- •§ 6.Telec0pies /facsimiles/
- •Раздел 6. Телекопии (факсимиле)*
- •And communication
- •4. Fairs and exhibitions — no fair or exhibition —
- •Упражнения
- •III. Прочтите текст ib и найдите эквиваленты следующих словосочетаний:
- •X I. Прочитайте стр. Главы I Раздел 4 „Телексы" и составьте телекс
- •XII. Напишите ответный телекс:
- •Framework n.
- •(В обращениях в письмах) дорогой сэр, уважаемый господин уважаемый мистер Браун уважаемая миссис Браун уважаемая мисс Браун господа, уважаемые господа
- •Дорогой, дорогостоящий дорогой
- •I.E. (short for id est Lat.) читается that is и переводится т.Е.
- •We have pleasure in enclosing - с удовольствием прилагаем
- •The descriptionUf the goods offered (their quality, quantity),
- •Details of prices, discounts and terms of payment,
- •The date or the time and place of delivery.
- •Упражнения
- •IV. Задайте своим коллегам следующие вопросы по тексту 2 в и получите на них ответы:
- •V. Переведите следующие словосочетания, изучив словарь урока 2:
- •VI. Выразите смысл данных предложений, употребив сказуемые в страдательном залоге:
- •XV. Выполните следующее задание:
- •XVI. Выполните следующие задания:
- •XVII. Выполните следующие задания:
- •Vocabulary to lesson 2
- •1. Attract V.
- •2. Attractive adj.
- •In reply to your enquiry of the 3rd of December for our Tractors ltz-145 we are happy to inform you that we can make you a firm offer subject to your acceptance until the 25th of December.
- •If you want to have any further information, please do not hesitate to contract us.
- •Упражнения
- •I. Прочтите текст 3 а и найдите эквиваленты следующих словосочетаний и предложений:
- •VII. Изучив рамки, данные в словаре урока 3, переведите следующие словосочетания и дайте' свои примеры с выделенными словами:
- •VIII. Обсудите следующие вопросы:
- •IX. Суммируйте проведенную беседу по анализу вашей работы (работы вашего объе динения, предприятия) в области изучения конъюнктуры рынка, маркетинга и рекла мы.
- •X. Прочтите и обсудите следующий текст:
- •XI. Передайте следующие диалоги на английском языке:
- •0 Чем мы будем беседовать сегодня?
- •XII. Составьте предложения по следующим моделям:
- •X III. Выполните следующие задания:
- •17. Local a.
- •2 7. Accountant n.
- •28. General a.
- •Interest e.G. A general election will be
- •3. Генеральный, главный, основной, руководящий генеральный директор Генеральный секретарь коммунистической партии Генеральный секретарь оон
- •Through associations (objedinenijes) and firms of the Ministry of Foreign Economic Relations
- •Through foreign agency firms and
- •Through joint Soviet-foreign companies abroad. Apart from this it may be carried on at Commodity Exchanges, at auctions, fairs and by tenders.
- •I. Прочтите текст 4 а и найдите эквиваленты следующих словосочетаний: 1. Может осуществляться непосредственно между советскими предприятиями и иностранными фирмами и косвенно через посредников
- •X. Передайте следующие диалоги на английском языке:
- •XIV. Разошлите инициативные предложения через торгпредства:
- •XVI. Пошлите ответные телексы:
- •XVII. Суммируйте переписку отдельно:
- •1. Посредничество договор комиссии
- •2. Агентство, агентская (посред ническая) организац
- •14. Exchange n.
- •15. Currency n.
- •1. Обмен
- •2. Биржа фондовая биржа
- •1. Товары фабричного производства 2. Промышленные товары 3. Готовые изделия завод-изготовитель обрабатывающая промышленность
- •2. Строительство
- •In selling chemicals and
- •32. Construction h.
- •2. Масло
- •Обрабатывать, перерабатывать
- •Процесс,
- •Ход процесс производства
- •Обрабатывающие отрасли промышленности
- •При продаже сложного оборудования, требующего продолжительного производственного цикла, применяются скользящие цены.
- •Необходимый, нужный Просим Вас снабдить нас всеми необходимыми рекламными материалами,
- •Необходимость в случае необходимости в случае необходимости рассортировывать, отбирать упаковывать
- •Товар был упакован в соответствии с инструкциями покупателя.
- •Vary V.
- •Various a.
- •Various goods
- •Various stages of making the - различные стадии производства
- •Foodstuffs
- •1. Прочтите текст 5 а и ответьте на следующие вопросы:
- •XII. Напишите ответные телексы:
- •XIII. Заполните пропуски предлогами или наречными частицами там, еде нужно:
- •International division ….... Labour more evident and necessary,
- •Introducing principal changes ….... The pattern….... Trade and
- •II. A great deal….... The world's trade is conducted…….The basis
- •Informed ….... The market conditions ….... His country better.
- •III. Nowadays carrying….... Goods can be effected….... Sea, ….... ____air, …... Rail and….... Road. One transaction may involve both
- •68. Make out (made out, made
- •1. Погрузка, отгрузка, отправка против отгрузки
- •2. Груз, партия (отправленного товара)
- •Снабжение, обеспечение, пре доставление, резерв
- •Юр. Условие, оговорка, поло жение
- •Invitation) глашение)
- •§ 8. Basic commercial activities during the preparation and conclusion of an export contract of sale
- •Text бЪ: Terms of Payment
- •I'm as fresh as a cucumber now and ready tor the talks." Mr с : "That's good. Shall we start with coffee or get down to
- •1. Against shipping documents - против отгрузочных документов
- •Упражнения
- •VI. Переведите следующие предложения и дайте свои примеры с выделенными словами:
- •V III. Переведите следующие предложения, обращая внимание на форму глаголов- сказуемых в придаточных дополнительных и сравнения:
- •IX. Составьте предложения по следующим моделям:
- •X . Передайте следующий диалог на английском языке:
- •Суммируйте всю корреспонденцию и переговоры между индийской фирмой "Индкарриерз" и отделом сбыта завода КамАз, начиная с урока 4. Стр.154,урок 5, стр.177.
- •Дайте название документа, исходя из нижеприведенных определений:
- •XIII. Выполните следующие задания:
- •Переведите диалог, обсудите вопросы, данные после его текста, и суммируйте его содержание:
- •Vocabulary to lesson б
- •Remember:
- •2. Suggest V.
- •3. Suggestion n.
- •27. Meet (met, met)V.
- •12. Origin n.
- •1. Польза, интерес, помощь (защита, покровительство) в чью-либо пользу, на чье-либо имя аккредитив на наше имя
- •46. Effect V.
- •48. Constant a. .Compare:.
- •Счет (за услуги)
- •Переводной вексель, тратта
- •Свидетельство, накладная ж.-д. Накладная накладная авианакладная коносамент
- •8 6.Loan n.
- •Its production. Syn.To reduce (the
- •Повышение повышение цены
- •I'm hungry as a hunter соответствует в русском языке: "я голоден, как волк." (hunter - охотник).
- •In accordance with the responsibilities of the parties in respect of le expenses of delivery and the risks of accidental damage to or loss 1 the goods there may be various terms of delivery.
- •Id for insurance and freight (and all other transportation expenses up
- •Упражнения
- •I. "Are you sure?" , .
- •Xj. Передайте следующий диалог на английском языке:
- •Количество товара не
- •Удовлетворяет потребности нашего заказчика.
- •Vocabulary to lesson 7
- •Compare:
- •1. Часть, доля
- •2. Деталь, часть (машины) запасные части (детали) быстроизнашивающиеся части (детали)
- •3. Сторона
- •17.Pass V.
- •1. Выпуск, выдача, выставление выставление тратты
- •35. Bank n.
- •Canteen n.
- •Assure V.
- •Hunter n.
- •Insufficient, re liable)
- •1. Доказывать доказывать что-л. Доказывать, что...
- •2. Оказываться выгодным (полез ным, недостаточным, надежным)
Invitation) глашение)
(to accept - согласиться принять то, что предлагается)
to receive visitors (guests) - принимать посетителей (гос-
тей)
(to receive - допускать куда-л., беседовать, развлекать)
T HE NAMES OF SOME GOODS
seed - семена
timber - строевой лес, лесоматериал
§ 8. Basic commercial activities during the preparation and conclusion of an export contract of sale
TEXT 6 A: Discussing the Prices and Terms of Delivery
(Основные внешнеторговые операции во время подготовки и подписания договора купли-продажи (по экспорту))
Text бЪ: Terms of Payment
GRAMMAR REVISION: Subjunctive Mood in Object Clauses and Clauses of Comparison
TEXT 6 C: Commercial Talks
TEXT 6 A. DISCUSSING THE PRICES AND TERMS OF DELIVERY
After all technical characteristics of Tractors T-40/47 had been discussed and agreed upon and after seeing the tractors in work at the Urals Tractor Plant, the Buyers suggested that we go to their country for commercial negotiations.
On obtaining visas our Sales Manager Michael Balashov (В.), Deputy director of the firm Semen Antonov (A.) and the senior engineer Leonid Petrov (P.) went to Canada and found themselves there the next morning.
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They were met by the representative of the firm Mr James Cramer, Manager of the Import Department, at the airport and taken to the hotel in the firm's car.
They arranged that they would be picked up in the afternoon at 12.30 to be in time for the meeting on the firm's premises at one o'clock.
Mr Cramer: "Good afternoon, gentlemen. Let me introduce my colleagues: (Mr C.) Mr Andrew Crown, my Deputy and Mr Simon Carrington, our
senior engineer." Balashov: "How do you do?", (B.) A. & P. "How do you do?" Mr Crown (Mr Cr.) and Mr Carrington "How do you do?" (Mr Car.)
B. :"I'm happy to meet you, gentlemen." Mr С & Car. "Nice to meet you." Mr C. : "Sit down, please, and make yourselves comfortable. Are you
all right after your long journey?"
A. :"Oh quite. Actually the flight was very nice."
B. :"As to me since it was a night flight, I slept most of the time, so
I'm as fresh as a cucumber now and ready tor the talks." Mr с : "That's good. Shall we start with coffee or get down to
business straight away?" B. : "Perhaps we'll start the talks and have coffee a bit later. We've just
had our lunch, you know." Mr С "As you like. (It's up to you.) Your wish is a must - you're our
guest. What shall we start with?"
"You've seen our Tractors T-40/047 in operation, haven't you?" Mr С "Yes, we have. And we are more or less satisfied with their
performance."
В.: "I'm glad to hear that. Perhaps we'll start with the price and the terms of delivery? Would you like us to quote а с i f or an fob I price?" Mr C.: "As a matter of fact we've got your price-list here. Is it the
latest?"
"Let me have a look. Yes, it's our latest price-list. You seem to be well equipped for the talks, and what's your opinion?" Mr C: "I tried to do my homework as well as I could. As to my opinion since you've got a liner from Leningrad to Montreal, I suppose you'd prefer с i f prices." В.: "Yes, you've quite right there. And it's our usual practice to say
the least."
Mr C: "Is your price subject to a discount?"
В.: "If you mean a trade discount, we don't have it in our practice, but if you order a great number of tractors or pay in cash, then you're granted a discount." Ir C.: "Oh I see. And what do you consider "a great number"?"
"Over 75 tractors, let's say." Ir C: "What discount will it be then?"
"Well, Mr Cramer, perhaps we'll come down from theoretical discussion to the ground. I wish you would name the exact number of tractors you require and we'll go on from there."
195
For collection (Payment for collection does not give any advantages
To the Eporter because it
does not give any guarantee that he willreceive payment in time or
at all. That’s why the Exporter usuallyrequires that the Importer
presents a guarantee of a first class bank
if the price's reasonable."
В.: "In that case we'll give you a 25 % discount." Mr C: "Could it be 35 %, Mr Balashov?" В.: "That's a bit too much. We'll meet you half-way, though, and
make it 30 %, Mr Cramer, but that's final." Mr C: "I agree."
В.: "Shall we consider the price problem settled?" Mr C: "Yes, it's а с i f price Montreal, i.e. $ 11.000, with a 30 % discount, which will make it - $ 7.700 per unit. A good beginning makes a good ending, doesn't it?" В.: "You're quite right. Well begun is half done,as they say. Shall we
call it a day then?" Mr C: "Yes, and you know , Mr. Balashov, your English is very good.
I wish I knew Russian as well." В.: "Thank you" for the compliment. I understand we'll be meeting
tomorrow morning at 10. Goodbye!" Mr C: "See you tomorrow morning at 10." All the others: "So long", "See you tomorrow."
TEXT 6 B. TERMS OF PAYMENT
Payment in foreign trade may be made in cash and on credit. There are different methods of cash payment:
By cheque (but it is not practicable as a cheque is payable in the country of origin and its' use is time-wasting to say the least. That's why cheques are mostly used for payment in home trade.)
By telegraphic or telex transfers or post (mail) remittance which is made from the Buyers' bank account to the Sellers' in accordance with the Buyers' letter of instruction. Actually this method of cash payment may sometimes take several months, which is naturally very disadvantageous to the Sellers. The transfer is carried out at current rates of exchange.
By letter of credit (or just by credit) - L/C - (In our commercial practice the following types of letters of credit are usually used: irrevocable, confirmed "and revolving. An irrevocable L/C is one which can neither be modified nor cancelled without the consent* of the party in whose favour it has been opened. A confirmed L/C is an irrevocable L/C, payment under which is guaranteed by a first class bank in case the opener of the L/C (i.e. the Buyers) or the bank effecting payment defaults, or is unable to make payment. A revolving L/C is one under which its value is constantly made up to a given limit after payment for each shipment, which saves the charges on multiple letters of credit.)
The Letter of Credit is the most frequently used method of cash payment because it is advantageous and secure both to the- Exporter and to the Importer though it is more expensive than payment by transfer. It overcomes the gap between delivery and payment and gives protection to the Sellers by making the money available for them on the fulfilment of the transaction and to the Buyers because they know that payment will only be made against shipping documents ' giving them the title for the goods. This method or payment is often used in dealings with developing countries.
that payment will be effected in due time. Also, there is a long period of time between the delivery of the goods and actual payment. But it is advantageous to the Importer because there is no need to withdraw from circulation big sums of money before actually receiving the goods).
Payment for collection against documents (with subsequent acceptance or very often telegraphic collection with subsequent acceptance) is mostly used in trade with East European countries. The costs involved in effecting payment for collection are twice or three times lower than those by fetter of credit. Most modern business is done on a credit basis which may be: 1) by drafts (by Bills of Exchange - B/E) - the Exporter credits the Importer which is advantageous to the latter. A draft (a bill of exchange) is an order in writing from a Creditor to a Debtor to pay on demand or on a named date a certain sum of money to a company named on the Bill, or to their order. It is drawn by the Sellers on the Buyers and is sent through a bank to the Buyers for acceptance (i.e. for acknowledging the debt). The draft becomes legally binding when signed and dated by the Buyers on its face (front) and is to be met when due, i.e. 30, 60 or 90 days after presentation. The draft, may be negotiable, i.e. it may be used by the Sellers to pay their own debts, but in this case the Sellers are to endorse it by signing it on its back, then they can pass it on to the new holders. If the exporter wants immediate payment, he can discount the draft In return for a cash advance with a bank for a commission, i.e. sell it to ■ bank for its face value less interest, and by supplying a document (a letter of hypothecation) giving the bank the legal right to claim the goods if necessary. Besides, he may leave it with a bank as security for ft loan. All this makes the Draft a very practical method of payment in foreign trade. To sum up its advantages one should say that it llmplifies the financing of export and import foreign trade and cuts (town innumerable movements of currency. There may be two main types of drafts:
Sights Drafts, which are payable on presentation (at sight) or on acceptance and
2)
Term Drafts,
which are drawn at various periods (terms) and are payable at a future date and not immediately they are accepted. Term drafts may pass through several hands before maturity and require endorsement by the Sellers.
in advance (the Importer credits the Exporter, for example, the contract may stipulate a 10 or 15 % advance payment, which is advantageous to the Sellers). This method is used when the Buyers are unknown to the Sellers or in the case of a single isolated transaction or as part of combination of methods in a large-scale (transaction) contract.
on an open account. Open account terms are usually granted by the Sellers to the regular Buyers or customers in whom the Sellers have complete confidence, but sometimes they are
196
197
granted when the Sellers want to attract new Buyers then they risk their money for that end. Actual payment is made monthly, quarterly or annually as agreed upon. This method is disadvantageous to the Exporter, but may be good to gain new markets.
The two methods of payment (in cash and on credit) are very often combined in a contract. Drafts, for example, may be presented under a Jettei of credit and there may be other, sometimes very complicated combinations of various methods of payment stipulated in a contract.
The form of payment to be used, i.e. in dollars, pounds sterling or other currency, is a matter for arrangement between the counterparts.
Note on the text.