- •Деловая коммуникация
- •Focus 1
- •Focus2.Commentaryandvocabularynotes
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Block 2. Orders lead-in
- •Focus 1
- •Focus 2. Commentary and vocabulary notes
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Dialogue 1
- •Dialogue 2
- •Block 3. General conditions of sale lead-in
- •Focus 1. General conditions of sale
- •Focus 2. Commentary and vocabulary notes
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Заказ №2495
- •Dialogue 1
- •Dialogue 2
- •Section6.Negotiating prices and terms
- •Focus 2. Commentary and vocabularynotes
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Block2.Revisionofterms lead-in
- •Focus 1
- •Focus 2. Commentary and vocabularynotes
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •В. Fine. We would like to know whether you have all colours we ordered. As you know we supply a chain of supermarkets and hyper stores so they need your whole range.
- •В Письмо 1
- •Assignment 2
- •Roleplay 1
- •Roleplay 2
- •Section 8. Export contracts
- •Block 1
- •Block 1
- •Block 1
- •Block 1
- •1.Insurance
- •2. Terms of Payment
- •3. Quality of Goods
- •4. Packing and Marking
- •5. Delivery and Acceptance of Goods
- •6. Force-Majeure
- •7. Arbitration
- •8. Other Conditions
- •1. Subject of the Contract
- •2. Quality
- •3. Price
- •4. Delivery – Acceptance
- •5. Time of Delivery
- •6. Transport
- •7. Payment
- •8. Force-Majeure
- •9. Claims
- •Section 9. Import contracts
- •3. Delivery Dates
- •4. Agreed and Liquidated Damages
- •5. Payment
- •6. Technical Documentation
- •7. Inspection and Testing
- •8. Guarantee of the Quality of the Equipment
- •Block 2
- •9. Packing
- •10. Marking
- •11. Shipping Instructions and Notifications
- •12. Insurance
- •13. Export Licence
- •14. Force-Majeure
- •15. Arbitration
- •16. Other Conditions
- •17. Legal Address of the Parties
- •Block 1
- •Block 1
- •Block 1
- •Block 1
- •1. Subject of the Contract, Quantity, Time and Basis of Delivery
- •2. Quality of the Goods
- •3. Delivery of the Goods
- •10. Sanctions
- •11. Arbitration
- •12. Force-Majeure
- •13. Other Conditions
- •Section 10. Correspondence relating to sales contracts block 1. Execution of contractual obligations relating to transportation and packing
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Block 2. Discussing problems arising out of contractual obligations
- •Letter 1 (Modified guarantee period)
- •Please, acknowledge receipt. Truly yours
- •Focus 3. Written patterns
- •Focus 4. Exercises
- •Section 11. Claims and complaints block 1. Claims and replies to claims
В. Fine. We would like to know whether you have all colours we ordered. As you know we supply a chain of supermarkets and hyper stores so they need your whole range.
А. Да, конечно. Но в настоящее время в связи с большой популярностью наших новых моделей, мы не сможем поставить Вам модели в фиолетовой гамме (spectrum). Это модели с 48 по 55.
В. What a pity! As far as I know violet is one on the most fashionable colours this season. Our clients will be dissatisfied!
А. Мы понимем это. А что если мы поставим Вам взамен этих моделей новые модели, которые не вошли в наш каталог? Это модели 234-247. У нас есть сиреневые и фиолетовые оттенки.
В. It is not bad. What about their prices? Are they as expensive as those cancelled? Do you have a new price-list?
А. Да, пожалуйста, вот новый пересмотренный прейскурант и иллюстрированное дополнение к каталогу, где Вы можете посмотреть фотографии и изучить спецификации.
В. The models are really gorgeous. But they are very expensive! I don’t think we can afford them. As you know our shops are located in lower-income bracket districts (районы, где проживает население с низкими уровнями доходов). Well, I think we won’t modify our order.
FOCUS 5. WORKSHOP
Make up letters according to the situations.
Assignment 1
Вы получили заказ на справочники и энциклопедические издания. Вы ожидали, что типография своевременно исполнит его. Но в связи с ремонтными работами в цехах Вашей типографии, по всей видимости, сроки поставки не будут соблюдены. Вы приносите извинения и просите Ваших партнеров, чтобы они подтвердили, что согласны на отсрочку в 10 дней.
Assignment 2
Вы получили письмо, содержащее заказ на деревянные стеллажи (racks) из сосны. Вы не можете поставить стеллажи указанного ассортимента, так как многие из заказанных моделей уже распроданы или заменены новыми. Предложите Вашим клиентам новый пересмотренный каталог и особо отметьте модели, которые по габаритам аналогичны указанным в заказе. Подчеркните, что цены на новые модели находятся в тех же пределах (in the same band), что и цены на заказанные стеллажи.
FOCUS 6. ROLEPLAY
Card 1. Вы должны обсудить с представителем компании, производящей ткани, их встречное предложение (См. LETTER 6). Выразите свою заинтересованность. Вы хотите разместить у них пробный заказ на новые виды синтетического шелка. Отметьте, что Вы все равно вынуждены искать компанию, которая поставит Вам требуемый вид натурального шелка.
Card 2. Вы направили встречное предложение (См. LETTER 6) компании, которая заинтересована в приобретении натурального шелка с мокрым эффектом. Вы привезли на встречу образцы, в том числе те, которые Вы только начинаете производить. Обсудите с потенциальным партнером детали сделки.
SECTION 6 VOCABULARY CHECKUP
Give the English equivalents for the following words and phrases.
Оформлять заказ; повторный заказ; крайний срок; график поставки; товар-заменитель; размещать заказ в фирме; в строгой последовательности; снижать цену на 2%; рапродавать запасы; сборка; пробный заказ; предлагаемые товары; торговая скидка; поставка чьими-либо транспортными средствами.
SECTION 7. AGENCY
BLOCK 1. CORRESPONDENCE RELATING TO AGENCY
LEAD-IN
What is an agency?
When do companies appoint agents?
In what way are agents paid for their services?
Do all agents sell from stock?
FOCUS 1
LETTER 1
Japan Importers Ltd.
Osaka Way
Tokyo
Japan
Dear Sirs
You were recommended to us by The Japanese Trade Commission in Prague which informed us that you might be interested in acting as our agent in your country.
As you can see from the catalogue enclosed we are manufacturers of high quality glassware and pottery.
We already export to the whole of Europe, North America and the Middle East and wish to expand into the Far East where there is a growing demand for our products.
So we would like to entrust you with the sale of our goods and appoint you our sole agent for Japan. We offer a 9 per cent commission on net list prices, plus advertising support. There would be an additional 2 per cent commission if you accept the del credere. We believe you could expect an annual turnover of more than 500,000 dollars.
If this type of agency interests you, please write to us immediately.
Yours faithfully
J.Chapek
LETTER 2
Glassware Company Ltd.
17 Zemedelska ul.
Prague
Czech Republic
Thank you for your letter in which you offered us a sole agency for your products in Japan.
We have pleasure in informing you that we can handle the type of agency you mentioned in your letter. However, there are some points we would like to be clarified before taking a decision.
Delivery: Would we be expected to hold large stocks or will you supply from stock? If you supply the customers direct, how long will it take an order to be met and shipped?
Payment of accounts: Will customers pay you direct in the Czech Republic or will they pay us and we would settle with you deducting our commission? How would payment be accomplished: by a Letter of Credit or by Bill of Exchange?
Advertising: You mentioned advertising support and we would like you to specify the type of assistance we can expect. As for our contribution we have spacious show rooms where your products can be shown to advantage.
Disputes: If any differences or disagreements arise out of the contract where arbitration will be held.
Length of Contract: How long will the initial contract run? We think that one year should be enough to decide whether it is worth continuing with sales.
We should be obliged if you would send us this information as well as a draft contract.
We are looking forward to hearing from you as soon as possible.
Faithfully yours
K.Masumo
K.Masumo
LETTER 3
Brown & Co. Ltd.
16 Nelson St.
London, UK
Dear Sirs
We are a large manufacturing company specializing in motorcycles production in the USA and would like to appoint an agent in Great Britain to act on our behalf selling our products throughout the country.
We generally do not deal on consignment basis but prefer our agents to buy our products for their own account. They usually prefer this method as it proves more profitable for them and allows them greater freedom in determining prices.
We can allow a 30 per cent trade discount off our net list prices and another 5 per cent quantity discount for sales above 200,000 dollars.
Our company offers a full after-sales service which is essential in establishing the reputation of our brands, and your customers needn’t worry about spare parts or maintenance.
We should be very obliged to you if you would provide us with references.
If our offer is of interest to you, please write to us immediately so that we could draw up a draft agency agreement.
Yours faithfully
J.Campbell
Marketing Department
LETTER 4
October 29, 20...
Dear Sirs
We are glad to receive your letter dated October 21, 20... containing your proposals on increasing our sales in your region. The matter is that we do not think that if we appoint any other agent for your market but for you it will help us much. You know our produce well enough, besides your company is long established. If you agree to act on our behalf and sell our equipment equal in value to the sales of your machines in this country, we will be happy to entrust you with sole agency.
Will you please discuss all the details and particulars of the deal with our representative who will call on you on November 1, 20... if you answer in the affirmative manner.
We hope anyway you will cooperate with us further. Looking forward to your early reply.
Sincerely yours
George McNeil
FOCUS 2. COMMENTARY AND VOCABULARY NOTES
LETTER 1 | |
demand |
спрос
|
to entrust sb with sth |
поручить кому-либо что-либо
|
sole agent |
монопольный агент; агент с исключительными правами SYN: exclusive agent |
commission
|
комиссия, комиссионное вознаграждение VARIANT: commission fee |
to accept the del credere
|
принять на себя условия делькредере (поручительство комиссионера за выполнение покупателем его финансовых обязательств)
|
annual turnover |
годовой оборот
|
LETTER 2 | |
to clarify sth |
прояснить что-либо, выяснить что-либо SYN: to clear sth up |
spacious |
просторный |
show room |
демонстрационный зал; выставочный зал |
to advantage
|
с выгодной стороны VARIANT: to the best advantage
|
to hold stocks |
держать запас товара |
to accomplish |
осуществить, совершить SYN: to effect, to make |
difference |
зд. разногласие |
to refer to arbitration |
обратиться в арбитраж |
length of contract |
срок действия контракта |
draft contract
|
проект контракта
|
LETTER 3 | |
on sb’s behalf |
по поручению кого-л.
|
on consignment basis
|
на условиях консигнации (при данных условиях принципал отправляет агенту за границу товары с целью их реализации. Агент не владеет ими, но может распоряжаться и расплачивается за товары после их продажи)
|
after-sales service |
послепродажное обслуживание VARIANT: after-sale service |
brand |
торговая марка
|
reference |
рекомендация VARIANT: letter of reference
|
to draw up (a document) |
составить (документ) SYN: to make up |
LETTER 4 | |
produce |
изделие, изделия; продукт, продукция
|
established (of a company, a brand etc.) |
известный; заслуживающий доверия, признанный (о компании, торговой марке и пр.) |
equal in value to sth |
равный по стоимости чему-либо
|
to answer in the affirmative manner |
дать утвердительный ответ VARIANT: to answer in the affirmative |
FOCUS 3. WRITTEN PATTERNS
1. |
If any differences or disagreements arise out of the contract… |
Если из данного контракта возникнут какие-либо разногласия… |
2. |
…on behalf of… |
…от имени… |
3. |
… if you answer in the affirmative manner… |
…если Вы дадите положительный ответ … |
FOCUS 4. EXERCISES
Ex.1. Find in the letters the English equivalents corresponding to the following Russian phrases.
Действовать в качестве агента; известная торговая марка; отвечать положительно; растущий спрос на товары; поручить кому-либо продажу товаров; принимать на себя делькредере; поставлять со склада; оплата счетов; платить кому-либо непосредственно; рекламная поддержка; показывать товары с самой выгодной стороны; срок действия контракта; составлять проект контракта; от нашего имени; на консигнационной основе; за чей-либо счет; скидка с прейскурантной цены; послепродажное обслуживание; торговая марка; продавать наш товар на сумму, равную сумме продаж Вашего оборудования.
Ex.2. Fill in the blanks with one of the following words. Mind your grammar.
to advantage; turnover; references; in the affirmative manner; consignment basis; draft; to entrust; to draw up; to clarify; to accomplish; established; stocks; del credere; equal in value to; to determine |
There are some points we would like to be _____ before taking a decision.
We have show-rooms where your products can be shown _____.
We generally do not deal on _____ but prefer our agents to buy our products on their own account.
If our offer is of interest to you, please write to us immediately so that we could _____ a draft agency agreement.
You know our produce well enough, besides your company is long _____.
We would like _____ you with the sale of our goods and appoint you our sole agent for Central Europe.
For _____ you may apply to the Japanese Trade Commission in London.
If you agree to act on our behalf and sell our equipment _____ the sales of your machines in this country, we will be happy to entrust you with sole agency.
Should you so desire we would be prepared to accept _____ for which we charge a commission of 3 per cent.
They usually prefer this method as it proves more profitable for them and allows them greater freedom in _____ prices.
We suppose you could expect an annual _____ of more than 500 000 dollars.
We should be obliged if you would send us a _____ agency agreement.
The Company would like to know how the payment will be _____: by a Letter of Credit or by Bill of Exchange?
We will supply you from stock so you will not have to hold large _____.
If you answer _____, we would like you to handle sole agency for us.
Ex.3. Complete the sentences.
Your proposal (поручить нам продажу Вашего товара) on the terms stated in your letter is not acceptable to us.
Your manufactures can be shown (с выгодной стороны) in our spacious show-rooms.
There would be an additional 3% commission if you (примете на себя делькредере).
You know our (продукцию) well enough, besides your company is long established.
We shall appreciate it if you will enclose a (проект агентского соглашения) with your letter.
We would like to know how the payment (будет осуществлен): by a draft or by a Letter of Credit.
If any (разногласия) or (споры) arise out of the contract arbitration will be held in the Seller’s country.
We are glad to receive your letter dated October 21, 20... containing your proposals (по увеличению наших продаж) in your region.
You can (обратиться за рекомендациями) to the British Chamber of Commerce.
We should be very obliged to you if you would provide us with (рекомендации).
If our offer is of interest to you, please write to us immediately so that we could (составитьь проект агентского соглашения).
We would like (назначить Вас монопольным агентом) for the sale of our goods.
If you agree (действовать от нашего имени) and sell our equipment (на сумму, равную объему продаж) of your machines in this country, we will be happy to entrust you with sole agency.
We prefer (не работать на условиях консигнации) but would like our agents to buy our products for their own account.
You will not have to (держать значительные запасы товара).
Our company offers (полный комплект послепродажного обслуживания) which is essential in establishing the reputation of our brands.
Will you please discuss all the details and particulars of the deal with our representative who will call on you on November 1, 20... if you (дадите положительный ответ).
We generally (не работаем на консигнационной основе) but prefer our agents to buy our products for their own account.
Ex.4. Fill in the blanks with articles where necessary.
We offer _____ additional 2% commission on _____ net list prices if you accept _____ del credere.
Thank you for _____ letter in which you offered us _____ sole agency for your products.
Will you please discuss all _____ details and particulars of _____ deal with our representative who will call on you on _____ November 1, 20... if you answer in _____ affirmative manner.
We do not deal on _____ consignment basis but prefer our agents to buy our products on their own account.
We can allow _____ 30% trade discount off _____ net list prices and another 5% quantity discount for _____ sales above 100,000 dollars.
_____ matter is that we do not think that if we appoint any other agent for your market but for you it will help us much.
In _____ opinion of our experts there is _____ growing demand for our products in the Middle East.
You mentioned _____ advertising support and we would like you to specify _____ type of _____ assistance we can expect.
The Company would like to appoint you as _____ Agent for _____ sale of their goods.
If our offer is of _____ interest to you, please write to us immediately so that we could draw up _____ draft agency agreement.
We can offer you _____ full after-sales service to support _____ high reputation of our brands.
Your goods can be shown to _____ advantage in our show-rooms.
We shall appreciate it if you will send us _____ draft agency agreement.
We are _____ large manufacturing company specializing in _____ motocycles production in Great Britain.
Ex.5. Fill in the blanks with prepositions/ particles where necessary.
You were recommended _____ us _____ the Japanese Trade Commission _____ London which informed us that you may be interested _____ acting as our agent _____ your country.
We wish to expand _____ the Far East where there is a growing demand _____ our products.
If you agree to act _____ our behalf and sell our equipment equal _____ value _____ the sales _____ your machines _____ this country, we will be happy to entrust you _____ sole agency.
The Company would like to entrust you _____ the sale _____ our goods _____ Great Britain.
We can offer a 6% commission _____ net list prices, plus a substantial advertising allowance.
Thank you _____ your letter _____ which you offered us a sole agency _____ your products _____ Holland.
If any differences or disagreements arise _____ _____ the contract all disputes will be referred to the Arbitration Commission in Holland.
We would like to appoint an agent _____ France to act _____ our behalf selling our products _____ the country.
We generally do not deal _____ a consignment basis and prefer our agents to buy our products _____ their own account.
_____ _____ our contribution we have large show-rooms where your goods can be shown _____ advantage.
Will you please discuss all the details and particulars _____ the deal _____ our representative who will call _____ you _____ November 1, 20... if you answer _____ the affirmative manner.
We would like to know how payment will be effected: _____ a Letter _____ Credit or _____ Bill _____ Exchange.
You can apply _____ references _____ the Russian Chamber _____ Commerce.
If this type _____ agency is _____ interest _____ you, please contact _____ us so that we can draw _____ a draft agency agreement.
We can allow a 25 per cent trade discount _____ net list prices and another 4 per cent quantity discount _____ sales _____ 150,000 pounds.
We have pleasure _____ informing you that we can handle the type _____ agency you mentioned _____ your letter.
You will not be expected to hold large stocks because we will supply the customers _____ stock.
We believe that 1 year should be enough to decide whether it is worth continuing _____ sales.
Our agents prefer to buy the goods _____ their own account as it proves more profitable _____ them and allows them greater freedom _____ determining prices.
There are some points we would like to be clarified _____ taking a decision.
As you can see _____ the catalogue enclosed we are manufactures _____ high quality leather goods.
We are prepared to offer an extra 2% del credere commission if you are willing to be responsible _____ customers’ debts.
Ex.6. Translate into English.
А
Просим сообщить нам, согласны ли Вы принять на себя делькредере по заказам, размещенным через Вашу фирму.
К сожалению, мы не можем назначить Вас нашим агентом по продаже мотоциклов в Вашей стране.
Мы можем предложить Вам комиссию в 8% с прейскурантных цен без скидки плюс значительную рекламную поддержку.
Мы хотели бы поручить Вам продажу нашего товара и назначить Вас нашим монопольным агентом в Японии.
Прежде чем заключить агентское соглашение, мы хотели бы внести ясность в такие вопросы, как делькредере, реклама, демонстрационные залы и техническая помощь.
У нас есть просторные демонстрационные залы, где Ваш товар может быть представлен с выгодной стороны.
Мы можем предоставить Вам торговую скидку в 30% с чистых прейскурантных цен и количественную скидку в 5% за продажи свыше 200 000 долларов.
Наша компания предлагает полный комплект послепродажного обслуживания, что необходимо для поддержания высокой репутации нашей торговой марки.
Что касается срока действия контракта, то мы считаем, что одного года достаточно, чтобы решить стоит ли продолжать продавать товар на данной территории.
Мы обычно не работаем на условиях консигнации и предпочитаем, чтобы наши агенты покупали наш товар за свой счет.
Мы хотели бы знать, как будет осуществляться платеж: аккредитивом или переводным векселем.
Мы считаем, что Ваш годовой оборот должен составить более 200 000 долларов.
Если наше предложение заинтересовало Вас, то, пожалуйста, ответьте нам немедленно с тем, чтобы мы могли бы выслать Вам проект агентского соглашения немедленно.
По мнению наших специалистов в этом регионе должен быть хороший спрос на наши товары.
Если возникнут какие-либо споры или разногласия при выполнении данного контракта, то они будут направляться в Арбитражную Комиссию в Москве.
За рекомендациями Вы можете обратиться в Российскую торговую палату.
Мы были бы рады обсудить все нерешенные вопросы с Вашим представителем с тем, чтобы мы смогли разработать консигнационное соглашение.
Мы хотели бы знать, будут ли покупатели осуществлять оплату непосредственно Вам, или они будут платить нам, а мы будем рассчитываться с Вами, вычитая нашу комиссию?
Все вопросы, связанные с агентским соглашением, будут подробно обсуждаться с г-н Брауном во время его предстоящего визита в Москву.
Что касается рекламной поддержки, то мы хотели бы уточнить, что конкретно, мы можем ожидать.