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4. А) Они всегда оказывают нам помощь в размещении наших заказов

б)Каковы комиссионные этой фирмы за оказанные ею услуги? в) Благодарим Вас за оказанное нам теплое гостеприимство, г) Текущие обстоятельства оказывают на наши экономические отно­ шения благоприятное влияние.

д) Просим Вас оказать им любезность и принять их завтра утром.

е) Просим Вас оказать нам честь и принять приглашение на прием, который состоится в пятницу вечером. ж) Правительство страны всегда оказывает содействие в развитии торгово-экономических связей с другими странами.

IX Переведите диалоги, обсудите вопросы, данные после их текстов, и суммируйте их содержание:

The Requirements to After-sales Maintenance Service Now (Text 10 C)

A."What's required nowadays to sell machinery and equipment

successfully, I mean profitably?"

B."Do you want to know what's essential to make the equipment competitive?" ' ,. .„

A."Yes. It's a very interesting question.isn t it? B."It is And quite an important one if you don t want to lose the markets. First of all you should bear in mind the type of equipment in the broad sense of the world - let's difference traditional equipment, for example, metal-working or general engineering and science-intensive equipment."

A."O.K. What equipment do you include into science-intensive


B."Such high-tech equipment as communications equipment, com­puters, all kinds of modern radio-measuring instruments,


automated systems, atomic power equipment and the like."

A. "I see now what you mean. Shaft we take up the second group?"

B. "All right. As is well-known the most important requirement, that refers to all types of equipment, actually to any goods, is their quality, I mean equipment reliability, its trouble-free operation and excellent performance - its productivity."

A. "But these qualities have always been essential, haven't they?"

B. "Yes, they have. But it is not enough now. It is not enough for the Sellers to supply reliable high-quality equipment. They are supposed to guarantee durability and stability of its operation by ensuring easy and timely maintenance and not by hastily (rapidly) supplying spares or sending their specialists to remedy the defects though this is also very important."

A. "How is easy and timely maintenance ensured?"

B. "Firstly, the designers of modern equipment to ensure easy tech­ nical maintenance must foresee convenient dismantling during repair and an easy way of performing regular maintenance operations."

A. "That's something quite different from the traditional requirement to equipment reliability."

B. "Yes, quite, and today's Buyers try to have it in their contracts. There is a special term for it: the maintainability clause."

A. "Just imagine!"

B. "And that's not all. Computerisation which permeates the whok production process now spreads over maintenance. That's the second point."

A, "Can you develop your idea of computerising maintenance?"

B. "You know there's a fantastic, but quite practical requirement to the equipment. The time has come when equipment must not only tell the operator how well he's working or how much he’s producing, but also it must tell its servicing engineers where there's a problem or a fault and how to fix it and when it may need an overhall repair."

A. "You're pulling my leg."

B. "No, I am not. Equipment today must be intelligent, see? For example, microprocessors may switch on the machine tool, monitor its performance and generalize data required by the maintenance engineers. Moreover, quality maintenance may be achieved by using specialized diagnostic and monitoring equipment (as part of special control system) to detect faults and eliminate them. The system analyzes the readings of all kinds of meters and either warns the operator of faulty work or itself adjusts the production process."

A. "That's a revolution in maintenance work!"

B. "It is. Soon today's preventive periodic maintenance will be substituted for by current continuous maintenance, which will provide the replacement of parts and other maintenance operations depending on the actual state of the equipment instead of at fixed intervals."

A. "On the one hand, economic advantages of this form of mainte­ nance seem quite obvious, on the other hand, the installation of these continuous control devices must cost a lot."

B. "Of course it cost a great deal, but it'll soon pay, to say nothing that it helps create a high reputation for the Sellers and consequently allows them to sell their equipment at prices at least


20 per cent higher than those of their competitors. Also, much attention is being paid by them to the development and production of advanced maintenance equipment and instruments to ensure quality maintenance servicing of the machinery sold."

A. Oh, well. That's all very very interesting!"

B. "And the last but not the least remark. The traditional formula that the Sellers supply "the goods and after-sales services" changes nowadays into the formula that the Sellers deliver "the goods and advanced technical facilities which help effect after-sales maintenance easily and economically."

A. "Well-well. Thanks a lot." B. "You're welcome."

Questions for discussion:

I. Why is it necessary to differentiate traditional equipment and ncience-intensive equipment? Give examples of both types. 2. What is the maintainability clause?

  1. What is the difference between traditional and modern requirements in equipment reliability?

  2. What are the requirements to maintenance now?

  3. Why is today's equipment called intelligent?

  4. How can you characterize the revolution in maintenance?

  5. What's the difference between the traditional and today's after-sales formula? 6) A. "Every action causes its counteraction so to say, in this world.

B. "What do you mean?"

A. "The boom of scientific and industrial revolution has created computers and the wide use of computers has given birth to computer virus/vaiare/ which causes the spread of infectious

disease." B. "I don't quite see your point. Everything is interdependent in the

world, that's the law of dialectics." A "The feasibility of penetrating into the computer system of any

organization, a bank, for example, is very dangerous and

perishable." B. *What can it do?"

A. "First, it can help steal industrial, military or other secrets.

B. "Oh?"

A. "Then it can destroy the computer memory, i.e. the computer s store of data of this or that organization altogether. That's why the name - computer virus. See?"

B. "Well -- well - "

Questions for discussion:

  1. What is the computer virus?

  2. In what respect is it dangerous and perishable?

I. What measures are being taken to reduce its effect to a minimum?

X. Обсудите внешнеторговые операции импортера на этапах, предшествующих "Под-готовке и заключению внешнеторгового контракта", т.е. на этапах: 1. Изучения конъюнктуры внешнего рынка ' 2.Выбора форм и методов работы на рынке

3. Планирования внешнеторговой операции.

XI. Проведите и запишите аналогичные тексту 10 А переговоры об объеме поставки, условиях и сроках поставки с итальянской, норвежской и финской фирмами по за­купке 1)оборудования для переработки с/х продукции и 2)компьютерных установок и!я животноводческих ферм.



XII. Обсудите, что делпет английская фирма по маркетингу своих товаров (Повторите гл.2 стр. 127-135). ХШ. Опишите проводимую английской фирмой рекламную кампанию и укажите откуда наша внешнеторговая организация узнала об их деятельности (Повторите гл. 2 стр. 127)


1. forbid (forbade, forbidden) v.

Syn.to ban (banned)

2. pressure n.

W.comb. high (low, strong) pressure

for pressure of time because of pressure of business (work)

e.g. Proper operation of the machine requires a strong air pressure.

The air pressure at sea level is nearly 15 pounds for each square inch.

3. subsidiary n.

W.comb. a wholly-

owned subsidiary e.g. Is it a wholly-owned or a

partially - owned


4. subsidiary a.

W.comb. a subsidiary

company Syn.a branch company

5. branch n.

W.comb. a branch bank

a branch office

a branch ministry e.g. To clear up the matter

we got in touch with the

branch office.

6. make v. (made, made)

Syn.to manufacture

7. make n.

e.g. A new make of cars has been introduced into the market this year.

Syn.a model

запрещать, не позволять

запрещать, налагать запрет


высокое (низкое, сильное) дав


из-за нехватки времени из-за большого количества (скопления) дел (срочной рабо ты)

Для надлежащей работы маши ны необходимо сильное давлсение воздуха.

Давление воздуха на уровне мо ря равно почти 15 фунтам на каждый квадратный дюйм, филиал фирмы

полностью контролируемый фи­лиал фирмы

Это полностью контролируемый или частично контролируемый филиал фирмы? дочерняяя, вспомогательный, дополнительный, субсидируе мый "дочерняя" компания

филиал фирмы отделение, филиал, отрасль отделение банка филиал главной конторы отраслевое министерство Для выяснения этого вопроса мы связались с филиалом глав­ной конторы.

делать, производить, выпускать производить, изготовлять марка, тип, модель В.этом году на рынок представлена новая марка автомашин.


maker n.

Syn.a manufacturer attend v.

W.comb. to attend to one's


to attend to what's being said

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