Character of Modern Trade

Vocabulary revision: Marketing and Advertising text 10 c: The Requirements to After-sales Maintenance Service

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T EXT 10 A. THE VOLUME OF THE CONTRACT, THE TERMS AND THE TIME OF DELIVERY

High technology articles are often forbidden for export in some countries, sometimes under the pressure of other states. So our foreign-relations associations have to do a lot to find a way out, i.e. to study the market conditions and contact in other countries either subsidiaries or companies associated with those from the states whose exports are banned.

That was the case with the purchase of sophisticated equipment for a production line of personal minicomputers for our "Manometr" plant. A number of enquiries were sent out to West Germany, Finland, Great Britain and other European countries. Finally among many others we received a quotation from a British firm, which we knew was somehow associated with a Japanese company making computers.

When the country and the firm had been chosen, a delegation of engineers of our Customers went to London for technical negotiations and possible visit to the works to see the line in operation. After successful negotiations the delegation returned to Moscow and asked

our foreign-trade associations "Techmashimport" to carry on and finalize the deal.

Having agreed in principle on our general attitude to the company's offer with all the functional departments of the association and with Director General, the director of the firm went to London to the Soviet Trade Delegation for the coming commercial negotiations. Also, he had arranged for a representative from the Engineering Department of our customers to be available to attend the talks in case any technical points previously not discussed arose. He had discussed as well with the senior engineer, who was accompanying him, what their approach towards today s talks should be.

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At a quarter to 10 the secretary showed in three businessman, Peter Vetrov introduced himself and his colleagues, handing his visiting cards over to them and greeting them:

V "My name's Peter Vetrov and these are Mr Sergei Svetov, Senior engineer, our representative at the Soviet Trade Delegation, and Mr Andrei Popov, an engineer of our customers. How do you do, Mr Brownie?

Mr B. "How do you do, Mr Vetrov, Mr Svetov, Mr Popov? It's nice to meet people in the flesh after so much talking on the phone. Here are my business cards. Let me introduce my colleagues here - Mr William Hudson, my deputy. He'll be responsible for everything concerning this contract. And Mr Richard Meterson, our Production engineer." Sv.&P. "How do you do? Pleased to meet you." Mr H.&"How do you do? Glad to meet you." MrM.

V. "Happv to meet you all, gentlemen. Make yourselves comfortable." Mr B. "Did you have a good journey, Mr Vetrov?" V. "Yes quite, thank you." Mr B. "Are you going to stay long in London?" V. "I don't think so. A couple of days as usual, this time may be a

week."

Mr B. "I understand it's not your first stay in our country?" V. "You're right, I've been here several times." Mr B. "Have you seen much of London or of this country?" V. "I can't say that, but I've seen most outstanding places of interest