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Файл:Практика делового общения на английском языке. Учебное пособие
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permission to use, our telephone. As we had not made any telephone
calls during this period, I was astonished to receive your bill showing
$129.75 owing."
See what I mean? Develop your argument logically.
It takes a little practice to become artful at letter writing. However, if
you know the principles, it's much easier. If you have difficulty
deciding how to craft your letter, try using an outlining method. Jot
down the key points you want to make, like this:
Phone bill too high
- was on holidays most of the billing period
- How come my bill was $129?
- Is this a mistake?
- Is there another reason?
- Ask for new, adjusted bill
Shuffle them around until they are in a logical order and then write a
sentence for each.
Last, but not least, let's look at action endings. Most times when you
write you want something to happen. People often forget to use an
action ending ... ask for what you want to happen in the last
paragraph. These examples demonstrate this point:
"As soon as I receive your completed application, I will be able to
consider your request."
"Please send your check or money order for $123 as soon as possible."
"Please call me if you need further information."
"Please accept my sincere apologies."
"Unless you provide me with a copy of your birth certificate we will
not be able to ...."
Remember, this is the last thing your readers read. It needs to tell them
what you want and what they need to do. As with the opening
sentences template, you can write a list of standard action endings for
use with various letters.
Conclusion
I hope this short series helps you produce top quality letters that make
you and your organization look highly professional. Because of the
numerous requests I receive to help with letters, I may produce a book
about good business communication in future as time permits. Watch
this space.
And last of all, don't take any notice of those purists who say that a
paragraph cannot have only one sentence. What is the point of writing
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a two or three sentence paragraph if it isn't needed? Just tell them
Robin has changed the rules and enjoy your letter writing.
Ex. 29. Vocabulary
leaflet
design/of the latest design
e.g. The company is interested in the machines of the latest design.
price-list
to revise/to revise prices
e.g. The prices for our machines have just been revised and we are
sending you our new price-list.
to be pleased
to be pleased with smth. (smb.)
e.g. The manager is very (much) pleased with the talks he has had
with the representatives of the British company.
e.g. We are pleased to inform you...
spare
spare money (cash) spare time spare parts
to illustrate
to describe/to describe smth. to smb.
e.g. Can you describe your trip to me?
Please describe what you have seen there.
to prepare
to be prepared to do smth.
syn. to be ready to do smth.
e.g. We are prepared to discuss the matter.
profitable
comment/comment on smth.
to make comments
e.g. The speaker made comments on the situation in the market.
terrible
to bring up
e.g. The price problem was brought up during yesterday's talks.
period
guarantee period (period of guarantee)
put into operation
extend
to extend by one month to extend to 20 months
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respectively
e.g. We'd like you to extend the guarantee period by two and three
months respectively.
so far
e.g. I have read only one book by this writer so far.
to specify
defect /defect in smth.
to find defects
to correct
expense/at smb.'s expense
e.g. The replacements were delivered
at the Seller's expense.
obligation
e.g. What are the Seller's obligations within the guarantee period?
Responsible/to be responsible for smth.
e.g. Who is responsible for the test of the equipment?
through
e.g. The defects in the machines appeared through the Buyer's fault.
Fault/through smb's fault
e.g. There was a delay in the delivery of the goods through the Seller's
fault.
to find the possibility
to consider
e.g. I'm sure you'll have the possibility of visiting this place.
to replace
e.g. The Sellers are to replace the faulty parts by new ones.
replacement
e.g. We usually guarantee prompt replacement of faulty parts.
e.g. The replacements were delivered to the Buyer's plant without
delay.
to try
e.g. Try and see what I mean.
insurance
transport
to authorize
e.g. The manager is authorized to negotiate the purchase of the equipment.
to be authorized
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Unit IX
BUSINESS OPPORTUNITY
Part A
Various Forms of Business
International business is a dynamic activity which changes, adapts
and responds according to the conditions. Apart from conventional trade
it takes various forms such as buy-back transactions, turnkey projects,
transactions in patents, licenses, know-how, services, various joint
ventures, joint banks, mixed commissions and many other forms.
Here is a letter proposing a joint venture:
Dear Mr. Churov,
Re: Tractoroexport/Co-op Implements Joint Venture
During our recent visit to the U.S.S.R., and specifically when we
met with you regarding the possibility of forming a joint venture aimed
at developing and manufacturing a new line of tractors for sale in the
North American market, it was agreed that we would put forward our
preliminary thoughts for your consideration.
Conceptually, we see Tractoroexport and Co-op Implements
forming a Canadian joint venture company, with ownership of that
company to be shared by both Tractoroexport and Co-op Implements.
The joint venture company would purchase the required engines and
power trains for the new tractors from Tractoroexport, and have Co-op
Implements complete the manufacture and assembly of the new tractor
here in Canada. The joint venture company would then distribute the
completed tractors throughout North America through the distribution
systems now utilized by both Tractoroexport and Co-op Implements. In
our opinion, this form of venture would be extremely beneficial to both
parties.
As you are aware, Co-op Implements is a leader in the development
of new products and we are confident that with our engineering abilities
and plant facilities, we can, in conjunction with your engineering
personnel and the supply of the engines and power trains now produced
by Tractoroexport, develop an excellent line of tractors which would be
readily acceptable in the North American market.
This matter has been reviewed carefully by the Board of Directors
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of Co-op Implements and they have authorized the investigation of this
concept after we have concluded the transaction with Avtopromimport
relating to the CI 279 Field Cultivator.
The first step that must be taken is to have representatives of both
Tractoroexport and Co-op Implements meet to develop a more detailed
proposal together, and consider the steps which must be taken to realize
the goals that may be set.
As our representatives will be returning to Russia in late January —
early February, we would appreciate receiving an indication of your
interest in advance of that time so that we may further prepare ourselves
for future discussions.
Yours truly,
CO-OP IMPLEMENTS
V. E. Hamilton
Chief Executive Officer
Part B
Here is a proposal of a foreign company for cooperation on a buyback basis: Dear Sir,
We have several clients in Europe, Canada and the United States
engaged in the business of fruits and vegetables. Some of the clients have
been purchasing certain berries and fruits from Kazanexport.
So far their dealings have been in raw materials for the preserving
industry. However, for obvious reasons our studies show that it will be
more advantageous for both sides to do business in finished products in
frozen form. For Russia to be able to deliver frozen fruits and vegetables it
must build a freezing plant which will freeze fruits and vegetables to minus
40 degrees С and be able to store at minus 20 degrees C.
We have the possibilities of freezing a minimum of 4,000 tons of
fruits and vegetables a year. We are prepared to buy as a minimum the
above quantity annually.
Based on the above facts we propose to supply the necessary
equipment, know-how, and finance to construct such a freezing plant to
be paid by products we will buy over a period of five years.
If this proposal is of interest to you, we are prepared to immediately
start discussing the details and conclude the appropriate contracts.
Kind regards,
Sincerely yours…
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* * *
Some time later Mr. Smith, a representative of the company comes
to Moscow. He is received by Ivanov, an executive of the company.
Smith: I’m very happy to be here in Moscow for a few days.
Ionov: I'm very glad to see you, Mr. Smith. I received the telex about
your arrival and we were expecting you one day this week.
Smith: You must have studied our letter of November 24 in which
we proposed cooperation on a buy-back basis.
Ionov: You are absolutely right. And I should say we like the idea of
buying your freezing plant and repaying with frozen fruit. But there are a
few problems to discuss, before we okay this deal.
Smith: Well, go on. What's your first problem?
Ionov: The preliminary study showed that we'll need special
handling equipment in our port for frozen fruit. You can undertake the
delivery of equipment of this kind, can't you?
Smith: I'm afraid I can't give you an immediate reply. But we'll do
our utmost to meet this new request. I'll handle this problem the minute I
get back to London on Wednesday.
Ionov: And then there is another problem we are faced with. As we
understand from your letter you are prepared to finance the project. And
what is the interest rate?
Smith: We have had a tentative talk with our bankers. In principle the
Bank has agreed to provide credit to finance this project for a period of ten
years at the rate of seven per cent. The percentage is standard for
transactions of this kind.
Ionov: Good. We'll take that into account.
Smith: And when will you be able to give us details of your
technical specifications for the project?
Ionov: In a week or so. We can save the other questions until our
experts meet in a month's time and they can draw up a draft agreement
then.
Smith: That's not too long to wait. There are several points which
need to be weighed up before proceeding.
Ionov: You are quite right.
Part A
Ex.1. Say a) what forms of international business the
introduction mentions;
136
b) what other forms you know.
Ex.2. a) Read and translate the letter.
b) Answer the following questions:
1. What business talks preceded the letter?
2. What did the parties agree on at the talks?
3. How did the American side visualize the joint venture functioning,
according to the letter?
4. What did they say about the experience and background of both
parties?
5. In what connection was Avtoproimport mentioned?
6. What next step did the American side propose?
Ex. 3. Think and answer.
1. Were both parties equally interested in forming this joint venture?
2. In what case would this joint venture be mutually beneficial?
3. Are joint ventures promising, as a form of international business?
Part В
Ex. 4. Read and translate the letter.
Ex. 5. Say what you have learned about
1. the foreign company; 2. their proposal.
Ex. 6. Think and answer.
1. Why was the foreign company interested in doing this business?
2. What kind of company could it be?
3. Is business in finished products always more advantageous than
business in raw materials?
4. Are buy-back transactions very popular now?
Ex. 7. Read the dialogue and say what you have learned about
1. the atmosphere in which the talks began; 2. the Buyers' request to
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deliver special handling equipment; 3. the financial basis of the
transaction under consideration; 4. the work to be done to finalize the
agreement.
Ex. 8. a) Reproduce the dialogue.
b) Act out a similar dialogue. Suppose the foreign company
proposed different financial conditions.
Ex. 11. Answer the following questions:
1. What goals do businessmen usually set when they start a new
business? Is it easy or difficult to realize these goals?
2. What goals do many people set beginning to learn a foreign
language? Do many of them realize the goals set?
3. Do professional sportsmen usually set a certain goal when they
take part in contests? What can help a person to realize the goal he has
set?
Ex.12. Translate into English.
1. Он поставил перед собой несколько целей, но не достиг ни
одной. 2. Мы обычно сталкиваемся с различными проблемами,
когда начинаем вести переговоры о создании совместных
предприятий. 3. Все эти усилия были направлены на увеличение
доходов обеих сторон. 4. Фирма стоит перед лицом серьезных
финансовых трудностей. 5. Они выдвинули ряд интересных
предложений. 6. Заработная плата рабочих этой фирмы была
заморожена в течении нескольких лет. Мы уверены, что эти меры
послужат улучшению условий труда и повышению заработной
платы. 8. Мы внимательно рассмотрели этот вопрос и решили
увеличить процент отчислений. 9. Какова процентная ставка
банка?
Ex.13. a) Complete and translate:
Advantage - advantageous adj.
Caution - cautious adj.
1. religion —>...
2. ambition —>...
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3. prestige —>...
4. grace —>...
5. pomp —>...
6. variant—>...
7. monotony —>...
b) Complete the sentences.
1. He doesn't like to speak about his religion. But I know he is a
highly... man.
2. There are a few advantages of this kind of deal and I must admit the
terms are quite...
3. I hate monotony, therefore I didn't like the ... speech of the
scientist.
4. The presentation was organized with exquisite pomp and the
newspapers didn't ignore the... event.
Ex. 14. a) Supply the articles where necessary.
1. This is the largest complex producing ... aluminum in the country.
2. We are interested in exporting... aluminum to this market.
3. We would like to remind you that ... aluminum under Contract 5/71
was shipped to you last November.
4. ... new aluminum producing plant will be built on the bank of the
lake.
5. They are operating ... 1 million tones a year alumina plant in the
south of the state.
* * *
Venezuela and Spain in alumina joint venture
Venezuela and Spain have signed a letter of intent covering the
construction of a new complex for producing ... alumina and... primary
aluminum in Venezuela. The agreement calls for establishing a joint
venture company to build and operate ... lm-tones-a-year alumina plant
and ... 300,000 tones-a-year aluminum smelter in Bolivar State, in
south-east Venezuela.
CVG, a heavy industry complex owned by the Venezuelan government,
139
will hold 20 per cent equity in the company, while Mac-metal Group of
Spain will hold 80 per cent. Mac-metal has agreed to secure financing
for the new project, while CVG, which owns and operates ... steel, ...
aluminum, mining and hydroelectric power companies, will provide
support in obtaining land, electric power and supplies of raw materials.
Ex. 15. a) Supply the correct forms of the verbs.
1. Another joint venture in steel industry (to setup) last week here.
2. We (to form) just a joint bank to serve the clients.
3. It (to announce) a special mixed commission (to set up) next year.
4. The contract (to sign) if different interest rates (to apply).
* * *
Philips Sets Up Moscow Project
EINDHOVEN, Netherlands - Philips NV (to open) a company in the
Russia for servicing hospital equipment in cooperation with two
Russian partners, it (to announce) here Friday.
It is the Dutch electronics giant's first venture into Eastern Europe, (to
say) a group spokesman. The agreement (to sign) in Moscow with the
Moscow Children's Hospital and a high technology research
cooperative, Toyota, Moscow.
The new company, Philips Medical System Services (to own) 55 per
cent by Philips, 30 per cent by Toyota and 15 per cent by the hospital.
b) Say what you know or what you have learned about the new
company, Phillips Medical Systems Services.
Ex.16. a) Choose and use.
per cent, percentage
1. We didn't think the ... is fair enough.
2. The chairwoman of the TUC education committee said a 20 ...
reduction in education spending was forecast.
3. The administration has acknowledged that the national output
declined 2.4...
4. A small... of listeners tune in to Radio Moscow.
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