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Файл:Практика делового общения на английском языке. Учебное пособие
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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.
Part B
Last month Garipov, an engineer from Risa, had instructions to
visit an exhibition of electronic equipment which was held at Olympia
in London.
Risa was interested in purchasing computers of the latest model.
The Model R 565 computer of Diamond Co attracted Garipov’s
attention. After he had seen the computer in operation he got in touch
with Mr. Smith, the Sales Manager of the company, to start talks for
the purchase of computers.
Garipov: Good morning, Mr. Smith. Here is my card.
Smith: Good morning. I'm glad to meet you. How do you like
our stand?
Garipov: Oh, it's really interesting. We've had a happy chance to
see your latest achievements in electronic industry. I must say you've
made much progress in this field.
Smith: Glad to hear that.
Garipov: Mr. Smith, your stand-attendant has just shown me the
Model 565 computer in operation. Is it for sale?
Smith: Certainly. It's an up-to-date model. It was introduced
into the world market six months ago and since then it has been a
great success. So I'm not surprised you got interested in it.
Garipov: Yes, I was impressed by its efficient performance and
the design.
Smith: The computer meets the highest world standards.
Garipov: But as you know, Mr. Smith, to buy a computer is only
half the business, You must have your own operators and
programmers to operate the equipment. I'd like to know if it will be
possible to send our specialists here so that they could get good
training at your plants.
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Smith: No problem to arrange it.
Garipov: Fine. As soon as I come back to Moscow we'll
send you our enquiry.
Part A
Ex. 1. Read the text
Ex. 2. Say what you have learned about:
1. different kinds of exhibitions; 2. the business side of fairs and
exhibitions.
Ex. 3. Think and answer.
1. Why are exhibitions and fairs growing in size and scope from
year to year?
2. Why do we say that every exhibition is a good method to advertise
different goods?
3. Why do fairs and exhibitions pave the way for the
consolidation of peace and friendship among nations?
4. What is the purpose of arranging exhibitions and fairs?
Part В
Ex. 5. Read the dialogue.
Ex. 6. Say what you have learned about:
1. Stepanov's visit to the exhibition; 2. his talk with the Sales
Manager of the company.
Ex. 7. Think and answer.
1. Why did the British stand impress Garipov?
2. Why was it very important for Garipov to find out if our specialists
could go to Great Britain to get training?
Ex. 8. Translate into English.
1. В сентябре в Дели, столице Индии, состоится международная
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выставка. Она расскажет посетителям о достижениях
промышленности и сельского хозяйства и об успехах, которые
сделаны в различных странах мира в области науки и искусства.
2. Мне необходимо связаться с фирмой "Браун энд К°" как можно
скорее. 3. В этом году фирма собирается представить на мировой
рынок новую модель компьютера. 4. Концерты артистов
Большого театра всегда пользуются большим успехом. 5.
Картины молодого художника привлекли внимание многих
посетителей выставки.
Ex.9. a) Complete and translate.
to work v -f- er = worker n
to translate v + or = translator n
to write-…
to read -…
to sell -…
to visit -…
b) Complete the sentences.
1. This plant manufactures different models of pumps. It is the
best ... of pumps.
2. What goods do Blake and Co buy from you? They are regular ...
of our television equipment.
3. Where does he work? He is a ... of the Ionov plant.
4. What kind of books does he write? He is a children's ...
5. Who translated this book into Russian? I don't know the name of
the ... but he did it very well.
Ex. 9. Supply the articles where necessary.
1. This actress has been ... success in all performances.
2. All the newspapers wrote about ... success of the
exhibition.
3. We are proud of … progress which is made by our country in the
field of science.
4. The fair was held under the motto: Peace and ...progress
to all nations.
5. ... industry of Siberia has achieved much progress, as compared
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with previous years.
Ex. 10. a) Supply the correct forms of the verbs.
Petrov, a Russian businessman, (to call) at the British
pavilion at the international exhibition which (to hold) in London last
month. He (to become) interested in the Model K2 machine-tool.
After he (to see) the machine in operation he (to get) in touch with
Mr. Black.
Petrov: Good afternoon, Mr.Black. Here (to be) my card.
Black: Good afternoon, Mr. Petrov. Glad to see you.
Petrov: I (to come) to London on business and I (to be) happy
(to have) a chance to visit this exhibition.
Black: I (to hope) you (to find) it interesting.
Petrov: It (to be) wonderful. I (to impress) by the size and
scope of the exhibition. It (to be) one of the largest exhibitions I ever
(to visit).
Black: Yes, over 350 companies (to take) part in it.
Petrov: Mr. Black, I just (to see) your pavilion. The Model K2
machine-tool (to attract) my attention. I must say your country (to
make) much progress in the field of machine-tool industry.
Black: It (to be) a pleasure to hear that. It (to be) an up-to-date
model. It (to introduce) into the market at the beginning of the year
and since then it (to be) a great success. A lot оf companies (to show)
much interest in the model.
Petrov: You see, Mr. Black, we'd like to place an order with
your company for this model and we'd like to negotiate the price for
the machines.
Black: Yes, of course. We (to be) glad to establish business
relations with your company.
Petrov: When we (can, to meet) to discuss the matter in detail?
Black: What about Tuesday, 10 in the morning?
Petrov: All right. I (to be glad) to meet you on Tuesday. Good-
bye!
a) Say what you have learned about Petrov's visit to the
exhibition and his impression of the British pavilion.
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Ex. 11. a) Supply prepositions where necessary.
1. How many companies will take part ... the exhibition?
2. I'd like to get ... touch ... your Sales Manager to negotiate some
business matters.
3. The exhibition was held ... the motto: Peace ... economic
cooperation.
4. International fairs and exhibitions pave the way ... the consolidation
... peace ... different countries.
5. The exhibition was very popular and every day the halls were
crowded ... visitors. The words which were written ... the Visitors'
Book showed that the visitors were impressed ... the display.
Ex. 12. Read the dialogue.
Not long ago a group of Russian businessmen came to Paris. They
visited some French plants where press equipment is produced.
Mr.Octon, a correspondent of one of the French newspapers, met
Yuri Orlov, a Russian businessman, at a press-making plant and asked
him to answer a few questions:
Octon: When was the first French press bought by
your
company?
Orlov: It was in 1965 at the International Fair in Paris. A few
presses were displayed on the French stand. We were particularly
interested in a 160-ton press. The next day we bought it. Since that
time we have been regular buyers of French press equipment. One of
our new plants is completely equipped with French presses.
Octon: What attracts Russian customers in French presses?
Orlov: The presses are reliable in operation, they are of excellent
quality and the performance is efficient.
Octon: Are you going to place some more orders for the
presses?
Orlov: Yes, certainly. We are going to order a few presses of a
new model. I'm sure large contracts will be concluded with France in
the future.
Octon: What are the impressions of your trip?
Orlov: Most pleasant. Our representatives visit your country
rather often. And each time they find great changes which take place
in French industry. Plants are growing, old shops are reconstructed
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and new shops are built. Up-to-date equipment is introduced into
production. The range of goods continually increases.
Ex. 13. Give extensive answers.
What does the Russia do to establish business contacts with other
countries?
Why do foreign companies show interest in the exhibitions which are
held in the Russia?
Why is it necessary to have efficient stand-attendant an exhibitions?
What do you know about trade fairs?
Ex. 14. Speak on the topics.
My visit to an exhibition.
The exhibition I worked at.
Ex. 15. Act out dialogues on the basis of the following
situations:
You've just visited the British pavilion at the international
exhibition in London and became interested in the Model A 20
machines. Tell the Sales Manager of the British company about your
impressions of the machines!
After you had seen the latest model of computer at the exhibition in
Finland you decided to visit Mr.Swenson. Now you are in his office.
Discuss the price and the terms of payment.
Ex. 16. Read and reproduce.
How to Advertise Using The World's Most Expensive Ad –
And Make Your Competitors Pay For It
How to advertise your business on a webpage for one dollar
whilst your competitors pay over one million dollars for the same
privilege.
It’s based on the fact that we’re all extremely fascinated with record
setting events and achievements in our world today. The fastest, the
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biggest, the most expensive. All these capture our imagination like no
other. So yes. Size does matter.
Imagine if you paid a dollar to have your advert placed right at the top
of a dedicated webpage. A webpage where the only way that your ad
could change to the next position down would be if someone paid
double what you paid. And the only way that that person’s ad could go
down one position is if a third person took up the top spot by paying
exactly double what the second person paid. And so on.
Keep doubling the price of the next ad space and you would soon
reach large amounts of money. Amounts so large that the huge
publicity associated will lead to huge website visitors to the dedicated
web page. And that in turn would ensure very large numbers of
visitors to see your one dollar ad.
Your ad would never get lost in a sea of ads because after around
twenty purchases, very few organizations would be able to enter this
exclusive club.
The powerful yet simple concept will produce fantastic publicity
especially as larger companies begin to get involved and bigger sums
are spent. If all the ads remain on the dedicated page then bingo. Your
one dollar ad will be on the same page as a one million dollar ad.
This is a very good example of how a wonderfully simple idea based
on a powerful concept can lead to completely out of proportion
results.
10 Killer Ways To Make People Click
1. Use reverse psychology on your banner ads. You could tell
people not to click on your banner ad. For example "Don't Click Here
If You Are Comfortable With Your Looks".
2. Make your banner ad words as attractive as possible. Use words
like ultimate, powerful, sizzling, hot, etc. Your words should relate
and highlight your total offer.
3. Offer a discount offer on your banner ad. People are always looking
for good deals. You could offer a percentage discount, dollar discount,
buy one get one free discount, etc.
4. Use a testimonial on your banner ad. This'll give people proof they
aren't wasting their time clicking on your banner ad. The testimonial
should include enough information so they understand the offer.
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5. You could have a famous and respectable person on your banner ad
representing your product, web site or service. People will click
because they'll trust them over you.
6. Use a strong guarantee on your banner ad. You could include the
guarantee as a headline for your offer. It could read double or triple
your money back guarantee, lifetime your money back guarantee, etc.
7. Tell people to click on your banner ad. Newbies to the internet may
net even know they can click on banners. Just having the phrase "click
here" on your banner will increase your clickthroughs.
8. You could advertise a trial or sample offer. This will tell people
there is no risk or obligation if they click on your banner ad and try
out your product or service.
9. Tell people the major benefit of your product, web site or service on
your banner ad. It could be benefits like make money, lose weight,
increase energy, save money, save time, etc.
10. You could advertise a free offer on your banner ad. People love
free stuff. The freebie should relate to your target audience. If the
5
freebie is attractive to them they will click
.
Rojo Sunsen
Ex 17. Vocabulary
specialized
to take part
Did you take part in the talks yesterday?
to grow (grew, grown)
scope
achievement
tart achievements in industry
architecture to make achievements
field
to advertise goods
to advertise machines/equipment
eg. The goods are advertised at fairs and exhibitions
various
motto
e.g. Fairs and exhibitions are held under various mottoes
progress
5
http://www.mostexpensiveinternetad.com/
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e.g. He has made much progress in English.
to pave
to pave the way
e.g. Exhibitions and fairs pave way for peace and progress
consolidation
friendship
nation
Unit VII
TERMS OF PURCHASE
Part A.
Correspondence Concerning the Purchase of Computers After Ionov
had seen the computers of James and Co at the exhibition and had a
talk with Mr. Adams Risa sent the following enquiry to the Sellers.
Leadenhall Street,
London, E.C.3,
England.
Dear Sirs,
Enter to our conversation with your Sales Manager during the
Exhibition of electronic equipment at Olympia in London we shall be
obliged if you will send us your quotation for the Model R 800
computer.
Please let us know if you can supply us with three computers and
quote your best prices. Delivery will be required within two months
after we place the order. If you can guarantee prompt delivery and can
quote really competitive prices we shall be able to place an order with
your company. We would also like to know if our specialists could be
sent to your country to be trained as operators and programmers.
We are looking forward to hearing from you soon and hope that
our future business relations will be of mutual benefit.
Yours faithfully,
Risa
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* * *
After James & Co had studied the enquiry of James they sent the
following reply:
The Kazan Trade Delegation, 27th March, 20..
32 Highgate, Westhill,
London, N—6,
England.
Dear Sirs,
Thank you for your enquiry of the 20th March 20.. in which you
inform us that you are interested in purchasing the Model R 800
computers from us. We enclose with the letter all particulars
concerning technical characteristics of this model. Our company
enjoys a first-class reputation and our products are exported to many
countries. We have had to develop special features in our computers to
satisfy Market demands. Now our computers are widely known in
many countries of Europe and Asia. We are happy to inform you that
we can meet your quantity requirements and offer you three
computers at the price of ... per unit. The price includes packing. We
are sure that at this price our computers are the best on the world
market. We can promise delivery in two months if we receive your
order immediately. We hope the above information will be helpful.
However, if further information is required please do not hesitate to
contact us. We hope you will be able to accept our offer and look
forward to our future discussions with you.
Yours faithfully,
Wilson & Co, Ltd
Part B
Discussing the Price Problem
After Ionov had closely studied the price for the Model R 800
computers he found that it was somewhat higher than the prices of
other companies for similar types of computers. That's why he invited
Mr.Adams to the Kazan Trade Delegation to discuss the matter.
Ionov: Mr. Adams, I'm sorry to say we cannot sign a contract
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