- •Содержание
- •Введение
- •Part I Business correspondence
- •§ 1. Standards of Business correspondence
- •§ 2. International Letter Requisites
- •Образец расположения реквизитов международного письма
- •Примеры оформления писем
- •Контрольные вопросы
- •Practice
- •§ 3. Language and style
- •Контрольные вопросы
- •§ 4. Types of business letters
- •Quotation (Offer) — предложение
- •Enquiry letter (Inquiries) — письмо запрос
- •Order (of Goods) — письмо-заказ (на товары)
- •Confirmation of order — письмо-подтверждение
- •§ 4.1. Quotation
- •§ 4.2. Enquiry letter
- •§ 4.3 Order of goods
- •§ 4.4 Confirmation of order
- •§ 4.5 Contract
- •Основные пункты контракта
- •Типы организаций
- •Шапка е-почты
- •Примеры формального вступления
- •Сетевой этикет
- •Practice
- •Part II. Business communication
- •§ 1. Effective business negotiations
- •Reading
- •Business Negotiation
- •Practice
- •I. Answer the questions on the text.
- •II. Give the English for:
- •III. Match the words on the left with their definitions on the right.
- •IV. Complete the sentences with one of the words from the previous exercise.
- •Text 2. Read and discuss the text about business negotiations.
- •5 Ways to Negotiate More Effectively
- •Improve Your Negotiation Skills to Improve Your Bottom Line
- •1) Learn to flinch.
- •2) Recognize that people often ask for more than they expect to get.
- •3) The person with the most information usually does better.
- •4) Practice at every opportunity.
- •5) Maintain your walk away power.
- •Practice
- •III. Work with a partner. Act out situations using the five strategies presented
- •In the text.
- •IV. Match the sentence beginnings (1-8) with the correct endings (a-h).
- •V. Negotiating styles. Read the passage and then do the task below.
- •VI. Probing. One way of furthering negotiations is probing (asking the right questions and listening carefully to the answers). Here are some probing questions:
- •Useful phrases Study topical phrases on business negotiations Making offers / Предложение сделки
- •Rejecting the offer / Отказ от сделки
- •Conditions / Условия
- •Winning time / Выигрыш времени
- •Reaching agreements / Достижение соглашения
- •Making complaints / Предъявление претензий
- •Apologizing / Извинения
- •Practice
- •II. Complete the phrases below using the correct form of the words in
- •III. Dealing with problems. When negotiations get stuck, and don’t progress,
- •Speaking
- •1. Discussing a contract
- •I. Read and act the dialogue out.
- •II. Find English equivalents for the following.
- •III. Answer the questions.
- •IV. Make these sentences complete.
- •V. Translate into English.
- •VII. You need to buy supplies for your company from a foreign supplier. Act out a conversion and discuss the details of your deal.
- •Manager and Clerk: Tricky Conversations
- •Boss and Employee: Resolving Difficulties
- •Employer and Employee: Asking for a pay rise
- •Manager and Client: Difficult Clients
- •Challenge
- •Prepare and act out negotiations between a boss and an employee.
- •II. You can choose any other situation to practice your negotiation skills and act it out with your colleagues.
- •§ 2. Presentations
- •Reading Text 1. Read and discuss the text about giving an effective presentation. Effective Presentation Tips
- •Check your understanding with this follow-up quiz.
- •II. Read and discuss the information about presentation structure. Structure
- •Read. Now read the examples of two ways of opening presentations. As you read, try to find in the conversation expressions from “Useful phrases” list above.
- •Practice. Finish the sentence with the correct word or phrase.
- •Put in order. Put the sentences from a presentation opening into the correct order.
- •II. Presentations: body
- •Introduction. The body is the 'real' presentation. If the introduction was well prepared and delivered, you will now be 'in control'. You will be relaxed and confident.
- •Visual aids
- •Think it over. Imagine you are giving a presentation and using some visual aids. What phrases might you use to draw your audience’s attention to these slides?
- •Useful Phrases. Read the phrases and find Russian equivalents for them.
- •Read. Now read two examples of people giving presentations. As you read, try to find in the conversation expressions from “Useful phrases” list above.
- •Practice. Finish the sentence by choosing the correct words and writing them into the empty spaces.
- •Using and discussing visuals
- •Pay attention to the use of prepositions:
- •Now insert the necessary prepositions.
- •III. Keep in mind whether a noun is countable or uncountable when discussing information presented in you visuals.
- •IV. Fill in the blanks with the necessary words from the table above.
- •Useful phrases
- •Commenting diagrams / Комментирование диаграмм
- •Upward trend / Тенденция улучшения
- •Downward trend / Тенденция ухудшения
- •Continuing trend / Стабильная тенденция
- •Adverbs of change / Наречия изменений
- •Contrast and comparison / Контраст и сравнение
- •Practice
- •IV. Read the passage describing the profit of the company for the 5 years.
- •V. This is the report of a Sales Manager at the meeting describing the performance of some products. Read it and draw a graph. Check yourself.
- •VI. Translate sentences into English using the vocabulary of exercise V.
- •Presentations: questions
- •Introduction. At the end of your presentation, you may wish to open the floor to questions – to ask if anyone has any questions about your presentation.
- •Think it over. Imagine it is the end of your presentation and you are asking if there are any questions. What phrases might you use or hear?
- •Useful Phrases. Read the phrases and find Russian equivalents for them.
- •Read. Now read an example of someone asking if there are any questions As you read, try to find in the conversation expressions from “Useful phrases” list above.
- •Practice. Finish the sentence with the correct word or phrase.
- •Practice. Finish the sentence with the correct word or phrase.
- •Signposting
- •Challenge
- •§ 3. Markets, products and modern marketing
- •I. Market
- •1. Market
- •I. Now study word combinations with ‘market’ and find their Russian equivalents.
- •Complete the tv reporter's commentary with words from the box.
- •2. Companies and markets
- •Study word combinations and examples with ‘market’ and find their Russian equivalents.
- •II. Use the correct form of the words in brackets to complete the sentences.
- •III. Study more word combinations and examples with ‘market’ and find their Russian equivalents.
- •IV. Replace the underlined expressions with words from the table above. You may need to add a verb in the correct form.
- •3. Competitors and competition
- •Read this description of a language training market. Answer the questions.
- •II. Marketing
- •Marketing definition
- •2. The four Ps
- •Read the article and answer the questions. Role of marketing in modern business
- •II. Answer the questions:
- •3. Market orientation
- •Reading Text 1. Read and discuss the text about evolution of modern marketing. Marketing
- •Practice
- •I. Answer the questions on the text.
- •Give the English for:
- •III. Match the words on the left with their definitions on the right.
- •IV. Complete the sentences with one of the words from the table above.
- •III. Internet marketing
- •I. Answer the questions.
- •II. Skim through the passage and find terms related to the Internet.
- •Reading Text 2. Read and discuss the text about Internet marketing.
- •Practice
- •I. Answer the questions on the text.
- •II. Give the English for:
- •III. Complete the sentences.
- •IV. Read the text below and find in it expressions with the following meanings:
- •V. Do you remember the terms: b2b, b2c and b2g? Read the piece of information and answer the questions below.
- •‘Negotiate’ is not a dirty word
- •The art of negotiating
- •Business communication
- •Business interviewing
- •7. Internet business success stories
- •62 Year Old Grandmother Creates The World's Most Popular Online Greeting Card Site
- •7 Deadly sins that sabotage business success
- •Ten missteps that could cost you your business
- •Social marketing
- •Integrated marketing communications
- •Advertising effectiveness
- •Http://www.Questia.Com/library/communication/advertising-and-public-relations/advertising-research/advertising-effectiveness psychology and advertising
- •Consumer behavior
- •What makes an "excellent" presenter?
- •How to find and sell to your target market
- •Part 1: Finding Your Target Market
- •Part 2: Using Market Segmentation to Define Your Target Market
- •Top 10 home business opportunities
- •IV. Products and brands
- •1. Products
- •Study word combinations and examples with ‘product’ and find their Russian equivalents.
- •II. Match the sentence beginnings (1-7) with the correct endings (a-g). The sentences all contain expressions exercise I.
- •3. Brands and branding
- •I. Complete this marketer's description of his work using expressions from the passage about brands above.
- •II. Answer the questions:
- •V. Price
- •1. Pricing
- •I. Read the conversation between two managers, find Russian equivalents for
- •II. Look at the price list. Are the statements below true or false?
- •III. Study word combinations and examples with ‘price’ and give their Russian equivalents.
- •IV. Complete the sentences with the appropriate form of words from the table above.
- •2. Upmarket and downmarket
- •Mass markets and niches
- •Speaking
- •I. Work with a partner. Read about the three gifts. Which one would you choose to promote the new cereal, and why?
- •II. Three managers – Carmen, Ned and Anna – are discussing the gifts. Read their conversation. Which one do they choose?
- •III. What advantages and disadvantages do they mention for each gift? Read again and fill in the table.
- •IV. Read again. What expressions do they use to give their opinion?
- •Glossary
- •References
Контрольные вопросы
1. Каковы различия в оформлении реквизитов в письме внутри России согласно ГОСТ Р 6.30-2003 и в международном письме согласно стандартам ИСО?
2. Какие существуют реквизиты международного письма? Расскажите о правилах их оформления и расположения на бланке письма.
3. В чем состоят основные рекомендации по составлению текстов международных писем?
4. Какие реквизиты входят в формуляр-образец служебного письма?
5. Как располагаются реквизиты на бланках служебных писем? Назовите реквизиты на бланке.
6. Какой вид служебного письма имеет реквизит «отметка о наличии приложения» и как он оформляется?
7. Как оформляются реквизиты: «адресат» и «адрес»?
8. Кто может быть автором письма?
9. Кто подписывает письмо? В каких случаях на письме ставятся две подписи?
10. Все ли служебные письма перед текстом имеют заголовок?
11. Для каких целей в служебных письмах оформляется реквизит «отметка об исполнителе»? Каким образом он оформляется?
12. Как оформляются совместные письма организаций?
13. Какова структура письма-запроса, письма-просьбы, письма-ответа, сопроводительного письма?
Practice
Exercise I. Write the date of the event in full, then in figures in American
(USA) and British (UK) style, as in the example.
Valentine’s Day 14 February GB 14/2 USA 2/14
Christmas Day _____ _____ _____
New Year’s Day _____ _____ _____
Hallowe’en _____ _____ ______
Victory Day _____ _____ _____
Your birthday _____ _____ _____
Exercise II. Put these dates into chronological order.
11/09/99 (UK)
11/23/89 (USA)
September 22nd 1998
Twenty first of September nineteen ninety-eight
09/08/00 (USA)
Christmas Day 2000
21/12/99 (UK)
23 September 1999
01/01/01
10/10/10
Exercise III. Put parts of the letter into correct order.
1) We thank you for the letter dated the 29th September and are pleased to send
you our latest catalogue and the current price list. We shall send you a special
offer as soon as we have your exact requirements.
2) George Finchley& Sons
68 Bond Street, London
4 October 2003
3) Yours faithfully,
_____________
Sally Blinton
Sales Manager
4) Dear Sirs
5) Messrs Dickson and King,
9 Newgate Street, London
Exercise IV. Write the address in the proper order using the following words:
England Essex CM20 2JE Harlow 25 Regent Street
Exercise V. Write the letter in the proper order using the following words:
1) your ref: MN/LG/100
2) Dear Sirs
3) Compac Systems
96 Rosewell Drive,
Southtown, S03 48T
Tel:0927-423845
Telex:69364
4) Subject: results of the market research
5) our ref: AE/KR/101
6) Softchain Ltd
Foss House
Brigham Street
Liverpool
L 13 4AT
7) 14 November 2010
8) Encl: a copy of the report
9) cc F. Henley, Sales Manager
10) Further to our letter of 5 November, we write to advise you of the results of
the market research.
The findings of the report, a copy of which we enclose herewith, are
favourable and clearly indicate the requirement in your product.
As to your request regarding further discounts, we regret, that at present we
are unable to offer you more favourable terms.
11) Alice Everett
Marketing Manager
12) Yours faithfully
Alice Everett
Exercise VI. Rewrite the letter using the following verbs
1. have not arrived 5. found 9. was torn
2. have contacted 6. received 10. were damaged
3. have not had 7. showed
4. have informed 8. unpacked
C. R. Mendez S. A. Avda. dei Ejercito 83 E-48015 Bilbao
The Sales Manager 15 October 20... Seymore Furniture Ltd. Tib Steet Maidenhead Berks. SL6 5DS
Dear Mr. Harrison, I am writing to complain about a shipment of office furniture we ___ yesterday against our invoice no. G 3190/1. The crates _____ on the outside, and looked as if they had been roughly handled.
When we ____ them, we ____ that some of the chair legs were bent and rusty, and the fabric on the seating ____ or ____ signs of wear.
Two further crates from the consignment _____ yet, so we ____ the opportunity of inspecting them. I ____ the shipping company that we cannot accept this consignment from you, and they ____ your insurers.
As we will be unable to retail this consignment in our stores, we are returning the shipment to you carriage forward, and we shall expect a full refund.
Yours sincerely, C. R. Mendez Managing Director
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Exercise VII. Put the following phrases of the letter into correct order:
Dear Sirs,
1) We thank you for your letter and
2) As to the price
3) We are sending our
4) are pleased to give you all the particulars
5) that the prices for these goods are going up
6) samples by separate mail.
7) concerning the purchase of Chipboard from us.
8) we cannot agree with you that it is high.
9) on the world market and
10) However, as we hope to establish
11) a 5 percent discount.
12) goods are of superior quality
13) Yours truly...
14) close business relations with you we could grant you
15) in our General Terms and Conditions.
16) All other terms are stated
Exercise VIII. Make written translation of this letter into Russian
Dear Sirs
Thank you for your letter giving us details of the products we enquired about. The main item we are interested in is the kitchen unit listed in the catalogue under the heading CM214.
Please let us know what your terms of trade are. Could you also tell us if you are able to offer discounts on the price for a large order? We would also be grateful for samples of all materials used in the manufacture of your units.
I am looking forward to your reply.
Yours faithfully
Jack Simon
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Exercise IX. Find and correct mistakes in the form of the given letter
Super Toys Ltd Chattisfield Road, NEWTON NE 12 OLD Tel №C 2567 591048 Fax No: 2567 6541987 10 September 1999 CONFIDENTAL Mrs P Snowe The Ridings NEWTOWN NE14 6TY
Dear Mrs Snowe
APPOINTMENT OF JUNIOR PERSONNEL OFFICER
Further to our telерhone conversation yesterday, I am delighted to confirm your appointment as Junior Personnel Officer, commencing on 1 October 1999.
You will find enclosed two copies of Contract of Employment. Please sign and return one copy to us as soon as possible. Once I have received your signed Contract, an appointment will be made for you to have a medical, and I will telephone you arrange a day for this. Your hours of work will be from 0900 hrs. Monday to Friday with one hour for lunch. Holiday entitlement is 4 weeks each year. You will serve a probationary period of three mounts, during which time your salary will be J9.000 per annum. After satisfactory completion of the probationary period your salary will rise to J10,000 per annum. One month's notice is required if you wish to leave the company.
I look toward to welcoming you to Super Toys and hope that you will be very happy with us.
Yours sincerely
Angle Young (Ms)
PERSONNEL MANAGER
Enс
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Exercise X. Write a reply of the firm Super Toys Ltd (address: Chattisfield Road, Newton 12 OLD, tel.: 2567 591048) to Mrs. P. Ferraro, who lives in Madrid and who is interested in purchasing of a new toy “Tiloty bear”. The letter gives terms of payment and is signed by Chris Masters. Date -15 March 2005
