Практика делового общения на английском языке. Учебное пособие

- Садитесь, пожалуйста. Воронов разговаривает сейчас по телефону. Не хотите ли Вы посмотреть этот журнал?

- С удовольствием.

- Вот, пожалуйста.

- Спасибо.

2. Воронов работает в «Казаньэкспорте». Эта фирма продает

машины во многие страны. Машины «Казаньэкспорта» высокого качества и отвечают требованиям заказчиков. Недавно наши заводы начали выпускать новую модель, и в этом месяце «Казаньэкспорт» получил несколько заказов. На этой неделе «Казаньэкспорт» получил запрос на эти машины от «Блэк энд Ко». Заказчики заинтересованы в покупке 20 машин у советской фирмы. Г-н Хэролд (Harold), управляющий фирмы «Блэк энд Ко», хотел бы встретиться с нашими инженерами, чтобы обсудить некоторые вопросы и получить типовой контракт «Казаньэкспорта».

1) Involve key participants in preparing agendas for meetings that deal with complex or controversial issues. Your agenda will then have their approval because they helped create it.

2) Set a policy of no surprises. Insist that people tell you about new information, discoveries, or events as soon as possible. This will help you avoid calling a meeting to work on issues that have been resolved or that have a different scope than you expected. It also protects you from being ambushed by surprises.

3) Inform key participants about new policies, solutions, or programs before the meeting. People resist sudden changes. Thus, give them time to become comfortable with the new issues before the meeting. If necessary, schedule your meeting at a later date to allow people to prepare for new issues.

participation entails. Advance information allows the participants to study your requests and to work them into their schedules.

No matter what the anticipated size of your meeting is, you'll need a thought out strategy to ensure everything unfolds smoothly. Before you even begin to implement a plan, it's always a good idea to make sure all the specifics are laid out and organized - keeping in mind that you'll need to consider the fundamentals, as well as any small but important details which might become an issue throughout the scope of your event. After you've addressed basics like the date, location, and budget for your meeting, you can begin to fine tune your plans with a focus on particulars such as any equipment required for your event, transportation, or specifics concerning accommodation.

Finally, take advantage of all the resources available to you when it comes to planning an event. Hotels can often help you prepare for corporate and business meetings, making necessary arrangements for everything from accommodation for attendees, to meeting rooms and meals. Wherever your meeting is to take place, you can be sure to find a number of hotels which would be happy to host your event. Some can even provide you with a comprehensive checklist to make sure you don't leave any of the essentials out.

“Jennifer, I am expecting you to come back with the order. Really, we need this sale to hit our numbers for the quota. Remember everything that we talked about.” Does this sound familiar? We’ve all been there, the requirement to give presentations or present proposals has been an essential part of the selling process for a long time. Many salespeople get anxious and are just happy to get through the presentation without the use of 40 “ums” and sweat dripping off their brow. Is it really that bad? There are some very simple yet effective techniques that can be used to make you feel better prepared thus increasing your presentation’s power.

Second, you need to have your questions written out in advance. It is highly encouraged that you have a good high level understanding of the prospect’s business, a good place to learn more about this is the web. Take a look at relevant news on their website and who the key decision makers are in the organization. By having your questions written out in advance it will allow you to stay focused on the client and get the information needed in order to propose a solution.

Third, when arriving at the actual location clap your hands 20 times. You may be asking yourself, “why?” It has been proven that by changing your physiology puts you in a positive frame of mind and relaxes your muscles. This change of physiology will assist in making you appear less nervous.

Finally, ask good questions. Avoid the use of closed questions that will not allow you to find out the information you need to do active problem solving. Asking questions that use the words “how” and “why” will go a long way towards moving the sales process along. The more information that you are able to find out about the client’s level of pain, the better.

In summary, by incorporating some of these simple practices into your everyday presentations to clients can make a big difference in anxiety levels and your performance. Remember the audience wants to hear what you have to say, and they also want you to succeed, if they didn’t they wouldn’t be allowing you the opportunity. So, the next time you are in front of a group don’t forget to incorporate some of these ideas and your passion and energy will be very clear. Don’t forget enthusiasm is contagious, if you are excited about your products/services, your clients are bound to be as well!

a contract form to let e.g. Let me do it. Let's go to Kiev. again next talks lesson Sunday week ever yet time e.g. What's the time, please? past e.g. It's 20 minutes past two. to e.g. It's 20 minutes to two. half e.g. It's half past two. a quarter e.g. It's a quarter past two. frosty

A Kazanimport is interested in buying pumps for a new shop of a large plant in Siberia. The shop is already under construction and the customers require the goods urgently, as they must complete the construction of the shop by the end of the year. Borisov, a representative of Kazanimport, 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.Stanley, the manager of the company, invited him to come to his office.

Borisov: Good morning! I'm Borisov. Here is my card. Stanley: Glad to meet you, Mr. Borisov. Will you take a seat, please. Borisov: Thank you. Stanley: Did you have a good trip? Borisov: Yes, it was quite nice, thank you. Stanley: Have you seen any places of interest in London yet? Borisov: Yes, but not many. I arrived in London only two days ago

Borisov: And what about the balance of 100 pumps? Stanley: 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 that all right with you? Borisov: Not altogether. We require the pumps earlier. Could you start the deliveries, say, four months after we sign the contract? Stanley: I'm afraid not. We can guarantee, however, that there won't be any delay in shipment.

tomorrow and the day after. Borisov: Fine. Good-bye, Mr. Stanley. Stanley: Good-bye, Mr. Borisov.

Ex. 1. Read the text. Ex. 2. Agree or disagree. Give your reasons.

1. The customers of Kazanimport did not require the pumps urgently.

1. the goods Kazanimport was interested in; 2. Bond & Co; 3. the time and terms of shipment which Bond & Co offered to Каzanimport; 4. the terms of delivery of the pumps of Bond & Co.

As Kazanexport had a lot ... orders ... that time they could offer the goods ... three lots ... a year ... regular intervals. They offered to deliver the first lot ... eight machines four months after they signed the contract and the balance ... 22 machines eight and 12 months later. Kazanexport guaranteed the delivery ... each lot ... any delay. Mr. Smith agreed ... the terms ... the Russian company.