XXI. Letters to make up.

1. You are one of the main producers of detergents in Russia and you are interested in purchasing packing machines.

• Write a letter of enquiry to a foreign manufacturer of this equip­ment stating where you obtained the company’s name and what you know about its business.

• Indicate that urgent delivery is the most important factor (give rea­sons).

• Ask the manufacturer to send you a catalogue and any relevant in­formation you think you should have.

• Round off your letter with an encouraging sentence before signing it.

2. Your firm, a large exporter of leather, has received an enquiry from a Russian importer asking for patterns of your goods.

• Write a letter of reply to it.

• Quote your terms, and add any information which might persuade your correspondent to place an order with you.

XXII. Role play.

1. You have sent an enquiry to a foreign manufacturer of cosmetics.

• The company^’s representative in Moscow calls on you to discuss the matter in detail.

• He has brought some samples of their product so that you can make a selection.

• You are impressed by the range of cosmetics and want to discuss the particulars of an order.

2. You are an American manufacturer of PCs. You have received an enquiry from a Russian retailer. You are interested in entering the Russian market and arrange a meeting to discuss the following questions:

• the price of the goods and the possible discounts;

• the terms of payment and delivery (the retailer requires delivery by a certain date);

• the quality and the guarantee period;

• think of any concessions you are ready to make.

UNIT VII

General conditions of sale

1. Practice the pronunciation of the following words:

due [ ], confirmation [ ], accessory [ ], applicable [ ], alter [ ], surcharge [ ], dispatch [ ], consignment [ ], responsibility [ ], adhere [ ], occurrence [ ], adherence [ ], consent [ ], warranty [ ], technical [ ], faulty [ ], inadequate [ ], maintenance [ ], natural [ ], venue [ ], Copenhagen [ ].

2. Learn the following words and word combinations by heart.

applicable price [ ] – применяемая цена

to alter [ ] – изменять, вносить изменения

to adjust [ ] – приспосабливать, корректировать

subject to [ ] – при условии

net price [ ] – чистая цена

FCA – Free Carrier [ ] – условие поставки «свободно у перевозчика»

surcharge [ ] – дополнительная плата.

at smb’s expense [ ] – за чей-либо счет

to devolve [ ] – передавать обязанности, переходить к кому-либо

to claim damages [ ] – требовать возмещения убытков

estimates [ ] – предварительные расчеты, оценки, прогнозы

complaint [ ] – жалоба

manufacturing faults [ ] – брак производства

invoice [ ] – счет-фактура

to invoice [ ] – выставлять счет

difficulty parts [ ] – бракованные детали

dismantling [ ] – демонтаж

rapidly wearing parts [ ] – быстроизнашивающиеся части natural wear [ ] – естественный износ

unless otherwise agreed [ ] – если не оговорено иное

to charge interest [ ] – взимать проценты

general provisions [ ] – общие положения

venue [ ] – место проведения