Curso Avanzado de Inglés de Negocios



LECCION 10 - PAGINA 2   índice del curso   página anterior   página siguiente



Listening and Checking with Transcription

In this third step, listen to the conversation again while you read the transcription. Finally, read the glossary information, phrasal verbs (highlighted in yellow) and notes at the bottom. This step also means good practice for your reading comprehension skills. To get information in Spanish, just place the arrow of your mouse on any highlighted word without clicking.

New Markets are Vital


(In Peter Wiles's office) 


Hello, Peter! Have you seen the article in The Times this morning about Habraka? It says here that income per capita is rising fast.


I can't keep up with all these newly independent countries. Is Habraka the country that's just found a lot of oil?


That's the one. Apparently they're going to build a lot of new offices in the capital, Djemsa, and I think it might be a good market for our furniture and office equipment.


Ah, the export market. Well, you know what H.G.'s views are on that!


But we must export more, Peter. You really must try and help me to convince Mr. Grant that we're crazy not to look for more foreign business. Will you back me up?


Yes, of course I will; but you know what the boss thinks about exports. He thinks it's all a big waste of time and money for very little profit. Anyway, I'll do what I can.

(In Hector Grant's office. Elizabeth Corby, his secretary, speaks to him)


Mr. Martin to see you, Mr. Grant.


Oh yes, ask him to come in, please, Elizabeth.


Good morning, H.G.


Ah, John, I've been thinking about this scheme of yours to sell our products to Habraka.


Oh, I'm glad.


Yes, it's all very well to say we should export more, but is the expense worth it? Look what happened over our attempt to break into that South American market.


That was because we had that labour trouble at the time and we weren't able to meet our delivery dates. But we can't let that one failure stop us from trying to break into a new market.


You say Habrakan imports are going to rise rapidly. Well, let's have some figures. What are the difficulties? Who are our likely competitors? What about tariffs?


There are tariffs on certain products, but the Board of Trade assure me that our office equipment would not be liable for duty.


What about shipping facilities? It seems there are few direct sailings, and a lot of goods have to be trans-shipped via Rotterdam. And then there's all this red tape involved in getting an import licence.


Well, if I find an agent in Habraka to act for us, we can get him to sort out the import licence.


Have you considered what channels of distribution are needed within the country?


I'll have to find out, but we might be able to sell direct to government departments and oil companies. Maybe we should have a field survey to find out exactly how the firms in Habraka prefer to buy their products.


Field surveys are too expensive.


Oh, I don't agree, Mr. Grant. As you see from my preliminary desk research, Habraka is a young, rich, expanding country. I'm convinced that we can work up a big demand for our goods there.


I'm sorry, John. On balance, I don't think it's quite the right time for this probe. I don't want the expense of sending you out there. You've got plenty to do in the home market.


But surely we ought to go ahead now. Why wait and let somebody else get there first? We can't live on our old markets for ever!


Let's say we have a different way of looking at things.


I'm sorry, Mr. Grant, but I do feel strongly about this. If this is really your policy, then I must think about leaving the firm.


You're being very foolish, John.


Perhaps I am. But, as our opinions differ so much about the future of the firm, perhaps I'd better go somewhere a little more forward‑looking. I'm sorry, H.G.

(In John Martin's office)


Good morning, John. Where were you yesterday afternoon? I tried to contact you all over the place.


I went out for a long drive to cool my temper a bit.


Oh? What happened?


You know H.G. decided not to let me go to Habraka.


Oh no! I thought he'd be bound to agree. I'd have said that particular market was wide open.


That's what I think. Anyway, I just suddenly got fed up with H.G.'s old-fashioned outlook and I resigned.


Did he accept your resignation?


I didn't give him much chance. I was so angry I just walked out of his office.


Excuse me, Mr. Martin, this letter has just come for you from Mr. Grant's office.


What is it, John?


Good Lord! It's a reservation for a first-class return flight to Habraka!





income per capita

Average income, money earned, per head of the population (ingresos por persona).

to keep up with

To keep informed (mantenerse informado, actualizado).

to back someone up

To give support (apoyar, respaldar).


Having sufficient value (valer la pena, digno de).

to break into

To start sales with a new market (introducirse, comenzar a operar en un mercado nuevo).

weren't able to meet

Couldn't satisfy (no pudimos cumplir).

delivery dates

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 (fechas de entrega).


Import taxes charged by the importing country (gravámenes de importación).

Board of Trade

A British Government Department which deals with trade and commerce (Secretaría de Comercio).

liable for duty

Responsible for duty, according to law (sujeto a derechos aduaneros).


Moved, transferred, from one ship to another because there is no direct sailing from the home port to the port of destination (reembarcadas, transbordadas).

red tape

Unnecessary formalities, bureaucratic procedure. So called from the red tape used by lawyers to tie up documents (trámites en reparticiones gubernamentales).

import licence

Permission given by a government to bring goods into a country (permiso o certificado de importación).


Someone who acts for a person or business. In this case it means a resident in Habraka who acts for, or represents, Harper & Grant Ltd. abroad. An agent works for a commission, that is, a payment of a percentage on the value of goods coming into a country (agente, representante exclusivo).

to sort out

To solve (solucionar).

channels of distribution

Different ways of getting the goods to the buyers. This may be direct to government departments, to retailers or through wholesalers (canales de distribución).

field survey

Also 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 or rivals; what sort of packaging is preferred, etc., in any country or area where a company wishes to begin trading (estudio de mercado).

to work up

To build, to develop (generar, desarrollar).

on balance

Taking everything into consideration (bien mirado o analizado).


A preliminary survey of a possible new market (sondeo).

to live on

To continue to live (continuar viviendo de).


Innovative, modern, ahead of the times (innovadora, emprendedora).

bound to agree

Forced to accept (obligado o forzado a aceptar).

fed up with

Disgusted, sick of (harto de).

to resign

To quit, to leave (a job, post, or position) voluntarily (renunciar).


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