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 company’s 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 and Mr. Fielding

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 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)

PRE-LISTENING

Task 1

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. 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)

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)

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