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ПРЕДИСЛОВИЕ

Сборник упражнений предназначен для студентов, владеющих базовым английским языком и начинающих изучать деловой английский язык.

Цель сборника упражнений – обеспечить курс “Export English” заданиями и упражнениями, способствующими усвоению общеэкономической и базовой терминологии делового мира, знакомству с основными понятиями бизнеса и подготовке к изучению языка специальности. Задачей сборника упражнений является развитие следующих умений и навыков:

-понимание и использование общеэкономической и деловой терминологии;

-презентация товара;

-ситуативное общение: обсуждение проблем и принятие решений и в этой связи проведение заседаний, собраний, деловых встреч;

-анализ финансового положения компании;

-составление отчета по деятельности компании.

Сборник упражнений представляет собой различные упражнения и задания по 10 эпизодам, раскрывающим основные проблемы, с которыми сталкивается компания Jayal Motors при выходе на внешний рынок. Задания и упражнения нацелены на активизацию изучаемого материала и вовлекают студентов в следующие виды деятельности: аудирование аутентичной речи и обсуждение и анализ представленных проблем в монологической и диалогической речи.

В сборник упражнений включены аутентичные материалы из американских и британских учебных пособий.

Сборник упражнений способствует развитию у студентов навыков общения, которые им понадобятся в реальных деловых ситуациях.

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EPISODE 1

I. Programmed Unit: Trading

1.Vocabulary focus.

1. a company – an organization made up of people who work together for

purposes of business or trade

Syn.: firm, business, enterprise (an organization, especially a business firm), outfit (infml a group of people working together)

2. to expand (n. expansion) – to increase in size, number, volume, degree, etc.; (cause to) grow larger – расширять(ся); увеличивать(ся) в объеме

You can expand volume, influence, area of specialization, field, operation, market, etc.

Eg.: The company has expanded its operation in Scotland by building a new factory there.

to extend (n. extension) – to make longer or greater, especially so as to reach a desired point, to increase in the length or time – расширять

(здание), продолжать (дорогу), удлинять, продлить, оттянуть (срок) You can extend a period of time, a visit, a road, a building, deadlines, etc.

Eg.: We will eventually extend the road as far as the station. You can extend the guarantee by paying an extra $20.

3.to increase (decrease) by – увеличить (уменьшить) на

to increase (decrease) to – увеличить (уменьшить) до какого-то уровня

to increase (decrease) from ….. to – увеличить (уменьшить) с ……до

4.to sell (to buy) in bulk, wholesale – to sell (to buy) in large quantities –

продавать (покупать) оптом

a wholesale distributor (a wholesaler) – оптовый торговец, оптовая фирма

to sell (buy) retail – to sell (buy) in small quantities – продавать,

покупать в розницу

retailer – розничный торговец, фирма, продающая товары в розницу

5.competitor (rival)- конкурент

to compete – конкурировать (with – с кем-либо; for – из-за чего-либо, ради чего-либо)

competitive – соперничающий, конкурирующий, конкурентный, конкурентоспособный

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6.to keep ahead of the competition – удерживать лидирующую позицию в конкуренции

7.to have an advantage over smb – иметь преимущество перед кемлибо

Syn.: to have an edge on smb

to have an edge on the market – иметь преимущество на рынке

8.to sell at (competitive) price – продавать по конкурентной цене

2.Fill in prepositions, where necessary:

1.Their company is very profitable. It has been ___ business for 10 years already.

2.Our company has several competitors, but we have an advantage ___

them, because we sell our products ___ a lower price.

3.There is a great demand ___ these goods ___ the domestic market.

4.Our company caters ___ the local market.

5.This company has been selling their products ___ the overseas market for more than 5 years.

6.A company which starts selling goods ___ overseas is said to go ___

exporting.

7.When there are a lot of competitors on the domestic market it is very difficult to compete ___ customers.

8.A cheaper or better product can give a company an edge ___ the market.

9.This company sells goods ___ retail.

3.Fill in the gaps with expand (expansion) or extend (extension):

1.Jayal Motors is in danger. The company is out of date and it needs to

_______.

2.We need to ________ the delivery dates, we won’t be able to supply them with necessary components within this period of time.

3.I planned an __________ of my holiday.

4.The company’s _________ into new markets was very risky.

5.Our factory is small. If we want to _______ into new markets we need to

______ the factory first to allow place for new equipment.

4.Answer the questions:

1.What does the expansion of a firm mean?

2.What do we mean when we say that a company is competitive?

3.What can give a company an edge on the market?

4.What does an exporter do?

5.What do retailers do?

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6.What do wholesalers do?

7.What does Russia export and import?

II. Listening Comprehension

Scene 1

1.Listen to the scene and fill in the gaps in the extracts from this scene with the words and word combinations.

… Paul: All right, then, but let me tell you what the course was like anyway.

You know, I’ve learned a lot. I am surprised that we’re still ___________. Tara: That’s because we have a wonderful _________ ________ … you! Paul: Thanks… but that’s not the problem at all. Tara, our little company – and it is little compared to the _______ in the city – our little company is in

_______. We are ___________, we need to _________. If we don’t, we’ll be

__________ by one of the giants.

Tara: But if we are as small as you say, why should anyone want to _______ us

____?

Paul: Listen, Tara, although we are small, we’re a __________ to them … The big firms, I’m sure, would like to _________ our _______ and ______ their sales even more.

2.Answer the following questions on the scene:

1.What idea has Paul brought from the course in Dabu? What reason does he give in favour of his idea?

2.What rival might they have on the international market according to Tara?

3.What problems does Jayal Motors experience at present?

Scene 2

1.Listen to the scene and describe the situations where the following words and word combinations are used:

-tax revenue

-to win smb over to smth

-extended credit terms

-to look into smth

-to go frantic

-the accounts

-to give smth a go

-a forwarding agent

-tied up

2.Answer the following questions on the scene:

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1.What are the main features of the new bike, designed by Jack, the Production Manager of Jayal Motors?

2.What advantage do the competitors have over Jayal Motors?

3.Why does Paul think that a forwarding agent is necessary for Jayal Motors?

3.Give the summary of the scene

Scene 3

1.Before listening to Scene 3 define, give synonyms and translate the following words and word combinations:

-to tackle the problem

-to hold on to one’s position

-to sort out

-sticky

-to keep out smb with smth

-to charge a price

2.Listen to the scene and fill in the gaps in the extracts from this scene with

the words and word combinations:

Paul: Jack, sit down and listen. This is important. We’ll have to _______ the problem of exporting __________. And the first move, as I see it, is to get an

________ picture of where we stand at the moment.

Jack: Why don’t we just concentrate on ________ here at home?

Paul: Right. Of course we should _________ to our position here and we will – that Barratt problem will have to be ________ for a start – but you must admit the market here is _______.

Jack: Yes, but it’s ______. The government keeps _____ foreigners with

______ _______ - though I must admit, I feel sure we could _______ ___ ___

against foreign bikes.

Paul: I agree! That’s why I’m suggesting exporting, because I feel we can

______ with the best of them.

Jack: Just let me get this right. What you are really saying that we’d make more

_______ by selling bikes in Industria where we have a ______ advantage and can _______ _______ _______.

Paul: Exactly.

Jack: Ah, but wait a minute. _________, shipping, finance, not to mention the need ______ more staff, will _______ our costs and we could end up no better off, maybe worse off.

Paul: O.K., now there are extra ______ involved, but if we do it right they can be ___________ the price of the bike and we can still be _________.

Jack: How sure are you about our chances of ________ in the market?

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Paul: Well, that’s the ______ one. It’s going to need a lot of _______. I’m hoping to get the help of the ______ ______ ______in Dabu… Well come on, Jack. Is it _______ it or not?

Jack: There’ll be a lot of problems. Paul: Nothing we can’t _______.

Jack: Mmm, I’m not that hopeful. But yes, I think we should _______ with a

_________.

Paul: Marvelous, Jack, I was hoping you’d be ____________.

Jack: It’s not just for you. I’ve always wanted to see how my bikes _________

to competition in the big wide world – a question of ____________!

Paul: I’m sure it’ll be a _______. Look, it’s going to be difficult _________ the rest of the ________ and I’d like to _________ with it straight away. What do you say to a ________ meeting early next week?

Jack: Sounds fine. Is there anything you want me to do?

Paul: Well, there is one thing – I’d like you to look at the __________ and

________ problems.

Jack: Ok, it’s a deal. If this idea is to work, you’re going to need as much

_______ as you can get.

3.Give the summary of Scene 3, using the new vocabulary

III. Supplementary exercises on the vocabulary from the programmed unit

and listening comprehension

1.Fill in prepositions, where necessary:

1.I don’t like extended credit terms. It ties ___ cash we could put to better use elsewhere.

2.Paul was going to win Jack ___ ___ his new ideas.

3.We can build our costs ___the price of our product and still be competitive.

4.If we don’t expand, we will be swallowed ___ by bigger companies.

5.Packaging, shipping and the need to hire more staff will push ___ our costs.

6.We have to tackle ___ the problem ___ exporting step ___ step.

7.This problem will have to be sorted ___ for a start.

2.Paraphrase the following sentences:

1.The directors of the company decided to go into the export business.

2.Our rivals are offering an arrangement to some of the retailers in our area where they can receive goods immediately but pay for them at a later date.

3.We sell our goods locally.

4.A company which sells goods in large quantities is called a wholesaler.

5.This company stopped operating two years ago.

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6.I think it will be difficult to convince the general director that the idea of exporting is not risky.

7.We need a person, who will handle the transportation and documentation of exported goods on behalf of our company.

8.The Production Manager was sure that the company could do well against foreign mopeds.

9.I’ve been studying the possibility of selling our products abroad and I think we should try it.

10.We should research the market in order to see if our project is commercially viable.

3. Translate the following sentences, using your active vocabulary from Episode 1:

1.Расширение компании означает, что она может производить и продавать больше товаров.

2.В этом году наша компания увеличила свое производство на 15%.

3.Большинство местных магазинов покупают товары оптом по более низким ценам и продают в розницу по более высоким.

4.Эта компания снабжает товарами местный рынок, но планирует в скором будущем выходить на международный рынок.

5.Его отец является акционером этой компании.

6.Боюсь, мы не сможем заниматься бизнесом долго, если не начнем расширение компании.

7.Браться за решение любой проблемы нужно постепенно.

8.Все дополнительные затраты, связанные с выходом на внешний рынок, должны быть включены в стоимость продукции.

9.Том судорожно пытался найти копии прошлогодних счетов, чтобы решить проблему с налоговой полицией.

10.Качество нашей продукции достаточно высоко, чтобы конкурировать с зарубежными моделями.

11.Низкие цены на товары дают этой компании преимущество перед конкурентами.

12.Ему было поручено провести анализ экономической целесообразности проекта.

13.Джек всегда хотел знать, насколько его мопеды конкурентоспособны на внешнем рынке.

14.На рынке Дальнего Востока очень большой спрос на китайские овощи и фрукты.

IV. Communication skills

Make up a dialogue on the following situation:

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Student A: You are a Production Manager in a small local company. You have just designed a new model of lawn mower, which is lighter and easier in operation. You have a conversation with a Sales Manager, who has just returned from a seminar on business. He gives you a lot of arguments in favour of the necessity for your company to expand its activity and to go into the international market. You see many obstacles to this, but at the same time it has always been your desire to see how your product can compete overseas.

Student B: You are a Sales Manager in a small local company. You have just returned from the seminar on business with the strong determination to expand the activity of your company. You have a conversation with a Production Manager to see his point of view. You give him a lot of reasons for expansion, listen very carefully to his objections. You decide that it is reasonable to do a feasibility study first and to have a brainstorming session with the rest of the board.

EPISODE 2

I.Programmed Unit: Exporting

1.Give definitions, find synonyms and translate the following words and word combinations.

2. Answer the questions:

1.What problems must a company consider when it exports goods abroad?

2.What do the labels on containers usually show?

3.Why is it necessary to insure the goods?

4.Whose responsibility is it to insure the shipment – exporter’s or importer’s?

5.What does the company pay to the shipping company while goods are in transit?

6.Why do the governments encourage export trade?

7.How do governments encourage export trade?

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3.Do exercise 4 on page 14 in the textbook.

4.Complete the extract form a brochure promising Rayne Services to potential business customers. The first letter and a definition are given to help you find the missing words:

RAYNE INSURANCE SERVICES has an extremely successful reputation and a vast network of 1) b_________ throughout the world. We have an annual

2) p_______ income of over £10 billion. Our business premises 3) c________ is the most up-to-date. Not only is it very flexible, but there are also optional extras to suit the specific requirements of all 4) p__________. If your business demands above-average insurance values, we offer special 5) d________ on our very competitive 6) r_______. 7) C______ are dealt with quickly and efficiently by our highly-trained staff who have many years of experience in 8) b_______. There is no 9) r______ too heavy or 10) l_______ too great for Rayne to handle.

1.local offices

2.payment made by an individual or a business for insurance

3.guaranteed protection given by an insurance policy

4.people who have bought insurance from an insurance company

5.reduction in price

6.prices

7.applications to an insurance company to pay for loss or damage

8.buying and selling insurance

9.possibility of loss or damage covered by insurance

10.that which has been lost

II. Listening Comprehension

Scene 1

1. Listen to the scene and describe the situations where the following words and word combinations are used:

To overwork Feasibility study Freight rates Reliable Packaging costs Insurance

Capital equipment Staff