• You will hear another five recordings.• For each recording, decide what the s

Woman: My feeling is that we should leave aside VSB’s offer. It’s obviously very competitive - way below the others. But how do we know they’d complete the project on time and to the required standard? They’re a small company. Would they have the skilled labour or equipment? We could request references from former customers, I suppose. That’d mean putting off the decision and personally I have very little confidence in recommendations - they’re easily ’manufactured’. Let’s look at the other companies.

Man: You’ve been a reliable supplier for years and we’re very grateful. Would you be interested in a different form of collaboration now? We’re putting on an exhibition of office equipment in the convention centre and we’re looking for companies to help us meet some of the costs, such as producing a catalogue. There’d be some useful publicity for you and free tickets and hospitality for your guests. Think about it. We don’t need an instant decision. Discuss it with your director.