Деловое общение (Английский язык). Учебное пособие

I do hope you will be able to call and let us show these fine new materials. As you know, we are open until 7 p.m. on Thursdays.

Should you require any further information on current styles or cloth, please do not hesitate to telephone me at Grosvenor 7688.

Yours sincerely,

...

II. Try to make up an advertising letter.

Lesson 14. Contract as a document

& Reading Practice

Pre-text Exercises

I.Pay attention to the following words and word combinations and make up your own sentences with them:

formal document – официальный документ;

mutual business obligations – взаимные деловые обязательства; contract clauses – условия контракта;

legal titles – условия контракта;

terms of inspection – условия приемки; claim – претензия;

to conclude a contract – заключить контракт.

II. Read the text and be ready to discuss it.

Contract as a document

A contract is the most accepted form of formal document confirming the decision of the contracting parties to carry out mutual business obligations.

The major contract clauses include articles on legal titles of the parties, subject of the contract, quality and quantity of the goods, terms of inspection, delivery and payment, requirements for packing and marking, claims and arbitration and other articles.

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As a rule concluding a contract is preceded by discussing the enquiry of the Buyer and the offer of the Seller.

Here is a part of a specimen contract:

Contract No 32-1

Moscow September 4th, 1994 Foreign trade company Chemico, Moscow, hereinafter referred

to as the Sellers, on the one part, and Messrs. Petro Co., Liverpool, England, hereinafter referred to as the Buyers, on the other part, have concluded the present Contract to the following effect.

The Sellers have sold and the Buyers have bought on с i f terms 10 000 kgs. of Chemicals ST to be delivered in the fourth quarter of 1994. Partial shipments are allowed. The quality of the Chemicals is to be confirmed by certificate issued by a competent independent and recognized laboratory. The Chemicals are to be packed in plastic bags.

The price is 175 English pounds sterling per kilo с i f Liverpool. The total value of the Contract is GBP 1750,000 (one million seven hundred and fifty thousand English pounds sterling).

The date of the bill of lading issued in the name of the Buyers is to be considered the date of delivery. Payment for the Chemicals delivered under the present Contract is to be made by a letter of credit on the presentation of the following documents:

1.Sellers' Commercial Invoice.

2.Full set of clean on board Bills of Lading.

3.Quality Certificate issued by the laboratory.

4.Weight Certificate issued by the recognized company.

5.Certificate of Origin issued by the Chamber of Commerce and Industry.

6.Insurance Policy issued by the State Insurance company. Payment is to be made through the National Bank, Liverpool.

III.Answer the following questions.

1.What kind of document is a contract?

2.What do the contract clauses include?

3.Who has concluded the Contract No 32-1?

4.What is the subject of the contract?

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5.What can you say about the quality of the goods?

6.What are the terms of payment?

JSpeaking Practice

I.Translate the following speech patterns and memorize them:

We are interested in establishing contacts with you. What's your final decision?

We are quite able to meet the dates.

We would like to give us a discount of …%. As a special concession to a new customer… These terms are acceptable to us.

II. Read the conversation and practice it in pairs.

Discussing a Contract

Mr. Petrov (P) has come to London to continue talks with Mr. Black

(B). He contacts Mr. Black and at 10 o'clock he is in Mr. Black's office.

B: Good morning, Mr. Petrov. P: Good morning, Mr. Black. B: How are you?

P: Just fine, thank you. And how are you?

B: Very well, thank you. Are you enjoying your stay in London? P: Yes, my stay here is very pleasant. The weather is fine.

B: We have a few problems to discuss. First comes the problem of delivery terms. As far as I remember you prefer f.o.b. terms.

P: You're quite right.

B: These terms are acceptable to us. P: What's your idea of an f.o.b. price?

B: It's 1 200 Pounds per unit. If you buy on f.o.b. loaded and stowed terms, then the price will be 1300 Pounds.

P: Pardon?

B: 1300 Pounds.

P: Well, I suppose f.o.b. loaded and stowed terms suit us. But will you give us a discount if we buy, say, 50 machines?

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B: In this case we can give you a 10 % discount.

P: So, the problem has been settled. When can you deliver the machines?

B: Well, we can dispatch the machines in two equal lots of 25 machines each. We can promise to deliver the first lot in April.

P: And can the second lot be delivered in July? B: Yes, I think we can meet these delivery dates.

P: Fine. It seems to me we have settled all the problems and we can sign the contract now.

B: We'll do so as soon as the secretary has typed it... You'll have to wait a little.

(Mr. Black buzzes on the intercom and gives the necessary instructions to his secretary).

Mr. Petrov would you like to go to the theatre tonight? We can go and see a very good modern ballet at the Royal Opera House.

P: That's a wonderful idea. Thank you very much.

B: The performance starts at 7 p.m. I'll be in the lobby of your hotel at 6.30.

P:Well, I'll be there on time.

III. Act out a similar dialogue.

?Writing Practice

I. Read the document. Try to make up a similar one.

Contract No 58/3-1

Moscow 23 December, 19.. Messrs Brown and Co., London, England hereinafter referred to as "Sellers" on the one part, and Russian Italian Joint Venture Loco,

hereinafter referred to as "Buyers" on the other part, have concluded the present Contract whereby it is agreed as follows:

1. Subject of the Contract

According to the present Contract the Sellers have sold and the Buyers have bought the goods which description, quantity and prices are indicated in Specification No 1.

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The Specification is considered an integral part of the Contract. 2. Prices and Total Value of the Contract

Prices for the goods to be delivered under the present Contract arc understood francowarehouse, Moscow, in US Dollars, including packing, marking, freight and insurance.

The total value of the Contract is USD 141,000.00 (one hundred and forty one thousand American Dollars).

3. Time of Delivery

Time of Delivery of the goods is determined and indicated in Specification No I of the present Contract. The date of the Air waybill issued in the name of the Buyers is considered to be the date of delivery. The goods shall be shipped by lots indicated in Specification No

1.Partial shipments are not allowed.

4.Quality of the goods

The quality of the goods delivered under the present Contract shall conform to the quality of the samples selected by the Buyers for the purchase.

5. Packing and Marking

Packing and marking of the goods to be delivered under the present Contract are made in accordance with the Rules for Air Transportation. Packing shall provide the full safety of the goods during transportation as well as their storage.

6. Notification of Shipment

The Sellers arc obliged to notify the Buyers of the shipment by telex or by fax not later than 2 hours after shipment indicating the following:

number of the Contract description of goods

date and time of shipment number of the Air waybill quantity of goods

weight in Kgs

total value of goods

The address of the Buyers is indicated in Specification No 1.

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Lesson 15. Fairs and Exhibitions. Claims and Adjustments

Pre-text Exercises

I.Pay attention to the following words and word combinations and make up your own sentences with them:

an exhibition – выставка; a fair – ярмарка;

to hold in – проводить;

to take part – принимать участие;

the scope of smth. – масштаб чего-то; the purchase – покупка;

goods – товары;

a participant – участник;

to advertise – рекламировать; the sale – продажа;

an achievement – достижение;

to be crowded – быть заполненным;

to pay the way for smth. – прокладывать путь чему-то; an eye-opening experience – убедиться воочию;

to negotiate – устраивать, вести дело.

&Reading Practice

I.Read the text and be ready to discuss it.

Fairs and Exhibitions

A

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 exhibitions is becoming larger.

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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 centres are established where participants can negotiate the sale and the 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: 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.

B

Last month Stepanov, an engineer from Soyuzimport had instructions to visit an exhibition of electronic equipment which was held at Olympia in London.

Soyuzimport was interested in purchasing computers of the latest model. The Model R 800 computer of Witson & Co attracted Stepanov's 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 the purchase of computers.

II. Answer the following questions.

1.What are held every year in different countries of the world? 2.What happens from year to year with the number of countries

and companies who take part in exhibition and fairs? 3.What does the display during these exhibitions include? 4.Are fairs and exhibitions usually crowded with visitors? 5.What are established for selling and purchasing the different

goods?

6.What is an exhibition?

7.How are fairs and exhibitions usually held?

8.What way do international fairs and exhibitions pave for?

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III. Give your own point of view on fairs and exhibitions.

JSpeaking Practice

I.Translate the following speech patterns and memorize them:

Have you been to our pavilion? We've just seen your display. The latest models of equipment.

Does the equipment go for export?

Your equipment meets our requirements. The demand for the equipment.

You are interested in the equipment to set up a joint venture. It'll be mutually beneficial.

Let's discuss the matter in detail.

We'd like to establish business relations with you. We'll be glad to cooperate with you.

II. Read the conversations and practice them in pairs.

At the Exhibition

Charma: Good morning, Mr. Somov.

Somov: Good morning, Mr. Charma. I'm glad to see you. Have you been to our pavilion?

Charma: Yes, we've just seen your display. It's wonderful. Your latest models of agricultural equipment are particularly good.

Somov: Have you seen them in operation?

Charma: Yes, we have. Does the equipment go for export? Somov: Yes, we've sold it to many companies.

Charma: Your agricultural equipment meets our requirements. Our government is paying much attention to the development of the agricultural sector of our economy so the demand for the equipment will be high.

Somov: Fine. If you are really interested in our equipment we can set up a joint venture for the production of agricultural equipment in your country. It'll be mutually beneficial.

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Charma: An excellent idea!

Somov: Then let's continue our talks in the Director's office and discuss the matter in detail there.

A Visit to the Plant

Taylor: We like your plant, Mr. Ivanov. It's quite modern.

Ivanov: Glad to hear that, the plant is really new. We built it only 2 years ago.

Taylor: By the way, how long did it take you to construct it? Ivanov: Three years, though it's one of the biggest plants here.

Taylor: You produce very good compressors, they are easy to operate and reliable.

Ivanov: That's right. Our compressors are in great demand in the world market. We export them to many countries of the world. Last year was particularly good. Our total sales increased to ... roubles.

Taylor: Incidentally, in what way did you use the profit?

Ivanov: We invested heavily to improve the quality. We increased the salaries and wages. We also arranged a number of training courses for the technical personnel.

Taylor: We'd like to establish business relations with you. We are going to place a large order.

Ivanov: We'll be glad to cooperate with you.

III. Act out your own dialogues on the basis of the previous conversations.

?Writing Practice

I.Read and translate the models:

Claims and Adjustments

Письмо-жалоба. Структура такого письма аналогична структуре любого делового письма. При написании основного текста письма-жалобы полезно следовать простым правилам:

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-чётко изложите суть своей претензии(на что конкретно вы жалуетесь);

-сформулируйте, каких действий вы ждёте от виновника вашей жалобы.

Письмо должно быть написано в спокойном, вежливом тоне с тем, чтобы ситуация, вызвавшая недовольство одной из сторон, не переросла в конфликт.

Однако жалоба может носить и более жёсткий и требовательный характер, если на Вашу просьбу не реагируют. В этом случае в основной текст письма могут быть добавлены существенные детали:

-указание на обещание или обязательства, принятые на себя взаимодействующей стороной и требование принять срочные меры;

-предупреждение о том, что в противном случае будут приняты соответствующие меры.

В этой части письма-жалобы можно использовать следующие выражения:

Претензия, связанная с задержкой в поставке.

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