Dialogue

Read the following conversation and do the tasks that follow.

Tony King is a ‘rep’ – a salesman – for a firm that manufactures electrical goods. He calls on Alan Jacobs to show him something he believes will interest him.

Tony: Tony King. Nice to meet you.

Alan: You too.

Tony: What I’ve come in to speak to you about is a new product that we are bringing on the market.

Alan: Yes?

Tony: We think it is going to fill the gap in the market for dimmer switches. I’ll show you a sample. It just plugs into the top of a lamp or a bedside unit, no wiring required to dim your light, you see.

Alan: I’ve had one before that, it was a screw in one.

Tony: But…Wouldn’t you have to wire in on that one in?

Alan: Yes, you wired it in.

Tony: Now this is different in that respect. This one we have designed as a plug-in, because we felt that there were people, maybe elderly people, or those who are a bit nervous with electricity when it comes to wiring in. This one, they can take it home, plug into their bedside lamp and then they’ve got an instant dimmer.

Alan: Yes.

Tony: It’s ideal for watching television.

Alan: It just seems a bit…

Tony: Yes, a bit stiff. You’ll find that the one’s that are coming off the line will be a lot better than that. That is what we would call a prototype.

Alan: Yes.

Tony: I’ve also got another prototype. This is that it looks like. You know, it’s just to hang it on the stand, where passers-by can spot it. I mean it’s quite colourful, at a glance you can see what it is. On the other side you’ve got very simple instructions, with a little drawing, of just how it plugs into a unit. You know, whatever they want to use it in, there it is: straightforward dim.

Ex. 1. Look at the terms in the left-hand column. Match each one with its correct definition in the right-hand column.

To come on to the market	A unit of a product used to demonstrate one of the first units made
To fill a gap in the market	One of the first units of a new product made, so that the design can be changed before the mass production
A sample	To be produced by modern mechanical means
To come off the line	If you turn it round to look at the back
A prototype	To produce and sell something that nobody else is selling
To spot something	Simple, easy, without problems
At a glance	To be sold for the first time
On the reverse side of something	To notice, or see something
Straightforward	Immediately, as soon as you see it.

Ex. 2. While preparing for this meeting Alan has made up a check list of points to be answered. Read the extract again and complete as many answers as possible.

Product available when? Is a prototype available for testing? Plug-in type or screw-in type? Is the product imported? Is wiring needed?

Simple instructions with the product? Drawing included in the instructions? Colourful packaging? Cheaper than the previous dimmer?

Ex. 3. Read the extract again. This time write down the expressions Tony and Alan actually used when they did the following:

1. Tony greeted Alan for the first time.

2. Tony explained his reason for coming to see Alan and said he wanted to show him a product that has not been available before.

3. Alan pointed out a specific difference between this product and the earlier one.

4. Tony said that the object they were looking at was one made for testing the design.

Ex. 4. Look at the record cards for these sales representatives. They all work for the same company and are responsible for very similar districts. Say which you think is the best rep and why?

Name: Ret Spankings Earnings: 10,600 Travel Expenses: 4,800 Entertainment Expenses: 800 Sales: 65,700

Name: Sue Collins Earnings: 10,700 Travel Expenses: 4,180 Entertainment Expenses: 1,400 Sales: 69,500

Name: Gary Knowles Earnings: 11,200 Travel Expenses: 4,520 Entertainment Expenses: 2,700 Sales: 73,400

Word List

travel and entertainment expenses – командировочные и представительские расходы (транспортные расходы, затраты на питание, проживание сотрудников и т.п., а также расходы по организации развлекательных мероприятий для клиентов (напр., в случае командировки в качестве торгового представителя и т.п.); данные затраты могут вычитаться при определении налоговой базы);

sales – объем продаж.

Ex. 5. Read the conversation again and reproduce it with another student in class.

Ex. 6. You are a sales representative. Describe your new product. Use the ideas from the conversation.

TRANSLATION

A) Translate from English into Russian.

1. These prices are subject to 10% discount.

2. The prices in this catalogue are subject to revision.

3. We offer you, subject to your acceptance by fax, 1,000 tons of ore.

4. This offer is made subject to the goods being unsold.

5. We believe that the results if the tests will have been summarized by the end of this year.

6. Three percent will be deducted by us as the compensation for moisture.

7. The ore would be shipped in bulk.

8. The machine can be dispatched in the second half of September, provided that we receive your formal order not later than July 31^st.

B) Translate from Russian into English.

1. Требуемый Вами товар продан, но мы можем предложить Вам другой.

2. Мы бы хотели предложить Вам новый товар, который мы выпускаем на рынок.

3. Мы признательны Вам за Ваш запрос и с удовольствием предлагаем Вам следующее…

4. Эта оферта действительна лишь в том случае, если товар ещё не будет продан по получении Вашего ответа.

5. Мы надеемся, Вы удовлетворены качеством образцов, предложенных нами.

6. Сейчас мы сравниваем Вашу цену и условия с предложениями, полученными от других производителей.

7. Мы сожалеем, что не в состоянии принять Ваше предложение.

8. Пожалуйста, помните: данная оферта действительна до тридцатого сентября.

9. Вы предлагаете скидку на крупные заказы?

10. Мы советуем Вам пересмотреть Ваше предложение и послать его нам как можно скорее.

WRITING

Ex. 1. Write an offer to the following enquiry. Invent any details you need.

London, 23rd January, 2006 Dear Sirs, With reference to the previous contracts concluded with your organization, we shall be glad to receive your offer for the sale to us of Caviar of 2005 catch. We require the following quantities of barreled caviar, viz.: Beluga caviar ……….. 5,000 lbs. Osetrova Caviar …….. 4,000 lbs. Pressed Caviar ……… 3,000 lbs. Total 12,000 lbs. We should like the shipment of the Caviar to begin in may and continue at regular intervals until the end of 2006. We hope to receive your offer as soon as possible. Yours faithfully,

Word List:

catch – улов

barreled – в бочках

lb – сокращенное обозначение единицы веса pound фунт

pressed caviar – паюсная икра

Ex. 2. Write a reply to this enquiry promising to send a quotation.

2 Moscow, 20th October, 2006 Dear Sirs, We refer to the recent discussions with your Managing Director Mr A.B. White here in Moscow, with accordance with the agreement reached we request you to send us your tender in triplicate for two sets of Machinery for Coagulating, Extracting and Drying Synthetic Rubber as per specification enclosed. The price, net weight and overall dimensions of each machine and each item separately must be indicated in the offer. Your quotation should also include two sets of rapidly wearing parts. We request you to enclose with your offer copies of your publications and drawings containing a full description of each machine included in the tender. We await your quotation with interest. Yours faithfully,

Word List:

in triplicate – в трех экземплярах

Machinery for Coagulating, Extracting and Drying Synthetic Rubber – машинное оборудование для коагуляции, экстрагирования и сушки синтетического каучука

as per specification enclosed – согласно приложенной спецификации

to wear out – изнашиваться

Ex. 3. Write a letter offering the following.

100 tons of Paraffin Wax, Grade A – Melting point 52 – 54C, Grade B – Melting point 51 – 52C. Delivery – c.i.f. London. Shipment – within three weeks of receipt of the order. The terms of payment and other conditions – in the enclosed copy of your Sales contract.

Points to Remember

1. Make sure that the letter does not contain anything which might reasonably annoy the person receiving it.

2. Remember that a letter which is anything less than completely honest deserves to fail. This applies both to the use of physical description and to wider claims as well. So don’t use ‘in mint condition’, ‘scarcely used’, ‘almost new’, ‘I sell the world’s best and cheapest …’ and ‘I guarantee that you will never regret buying from us’.

3. Stipulate the terms of payment and the time and place of delivery.

4. If the full details of the transaction have been outlined in previous correspondence, simplify matters by saying that the contract is subject to the conditions which you set down in your letter of a specific date.