Match the phrases on the left with an appropriate explanation on the right. Fill in the grid below.

1.	to open up a new market	A	Dates on which a firm promises to deliver goods. If the goods do not arrive on time the firm has failed to meet the delivery dates.
2.	income per capita	B	Permission given by a government to bring goods into a country.
3.	Board of Trade	C	Unnecessary formalities. So called from the tape used by lawyers to tie up legal documents.
4.	delivery dates	D	Different ways of getting the goods to the buyers. This may be direct to government departments, to retailers or through wholesalers.
5.	tariff	E	A government tax levied, put, on goods entering a country.
6.	duty	F	Average income, money earned, per head of the population.
7.	import licence	G	(market research). An investigation during which information is collected in the field by means of interviews. A report is then prepared on possible demand: type of consumer, buyer; methods of selling; number of rivals; what sort of packaging is preferred, etc., in any country or area where a company wishes to begin trading. A desk survey would be done in the office by using all statistical information available.
8.	agent	H	An import tax charged or levied by the importing country.
9.	channels of distribution	I	Develop a new market, start one up. (Market: an area where goods can be sold).
10.	field survey	J	A BritishGovernment Department which deals with trade and commerce.
11.	red tape	K	One who acts for a person or business. In this case it means a resident in a foreign country who acts for, or represents, several companies abroad. He works for a commission, that is, a payment of a percentage on the value of goods coming into a country.
1.	2.	3.	4.	5.	6.	7.	8.	9.	10.	11.

POST-LISTENING

A

Say how John Martin answered the major questions put by H.G. Make use of the word combinations in brackets.

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

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

2. Who are the likely competitors of Harper & Grant Ltd. in Abraca?

(to let somebody get somewhere first; to live on old markets)

3. What about tariffs?

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

4. What about shipping facilities?

(direct sailings; to be trans-shiped via Rotterdam)

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)

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

Unit 2

A Visit to the Factory

Phrase list

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

to have somebody on the phone

to make somebody’s fortune

to take somebody / to see round the factory

to get (to fix) an appointment

an office block

the administrative department

the Sales department

the Accounts department

the Personnel department

the Market Research department

the warehouse

to store (the items of) equipment

to keep a stock of the faster-moving items

to meet (urgent orders) from the stock

Works Manager

to come in different sizes (about steel sheets and bars)

to be unloaded on to the delivery bank

a spot welder

to install a conveyor belt

to double (treble) output

assembly shop

to compare favourably with something (about prices)

to furnish the office

to depend on the line

to supply from the stock

requirement(s)

artificial fertilisers

to give a quotation

delivery charges

to be somebody’s deadline

to honour a date

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