Английский язык для делового общения: Методические указания для студентов экономического факультета

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Со ста ви те ли : Н.А .Лю б и нска я, Т.Н.Сте пки на

В о р о не ж 2002

2 UNIT 1. ARRANGING ACCOMMODATION П е ре говоры о разм е щ е ниибизне с м е нов в гос т инице

1.

Vocabulary

Personal Assistant –ли чный се кр е та р ь Managing Director –упр а вляю щи й ди р е кто р make accommodation arrangements – ве сти пе р е го во р ы о р а зме ще ни и в го сти ни це arrange accommodation –устр а и ва ть в го сти ни цу facilities –удо б ства offer –пр е дла га ть booking enquiries –спр а во чно е б ю р о го сти ни цы be situated –на хо ди ться in the vicinity –по б ли зо сти snack bar –за кусо чна я light refreshments –ле гка я за куска entertainment –р а звле че ни я sauna [so:n•] –са уна (swimming) pool –б а ссе йн residents –пр о ж и ва ю щи е в го сти ни це non-residents –не пр о ж и ва ю щи е в го сти ни це only for residents –то лько для пр о ж и ва ю щи х в го сти ни це

2.

Reading

Read the dialogues in which Jane Stevens, the Personal Assistant to the Managing Director of Daxia, is making accommodation arrangements for three foreign visitors. They are coming to Daxia next week to attend a conference.

3 2.1.

In the dialogues you will hear Jane Stevens telephone three hotels. As you

read, fill in the information in the table provided. (In some cases a tick or cross will do; in others you will have to write a few words).

Hotel 1

Hotel 2

Hotel 3

Name of hotel Location Noisy / quiet Restaurant Bar Dancing Sauna Swimming pool

(1) A:

Good morning. Midland Hotel.

B:

Good morning. This is Jane Stevens from Daxia. I’m trying to arrange accommodation for a number of visiting businessmen from abroad, and I’d like to know a little about the facilities that your hotel has to offer.

A:

Well, the midland is a 3-star hotel and we are situated five minutes from the center of town.

B:

Uh-huh. And are you on the main road?

A:

No, we are on the side street, and all the rooms are very quiet.

B:

And what about a restaurant?

A:

Well, we find that most of our clients prefer to eat out, and as there are plenty of restaurants in the vicinity, we have only a small restaurant –but we do serve hot food in the evening.

B:

I see.

4 A:

Of course we do have a bar –the Cellar Bar –which has a very intimate atmosphere.

B:

And what about entertainment? Do you put on any dances?

A:

No, I am afraid we don’t.

B:

And just a couple of final questions? Do you have either a swimming pool or a sauna?

A:

No, not in the hotel, but there’s a pool with a sauna just round the corner.

B:

Well, thanks very much for the information. Bye.

A:

Bye.

(2) A:

Kings Hotel.

B:

Good afternoon. My name is Jane Stevens from Daxia. I’m just arranging accommodation for a number of foreign businessmen who are coming here next month. I wonder if you could tell me what facilities that your hotel has to offer.

A:

Yes, certainly. Well, as you probably know, we are not in town. In fact it’s eight miles from the hotel to town. The hotel is set in its own grounds and the surrounding countryside is very beautiful and very peaceful. So your guests would certainly be assured of a quiet and restful stay.

B:

And how about a restaurant?

A:

Yes, we have a large restaurant which caters both for residents and nonresidents. It tends to be quite full around this time of year, but residents, of course, get priority.

B:

Uh-huh.

A:

We also have two bars –one of which is exclusively for residents.

B:

How about evening entertainment? Any dances?

A:

No, I’m afraid we don’t hold them any more. We used to, but now people

5 prefer to go into town for a night out. B:

I see. And what about a swimming pool or a sauna?

A:

Yes, we’ve recently had a sauna installed and it is extremely popular with our guests.

B:

And a swimming pool?

A:

No, not yet, unfortunately.

B:

Well, thanks very much for the information. Bye.

A:

Bye.

(3) A:

Morning. Central Hotel.

B:

Good morning. This is Jane Stevens, from Daxia. I’d like to find out a little about facilities offered by your hotel.

A:

One moment, please. I’ll just put you onto booking enquiries.

C:

Booking enquiries.

B:

Good morning. My name is Jane Stevens from Daxia. Could you tell me a little about the facilities offered by your hotel?

C:

Yes, certainly. The Central is right in the middle of town, next to the rail way station, and is very convenient for people arriving or leaving by train.

B:

Does this mean that the hotel is quite noisy?

C:

Well, I wouldn’t say that we are exactly a country hotel. Yes, I suppose it is quite noisy.

B:

How about restaurant facilities?

C:

No, I’m afraid we haven’t got a restaurant here. Of course there are plenty in the vicinity. All we have is a snack bar which serves light refreshments.

B:

Do you have a bar?

C:

Yes, we do.

B:

And what about evening entertainment?

6 C:

Well, we have a dance in the bar every Saturday evening. And that’s open to both residents and non-residents.

B:

Uh-huh. Anything else in the way of facilities?

C:

Yes, we also have a sauna –that’s only for residents. And next year we shall have our own swimming pool.

B:

Well, thanks for the information. Bye.

2.2.

Below are the preferences of three foreign visitors. In which hotel would

you put each of them.

Jean Mason

Enrico Marietti

Claude Leclerc

quiet

good food and drink

theatre / cinema

countryside

socialising

talking business

keeping fit

entertainment

eating out

3. Presentation (В ведени е у чеб но го м ат ери ала) В ве де ни е р е че во го ма те р и а ла

Notice how certain features are common to most telephone calls.

(1) Answer Leads 43267. Midland Hotel. Can I help you? Paul Renolds speaking / Renolds here.

(2) Greetings Good morning / Afternoon / Evening. Hello. (informal)

7 (3) Topics a) Caller’s introduction My name is … I’m … from Marbella properties Ltd. This is… b) Caller’s request for connection Could I speak to Mr. … , please? Could you put me through to the Sales Department, please? Could I have Accounts, please? The Production Department, please. c) Response One moment, please. Could you hang on a moment, please. Trying to connect you. Putting you through now. I’m afraid he’s not in at the moment. Would you like to leave a message? d) Request for information I wonder if you could tell me… I’m ringing to find out about… The reason I’ve called is to ask you… (4) Pre-closing sequence Well, thanks very much for the information. Thanks for your help. It was very nice talking to you. Look forward to hearing from you again soon. See you next week, then. (5) Closing greetings Bye. See you. (informal)

8 4.

Practice

4.1. Below is a jumbled telephone conversation in which Paul Peters (B) rings Mr. Bramhall (C) of Smiths Components (firm) to find out about the delivery of some goods he had ordered. But first Mr. Peters speaks to the receptionist (A). Can you arrange the sentences in the right order below? B:

No, I’ll hang on.

B:

Good morning. This is Paul Peters from Spracken Spares.

C:

Dispatch Section.

A:

Smiths Components.

A:

I’m sorry. Who did you want to speak to?

B:

I’m phoning to find out about the delivery of the X428’s we ordered last week.

B:

Good. That’s what I hoped you’d say. Thank you. Bye.

B:

Mr. Bramhall in the Dispatch Section.

B:

Good morning. This is Paul Peters of Spracken Spares. Could I speak to Mr. Bramhall in the Dispatch Section?

C:

Good morning Mr. Peters. What can I do for you?

B:

Hello. Is that Mr. Bramhall?

C:

Bye.

C:

Well, I’ve just this minute dispatched them to you and they should arrive this afternoon.

C:

Yes, speaking.

A:

One moment, please. I’m afraid he’s on the phone at the moment. Could you hold on a minute or would you rather leave a message?

4.2.

(Pair work) Asking for information Student A

Ring up the Mercantile Bank.

Student B Answer the phone as bank receptionist.

9 Ask to be put through to the foreign Answer the phone as foreign section section.

clerk.

Find out about the buying and selling Give requested details of exchange rate for: US Dollars and Euro.

4.3.

rates.

(Pair work) Complaining Student A

Student B

You have just returned from a holiday Answer the call as travel clerk at in Lagunda. Unfortunately the holiday Supertours. was spoiled because the hotel rooms When Student A starts explaining his / were dirty, the hotel was very noisy her problem, tell him / her that it would and the food was bad. You feel that the be better to talk to the manager. travel agent should refund you some of Connect him / her with the manager. the money. Telephone him and make As manager explain that Student A is your complains tactfully.

the first person to explain about the Lagunda holiday. Explain that Lagunda is a holiday resort renowned for its night-life; it could hardly be quiet. Explain that in the brochure it was explicitly stated that mostly local food would be served. Explain that you are not in the position to refund any money.

Now change roles if you have time.

10 UNITS 2. RECEPTION OF FOREIGN BUSINESSMEN П рием иразм е щ е ние зарубе ж ны хбизне с м е нов в гос т инице Н ачало пе ре говоров

1.

Vocabulary

arrive in (at) –пр и б ыва ть в conversation –б е се да , р а зго во р equipment –о б о р удо ва ни е terms of delivery –усло ви я по ста вки payment –пла та further contracts –да льне йш и е ко нтр а кты hotel receptionist –а дми ни стр а то р го сти ни цы fill in a registration form –за по лнятьб ла нк пр и б ыти я though –хо тя on schedule –по р а спи са ни ю be at your disposal –б ыть в ва ш е м р а спо р яж е ни и send a cable –по сла ть те ле гр а мму reserve a single (double) room –за ка за ть о дно ме стный (двухме стный) но ме р pigeon-hole –яче йка (для клю че й и пр .) maiden name –де ви чья фа ми ли я leave blank –о ста ви ть не за по лне нно й quotation –ко ти р о вка meet requirements –о тве ча ть тр е б о ва ни ям prices –це ны acceptable –пр и е мле мый clear up –пр о яснять, выяснять shipment –о тпр а вка speed up –уско р ять, по то р о пи ться give a reply –да тьо тве т

11 Does the time suit you –В р е мя В а м по дхо ди т?

2.

Reading

A Russian trade delegation has arrived in Britain and is met at the hotel by a British official Mr. Jenkins. Listen to their conversation about the offer for chemical equipment, terms of delivery and payment and possible further contracts. The Russian businessmen Berezin and Semyonov are also speaking to the hotel receptionist while filling their registration forms.

2.1.

First read the dialogues in pairs, then act them out

(1) J:

Good morning, gentlemen. I’m happy to see you in London. My name is Jenkins.

S:

Pleased to meet you, Mr. Jenkins. My name is Semyonov, and this is Mr. Berezin, the head of our delegation.

J:

How do you do, Mr. Berezin?

B:

How do you do, Mr. Jenkins?

J:

I hope you had a good flight.

S:

Yes, we had a nice flight, though I was afraid there would be fog and we wouldn’t be able to land. But we got into London on schedule.

B:

Well, Mr. Jenkins, a good flight is a good way to begin business. We’d like to have a word with you about your offer for chemical equipment.

J:

I’m at your disposal as soon as you are through with the formalities.

(2) R:* Good morning, gentlemen! You are Mr. Berezin and Mr. Semyonov from Russia? You booked rooms in our hotel, didn’t you?

12 S:

Yes, I sent you a cable: “ Please reserve two single rooms 27th” . (П р о ш у б р о ни р о ва ть два о дно ме стных но ме р а с 27-го ).

R:

… two single rooms 27th… Oh, you are quite right. That’s your telegram. We put it in the pigeon-hole where your room keys are. We have reserved rooms N.224 and 225. Or would you prefer one double room?

B:

No, two single rooms, please.

R:

All right. Look, gentlemen, will you please fill in these registration forms?

S:

With pleasure. May I use your pen, please?

R:

Certainly.

B:

What shall I put for “ Maiden name” ?

R:

“ Maiden name” leave blank.

S:

Here you are.

R:

Thanks. These are your keys. I’ll show you upstairs.

B:

Will you come with us, Mr. Jenkins? We can talk there.

J:

Yes.

R:

Well, this is room 224, and there is a door to the adjoining room. You also have a common bathroom. You may call the chambermaid if you want anything.

S:

Thank you.

* Hotel Receptionist

(3) B:

Please, take a seat, Mr. Jenkins, and Mr. Semyonov will ask the chambermaid to bring us coffee.

J:

I hope you have studied our quotation?

B:

Yes, we have. On the whole, your equipment meets our requirements.

J:

And what about the prices?

B:

Your prices are acceptable to us. But there is one point and I’d like to clear

13 it up now. How soon will you be able to begin shipment? J:

We are going to begin shipment in April. Does it suit you?

B:

Not quite. Will you be able to speed it up and begin, say in February?

J:

I can’t give you a reply right away. I’ll have to contact my people in Manchester and have a word with them about it.

B:

That’s good. Thank you. And here comes the coffee.

S:

Mr. Jenkins, when shall we be able to meet your chief and discuss the details and also our further contacts?

J:

Sir Islington invites you tomorrow to his office. Does 11 a.m. suit you?

B:

Yes. I think it’s the best time. Till tomorrow, then.

J:

Good bye, gentlemen.

3.

Presentation How to address people in English.

When we talk about people we can name them in three ways: a We can use the first name, which is informal (Where’s Peter?) b We can use the first name and surname (=family name), which can be formal and informal (Isn’t it Wesley West, the film producer?) c We can use a “ title” (Mr., Mrs., Miss) with the surname. This is more formal (can I speak to Mr. West, please? Ask Miss Pearl to come in, please). We use Miss addressing unmarried women. Dr is used as a title for doctors (medical or other). Professor (Prof.) is used as a title only for high ranking university teachers or scientists.

Talking to people is not quite the same as talking about them. There is a choice of only two ways:

14 a We can use the first name. This is usually friendly and informal (Hello, Fred. How are you?) b We can use “ title” + surname. This is formal and respectful (Good morning, Mr. / Mrs. Robinson.) It would be unusual to say “ Hello, Peter Robinson” , because we do not usually use both the first name and the surname of somebody we are talking to.

Now tell your partner when the English use the following patterns: first name

first name + surname

title + surname

4.

Practice (Pair work)

4.1.

You are a member of the delegation having just arrived in London. React

positively to the following phrases.

Pattern:

–Did you have a good flight yesterday? –Oh, yes, we did. It was a nice flight.

Variations:

Oh, yes, it is (it does, it has, it was; we do, we have, etc.); We certainly did (had, were, etc.). Yes, I will (I would); You are quite right; I quite agree with you.

1. Did you have a good flight yesterday? 2. You got into London on schedule, didn’t you? 3. A good flight is a good way to begin business, isn’t it? 4. You booked room in our hotel, didn’t you? 5. Would you prefer a single room? 6. Will you call the chambermaid, please? 7. Would you like some coffee? 8. I hope you have studied our quotation.

15 9. Does our equipment meet your requirements? 10. Are the prices acceptable to you? 11. Does the time of appointment suit you?

4.2.

Your conversation partner is saying things you can’t accept. Argue with

him. Pattern:

–It seems to me you had a bad flight. –On the contrary, the flight was quite nice. –You didn’t like the flight, did you? –But yes, I did. The flight was excellent.

Variations:

I can’t agree with you; Nothing of the kind; It’s just the other way round; But yes, I have (I did, we were, it has, etc.)

1. It seems to me, you had a bad flight. 2. You didn’t like the flight, did you? 3. I’m afraid there is fog in London. 4. We wouldn’t be able to come on schedule. 5. You didn’t send a cable to us, did you? 6. You wouldn’t like a single room, would you? 7. You can’t fill in this registration form, can you? 8. You wouldn’t have coffee now, would you? 9. You haven’t studied out quotation yet, have you? 10. Do you mean to say that our equipment doesn’t meet your requirements? 11. The prices may seem unacceptable to you. 12. You can’t begin shipment until late in may, can you?

4.3.

Explain why you did / didn’t (can / can’t, would / wouldn’t, etc.) do this or

that. Find the reasons in the right-hand column.

16 I thought we wouldn’t get into London I have an appointment with Mr. on schedule because…

Jeffries at 5 p.m.

We’d like to have a word with you We’ll be working late at night. now because… We would prefer one double room I’ll have first to contact my people in because…

Moscow.

On the whole, we accept your offer for There is one point we want to clear up heat equipment because…

as soon as possible.

We would ask you to begin shipment It meets our requirements completely. in January because… I can’t gave you a reply right away I was afraid there would be fog. because… I can’t come to your office tomorrow We have to speed it up and end by because…

4.4.

March.

Fill in the following registration form:

Surname … … … Christian name (First name)… … … Maiden name … … .. Single / married / widowed / divorced … … … … . Date of birth … … … Place of birth … … … … … . Nationality … … … … … Place of residence (Permanent address) … … … … … … .. Occupation … … … … … Institution (Place of work) … … … … … . Kind of passport /Travel passport / official passport / diplomatic passport)… … . Date of arrival … … … … Date of departure … … … … … .. Purpose of arrival (Aim of arrival) … … … … … …

4.5.

Now you are the hotel receptionist. Conduct the registration of a group of

delegates to trade talks.

17 UNIT 3. FAIRS AND EXHIBITIONS. TALKING BUSINESS Я рм арк иивы с т авк и. Де ловы е бе с е д ы

1.

Vocabulary

specialized –спе ци а ли зи р о ва нный fair –выста вка , яр ма р ка take part –пр и ни ма ть уча сти е talks take part in

fairs exhibitions

Did you take part in the talks yesterday? grow (grew, grown) –р а сти scope –р а зма х, о хва т achievement –до сти ж е ни е art achievements in

industry architecture

make achievements –до сти чь успе хо в field –о б ла сть, сфе р а industry –пр о мыш ле нно сть heavy (light) industry –тяж е ла я (ле гка я) пр о мыш ле нно сть science –на ука agriculture –се льско е хо зяйство participant –уча стни к negotiate –ве сти пе р е го во р ы a contract negotiate

a transaction an order

They are negotiating a contract with Brown & Co now.

18 sale –пр о да ж а advertise –р е кла ми р о ва ть goods advertise

machines equipment

The goods are advertised at fairs and exhibitions. various –р а зли чные , р а зно о б р а зные motto (pl. mottoes) –де ви з under the motto –по д де ви зо м Fairs and exhibitions are held under various mottoes. progress –пр о гр е сс, успе х make (much, little, good) progress –де ла ть успе хи He has made much progress in English. through –зд. по ср е дство м economic (cooperation, plans, progress) –эко но ми че ски й pave the way –пр о кла дыва тьпуть Exhibitions and fairs pave the way for peace and progress. consolidation –укр е пле ни е attract attention –пр и вле ка ть вни ма ни е The latest model of computer attracted the buyer’s attention. get in touch with –связа ться As soon as Lavrov arrived in London he got in touch with Mr. Brown. Sales manager –ко мме р че ски й ди р е кто р stand –сте нд stand attendant –сте нди ст up-to-date (plant, model, equipment) –со вр е ме нный, syn. modern introduce (into, to) –вво ди ть, пр е дста влять The model was introduced into the world market not long ago. success –успе х, уда ча

19 be a success –по льзо ва ться успе хо м, и ме ть успе х efficient (secretary, engineer) –ква ли фи ци р о ва нный, уме лый efficient

(performance,

method,

equipment)

– пр о и зво ди те льный,

эффе кти вный standard –ста нда р т be up to standard –со о тве тство ва ть ста нда р ту meet standards –о тве ча ть ста нда р та м Our machines are up to standards. programmer –пр о гр а мми ст training –о б уче ни е , тр е ни р о вка

2.

Reading

2.1.

Read the text Every year a lot of international, national and specialized exhibitions and

fairs are held in different countries of the world. The number of countries and companies who take part in them is growing from year to year and the scope of fairs and exhibition is becoming larger. The display during these exhibitions includes a wide range of exhibits, which show the latest achievements in different fields of industry, science and agriculture of many countries. Usually fairs and exhibitions are crowded with visitors, who show much interest in the exhibits on display. At international and national exhibitions commercial centers are established where participants can negotiate the sale and purchase of different goods. Every exhibition is an eye-opening experience∗ and also a method to advertise products. Fairs and exhibitions are usually held under various mottoes:

∗

Ка ж да я выста вка по мо га е тпо се ти те лям уб е ди ться в до сти ж е ни ях стр а ны.

20 People and progress, Peace and progress through economic cooperation and so on. International fairs and exhibitions pave the way for the consolidation of friendship among countries and nations.

2.2.

Say what you have learned about: a) different kind of exhibitions; b) the

business side of fairs and exhibitions.

2.3.

Answer the following questions.

1. Why are exhibitions and fairs growing in size and scope from year to year? 2. Why do we say that every exhibition is a good method to advertise different goods? 3. Why do fairs and exhibitions pave the way for consolidation of peace and friendship among nations? 4. What is the purpose of arranging exhibitions and fairs?

2.4.

Read the dialogue. Last month Orlov, an engineer from Moscow, had instructions to visit an

exhibition of electronic equipment, which was held at Olimpia in London. Orlov’s firm was interested in purchasing computers of the latest model. The Model R 800 computer of Wilson & Co attracted his attention. After he had seen the computer in operation he got in touch with Mr. Adams, the Sales Manager of the company, to start talks for purchase of computers.

Orlov:

Good morning, Mr. Adams. Here is my card.

Adams:

Good morning. I’m glad to meet you. How do you like our stand?

O.:

Oh, it’s really interesting. We’ve had a happy chance to see your latest achievements in electronic industry. I must say you’ve made much progress in this field.

A.:

Glad to hear that.

21 O.:

Mr. Adams, your stand-attendant has just shown me the Model R 800 computer in operation. Is it for sale?

A.:

Certainly. It’s an up-to-date model. It was introduced into the world market six months ago and since then it has been a great success. So I’m not surprised you got interested in it. The computer meets the highest world standards.

O.:

But as you know, Mr. Adams, to buy a computer is only half the business. You must have your own operators and programmers to operate the equipment. I’d like to know if it will be possible to send our specialists here so that they could get good training at your plants.

A.:

No problem to arrange it.

O.:

As soon as I come back home we’ll send you our enquiry.

2.5.

Answer the following questions.

1. Why did the British stand impress Orlov? 2. Why was it very important for Orlov to find out if our speciatists could go to Great Britain to get training?

2.6.

Find equivalents in the right column.

A:

How do you like our stand, Mr. Happy to hear that. Orlov?

O:

What do you think of our stand?

Oh, it’s really interesting. I must say I find it rather interesting. you’ve made much progress in that I must say your achievements in the field of electronic industry.

field of electronic industry are great.

A:

Glad to hear that.

Will it go for sale?

O:

Mr. Adams, your stand-attendant I’ve just seen your computer in has just shown me the computer in operation. operation. Is it for sale?

22 A:

Yes, of course.

2.7.

Complete the dialogue. Choose either variant or give your own.

(1)

A:

How do you like our stand, Mr. Orlov?

O:

… … .. interesting. … … … in the field of … … … .

A:

Glad to hear that.

O:

… … .. computer in operation. … … … .. for sale?

A:

Yes, of course.

A:

… … … . Our stand?

O:

Oh, it’s really interesting. I must say you’ve made much progress in

(2)

Yes, certainly.

the field of electronic industry. A:

… … … hear … … … .

O:

Mr. Adams, your stand-attendant has just shown me the computer in operation. Is it for sale?

A:

Yes, … … ..

2.8.

Reproduce the dialogue.

2.9.

Act out the similar dialogue. Suppose you are interested in the Model 4A

motors.

3.

Presentation Stipulations regarding delivery (У сло ви я по ста вки )

F.O.B. (f.o.b.) –“ Free on board” , which means that the seller must provide any pay for transportation and loading (Ф о б о зна ча е т, что по купа те ль о пла чи ва е тпр о во з и стр а хо вку по сле то го , ка к то ва р ы по гр уж е ны на судно ). C.I.F.

–“ cost, insurance, freight” , which means that the seller must provide

23 for transportation and marine insurance. (Си ф зна чи т, что пр о да ве ц до лж е н о б е спе чи ть пе р е во зку и о пла ти ть е е и стр а хо вку по мо р ю до по р та на зна че ни я. За тр а ты по р а згр узке уж е не ле ж а т на пр о да вце ). F.A.S.

–“ free alongside ship” , which means that the seller must provide for transportation only up to the place of loading.

4.

Practice (pair work) Mr. Hammond, a representative of the Foreign Trade Ministry of a

developing country comes to Russia to a Machinery Fair. Here’s his talk with the Russian specialists Berezin and Shilov. Mr. Hammond is interested in some goods exhibited in the Fair. These goods are urgently needed in his country, which is now building up its own national economy. Mr. Hammond is being shown leaflets and an offer for goods exported by Machinoexport. He discusses terms of delivery and payment. The question of installing the equipment under the supervision of Soviet specialists and training national personnel is also under discussion. Act out the dialogues. (1) S.:

Please, come in, Mr. Hammond. Allow me, Mr. Hammond, to introduce to you Mr. Berezin, director general of this foreign trade company.

H.:

Pleased to meet you.

B.:

The pleasure is all mine. Well, Mr. Hammond, what exhibits were you particularly interested in?

H.:

Quite a lot! And all these goods are urgently needed in my country.

B.:

We must assure you that we’ll do all we can to assist your country in its industrial construction. It would be best if the governments of our two countries concluded a long-term trade agreement.

24 H.:

I must discuss this matter with my government.

(2) H.:

May I have leaflets and an offer for your goods? ∗

B.:

Of course, you may. The offer contains the quotation, terms of delivery and payment, as well as description of goods and spare parts. And if you like, we’ll send you samples.

H.:

What are your terms of payment?

B.:

In overseas business we prefer the letter of credit (В за р уб е ж ных сде лка х мыпр е дпо чи та е м а ккр е ди ти в).

H.:

And what are your stipulations regarding delivery?

B.:

F.O.B. or C.I.F.

H.:

Ah, I see.

(3) H.:

Our problem is that when you deliver machines to us sometimes our people are not yet skilled enough to work with them efficiently.

B.:

The machinery delivered by us will be erected under the supervision of our fitters and engineers who have also the task of training your workers and giving them the necessary know-how.

H.:

Is it also possible to send some of our workers to you to be trained here in your factories?

B.:

I think it should be possible.

H.:

Fine.

4.1.

React positively to the requests, accept the offers, agree with the views

your trade partner is expressing. ∗

М о гу я по смо тр е ть пр о спе ктыи пр е дло ж е ни я на ва ш и то ва р ы?

25 Pattern:

–May I have leaflets for your goods? –Certainly, you may. Here you are.

Variations:

Of course, you may (We will, we’ll do it, etc.); there’s no doubt we’ll do it; by all means we’ll take it (buy it, accept it, send it, etc.); we’ll be very glad to… ; we’ll be pleased to… ; you may rely upon us; with great pleasure.

1. May I have leaflets for your goods? 2. Will you assist our country in its industrial construction? 3. I think we must conclude a long-term trade agreement. 4. Will you discuss this matter with your government? 5. May I have an offer for your goods? 6. Will you send us the quotation and the terms of delivery? 7. Can you send us samples of your goods? 8. Can we conclude an agreement on c.i.f. terms? 9. Is it possible that your machinery be erected by your own fitters and engineers? 10. Can we send our specialists to be training at your factories?

4.2.

In trade, like in any other sphere of human communication, different views and different interests come into conflict. You certainly don’t agree with everything your partner suggests or asks you to do. Contradict him.

Pattern:

–Can we conclude an agreement on c.i.f. terms? –I’m afraid we can’t. I propose f.o.b. terms.

Variations:

I’m against it; I can’t agree with you; I’m afraid you are wrong; Certainly not; Not in the least; We can’t afford it; I don’t think so.

1. Can we conclude agreement on c.i.f. terms?

26 2. Can you send us samples of the goods you produce? 3. As terms of payment I suggest the letter of credit (Sometimes cash against documents is also possible). 4. According to the terms you are to pay in advance by sending a cheque. 5. You must provide and pay for transportation and marine insurance. 6. You should also bear the unloading charges. 7. Our fitters will install the equipment.

4.3.

Supply reasons for your opinions and decisions.

The goods exhibited at your Fair are urgently needed in our country because… . I would like to have your leaflets and offer for your goods because… .. It is possible to pay in advance by a cheque because… .. We won’t bear the unloading charges because… . We must invite your fitters and engineers because… . Our fitters and engineers come to your country because… … … our people are not yet skilled enough to work with your machines efficiently. … … they have the task of training your workers and giving the necessary knowhow to them. … … it is now building up its national economy. … … we need to get acquainted with the quotation and terms. … … yours now is a minor order. … … we sell goods on c.i.f. terms.

27

UNIT 4. TALKING BUSINESS (continued) Де ловы е бе с е д ы (прод олж е ние)

1.

Reading

1.1.

Read the dialogues and act them out.

(1) Not long ago a group of French businessmen visited some Russian plants where press equipment is produced. Yuri Orlov, a correspondent of one of the Russian newspapers, met M. Octon, a French businessman, at a press making plant and asks him to answer a few questions.

Or.:

When was the first Russian press bought by your company?

Oc.:

It was in 1995 at the International Fair in Paris. A few presses were displayed on the Russian stand. We were particularly interested in a 160 ton press. The next day we bought it. Since that time we have been regular buyers of Russian press equipment. One of our new plants is completely equipped with Soviet presses.

Or.:

What attracts French customers in Russian presses?

Oc.:

Russian presses are reliable in operation, they are of excellent quality and the performance is efficient.

Or.:

Are you going to place some more orders for Russian presses?

Oc.:

Yes, certainly. We are going to order a few presses of a mew model. I’m sure large contracts will be concluded with Russia in the future.

Or.:

What are your impressions of your trip?

Oc.:

Most pleasant.

28

(2) The British firm Bent & Co. wants to buy a few excavators of the latest model. Mr. Tomson from Bent & Co. arrives in Russia to have talks with the president of a Russian firm.

Berezin:

Good morning, Mr. Tomson. I’m happy to see you again. I hope you’ve had a nice flight.

Tomson:

Yes, I have, thank you. How is business, Mr. Berezin?

B.:

Fine, thak you. We’ve had quite a lot of business lately. Our excavators are in great demand.

T.:

You see, Mr. Berezin. I’d like to have a word with you about our order for excavators. We’ve gone through the catalogue and decided that the excavators met the requirements of our customers.

B.:

I’m glad they do.

T.:

So we are going to place an order with you for excavator Model AC-10. But the fact is that our customers would like to have the first delivery of two excavators in September.

B.:

I think we can do that.

T.:

Very well, then. When will you be able to send us your quotation?

B.:

In two or three days. Will you phone us, please.

T.:

Yes, of course, I will.

(3) Volkov, a Russian official, is speaking to a representative of General Motors (USA).

Black:

What shall we discuss today, Mr. Volkov?

29 Volkov: I hope you received our inquiry (= Br. enquiry) for motors? B.:

Quite so. We have studied your inquiry and can offer you our Model CK-75 of our catalogue. I hope it’ll meet your requirements as it is our latest model.

V.:

I hope so. What is your price for the model?

B.:

$ 750 a motor.

V.:

Your price is acceptable to us but could you ship the goods next month?

B.:

I’m sorry to say no. We could offer you July shipment only.

V.:

I’m afraid it doesn’t suit us, but could you wait till I discuss the point with my people and contact you in a few days.

B.:

Very well.

1.2.

Conduct talks between the representatives of different countries.

− Karpov: Russia; to sell excavators, heat equipment; to buy measuring devices, microcomputers. − Deltchev: Bulgaria, Minister of Foreign Trade; To sell raw materials; to buy machines and equipment for heavy industry. − John Lyons: Great Britain, Foreign Office; To sell microelectronic devices, consumer goods; To buy timber and oil. − Abend Brot: FRG, Ministry of Foreign Trade; to sell machines and machine parts; to buy oil and gas. − Monsieur Sharbon: France, Minister of Foreign Trade; to sell laser equipment; to buy equipment for chemical industry, heat equipment. − Signor Mangiafuoco: Italy, Ministry of Public transport and railways; to sell cars and lorries; to buy buses and locomotives.

30

2.

Presentation Official Letters (Стр уктур а ко мме р че ско го пи сьма ) Д е ло вые пи сьма пи ш утся по уста но вле нно й фо р ме на на пе ча та нных

ти по гр а фски м спо со б о м б ла нка х. Ни ж е пр и во ди тся о б р а зе ц о б ще пр и нято го р а спо ло ж е ни я ча сте й ко мме р че ско го пи сьма . 5th May, 19..

Wilson & Co, LTD, 15 Leadenhall Street, London, E.C. 3, England

Dear Sir, ………………………………… Yours faithfully, (Signature)

Now set out the following dates and addresses as in the pattern.

Date

5.07.2002

The name of the The name of The name of The name of House company

the country

Blake & Co

Great Britain London W.1

Conduit Street

40

USA

Park Street

25

Water Street

28

20.10.2002 Smith & Co

the city

Philadelphia

22.02.2202 The Export & Great Britain Hull Transport Co, Ltd 23.05.2002 The Liverpool England Liverpool For warding Agency

the street

High Street

N.

31 Note: Ltd. – Limited liability company – а кци о не р но е о гр а ни че нно й о тве тстве нно стью . 3. Practice 3.1.

о б ще ство

с

Read and translate the following letters. Correspondence Concerning the Purchase of Computers After Borisov had seen the computers of Wilson & Co at the exhibition

and had a talk with Mr. Adams his firm sent the following enquiry to the sellers. Wilson & Co Ltd, 15 Leadenhall Street, London, E.C.3, England.

Dear Sirs, Further to our conversation with your Sales Manager during the Exhibition of electronic equipment at Olympia in London we shall be obliged if you will send us your quotation for the Model R 800 computers. Please let us know if you can supply us with three computers and quote your best prices.∗ Delivery will be required within two months after we place the order. If you can guarantee prompt delivery and can quote really competitive prices we shall be able to place an order with your company. We would also like to know when our specialists could be sent to your company to be trained as operators and programmers. We are looking forward to hearing from you soon and hope that our future business relations will be of mutual benefit.

Yours faithfully,

∗

best prices = the lowest prices

32 After Wilson & Co had studied the enquiry of the Russian firm they sent the following reply: The Russian Trade Delegation 32 Highgate, Westhill, London, N.6 England

Dear Sirs, Thank you for your enquiry of the 20th March 2002 in which you inform us that you are interested in purchasing the Model R 800 computers from us. We enclose with the Letter all particulars concerning technical characteristics of this model. Our company enjoys first-class reputation and our products are exported to many countries. We have had to develop special features in our computers to satisfy market demands. Now our computers are widely known in many countries of Europe and Asia. We are happy to inform you that you can meet your quality requirements and offer you three computers at the price of … .. per unit. The price includes packing. We are sure that at this price our computers are the best on the world market. We can promise delivery in two months if we receive your order immediately. We hope the above information will be helpful, if further information is required please do not hesitate to contact us. We hope you will be able to accept our offer and look forward to our future discussions with you.

Yours faithfully, Wilson & Co, Ltd

3.2.

Read the dialogues and say what you have learned about the price of the computers and the discount of the price.

33 (1) After Borisov had closely studied the price for the Model R 800 computers he found that it was somewhat higher than the prices of other companies for the similar type of computers. That’s why he invited Mr. Adams to the Russian Trade Delegation to discuss the matter.

B.:

Mr. Adams, I’m sorry to say we cannot sign a contract with your company at this price. It’s unreasonably high. We are in close touch with the world market and our information is that your competitors are quoting lower prices.

A.:

You are partly right. It’s true, the price is high, but you should take into consideration the fact that this model is the latest word in electronic industry. It is designed on the most modern lines and we can guarantee the high reliability of the computers.

B.:

We know all that. But nevertheless the price doesn’t seem attractive. Will the final price depend on the number of computers we’ll buy from you, Mr. Adams?

A.:

Right. If you increase your order to five computers we’ll be able to give you a 2% discount on the price.

B.:

I’m afraid the discount is too small. I Expected at least a discount of 4%.

A.:

Let me make some calculations. Well, Mr. Borisov, 3% and not more as this concession leaves only a very small profit for ourselves.

B.:

In this case I’d like to discuss the matter again with my people and after that I’ll be able to give you my final reply.

A.:

Good.

Answer the following questions. 1. Why were the computers of Wilson and Company in great demand? 2. Why did the prices depend on the number of computers?

34 3. Why didn’t Mr. Adams give a larger discount to Borisov? 4. Why did Borisov want to discuss the matter with his people?

(2) The other day Belov, the General Director of Soyuzimport, and Mr. Turnball, a representative of Lindon Tools Company met at the Ministry of Foreign Trade to negotiate the purchase of a Flight Information Display System∗ for a new airport. B.:

I’d like to discuss with you some particulars of our transaction. Our customers have studied all the technical characteristics of your system and concluded that they meet their requirements.

T.:

I’m happy to hear it. We have been selling our equipment to many Western countries. It’s up to world standards and it is in great demand on the world market.

B.:

Well, now we can get down to discussing the commercial side of our transaction, can’t we? The first thing I’d like to clarify is the prices.

T.:

Don’t you find them attractive?

B.:

On the whole we do, but the prices for items 3 and 9 are a bit high.

T.:

I’m afraid I can’t agree with you here. These items are completely new in design and they are the best on the world market.

B.:

Your competitors offer lower prices for such items and they are 30–40% lower than yours. Could you find it possible to reduce the prices?

T.:

I’m afraid I must get in touch with my company and I’ll give you the answer tomorrow.

Answer the questions. 1. Why was the firm interested in goods from Lindon Tools Ltd.?

∗

Си сте ма и нфо р ма ци и для а ви а па сса ж и р о в

35 2. Why didn’t all the prices of the company suit Belov? 3.3.

Act out dialogues on the basis of the following situations.

1. Tell Mr. White you have looked through the latest catalogues and quotations closely. The quality of the machines meets your requirements but you cannot agree to their prices. Tell him you will place a big order with the company if they give you a discount. 2. Green and Co are regular buyers of pumps (на со сы). They would like to place an order with you. So their representative comes to your office. Discuss the price and terms of delivery and payment.

3.4.

Write letters in accordance with the given assignments.

1. Inform the company that you are Buyers of chemical equipment and you would like to receive their quotation and the latest catalogues. 2. Let the company know that their terms of payments and delivery suit you. But you cannot place an order with them as their prices are too high.

Со ста ви те ли :

Лю б и нска я На де ж да А ле кса ндр о вна , Сте пки на Та тьяна Ни ко ла е вна

Ре да кто р

Буни на Т.Д .