company Secretary)
3. Why does Peter think it is high time John Martin was made a director?
(to have a very successful year; to increase sales by almost forty per
cent in the two years; to join the firm; to be an added support for
himself; to be overweighed with somebody; to have an up-to-date
outlook on business; to be tempted away by somebody; to make it
worth somebodys while to stay)
4. What changes in financial control does William Buckhurst initiate?
(to discuss budgetary control; to attended a course on something;
to introduce monthly accounting by cost centres; to have information
about the company's trading position more accurately and more often
than at present)
5. How does William Buckhurst explain the necessity of monthly accounts?
(to be the forward plan; to spend, to make and to sell during a specific
period; a record of what has actually been bought, sold and spent; to be
drawn up every three months in a financial year; to discover the profits
and losses more often to keep a firmer control; modern management)
65
Task2
noneprartcx conasny yrn n
pyrym xomnannm
cocrannxrt exexnaprantnte
oruert
enart nce no-cnoemy Hpannna unencrna n xomnannn
xparxoe nsnoxenne uero-nno napymnrt pannonecne cnn
npenoxnrt xomy-nno mecro
npexropa
sanecrn npenoxennx n nporoxon
ornecrn yrposy saxnara pyxo-
nocrna xomnanne xem-nno
pacnpocnrt (npomynart) xoro-
nno;
trt npornnonecom xomy-nno ypannonecrt ute-nno nnnxnne
coxparnrt mrart trt neperpyxenntm uem-nno
nxono aptep ycnonnx unen-
crna n axnnonepno xomnannn
nnecrn (nonoxnrt na cron)
npenoxennx
xonrpont sa ntnonnennem
mxera
nnecrn xoro-nno n cocran
ecrnymmnx nnn
npononrt ananns cocroxnnx
yxranrepcxnx cueron
nnecrn exemecxunym oruernocrt
no yuerno-xantxynxnnonntm
nopasenennxm
Task 3
Exercise 1
You are going to hear a talk between Peter Wiles and John Martin.
1. John Martin didnt deny that Harper's death had caused a big change in
the control of Harper & Grant Ltd.
2. Hector Grant is a strong personality and Harper couldn't have everything
his own way while he was Chairman; Peter wanted to balance H.G.s
power a bit by having John on the Board.
3. John Martin was asked to join the Board now that he owned more
shares.
4. Peter Wiles had a chance to get John elected, because H.G. wanted to
strengthen his position in case A.Wentworth tried to make things go his
way.
66
5. The Rules of Association drawn up by H.G. state that the qualification
holding is only two shares.
6. As a director Peter held only two shares while his mother nine hundred
and ninety-eight
Exercise 2
Listen to the following extract from the conversation between Grant,
Buckhurst and Peter, which shows how the situation progressed. Try to
Grant:
What's the next item , William?
William
Buckhurst:
We've got of Alfred Wentworth, of Wentworth &
Company. He ought to join the Board.
Grant:
It's unfortunate, but he now owns that his
election is inevitable. Don't put that , William!
Peter:
I would like to propose that , John Martin, should
also be asked . In the time he has been here he has
and done much . I think if he was made
his advice would be invaluable.
Grant:
Well, perhaps next year I...
Peter:
Be careful. H.G. You don't want . There must be a
lot of companies who'd be him . We can't
afford .
Grant:
What do you think, William?
Buckhurst:
It might be a good idea the support , H.G.
Grant:
Very well. As the character is changing so
completely, this is probably ... . John would be
to Wentworth. If everyone agrees...
Peter:
Yes.
Buckhurst:
Agreed.
Grant:
William, will you draft about these then?
Buckhurst:
Yes, I will.
67
Exercise 3
Grant: Now the next item on the agenda is to consider a report with
recommendations tabled by you, William, on budgetary control. Perhaps
you'd like to give us an outline of your proposals.
Faxxepcr: Kax nam nsnecrno, x neanno npocnyman xypc no ]nnanconomy
yuery n n pesyntrare uero x npnmen x ntnoy, uro nam neoxonmo
npononrt ananns cocroxnnx yxranrepcxnx cueron uame, uem ceuac.
Grant: At present the accounts are done every quarter.
Faxxepcr: a, no noxnaprantnte oruert ne nosnonxmr necrn onee
erantnt xonrpont mxera. Ecnn xomnannx neoxnanno nonecer
ytrxn, mt onxnt trt n cocroxnnn nemenenno orpearnponart na
cnryannm. Ecnn mt ne orpearnpyem cpasy xe, ro moxem npocro ne
ycnert npeornparnrt eme ontmne ytrxn.
Grant: Well, if sales go down, we reduce stocks, which means cutting
down purchases and, if necessary, we reduce personnel.
Faxxepcr: Koneuno, no nn]opmannm mt onxnt nce-raxn nonyuart
ropaso oneparnnnee, uem ceuac. Ecnn npntnt nauner coxpamartcx
- nnn or npoaxn rorono npoyxnnn, nnn c oopora xannrana, - ro,
nosmoxno, nao yer nonxrt nent, coxparnrt nponsnocrnennte
sarpart n r.. Ho nx +roro mt onxnt nmert narorone nyxnym
nn]opmannm.
Grant: What do you propose?
Faxxepcr: t xoren noennrt ncm ]npmy na yuerno-xantxynxnnonnte
nopasenennx.
Grant: What does all this mean?
Faxxepcr: Kaxt menexep yer orneuart, no xpane mepe, sa ono
yuerno-xantxynxnnonnoe nopasenenne. B ero oxsannocrn yer
nxonrt cnoenpemennoe npornosnponanne oxoon n pacxoon +roro
nopasenennx. 3arem mt cneem pacuert ncex nopasenenn
nmecre. Oopennte ncemn namn, onn n cocranxr roono mxer
nnn ]nnancont nnan name xomnannn. Ecnn peantnte oxot n
pacxot yyr snaunrentno pacxonrtcx c sannannponanntm
mxerom, ro ornercrnennocrt sa +ro yer necrn menexep annoro
nopasenennx, n emy npnercx oxcnnrt nam npnunnt raxnx
pacxoxenn c npornosom n npnnxrt coornercrnymmne mept.
Grant: Will you let us have more details about this budgetary control,
exactly how it would operate and so on?
Faxxepcr: Koneuno.
Grant: Now let's get on. The next item on the agenda is a recommendation
that we buy two lorries for the Transport Department...
68
Exercise 4
a) How could Ambrose Harpers importance in the company be defined?
b) What are the advantages of J.Martins 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 you
plan for the future?
4. Give a lecture on the structure of the share capital in Harper & Grant Ltd.
before and after Ambrose Harpers death. (See Illustration 1 below)
5. Act out
a) a conversation between Peter Wiles and John Martin. Discuss the pro
and contra of the introduction of monthly accounting by cost centres;
b. a talk between Hector Grant and William Buckhurst before the Board
meeting about the changes in the board that are to be made.
Illustration 1
69
Unit 19 Auditing the Accounts
Phrase list
to approve the accounts
to ensure that somebody is reporting correctly
to be in private practice
to be exempt from having to publish the accounts
Profit Statement (a Trading and Profit and Loss Account)
Balance Sheet
Directors Report
to deduct overhead charges
depreciation on plant and buildings
the capital employed
issued share capital
retained earnings
fixed assets
trade investments
compilation of net current assets
less liabilities
The totals must agree.
current liability
stock valuation
to go into things
to be listed as goods paid for
to find no/the record of payment
to buy something on a sale or return basis
to make out cheques to somebody
to total up the value of the cheques
to pay in the staff members cheques
to draw out an equivalent sum of cash with the cheque
a withdrawal on the bank statement
a paying-in voucher for the date
to be a fiddle
to query the figure
to draw somebodys pay in advance
70
Task I
1. What is the main task of the auditors?
(to approve the accounts of a limited company; to act on behalf of the
shareholders; to ensure that the directors are reporting correctly; the state of
affairs of the company; to judge whether the directors are managing the
company efficiently; to judge for themselves)
2. Why has H.G. changed the firm auditing the firms accounts?
(to audit the accounts of Harper & Grant; to be in private practice as an
accountant; to be appointed; a privately owned limited company; to be
exempt from something; to publish accounts; to have the accounts audited
by independent auditors; to be connected with the company)
3. What is W. Buckhurst responsible for?
(to be Company Secretary; to be responsible for something; the period in
question; to be ready for checking; to make a bad impression; the accounts
department; to supply immediately any information wanted by the auditors)
4. Which three documents are in the focus of the auditors attention?
(to be satisfied; the Profit Statement; the Balance Sheet; the Directors'
Report; a Trading and Profit and Loss Account; to arrive at the profit for
the year; to start with net sales or income; to deduct the cost of materials,
work and overhead charges; to leave a trading surplus; depreciation on
plant and buildings; auditors' fees; administration and selling costs; to
produce the net profit or loss; a summarised statement; the amount of
funds employed in the business; to derive the funds from some sources)
5. What does the Balance Sheet show?
(to list the capital employed; the issued share capital plus reserves and
retained earnings; the total cost of fixed assets; trade investments; a
breakdown of net current assets; cash and stocks, plus what the firm is
owed by its customers, less its liabilities; to be shown as a trade 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 the
company; to check against the suppliers' invoices; the value of
commodities; to fluctuate; a company's stock; work in progress; finished
stock; the volume of all stock is changing daily, if not hourly; to be taken
at cost price or market price, whichever is the lower)
71
Task2
nmert uacrnym npaxrnxy nnnxart n cyrt ena
+mnrnponannt axnnonepnt
xannran
cnonte annte o ooporntx
cpecrnax
nocnanne pyxononrenx ]npmt
axnnonepam
npexnnrt x onnare n anx uexn
corpynnxon
oruer o npntnxx n ytrxax ecrnonart or utero-nno nmenn
nepacnpeenennax npntnt nonneuennt xannran
noxynart na ocnone nosnparnocrn
(nsxrt na peannsannm / na
xoncnrnannm)
npnxont opep, (xnnrannnx
pacnncxa, xnponxa) o nnecennn
nnarexa na onpeenennym ary
anancont oruer xparxocpounte oxsarentcrna
(ne) narn sannct o onnare Oe cymmt onxnt connaart.
ocnonnte ]ont (cpecrna) ntuecrt naxnante pacxot
pennsonart, nponepxrt cuera sanpamnnart nn]py
uncnnrtcx (trt yurenntm) n
xauecrne onnauenntx ronapon
cnxrt c anxoncxoro cuera coor-
nercrnymmym cymmy no uexy
trt ocnooxenntm or
ornamennx cueron
amoprnsannx sann n
oopyonannx
xannranonnoxennx, ]nnanconte
nnoxennx
axrnnnoe canto ropronoro
ananca
nocunrart cymmy no uexy
(nonrt ananc)
trt omanom
(momennnuecrnom)
sa ntuerom oxsarentcrn nonyunrt onnary anancom
onenxa sanacon ronapntx
marepnantntx nennocre
cnxrne cymmt cornacno ntnncxe
c anxoncxoro cuera
Task 3
Exercise 1
You are going to hear a talk between William Buckhurst and Mr. Brent.
1. Having spent three hours at the books in Harper & Grant Ltd., the chief
auditor asked the chief accountant to go into two small things so that
Hector Grant could try and get the information straight away.
72
2. The chief auditor started with the stock valuation and was puzzled by
the figure for paint: it was listed as goods paid for, but he could find no
record of payment.
3. Harper & Grant always buy paint on a sale or return basis and pay for it
each quarter as we use it so Mr. Buckhurst presented a cheque for the
total amount.
4. The chief accountant admitted his fault for the anomaly in stock
valuation because it was him who accepted the figure in the Stock
Department and they had forgotten the sale or return arrangement and
put the paint in the wrong column.
5. Another anomaly was the cheques made out to members of the staff.
6. Clerks in the accounts department often cash cheques for staff as a
service, the cheques are made out to the company by the individuals.
7. The chief accountant totals up the value of the cheques, comes to the
cashier for a company cheque for the same sum, and then goes to the
bank.
8. The staff members' cheques are paid in and an equivalent sum of cash is
drawn out with the company cheque when the representative of the
company goes to the bank..
9. According to the paying-in vouchers the amount paid in is less than the
amount drawn out but the bank statement didnt reflect it, which
surprised Mr. Brent.
10. There was the difference of fifteen pounds between the amount paid-in
and drawn out of the company.
Exercise 2
Faxxepcr: A, onant
Donald Kennet: You wanted to see me, Mr. Buckhurst?
Faxxepcr: a, onant. V nac ryr onn nonpoc. On nosnnx y aynropon.
Moxer trt, nt cmoxere nomout.
Kennet: Oh, yes. I certainly will if I can, sir.
Faxxepcr: Bt otuno xonre no nxrnnnam n anx onannunnart uexn
nepconana, a?
Kennet: Yes, Mr. Buckhurst.
Faxxepcr: He mornn t nt ncnomnnrt, tnn nn cnyuan sa nocnenne
necxontxo mecxnen, xora t nt rya ne xonnn?
Kennet: Er... I was away for my holidays in the summer. I think that was the
only time I didn't go.
73
Faxxepcr: a, +ro tno n anrycre, rax? A +ra nn]pa, n xoropo on comne-
naercx, ornocnrcx x oxrxpm n eme onn cnyua n nmne.
Kennet: What occasion do you mean? What are you referring to?
Faxxepcr: Aynrop onapyxnn, uro n +rnx nyx cnyuaxx co cuera tno
cnxro ontme ener, uem nonoxeno na cuer. He mornn t nt
oxcnnrt, no xaxo npnunne?
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?
Faxxepcr: Koneuno. Bor onn.
Kennet: Thank you.
Faxxepcr: A nor na npnxontx opepa o nnecennn nnarexe na +rn
art. Oa sanonnent name pyxo, nonaram.
Kennet: Yes... but I don't understand...
Faxxepcr: Cnxrax cymma, cornacno ntnncxe c anxoncxoro cuera, onxna
trt nannunocrtm nx ntnnart nepconany, rax xax oa pasa +ro tnn
enncrnennte cymmt, cnxrte co cuera. Bt ne ymaere, uro nt xaxnm-
ro opasom mornn norepxrt onn ns uexon, xoropte nt onannunnann?
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 ...
Faxxepcr: Houemy nt ne npnmnn xo mne n ne nonpocnnn o nomomn, ecnn
oxasannct n ee? Hnn nt mornn oparnrtcx x nauantnnxy orena
xapon. Mt mornn t ycrponrt nx nac ntnnary sapnnart anancom.
Ho +ro +ro noponcrno.
Kennet: I didn't mean to steal it. I was going to pay it back. I intended to pay
it back. I didn't mean to be dishonest, really I didn't ...
Exercise 3
Listen to the following extract from the conversation between Buckhurst
and Brent, which shows how the situation progressed. Try to complete
the gaps, using no more than three words in each case.
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 anomalies
found in stock valuation and in the cheques made out to members of the
staff.
3. Suppose you are Donald Kennet. Do you find it fair to dismiss you?
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 the
pro and contra of stock valuation;
b) an imaginary talk between Buckhurst and Kennet after the
dismissal;
c) a conversation between Brent and Buckhurst. Discuss the
anomaly with the withdrawal on the bank statement.
75
Unit 21 Debtors
Phrase list
to chase up bad debts
Retail / wholesale business
to do business on a cash basis / on credit
to defer payment
the amount (total) due on a particular transaction
to receive long/short credit
to offer an inducement to somebody
to become insolvent
debt collector
to be a good credit risk
to write to the bank for a reference
to get a drive on
to get payment on one or two of outstanding accounts
retailer
overdue accounts
to default
to put a professional debt collector on to collect debts
to bring in a third party
to use legal pressure
the salary scheme
to pay a basic salary supplemented by a commission on sales
a graded salary based on sales quotas
to make an estimate on something (probable volume of sales)
to keep up to the quota / to surpass the quota
76
Task I
1. On what basis is business usually done?
(retail business; wholesale business ; to do business on a cash basis; to do
business on credit; to collect debts; to chase up bad debts; money which
has been owed to the firm for a long time)
2. On what terms does H&G Ltd. do business?
(to give credit; to defer payment; an individual sale; to send an invoice to
the customer; a list of the goods delivered; the amount due on a particular
transaction; to be sent an account; to show the total amount due)
3. In what way are due payments stipulated?
(to receive long credit from the suppliers; to give short credit to the custo-
mers; to be fairly common; to offer an inducement to customers; to pay
earlier than somebody needs; to offer a discount; to pay slightly less; to
pay within ten days of the date of invoice)
4. Do debtors always pay back? Why? What happens if not? What can
be done to overdue accounts?
(the debtor cannot pay; to get the money; to supply the firm with goods; to
become insolvent; to run the firm; to be dishonest; accounts not paid in
time; overdue accounts; a sales representative; to collect the money; to
make enquiries; to employ a professional debt collector)
5. Why do companies try to avoid being bad payers?
(to get a reputation for being a bad payer; to get supplies on credit; to give
information about the financial situation of a company; to judge
something; to be a good credit risk; to suggest that a supplier writes to
their bank for a reference)
77
Task2
crart nennarexecnocontm nponsnonrt pacuert nannuntmn
posnnunax ropronnx ornoxnrt nnarex (nnarnrt ne cpasy)
onronax ropronnx npocpouennt, nenstcxannt cuer
nonyunrt onro -
(xparxo)cpount xpenr
nanomnnart o onrax, anno
nonexanmnx noramennm
xpenr c ntcoxo crenentm
nosnparnocrn
opamartcx n anx sa
pexomenanne
ne ntnonnnrt nsxrte na cex
]nnanconte oxsarentcrna
nonyunrt nnarex no neonnauenntm
cueram
nocunrart npnnnsnrentnt
oem npoaxn ronapon
n]]epennnponannax sapnnara,
ocnonannax na one c npoax
nponsnonrt pacuert n xpenr npnepxnnartcx xnort
cymma npnunrammaxcx no
anno cenxe
nnarnrt asonym cranxy nnmc
onm c npoax
npnrnacnrt rpertm cropony sannmartcx uem-nno nnnornym
npentcnrt xnory cncrema oprannsannn onnart rpya
ynonnomouennt no
nstcxannm saonxennocre
npenoxnrt noynrentnt mornn
(sannrepeconart)
Task 3
Exercise 1
You are going to hear a talk between W. Buckhurst and Ch. Thorn.
1. Harper & Grant Ltd. give credit only for thirty days.
2. Doing business on retail basis Harper & Grant mean that payment may be
deferred until the end of the month following that in which the goods
were delivered.
3. Bush & Green, the retailer, has owed Harper & Grant Ltd. seven thousand
pounds for office furniture for over nine months.
4. Mr. Buckhurst states that the firm send out the accounts at the end of
every month.
78
5. The chief accountant decides he will get the sales representative in the
south-west, Mr. Shuttleworth on to the debt of Bush & Green because its
time they did something drastic about this lot.
6. Christopher Thorn heard that Mr. Shuttleworth was going to a different
region but it was only a rumour.
7. Harper & Grant Ltd. can put a professional debt collector on to collect
some of the debts but W. Buckhurst is against that until they've done
everything they can do themselves to get the money.
8. Christopher Thorn had sent a couple of rather strong letters to Bush &
Green and there was a reply from the firm saying they had gone bankrupt.
Exercise 2
Faxxepcr: 3axonre, noxanycra, m-p Barnnopr. Bt yxe nnennct c
mncrepom Maprnnom?
Shuttleworth: Yes, I have, Mr. Buckhurst. He's just told me about my new
area. He told me to come and see you about the new salary scheme.
Faxxepcr: A on oxcnnn nam uro +ro osnauaer?
Shuttleworth: Not really.
Faxxepcr: Hy, xax nt snaere, namn ropronte arenrt o cnx nop
nonyuann asonym cranxy nnmc xomnccnonnte or npoaxn
ronapa. Hono cncremo onnart yer n]]epennnponannax
sapnnara, ocnonannax na one c npoax.
Shuttleworth: What really interests me is whether I shall earn more money or
less!
Faxxepcr: ymam, nt ynnnre, uro nsmenenne yer n nyumym cropony.
Mt nnnmarentno ocneonann nce namn paont, nocunrann
npnnnsnrentnt oem npoaxn ronapon n, coornercrnenno,
pasmep name sapnnart. Enncrnennoe, uro nam nyxno yer
enart - +ro npnepxnnartcx nameuenno xnort nnn, eme nyume,
npentcnrt ee. Hpome ronopx, nt moxere paccunrtnart na onee
ntcoxym asonym cranxy.
Shuttleworth: I see.
Faxxepcr: Mt ceuac nocrenenno nnonm +ry cncremy n nnnm, uro
namnm roprontm arenram ona npannrcx ontme. A xax nt
ornocnrect x nepenoy n mro-sanant paon?
Shuttleworth: Oh, I'm very pleased. I think it's about time I had a new area.
79
Exercise 3
Listen to the following extract from the conversation between Buckhurst
and Shuttleworth, which shows how the situation progressed. Try to
Buckhurst: You did very well about that matter of . We didn't
even know that had moved. How did you find out
?
Shuttleworth: Oh, an amazing bit of luck, really. I Bush & Green
in several shops near . There's a cafe at that address
now. I suspected the people who , because they
acted strangely when I asked them with any letters
that came for . The chap hesitated quite a long time
before he said that he sent them all back to . I was
sure he was lying.
Buckhurst: What was the bit of luck?
Shuttleworth: Well, I thought I'd try , and I got into conversation
who owns the bookshop . While I was talking
to him I noticed was open, and inside I could see
what looked very like one of . He said he'd bought it
in Wilminster, that's a little near by. Well, I took the
and I telephoned . He checked that it was one of
we'd supplied to . Then I got to give
me . He'd bought the cabinet who called
themselves Windel & Riddel. Windel & Riddel indeed! Huh!
Buckhurst: What did you ? You realise, of course, that Bush &
Green might have first to this firm?
Shuttleworth: I didn't think so. I was sure it was operating under a
different name.
Buckhurst: Did you go and ?
Shuttleworth: I certainly did. And I presented to them.They pretended
they didn't it. But then came in, and he .
I'd from him originally. He went at once to write out
, and he asked me about it. What do you think
we ?
Buckhurst: Well, we've got , but there are probably a lot of
who have been done in the same way. I think it's our
duty to . And, Shuttleworth, we must take in
the future before we on credit.
80
Exercise 4
a) What is the usual term of payment for creditors in Harper and
Grant Ltd.?
b) Can the payment be deferred?
c) How often does the firm send out the accounts?
d) Are there any ways to collect bad debts?
e) Why to bring in a third party, or to use legal pressure is a sure
way to lose a customer?
f) In what way will the salary scheme be changed for sales reps.?
g) In what way was the bad debt of Bush & Green chased up?
2. Give a brief outline of the situation as if you were
a) William Buckhurst;
b) Christopher Thorn;
c) Mr. Shuttleworth;
d) Representative of Bush & Green.
3. Act out the dialogues between
a) Christopher Thorn and William Buckhhurst about the necessity of
chasing up the outstanding debts;
b) W. Buckhurst and Mr. Shuttleworth about the new salary scheme;
c) Hector Grant and William Buckhurst about debtors and the activities
of sales representatives.
81
Unit 23 Insurance
to be hi-jacked
to insure oneself against loss or damage to ones property
insurance broker
a syndicate of underwriters
to arrange a blanket insurance
a comprehensive policy
to make a statement at the end of an accounting period
to pay the premium as a percentage of the total value of all goods handled
to employ a firm of adjusters
to assess or value the loss or damage
the full insured value of the goods or property
to take into account the depreciated value
to be a write-off
Act of God = insurance on a contingency basis
the injured party
to take out a policy
to put in a claim
to meet the claim
to be tipped off
to be covered by a blanket insurance policy
to salvage the lot
to be liable
to violate the regulations
Notes:
insurer - crpaxonmnx, crpaxonoe omecrno
insurant - crpaxonarent, nnno, ntnnaunnammee crpaxonte nsnoct
life insurance - crpaxonanne xnsnn
insurance against all risks - crpaxonanne or ncex pncxon
82
Task I
1. How can a firm insure itself against loss or damage to its property?
(to take out an insurance policy; to insure the goods or property against
something; to arrange insurance with a syndicate of underwriters; to
cover everything; a comprehensive policy; blanket insurance)
2. What is the mechanism of insuring the goods?
(to make a statement at the end of an accounting period; to do something
once a month or once a quarter; the total value of all goods handled; to
pay the premium; to pay something as a percentage of the total value of
goods)
3. What is mentioned about Harper & Grants insurers?
(a syndicate of Lloyds underwriters; to be a huge insurance organisation;
insurers; to work independently; to be grouped in syndicates)
4. What are adjusters? In what way does their work differ from that of
underwriters?
(to employ a firm of adjusters; to assess or value the loss or damage; the
full insured value of the goods or property; to take into account; the
depreciated value)
5. Is the hi-jacked load of Harper & Grant Ltd. covered by any insurance
policy?
(to be a write-off; to be a total wreck; to be impossible to repair; to
concern somebody; to hire vehicles; to replace the load; to be wanted
urgently)
6. Is it possible to insure the goods or property against anything that could
happen?
(to be an all-risks policy; to insure the goods or property against almost
anything that could happen; to put in some exceptions; outbreak of war;
Act of God; to be considered a normal risk).
7. What are the steps of taking out an insurance policy?
(to takes place; the injured party; to put in a claim to the insurance
company; to agree to pay; to meet the claim; to take out a policy; to
put in a claim; to agree to meet the claim)
83
Task 2
sacrpaxonart cex na cnyua
nonno yrpart nnn nanecennx
ymepa u-n nmymecrny
nanxrt ncnamepa (]npmy-
perynnponmnxa / ntnepmnxa) nx
paccneonannx crpaxonoro cnyuax
cocrannrt oruer na xonen
nepnoa oruernocrn
onennrt pasmept yrpart nnn
ymepa
nnarnrt nsnoct n nponenrax
or omero oema npoyxnnn
ror, xro npnnnmaer na cex
crpaxono pncx
npnnxrt no nnnmanne
ocrarounym cronmocrt
nmymecrna (ananconym
cronmocrt sa ntuerom nsnoca)
Axr nponnennx (Foxtx nonx),
- ]opc-maxop, npnpont
xaraxnnsm, crpaxonanne na cnyua
upesntuantx ocroxrentcrn
nonexart nonnomy cnncannm nonnc omero crpaxonannx
npexnnrt nperensnm, noart
xaccannonnym xanoy
sacrpaxonartcx, npnopecrn
crpaxono nonnc
onnarnrt cymmy, yxasannym n
nperensnn (rpeonannn,
xanoe ) / yonnernopnrt
saxnmunrt oronop o omem
crpaxonannn (necxontxo npemeron
cocrnennocrn)
nocrpaanmax cropona nonnax cronmocrt sacrpaxonannoro
ronapa nnn nmymecrna
Task 3
Exercise 1
You are going to hear a talk between W. Buckhurst and Peter Wiles.
1. The gang had been tipped off that a lorry belonging to Andersons would
be coming through the way with a valuable load of office furniture.
2. A hi-jacker must have thought Andersons' driver was lying for some
reason that he had a load of office desks and filing cabinets.
3. The driver was taken to a farm a long way from the main road and held
there for seven weeks before the gang released him. Then he had to
walk six miles before he found a policeman.
4. Nobody knows what the robbers did with the lorry and how it became a
total wreck.
84
5. The insurance of the load is very simple and there was no need to
inform the insurance brokers when the theft was reported because all
goods delivered for Harper & Grant Ltd. within the United Kingdom are
covered by a blanket insurance policy.
6. Lloyds underwrote the policy, i.e. Harper & Grant Ltd. are insured with
a syndicate of Lloyds underwriters.
7. Someone from a syndicate of Lloyds underwriters will go up to inspect
the damaged goods to give an opinion about their value.
8. The main problem in this situation is that Harper & Grants insurers
seem to think the desks and chairs may not be too badly damaged.
9. William Buckhurst thinks someone from the firm ought to go up and
give the managers an opinion of the damage.
10. Peter would like to go up there himself and have a look in spite of the
fact that it's miles from a main road, right up in the Moorland Valley.
Also there isnt much to do at the office at the moment and he can go.
Exercise 2
Listen to the following conversation between Christopher Thorn and
Mr. Roberts . Look at their remarks given below at random. Put them in
the order they appear in the Unit. Supply the remarks with the names of
their authors. Fill in the grid below.
A May I ask who you are and what your business is up here?
B Ah, how do you do. My name is Thorn, I work for Harper & Grant.
C Good morning. Nice morning for a country drive, isn't it? Oh, what a
mess that lorry's in.
D Oh, yes, your firm is making the claim.
E My name is Roberts. I represent Brown & Johnson, Insurance Adjusters.
I've been asked to investigate the damage to the load which this lorry was
carrying.
F Well, I might ask you the same question.
1. 2. 3. 4. 5. 6.
85
Exercise 3
Listen again and see how the conversation between Christopher Thorn
and Mr. Roberts progressed. Try to complete the gaps, using no more
than three words in each case.
Christopher
Thorn
Well, let's . I was warned that might have jammed.
Mr. Roberts I don't think are too badly damaged. I think it to
salvage
3
the lot. These dents could knocked out, and these
desks .
Christopher
Thorn
Oh, I don't think , Mr. Roberts. Look , it's . We'd
never be able . And . Look at them! They must have
been for some time. They to be stripped down and .
Mr. Roberts H'm, well, I think I might recommend ... . Hello! What's this
?
Christopher
Thorn
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 the
General Workers' Union, to in this vehicle to any person
not of Andersons Transport Company. You realise ?
Christopher
Thorn
Sorry, no, I don't.
Mr. Roberts Didn't the driver that he to this man ?
Christopher
Thorn
Yes, I believe he did. But I don't see...
Mr. Roberts I think will find, Mr. Thorn, that Andersons, , should be
held responsible to their customers' goods in transit if is
caused on the part . Of course, it will depend your
firm has , but I don't think need be liable at all.
86
Exercise 4
Consider the following points. Share your ideas with a partner or a
small 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 the
damaged cargo.
8. Report on your visit to Moorland Valley as if you were Christopher
Thorn, focus your attention on the difference in opinion between
Christopher Thorn and Mr. Roberts on the value of damage to the
equipment.
9. Act out the dialogue between
a. Peter Wiles and William Buckhurst
b. Peter Wiles and Christopher Thorn before his trip to Moorland
Valley
c. Christopher Thorn and Mr. Roberts
d. Peter Wiles and Christopher Thorn after his trip to Moorland
Valley
87
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
88
APPENDIX 1
Whos Who in the Company
Harper, Ambrose, Board of Directors Chairman.
Grant, Wingate, late Managing Director, Hector Grants father.
Grant, Hector, present Managing Director the executive director in charge
of the day-to-day running of the company
Wiles, Peter, Production Manager executive in charge of production of
goods in the factory; son of Mr. Grants sister - Hector Grants
nephew, later Director.
Martin, John, Sales Manager executive in charge of promoting sales of the
firms goods
Corby, Elizabeth, Hector Grants efficient secretary
Fielding,Ted. Works Manager.
Buckhurst, William. Company Secretary, F.C.A. (a Fellow of the Institute of
Chartered Accountants)
Thorn, Christopher, Management Trainee.
Mr. Roberts, Representative of Brown & Johnson, Insurance Adjusters
Mr. Baker, Chief Clerk in the General Office
Fenella, inexperienced shorthand typist
Jane, secretary of Peter Willes
Mr. Windsmore, applicant for a job of an advertising manager
Harvey, Joanna. Advertising Manager
Mr. Scott, representative of Smith-Weston Consultants Ltd.
Ian Hampden, Ian. Personnel Manager
Green, Jack. Shop steward
Smith, an operative
Mr .Brewer, Bank Manager
Mr.Wentworth, the owner of the rival company (mattress-makers)
Mr. Brent, Chief Auditor
Donald Kennet, a clerk
M.Shuttleworth, Sales Representative

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