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Файл:Практика делового общения на английском языке. Учебное пособие
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with your company at this price. It's unreasonably high. We are
in close touch with the world market and our information is that your
competitors are quoting lower prices.
Adams: You are partly right. It's true, the price is high, but you
should take into consideration the fact that this model is the latest
word in electronic industry. It is designed on the most modern lines
and we can guarantee the high reliability of the computers.
Ionov: We know all that. But nevertheless the price doesn't
seem attractive. Will the final price depend on the number of
computers we'll buy from you, Mr.Adams?
Adams: Right. If you increase your order to five computers,
we'll be able to give you of 2% discount on the price.
Ionov: I'm afraid the discount is too small. I expected at least a
discount of 4%.
Adams: Let me make some calculations. Well, Mr.Ionov, 3% and
not more as this concession leaves only a very small profit for
ourselves.
Ionov: In this case I'd like to discuss the matter again with my
people and after that I'll be able to give you my final reply.
Adams: Good.
Part A
Ex. 1. Read and translate the text.
Ex. 2. Say what you have learned:
a) from the first letter about:
1. the type and the number of computers Risa was interested in; 2. the
time of delivery.
b) from the second letter about:
1. James & Co as exporters of computers; 2. the price which James &
Co quoted; 3. the time of delivery.
Ex. 3. Think and answer.
1. Why were the Buyers interested in computers of James & Co?
2. Why did the Buyers ask the Sellers to send them their quotation?
3. Why did the Sellers have to develop special features in the
computers?
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4. Why did the Buyers want the Sellers to quote FOB terms of
delivery?
Part В
Ex. 4. Read and translate the dialogue.
Ex. 5. Say what you have learned from the text about the
discussion on:
1. the price of the computers; 2. the discount.
Ex. 6. Think and answer.
1. Why were the computers of James & Co in great demand?
2. Why did the price depend on the number of computers?
3. Why didn't Mr. Adams give a larger discount to Ionov?
4. Why did James want to discuss the matter with his people?
Ex. 7. Translate into English.
1. Мы будем признательны вам, если вы пришлете нам ваше
предложение на компьютер модели ЕС 10. 2. К письму прилагаем
наши последние прейскуранты. 3. Благодарим вас за ваше письмо
от 21 июля 19..., в котором вы просите сообщить все подробности
относительно цены и условий поставки. 4. С удовольствием
сообщаем вам, что мы внесли некоторые изменения в
конструкцию машины. 5. В дополнение к нашему письму от 21
мая 19... мы сообщаем вам, что г-н Грин, директор нашей фирмы,
прибудет в Москву 23 мая и сможет посетить вашу выставку. 6.
Надеемся, что вышеупомянутая информация будет полезной для
вас. 7. Мы можем предложить вам три компрессора по цене... за
каждый, ФОБ Самара. Цена включает упаковку. 8. Мы надеемся,
что качество машин удовлетворит ваши требования, так как наши
машины имеют отличные технические характеристики и
надежны в эксплуатации.
* * *
102
Лондон, 10 октября 20...
Риза,
Казань
Уважаемые господа!
Мы получили Ваше письмо от 29 сентября 20..., в котором
Вы сообщаете, что не можете принять наши цены, так как
находите их выше, чем цены наших конкурентов, и просите
предоставить Вам скидку в 7%. К сожалению, мы не можем
этого сделать. Как Вам известно, наши станки имеют высокие
технические характеристики, в их конструкции учтены все
современные принципы. Ими легко управлять, и они надежны в
эксплуатации.
Кроме того, мы внесли ряд изменений в модель АВ, которая
Вас особенно интересует. Мощность этой модели возросла по
сравнению с мощностью предыдущей модели, и спрос на эту
модель очень велик. Как видите, мы не можем согласиться с тем,
что наши цены не обоснованы. Однако, если Вы пожелаете
увеличить свой заказ до 15 станков, мы могли бы предоставить
Вам скидку в 5%.
С нетерпением ждем Вашего ответа.
С уважением, Смит энд К°.
Ex. 8. Write letters in accordance with the given assignments.
1. Inform the company that you are Buyers of chemical
equipment and you would like to receive their quotation and the latest
catalogues.
2. Let the company know that their terms of payment and
delivery suit you. But you cannot place an order with them as their
prices are too high.
Ex. 9. a) Complete and translate.
beautiful (adj) + ly = beautifully adv
week (n) +ly = weekly adv
peaceful ->...
fruitful.->...
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slow - >...
day ->...
b) Complete the sentences.
1. We'll give the problem our close attention. We'll study it ...
2. His French is very bad. He speaks this language ...
3. It's a slow train. It runs ...
4. Our company receives much mail every day. Much attention is
given to the mail ...
5. We provide our goods with wide advertising. We advertise them ...
Ex. 10. a) Supply the articles where necessary.
1. We have been regular buyers of ... computers from this company
for many years.
2. ... machines which we have bought from IML have excellent
technical characteristics.
3. ... reliability is one of the most important features in the
performance of ... machines.
4. ... reliability of ... Model AC 30 machines is very high.
5. We enclose with the letter all particulars concerning ... technical
characteristics of the model.
6. ... technical characteristics of the machines are not as good as we
expected.
7. We are sure ... above information will be helpful to you.
8. We are interested in receiving .. various information concerning
the situation on the world market.
* * *
Dear Sirs,
We thank you for your enquiry of 5th May for ... typewriters ... Model
"Midget". We are enclosing ... catalogues with all ... technical
characteristics of ... model. ... price of each typewriter is f ... CIF
Tallin. ... price includes ... packing. ... payment Ls to be made by ...
Letter of Credit which you are to open with ... Moscow Narodny
Bank. We are glad to inform you that on ... orders for 200 typewriters
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and more we can give you ... special discount of 5%.
Since we have taken ... very large orders at ... exhibition we are sorry
to say that we cannot promise ... prompt delivery even if we receive ...
order in ... very near future.
We hope to hear from you within ... next few days. I am also hopeful
for ... successful future negotiations.
Yours faithfully,
Lester W. Smith
b) Say what you have learned from the letters about:
I. the price for typewriters; 2. the terms of payment 3. the time
of delivery.
Ex.11. Supply the correct forms of the verbs.
1. The goods can (to deliver) only six months after w (to sign) the
contract.
2. From the quotation which (to enclose) with the letter you (can, to
get) all particulars concerning the model.
3. New features (to develop) in our machines not long ago and now
they quite (to satisfy) market demands.
4. Export packing (to be, to include) into the price.
5. You (to be, to open) a Letter of Credit after you (t receive) our
Notification of Readiness.
6. The capacity of the pumps (must, to increase) in the shortest
possible time.
7. Shipment of compressors (can, to make) from Moscow within three
weeks after your order (to receive).
8. The customers (must, to supply) the first lot of the goods not later
than June this year.
9. We (can, to supply) the model to your company at the price of ...
per unit.
Ex. 12. Supply the prepositions.
1. We enclose ... the letter our quotation ... telephone equipment.
2. Further ... our telephone talk with your Mr. Smith we will be
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obliged if you will send us all particulars ... the Model CB machines.
3. We thank you ... your enquiry ... the 23rd March ... pumps ...
delivery ... June.
4. The compressors can be delivered ... Odessa two weeks ... we sign
the contract.
5. We are in close touch ... the world market and know perfectly well
the prices ... this type ... machine.
6. You should take ... consideration that the reliability ... these
compressors is different ... that ... the previous model
Ex. 13. Choose and use.
to expect, to wait for
1. - What discount do you ... to get from the company?
2. - We ... at least a 5% discount.
3. Please ... me here.
4. Come in, please. The President ... you.
5. I didn't ... you today, I thought you were coming tomorrow.
6. We didn't ... that the company would increase their order to 25
machines.
7. We ... the bus for half an hour.
8. Why are you so late? I ... you for an hour and a half.
Ex. 14 a) Read these letters.
Brown & Co, 2nd July, 20..
12 Morgate Street, London E.C.2,
England.
Dear Sirs,
Further to recent discussions we had with Mr. Otten from Brown
& Co in London we would be grateful to you if you will send us your
new catalogues for the latest model of refrigerator. If you can
guarantee prompt delivery and can quote really competitive prices we
shall be able to place an order with you for 250 refrigerators.
Delivery will be required within a month after the contract is
signed. As the matter is urgent please let us have your reply by
airmail.
106
Yours faithfully,
Risa.
* * *
Risa, 25th July, 20..
32/34 Pushkin Square,
Kazan,
RT.
Dear Sirs,
We thank you for your letter of the 2nd July 20.. in which you
inform us that you are interested in purchasing our refrigerators. We
remember very well the talk we had with your Mr. Stepanov.
It gives us great pleasure to enclose with the letter our catalogues
in which you will find all the technical characteristics of the model
you require. We are pleased to offer you 250 refrigerators at the price
of £ ... per unit CIF Moscow. The price includes packing.
We hope you will find our price quite competitive. We are sure
that at this price our refrigerators are the be on the world market.
Unfortunately we cannot promise delivery earlier than| at the end
of the year as we are heavy with orders now.
We hope to hear from you within the next few days!
Yours faithfully! Brown & Сo
b) Summarize the letters.
c) Think and answer.
1. Why was the Russian company interested in refrigerators of Brown
and Co?
2. Why were the Sellers sure that at the price of £ ... the» goods were
the best on the world market?
3. Why were their refrigerators selling very well?
4. Why did Kazanimport ask Brown & Co to send their reply by
airmail?
Ex. 15. a) Read the dialogue.
Mr. Smith, a representative of White & Co, visited the
«International Exhibition of Agricultural Machinery "Trac-tors" which
107
was held in Moscow. He was impressed by the latest Model of tractor,
which was exhibited at the Russian pavilion. As his company was
interested in buying tractors of that type, Mr. Smith got in touch with
Kazanexport to negotiate the purchase of the model.
Smith: Can you supply us with this model of tractor?
Ivanov: It depends on the time. When do you require them?!
Smith: In the first half of October.
Ivanov: Unfortunately we shan't be able to deliver them until the
end of the year.
Smith: Well, if you can't deliver the tractors sooner we'll have to
accept your time of delivery. And now I'd like to hear your price.
Ivanov: It's £ ... per unit CIF London. The price includes export
packing.
Smith: I'm sorry to say the price doesn't seem attractive. We
know prices of other companies for similar models of tractors as we
are in close touch with the world market.
Ivanov: But you should take into consideration the high quality
of our Model LR 87 and its high reliability. We are sure that at this
price our model is the best on the world market.
Smith: Mr. Ivanov, can you give us a discount if we increase our
order?
Ivanov: I think we can. Although, I'm afraid, we shan't be able to
do much. I promise to look into the matter tomorrow, and let you
know our reply.
b) Say what you have learned from the dialogue about:
1. the discussion of the delivery dates; 2. the discussion of the price.
c) Think and answer:
1. Why do you think the Model LR 87 tractor attracted Mr. Smith's
attention?
2. Why couldn't Kazanexport deliver the tractors in the first half of
October?
3. Why did Ivanov promise to look into the matter?
4. How did the companies settle the matter?
Ex. 14. a) Read the story.
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Quality
I knew Mr. Gessler from the days I was a child because he made
my father's shoes. He had a little shop in a small street. There was no
sign on the door of his shop that could attract people's attention. and
Mr.Gessler had a few customers like my father who ordered their
shoes only from Mr. Gessler. They knew that they could not get
more comfortable shoes from any other shoemaker. I often wondered
if it was difficult to make shoes and Mr. Gessler's answer was the
same: "It's an art." The shoemaker was a very pleasant and really
talented man. He made wonderful shoes, he made them very quickly
and the price was quite reasonable. I enjoyed each visit to his shop!
But I didn't have to call at this shop very often as his shoes were
always of high quality, fitted me nicely and II wore them for a long
time.
Once I called on him in a pair of shoes which I had bought in
some large shop when I was on a business trip in a foreign country.
He took my order and all the time he was looking at my shoes. At last
he said: "Those are not mine."
He touched my left shoe where it was not quite comfortable and
said: "Those big companies are not reliable at; all. They take our
buyers from us by their advertising, not by work. It seems people do
not want good shoes. Soon I’ll have no more work, I'm afraid."
Unexpectedly I saw things I had never seen before. I understood how
difficult his life was. He couldn't be a competitor to big well-known
companies who produced shoes and got much profit. I tried: to explain
to him why I had bought those shoes. But he didn't hear me. He
looked very unhappy and I was so sorry for him that I ordered many
pairs, more than I wanted.
As a result of my purchase I did not have to go to him for about
two years.
Time flew. When I came to his shop one day I was surprised to
find another name which was painted on the door. The sign on the
door was very colorful and attractive. It said that here was a
shoemaker who was making shoes for the Royal Family. I decided to
come in to find out what had happened to Mr. Gessler.
A young man in a well-made suit met me. He greeted me warmly.
"Do you want shoes. Sir? We can find anything you like." "No", I
answered. "Thank you. You see, I'd like to know if Mr. Gessler works
109
here."
"Oh, poor old man," the shoemaker said, "he died a few months
ago." And he told me that Mr. Gessler had to sell the shop as it had
become too expensive for him to keep it. He had no one in London
who could help him. "Oh, but what could you expect of a man with
his ideas? He never advertised his shoes though nobody in London
could make shoes of better quality. I really feel sorry for him." I could
not stay at the shop any longer and left it.
(After J. Galsworthy)
b) Say what you have learned from the text about:
1. Mr. Gessler; 2. the young shoemaker.
c) Think and answer.
1. Why was Mr. Gessler's life very difficult?
2. Why was there no sign on Mr. Gessler's shop?
3. Why did the writer enjoy visiting Mr. Gessler's shop?
4. Why did the writer think that the young man was doing good
business?
Why couldn't the writer stay in the shop any longer?
b) Give your viewpoint.
Wide advertising doesn't always mean "high quality".
Good advertising is a key to successful trade.
Ex. 15. Act out dialogues on the basis of the following
assignments:
Mr. Harold has come to your office to negotiate the purchase of
the Model AB machines. Discuss the price. Say that you will give a
discount to the Buyers if they increase their order. Before you start
discussing business speak about the hotel Mr. Harold is staying at.
Two days ago you promised M. Green to get in touch with your
people. Meet him and give your final reply about the price for
chemical equipment. Say that you will increase your order to 20
machines if they give you a 7% discount.
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