- •Contents
- •I. Selling
- •IV. Read the text again and answer the following questions.
- •§1 Quick, §2 path, §3 probable, §5 persuade, §7 discouraging.
- •If you fail to follow up an initial contact …………
- •If you are going to do the selling and it has not been your job previously it is vital ……….
- •If the goods are going to be late …………
- •Vocabulary Focus
- •Commerce
- •§1Unprocessed, §2substitute, §3empower, §4obtain, include; §7consist; amount
- •6. Banks assist commerce by providing businessmen ………….. .
- •Vocabulary Focus
- •Consumer Goods
- •Vocabulary Focus
- •Pricing And Sales
- •VI. Find the equivalents of these Russian words and phrases in the text.
- •Vocabulary Focus
- •Pricing strategies:
- •How to Set a Price
- •II. Read and decide whether these statements are true (t) or false (f).
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Computation, §3 cost, §5 purchaser, §7 maintain, §5 resources
- •5. Some people use the level of costs as a way of……… .
- •Vocabulary Focus
- •Modern-day Retailing
- •§1 Intend, §2 supply, §3 range, §5 realize, §6 equipment.
- •Vocabulary Focus
- •Wholesale Trade
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 A person who buys in bulk, §1 luggage compartment, §2 multiple store, §3dispenser, §3 tradesman, §3 producer, §4 storehouse, §5 assortment of goods
- •2. Firms engaged in large-scale retail trade is large enough …………………. .
- •3. The wholesalers reduce the number of parcels ……………………… .
- •Vocabulary Focus
- •Credit Sales
- •III. Now read the text and check your answers to the statements from ex. II.
- •1. In order to encourage retailers to………… a wholesaler may offer a cash discount.
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Preparations, §2 mediators, §3 at the same time, §4 relations, §7 peculiarity,
- •§8 Decrease
- •Intermediaries (stockbrokers) who transact business …………… .
- •Vocabulary Focus
- •The Role of the Market
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Domestic; use §3 work §5 offer; temporary; senior managers §6 shortage
- •2. The low hamburger price was a good way to satisfy your appetite………. .
- •Vocabulary Focus
- •Marketing and Promotion
- •Vocabulary Focus
- •Trade Restrictions
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Newborn, §2 restricted, §3 obligatory, §4 precise, §5 free from
- •If an industry is just starting up (when it is called an infant industry) the government may help it because ………….. .
- •If tariffs only apply to certain goods of certain countries, …………. .
- •Vocabulary Focus
- •Sales Jobs
- •§1 Main, §3 profitable, §3 to increase, §3 to underline, §4 to debate
- •Vocabulary Focus
- •XI.Paraphrase the following phrases in italics using the expressions from ex. X.
- •References
1. In order to encourage retailers to………… a wholesaler may offer a cash discount.
i. order more goods
ii. pay promptly
iii. be loyal
2. A retailer who can obtain goods on credit…… .
i. runs his business with a smaller amount of capital
ii. doesn’t feel the difference
iii. needs a bigger amount of capital
3. Many retailers especially …… insist upon all sales being on a cash basis.
i. operating on a large scale
ii. operating on a foreign market
iii. private-owned
4. The retailer who grants a credit… than other retailers.
i. charges the same prices
ii. charges slightly lower prices
iii. charges slightly higher prices
Which of the three is the key message of the text?
The reason for obtaining goods on credit is the wish to run the business with a smaller amount of capital.
It is impossible to secure payment of all accounts.
Advantages and disadvantages of buying goods on credit.
Vocabulary Focus
Fill in the table with the missing derivatives from the text.
|
Nouns |
Verbs |
Adjectives |
|
|
retail |
|
|
accumulation |
|
|
|
|
obtain |
|
|
finances |
|
|
|
|
|
receivable |
|
profit |
|
|
|
|
|
operating |
|
|
increase |
|
|
inducement |
|
|
Match the halves of the phrases.
|
1. encourage |
a. debts |
|
2. obtain |
b. discount |
|
3. profit |
c. turnover |
|
4. run |
d. retailers |
|
5. bad |
e. credit |
|
6. cash |
f. payment |
|
7. grant |
g. business |
|
8. secure |
h. goods |
|
9. increase |
i. margin |
|
10. pay |
j. promptly |
Paraphrase the following phrases in italics using the expressions from ex. X.
In order to encourage retailers to pay at once a wholesaler may offer a cash discount.
A retailer can get merchandise on credit.
Receiving credit narrows the retailer’s return on sales.
By giving credit the retailer hopes to enlarge his circle of customers.
Some retailers insist upon all sales being paid in cash.
A springboard for discussion
Think over retailers in Belarus. Who grants credit to their customers? What retailers offer a cash discount in our country?
Is it popular among people in our country to buy goods on credit? (If yes, then what goods?)
Market
Starting up
Discuss the following questions:
What kind of markets do you know? Give examples.
What products can we buy there?
How can you characterize the behavior of the buyer and the seller in the market?
Reading
Go through the following vocabulary notes to avoid difficulties in understanding.
|
intermediaries (n) - mediators |
conceivable (adj.) - believable |
|
stalls (n) - outlets |
precise (adj.) - exact |
|
exceed (v.) - go over, surpass |
bid (v.) –offer by stating more favourable terms |
|
|
|
Read and decide whether these statements are true (T) or false (F).
A market is a set of arrangements by which buyers and sellers are in contact to exchange goods or services.
Antique auctions force buyers to bid against each other with the seller taking a passive role.
Price and quantity can be considered separately.
Demand is the quantity of goods buyers wish to purchase at each conceivable price.
Supply is the quantity of goods sellers wish to sell at each conceivable price.
When the demand for football tickets exceeds their supply some people will not get into the ground.