1982

3.What are three management levels?

4.What people do we call top management?

5.Whom does middle management includes?

6.What management do supervisors belong to?

7.What is the most important responsibility of any manager?

8.Who chooses from alternatives in business?

9.What is decision making?

10.What decisions do the managers make?

11.What are the functions of management?

Exercise 3. Say a few words about

a)management levels;

b)decision making;

c)management functions.

МОДУЛЬ 4

MARKETING

Marketing is the performance of business activities connected with the flow of goods and services from producers to consumers. Marketing includes the following operations: transporting, storing, pricing, and selling goods. The most important thing in marketing is finding out who the customers are and what they want. Marketing is the process of having the right product at the right time in the right place, the process that brings mutual benefit to customers and vendors.

Transporting means carrying goods from the place of their production to the place of their selling.

Storing is necessary because the consumer desires to buy goods without waiting. Pricing involves the art of determining what price is the best.

Selling involves helping consumers to discover their needs. Marketers should inform potential buyers of where goods can be bought and how much they cost.

Marketing research is also very important. The following are steps in marketing research: defining the problem, collecting data, compiling data and analysing the results, advertising.

Marketing operations are very expensive and one should consider the value added through marketing. Marketing becomes too costly only when cost exceeds the value it adds.

Vocabulary

Exercise 1. Put the verbs into the correct forms

1.(Market) is the performance of business activities (connect) with the flow of goods and services.

2.(Market) includes (transport, store, price, and sell) goods.

3The most important thing in (market) is (find) the customers.

4.It is the process of (have) the right product at the right time in the right place.

5.(Transport) means (carry) goods from the place of their production to the place of their (sell).

6.(Store) is necessary because the consumer desires to buy goods without (wait).

7.(Price) involves the art of (determine) what price is the best.

8.(Sell) involves (help) consumers to discover their needs.

9.You cannot act successfully without (define) the problem, (collect) and (compile) data.

10. The other steps of your research are (analyse) the results and (advertise).

Exercise 2. Put the words in brackets in the correct order. The entire sentences are

questions

1. (operations, what expensive, are)?

2. (is, what, marketing)?

3. (marketing, does, what, include)?

4. (want, do, the customers, what)?

5. (benefit, and vendor, mutual, what, to customers, bring)?

6. (is, tiie price, determined, how)?

7. (without waiting, who, to buy, desires, goods)?

8. (potential, who, buyers, inform, should)?

9. (are, research, the steps, what, in marketing)?

10. (goods, be bought, where, can)?

Exercise 3. Write sentences about

a)marketing;

b)marketing operations;

c)marketing research.

МОДУЛЬ 5

PROBLEMS OF MARKETING

The marketing of woodland products is the final step in the cycle producing and utilising tree growth. Without profitable disposal of products there can be little incentive to grow timber.

Naturally an owner wishes to realize to the fullest extent upon the material that he has for sale. To do this he must have complete knowledge of the technical phases of the problems peculiar to the disposition of woodland products. At the same time he must have the innate ability to plan and carry to completion a profitable business transaction.

The disposal of some products like railroad ties, poles, pulpwood, and even saw logs to me larger organisations with well-established purchasing regulations and policies is relatively simple. The seller produces his material at some central point in accordance with previously agreed to specifications, accepts the rulings of the inspectors and is paid accordingly.

On the other hand, much of the material from the smaller woodlands is sold locally to mills, wood-using industries, or to buyers of stumpage. In transactions of this type, it is difficult to determine with exactness the costs and basic values because of the variation in costs of harvesting and transporting the product. When logs are to be sold at a mill or free on board (f.o.b.) railroad cars, their prices delivered are known and agreed upon in advance.

Frequently an owner has valuable material for sale, but in such limited quantities that its true worth is difficult to realize upon. Certainly it is uneconomical to cut sound merchantable trees into small products and sell them in general mixture with less valuable woods. In this connection the advent of truck transport has made possible a better opportunity for long-distance shipment than that which existed when material had to be shipped in carload lots.

There are many examples of sales, whereby the owner has disposed of his standing timber for a single sum without knowledge of the volumes involved. If material is to be sold as stumpage, the seller should make an estimate of his standing timber and thus be in position to know the amounts of each species available for sale.

Exercise1. Put the verbs into correct forms (Passive or Active)

1.An owner (wish) to realize the material that he (have) for sale.

2.The seller (produce) his material at some central point.

3.Much of the material (sell) locally to mills.

4.Their prices (know) and (agree) upon in advance.

5.An owner (cut) sound merchantable trees in to small products and (sell) them.

6.Track transport (make) possible a better opportunity for long-distance shipment.

7.The seller (make) an estimate of his standing timber.

8.The owner (dispose) of his standing timber for a single sum.

9.An owner (plan) and (carry) to completion a profitable business transaction.

10.The seller (accept) the rulings of the inspectors and (pay) accordingly.

11. The technical phases of the problems peculiar to the disposition of woodland

products (be) relatively simple.

Exercise 2. Put the verbs in to the correct forms, -ing or-ed, in these fragments of

sentences

1. the final step in the cycle of (produce) and (utilize) tree growth;

2. the large organisations with well-(establish) (purchase) regulations; 3. in accordance with previously (agree) to specifications;

4. the variation in costs of (harvest) and (transport) the product; 5. in such (limit) quantities;

6. without knowledge of the volumes (involve);

7. (stand) timber;

8. wood-(use) industries.

Exercise 3. Find the answers to the questions in the text

1.What is the marketing of woodland products?

2.Why can incentive to grow timber be little?

3.How does the owner wish to realize his woodland products?

4.What knowledge must the owner have?

5.What ability must the owner have?

6.Where does the seller produce his material?

7.Where is the material from the smaller woodlands sold to?

8.What is difficult to determine with exactness?

9.What has truck transport made possible?

МОДУЛЬ 6

UTILIZATION PRACTICE

The field of utilization deals with the uses of wood, the wood-using industries, and the procedures of logging, milling, grading, and seasoning. If an operator carries his work through the stages of manufacturing and selling sawed lumber, he will be confronted with a need for information in each of these fields.

Knowledge of the uses of wood of the various species is of value for two reasons: first, it enables the seller to get in contact with the industries using the kinds of wood that he has for sale; second, it enables him to dispose of his wood to the markets to which it is most profitably adapted. Many woods are particularly valuable for special purposes; yet others, because of lack of outstanding mechanical or physical properties, must be sold without regard to special uses. The possibilities of the most profitable uses should be investigated carefully prior to sale.

The wood-using industries are many and varied. Railroads, mining companies, light and power companies, and many manufacturing concerns of a general nature are in the market for special kinds and sizes of wood products.

The sale to local markets eliminates the expense and distance of long-range shipment by either rail or truck. For material of average grade it will always be more satisfactory if local markets are available. But it may be profitable to sell products of higher quality to specialized industries that want the better grades of selected species. The cost of shipment must be weighed against the prices that are offered.

Products to be sold on the basis of specifications should be cut to conform to them. The material should be skidded and otherwise transported with a minimum of both expense and damage. Accurate records of expense should be kept. As a general rule, the woodland owner is advised to dispose of his logs before they are sawed into lumber. Otherwise he may find himself with a large amount of sawed boards or planks on hand and be unable to sell them to advantage.

Exercise 1. Write the sentences in the negative forms

1. The field of utilization deals with the uses of wood, the wood-using industries, and the procedures of logging, milling, grading and seasoning.

2. A knowledge of the uses of wood of the various species is of value for two reasons. 3. The possibilities of the most profitable uses should be investigated prior to sale.

4. The sale to local markets eliminates the expense and distance of long-range shipment.

5. The cost of shipment must be weight against the prices that are offered.

6. Products to be sold on the basis of specifications should be cut to conform to them. 7. As a general rule, the woodland owner is advised to dispose of his logs before they are sawed into lumber.

8. The woodland owner may find himself with a large amount of sawed boards or planks on hand.

Exercise 2. Put the verbs in to the correct forms -ing or-ed in these fragments of

sentences

1 . the procedures of (log), (mill), (garage), and (season); 2 . the stage of (manufacture) and (sell) (saw) lumber,

3 . the industries (use) these kinds of wood;

4 . many (manufacture) concerns of a general nature;

5 . (specialize) industries;

6 . (select) species.

Exercise 3. Sum up what the text said about

a)the field of utilization of woodland products;

b)the wood-using industries;

c)the sale to local markets;

d)a general rule of disposal.

МОДУЛЬ 7

OPERATING COSTS

Operating costs include those of logging, milling, and the intermediate steps in handling. Labour costs, team hire, tractor costs, distances of skidding and hauling, type and location of land on which the timber stands, and expense of milling vary widely, yet every single item enters into the final determination of value. Costs vary with the sizes of trees and logs handled and with species of timber: Transportation costs are particularly important elements in appraising the value of stumpage.

There are certain steps in a complete woods operation, namely, the felling of trees, sawing into logs, skidding of logs to central loading points, hauling of logs to a mill, sawing of logs into lumber, piling of lumber for seasoning, transportation of lumber to railroads or sales centres, or in lumberyards. Obviously, some of these steps may not be necessary. These are local considerations and only the elements actually involving expense must enter into a specific appraisal.

Average figures are of little significance. Transportation costs are the items subject to greatest variation. In milling operations, the largest single item of cost is that of sawing. Costs for piling, transporting, and loading will depend on whether or not lumber is piled for seasoning, hauled to a railroad, and loaded on cars. If trucked directly to a mill, the total cost should include the last expense incurred by the operator; in every case his costs will end when he disposes of the lumber either on cars or at the yard of a plant where it is unloaded. If the main products of an operator are other than lumber, the average costs should be determined for the product in the form in which it is disposed of. Regardless of the form of ultimate use, the principle of cost determination is the same.

Exercise 1. Put the verbs in to the correct forms

1. Operating costs (include) the intermediate steps in (handle).

2. Costs (vary) with the sizes of trees and logs (handle) and with species of timber. 3. Transportation costs (be) important elements in (appraise) the value of stumpage.

4. Only the elements actually (involve) expense must (enter) into a specific appraisal. 5. In (mill) operations, the largest single item of cost is that of (saw).

6. Costs for (pile), (transport), and (load) (depend) on whether or not lumber (pile) for (season), (haul) to a railroad, and (load) on cars.

7. If (truck) directly to a mill, the total cost (include) the last expense (incur) by the operator.

8. In every case his costs (end) when he (dispose) of the lumber at the yard of a plant where it (unload).

9. The average costs (determine) for the product in the form in which it (dispose) of.

Exercise 2. Make sentences from words in brackets

1. (many, operating, include, items, costs).

2. (item, into the final, every, enters, value, single).

3. (costs, particularly, are, transportation, important).

4. (steps, there, operation, are, in a complete, certain, woods).

5. (necessary, may, some, not, of these, be, steps).

6. (of little, average, are, significance, figures).

7. (subject, costs, to greatest, transportation, variations).

8. (is, of cost, the principle, determination the same);

Exercise 3. Choose the suitable form of the verb

1. (operated /operating) costs;

2. steps in (handle /handling);

3. distances of (skid / skidding) and (haul / hauling);

4. the (felled / felling) of trees;

5. central (loaded / loading) points;

6. (pile / piling) of lumber for (season / seasoning);

7. (mill / milling) operations;

8. costs for (transport / transporting) and (load / loading).

МОДУЛЬ 8

SALE OF STANDING TIMBER

Standing timber is sold in various ways. An owner may sell all his merchantable timber or only a few designated trees. Between these extremes the sales might include all trees over specified diameter limits, or trees specially marked by the owner for cutting, without regard for diameter classes.

When a sale is made on an area basis, the owner commonly sells all the merchantable material in his woods for a specified sum. A common procedure is for a mill operator to purchase the standing timber, move his mill to the woods, and then cut all trees that can be used by him, skid the logs, and saw them into lumber. Sales of this type were extremely common in the past, and in the majority of cases the owner received considerably less than the true value of his timber.

If an owner contracts to sell, under definite restrictions of species, size, manner of cutting, and other factors protecting his own interests, only those trees which he feels are mature and ready for removal, he then knows exactly what income he will receive and is free from all further details of logging or merchandising. Previous agreement can be made as to species and volumes that will be sold, and all details covered in advance by a written and signed contract.

By another method he contracts for sale all trees of certain species, above specified diameter limits. This method is far better than selling all timber in a wood but less satisfactory than that which permits the removal only of the trees marked in advance by the owner. If the owner's interests are properly safe-guarded and if the forest's growing stock is maintained at a satisfactory level, then the direct sale of selected stumpage for even an entire wood may be a satisfactory method to use.

Exercise 1. Put the verb into the correct form, Active or Passive

1.Standing timber (sell) in various ways.

2.An owner (sell) all his merchantable timber.

3.The sales (include) all trees over specified diameter limits.