43. Faulty a.

W. comb, a faulty act

e.g. There are circumstances when the Buyers, due to a faulty act on their part or for other reasons, may lose the right to reject the goods.

W. comb, faulty goods

(materials, machines)

e.g. The Sellers undertake within the guarantee period to replace the faulty parts free of charge.

44. irreparable a.

W. comb, an irreparable loss irreparable harm

(damage)

45. device n.

46. technique n.

47. monitor v.

48. witness v.

49. progress n.

W. comb, the progress of the

order

Syn.the position of the order e.g. Please keep us informed

of the progress of the

order.

324

При расчете цены следует учи тывать определенную группу ха рактеристик данного товара.

1. вина, ошибка не по вине кого-л.

по чьей-л. вине

Товар может быть задержан по

ставкой не по вине продавца

2. недостаток, дефект недостатки изготовления (произ водственные дефекты) Претензии могут касаться про изводственных дефектов, недо статка в весе и низкого качест ва.

1.ошибочный, неправильный ошибочное действие (поступок) Бывают обстоятельства, когда покупатель из-за неправильном действия с его стороны или по другим причинам может поте рять право отказа от товара 2. имеющий недостатки, дефект ный, испорченный, поврежден ный

недоброкачественные товары (материалы, машины)

Продавец обязуется в пределах гарантийного срока заменить де фектные части бесплатно.

непоправимый, невозвратимый невозвратимый урон, утрата непоправимый вред (ущерб)

приспособление, устройство, ме­ханизм

техника (исполнения), техничес­кие приемы

корректировать, управлять быть свидетелем, очевидцем че­го-л.

развитие, продвижение успех, ход

ход выполнения заказа

ход выполнения заказа Просим Вас постоянно информи­ровать нас о ходе выполнения заказа.

W. comb, to be in progress

Syn.to be under way

e.g. Preparations for the talks

are in progress 50 current a.

W. comb, current events

(expenses, prices) the current month (year, week) e.g. We enclose here with our

current price-list. 51. currently adv.

e.g. Our engineers are currently involved in preparing an offer for Poland. 52. numerical a.

W. comb, a numerical control

BUT:

numerous a.

e.g. In spite of our numerous reminders you have not sent us the information promised yet.

53.software n.

W. comb, a software package Ant. hardware. inseparable a.

55.apply* v. application n.

Prp.an application to smb. for smth.

to make an application for the position

W. comb, the application of the rule to this case the application of a discovery (a new process, etc.) to industry

выполняться, развиваться вес­тись

происходить, иметь место Ведется подготовка к проведе­нию переговоров, текущий, настоящий текущие события (расходы, це­ны) текущий месяц (год, неделя)

При этом прилагаем наш теку­щий прейскурант, в настоящее время В настоящее время наши инже­неры заняты подготовкой пред­ложения для Польши.

числовой, цифровой компьютерный контроль (за ра­ботой оборудования)

многочисленный

Несмотря на наши многочислен­ные напоминания, вы все еще не выслали нам обещанную ин­формацию

компьютерная информация, про­граммы, используемые в работе компьютеров; программный про­дукт

ряд программ, пакет информа­ции

компьютерное оборудование неотложный, неразлучный

применять

1. Обращение, просьба, заявле­ ние

обращение к кому-л. за чем-л.

написать заявление о приеме на работу

2. применение, употребление, внедрение

применение нормы к данному

случаю

внедрение открытия (нового

процесса в промышленность)

325

.Compare:

the pattern of a fabric - образец ткани (рисунок ткани, модель образ­чик узора)

a sample of wheat, ore - образец пшеницы, руды (торговый) a model of a machine - образец машины (модель машины) а specimen letter - образец письма (пример письма) a form of the contract - образец контракта (форма контракта)

BUT: appliance n.

e.g. The Buyers are to pav to the Sellers for using shore appliances.

Syn.an instrument an apparatus

57. measuring a.

W. comb, radio-measuring

58. laser n.

W. comb, a laser beam laser equipment

59. aid v.

Syn.to help, to assist (formal)

60. aid n.

W. comb, first aid technical aid Syn.help, assistance

61. assistance n.

W. comb, to render (afford, give) assistance

62. purely adv.

63. level n.

W. comb, the price level the peak level

64. circuit n.

W. comb, an integrated circuit

65. adjust v.

e.g. Integrated circuits are to be adjusted to the in­dividual purposes of the Buyers.

66. adjustment n.

e.g. We would like to hear from you if you have made any adjustment in your price.

W.comb, to make an adjustment in the delivery schedule (the price, etc.)

67. via prp.

W. comb, via Hamburg via a satellite

e.g. They imported seeds from the USSR via Japan.

68. owner n.

326

приспособление, прибор, устрой

ство

Покупатель должен оплатить

продавцу использование берего

вых устройств

прибор

устройство

измерительный

радиоизмерительный

лазер

лазерный луч

л азерное оборудование

помогать помогать, содействовать

помощь первая помощь техническая помощь помощь, содействие содействие, помощь оказывать содействие, помощь исключительно, полностью це

ликом, вполне, совершенно

уровень

уровень цен

высший уровень, высшая точки

(о ценах, курсах валют)

цикл, цепь

интегрированный цикл

уточнять, регулировать, приспо

соблять

Интегрированные циклы должны

быть приспособлены к специфи

ческим целям покупателя.

уточнение, урегулирование, расс

чет, корректировка

Мы хотели бы узнать, сделали

ли Вы какие-нибудь уточнение

цены.

сделать корректировку графика поставки (уточнение цены и др.)

через, путем, посредством, с за

ходом в

через Гамбург посредством спутника

Они ввезли семя из СССР через

Японию.

владелец, судовладелец

e.g. We have received a cable from the owners of the ship.

69. ownership n.

W. comb, the ownership in the

goods

to pass into ownership 70. model (modelled, modelling)

71. model n.

72. meaningless a.

73. i ncrease v.

Syn.to go up

Ant. to decrease

Prp. to increase (decrease) by

10 per cent

to increase (decrease) to

100 per cent

74. 'increase n.

Ant. decrease.

W. comb, an increase (a

decrease) by 10%

to 100% 75. moreover adv.

76. solution n.

77. solve v.

W. comb, to solve a difficulty

to solve a problem e.g. When calculating the price, one must solve a number of problems.

78. amount v.

Prp. to amount to

e.g. The expenses amounted

to £ 500. Syn.to account for

Мы получили телеграмму от владельцев судна.

собственность, владение, право

собственности

право собственности на товар

переходить в собственность моделировать, создавать по об­разцу модель, образец

бессмысленный

увеличиваться (ся), возрастать, расти

повышаться снижаться

увеличиться (уменьшиться) на 10%

увеличиться (уменьшиться) до 100 %

увеличение, рост, прирост, при­бавление

сокращение, уменьшение увеличение (уменьшение) на 10 % (ДО 100 %)

более того

разрешение (проблемы, вопро­са), решение (задачи) решать, разрешать разрешить затруднение; решить трудный вопрос разрешить проблему При расчете цены необходимо решать ряд вопросов.

составлять, достигать

доходить до

Расходы составили 500 фунтов.

составлять (долю), приходиться на долю

327

to amount to - составлять (сумму, количество)

to make up - составлять, (давать в результате)

to average - составлять в среднем

to total - составлять в целом

to value at - составлять по стоимости

to work out at - составлять (выразиться в цифре, в сумме)

to come to - составлять (равняться)

to account for - составлять, составлять долю, приходиться на долю

86. commitment n. W. comb, to meet

commitments commitment days

Compare:,

e.g. Machinery accounts for 60% of the total exports of the country.

79. nearly adv. Syn. almost BUT: about

80. efficiency n.

e.g. Preliminary calculation of the efficiency of every prospective transaction is made.

The poor efficiency of the company is due to frequent changes in management.

The efficiency of the new model is not much higher that of the old one.

81. efficient a.

82. waste n.

83. superior a.

Gr. to be superior to smth. W. comb, to be of superior

quality

Syn.to be better than smth. Ant. inferior

to be inferior to smth. (=to be worse/lower/than smth.)

84. assume v.

W. comb, to assume a commitment (a risk)

85. assumption n.

of (a

W. comb, the assumption an obligation risk)

87. reject v.

W. comb, to reject goods to reject a claim (to decline a claim)

На долю машин и оборудование приходится 60 % общего экспор та страны, почти почти около

эффективность, производитель ность, коэффициент полезного действия, качество работы Были сделаны предварительные расчеты эффективности каждой перспективной (ожидаемой)

сделки.

Плохое качество работы фирмы объясняется частой сменой уп­равляющих.

Производительность новой моде ли не намного выше старой.

эффективный, действенный отбросы, отходы высший, лучший быть выше (лучше) чего-л. быть лучшего качества

быть лучше, чем что-л.

низший, худший, низкого ка

чества, плохой

быть хуже (ниже) чего-л. (чем что-л.) 1. принимать на себя принимать на себя обязательство

(риск)

2. допускать, предполагать

1. удобный случай, возможность

   принятие на себя принятие на себя обязательства (риска)

2. допущение, предположение

обязательство выполнять обязательства

дни выполнения взятых обяза­тельств, т.е. дни, принимаемые в расчет

e.g. The commitment days in the contract were "working days" and not "calendar days".

Syn.an obligation a liability

Днями выполнения взятых обя­зательств по контракту были ра­бочие, а не календарные дни.

обязательство, обязанность обязательство, ответственность, долг

отвергать, отклонять, отказы­ваться от

отказываться от товара

отклонять претензию

Compare:

We had to reject the faulty goods. Нам пришлось отказаться от не­кондиционного товара.

(to reject - отказываться от чего-л., отвергать, не принимать /чаще всего товар/)

They declined our offer (our Они отказались от нашего пред- invitation, the claim) ложения (от нашего приглаше­ ния, отклонили претензию).

(to decline - отказываться от чего-л., отклонять, не принимать) They waived the inspection of the Они отказались от приемки ма- machine. шины.

(to waive - отказаться от права/осмотра товара и др./, не использо­вать свое право сделать что-л.)

They refused the acceptance of Они отказались от акцептования the draft. тратты.

(to refuse - отказаться от чего-л., сделать что-л., т.е. не пожелать сделать что-л.)

88. opportunity п.

(to give up - отказаться от мысли, бросить мысль)

They gave up the idea of Они отказались от мысли убе- persuading us to grant them а дить нас предоставить им скид- discount, ку.

328

329

TEXT 11 A: The Price and Terms of Payment TEXT 11 B:Definition of Some Terms Used in British Commercial

Practice

VOCABULARY REVISION: An Enquiry and Offer TEXT 11 C:The Prices and Services (Telephone Conversation)

TEXT 11 A: The Price and Terms of Payment

After the first round of the talks about the volume, the terms and the time of delivery Vetrov spoke to the Director General on the phone and both were satisfied with the results. Then he checked the progress of the draft contract and was glad to find out that it would be ready with all the additions by the end of the working day, so he would be able to look through it again tomorrow morning before the talks.

Again he and Svetov discussed their approach to tomorrow's talks in detail and agreed to meet tomorrow at 8 to get everything ready.

330

т.е. обозначению

331

W. comb, to have the opportunity of doing smth. W. comb, to take the

opportunity

to be given the opportunity

e.g. Under the contract the Buyers are sometimes given the opportunity of examining the goods in the country of the Sellers.

89. utmost n.

e.g. We will do our utmost to deliver the goods in time.

Syn.to do one's best to do everything in one's power

90. steady a.

W. comb, steady prices

a steady demand for

smth.

a steady decline

(increase)

steady shipments e.g. There is a steady demand

here for various goods

you are exporting

LESSON 11

иметь возможность сделать что- л.

воспользоваться случаем получить возможность

По контракту покупатель иногда получает возможность осмотреть товар в стране продавца.

самое большее, все возможное, все от кого-л. зависящее Мы сделаем все от нас завися­щее, чтобы поставить товар всрок.

сделать все возможное сделать все, что в наших силах

устойчивый, постоянный, твер­дый, неуклонный, неизменный, непрерывный устойчивые цены постоянный спрос на что-л.

неуклонное снижение (повыше­ние)

регулярные отгрузки Здесь имеется постоянный спрос на товары, экспортируемые ва­ми.

At 8 o'clock they looked through the draft contract and had enough

time to compare notes.

See the list of those taking part in the talks on page 289.

Mr B."Good morning, Mr Vetrov, Mr Svetov Mr Popov.

Good morning gentleman. Take your seats, please, will you. The weather is fine today, isn’t it ? I couldn’t help enjoying a bit of fresh air walking to the office. D’you always have this kind o f weather in February?”

MrB. "Yes, as a matter of fact we do".

V.

MrB.

"You're lucky to have so much warmth. I hear it's 25 of frost

in our country these days".

"Oh is it? Then let's make use of all this warmth to the benefit

of our two companies. By the way, we discussed yesterday

afternoon the time of delivery and came to the conclusion that

we could manage to ship the first consignment 3 or 4 months

V. MrB.

V MrB.

earlier".

"It's very, very good, and we'll put right away this data in the draft contract, a copy of which I m handing over to you". "Thank you. Now we'll be able to go through it thoroughly and see which is which".

"Now as to the terms of payment, the picture is the usual one: we want pavment on credit, you prefer cash, don't you?" "Well, we foresaw this kind of situation and suggest fifty-fifty, i.e. if you agree to open a Letter of Credit valid ror 30 days for the first consignment, we could draw drafts on you for the remaining equipment. Naturally payment for supervisory work and training will be provided for by special agreements or addenda to the contract which are to be discussed ad­ditionally" V. "Why? Let's discuss all these things now because they may af­fect the price".

MrB. "Do you find our prices competitive?"

V.

"Not quite, I'm afraid. First of all let's star from the very beginning. 1 take it there's no objection to the price being fixed and payment being effected in pounds sterling".

MrB. "Of course not".

*По правилам английской пунктуации многоточию, незаконченности мысли, соответствуют два тире(--)

MrB.

"Now I see what you mean -- But --

MrB. V.

V.

"All right".

"Well then, prices for the technological project, equipment, spares and services are given in your offer separately, aren't they? We could agree to that with one exception - services. If we understand by services "training of our personnel" and "supervisory work", they are part and parcel of the volume of delivery, aren't they? How can we use the equipment if our people aren't specially trained? And how can we erect it with­out your help? They are supposed to be inside the volume of delivery."

"Secondly, all prices should be firm* -- Just a minute, Mr Brownie, don't try to put forward your objections now, before you hear my reasoning - -"

Mr В. V.

Mr В.

V. Мг-В.

V. Mr В.

V.

Mr В. V.

Mr В.

V.

Mr В. V. Mr В V. Mr В

. V. Mr В. V. Mr В.

V. "One moment please. I haven't finished yet. As is the general practice all the travelling expenses of our trainees to, and back from the Sellers' country as well as their board and lodging will be for the account of the Buyers while the Sellers organize training and provide an interpreter. Similarly during supervisory work at our factory we shall provide an interpreter.We are prepared to pay you a lump sum for the work itself and salary to your specialists at the agreed monthly rates. Now the floor is open for objections if any?"

"That's all very good, Mr Vetrov. You sounded very con

vincing, but -"

"Another thing, Mr Brownie. We're going to pay cash for the technological project, and I've already mentioned for the supervisory work. That's very beneficial to you, isn't it?"

"Yes, quite so. But can we revert to the matter later?"

"Tomorrow?"

"Maybe tomorrow or this afternoon."

"O.K."

"What about the down payment?"

"I think there's nothing to discuss, it stands as is given in the

draft contract: 5% against the documents specified in the

contract."

"I agree."

"And the last, but not the least point. I'll be frank with you,

Mr Brownie. I was going to ask for an 8% discount of the

price. Bearing in mind the above however, and if you agree to

all the prices remaining firm, I'm prepared to have only a 5%

discount, that is to cut it almost by half. See?"

"Well, Mr Vetrov, I must admit you've taken me somewhat by

surprise, but I see your point and I can say if you give us time

to study your draft contract and all your suggestions, I hope

we could settle all the outstanding problems concerning the price and the terms of payment satisfactorily to both parties."

"Agreed. Now that we seem to have crossed the Rubicon

there's nothing left for us to do but go on, is there?"

"I'm of the same opinion, Mr Vetrov."

"Our next meeting will be tomorrow at 10 as usual?"

"Just a minute. Could we meet in the afternoon for a change?"

"Why?"

"I'm engaged tomorrow morning and I can't possibly put off

my engagement."

"All right. What time?"

"Is one o'clock convenient?"

"Yes, so it's one o'clock then. Goodbye." and all the others: "Goodbye".

TEXT 11 B. DEFINITION OF SOME TERMS USED IN BRITISH COMMERCIAL PRACTICE

Our businessmen should bear in mind that there may be different understanding of certain trade terms in our country and abroad. Also, there are sometimes different commercial practices. So to be on the safe side and to avoid misunderstanding and later unexpected complaints

332

and claims, it is advisable to study these things and if necessary to have written definitions agreed upon.

A QUOTATION is not an offer in the legal sense, i.e. if the Sellers

later decide not to sell, the Buyers shall have no legal right. Therefore Quotations are very often subject to conditions of acceptance, which maу relate to a stated time within which they are to be accepted or to goods whose supplies may be limited, and it should be expressly stated, for example, that "This offer is subject to acceptance within (so many) days" or "Goods ordered from our latest catalogue can be supplied only while stocks last" or "The prices quoted apply only for so long as present stocks last." Quotations may be sent to more than one buyer, in which case the Sellers Should indicate it by adding the words:

The offer is made subject to the goods being unsold when the order is

received."

Quotations may be either tabulated or given on specially prepared forms, which enables them to be machine processed, i.e. easily computerized. In both forms they should be sent with a covering letter. A FIRM OFFER is made when a seller promises to sell goods at a stated price, usually within a stated period of time. The promise may be expressly made (i.e. clearly stated in words), as when it takes the form of a letter, or it may be "implied (i.e. understood), as when it takes the form of a quotation that contains the words "For acceptance within (so many) days", or similar qualifying words. Like a quotation without qualifying words, a firm offer is not legally binding, even when made expressly, but unlike such a quotation a firm offer is capable of acceptance and once it has been accepted, it cannot be withdrawn. Although a firm offer is not binding until accepted, no reputable seller would risk his reputation by withdrawing his offer before the stated or agreed time.

A VOLUNTARY OFFER is the one which is not asked for. Vol­untary offers give information about the offered and the company itself, state the period for which they are valid and often enclose reference of the regular buyers. They may also enclose brochures, catalogues, price lists* and other advertising matter, and offer to sent samples, goods on approval, and to grant special discounts on tuilers received within the indicated period upon return of a detachable form or card (often prepaid);

AN ESTIMATE is an offer to do certain work for a stated price. For example, an estimate for installation of central heating, an estimate for building a factory. It is not a legally binding offer until an order placed against it is accepted.

A TENDER is an offer in response to a published advertisement for the supply of specified goods, services or the performance of specified work at prices and under conditions set out in the tender. Tenders are usually invited by official governmental organization and are to be submitted (made) on the official forms of the advertisers. There may

A price list is a list of prices, usually of manufactured goods, intended to remain in force i period of time, and representing the actual prices at which the supplier is prepared to It must not be confused with a Prices Current - a periodical list showing prices ailing on the date of issue. It represents the approximate prices at which the supplier is tared to sell usually standardized goods.

333

be "closed tenders" if their invitation is restricted to a particular organization or group of companies or to a country. For instance, you could read in the press that the city council are inviting tenders from this country for the building of the new school."

Unlike other types of quotation, a tender may be an offer in the legal sense and therefore capable of acceptance by the person inviting it, but it becomes a legally binding agreement only when it is accepted and up to that time the tender may be withdrawn.

AN INDENT is not strictly an order for goods, but an order from an overseas buyer to an agent or to an export house to buy certain goods and dispatch them to the buyer. It is an order sent to a commission agent in the supplier's country to arrange for the purchase of goods or receive goods from various manufacturers from whom they have already been ordered direct and to include them in the same consignment with goods still to be bought. An indent gives details of the goods required, their prices, packing and shipping instructions and the method or payment - in short, everything the agent needs to know concerning the buyer's wishes. It is commonly used in foreign trade.

If the indent names the manufacturer who is to supply the goods, it is known as a "closed" or "specific" indent, but if selection is left to the agent, the indent is said to be "open" and the agent will then as a rule obtain quotations from several manufacturers before placing the order.