• Listen to the talk of business development. • For each question (23-30), mark one letter (A, B or C) for the correct answer. •

M: Oh, dear. I’ve been back three weeks and we still haven’t heard anything from Industria.
F: Well, three weeks is not really all that long, Paul. You have to give Bill Cornell time to check the efficiency of the sample bikes you sold him and to try them out on his customers.
M: Yes, you’ve right, Tara. At least Jack and Tim are still backing me. I must say Tim is an ace salesman. He’s going to go far, you know. But Tom, well ...
F: Don’t worry about Tom. You know it’s in his nature to be skeptical. He’s run Jayal Motors as a small concern for years. You know him, he thinks if it’s small he can manage, keep in touch with the workers~ And be in contact with shop floor. That’s the way he works.
M: Yes, I know all that, but we’ve got to expand.
F: Yes, but don’t you see, my love, if it’s too big he’s afraid that it will no longer be in his hands, that he’ll be alienated from the workers, and the management and the shop floor will become separated. And don’t forget, Paul, he’s invested all he has in Jayal Motors.
M: But we’ve got to expand. If we don’t, we won’t survive. Things have changed, you know.
Tom’s got to realize that technology is here to stay.  Competition is sharp.  If we don’t expand, Tom will lose everything anyway.
F: That’s all fight. You don’t have to convince me, Paul.
M: Oh, look at the time, and it’s 11:15. I must get to the station. Eve Sorrell’s train gets in at 11:30.
F: Well, there you are. Perhaps Eve will bring you some good news.
M: Hardly likely, She’s been in the Far East for the last three weeks. Still, you never know, you could be right.
F: You realize, Paul, that if we do move into the export market, things will get busier. You’ll probably travel more ... We hardly see much of each other now.
M: I see. But if we want to enlarge our business, we have to do so. We gain something while we lose something.
F: It is true. To open up foreign markets, we will meet with a lot more difficulties, such as language, culture conflicts, and so on.
M: I know that, dear. As you know, China is a very big market. You cannot imagine how large it is. We cannot neglect it.
F: I think so. China is a huge country with a very big population. What’s more, China has become a member of the WTO. So it will be more convenient to do business with China, because we observe the same ’rules of games’.
M: You are quite right. It seems to me that we can consider China as our first foreign market.
F: Yes, right. We have to start to learn some Chinese and her culture so that we may meet fewer problems.
M: True.