Vocabulary exercises

Ex.1. Translate groups of derivatives uslnj, a dictionary:

sale - salesclerk - salesman - salesmanship - salespeople licence - licensee - licensing - licensor

direct - direction - directive - director - directorship - directory - indirect - indirectly

manufacture - manufactured goods - manufacturer - manufacturing sign - signature - signatory

contract - contractor - contractual - to contract - contraction merchandise - merchandiser- merchandising - merchant

Ex.2. Match the verbs in A with the nouns in B:

participate business

do

in market phases

invH^ barter

sign consortium

seil contract

form new market

gain equipment

Ex.3. Complete the ceiumns below with the correct word

Verb	Person	Activity
sell
deal
support
	signatory
		manufacturing
merchandise
credit
	delivetyman
market

74

75

to put restrictions on

to keep prices down

to subject to customs duties

imports

the country of origin

consular invoice

clearing agents

forwarding agents

to handle

profit margin

Ex.4. Give English equivalents to the following verbs;

могут участвовать может быть выгодным

могут создавать

может осуществляться могут торговать

Ex.5. Give Russian equivalents to the following words:

to cover, advantage, advantageous, fair, to deal in/with, team up.

Ex.6. Choose the word which best completes each sentence and use it in an appropriate form.

1. Foreign firms can ... in Russian market through direct sales and product cooperation.

a) to participate b) to deal

2. The most common means of... business with Russia is through straight sale of foreign goods in exchange for foreign currency.

a) to conduct b) to engage

3. Countertrade ... barter, counterpurchase, buyback.

a) to provide b) to include

4. Foreign trade may be ... indirectly between foreign firms and Russian enterprises through middlemen.

a) to curry on b) to fulfill

5. The final... of the consortium is to sell the equipment produced in a package deal.

a) aim b) end

6. The ... of this method of trade are the following.

a) objectives b) advantages

Ex.7. Supply appropriate prepositions and translate the resultant phrases: to participate ... market to participate... sales

the signing ... licensing agreement in

to set... joint venture to

to be connected ... the development project up

to be supported ... huge credits out

to carry ... all kinds ... for

may be carried ... indirectly with

means ... doing business as

exchange ... goods ... an equal value through

to deal... goods (raw materials) of

to do business ... staight sales on ... exchange ... goods the delivery ... the end product... the seller

76

Read the texts below and make up five questions to each of them to cover their contents.

Text В Importing / exporting

вводить ограничения на

сдерживать рост цен

устанавливать таможенные пошлины на

импортируемые товары, предметы импорта

зд. страна-экспортёр

консульский счёт-фактура

агенты, осуществляющие клиринговые операции

экспедиторы •заниматься • маржа прибыли

Importing and exporting are the two aspects of foreign trade: a country spends money on goods it imports and gains money through its exports. Foreign trade is for keeping domestic prices down by creating competition at home and providing markets abroad. Governments may have to put restrictions on it, which they usually do by subjecting imports to customs duties or by restricting some types of exports.

Customs authorities must make sure that" imported goods are not sold at a lower price than in their country of origin; to assess the domestic price they require consular invoices or certificates of value and origin.

Large firms may have their own import and export departments, but both large and small firms deal with clearing and forwarding agents who handle all the details of transporting cargo.

When goods are sold abroad, buyers who are stockists will have to pay for stock(s) for which they will not receive payment for some time; they must, therefore, work on a higher profit margin to cover this. Many buyers prefer to become foreign agents who work on commission; they will not then have to pay for goods but they must obtain the highest possible prices when the goods are sold.

So, after careful market research, a manufacturer can sell to a large export Market if he has the right products, of the right quality, and sell them at the right Price.

sure that - следить за тем, чтобы

77

Text C Shipping

cargo shipping manifest bill of lading consignment

J:

H

J: H: J:

груз

отгрузка, отправка

декларация

коносамент

груз, партия товаров; консигнация

(договор о продаже со склада

arrange

Customs and Excise authorities

to be cleared through the Customs

to charge duties

to reach ones destination

комиссионера)

организовать

таможенно-акцизное управление

проходить таможенный досмотр

взимать пошлину

прибыть в пункт назначения

The cargo carried by a ship is listed in the manifest, which is a list of the bills of lading covering all the consignment on that vessel for that voyage. It is. just one of the documents that are involved in the shipping of goods; the insurance policy and commercial invoices are among the others. The Customs and Excise authorities will examine all these.

Clearing and forwarding agents are often used to handle the transportation of goods. They will arrange for the loading and unloading of the goods and arrange all the dock services that are needed.

The shipping marks, which are stencilled on the cases, provide an easy way of identifying the items in a consignment when they are unloaded. The marks are described in the manifest, which is again inspected when the goods are cleared through the Customs on reaching their destination.

I- Agents and agencies

Mr Jones, Sales Director of a steel manufacturing company, is interviewing Mr Hollen, to see whether he would be a suitable agent to represent the company in a European country.

On reading the dialogue between them, make up a list of questions to be considered before appointing an agent/setting up an agency.

J: И:

J: H:

We thought we'd appoint an agent to expand our business in Europe.

I expect you were thinking of a comisston basis of, say, ten per cent,

weren't you?

Yes. And we'd send the goods on consignment*.

This would mean that I could hold stocks*, which would make it easier for

me to develop new markets.

Yes, and we hope you could call on potential new customers.

They would be both wholesalers and retailers, wouldn't they? And they

might even become stockists*.

I'm sure you'd like this to be a sole agency, so that you know you needn't

compete with others for our business?

Yes, please. And can you tell me what you have in mind about advertising

and promotion compaigns?

Well, we'd share the costs with you; we can negotiate the details after

we've looked round the factory.

send goods on consignment - отправить товар на консигнацию (владелец товара отправляет его своему агенту /комиссионеру за границу для продажи со склада последнего и от его имени)

to hold stocks - иметь свой склад /запасы товаров

stockist - (Br) фирма, имеющая склад товаров

sole agency - единственное представительство (данной фирмы)

\\.MrRossiofBrevetti, Italy, imports computer equipment from Central Computers U.K. Here are ten stages in the importation process. Put them in the correct order.

a sends fax to check availability of stock

b receives Central Computers' invoice

с bank issues irrevocable letter of credit

d orders the computers

e receives pro-forma invoice

f selects computers from cataloque

g receives confirmation of order

h pays transporters

i receives copy of bill of lading from transporters

j receives merchandise with customs declaration form

"I. Match the following definitions with the words in the box.

consignment

consular

duty-free

freight

insurance

'I- An invoice which is certified in the exporting country by the consulate of the

^c°untry of destination is a ... invoice.

- The charge made for carrying goods from one country to another is the ...

charge.

3- Goods sent to be sold by an agent at the highest possible price are sent on ...

• '^f no duties are charged on imported or exported goods, they are ....

•^lf goods are damaged or lost, their value will be reimbursed by ... company.

78

79