Angol Szituaciok B2 2008 Gazdasági Nyelvvizsga BGE

BGF NYTK Szitucis gyakorlfeladatok angol kzpfok (B2) szbeli vizsghoz
TARTALOMJEGYZK
Elsz ....................................................................................................................................... 3
1. Working conditions .............................................................................................................. 5
2. Grant to educational institution ............................................................................................. 6
3. Vending machines ................................................................................................................ 7
4. Which supplier? .................................................................................................................... 9
5. Purchasing .......................................................................................................................... 10
6. Local development ............................................................................................................. 11
7. Outsourcing non-core activities ........................................................................................... 12
8. Euro trading ........................................................................................................................ 13
9. EU mobility ........................................................................................................................ 15
10. Taxes ................................................................................................................................ 17
11. Avoiding bankruptcy ......................................................................................................... 19
12. Card safety ........................................................................................................................ 20
13. Investment portfolio .......................................................................................................... 22
14. Transport .......................................................................................................................... 24
15. Tourism Expo .................................................................................................................... 26
16. Accommodation facilities .................................................................................................. 28
17. Equestrian tourism ............................................................................................................ 30
18. Job application .................................................................................................................. 31
19. Guest Loyalty Programme ................................................................................................. 32
20. Complaining ..................................................................................................................... 33
21. Commissions .................................................................................................................... 34
22. Responsible Tourism ......................................................................................................... 35
23. Restaurant franchising ....................................................................................................... 36
24. Event catering ................................................................................................................... 38
25. Outsourcing catering operations ........................................................................................ 40
Useful phrases ..................................................................................................................... 41
to structure the discussion .................................................................................................... 41
to keep up the discussion ..................................................................................................... 42
2
ELSZ
Miben klnbznek a gyakorlfeladatok a vizsgafeladatoktl?
A fzetben tallhat szitucik gyakorlfeladatok a BGF Gazdasgi Nyelvvizsgk kzpfok szbeli
vizsgjnak utols rszfeladathoz (szitucis trsalgs relia segtsgvel).
Az sszellts olyan szerepjtkokat tartalmaz, melyek mind tartalmilag, mind formailag
hasonltanak a vizsgafeladatokra, nmely tudatos eltrssel. A klnbsgeket azzal indokoljuk, hogy
mg a vizsgn korltozott id ll rendelkezsre a felkszlshez (6-7 perc), s a kilezett helyzetben a
feladat tmr s egyszer megfogalmazsa segti a vizsgzt a gyors s hatkony felkszlsben,
addig a gyakorls sorn viszonylag szabadon bnhat az idvel a vizsgz s a felkszt tanr. Az
sszellts, szndkunk szerint, nemcsak az adott feladat megoldsra kszt fel, hanem nyelvtudst
is fejleszt.
A szkincs esetenknt ignyesebb, vlasztkosabb, mint a vizsgafeladatokban.
A felkszlshez bizonyos feladatoknl 6-7 percnl tbb id szksges, mert bsges
httranyagot vagy sokoldal informcit ad relit kell ttanulmnyozni.
Egyes feladatok esetben sok szempontot adtunk, ezek megbeszlse tbb idt vehet
ignybe, mint 5-6 perc, ami ennek a vizsgafeladatnak az tlagos megoldsi ideje.
Az sszelltsnak teht tbb clja van:

mintt ad a szitucis feladatra mind formai, mind tartalmi tekintetben,
bvti a szkincset,
httr informcikkal szolgl bizonyos tmkban.
Hrom szakma?
Ahogy az elrendezs is jelzi, a hrom szakma tematikja folyamatos sszeolvad sorba rendezhet.
Mg egyes szitucik nyilvnvalan idegenforgalmi vagy pnzgyi irnyultsgak, ms feladatok
mindhrom szakma szmra relevnsak lehetnek.
Kzpfok vagy felsfok?

Ahogy a bort jelzi, a fzet a kzpfok vizsgra val felkszlshez nyjt segtsget. Ugyanakkor
felsfok vizsgra kszlknek is hasznos gyakorlanyag. A CD-n hallhat egyik varici vlasztkos
nyelvhasznlata, a szempontok rszletes megvitatsa ignyes felsfok feladatmegolds.
Mit vrunk a vizsgztl ennl a feladatnl? Mi a teend a feladatokkal?

Vegye figyelembe a megadott beszdhelyzetet, elszr is azt a szempontot, hogy milyen
kapcsolatban ll a beszl partnerrel. A stlust, szkincset, szociokulturlis viselkedst ennek
megfelelen kell megvlasztania. A itt tallhat szitucik hromflk: egyrszt vllalaton belli,
munkatrsak kzti megbeszlsek (itt is lehetnek klnbsgek aszerint, hogy mell- vagy flrendelt
viszonyban llnak a munkatrsak), ahol flhivatalos hangnem a termszetes, esetleg kzvetlen barti
stlus elemekkel sznezve. Msrszt zleti partnerek kztti megbeszlsek, ahol a korbbi
egyttmkds jellege s tartama szerint szintn flhivatalos vagy hivatalos a hangnem. A harmadik
tpusba az gyfl s szolgltat kztti megbeszlsek tartoznak, ahol hivatalos udvarias hangnem
szoksos. A szerepekhez neveket adtunk meg, ezek megfelel hasznlata is a kvnt stlus rsze.
Gondolja vgig a megoldand szitucit, rangsorolja rvnyesteni kvnt szempontjait, kszljn fel
arra, hogy engedmnyeket kell tennie.
Partnervel beszlje meg a jelzett pontokat, adjon s krjen informcit, reagljon a hallottakra, fejtse
ki vlemnyt, ismereteit. A megadott szempontokat, sajt ismeretei, tletei alapjn kiegsztheti,
megerstheti. A prbeszd lezrsaknt dntsn, vlasszon, jelezze, hogy elhalasztja a dntst, vagy
jusson klcsnsen elfogadhat egyezsgre.
3
Mire szolgl a CD?

A CD-n kt feladat (Vending machines II., Outsourcing catering operations) megoldsa hallhat kt
variciban. Azrt adtunk kt-kt megoldsi mintt, hogy ezzel is szemlltessk, hogy a feladatoknak
szmos j megoldsa lehet. Arra is j plda a CD, hogy a szitucikat rdemes a szerepeket
megcserlve, msodszor is eljtszani. Hangslyozni szeretnnk, hogy az elhangz vltozatok mind
kivl megoldsok, a kzpfoknl magasabb nyelvi szintrl tesznek bizonysgot. Ennl egyszerbb
nyelvezettel, kisebb szkinccsel is jl megoldhatk a feladatok. gy gondoljuk, hogy ennek
tudatban sztnz mintaknt hasznlhatjk a felkszlk s felksztk a vlasztkos s kreatv
feladatmegoldsra.
Mire szolgl a szjegyzk?

A szjegyzk segtsg: nem teljes elsajttsra, hanem szemelgetsre szolgl. A kifejezsek hasznosan
alkalmazhatk a feladatok megoldsa sorn, hozzjrulnak a beszl felek egymshoz val viszonya
ltal meghatrozott hangnem s stlus kialaktshoz. A kifejezsek kztt szerepelnek olyanok,
amelyeket a trgyals strukturlsa sorn kvnatos hasznlni amelyek inkbb a felsfok megolds
irnyba viszik a nyelvtanult , tovbb olyanok, amelyek a prbeszd sorn a kt fl kztti
interakci fenntartsra szolglnak.
Kinek ajnljuk a munkafzetet?

Segtsget kvnunk nyjtani a nyelvvizsgra kszlknek ahhoz, hogy a gyjtemnyben szerepl
mintafeladatok feldolgozsa segtsgvel elsajttsk azokat a kszsgeket, amelyeket a szaknyelv-
specifikus szitucik megoldsa sorn szksges alkalmazniuk. A kiadvnyt haszonnal forgathatjk
azok a nyelvtanulk is, akik a kzp- vagy felsfok nyelvvizsgra kszls sorn olyan helyzetekben
kvnjk kiprblni nyelvtudsukat, amelyhez hasonlkkal a nyelvvizsgn is szembeslnek.
J munkt kvnnak,
a szerzk
4
1. WORKING CONDITIONS
Role A Lszl/Linda Magyar, HR Manager
The MDs position has been taken over at your company. The new MD, Douglas/Daisy Wigger, who
comes from the parent company would like to introduce some unwelcome changes which go against the
interests of the staff. You are worried that the changes might lead to resentment and undermine present
loyalty and job satisfaction. Try to dissuade the MD or bring him/her to a reasonable compromise at
least.
Issue Current practice Could accept this arrangement

limited parking Spaces reserved according to needs
first-come-first-served
area and agreement of all staff
overtime paid at hourly rate overtime not encouraged
dress allowance with written
dress code at own discretion
guidelines
corporate gifts acceptable acceptable up to a fixed amount
Your partner starts.
Role B Douglas/Daisy Wigger, MD
You have just taken over the top position at your subsidiary where working conditions and morale seem
to be too easy-going and relaxed. You would like to introduce some changes to improve attitude and
efficiency. You need to convince the HR Manager, Lszl/Linda Magyar who is standing up for the rights
of the staff. You do not wish to turn everybody against you but you do need to put your foot down.
Issue Current practice Your proposal

limited parking Spaces reserved for managers,
first-come-first-served
area public transport paid for staff
unpaid (this policy might reduce
overtime paid at hourly rate
private Internet use)
dress code at own discretion uniform, laundry paid
corporate gifts acceptable complete ban
You start.
5
2. GRANT TO EDUCATIONAL INSTITUTION
Role A Chris/Celia King, MD for major manufacturing company
You have been approached by Mrton/Mariann Mester, Head of Department at Technical University
asking for a one-off grant from your company for their institution. You can deduct the amount of the grant
from your corporate tax, so you are willing to donate. However, you are asking for some favours in
return, since you are free to decide which educational institution to support.
Your questions and requests:
how will the grant be used?

promotion
o how/where will the name of the supporting company be publicised?
o any spaces available for ads in the building? at events?
o free use of rooms at educational institution for promotional events?
group of students to work at company for FREE in summer
Role B Mrton/Mariann Mester, Head of Department, Technical University
You are in discussion with Chris/Celia King, MD for a major manufacturing company asking for a one-off
grant from the company for your institution. They can deduct the amount of the grant from their
corporate tax, so you do not expect any difficulties in obtaining assistance. You are also prepared to offer
something in return.
Your plans and offers:
grant to be used to purchase computers, furniture and to refurbish lecture halls

plaque to publicise name of supporting company next to/inside lecture halls
name of company indicated as supporter on university leaflets
happy to send students as trainees for industrial placement
could they promise to offer a grant annually?
You start.
6
3. VENDING MACHINES
I. Do we need them?
Role A Rbert/Rozlia Rejt, General Manager at local authority
You are in discussion with Brian/Bridget Bank, your Finance Manager who would like to install vending
machines in the public areas of the local authority. You are against the idea.
Your arguments:
would take up too much space, block entrance

ugly, noisy
costly, you would need to pay for electricity
increases waste (cans or plastic bottles), costly to dispose of
will disrupt working morale
Role B Brian/Bridget Bank, Finance Manager at local authority
You are in discussion with Rbert/Rozlia Rejt, the General Manager about installing vending machines
in the public areas of the local authority. It was your idea and you would like to convince them of the
advantages.
Your arguments:
serve clients as well as staff while waiting/ working

cold/warm drinks, sandwiches, chocolates surely welcome
can be located at end of corridor
percentage of turnover as income
arrange for supplier to dispose of rubbish?
staff do not need to leave to buy snacks/ waste time making tea or coffee
You start.
7
II. Supplier and Client
Role A Clive/Carol Cooler, Representative of vending machine supplier
You are discussing the terms of installing and using vending machines with Bla/Barbara Szcs, Finance
Director at an educational institution. Try and get yourself favourable terms.
According to wishes but only one type of

Control over range
product per machine (drinks or snacks)
Preferably in lobby and frequented areas
Location
want a say relying on experience
To be decided after initial period
Refill: frequency? flexibility?
Regular intervals, cannot provide JIT service
Rent Calculated according to turnover
Term of contract Minimum one year
You start.
Role B Bla/Barbara Szcs, Finance Director, Educational Institution
You are discussing the terms of installing and using vending machines at your educational institution
with Clive/Carol Cooler, representative of supplier.
Try and get yourself favourable terms.
According to wishes, can it be changed later?

Control over range
want choice: e.g. sparkling and still water
Location To be designated by school
Preferably on Friday evenings (no classes)

Refill: frequency? flexibility?
Guarantee of smooth flow?
Fixed amount regardless of turnover (in
Rent
summer as well)
Term of contract Initial 3 months, then to be reviewed
8
4. WHICH SUPPLIER?
Role A Gerard/Gloria Topp, MD for manufacturing firm
You are in discussion with Alfred/Alice Bock, your production manager trying to decide which supplier
to use. You have received an unsolicited offer from a Chinese supplier, which has convinced you that
they would be the most suitable for your new product lines. Try and persuade your partner using the
arguments below. You may decide to involve some more colleagues if you cannot agree.
Your arguments in favour of the Chinese supplier:
cheaper than Europeans

small consignments from European supplier involve high transport costs
can provide any quantity
trade relations with China likely to improve
production certain to continue (European producer might need to close down for
environmental protection reasons)
You start.
Role B Alfred/Alice Bock, Production Manager for manufacturing firm
You are in discussion with Gerard/Gloria Topp, your MD trying to decide which supplier to use. You are
convinced that your present European supplier would be most suitable for your new line of products as
well. Try and persuade your MD to stick to your reliable business partner using the arguments below.
You may decide to involve some more colleagues if you cannot agree.
Your arguments for your European supplier:
transport costs must be high, even if ex works price favourable

customs mean extra cost and time (EU: free trade area)
European delivery takes less time, they can respond faster
European partner offers reliable quality
get on well with present partner, no cross-cultural difficulties
9
5. PURCHASING
Role A Gyula/Gyrgyi Havas, MD for subsidiary of Doctool, multinational manufacturer of medical

equipment
You are in talks with Michael/Maggie Groom, Finance Director for your parent company. You would like
to raise salaries for your staff. Funding can only come from cutting your costs, so you would like to
rearrange purchasing. So far the parent company has arranged purchasing for you, financing and storing
goods until you need them. This means, that they add 20 per cent to the original purchasing costs on
materials and parts sent to you.
You would like to achieve lower purchasing costs.
Your arguments:
salaries must be raised
to make up for inflation

to compensate for strict holiday schedule (cannot take holidays any time)
to reward quality work and expertise
purchasing can be rearranged
converting factory area to store materials yourself

using cheaper local supplier
using current supplier with direct deliveries to your factory
willing to pay 2-3 per cent to parent company for financing and ordering
You start.
Role B Michael/Maggie Groom, Finance Director for parent company Doctool, multinational
manufacturer of medical equipment
You are in talks with Gyula/Gyrgyi Havas, MD for subsidiary of Doctool. He proposes a salary increase
and a rearrangement of the purchasing procedure. So far the parent company has arranged purchasing for
the subsidiary, financing and storing goods until they needed them. You add 20 per cent to the original
purchasing costs on materials and parts sent to themfor financing, storing and transportation You would
like to stick to this system.
Your arguments:
salaries
Hungarian company just breaks even, cannot afford pay rise
purchasing
local supplier not acceptable: no guarantee of quality or reliability

storing has drawbacks: money tied up
present system offers more flexibility (advantage of JIT)
willing to consider slight reduction of 20 per cent additional cost
10
6. LOCAL DEVELOPMENT
Role A Jnos/Jlia Szab, Mayor/Head of Local Government
You are in talks with Bruce/Betsy Brook from Besco, who would like to set up a supermarket on the
outskirts of a small Hungarian town where you are mayor. Besco need permission from the local
government. You will only agree to the plan if they are willing to fulfill some of your conditions.
Your arguments against the plan:
small shops will lose business and possibly go bankrupt

local farmers will lose business
too much traffic, noise, pollution, damage to roads
might agree if they give written guarantees/ commit themselves to
employing local residents (number and minimum period fixed in contract)

purchasing from local suppliers
building a ring-road outside town
pay 2 per cent of turnover as local tax
Role B Bruce/Betsy Brook from Besco, multinational supermarket chain
You are in talks with Jnos/Jlia Szab, Mayor/Head of Local Government of a small Hungarian town
where you would like to set up a new outlet. You are willing to spend some money on local
development besides the actual costs to get him/her to agree.
Your arguments for the development:
better supply at lower prices than before

employment for local residents
improvement of area, other employers might follow
willing to
employ local people for probationary period of 3 months

build new road to avoid high street
pay 1 per cent of turnover as local tax
support local community in various ways
cannot
puchase locally (buy in bulk from big national and international suppliers)
You start.
11
7. OUTSOURCING
Role A Terence/Tracy Hall, Finance Director of Advertising Agency
You are proposing some changes to your MD, Sndor/Sra Nagy to help and run the firm more cost-
effectively. Try and convince him/her that contracting out some activities will result in savings without
any risk or fall in standards.
Arguments for outsourcing
not enough work for full-time job/to fill capacity

bring in more expertise/higher quality
cut costs
Areas for outsourcing
IT, book-keeping, cleaning, maintenance, delivery
Arrangements, precautions
invite interested parties to tender

ask for references
You start.
Role B Sndor/Sra Nagy, MD of Advertising Agency
Your Finance Director, Terence/Tracy Hall is proposing to contract out some activities in order to save
costs. You are satisfied with your current employees so you are not keen on any changes.
Arguments against outsourcing
no loyalty
less control over work
can damage image
sub-contractors will lack info
Areas for outsourcing
Book-keeping and cleaning
Arrangements, precautions
ask friends, colleagues to recommend firms (rely on word-of-mouth)

keep current bookkeeper under new arrangement?
make sure insiders give support and exert control
12
8. EURO TRADING
I.
Role A Andrew/Angela Griffith, MD of Tiletrade export/import firm, Glasgow
You are being interviewed for a financial radio program on your views about the
advantages/disadvantages of trading in euros for a British firm.
Your views:
several British firms now price their products in euros (in B2B trade)
useful practice even if Britain will not join euro zone
Continent offers wider choice and lower prices
with transparency of prices easier to compare prices to domestic supply/offer competitive
prices compared to imports
cuts out need for currency exchanges, you are paid in euros/pay in euros
cuts out need for hedging (buying euros at secure/favourable rates for future trade)
one-off tasks to adjust accounting systems
change bank accounts into euro accounts
change price lists
Role B Paul/Pamela Bander, Reporter for Financial Waves Radio Program
You are interviewing Andrew/Angela Griffith, MD of Tiletrade export/import firm, Glasgow about the
Outline for your questions:
trading in euros: new practice?

preparation for joining euro zone?
how does it help/hinder you?
no need to exchange money?
what about home suppliers/British customers?
costs of changing to euro trading?
You start.
13
II.
Role A Paul/Pamela Bander, Reporter for Financial Waves Radio Program
You are interviewing Percy/Pearl MacDuff, Manager of a whisky distillery, Glasgow about the
Outline for your questions:
trading in euros: useful practice?

preparation for joining euro zone?
how does it help/harm you?
no need to exchange money?
what about overseas customers?
costs of changing to euro trading?
You start.
Role B Percy/Pearl MacDuff, Manager of whisky distillery, Glasgow
You are being interviewed for a financial radio program on your views about the
Your views:
no need to trade in euros if not in euro zone

hope Britain will stay outside
pound a national symbol
monetary policy best decided in Britain (not outside by ECB)
sell a lot in Britain
do not import anything
pound is part of the product image
14
9. EU MOBILITY
I.
Role A Visitor
As a Hungarian citizen you are considering taking up employment in Ireland. You go to an EU

Information Office to ask about regulations. Ask the relevant questions to get information about the
points in the table and fill in the rubrics according to the answers.
IRELAND
Questions Answers
any restrictions?
entitled to social benefits?
conditions for child benefit?
how much is child benefit?
unemployment benefit?
for how long?
Role B EU Office Information Officer
You will need to answer questions from a Hungarian citizen who is considering taking up employment in
Ireland. Use the information below for your answers.
Background Information
How does the principle of free movement of workers work in practice?

For the first 2 years after 1 May 2004 following the accession of the new Member States, access to the original
Member States labour markets will depend on the national law and policy of those States, along with the bilateral
agreements they may have with the new Member States. Some original Member States have indicated that they intend
to fully open their labour markets to workers from all the new Member States. The other original Member States intend
to allow more restrictive access, the extent of which will depend on the new Member State in question.
IRELAND
Questions Answers
any restrictions? none, full freedom
entitled to social benefits? only if you are working and paying social insurance
conditions for child benefit? you qualify if you are a habitual resident
for child under 16
or 16, 17, 18 in full-time education or disabled
how much is child benefit? 131.60 monthly for first and second, higher for third
unemployment benefit? qualify after paying social insurance for 39 weeks
for how long? 156 to 390 days depending on age, type of social insurance,
circumstances
You start.
15
II.
Role A EU Office Information Officer
the UK. Use the information below for your answers.
Background Information
How does the principle of free movement of workers work in practice?

For the first 2 years after 1 May 2004 following the accession of the new Member States, access to the original
Member States labour markets will depend on the national law and policy of those States, along with the bilateral
agreements they may have with the new Member States. Some original Member States have indicated that they intend
to fully open their labour markets to workers from all the new Member States. The other original Member States intend
to allow more restrictive access, the extent of which will depend on the new Member State in question.
UK
Questions Answers
any restrictions? none,
but need to register if you come from accession countries
(new member states) except for Cyprus and Malta
when do you register? within 1 month of taking up work, costs 50
entitled to social benefits? usually qualify if you have right to reside
who gets right to reside? remain in employment for 12 months and register
child benefit after a year? may qualify for child benefit in initial 12-month period
unemployment benefit? qualify after a year
Hungarian UB* paid in UK? yes, if you meet UK entitlement conditions, too
obtain form E303
*unemployment benefit
You start.
Role B Visitor
As a Hungarian citizen you are considering taking up employment in the UK. You go to an EU
Information Office to ask about regulations. Ask the relevant questions to get information about the
points in the table and fill in the rubrics according to the answers.
UK
Questions Answers
any restrictions?
when do you register?
entitled to social benefits?
who gets right to reside?
child benefit after a year?
unemployment benefit?
Hungarian UB* paid in UK?
*unemployment benefit
16
10. TAXES
I.
Role A Visitor
As a Hungarian citizen you are considering taking up employment in Ireland. You go to an EU

Information Office to ask about regulations on taxes in Ireland. Ask the relevant questions to get
information about the points in the table and fill in the rubrics according to the answers.
IRELAND
Questions Answers
what to do first?
tax year?
how to pay income tax?
any tax allowance?
how many tax bands?
how to pay social security?
VAT?
tax on inherited assets?
tax on purchase/sale of property?
any other taxes?
Role B EU Office Information Officer
Ireland. Use the information below for your answers.
IRELAND
Questions Answers
what to do first? apply for personal public service (PPS) number when you start working
tax year? 1st January 31st December
how to pay income tax? through PAYE (pay as you earn) system tax deducted by
employer, receive net income
any tax allowance? yes, called tax credits in Ireland (part of your income that is
NOT TAXABLE), depending on personal circumstances
- get notice about tax credits and standard rate cut off point
how many tax bands? two, 20% and 42% in 2005
how to pay social security? insurance deducted by employer
VAT? standard 21%, some exceptions
tax on inherited assets? capital acquisition tax (not between spouses)
tax on purchase/ capital gains tax
sale of property/assets? (not on sale of private home or winnings from lottery)
any other taxes? excise duties on alcohol, cigarettes
motor tax
DIRT (deposit interest retention tax) on bank interest
You start.
17
II.
Role A EU Office Information Officer
the UK. Use the information below for your answers.
UK
Questions Answers
what to do first? ask tax office for relevant form and leaflet
tax year? 6th April 5th April
how to pay income tax? through PAYE system
any tax allowance? yes, everyone receives a personal allowance
4,615 (higher for over 65) in 2005, plus other allowances
how many tax bands? three, 10%, 22%, 40% in 2005
how to pay social security? deducted from salary (6 categories)
under 89 pw no contribution
VAT? 17.5%
tax on inherited assets? yes, on estates over 255,000 (40%)
tax on purchase/sale of stamp duty when you buy property (except in designated
property/assets? disadvantaged areas) depending on value
up to 60,000 nil (over that 1 or 3 or 4%)
any other taxes? Council Tax to local authority, rate set locally
You start.
Role B Visitor
As a Hungarian citizen you are considering taking up employment in the UK. You go to an EU
Information Office to ask about regulations on taxes in the UK.
Ask the relevant questions to get information about the points in the table and fill in the rubrics according
to the answers.
UK
Questions Answers
what to do first?
tax year?
how to pay income tax?
any tax allowance?
how many tax bands?
how to pay social security?
VAT?
tax on inherited assets?
tax on purchase/sale of property?
any other taxes?
18
11. AVOIDING BANKRUPTCY
Role A Gbor/Gabriella Nagy, a small entrepreneur facing bankruptcy
You had the opportunity to start and run a small business in the UK. For several reasons (e.g. dishonest
accountant, bad management, unreliable suppliers, changes in economic climate, new rivals etc) you
have had poor results lately. You feel desperate about your situation and turn to a financial counselling
agency. You are in a meeting with Ray/Rose Mole in his/her office. Listen to his/her advice and make
your decisions.
You think the best would be to:
file for bankruptcy

pay all your rather impatient creditors
start a clean slate, try another line of business with more chance of success
Role B Ray /Rose Mole, financial counsellor
You have an appointment in your office with Gbor/Gabriella Nagy, a small entrepreneur facing
bankruptcy.
Listen to his/her problems, try to find out about the causes.

Call his/her attention to the disadvantages of filing for bankruptcy (damaging credit history for
up to 10 years, difficult to get future credit, higher rates, not all debts will be wiped out,
social stigma).
Suggest some other solutions e.g. speak to creditors, work out a different payment plan,
explore options for debt consolidation, change financial habits, budget spending according to
earnings.
Offer the assistance of your counselling agency in handling the situation.
You start.
19
12. CARD SAFETY
Role A Brian/Bertha Mallow, luxury retailer reluctant to introduce chip and PIN technology in
his/her store
You are approached by Sally/Sean Wilcox, representative of Bestinvest Bank to introduce chip and PIN
card payment in your High Street fashion clothes shop.
You dont like the idea because you think:
cost of running the machines is high

you know your customers
inconvenient to have one more card
your customers are likely to forget their four digit codes
card crime cannot be stopped by the system
Role B Sally/Sean Wilcox, bank representative keen on installing chip and PIN technology in retail
outlets
Try to convince Brian/Bertha Mallow, the High Street fashion shop owner about the advantages of chip
and pin.
smart chip safer than magnetic strips

bank provides equipment plus POS information material
85% of retailers have already installed terminals
retailers will be liable for fraud if shop has not installed chip and PIN terminal
bank will be liable for fraud if shop has terminal even if customer insists on signature or
forgets pin code
You start.
20
Accepting cards in 2005
Some businesses have asked for clarification following recent inaccurate press reports.
If you have chip and PIN terminals in store, you're covered from the cost of card fraud
whether people enter their PIN or their signature, just so long as you and your staff follow
the on-screen prompts and carry out the same routine checks that you do today to ensure
cards have not already been reported lost or stolen.
Banks will continue to be liable for the cost of card fraud committed on old style non-chip
and PIN cards, so by accepting them no business is putting itself at risk in any way.
If you have any concerns, you should contact your acquiring bank on the usual customer
service number. Your acquiring bank will be pleased to answer any questions you have
regarding accepting payment by card.
'Chip and pin' security warning
A leading security expert has warned that new chip and pin credit and debit cards could be
open to fraud. Professor Ross Anderson, from Cambridge University, says villains will be able to
capture card and pin data to "make up" forged cards. But the banking industry has rejected his
concerns, saying the system is extremely robust. More than three-quarters of card holders
already hold one of the new chip and pin cards.
Instead of using signatures, customers punch a four-digit code into a special keypad. The cards
include a "smart" chip, a better way of storing information than the existing magnetic strips. They
are being introduced to cut fraud with all UK cards expected to be switched to chip and pin by the
end of 2005.
But Mr Anderson, an expert in security engineering, predicts problems.
"The sort of thing that I expect to go wrong is that villains will set up in business with
equipment that will capture customer pins," he said. "Now we're all being trained to use our pins
at the point of sale it's a simple matter to set up a market stall and capture card and pin data.
They can make up forged cards and use them, for example, at cash machines."
But Sandra Quinn, who speaks for banks and retailers on chip and pin cards, insists that will
not happen.
"We don't think they can use fake machines because the machines themselves are engineered
to read the chip so they must be reading the chip very carefully. That makes the transaction itself
extremely secure."
The industry points to a similar programme launched in France more than a decade ago which
led to an 80% drop in card fraud. Research published last week suggested that one in five people
using the new chip and pin cards were still signing for goods rather than using a pin number. From
1 January, retailers can refuse to accept signatures if the customer has a chip and pin card.
According to the research by card provider Visa, some people were not using their pin because
they had not memorised it while other shoppers said the new system made them nervous.
From BBC NEWS, 18 December, 2004
21
13. INVESTMENT PORTFOLIO
Role A Amlia/Antal Nagy, broker discussing an investment portfolio with a corporate client in UK
You are Amlia/Antal Nagy, a broker giving advice to Lucy/Luke Brown a new client.
You think she/he should be more careful about asset allocation (suggest the cautious model).
Offer to oversee the funds she/he has invested in.
Warn about common mistakes.
Suggest getting rid of dogs.
Offer to work out details soon.
You start.
Role B Lucy/Luke Brown, company MD worrying about an investment portfolio
You are Lucy/Luke Brown in a meeting with your new broker Amlia/Antal Nagy.
Discuss your risk strategy (you opt for your present adventurous model).
Ask for advice about choice of funds.
Show willingness to accept advice.
Agree on your investment strategy.
Ask her/him to set up your new portfolio.
Asset Model for GROWTH-ADVENTUROUS Investors
Asset Class
Equities 75%
High Yield Bonds 6%
Quality Bonds 5%
Other Assets 10%
Cash 4%
Equity Splits
Geographical Capitalisation
UK Total 39% Largecap 27.50%
Europe 26% Midcap 36%
North America 11% Smallcap 36.50%
Japan 11%
AsiaPacific 7.50%
Other 5.50%
This is a largely equity based portfolio with a significant exposure to overseas equities. The
minimum suggested timescale for such a portfolio should be 6 years. Based on historical data, we
would expect this portfolio to have an annualised volatility of 13.6% and a potential return of 6.6%
per annum.
22
Asset Model for GROWTH-CAUTIOUS Investors
Asset Class
Equities 51%
High Yield Bonds 6%
Quality Bonds 16%
Other Assets 20%
Cash 7%
Equity Splits
Geographical Capitalisation
UK Total 52.50% Largecap 60%
Europe 29% Midcap 25%
North America 8.50% Smallcap 15%
Japan 5.50%
AsiaPacific 3%
This is a largely equity based portfolio with significant exposure to overseas equities but with a
reasonable exposure to fixed interest to reduce volatility. The minimum suggested timescale for
such a portfolio should be 4 years. Based on historical data, we would expect this portfolio to
have an annualised volatility of 9.3% and a potential return of 6.1% per annum.
Spot the dogs
Independent investment advisers Bestinvest run a regular guide to avoiding the

worst performing funds. To qualify for 'Dog' status a fund must have
underperformed its benchmark in each of the last three years and also have
underperformed its benchmark by at least 10% over that period.
If you have 'Dogs' in your portfolio then now would be an opportune time for a
spring clean.
You can obtain a copy of Spot the Dog by calling BestInvest on 0800 093 0700
23
14. TRANSPORT
Role A MD of Hungarian transportation company
You are Antal/Anita Bakos, the managing director of Hunfleet, a Hungarian transportation company.
Your main scope of activity is chartering various types of vessels to tour operators. Tom/Tina Sherwood, a
British tour operator has come to meet you to discuss potential cooperation between your companies.
The tour operator would like to package sailing boat (yacht) holidays on Lake Balaton.
During the discussion:
describe the type of yachts you have on offer

provide information about the rental periods and prices
give details of pick-up points close to places of interest
ask him/her about his/her preferences
discuss possibilities of future cooperation
You start.
Role B British tour operator
You are Tom/Tina Sherwood, a British tour operator specializing in sailing holidays. You are meeting
Antal/Anita Bakos, the managing director of Hunfleet, a Hungarian transportation company in his/her
Budapest office. You would like to package sailing boat (yacht) holidays on Lake Balaton.
ask you partner about the age and capacity of the sailing boats
make enquiries about prices and conditions of payment
ask about pick-up points and their accessibility
suggest periods when you would like to arrange the holidays
define the number of vessels you might need
offer to draft a contract
24
PRICES 2009
CHARTER SAILBOATS AT LAKE BALATON
(PRICES PER WEEK & DAY IN EUROS)
berth
year of de-
model size June/July August May/Sept
construction posit
(pax1)
DAY WEEK DAY WEEK DAY WEEK
Sell 2004 8/10 375 2300 450 2850 300 2000 1500
Viola 2000 8/10 330 2000 395 2600 265 1700 1500
Hullm 2002 6/8 300 1900 380 2400 255 1600 1500
Szell 2003 6/8 275 1500 330 2000 225 1400 1500
Amlia 2000 6/8 275 1500 330 2000 225 1400 1500
Villabella 1998 6/8 225 1300 275 1700 190 1200 1500
Diabolo 1999 4/6 200 1100 240 1300 175 1000 1200
Discounts
5% early booking until 31/01/09

5% two-week period
10% three-week period
Charter conditions
Prices include standard equipment of the yacht, dinghy, battery charger, safety equipment
up to 10 persons and all cover insurance.
Prices do not include fuel, moorings in port different than base, and final cleaning.
Boarding/drop-off
Boarding: Saturday from 12:00 to 17:00.

Drop-off: Friday before 19:00 h. Possible overnight on board until 08:00 of Saturday
Payment
50% on booking
50% three weeks prior the boarding date
Deposit: 1500 Euros in cash, credit card or bank check
1
larger number is applicable if living room area is converted into bedroom
25
15. TOURISM EXPO
Role A Marketing manager of British holiday company
You are Glenda/Gordon Pollitt, marketing manager of a British holiday company. As you would like to
introduce your company in Hungary, you are planning to take part in Tourism Expo 2009. You phone
Mrta/Mrton Varjas, sales assistant of the exhibition to discuss your plans. Since this is only a
preliminary enquiry, you only wish to focus on a couple of issues.
Ask your partner about the following:
exact date of exhibition

available exhibition areas
possibilities of promotion
other companies taking part in the exhibition
Role B Hungarian exhibition sales assistant
You are Mrta/Mrton Varjas, sales assistant of the exhibition Tourism Expo 2009. You receive a phone
call from Glenda/Gordon Pollitt, marketing manager of a British holiday company. S/he would like to
discuss details of their participation in the exhibition.
Brief her/him in about the following:
usual date of exhibition (weekend at the end of March)

available exhibition areas (see details overleaf)
possibilities of promotion (e.g. catalogue, media advertisements, opportunity for press
conference)
give examples of other companies taking part in the exhibition (number, nationality, etc.)
outline brief details of payment conditions (deposit + full payment)
You start.
26
Tourism Expo 2009

The exhibition takes place within the main arena of Hungexpo. The exhibition will have over 100
exhibition stands, giving you the opportunity to network with an estimated 1,800 delegates.
There will be a Cyber Caf sited within the main exhibition floor as well as a lounge area. Seminars
will be running alongside the exhibition. Exhibitors can be assured that you will be providing
potential key customers with sufficient knowledge to make an informed, calculated choice about
choosing your products or services.
EXHIBITION STAND PRICING
Stand space fees for exhibitors based on 242 per square metre for shell scheme 2 and 209 per
square metre for space only.
Electrical package of one 500W socket and 2 spotlights per stand space to be included in shell
cost.
AREA SIZE (m) SHELL SPACE
3.0 x 3.0 2178 1881

3.0 x 2.0 1452 1254
central location 2.0 x 2.0 968 836
3.0 x 2.0 1252 1054
located less centrally
Total: 100-140 spaces approx plus 4 additional spaces if required.

Bookings made from June 1st 2008 - payment details are 25% deposit on booking and full balance
paid 30 days from date of invoice.
Bookings made from January 1st 2009 - payment terms: full payment due 14 days from date of
invoice.
2
shell scheme modular exhibition booth
27
16. ACCOMMODATION FACILITIES
Role A British sales and marketing manager
You are Meg/Malcolm Hayworth, sales and marketing manager of a British business tour operator. You
would like to start cooperation with the Hungarian holiday complex Vrgesztes. You are planning to
provide a venue for management meetings (for 8 to 10 people), company training and team-building
events (for 15-20 people). You meet Ilona/Imre Ballai, sales manager of the holiday complex in his
Vrgesztes office to make preliminary enquiries about the possibilities of cooperation. In the initial phase
of your cooperation you intend to book a quota of 3 houses in the main season (July and August), one
larger and two smaller units.
make enquiries about accessibility (your clients will probably fly to Budapest)
ask your partner about the types of houses on offer
enquire about facilities
discuss various pricing and payment alternatives including release dates
indicate your willingness for long-term cooperation
You start.
Role B Sales manager of holiday complex
You are Ilona/Imre Ballai, sales manager of the holiday complex in Vrgesztes. You are meeting
Meg/Malcolm Hayworth, sales and marketing manager of a British tour operator in your office in
Vrgesztes. S/he would like to start cooperation with your company in the form of hiring several houses
for resale during the peak season.
introduce the holiday complex to your partner

show and describe the different types of rentable houses
ask about the tour operators target clientele
insist on your partner renting houses in the off-season periods as well in exchange for lower
rental fees for the whole quota
discuss payment alternatives including release dates
offer to show him/her round the park
28
Vrgesztes Villapark
A holiday resort and park hotel of 125 houses offering a wide range of services, situated in a tranquil, green
area in the vicinity of forests with plenty of fresh air and surrounded by picturesque lakes. 2 km from the
village of Vrgesztes in Komrom-Esztergom County, embraced by the Vrtes Hills.
There is a state-of-the-art Conference Centre in the central building of the Villaservice. This impressive
building has 1 conference hall for 300 people and 1 conference hall for 90 people respectively, and 2
conference halls for 30 people, so it is ideal for companies, organisations and private gatherings alike.
'Comfort' villas
2-storey **** villas (122 sq m) for 8 people each. All villas have heating, so they are ideal accommodation in
winter, too. Every villa has garage space, and drive for an additional car. Ground floor: American kitchen
for 8 people, living-room with a settee and TV. The kitchen is equipped with a microwave oven,
refrigerator, gas cooker, coffee machine, and dining tableware for 8 people. The dining room area has
direct access to a terrace equipped with garden furniture. There is 1 extra double bedroom and bathroom
on the ground floor. On the first floor there is a bathroom and toilet, there are 3 double bedrooms and an
enclosed balcony.
PERIOD Cost per week

01. Jan - 30. Apr 513.- EUROS
01. May - 30. Jun 686.- EUROS
01. July - 31. Aug 971.- EUROS
01. Sept - 31. Dec 513.- EUROS
'Luxury' villas
2-storey luxury villas (15 altogether), 185 sq m each, with A 20 sq m swimming pool, sauna and Jacuzzi. All
villas have heating, so they are ideal accommodation in winter, too. Every villa has garage space, and drive
for an additional car. Ground floor: American kitchen for 8 people, living room with a leather upholstered
settee and TV. The kitchen is equipped with a microwave oven, refrigerator, ceramic (electronic) cooker,
extractor fan, coffee machine, dishwasher and dining tableware for 8 people. The dining room area has
direct access to a terrace with garden furniture. In addition, there is a bathroom on the ground floor. On
the first floor there are 4 double bedrooms, 1 bathroom with shower and bath, and a toilet.
PERIOD Cost per week
01. Jan - 30. Apr 920.- EUROS
01. May - 02. July 1380.- EUROS
09. July - 20. Aug 1490.- EUROS
22. Aug - 31. Dec 920.- EUROS
Other costs:
+ Travel Tax: 1.- EURO/Person/Night
+ Bed linen and towels 5.- EUROS/Person
+ Final Cleaning: 25.- EUROS/Villa
29
17. EQUESTRIAN TOURISM
Role A Managing Director of Hungarian holiday company
You are Sndor/Sra Hegyi, managing director of a Hungarian holiday company. You would like to
penetrate the British market offering equestrian tours to upmarket British clientele. You meet Tracy/Tony
Wilburn, sales and marketing manager of a British travel agency in his/her London office where you
propose your ideas to your potential partner for consideration.
briefly introduce your company, describe your scope of activity

list and describe the tours on offer (use the data below as the basis of the information)
o visits to the Hungarian National Stud Farm &/or private stud farms
o horse shows, excursions on horseback, carriage-driving courses, dressage instruction
o horse camps for children, riding-school training for beginners to advanced riders
introduce the riding regions in Hungary with the help of the map provided
answer any questions that might arise during the discussion
You start.
Role B British sales and marketing manager
You are Tracy/Tony Wilburn, sales and marketing manager of a British travel agency. You meet
Sndor/Sra Hegyi, managing director of a Hungarian holiday company in your London office.
Sndor/Sra Hegyi would like to discuss possible future cooperation between your company and
his/hers, and s/he has come to see you to introduce his/her company to you.
During the discussion
make enquiries about available equestrian tours

obtain information about riding regions and possibilities in Hungary
ask him/her about the possibilities of arranging horse purchasing trips
enquire about the possibilities of renting riding apparel (breeches and riding boots)
find out about the possibilities of combining riding with cultural/gastronomic programmes

30
18. JOB APPLICATION
Role A HR manager of holiday company
You are Sharon/Simon Roberts and work for the Hungarian office of FunSun, a multinational holiday
company. As the HR manager of company, you would like to hire a travel writer on a permanent basis to
fulfil various marketing tasks in the company. The recruit insists on a freelance status but you would like
him/her to assign most of his/her time to office-based jobs, such as editing your Newsletter, improving
your website etc. You meet him/her for the first interview after the shortlisting procedure. List the
advantages of a permanent position and offer a compensation package to the applicant to make the
permanent position more appealing.
Use the following points during the discussion.
permanent position freelance status

salary fixed monthly amount depends on contracts
benefits yearly bonus none
privilege card to hotels
other fringe benefits
working hours 40 hrs per week flexitime
expense account all travel/job-related costs covered tax-deductible costs only
You definitely want to hire this applicant, but you stick to the permanent status.
You start.
Role B Job applicant
You are Nra/Norbert Szabados and have applied for a Travel Writer job with a holiday company. You
want to keep your independence and work as a freelance travel writer. In an interview with the HR
manager of the holiday company you both argue for your positions: the HR manager insists on a
permanent job, whereas you would prefer a freelance status.
Use the following points to argue for the freelance job:
your independence is your top priority in a job it is impossible to produce good pieces of
writing in an office
a permanent position does not offer enough flexibility
your job involves a lot of travel anyway, there is no point in calculating working hours
you do not want the risk of job insecurity - you cannot commit yourself to working for only
one company
On the whole, it would considerably improve your career prospects to work for such a renowned
company, so try to bargain for the most favourable conditions. Press for as much flexibility in working
hours as you think the company can allow you to have.
31
19. GUEST LOYALTY PROGRAMME
Role A Marketing manager
You are Linda/Lajos Vlgyes, marketing manager of the four-star Highflyer business hotel chain. The
managing director has asked you to work out a draft for a Frequent Guest Programme/loyalty programme
to be introduced in your hotels. You have prepared the blueprint for the programme and now you would
like to clarify certain points with your boss.
These are your ideas:
two tier system: Silver Card and Gold Card: 2 qualifying stays of any length during a year to be
entitled to a Silver Card, 4 qualifying stays of any length during a year to be entitled to a Gold Card
benefits that Silver Card holders can enjoy: free local calls, late check-out privileges,
extended stay until 6:00 pm., 50% off weekend Family Room
benefits for Gold Card holders: all the above plus a welcome drink and gifts from the hotel, a
double room for the price of a single, special rates for rental cars, one free in-room film
during the stay
Also:
suggest further ways of earning and redeeming points

estimate the time required for the marketing campaign, press conferences and other
marketing activities that should precede the launch of the scheme
outline a tentative schedule for the introduction of the programme
Discuss your ideas with your boss and consider his/her suggestions. Agree on follow-up action.
You start.
Role B Managing director
You are Melanie/Martin Hill, managing director of the four-star Highflyer business hotel chain. You have
asked the marketing manager to work out a draft for a Frequent Guest Programme/loyalty programme to
be introduced in your hotels. S/he has prepared the blueprint for the programme and now would like to
clarify certain points with you.
Use the following points during the discussion:
you do not like the idea of the name of the cards, they should have more innovative names
(Priority, Privilege, Rewards, Honours, Exclusive, Prestige etc)
you disapprove of earning points with stays at any time during the year, insist on increasing
occupancy rates at the weekend
provide further ideas for additional benefits (48 hour advance reservation guarantee, gift
voucher to stay at other members hotels in the chain, store vouchers), make sure the ideas
are cost-effective
enquire about the time needed for the preparations before the loyalty programme could be
launched
ask the marketing manager about long term plans concerning the programme (possible
cooperation with air carriers or holiday companies/ the chance to earn and redeem travel
rewards with a range of partners including some of the world's major airlines)
32
20. COMPLAINING
Role A Hotel sales manager
You are Gabi/Gbor Temesi, sales manager of the Apollo Hotel and are the chief negotiator in a series of
meetings with your furniture supplier, Comfortrend, a multinational company. Due to delays in the
dispatch of furniture, you were unable to open the recently refurbished wing of the hotel for the first
month of the main season. So far you have negotiated with the Hungarian managing director of the
company to discuss possible compensation but you have not reached a mutually acceptable agreement.
Before settling the invoice, you hold a meeting with the regional sales manager of Comfortrend.
Use the following points during the meeting to justify your claim for compensation:
inflexibility of the Hungarian MD

your positive image overshadowed by advance booking cancellations
substantial losses incurred: cancelled bookings, salaries paid to temporary staff hired
unnecessarily for the main season
potential decrease in bookings for next season due to this years cancellations
Require financial compensation for your existing and potential losses in the form of a 50% discount on
the total value of your purchases. Try to reach an agreement with your partner.
You start.
Role B
You are Felicity/Frederick North, regional manager of Comfortrend, a multinational furniture

manufacturer. After a series of unsuccessful meetings between the sales manager of the Apollo Hotel, and
the local sales manager of Comfortrend, you have been asked to negotiate financial compensation for a
delayed furniture shipment. Due to delays in the dispatch of furniture, the hotel was unable to open its
recently refurbished wing for the main season. Now you are holding a meeting with the regional sales
manager of Comfortrend.
Use the following points during the discussion:
apologize but point out that in your opinion the slight delay could not have been the only
reason for not opening the new wing
insist that you gave prior notice of the delay
local MDs objections to discount is due to company policy
show willingness to grant partial compensation
offer goods instead of financial compensation (e.g. some free items in the next consignment)
Try to reach an agreement with your partner.
33
21. COMMISSIONS
Role A
You are Olivia/Oliver Perkins, sales manager of a British tour operator/holiday company. You meet
Csilla/Csaba Udvardi, managing director of a Hungarian travel agency in your office to discuss
commission levels for next year. So far you have applied fixed commission levels (see table below for
details). Your partner insists on a substantial increase. Do not accept his/her position; offer a sliding scale
of commission level instead, depending on turnover.
Commission levels for 2008
Type of service commission

air ticket sales scheduled 8%
air ticket sales charter 5%
hotel rooms (from 3* upwards) 8%
other types of accommodation 5%
package in season 5%
package off season 8%
Your suggestion is that the current commission rates should be applied up to the volume of last years
sales and there should be an increase of half a percent on each further 50-item quota.
Try to reach a compromise with your partner.
You start.
Role B
You are Csilla/Csaba Udvardi, managing director of a Hungarian travel agency. You meet Olivia/Oliver
Perkins, sales manager of a British tour operator in his/her office to discuss commission levels for next
year. You are the main and most successful distributor of the tour operators services in Hungary, you
have doubled the volume of sales of packages to Britain in both the high season and off season period.
As there has not been an increase in commission levels for the past two years, you would like to
negotiate higher commission rates for the coming year.
Commission levels for 2008
Type of service commission

air ticket sales scheduled 8%
air ticket sales charter 5%
hotel rooms (from 3* upwards) 8%
other types of accommodation 5%
package in season 5%
package off season 8%
Your suggestion is that there should be a general commission level of 8% for each product sold,
irrelevant of its type or value. Try to reach a compromise with your partner.
34
22. RESPONSIBLE TOURISM
Role A Quality control manager of multinational company
You are Jessica/Justin Davies and work for a multinational holiday company as quality control manager.
It is your responsibility that new developments should meet quality assurance standards. You are
planning to sign a contract (an initial agreement) with the tourism department of the county council in
which they approve of your plan of building a holiday complex in the area of rsg. Members of an
environmental pressure group have come to discuss the issue with you; they have strong reservations
about the plan and wish to prevent its implementation.
Use the following points to guide the discussion and try to defend your position:
listen to your partners argument

list your arguments to defend your position
refer to the preliminary contract that has already been signed by your company and the local
council
explain how the local community can benefit from the development
try to reach a compromise (e.g. allow them to monitor the implementation of the plan)
Role B Member of environmentalist pressure group
You are Emese/Egon Fenyvesi, director of the Green Earth pressure group. You have recently heard
about the plans for a new holiday complex in your area, the rsg region. This is a particularly sensitive
area, a scenic lake with unique flora and fauna. You and your group are very much against the plan. You
meet the person in charge at the company and put forward your arguments against the plan. Try to
convince him/her that the new holiday complex will cause irreversible damage to the environment.
Use the following points to guide the discussion and try to defend your position:
thank your partner for agreeing to see you

put forward your arguments (particularly sensitive area, rare species, potential negative effects
of attracting masses of tourists to the area)
offer your expertise in the implementation of the plan
threaten your partner to organize demonstrations or to contact the press
try to reach a compromise
You start.
35
23. FOODSERVICE INDUSTRY RESTAURANT BUSINESS
Role A Hungarian restaurateur, potential franchisee
You are Barbara/Blint Szegi, a Hungarian restaurateur. You have seen an advertisement in which a
British company is seeking franchise partners in Central and Eastern Europe. You feel that there is high
demand for catering establishments along the new motorways in Hungary and think of joining the well-
established franchise operation. You go to meet Jessica/Justin Davies sales manager of Little Chef, the
famous British restaurant chain to make preliminary enquiries about the viability of your plan.
explain why you think that there is demand for motorway restaurants in Hungary
describe how many restaurants you would like to open
show willingness to act as master franchisee for Little Chef in Hungary
express your worries about the financial implications of a franchise operation
enquire about your freedom to tailor the menus to Hungarian tastes
You start.
Role B Sales manager of potential franchisor
You are Rosie/Robin Nichols, sales manager of Little Chef, the famous British restaurant chain.
Barbara/Blint Szegi, a Hungarian restaurateur has come to see you in your office because s/he has seen
your advertisement seeking franchise partners and is interested in starting a franchise business with Little
Chef. You are very pleased as you are very keen to enter the Central and Eastern European market.
describe what type of food is served in Little Chef restaurants

give details about the general principles of a franchise operation including fees to be paid
try to convince him to act as master franchisee of Little Chef in Hungary and probably in the
Central and Eastern European region
convince him of the benefits of working under a franchise contract rather than running an
own business
Allow your partner to start.
36
WHAT IS FRANCHISING?
Definition
Franchising offers an excellent opportunity for you to be in business for yourself. When you hear the word "
franchise" you probably think of fast food restaurants such as Burger King, McDonald's or Subway. But the
truth is franchising is so much broader than that.
In simplistic terms, franchising is where a successful business format is replicated. This will involve the setting
down into an operations manual all the systems and procedures that the business owner has found gives them
the best chance of success. Anyone joining the franchise will be expected to operate the business exactly as set
out in the manual.
The purchase of a franchise will involve the payment of an initial fee to the franchisor for the right to use the
brand name as well as ongoing royalty or management fees. The franchisor will provide initial training and
support and will have an ongoing involvement in your business to assist and support you in all aspects of the
franchise operation.
The Practical Elements

Compared to starting your own business from scratch franchising can provide a relatively safer route into self-
employment. The franchisor has established a tried and tested path through the maze, and will have eliminated
many of the mistakes that are often made when starting a business. It is this experience and system that you
are paying for when you buy a franchise.
One element with franchising to be wary of is also part of franchising's strength. As a franchisee you will be
expected to follow the system that you have purchased. This can be difficult if you are an entrepreneur.
Franchisors will always listen to new ideas and improvements but for the most part will expect the system to be
followed to the letter. Each outlet should have a standard look and feel which builds confidence in the
consumers eyes.
Whilst franchising is a safer route into self-employment, it is not just a question of turning up, paying your
money and being successful. The franchisor will not do your work for you and cannot be expected to. What is
supplied is a proven format, name awareness, support and guidance. It will be still be your hard work and skills
that make the business work in your area.
As a franchisee you will have access to market knowledge, established name awareness in the business sector
that you will be operating in, training and marketing help. You will often take part in and contribute to national
advertising campaigns which would otherwise be out of your reach.
Franchisors not only have sound training programs, but also knowledge of financial requirements, marketing,
competition & buying contracts - knowledge that might take you years to collect on your own.
Financially
You will pay the franchisor an initial franchise fee and the costs of shop fitting (where necessary) together with
the costs of equipment required to run the business. Once established, you will normally pay the franchisor a
further monthly payment based on your turnover. This is known as royalties or monthly management fees.
Effectively this is where you are paying for the ongoing support of the franchisor and their team. As the
royalties are based on your turnover, it can be clearly seen that it is in the franchisor's interest to help you
succeed.
Relationships
A successful franchise relationship is like a partnership. It combines your talents with the experience and
knowledge of the franchisor. It is important that before you purchase a franchise you talk to existing
franchisees. You need to establish whether the franchisor has fulfilled their commitments to them and what
their experience has been. Talk to more than one and get a balanced view.
With franchising, you are in business for yourself not by yourself.
37
24. EVENT CATERING
Role A Sales manager of Hungarian catering company
You are Enik/Elemr Farkas, sales manager of SmartParty, a Hungarian corporate event caterer. Your
company arranges all kinds of corporate events for companies and your clientele includes a number or
foreign companies due to your regular advertisements in the Budapest Business Journal. A small British
company contacts you to enquire about the services you provide. You meet Jessica/Justin Davies, the
marketing manager of the company in your office. Use the data overleaf to provide details about your
services.
briefly describe your scope of activity and introduce the type of services you provide
enquire about the type of event they are planning to celebrate
recommend your services and offer a package, based on the information overleaf, tailored to
your clients needs (e.g. Greek evening with live music and dance instruction, murder
mystery in a mansion etc.)
the offer should include the following: venue, dcor, catering and beverage services,
entertainment
offer to send sample menus suitable for the type of event you have agreed on
You start.
Role B Marketing manager of British company
You are Barbara/Brian Davies, marketing manager of a small British company operating in Hungary. You
have read the advertisement of SmartParty, a corporate event caterer in the Budapest Business Journal
and arranged to meet the sales manager in person in his/her Budapest office. You are planning to
celebrate the 1st anniversary of the opening of your companys Budapest office with your clients and
their spouses. The birthday is in two months time and you would like to hold the party on a Friday
evening.
describe your requirements: elegant but not extremely luxurious venue, superb food,
entertainment for about 40 mostly young people
enquire about the possibilities of a themed party, something slightly extravagant but not
shocking
ask your partner to outline several options
ask your partner to send you a price quotation
38
Facilities
Hotels - Conference Centres - Convention Centres - Banquet Centres - Halls -

Venues
Museums - Outdoor Gardens - Boat Labyrinth - Mansion
Screens - Projectors - PowerPoint - DVD - VCR - Videowalls - Audio & Video

Audio/Visual Equipment
Production Services
Catering & All types of food for any type of event

Beverage Services Bartenders - Waiters
Food and Drinks Table service, Finger buffet, Buffet service, Hot and cold dishes
Decor - Decorations
Theme Ideas - Ice Sculptures Linen - Plants - Furniture - Scenery - Props
Party Themes - Ideas
Entertainment
Live Bands for dancing, Variety - Rock - 50's - Pop Old-Time-Disco - Show bands - All Styles - Greek -
concerts or parades. German - Irish - all types of groups-nationwide.
Corporate Acts
Comedians - Hypnotist Stage Shows - Magicians - Illusionists -Dance Shows
After dinner acts
Casino Theme Party Entertainment - Murder-Mystery
Stage Shows
Stage Shows usually 30-60 minutes
Entertainment Groups
39
25. OUTSOURCING CATERING OPERATIONS
Role A Managing director
You are Glenda/Gordon Spencer, managing director of a medium-sized hotel located in the city centre.
On the basis of last years financial results you consider the possibility of outsourcing the loss-making
restaurant of the hotel. You do not want to close the restaurant but in your opinion an outside contractor
might operate your F&B department at lower costs. In a meeting with the Operations manager you
discuss the possible advantages and disadvantages of such a scheme.
These are some of your arguments for the outsourcing contract:
bad figures in last years accounts for F&B operations

high fixed operational costs/overheads for restaurant
unnecessarily large number of permanent staff in low season
outside caterer might come up with innovative ideas to drum up slack business
Try to agree on a feasible solution.
You start.
Role B Operations Manager
You are Mrta/Mrton Holls, operations manager of a medium-sized city centre hotel. In a meeting
with the managing director of the hotel, you are discussing the future of the F&B department. The MD
insists on outsourcing the food and beverage operations to an outside contractor to decrease the losses
your present restaurant is making. You have serious objections to his/her plan.
Use the following points to argue against his plan:
there might be various measures introduced to cut costs in the operation of the restaurant
(reducing opening hours, employing less permanent and more temporary staff, stimulate
marketing activity to attract non-resident clients, corporate events, wedding and family
parties)
emphasize the human aspect: problematic to terminate the employment of so many people
at least front-of-the-house staff should be retained
MD should consider redeployment or retraining redundant staff
Try to agree on a feasible solution.
40
USEFUL PHRASES
Structuring the discussion
Starting the discussion Checking details

The first thing we should/need to talk about is Shall we just go over the main points again
Id like to start by outlining my plan/proposal Let me run through the issues we have covered
concerning Concerning , we agreed that
Let me briefly outline my initial plan/suggestion Can I just go through these points again?
about Can we go over what weve agreed so far?
Shall we start by going through the agenda
First I would like to talk about, and then we can Summing up
move on to the question of In other words,
The first item on the agenda is Basically, it comes down to (whether)
What I would like to discuss with you is So, the basic question is
What Im/youre/were saying is
Suggesting The point Im making is
Shall we ? In short,
We might To sum up/ summarize (then)
Do you think it would be an idea to ? Let me summarize the important points we have
We might as well made so far
What /How about ? I think that covers everything.
May I suggest , (then)?
If I may make a suggestion, Ending the discussion
Have you considered .(then)? This seems to be a good point to stop.
Id like to put forward a proposal/suggestion: I need to think about that one. Do you think we
Why dont we can come back to it later?
The best thing to do is to I think we need to come to a conclusion
One thing we could do is to We seem to agree that
I think we should What we have decided is
Have you considered Is there anything else we need to discuss?
As/The way I see it Shall we meet next month to ?
It looks to me as if What date would suit you for a follow-up meeting
to ?
Changing the subject That seems fine, we seem to be agreed.
(Just) to change the subject (for a moment) Ill put that all in writing and send it to you
Before I forget
If we could move on now to the question of
I think we ought to move on to
The next item on the agenda is
On an entirely different matter, now
41
Phrases to keep up the discussion
Asking for information Seeking clarification

Could you tell me . please? Are you saying that ?
Do you ( happen to ) know If I understand you correctly, you think
Id like to know What exactly do you mean when you say
I wonder if you could tell me Do you mean ?
I hope you dont mind my asking but
I should be interested to know Saying something is correct
Yes, thats (quite) right.
Checking understanding Thats fine.
Im afraid I dont understand is perfectly correct.
Sorry, could you explain it in more detail? Absolutely.
Could you be a little more specific?
Correcting yourself
Saying something in another way Perhaps I didnt make myself clear.
What I mean is Im sorry, thats not what I meant.
In other words What I meant was
Basically, Im afraid theres a slight misunderstanding
To put it/ Let me put it another way
That is to say, Saying you are curious
or rather, Id be very interested to know
What I am getting at is Id particularly like to know .
All I mean is/ All Im trying to say is Is it possible to obtain any information about .?
Perhaps it would be more accurate to say What Id really like to find out is
Saying you know about something Saying you are optimistic

I (do) know about Its all going to be fine.
I ( have) heard Things will work out fine.
Yes, in fact I did know about that, thanks. Im very optimistic about .
Ive been told ( about) I feel quite sure about .
I gather I anticipate success in
Im quite/fully aware of
It appears . Saying you are pessimistic
I rather doubt that.
Saying you dont know Im rather doubtful .
(Im sorry). I dont know (anything/much about) Im not at all sure .
Im afraid I have no idea Im not too happy about.
Im afraid I havent got that information with me To be honest/In fact/Actually, I am (rather) sceptical
I am not able to help you with your about .
enquiry/request. Im worried about.
Im sorry to say that is not something I know
very much about. Saying you are pleased
Im (really) pleased/delighted about
Asking if something is correct It gives me great pleasure to hear
Have I got (this) right, please? Im delighted to hear about .
Could you tell me if is right/correct?
Id like to check that Ive got right. Saying you are displeased or angry
Am I right in thinking/supposing really isnt good enough.
I assume annoys/irritates me.
Is it true to say? I cant say Im at all pleased about
I am extremely displeased/unhappy/angry about
42
Asking if someone approves Asking if someone agrees

Do you think will work?/is a good idea? Dont you agree?
Are you in favour of? Wouldnt you say so?
Do you approve of ? Dont you feel/think?
Could I ask for your reaction to ? Do/Would you agree with .?
What is your attitude towards? I wonder if you would agree?
Saying you approve Disagreeing

s very good. I dont agree,
is quite/absolutely right. Thats not the way I see it.
(What) a good/an excellent idea/arrangement. I dont think thats right.
is just what I wanted/hoped for/had in mind. Actually/In fact, I think .
seems/sounds just right/fine. Im afraid I cant accept .
I see things rather differently myself.
Saying you do not approve Im not entirely convinced
Im (certainly) not in favour of that.
Im (definitely) opposed to Rejecting an offer
(I must say) I disapprove of Im sorry but I cant accept that.
In my opinion is quite wrong. Im afraid thats unacceptable.
I find (quite/completely) I couldnt possibly accept that.
unsatisfactory/unacceptable.
Interrupting/Protesting
Asking for somebodys opinion Wait a minute.
What are your views? Let me explain.
What do you think of/about? May I make a comment at this point?
What are your feelings about ?
What is your reaction to ? Asking if someone agrees
How do you see? Dont you agree?
How do you feel about? Wouldnt you say so?
Do you have any particular views on ? Dont you feel/think?
How would you react to ? Do/Would you agree with .?
What would you say to ? I wonder if you would agree?
Giving your opinion Agreeing

I think Thats quite right.
As I see it, Im with you there.
In my view, opinion . Id go along with you there.
(Personally,) I believe/feel Id go along with that.
It seems to me I agree absolutely/entirely .
The way I see it, .
If you ask me Saying you have reached agreement
What I reckon is . Thats agreed, then.
Personally, I consider . Well, thats settled.
If I may say so, So, we are agreed, (then, arent we?).
Im convinced/sure So, we seem/appear to agree on
Im inclined to feel We seem to be in complete agreement.
I tend to think Can I take it that is agreed/ settled?
43

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BGF NYTK Szitucis gyakorlfeladatok angol kzpfok (B2) szbeli vizsghoz

Az sszelltsnak teht tbb clja van:

Kzpfok vagy felsfok?

Mit vrunk a vizsgztl ennl a feladatnl? Mi a teend a feladatokkal?

Mire szolgl a CD?

Mire szolgl a szjegyzk?

Kinek ajnljuk a munkafzetet?

Role A Lszl/Linda Magyar, HR Manager

Issue Current practice Could accept this arrangement

Your partner starts.

Role B Douglas/Daisy Wigger, MD

Issue Current practice Your proposal

corporate gifts acceptable complete ban

2. GRANT TO EDUCATIONAL INSTITUTION

Role A Chris/Celia King, MD for major manufacturing company

Your questions and requests:

how will the grant be used?

Your partner starts.

Role B Mrton/Mariann Mester, Head of Department, Technical University

Your plans and offers:

grant to be used to purchase computers, furniture and to refurbish lecture halls

Role A Rbert/Rozlia Rejt, General Manager at local authority

would take up too much space, block entrance

Your partner starts.

Role B Brian/Bridget Bank, Finance Manager at local authority

serve clients as well as staff while waiting/ working

II. Supplier and Client

Role A Clive/Carol Cooler, Representative of vending machine supplier

According to wishes but only one type of

Rent Calculated according to turnover

Term of contract Minimum one year

Role B Bla/Barbara Szcs, Finance Director, Educational Institution

Try and get yourself favourable terms.

According to wishes, can it be changed later?

Location To be designated by school

Preferably on Friday evenings (no classes)

Term of contract Initial 3 months, then to be reviewed

Your partner starts.

Role A Gerard/Gloria Topp, MD for manufacturing firm

Your arguments in favour of the Chinese supplier:

cheaper than Europeans

Role B Alfred/Alice Bock, Production Manager for manufacturing firm

Your arguments for your European supplier:

transport costs must be high, even if ex works price favourable

Your partner starts.

Role A Gyula/Gyrgyi Havas, MD for subsidiary of Doctool, multinational manufacturer of medical

You would like to achieve lower purchasing costs.

salaries must be raised

to make up for inflation

purchasing can be rearranged

converting factory area to store materials yourself

Hungarian company just breaks even, cannot afford pay rise

local supplier not acceptable: no guarantee of quality or reliability

Your partner starts.