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.
Peter Wiles's office)
Hello, Peter! Have you
seen the article in The Times this morning about Habraka? It says
income per capita is rising fast.
keep up with
all these newly independent countries. Is Habraka the country that's just
found a lot of oil?
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.
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?
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.
Hector Grant's office. Elizabeth Corby, his secretary, speaks to
Martin to see you, Mr. Grant.
ask him to come in, please, Elizabeth.
I've been thinking about this scheme of yours to sell our products to
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
I find an
agent in Habraka to act for us, we can get him
out the import licence.
to find out, but we might be able to sell direct to government
departments and oil companies. Maybe we should have a
to find out exactly how the firms in Habraka prefer to buy their products.
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.
On balance, I don't think it's quite the right time for
probe. I don't want the expense of sending you out there.
You've got plenty to do in the home market.
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!
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.
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)
morning, John. Where were you yesterday afternoon? I tried to contact
you all over the place.
out for a long drive to cool my temper a bit.
know H.G. decided not to let me go to Habraka.
I thought he'd be
bound to agree. I'd have said that particular market
was wide open.
what I think. Anyway, I just suddenly got
fed up with H.G.'s old-fashioned
outlook and I
Did he accept your
didn't give him much chance. I was so angry I just walked out of his
me, Mr. Martin, this letter has just come for you from Mr. Grant's
Good Lord! It's a
reservation for a first-class return flight to Habraka!
GLOSSARY & NOTES
income per capita
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
(valer la pena, digno de).
To start sales with
a new market
(introducirse, comenzar a operar en un mercado nuevo).
weren't able to
(no pudimos cumplir).
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).
charged by the importing country
(gravámenes de importación).
Board of Trade
Department which deals with trade and commerce
(Secretaría de Comercio).
liable for duty
for duty, according to law
(sujeto a derechos aduaneros).
transferred, from one ship to another because there is no direct
sailing from the home port to the port of destination(reembarcadas,
bureaucratic procedure. So called from the
tape used by lawyers to tie up documents(trámites en reparticiones gubernamentales).
given by a government to bring goods into a country
(permiso o certificado de importación).
who acts for a person or business. In this case it means a resident in
who acts for, or represents,
Harper & Grant Ltd.
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).
ways of getting the goods to the buyers. This may be direct to
government departments, to retailers or through wholesalers(canales de distribución).
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
(bien mirado o analizado).
preliminary survey of a possible new market(sondeo).
to live on
To continue to live
(continuar viviendo de).
ahead of the times
bound to agree
Forced to accept
(obligado o forzado a aceptar).
fed up with
Disgusted, sick of
To quit, to leave
(a job, post, or position) voluntarily