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Файл:Business course in english for the linguistic department. Учебное пособие
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X.Businessdialogues
Smirnov: We are glad, that we have the same opinion. Will
you show me your contract form, please?
Baker: Here you are. Take into account that though the quality
of our machine tools is very good, the prices are very moderate. We
don’t increase them, not because we are afraid of competition. No, we
are interested in Russian market, which is very perspective. That’s the
thing! You are opening new factories and plants, so you’ll reequip
your assembly shops. No one will manage to do without them if he is
aimed at the qualitative production.
Smirnov: Let’s meet again, say, next Monday. I think I will
be ready to discuss the terms of the contract.
Baker: Certainly. By the way, I think that I know your chief
accountant. She took part in the meeting which took place in Paris
two months ago. Is her name Natasha Smirnova?
Smirnov: Yes, it is.
Baker: Is she your relative?
Smirnov: No, she is not. We are namesakes.
Baker: Really? I am sure, you are happy to have such a clev-
er, industrious and disciplined accountant.
Smirnov: I’ll pass her your compliments. Good-bye.
Baker: Good-bye, Mr. Smirnov.
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BusinessCorrespondenceinEnglish
Dialogue 2
1. Read and translate the dialogue.
Discussing the terms of the contract
Mr Smith studied the Buyer’s contract terms and on Tuesday
he came to the Russian Trade Mission to discuss them with Ivan
Lomov
Lomov: Good morning, Mr. Smith!
Smith: Good morning, Mr. Lomov. Sorry to keep you wait-
ing. I am a bit late - heavy traffic. Moscow is a very busy city.
Lomov: Never mind. How are things?
Smith: Not too bad, thanks.
Lomov: Would you like a cigarette or a cup of tea?
Smith: No, thank you. I don’t smoke now, but two months
ago I was a heavy smoker.
Lomov: It’s good that you have given up smoking. It is not so
easy to get rid of bad habits. Then, may be, a cup of coffee or tea?
Smith: A cup of coffee, please, hot and without sugar and
milk. I have come to clarify some details of the contract with you.
The first – how many computers are you going to buy from us?
Lomov: We are going to buy 400 computers.
Smith: And when do you require them?
Lomov: As soon as possible, say, in December, January, but
not later.
Smith: In December? I am sorry, but it is impossible. Our computers are selling very well and we are heavy with orders. We’ll be
able to deliver you only 100 computers in December. We’ll try to do
this taking into consideration our long-term cooperation.
Lomov: Thank you, but what is about the rest of 300 computers?
Smith: I know the situation at the plant and I am sure that
we’ll be able to deliver them not earlier than in six months.
Lomov: All right, but then without any delays. What is about
the terms of delivery? Hope that they will suit us.
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X.Businessdialogues
Smith: We agree to sell the computers FOB English port and
we can accept payment for collection too.
Lomov: Well, now comes the question of price. I must say
that your price is not attractive to us at all. Can you give us, taking
into account a good volume of the order a 10% discount?
Smith: That’s a bit difficult. The fact is that our computers
are in great demand at this price. However we can offer you a discount of 5% as we have been good partners for a long time.
Lomov: I think we can agree to a 5% discount. Could we
meet tomorrow at 10 to sign the contract, Mr Smith?
Smith: Yes, of course, if it is convenient for you.
Lomov: Good-bye, Mr Smith.
Smith: Good-bye, Mr Lomov. See you tomorrow.
253
BusinessCorrespondenceinEnglish
Dialogue 3
1. Read and translate the dialogue.
Meeting a Businessman
On the 21st of October at 10 o’clock in the morning Mr Blake
came to the Russian Trade Mission in Moscow
Blake: Good morning! My name is Blake. I am from
Blake&Co.
Raev: Glad to see you. How are you?
Blake: Fine. Thank you!
Raev: Would you like a cup of coffee?
Blake: Yes, please. It is very cold and wet outside today.
Raev: Yes, the weather hasn’t been very good lately.
Blake: That’s right, but is usually warm here in October.
Now Mr Raev, what is about our quotation and catalogues? Have
you looked through them?
Raev: Sure. We have studied them closely. The new model of
the machine tool is certainly very good and impressed me greatly.
Blake: Yes, it is of high quality. We have just started producing the model and we have already received a lot of orders.
Raev: Your machine tools meet all our requirements and we
are interested in them as we are going to reequip one of our assembly shops. Have you seen our contract form, by the way?
Blake: Not yet.
Raev: Would you like to look it through?
Blake: Yes, certainly.
Raev: Here you are. Do you want some time to examine it?
Blake: No, I don’t think so. The matter is that I have met with
your Top-manager Mr Pavlov who gave me a copy, so I know your
terms of delivery and payment, if you haven’t changed them.
Raev: We haven’t. Then what do you think? Will they suit
you?
Blake: On the whole, yes, but I should like to negotiate the
price. The matter is that your order is not big, so we can’t meet you
254
X.Businessdialogues
and make a discount of 6% off the full value of the contract. We
never practise such discounts.
Raev: That’s the whole point! But if we increase the order by
300 machine tools, will you give us the discount we are interested in?
Blake: We give such a discount beginning with the figure 600.
Raev: The matter is that now we don’t have the premises to
place them as a new assembly shop is still under construction. But
I can promise you to place our next order with you later.
Blake: Let me think a little and consult my authorities. I am
not entrusted to solve such matters. I’ll be ready to answer tomorrow after my call to London.
Raev: All right. When will it be convenient for you to meet?
Blake: At this time, Tuesday.
Raev: All right.
Blake: Good-bye for now.
Raev: Good-bye, Mr Blake.
255
BusinessCorrespondenceinEnglish
Dialogue 4
1. Read and translate the dialogue.
Talking business
Zuev, a representative of Rossimport, who deals in this kind
of equipment, got instructions to buy pumps from a British company. As soon as he arrived in London he contacted Bond&Co., a
leading manufacturer of pumps, Mr Still, the Manager of the company invited him to his office
Zuev: Good morning! I am Zuev. Here is my card.
Still: Glad to meet you, Mr. Zuev. Will you take a seat,
please.
Zuev: Thank you.
Still: Did you have a good trip?
Zuev: Yes, it was quite nice, thank you.
Still: What is the weather like in Moscow?
Zuev: It was raining when I left the capital. When I arrived
in London, it was raining too.
Still: Let’s hope that the weather will change and now let’s
get down to business. What can I do for you?
Zuev: We know that you began to produce a new model of
pumps. The quality of the model meets our requirements and
we’d like to place an order with you. Can you make us an offer for
150 pumps.
Still: Sure! When do you like to have your pumps?
Zuev: We require the pumps for immediate shipment.
Still: Well, you see, Mr Zuev, we are heavy with orders at
the moment and can offer you only 50 pumps.
Zuev: And what is about the balance of 100 pumps?
Still: We can start shipping them six months after we sign
the contract. I think we can deliver the pumps in four lots of 25
pumps each at regular intervals within eight months. Is it all right
with you?
256
X.Businessdialogues
Zuev: Not altogether. We require the pumps earlier. Could
you start the deliveries of the balance of the pumps, say, four
months after we sign the contract?
Still: I am afraid, not. We can guarantee, however, that there
won’t be any delay in shipment.
Zuev: All right. I think we could agree to that.
Still: Is there anything else you’d like to discuss, Mr Zuev?
Zuev: Yes, there is another point I’d like to clarify. It is about
your delivery terms.
Still: As we can provide shipping facilities we usually sell
our goods on CIF terms.
Zuev: Well, Mr Still, we can accept your delivery terms.
When shall we meet to discuss the price and terms of payment?
Still: Let’s meet in two days time. I’ve got a crowded programme tomorrow and the day after.
Zuev: Fine. Good-bye, Mr Still.
Still: Good-bye, Mr Zuev.
257
BusinessCorrespondenceinEnglish
Dialogue 5
1. Read and translate the dialogue.
Discussing a discount
Petrov, a representative of Rossimport, who deals in home
computers, has just arrived in London to discuss some business
matters with White&Co. On Mondey Mr White received Petrov in
his London office
White: Well, Mr Petrov, what can I do for you?
Petrov: Mr White, we have studied your latest catalogues
closely. The new model of computers meets our requirements and
we’d like to place an order with you.
White: Are you going to place a big order?
Petrov: We should like to buy 2000 computers from you.
White: When do you require the computers?
Petrov: We’d like to have them for immediate shipment.
White: I am afraid that we can’t offer you so many comput-
ers so soon. I am even sure of this.
Petrov: And what will be your suggestion then?
White: I know it for certain that just now I can offer you 1000
computers for immediate shipment and the balance of 1000 computers in four lots at regular intervals. Will it be all right with you?
Petrov: I think it would suit us if you agreed to deliver the
first lot in March.
White: To tell the truth, your order is so big, that I am going
to consult our top-management to find the way to provide you
with your order as soon as possible.
Petrov: I would be obliged to you, because we are to install
these computers in the University. We’ve heard that you make
good discounts if the order is big.
White: You are quite right. What discount do you want to get?
Petrov: Our order is very big, so we count on a 10% discount
off the full value of the contract.
258
X.Businessdialogues
White: I am sorry, but we don’t practice such discounts. We
can offer you a 5 or 6% discount off the full value of the contract,
not more.
Petrov: What is the guarantee period of the computers?
White: Two years and a half.
Petrov: What time from?
White: From the date of installation if your specialists take
our special course, because our computers require the special
training.
Petrov: What is about the interpreter? Shall we pay extra?
White: You may take yours.
Petrov: Well, I’ll consult my authorities and make you a call.
White: What do you think about their decision?
Petrov: I don’t know, but the discount is very little for such a
great volume of the order…
White: Let it be 8%. Your order is really big and I don’t want
to loose such a partner.
Petrov: Thank you. When shall we sign the contract?
White: All the documents will be ready tomorrow morning.
259
BusinessCorrespondenceinEnglish
Dialogue 6
1. Read and translate the dialogue.
Discussing prices and terms of payment
Mr Smith and Orlov from Rossexport met at the office of Mr
Smith in London to discuss the price and terms of payment of the
electronic equipment which Orlov is going to purchase
Smith: Good morning, Mr Orlov.
Orlov: Good morning, Mr Smith.
Smith: Happy to meet you. Coffee?
Orlov: No, thank you, I should drink a cup of strong tea.
Smith: Sunny morning, isn’t it?
Orlov: It’s beautiful. Good weather makes the mood better,
especially if it is sunny.
Smith: You are quite right, good weather keeps everybody
fine and it is a good way to start business, isn’t it?
Orlov: That’s true. Let’s get down to business then. I’d like
to start with the price. I am sorry to say but it is not acceptable to
us. To be frank you have quoted a very high price.
Smith: Oh, … per unit the price is quite reasonable. As you
know we have improved the model. And besides the price includes export see-proof packing and as you know, it has never
been cheap.
Orlov: Yes, we know that. But we also know that the prices
on the world market for this type of electronic equipment are lower than yours.
Smith: But the quality of our product is higher and we have
delivered the electronic equipment to different countries of the
world at this price.
Orlov: And still, we find the price a bit high. I’d like to stress
that it is our trial order with your company and if we satisfied
with our transaction you can expect repeat orders from us.
Smith: Well, the only thing we can do for you, Mr Orlov, is
to give you a 2% discount off the full value of the contract.
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