203

AO MOSKVA-PRESTIGE

Russia 109004, Moscow, Volgogradsky Prospect, 8

19 May 20__

Glaston Cosmetics Ltd.

14 Cambridge Court

London WC2H 8HF

U.K.

Dear Ms Broderick,

Thank you for your offer of 20 April which we accept on the terms quoted.

We enclose our order No. MP-1728/L for «Falcon» cosmetics. We would like the goods to be delivered within two weeks of receipt of the order.

We look forward to receiving your acknowledgement.

Yours sincerely,

Olga Lunina

Olga Lunina

Export Manager

4.2 COUNTER-OFFER FROM THE SUPPLIER

GLASTON COSMETICS LTD.

14 Cambridge Court London WC2H 8HF

Our ref. IR/bm/1 Your ref. Order MP-1728/L

23 May 20__

AO Moskva-Prestige

Russia 109004,

Moscow,

Volgogradsky Pr., 8

Dear Ms Lunina,

Thank you for your order No. MP-1728/L for «Falcon» cosmetics. We have to inform you that as these products have proved so popular we have received a huge response from other customers to our special offer. At present owing to this inflow of orders we are completely out of stock and, therefore, unable to accept your order.

products. This is a well-known brand name, and the offered goods are very fashionable throughout the world.

The prices of «May Flower» products are 5% higher than those of «Falcon» cosmetics, but we hope you will find them quite competitive if you take into account the popularity and first-class quality of these goods.

We can ship your order within a week of hearing from you.

204

We hope you will be interested in our offer and look forward to your early reply.

Yours sincerely,

Anita Broderick

Anita Broderick

Sales Manager

205

FOCUS 2. Comprehension questions.

LEAD-IN 1

?What points are generally mentioned in an order?

?Why is it necessary to state a date and a reference number on an order form?

?What is an order accompanied by?

?What is included in a covering letter?

?Why is it important to state the methods of delivery and packing clearly?

LETTER 1.1

?What is the order placed for?

?Why does the importer want the trade discount to be reviewed in the future?

?What terms of payment are confirmed?

?What is to be sent to the bank?

?On what condition will the importer accept an alternative?

?What firm condition is stated in the letter?

?What will the importer do if the exporter fails to deliver the goods before June?

LETTER 1.2

? What conditions are stated on the order form?

LEAD-IN 1.1

? What is a supplier supposed to do after the receipt of an order?

LETTER 1.3

? What is promised by the exporter?

LEAD-IN 1.2

?What is a supplier supposed to do after making out an order and arranging shipment?

?How is it done?

LETTER 1.4

?What arrangements have been made by the exporter?

?What has been sent to the bank?

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LETTER 1.5

?What delivery terms are stated in the letter?

?What terms of payment are confirmed?

?What is requested from the supplier?

LETTER 1.6

?How is delivery of the goods effected?

?How are the goods packed?

?What documents are inside the boxes?

LETTER 2.1

?What is enclosed with the letter?

?What sort of payment is confirmed?

?What arrangements has the retailer made in respect of payment?

?What delivery dates are stated in the letter?

?Why is it easy for the manufacturer to effect delivery within the stated time?

?What condition is specified with respect to packing and marking?

LETTER 2.2

? What is promised by the supplier?

LETTER 2.3

?What caused the delay in delivery?

?What steps have been taken by the supplier to correct the situation?

?What delivery dates can the supplier guarantee now?

?What would he appreciate?

LEAD-IN 3

?What are the most common reasons for refusing an order?

?Why is careful phrasing necessary when refusing an order?

LETTER 3.1

?Why has the supplier decided to place an order?

?On what condition is the importer ready to place the order?

?What will the importer do if the required delivery dates are not guaranteed?

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LETTER 3.2

? Why is the importer’s order refused?

LETTER 3.3

?What kind of order is placed?

?What terms of payment are confirmed?

?What other terms and conditions are stated in the letter?

LETTER 3.4

?Why is the order declined by the exporter?

?What is suggested by the exporter?

LEAD-IN 4

?What can be done if it is not possible to supply the ordered goods?

?What is a substitute?

?What is a counter-offer?

?Why is it unwise to criticize the product which cannot be supplied?

LETTER 4.1

?How did the importer learn about the product?

?What delivery dates are requested by the importer?

LETTER 4.2

?Why is the supplier unable to accept the order?

?What is offered by the supplier?

?Why does the supplier think that the alternative products will meet the importer’s requirements?

?How does the supplier try to persuade the importer that the prices of the alternative products are competitive?

FOCUS 3. Study the notes, writing patterns and vocabulary.

NOTES

1. Condition vs qualification

Данные слова могут переводиться на русский язык как «условие». Однако слово «condition» в деловой переписке означает условие, на основании которого достигается договоренность о чем-либо, подписывается соглашение или контракт, а слово «qualification» подразумевает оговорку о том, что при определенных обстоятельствах оговоренные условия не действуют.

2. Acknowledgement

Следует отметить, что в коммерческой корреспонденции это слово означает подтверждение получения чего-либо (например, письма) и не подразумевает согласие совершить какие-либо действия или подтверждение ранее достигнутой договоренности. Однако словосочетание «acknowledgement of an order» употребляется в более широком контексте: «получение заказа и принятие его к исполнению», т. е. близко по значению

кслову «confirmation».

3.To reject, to refuse, to decline, to turn down

Лексическое значение этих глаголов – «отклонять». В том случае, если Вы вынуждены отклонить заказ, следует быть тактичным и осторожным в выборе слов и построении фраз. Поэтому следует помнить, что глаголы «to refuse», «to reject» имеют негативную окраску и в письмах более корректно употреблять слова «to decline», «to turn down».

4. Latin expressions

208

В деловой переписке следует избегать сокращенных форм и быть очень осторожным при использовании сокращений, чтобы не показаться невежливым и не допускать неверных истолкований. Однако сокращение латинских выражений распространено достаточно широко. Следует помнить, что в официальных документах необходимо заменять латинские выражения английскими эквивалентами и писать их полностью.

Наиболее часто встречаются следующие сокращения:

cf. – compare (сравните); e.g. – for example (например); et.al. – and others (и другие); etc. – and so forth (и так далее); i.e. – that is (то есть); viz. – namely (а именно); vs. – versus (против).

3.We hope we can be of service in the Надеемся на продолжение нашего future. сотрудничества.

15.We regret to inform you that we are К сожалению, мы не можем принять unable to accept your order. Ваш заказ к исполнению.

18.We accept the delivery dates stated by Нас устраивают предложенные Вами you. сроки поставки.

209

VOCABULARY LEAD-IN 1

210

212

FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the appropriate tense forms.

1.Please find enclosed our order for swimwear in … sizes, colours and designs.

2.We hope that this allowance can … at some time in the near future.

3.If the colours we have chosen are not …, we will accept an … provided the designs are those stipulated on the order.

4.Delivery before June is a … condition of this order, and we reserve the right to … goods delivered after that time.

5.We are now … it …

6.We will advise you of the … in the … future.

7.Your order has now been placed on … the SS Condor … from New York on 30 April.

8.… will … on 28 March.

9.Payment C.W.O. is … to us.

10.The couplings are packed in two boxes … 2.05 m. × 1.20 m. × 1.10m., and … 241 kgs each.

11.We hope that you will … with these …

12.We would like to confirm that payment is to be made by … letter of credit which we … already … to the bank for.

13.There are regular … from London.

14.We give you on the attached list details regarding … and …

15.The instructions must be … observed.

16.Your order … to our Bournemouth plant and … there.

17.We apologize for the delay which was due to … beyond our control.

18.If you wish … the order it will be quite …

19.We would appreciate it if you could … with us till then.

20.We believe that … of this quality will find a … market here.

21.We … to give the goods a …

22.We are sorry to say that we must … your order as we have full … at present.

23.Now we have seen your patterns and are prepared to … them …

24.If you do not have the listed … in stock, please do not send … in their place.

25.To our regret, we … of patterns you asked for.

26.We hope you will … us then.

27.Thank you for your offer which we … on the terms …

28.We are … to accept your order.

29.We hope you will find the prices quite … if you take into account the … of the goods.

1.Please find enclosed our order … swimwear … assorted sizes, colours and designs.

2.We hope that this allowance can be reviewed … some time … the near future.

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3.If the colours we have chosen are not … stock, we will accept an alternative provided the designs are those stipulated … the order.

4.We accept the delivery dates stated … you viz. delivery … the next six weeks, but we would like to state that delivery … June is a firm condition … this order, and we reserve the right to reject the goods delivered … that time.

5.We would like to advise you that your order has now been placed … board the SS Venus sailing … London … 1 May and arriving … Moscow … 21 May.

6.The shipping documents and sight draft … €10,000 have already been sent … Eximbank, Moscow.

7.Thank you … your order, and we hope we can be … service … the future.

8.Payment C.W.O. is acceptable … us.

9.The goods are being airfreighted tonight … BA 100 London–Moscow, time … arrival 22:45.

10.Our invoice … $5,000 and the certificate … origin are inside the box.

11.We hope you will be satisfied … these arrangements.

12.We would like to confirm that payment is to be made … irrevocable letter … credit which we have already applied … the bank …

13.There are regular sailings … London.

14.We give you … the attached list details … packing and marking.

15.We will submit further orders, if this one is completed … our satisfaction.

16.Thank you … your order which we are now dealing …

17.The ordered goods will be ready … dispatch … next week.

18.We will advise you … date … dispatch.

19.This is due to a fire … our Glasgow plant which destroyed most … the machinery.

20.We would appreciate it if you could bear … us … then.

21.The enclosed order is placed strictly … this condition.

22.We have full order books … present and delivery could not possibly be promised … the time given … your letter.

23.Please find enclosed our order … 15,000 metres of «Rainbow» pattern silk cloth which we understand you can supply … stock.

24.As agreed you will draw … us … 90 days, documents … acceptance, … the documents being sent … our bank.

25.If you do not have the listed patterns … stock, please do not send substitutes … their place.

26.… our regret, we have run … … patterns you asked …

27.Thank you … your offer … 5 June which we accept … the terms quoted.

28.We have received a huge response … other customers … our special offer.

29.We hope you will be interested … our offer and look forward … your reply.

FOCUS 6. Translate into English.

LEAD-IN 1

1. Товар прибыл в поврежденном состоянии.

LETTER 1.1

2.Прилагаем заказ № 257/Л на детскую одежду различных цветов и размеров.

3.Благодарим за предоставленную нам 15% скидку с количества.

4.Мы согласны на скидку в 10%, однако надеемся, что в ближайшее время Вы сможете предложить нам бльшие скидки.

5.Мы согласны на платеж наличными против предъявления тратты.

6.Просим выслать платежные документы и тратту в Московский коммерческий банк.

7.Нас устраивают предложенные Вами сроки поставки.

8.Мы готовы разместить заказ при условии, что поставка будет осуществлена в течение трех недель с даты получения заказа.

215

39.Благодарим за присланные Вами образцы тканей.

40.Мы надеемся, что товар такого высокого качества будет иметь хороший сбыт в нашей стране.

41.Мы готовы разместить заказ при условии, что Вы гарантируете поставку в течение месяца.

42.Соблюдение сроков поставки является обязательным условием нашего заказа, и мы будем вынуждены отказаться от товара, если Вы не осуществите поставку в течение трех недель.

43.Мы вынуждены аннулировать заказ, поскольку Вы не можете гарантировать поставку в указанные нами сроки.

LETTER 3.2

44.В связи с большим количеством размещенных заказов мы не можем осуществить поставку в необходимые Вам сроки.

LETTER 3.3

45.Мы ознакомились с образцами Ваших товаров и готовы разместить пробный заказ.

46.Если заказанного нами товара нет в наличии, просим прислать заменитель.

47.Просим выставить на нас тратту со сроком платежа через 3 месяца.

LETTER 3.4

48.К сожалению, в настоящее время мы не имеем в наличии заказанный Вами товар, но можем предложить Вам заменитель.

49.По Вашей просьбе мы не предлагаем другие товары.

50.Мы сможем поставить интересующий Вас товар через месяц и надеемся получить от Вас новый заказ.

LEAD-IN 4

51.Мы предлагаем Вам модель М-3, поскольку ее технические характеристики наиболее близки к характеристикам модели М-2.

52.Мы взяли на себя смелость предложить цейлонский чай сорта «Золотой лотос» (Golden Lotus) вместо сорта «Цветок орхидеи» (Orchid Flower), так как надеемся, что Вам понравятся превосходный вкус и высокое качество этого товара.

LETTER 4.1

53.Мы решили акцептовать оферту от 15 июня на предложенных Вами условиях.

LETTER 4.2

54.В связи с большим наплывом заказов мы не сможем поставить товар в оговоренные сроки.

55.Наше специальное предложение вызвало большой интерес у иностранных заказчиков, поэтому в настоящее время мы не можем принять Ваш заказ к исполнению.

56.Предлагаем Вам нашу новую модель, которая в настоящее время пользуется большим спросом.

57.Хотя указанная цена на 10% выше, она вполне конкурентоспособна с учетом технического совершенства и популярности предлагаемой нами модели.

58.Уважаемые господа!

К сожалению, вынуждены сообщить, что мы временно не можем осуществить поставку по Вашему заказу № 85/14 в связи с забастовкой грузчиков (stevedores) в порту отгрузки.

Мы отправили товар в оговоренные сроки, и нам сообщили, что он находится на складе в Манчестере, однако погрузка на судно откладывается до окончания забастовки. Еще раз приносим извинения за задержку, которая произошла по не зависящим от нас причинам.

Мы сделаем все, что в наших силах (to do one’s utmost), чтобы отправить Ваш заказ в самые короткие сроки.

Суважением,

59.Уважаемые господа!

216

Благодарим Вас за заказ № ТС/58-41, полученный нами сегодня.

К сожалению, мы не можем предложить Вам торговую скидку в 25%. Мы обычно предоставляем клиентам скидку в 15% независимо от размера заказа, поскольку у нас высокая скорость товарооборота и невысокий коэффициент прибыльности (profit margin).

Если мы согласимся на Вашу просьбу, то это приведет к снижению нашей прибыли. В связи с этим мы вынуждены отклонить Ваш заказ.

С уважением,

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FOCUS 7. Letters to make up.

1.You are a Russian exporter of chemical products. You have received an order from an English importer. Write a letter of acknowledgement and promise delivery by a certain date.

2.You are a Canadian manufacturer of medical instruments. A Russian firm has sent you an order for 10,000 units which you cannot accept as your factory does not have the facilities to handle such large orders. Write a letter turning down the order, and explaining your reasons. Be very careful in phrasing!

FOCUS 8. Role play.

1.You have placed an order with an English firm. Delivery before February is a firm condition of this offer and you reserve the right to reject goods delivered after that time. Your supplier has contacted you and informed that there will be a delay in delivery due to a strike of transport workers. He promises to effect delivery as soon as he can and asks you not to cancel the order. You (choose any variant and give reasons):

agree to his request;

refuse to agree to the request and decide to cancel the order;

offer a compromise.

2.You are an American supplier. You have received an order for photocopiers from a Russian firm, but you have run out of stock. You will not be able to supply for about two months, but you have another model at a higher price. Arrange a meeting with your customer and explain why you are unable to supply the goods in question. Give reasons to persuade the customer to accept your counter-offer. Be very tactful!

218

FOCUS 9. Act as an interpreter. DIALOGUE 1

−Здравствуйте, г-н Спайдер, очень рад видеть Вас у себя.

−Good morning, Mr Arakhnov. I’m happy to see you too. We are very glad to learn that you are satisfied with the patterns of our silk cloth.

−Да, присланные Вами образцы свидетельствуют о превосходном качестве Ваших тканей. Мы готовы разместить заказ, но хотели бы обсудить скидку с количества.

−We normally grant such discounts in case of large orders. What is the size of the order you are going to place with us?

−Мы намерены заказать 20 000 метров шелковых тканей различных образцов. Если Ваши ткани будут иметь хороший сбыт в нашей стране, мы готовы размещать заказы на регулярной основе.

−Well, I believe your order is fairly large. We can grant you a 10% quantity discount.

−Отлично. Мы немедленно оформим заказ и пошлем его по факсу.

−Thank you. I’m looking forward to it.

219

DIALOGUE 2

−«Медицина будущего», здравствуйте.

−Good morning. Could you put me through to Mr Burdenko’s office?

−Простите, кто его спрашивает?

−Hugh Doolittle.

−Минуточку, соединяю.

−Николай Бурденко слушает.

−Hello, Mr Burdenko. Hugh Doolittle is speaking.

−Здравствуйте, г-н Дулиттл, чем могу быть Вам полезен?

−I’m phoning to tell you that the strike of stevedores which caused a two-week delay in delivery of our medical equipment is over. The goods have already been loaded on board SS Venus.

−Прекрасно. Когда мы сможем получить товар?

−The steamship is sailing from London on 1 November and is due to arrive in Moscow on 21

November.

− Хорошо. Мы срочно нуждаемся в Вашем медицинском оборудовании, так как в начале декабря открывается наш новый медицинский центр. Мы разместили заказ при условии строгого соблюдения сроков поставки.

−We must apologize to you again. But this delay was due to circumstances beyond our control. We hope you will be satisfied with our goods and will place further orders.

220

ORDERS

AND EXECUTION

OF ORDERS

221

FOCUS 1. Read and discuss the leads-in and the letters.

LEAD-IN 1

If the seller’s offer is right, an order may be expected to follow. The following points will generally be mentioned in the order:

(b)conditions and qualifications;

(c)alternatives which are acceptable if the goods ordered are not available.

Orders are usually written on a company’s official order form which has a date and a reference number that should be quoted in any correspondence which

letter is preferable as it allows you the opportunity to make any necessary points and confirm the terms that have been agreed. Your covering letter could include the following points:

(b)payment (confirm the terms of payment);

(c)discounts (confirm the agreed discounts);

(d)delivery (confirm the delivery dates);

(e)methods of delivery and packing (advise the firm as to how you want

evidence of the instruction you gave);

(f) closing (you may encourage the supplier to execute the order promptly and with care).