- •FOCUS 1. Read and discuss the following
- •Jenifer Jason
- •George Brown
- •George Brown
- •Donald Vance
- •Donald Vance
- •Мы обращаемся к Вам в связи с…
- •Мы заинтересованы в… и хотели бы узнать…
- •В ответ на Ваше письмо (запрос), мы…
- •Подтверждаем получение Вашего письма от…
- •THEY’VE = THEY HAVE
- •Letter 1
- •L.Crane
- •Jann v Oos
- •Kate
- •Jack Smithson
- •Jack Smithson
- •Tim Daldon
- •Ivanov
- •FOCUS 3. Study the notes, written patterns and vocabulary
- •EXHIBITIONS AND CONFERENCES
- •FOCUS 1. Read and discuss the letters
- •Sophie Bolan
- •Brian Hayden
- •Sophie Bolan
- •Sally Turner
- •Mandy Lim
- •WRITTEN PATTERNS
- •INTERNATIONAL COMPUTING SERVICES PLC
- •Peter Keyser
- •INTERNATIONAL COMPUTING SERVICES PLC
- •Peter Keyser
- •ELmVHiggins
- •Michael Doom
- •NOTES
- •WRITTEN PATTERNS
- •LETTER 1.2
- •LETTER 1.3
- •LETTER 2.1
- •LETTER 2.2
- •GETTING THROUGH
- •Repetition of telephone numbers to avoid misunderstanding
- •ICAO PHONETIC ALPHABET
- •BRITISH TELEPHONE ALPHABET
- •THE INTERNATIONAL SPELLING ANALOGY
- •FOCUS 3. Study the vocabulary
- •Time:
- •Time:
- •Time:
- •Time:
- •Memo
- •Caller’s number is
- •Oh, hello, Bill. How are you keeping?
- •EASTLAND BANK
- •OCTOBER
- •Tape 7 – Changing an appointment
- •What day was the appointment fixed on?
- •Why is Miss Simpson calling Mr. Raven?
- •What about 6.00 on Friday. Is that suitable?
- •WEATHERPROOF LTD.
- •Newtown Liverpool L30 7KE
- •James Brown
- •AO TECHNOSERVICE
- •A.Gomonov
- •AO ELECTRONICA-TRADE
- •119511 Moscow Lesnaya st., 8, Russia
- •A.Mishin
- •J.White & Co. Ltd.
- •ENQUIRIES AND REPLIES TO ENQUIRIES 2
- •1951 Benson Street Bronx, New York 10465
- •H.Rosen
- •R.Levine
- •10 Ichiban-cho Tokyo 102, Japan
- •D.R.Dove
- •Delivery
- •S. King
- •Samuel Long
- •Anita Broderick
- •C.Marlow
- •Mr. N. Woods
- •A.Nikitin
- •LEAD-IN 1
- •LEAD-IN 2
- •LEAD-IN 1
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •AO INTERSPORT
- •AO INTERSPORT
- •Maria Kiseljeva
- •ORDER No. IS 2815
- •AO INTERSPORT
- •129511 Russia, Moscow, Universitetsky Prospect, 21
- •Item description
- •Samuel Long
- •842 Seventh Avenue, New York, NY 10018
- •Samuel Long
- •AO TECHNOSERVICE
- •Russia, 126523, Moscow, Leningradsky Prospect, 98
- •A.Gomonov
- •Graham Blunkett
- •AO ELECTRONICA-TRADE
- •P.Adler
- •P.Adler
- •H.Rosen
- •SANDMANN OFFICE SUPPLIES
- •S.Olssen
- •M.York
- •AO MOSKVA-PRESTIGE
- •Russia 109004, Moscow, Volgogradsky Prospect, 8
- •REVISION OF PRICES.
- •ACCEPTING & DECLINING
- •OFFERS & ORDERS
- •Russia, 341 124, Kaliningrad, Lenin st., 12
- •Victor Pankov
- •INFOGRAFICA
- •LEE PHOTOGRAPHICS
- •Sheila Chin
- •Serge Arzaev
- •K.Hikkleer
- •LETTER 1
- •LETTER 2
- •LETTER 3
- •AO DACHA
- •G.Goncharovsky
- •Regio Scipelli
- •Transportmaschinen
- •Alfred Kroll
- •Transportmaschinen
- •Order No. 789-RF
- •V.Maximov
- •ElBullfinch
- •Continuation sheet No. 2
- •Jacques Piemont
- •Alan Parker
- •James Aniston
- •Mary Canningham
- •M.Pushkina
- •ПРОТОКОЛ ПЕРЕГОВОРОВ
- •M.Wang
- •Sommersby Kuala Lumpur
- •S.Dudko
- •Continuation sheet No. 2
- •LETTER 1.1
- •We operate on additional 3% … commission if required.
- •Hendon Middlesex L13
- •Marina Black
- •Hendon Middlesex L13
- •Marina Black
- •Hendon Middlesex L13
- •STATEMENT
- •Account Rendered
- •M.Proud
- •PAYMENT METHODS
- •Clayfield, Burney GG10 TQ
- •New Terms of Payment –
- •Lola Brown
- •T.Raspletina
- •T.Raspletina
- •SETTLING ACCOUNTS
- •E-69 Ester str. Vienna Austria
- •Longland House 20-25 Hunt str.
- •London EC3P 2BE UK
- •Queens B-78 Cathays Park Cardiff
- •CF1 9UJ Verbaarten
- •REISDEN ING
- •CF1 9UJ Verbaarten Amsterdam
- •Diputación 235, Asuncion, Paraguay
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •78 Jaakaren Katu, HH 8 BBB, Helsinki
- •EXPORTING COMMODITIES.
- •CRUDE OIL
- •EXPORTING MACHINERY
- •ROSEXPORTNEFT
- •Russia, Moscow, Mytnaya, 11
- •V.Klinov
- •SuperOil Inc.
- •1740 WestEnd Avenue, Chicago, Illinois 60624, USA
- •Ellen Morgan
- •ROSMASHEXPORT
- •13 Suschevskij val Moscow
- •ZAO ELKOM-UNA
- •GENERAL CONDITIONS OF DELIVERY
- •HANDLE WITH CARE
- •ОСТОРОЖНО
- •IMPORTING HARDWARE AND SOFTWARE
- •OLIVER GREEN & Co. Ltd.
- •J.Stevens
- •A.Burtsev
- •STAR DREAMS
- •T.White
- •RODRIGUES y CÍA
- •Los Madrazo, 8 y 10 Madrid Espňa
- •INTERVEHICLE LTD.
- •INTERVEHICLE LTD.
- •BRITISH FILMS LTD.
- •G.Virbocoli
- •CLAIMS 2
- •BEERGHAM PLC.
- •BEERGHAM PLC
- •Continuation Sheet No. 2
- •M.C.Hammer
- •ZAO Rusexport
- •Serge Serov
- •Botch TLD
- •A.B.Spruggen
- •GLOBAL PERFECTION
- •GLOBAL PERFECTION
- •Continuation Sheet No. 2
- •ELECTROOBORUDOVANIE
- •Continuation Sheet No. 2
- •Semen Sidorov
- •Messrs. W.H.Strong and Co.
- •Steven King
- •J.K.Bhatta
- •ZAO ROSMACHINY
- •MOSCOW Chistye Prudy 17 tel. (095) 117 01 02
- •28-30, Totford Avenue,
- •Warmley, Bristol BS1 52X
- •MARUCHAN DESIGNERS Ltd
- •Continuation Sheet No. 2
- •Hafiz Parcham
- •IRASOFT
- •Russia, Moscow, Zeleny pr., 3/10-24
- •A.Konkin
- •Zukerstrauss
- •Olga Vertkova
- •ZOOM ENERGY CORP.
- •Russia, Moscow, Suschevski val, 64-32
- •Garbuzov Alexey
- •Bedix Oil Ltd.
- •Bedix House Richmond Surrey TW9 1DW
- •WEMBELY SHOPFITTERS LTD.
- •J.Tritten
- •DELTA COMPUTERS
- •AMOS PARAN
- •Item
- •Via Matichelli 67-HYT-65 Palermo
- •J.Dupont
- •Transhipment allowed
- •D.Adair
- •Dear Sirs
- •D.Adair
- •23 July 20__
- •Barnley’s Bank Ltd.
- •PART II
- •DOCUMENTARY COLLECTION.
- •STAGE 1
- •STAGE 2
- •STAGE 3
- •BANCA COMMERCIALE ITALIANA
- •16 Via di Pietra Papa 00146 Roma Italy
- •BANCA COMMERCIALE ITALIANA
- •16 Via di Pietra Papa 00146 Roma Italy
- •UNION BANK OF SWITZERLAND
- •Haldenstrasse 118 3000 Bern 22 Switzerland
- •S..Schiller
- •Putney & Raven Merchants Ltd.
- •T.Shurgold
- •UNION BANK OF SWITZERLAND
- •J.Guttenberg
- •J.Guttenberg
- •Messrs. Nolestru & Nolestru
- •Messrs. Nolestru & Nolestru
- •SOUTH BANK
- •PART I
- •PART II
390
FOCUS 2. Comprehension questions.
LEAD-IN
?What are the main functions of agents and agencies?
?What are the ways of finding an agent?
?What types of agency are there?
?What is the difference between them?
?What does the agency contract explain?
?On what bases do principals deal with agents?
?What is a ‘del credere’ commission?
LETTER 1.1
?Which party to a future Agency agreement has written the letter: the Agent or the Principal?
?Where did the Agent obtain information of ZAO Rusexport?
?What information was the Agent given?
?What information does the Agent give on his company?
?What advantages of an agency are put forward?
?What kind of agency does the Agent propose?
?On what condition does the Agent operate del credere?
?What references does the Agent provide?
LETTER 1.2
?Does the Principal agree to entrust the Agent with the sales of the products?
?What are the prerequisites for a success on the market?
?On what conditions is the Principal ready to assign an agency?
?What terms of payment are offered by the Principal?
?What support is offered by the Principal?
?What law will the agreement be subject to?
LETTER 2
?Is the letter written by a Principal or by an Agent?
?What kind of agency is offered?
?In what way does the French company introduce themselves?
?The Principal offers reciprocal trade frame, doesn’t he? How will it be arranged?
?How is advertising arranged?
391
LETTER 3
?Which party to the agency has written the letter?
?What is the message of the letter?
?What was the intention of the Client?
?What is the request given to the Shipping Agent?
?Who will pay for the transportation of the cartons to ZAO InterRus?
?What shall the Shipping Agent do with the balance of the consignment?
LETTER 4.1
?Which party to the Agency agreement has written the letter?
?What information does the Agent give of himself?
?Why do top quality companies resort to the services rendered by the Agent?
?What kind of agency is offered?
?What area is to be covered by the agency?
?What facilities can the Agent provide?
?What is a crucial factor of the competition on this particular market?
?What companies are given preference?
LETTER 4.2
?Does the Principal agree to sign the agency?
?What is imperative for signing the Agency agreement?
?Does the Agent have the right to deduct commission from the invoices?
?Are the quoted prices competitive?
FOCUS 3. Study the notes, writing patterns and vocabulary.
NOTES
1.Agents – агенты, т.е. посредники, используются в различных видах коммерческой деятельности и на различных условиях, поэтому при анализе приведенных писем и при выполнении заданий о проведении переговоров и составлении переписки важно четко представлять себе конкретную ситуацию.
2.Net amount of the invoices – чистая сумма счетов, т.е. стоимость только самого товара,
за |
вычетом |
страховки, |
транспортировки |
и т.д.
3.Prospects vs prospectuses – необходимо помнить смысловую разницу между этими словами prospects – «планы на будущее» и prospectuses – «проспекты», т.е. рекламные
материалы.
4.Endorsed clean B/L – переуступленный чистый коносамент означает индоссированный коносамент без порочащих оговорок, например со стороны капитана судна, и свидетельствует о том, что груз не был поврежден.
WRITING PATTERNS
1.We are an established company Мы – признанная на рынке компания, dealing in … занимающаяся … (товар).
|
2. |
We have a wide range of show-rooms |
Мы |
имеем |
широкий |
спектр |
|
|
|
where your goods can be exhibited to |
демонстрационных |
залов, где |
Ваши |
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advantage. |
товары могут быть представлены с |
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наилучшей стороны. |
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392 |
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3. |
We will handle an exclusive agency |
Мы будем действовать в качестве |
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charging a …% commission on the |
монопольных агентов, взимая комиссию |
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net amount of the invoices for the |
в размере 5% с чистой суммы счетов за |
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goods sold through us. |
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товары (с чистой суммы запродаж), |
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проданные при нашем посредничестве. |
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4. |
We accept/operate del credere. |
Мы принимаем на себя делькредере (т.е. |
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ответственность за долги клиентов). |
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5. |
Once our brand is established it will |
Как только наша торговая марка станет |
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capture a niche on the market. |
известна, мы займем долю рынка. |
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6. |
Goods A are equal in value to goods |
Стоимость товара А равна стоимости |
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B. |
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товара Б. |
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7. |
We have dispatched our goods; |
Мы отправили наши товары, просим |
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please, send yours to an equal value. |
Вас отправить Ваши товары на равную |
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сумму. |
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8. |
We have notified the Customs office |
Мы уведомили таможенную службу, что |
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of your competence to act as our |
Вы |
уполномочены |
действовать в |
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agents in this matter. |
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качестве наших агентов по данному |
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делу. |
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9. |
We |
confirm |
our |
intention |
Мы |
подтверждаем |
наше |
намерение |
|
of depositing the |
consignment in a |
разместить груза на таможенном складе |
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bonded warehouse. |
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на хранении. |
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10. |
Please retain the remainder in bond |
Просим держать остаток товара на |
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for us pending further notice. |
таможенном складе |
до |
получения |
||||
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дальнейшего уведомления. |
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VOCABULARY
LETTER 1.1
sole |
exclusive |
− |
монопольный, эксклюзивный |
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syn |
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software |
− |
программное обеспечение |
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∙ |
hardware |
− |
компьютерное оборудование |
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to promote |
− |
продвигать |
товар |
на |
рынок, |
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to retail |
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стимулировать объем продаж |
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− продавать товар в розницу |
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to service |
− обслуживать (товар) |
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to appoint an Agent |
− |
назначать агента |
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to act on behalf |
− |
действовать по поручению |
|
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after-sale maintenance |
− |
послепродажное обслуживание |
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retail outlets |
− |
точки розничной продажи |
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syn |
points of sale |
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to show to advantage |
− |
представлять, показывать с наилучшей |
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to entrust smb with the sale of goods |
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стороны |
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− поручать кому-либо продажу товаров |
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to charge a commission |
− |
взимать комиссию |
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del credere |
− |
делькредере |
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in this country |
− |
в нашей стране |
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LETTER 1.2 |
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agency agreement |
− |
агентское соглашение |
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distribution rights |
− права на распространение товара |
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area to cover |
− |
территория |
действия |
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агентского |
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соглашения |
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393 |
to replace a faulty item |
− |
заменять бракованное изделие |
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carriage paid |
− |
за перевозку уплачено |
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ant |
carriage forward |
− стоимость |
перевозки подлежит уплате |
||
to renew |
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получателем |
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− |
возобновлять, продлевать |
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legal dispute |
− зд. споры по агентскому соглашению |
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to settle by arbitration |
− разрешать в арбитражном порядке |
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to draw up a draft agreement |
− |
составлять |
проект |
агентского |
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LETTER 2 |
|
соглашения |
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to handle an agency |
− действовать в качестве агента |
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syn |
to act/operate as agents |
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to sell from consignment stock |
− продавать с консигнационного склада |
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consignment agent |
− |
агент на условиях продажи с |
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on consignment basis |
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консигнации |
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− |
на условиях консигнации |
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to send on consignment |
− отправлять товар на консигнацию |
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of … origin |
− |
… происхождения |
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equal in value to |
− |
равные по стоимости |
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to an equal value |
− |
на равную стоимость |
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reciprocal |
− |
взаимный, встречный |
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LETTER 3 |
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shipping agent |
− |
экспедитор, экспедиторская фирма |
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syn |
forwarding agent |
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syn |
forwarder |
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endorsed BL |
− |
переуступленный коносамент |
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clean BL |
− |
чистый коносамент |
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bonded warehouse |
− |
таможенный склад |
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to retain in bond |
− |
держать на таможенном складе |
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syn |
to hold in bond |
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LETTER 4.1 |
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specific to … |
− |
особенный, |
характерный, |
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expertise |
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специфический для… |
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− |
опыт, знания, мастерство |
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decisive edge |
− |
решающее преимущество |
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||
crucial factor |
− |
ключевой, решающий фактор |
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local content |
− |
зд. фирма–резидент |
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LETTER 4.2 |
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stature |
− |
зд. высокое положение |
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to finalise |
− |
окончательно согласовывать |
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FOCUS 4. Fill in the gaps with one of the following words or word combinations. Use the
|
appropriate tense form. |
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to appoint |
established company |
retail outlets |
to entrust |
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del credere exclusive agency |
to capture |
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showrooms |
||||
to apply |
consignment stock |
sole distribution rights |
Principal |
|||||
to renew |
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to handle |
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to appoint |
pending |
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sole agency equal in value |
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bonded warehouse |
in line |
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consignment |
|
field of expertise |
exclusive agents |
draft |
1.A discount of 2.5% … to all orders in excess of $5,000.
2.As to despatch, we intend to deposit the consignment in a …
3.If we meet your requirements you could … us with the sale of your goods as your Agents.
4.Mr Stronsem has informed us that your company is looking for a partner … an agency.