.. , ..

ENGLISH FOR BUSINESS COMMUNICATION

2009 1

 811.111(075.8) 81.2 923 96

. ., ., . .. . . ., ., . .. : . ., ., . .. ; . ., . .. ; . ., ., . .. ; . ., ., . .. ; . ., ., . .. ; . ., . .. ; . ., ., . .. ; . ., ., . .. ; . . ., ., . .. ; . ., ., . .. ; . ., ., . .. ; . ., ., . .. ; . ., . ..

96

.. English for Business Communication. : . / .. , .. . . : : , 2009. 112 . ISBN 978 5 9765 0335 9 () ISBN 978 5 9770 0392 6 ( )
, , , , . ; , . : Active Vocabulary ( ); Vocabulary Practice (, ); Grammar ractice ( ); Comprehensive Text ( ); Dialogue ( ); Project ( ); Additional Information ( ). , , .

811.111(075.8) 81.2 923

ISBN 978 5 9765 0335 9 () ISBN 978 5 9770 0392 6 ( )

.., .., 2009 , 2009

Unit 1. Arrivals ...................................................................................... 4 Unit 2. Making Contact ...................................................................... 12 Unit 3. The Sales Meeting ................................................................... 20 Unit 4. Negotiating Conditions ........................................................... 30 Unit 5. Finance ................................................................................... 39 Unit 6. The Production Meeting ......................................................... 48 Unit 7. Taking about Companies ......................................................... 55 Unit 8. After Hours ............................................................................. 63 Unit 9. Keeping in Touch .................................................................... 72 Unit 10. Sorting out Problems ............................................................... 78 Unit 11. Business News ......................................................................... 86 Unit 12. Presentations: Closing Down and Summarising ...................... 96 Abbreviations Used in Business Letter Writing ...................................... 106

UNIT 1 Arrivals
I. Active Vocabulary: ; 2. flight deck 3. departure , , 4. departure lounge 5. arrival 6. to cancel 7. to delay 8. check in desk () 9. excess baggage charge 10. boarding pass 11. conveyor belt 12. to take off / to land / 13. to declare 14. invoice 1. , ; 2. , 15. allowance 1. , ; 2. 16. to book / to reserve 17. left luggage office 18. excess , 19. duty II. Vocabulary Practice 1) Match the English word combination on the left with its Russian equivalent on the right: 1) a duty free shop a)
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1. duty free

2) to delay domestic flights 3) to loose ones boarding pass 4) to put the baggage on the conveyor belt 5) to book a room in a hotel 6) crash landing 7) to take a suitcase from left luggage office 8) to have a rest in the departure lounge

b) c) d) e) f) g) h)

2) Make up word combinations. Translate them into Russian: to visit basic to declare fortunate cancellation scheduled to inquire about smth to reserve departure this restaurant of a contract at the check in desk at Customs a flight deck taking off allowance

3) Translate the sentences into English: 1. , ? 2. , .. . 3. , , ? 4. . 5. X. .

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6. ? 7. . . 8. ? 3) Make up sentences out of the following words: 1. / Would / to make / the 10th/ a / firm /1 / of / like / reservation / August / please / for /. 2. / Domestic / were / the day / all / before / delayed / yesterday / flights /. 3. / Lounge / the/ are / our / flight / their / for / departure / in / relatives / waiting /. 4. / Duty free / the / you / buy / perfume / in / may / shop /. 5. / The / the / not / to visit / deck / allow / rules / do / flight /. 6. /To have / a / for / samples / Customs / you / have /declaration / these /. 7. / Tell / you / could / where / me / are / please / the / telephones /? III. Grammar Practice 1) Complete the sentence with modal verbs: can (could), have to, must: 1. 2. 3. 4. 5. 6. 7. 8. 9. ... I see your declaration, please? He ... go through departures. ... you tell me where the helicopter shuttle is, please? The flight... be 30 minutes late. According to the rules, the passenger ... fasten his/her seat belt before the plane takes off. Excuse me, ... I have another blanket, please? ...I help you? London is 5 hours ahead of New York. You ... to put your watch forward. To collect their baggage, passengers ... go to the baggage reclaim.

IV. Comprehension Text 1) Read the text and try to understand it without a dictionary: At the Airport Pat arrived at the airport two hours ago to catch her plane to Tokyo. At the check in counter, a ticket agent looked at her ticket and her passport, and her baggage was checked in/weighed on the scales. Pats suitcases were very heavy, so she had to pay an excess baggage charge (amount of money for additional weight). Next, she was given a boarding pass (a ticket that allows her to get on the plane). The boarding pass has a seat number written on it, and Pat was given a window seat in the non smoking section. Her suitcases were labeled and set off to be loaded into the hold of the airplane. While waiting for the flight to be called, Pat goes to the newsstand to buy a newspaper. Then, she goes through the security check, where her carry on luggage (the bags she is keeping with her on the plane) is searched. Then Pat goes into the duty free shop where she has a chance to buy some things cheaply. The goods she buys here are cheap because they are not taxed. In the departure lounge, Pat joins the other passengers who are sitting and waiting until it is time for their flight to depart. After a few minutes Pat hears the announcement: Flight 156 to Tokyo now boarding at Gate Three, and she goes to board (get on) her plane. 2) Fill in the gaps with the words and expressions from the text: 1. 2. 3. 4. 5. When you arrive at the airport you first go to the ... counter. You have to have a ... pass so that you can get on the plane. After the security check, you wait in the ... lounge. You can buy many things cheaply at the ... shop. When you hear the announcement, you go to the ... to board your plane.

V. Dialogues Read and act out: 1) On the Plane PASSENGER 1: Excuse me, may I have an in flight magazine, please? STEWARDESS: Here you are. And how is your neighbor? PASSENGER 2: Much better, thank you. Your medicine works wonders. Im quite well. STEWARDESS: Glad to hear it. PASSENGER 2: What are you reading? Is this a business maga zine? PASSENGER I: Yes, thats right. Are you a businessman? PASSENGER 2: I have my own firm. We sell computers, mainly portable ones. PASSENGER 1: Where are you from? I mean, what city do you live in? PASSENGER 2: Chicago. PASSENGER I: Is this your first visit to Los Angeles? PASSENGER 2: Oh no. Ive been there many times. Its a beauti ful city, but I did not have much time to go sight seeing. I was always busy. PASSENGER I: Ah ha! And now is this business or pleasure? PASSENGER 2: Im on business. 2) At the Airport ANNOUNCER: Welcome to John F. Kennedy International Airport. ATTENDANT: Where will you be flying today? TRA VELLER: New York. ATTENDANT: May I see your ticket, passport, and visa, please? TRA VELLER: Here you go. My visas on page six of my pass port.
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A TTENDANT: TRAVELLER: ATTENDANT: TRA VELLER: ATTENDANT:

Would you like a window or an aisle seat? Aisle, please. Do you prefer smoking or nonsmoking? Nonsmoking. I have 13E available. How many pieces of luggage do you have? TRAVELLER: Two. ATTENDANT: Heres your boarding pass. The plane will board half an hour prior to departure. Youll be leaving from gate three, on your left. TRA VELLER: Thank you. 3) At the Hotel

Mr. SPENCER:

RECEPTIONIST: Mr. SPENCER: RECEPTIONIST:

Mr. SPENCER: RECEPTIONIST: Mr. SPENCER: RECEPTIONIST: Mr. SPENCER: RECEPTIONIST: Mr. SPENCER: RECEPTIONIST:

Good morning. My name is Max Spencer. I have a reservation. Its for five nights. You know, I am on business in your town. Could you spell your name, please? S P E N C E R, M A X S P E N C E R. Just a minute, Mr. Spencer. Yes, thats right. We can offer you a room. What room would you like? A single room with shower and toilet. Fortunately, weve got one. Theres a private bathroom, a TV set and a fridge. How much is it? 35 dollars a night. Oh, its a reasonable price. Fill in this form, please. Sign here, please. Heres your key. Thank you. By the way, could I have an early morning call, please? Sure.

VI. Project 1) You are members of the International Airline Industry Association. You have to carry out general rules for people at airports. You may consider the following points: a) arrival b) passport control c) at Customs d) in the departure lounge e) in the duty free shop f) in the left luggage office g) boarding h) departure i) antiterrorist activities 2) Book rooms for a delegation of 7 people. Three of them are women of different ages (21, 35, 53). 3) Your friend is going to the USA. It is a business trip. But he/she is afraid of planes. Besides he/she suffers from air sickness. What recommendations would you give her/him? VII. Additional Information An American Dream Ellsworth Milton Statler was a rich hotel owner. He was the founder of the famous Statler chain. Statler was born in 1863. He grew up in Somerset County, Pennsylvania, and in Bridgeport, Ohio. Through most of his childhood he had to work because of his familys poverty, and at 13 he got a job as a bellboy in a hotel in Wheeling, W.Va. He ad vanced to hotel clerk and studied hotel management and bookkeeping. Within a few years he was running his own lunch room and billiard hall in Wheeling. In 1896 he moved to Buffalo, N.Y., and took over the restaurant concession at the Eliicott Square Building. Two years later, when Buffalo was designated as the site of the Pan American Exposition
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to be held in 1901, Statler built his first hotel, a temporary building of 2,100 rooms, near the exposition grounds. The reputation he earned from this venture won him the task of building the Inside Inn at the Louisiana Purchase Exposition in St. Louis in 1904. The same year he built the Statler Hotel in Buffalo, and his holdings were soon expanded into a chain of hotels in Detroit, Cleveland, St. Louis, and New York City. The slogan of his hotel business was The customer is always right, and he took pains to provide for comfort and convenience in his hotels. The Statler Hotel in Buffalo was the first in the country in which each room had running water and a private bath. By the mid 1920s the Statler hotel properties were the largest in the nation owned by a single individual. In 1927 he opened his last hotel, in Boston. He died the following year. 1) Think over the reasons of Statless success. 2) Try to make your own estimation of his business.

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UNIT 2 Making Contact

I. Active Vocabulary 1. to put through ( ) 2. switchboard 3. extension 4. to dial 5. message , 6. to be away on vacation 7. Buying/Purchasing Department 8. to look up ( ) 9. to be ex directory / to be unlisted 10. Directory Enquiries 11. to hold the line 12. to be engaged / to be busy / to be tired up 13. to omit , 14. to be available 15. to confirm 1. , 2. , 3. , 4. 16. appointment 1. , , ; 2. , 17. an arrangement , 18. schedule , , , , 19. to suggest 20. reception / / receptionist
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21. in advance 22. to obtain 23. to screen

( ) II. Vocabulary Practice

1) Match the English word combination on the left with its Russian equivalent on the right: 1) to put through to the manager 2) the wrong extension 3) an engaged line 4) to be tired up in the morning 5) to confirm a meeting 6) to ring in advance 7) to be available for sale 8) to obtain his message a) b) c) d) e) f) g) h)

2) Make up word combinations. Translate them into Russian: to suggest confirmed to put through to looking up to be busy with ex directory arrangement to dial the Purchasing Department Manager messages their omitting these facts from the contract the wrong number in the telephone book about payment information the hotel receptionist

3) Make up sentences out of the following words: 1. / The / extension / I / have / must / wrong /. 2. / I / to / else / in / Department / the / could / someone / speak // Purchasing /?
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3. 4. 5. 6. 7. 8.

/ All / should / right / be / that /. / Will / the / the / voices / you /of/ hear / switchboard /. / Her / she / a / give / can / message /? / We / all / confirmed / he / the / had / arrangements / made /. / Bee / is / Mrs. / on / away / vacation /. / Youd / up / in / better / advance / look / it /.

4) Translate the sentences into English: 1. He . . 2. ? 3. , . 4. , . . ? 5. , , . 6. . ? 7. , . 8. . , . III. Grammar Practice 1) Fill in the blanks, where necessary, with one of these prepositions: at, on, in: 1. 2. 3. 4. 5. 6. 7. 8. Im sorry but Im going to Los Angeles ... Friday. Could I suggest Tuesday afternoon ... 5 oclock instead? The course begins ... January, 7lh and ends ... March, 10th. They bought the laundry ... 2001. Ill arrive ... 6 oclock ... the morning. He was to phone you . . Wednesday morning ... about 10 oclock? The price of electricity is going up ... October. What about Monday morning ... 10 oclock?

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2) Form Wh questions about these sentence based on the words in bold: 1. 2. 3. 4. 5. 6. The secretary confirmed an appointment in the morning. (When) Im sorry but Mr. Z is away on vacation. (Where) Shes been screening these materials for an hour. (How long) I was only here for a brief visit to solve all local problems. (Why) My partner has been here twice. (How many times) Our company produces laptop computers for businessmen. (What) IV. Comprehension Text 1) Read the text and answer the question: Why is it necessary to be polite speaking the phone? Telephone Interruptions The telephone is an important medium for communication by managers, and, in comparison to visiting someone or writing a memo, it can save time. However, telephones can become a major form of interruption if not controlled carefully. There are several reasons for problems with telephone interruptions. Some managers are afraid of offending people or being unavailable. Remedies involve a combination of better screening, better communi cation of role expectations and technical information, and increased alternatives for meeting you. If you receive many calls that are not essential, have your secretary screen all of your calls. Give the secretary a list of people who should be put through immediately. If the secretary is in doubt about the relevance of a call, he/she should ask you before putting you through. Ask the secretary to take your calls during special meetings or work sessions when you dont want to be interrupted except for an emergency or special person. Delegate responsibility for answering particular types of inquiries to your secretary or a person to whom the call can be switched.

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 Set aside some time periods each week when people know they
can call you and get through. Prepare polite excuses to shorten calls (such as, I can only for a minute now, I have to leave for a meeting, I am in the middle of a meeting, can I call you back later?). Have materials and information ready for calls that you expect to receive, so you are prepared for them and do not need to waste time or call back. Good preparation also shortens calls that you initiate. 2) Fill in the gaps with the words and expressions from the text: 1. Both telephones and drop in visitors can become a major form of.... 2. To save time, tell the secretary ... all your calls. 3. The secretary must ... you ... immediately in case of emergency situations. 4. In order to shorten calls, you are to.... 5. Remember, polite excuses (such as ...) shorten calls as well. V. Dialogue Read and act out: Telephone Conversation with the British Firm SECRETAR Y: Mr. STANLEY: SECRETARY: Mr. STANLEY: SECRETARY: Marks and Spencer. Can I help you? May I speak to Mr. Balk. Mr. Balk? Can I tell him whos calling? This is Mr. Stanley, from VT Systems. Hold the line, please. Ill find out if he is in. (some time later) Mr. Stanley? Im afraid Mr. Balk is on the other line at the moment. Would you like to hold? Mr. STANLEY: Yes, Ill hold. SECRETARY: Putting you through, now. Mr. STANLEY: Good morning. This is Mr. Stanley, from VT Systems.
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Mr. BALK: Mr. STANLEY:

Mr. BALK: Mr. STANLEY: Mr. BALK: Mr. STANLEY: Mr. BALK:

Mr. STANLEY: Mr. BALK:

Good morning, Mr. Stanley. What do you want to speak about? I have pleasure in informing you that we carefully studied your materials and decided to accept your proposal. Thank you, Mr. Stanley. Im going to come to Glasgow and discuss with you the main points of our agreement in detail. When are you planning to come? On Tuesday, next week. Im afraid I cant manage Tuesday. Tuesday is likely to be difficult; someone is coming to see us who might be a useful outlet for some of your range. Perhaps we could change our meeting to Friday? Good. I look forward to seeing you. Goodbye. Goodbye. VI. Project

1) Your new secretary is a young girl. She is rather diligent but inexperienced. Give her recommendations how to work with switchboard, press, computer, and clients. 2) You ring up your partner who turns to be away on vacation. Speak to the secretary and leave a message for him. 3) You are having a business talk over the telephone. Your partner and you arranged to meet on Thursday, but he cant managed this day. He asks you to postpone the meeting to next week. VII. Additional Information 1) Read the text and make up a short report about the history of AT&T. American Telephone and Telegraph Company AT&T is an American corporation that provides long distance telephone and other telecommunications services. It is a descendant
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of the American Telephone and Telegraph Company, which built much of the United States long distance and local telephone networks, becoming the worlds largest corporation and a standard for the telecommunications industry. This firm voluntarily split into three smaller companies in 1996, one of which retained the AT&T name. The companys origins date back to 1876, when Alexander Graham Bell invented the telephone and made the first wire transmission of intelligible speech. In 1885 Bell established the American Telephone and Telegraph Company, or AT&T, as its subsidiary responsible for building long distance telephone lines. In 1899 AT&T was made the parent company of the Bell System. The Bell Telephone Company underwent a series of reorganizations and renamings between 1878 and 1920s. According to the Graham Willis Act of 1921, AT&T, as a natural monopoly, agreed to provide long distance service to all independent telephone companies. By 1939 AT&T controlled 83 percent of all U.S. telephones and 98 percent of all long distance telephone lines and manufactured 90 percent of all U.S. phone equipment. AT&T kept growing; by the 1970s it had almost one million employees and was the largest company in the world, with total assets exceeding those of General Motors, the Exxon Corporation, and the Mobil Corporation combined. In 1974 the United States instituted a second antitrust suit for the dismemberment of the Bell System. As a result in 1982 AT&T divested itself of 22 regional operating companies that became separate entities and operate local telephone networks. Then they were reorganized and converted into seven regional phone companies, informally known as Baby Bells. Though nad left the local network business, AT&T remained the nations largest provider of long distance telephone service. The company also retained its Western Electric subsidiary, which manufactured telephones and other equipment; and Bell Telephone Laboratories, its research and development arm. In addition, the company was freed to compete in such previously forbidden fields as data processing and computer communications. Among its efforts in this direction was the purchase in 1991 of NCR Corporation, a major manufacturer of computers, electronic cash registers, and other data processing systems. In 1994 AT&T purchased McCaw Cellular Communications Inc., the nations largest provider
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of cellular telephone service. That same year the company also formally adopted its traditional byname, AT&T, and became the AT&T Corporation. In 1996 AT&T divided its operations into three separate companies. The largest of these, the AT&T Corporation, continued to provide long distance telecommunications services. A second company, Lucent Technologies Inc., made and marketed telephones, network switching equipment, computer chips, and other hardware and also picked up most of the Bell Laboratories. The third company was the NCR Corporation. AT&T is still the largest, most advanced, and most efficient telecommunications network of any nation in the world.

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UNIT 3 The Sales Meeting

I. Active Vocabulary 1. a manufacturer 2. brand leader 3. a share 4. to compete with 5. a competitor / rival 6. a marketing director 7. product launch 8. sales force 9. a customer / con sumer / end user 10. retailer 11. wholesaler 12. distribution 1. , , 2. , . , 4. , 5. , , 1. , 2. 1. , 2. , 3. , 4. 1. , , 2. , 3. , , 4. 1. , , 2. , 1. , 2. , 3. , 4. , 5.
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13. to capture 14. to penetrate 15. to challenge

16. to outsell

17. to maintain

18. advertising / adver tisement 19. after sales service 20. above the line 21. below the line 22. to predict / to foresee / to forecast 23. to expect 24. to aim for 25. to hope for 26. state of the art 27. pricey/expensive 28. requirement 29. to apply 30. fluctuation

/ , , , 1. , 2. , . , 1. , , 2. (, ), 3. 1. , 2. , 3. 1. , 2. , 3. , 1. , 2. , ,

31. malfunction 32. to deliver 33. subsidiary 34. to impose 35. reciprocal trading 36. discount 37. to handle 38. transaction

II. Vocabulary Practice 1) Match the English word combinations on the left with its Russians equivalent on the right: 1) to impose a penalty on a) b)
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2) state of the art product launch 3) laptop computer manufacturers competition 4) distribution of pricey products 5) a wholesalers share 6) to apply for a job in the subsidiary 7) discount sale 8) to predict the results

c) d) ) f) g) h)

2) Make up word combinations. Translate them into Russian: to penetrate into to maintain production retail consumer to handle to capture market malfunction to compete with customer the brand leader the market a competitor prices analysis requirements products the subsidiary fluctuation

3) Make up sentences out of the following words: 1. / Are / for / three / we / dollar /aiming / profit / billion /. 2. / To / new / months / the / isnt / launch / in / subsidiary / plann ing /production / two / time /. 3. / More / our / the / product / than / is / expensive / competitors /. 4. / Every / newspapers / are / week / delivered /. 5. / Favorable / is / trading / reciprocal /.

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6. / Account / into / you / both / above the line / and / take / below the line / should /. 7. / Marketing / better / apply / our / you / had / Director / to /. 4) Translate the sentences into English: 1. . 2. (restrictions) . 3. . 4. (sensational) . 5. . 6. . 7. . 8. . III. Grammar Practice 1) Add the appropriate tag to create a question: 1. Some of your cars have become obsolete? 2. Wholesaler is an important link between a producer and a consumer? 3. The retailer performs many necessary functions...? 4. There are not many discount stores nearby...? 5. This mechanism simplified the process of distribution...? 6. The store keeper does not have to deal directly with thousands of different people..?

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2) Open brackets using the verbs in the Present Simple or Future Simple. (All sentences denote a future action): 1. If you (to decide) to apply for a job in the western countries, you (to need) probably to form two documents: a letter of interest and a resume. 2. If you (to wait) a little, you (to consult) with the Marketing Director. 3. If the price of petrol (to go) up, the increase (to be passed) on the consumer. 4. If we (to schedule) the product development in time, we (to be) ready for the change of the demand. 5. If they (to work) hard, they (not to lose) any customer. 6. If we (not to lose) the chance, the competitors products (to stay) on the supermarket shelves. IV. Comprehension Text 1) Read the text and try to understand it without a dictionary: Wholesalers and Retailers Wholesaling includes all activities required to sell goods or services to other firms, either for resale or for business use, usually in bulk quantities and at lower than retail prices. Wholesalers, also called distributors, are independent merchants operating any number of wholesale establishments. Wholesalers are typically classified into one of three groups: merchant wholesalers, brokers and agents, and manufacturers and retailers branches and offices. Merchant wholesalers, also known as jobbers, distributors, or supply houses, are independently owned and operated organizations that acquire title ownership of the goods that they handle. There are two types of merchant wholesalers: full service and limited service. Full service wholesalers usually handle larger sales volumes; they may perform a broad range of services for their customers, such as stocking inventories, operating warehouses, supplying credit, employing salespeople to assist customers, and delivering goods to customers. General line wholesalers carry a wide variety of merchandise, such as groceries; specialty
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wholesalers, on the other hand, deal with a narrow line of goods, such as coffee and tea, cigarettes, or seafood. Retailing, the merchandising aspect of marketing, includes all activities required to sell directly to consumers for their personal, nonbusiness use. The firm that performs this consumer selling whether it is a manufacturer, wholesaler, or retaileris engaged in retailing. Retailing can take many forms: goods or services may be sold in person, by mail, telephone, television, or computer, or even through vending machines. These products can be sold on the street, in a store, or in the consumers home. However, businesses that are classified as retailers secure the vast majority of their sales volume from store based retailing. While merchants can sell their wares through a store or nonstore retailing format, retail organizations can also structure themselves in several different ways. The major types of retail organizations are corporate chains, voluntary chains and retailer cooperatives, consumer cooperatives, franchise organizations, and merchandising conglome rates. 2) Fill in the gaps with the words and expressions from the text: 1. 2. 3. 4. 5. Wholesaling is aimed to sell ... or ... to other firms. Wholesalers may be divided into three groups: ...,. ... represent a wide variety of merchandise. ... sell goods directly to consumers. Retailing includes many types, such as.... V. Dialogue 1) Read and act out: At the Company Office Mr. LEES: We investigated your business proposal thoroughly. And now were greatly interested in making contacts with you. But before wed like to get some information concerning your company.
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Mr. FOSTER: Ok, let me tell you about our company. As you know, Mr. Wood, we produce processing equip ment. Our firm consists of 6 departments: Produc tion, Sales, Export, Financial, Personnel, and Re search & Development. The last one is the newest at the company. It was created five years ago... Mr. LEES: Who is at the head of the company? Mr. FOSTER: We are managed by the Meeting of Shareholders and the Board of Directors. Earlier the Chairman of the Company was one of the senior partners, but now it is Mr. Twins, as you know. Mr. LEES: How many people are there in the company? Mr. FOSTER: Currently we employ about 1,600 people. As for our turnover, it is more than $300 million. Mr. LEES: Do you have subsidiaries or branches? Mr. FOSTER: We have two subsidiary companies in Holland and Germany with headquarters in those countries. Each company trades under its own name. We are looking for new partners in Eastern Europe as well, as we would like to expand our activities. Mr. LEES: Our specialists confirm that your new machinery corresponds to the highest standards existing in the world today. Mr. FOSTER: Its true. Our new equipment is not a bad choice, Mr. Lees. Mr. LEES: But your company has not been well known until recently. Mr. FOSTER: Youre right. We have been often considered as a second tier player behind some well known companies like Continental Equipment and MGM Instruments. Our company was viewed as one that was only good for some things. Thats changed, were now respected as a company as capable as Continental Equipment in our field. Mr. LEES: I suppose, your equipment outperforms similar systems. Mr. FOSTER: Weve worked hard and weve achieved some success, Mr. Lees.
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Mr. LEES:

How long is the guarantee for your equipment, Mr. Foster? Mr. FOSTER: Twelve months from the start up of the equipment, this is standard. Mr. LEES: How long will it take you to deliver two sets of this equipment to Edinburgh? Mr. FOSTER: Of standard design? Mr. LEES: Yes. Mr. FOSTER: Two three weeks from the date of payment. Mr. LEES: And to put it into operation? Mr. FOSTER: Two five days depending on the model. Mr. LEES: Is it possible to arrange training for our specialists in your training centers? Mr. FOSTER: There is no need to send them here. The equipment is fully computerized. Its easy for even experienced personne: to operate it. Mr. LEES: Fine. We are also very interested in maintenance. Mr. FOSTER: We provide technical support for all our equipment. VI. Project 1) Discuss all pros and cons of a new product launch with your colleague. 2) You are invited to Cambridge to work as a teacher of Economics. You may arrange your office as you like. What should you do? 3) The chief asks you to give a presentation of a new product to the partners of yours. Make up a report. VII. Additional Information 1) Read the text Customers In order to understand target customers, certain questions must be answered: Who constitutes the market segment? What do they buy and why? And how, when, and where do they buy? Knowing who constitutes
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the market segment is not simply a matter of knowing who uses a product. Often, individuals other than the user may participate in or influence a purchasing decision. Several individuals may play various roles in the decision making process. For instance, in the decision to purchase an automobile for a small family business, the son may be the initiator, the daughter may be an influencer, the wife may be the decider, the purchasing manager may be the buyer, and the husband may be the user. Everyone fulfils his/her own function. In other instances, an individual may handle more than one of these purchasing functions and may even, be responsible for all of them. The key is that a marketer different people have different influences on the purchase decision, and these factors must be taken into account in crafting a marketing strategy. In addition to knowing to whom the marketing efforts are targeted, it is important to know which products target customers tend to purchase and why they do so. Customers do not purchase things as much as they purchase services or benefits to satisfy needs. For instance, a conventional oven allows users to cook and heat food. Microwave oven manufacturers recognized that this need could be fulfilledand done so more quicklywith a technology other than conventional heating. By focusing on needs rather than on products, these companies were able to gain a significant share in the food cooking and heating market. Knowledge of when, where, and how purchases are made is also useful. A furniture store whose target customers tend to make major purchases in the spring may send its mailings at the beginning of this season. And a jeweler who knows that customers prefer to pay with credit cards may ensure that all major credit cards are accepted at the store. In other cases, marketers who understand specifics about buying habits and preferences also may try to alter them. Thus, a remotely situated wholesale store may use deeply discounted prices to lure customers away from the more conveniently located shopping malls. Customers can be divided into two categories: consumer customers, who purchase goods and services for use by themselves and by those with whom they live; and business customers, who purchase goods and services for use by the organization for which they work. Although there
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are a number of similarities between the purchasing approaches of each type of customer, there are important differences as well. 2) Answer these questions 1. Why is it important to know who constitutes the market segment? 2. Can you name your own examples of various roles in the decision making process? 3. What factors must be taken into account in crafting a marketing strategy? 4. What is it important to know when you are selling different products? 5. Can you characterize the main categories of customers?

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UNIT 4 Negotiating Conditions

I. Active Vocabulary 1. unit price 2. delivery date 3. penalty clause 4. cancellation clause 5. exclusivity 6. royalty 7. commission 8. option period 9. warranty period 10. irrevocable letter of credit 11. negotiation 12. to account for 1. , 2. , 3. , , ( ) 1. , 2. , 3. , 4. 1. , (), , 2. , , 1. , 2. 1. , 2. , 3.

13. deadline 14. to assume

15. concession 16. clearance 17. to terminate 18. breach

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19. ban 20. litigation 21. to comply with 22. to abide by 23. renewal on expiry 24. infringement 25. licensee

26. injunction 27. to be liable for 28. restraint 29. disbursements 30. negotiations

1. , 2. , 3. , 1. , , 2. , 1. , , 2. , . 1. , 2. , II. Vocabulary Practice

1) Match the English word combination on the left with its Russian equivalent on the right: 1) custom clearance 2) royalty payment 3) warranty period for product 4) breach of a contract 5) to put under a ban 6) to impose a restraint on sale of consign ment of goods 7) costs of litigation 8) exclusive marketing and purchasing agent a) b) c) d) e) f) g) , h)
31

2) Make up word combinations. Translate them into Russian: delivery date an exaggerate value to calculate to account for commission a very short deadline to be liable the amount an assumed to terminate to carry negotiations with the government for disbursements penalty clauses unit price of all transactions an agreement of ones concession for machines charge irrevocable letter of credit in this business

3) Make up sentence out of the following words: 1. 2. 3. 4. 5. 6. 7. /Accounts / $ 10,000 /unit/ for / price /. / Confident / I / can / am / reach / we / agreement /. / Such / a / period / why / delivery / long /? / Cant / to / warranty / agree / I / shorten / period /? / Do / you /justify / discount / how / bulk /? / Terminate / the / we / at / cant / moment / contract / the /. / Party / with / the /didnt / one / clauses / comply /.

4) Translate into English: 1. ? 2. , . 3. , . 4. , (to install) ? 5. . 6. , .

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7. . III. Grammar Practice 1) Make up sentence out of the following (all sentences denote a future action): 1. Who / be / liable for / custom clearance /? 2. When / you / pay / royalty /? 3. Where / we / enter / into negotiation /? 4. How long / he / wait for / a meeting /? 5. Why / you / not / initiate / litigation /? 6. How / we /justify / breach / of agreement/? 7. What restraints / impose / on sale /? IV. Comprehension Text 1) Read the text and say: What is the seller responsible for? Obligations of the Seller The sellers duties are three: he must deliver the goods, transfer ownership in them, and warrant their conformity to the specifications of the contract. Delivery of the goods sold to the buyer must be at the time and place and in the manner agreed upon by the parties. Nondelivery is sanctioned by the various legal systems in three different ways. Countries differ considerably in the treatment of delayed delivery. Most legal systems require a more or less formal request for delivery or information by the buyer from the seller if a precise delivery date had not been agreed upon. If a precise time had been fixed but was not essential, such a request for information is usually unnecessary, except in France and some other Latin countries. Delivery must be accompanied by transfer of ownership to enable the buyer to enjoy full legal rights over the objects sold. The sanctions
33

available to the buyer who does not obtain unrestricted ownership vary from country to country. Some countries impose upon the seller the outright obligation to procure ownership in the goods sold to the buyer. A violation of this duty is a breach of contract and opens the same remedies as those for nondelivery, including a suit for transfer of ownership. In most countries the sellers obligation is limited to warranting quiet possessionthat is, guaranteeing enjoyment of the goods undisturbed by claims of third parties. Everywhere the buyer may claim damages from the seller, covering not only the difference between the contract and the market price of the goods but also the expenses of defense against the claims of the third party. The buyers rights are usually excluded if he knew of the sellers defective title at the time of contracting or if he became aware of it at some later time but nevertheless accepted the goods. Goods sold must conform to the specifications of the contract as to their physical qualities, kind, and quantity. The quality of goods is generally considered defective if they are unfit for the ordinary purposes for which such goods are used or unfit for the buyers special purpose, provided the latter was known to the seller. As soon as possible after delivery, the buyer must examine the goods for defects and must notify the seller if any are found. The buyer may then accept the goods but make a deduction from the purchase price for the defect. In most legal systems the buyer may alternatively reject the goods and dissolve the contract of sale. The buyer may also claim damages from the seller but usually only under special conditions. A third remedy open to the buyer is to demand delivery of conforming goods, but this right is usually limited to generic goods. The buyers rights are vitiated if he knew of the defect at the time of contracting or if he failed to avail himself of his rights immediately on delivery or within a limited time thereafter. Remedies for defective goods are often widely modified by contractual agreement between the parties. 2) Fill in the gaps with the word and expressions from the text: 1. Both parties took up delivery of the good paying attention to ..., , and ....
34

2. Delivery must be accompanied by . 3. ... can be treated as a breach of contract. 4. Goods must comply with ... of the contract as to their physical qualities, kind, and quantity. 5. ... modifies remedies for defective goods between the parties. V. Dialogue 1) Read and act out: Negotiations Mrs. BLACK: Well, lets get started. You know, with the com mercial side of our transaction. We were inclined to consider the prices today. You find them attractive, dont you? Unfortunately, no. Comparing them with those of your competitors, they are 5 10% higher. Im afraid I cant agree to that. Dont you know that weve made some modifications and increas ed the warranty period? Sure, I know that, but you cant say that the power consumption of your equipment is very low. And if we were then interested in power consumption we would have turned to, say, Central Installa tions. However, our main requirements are relia bility and trouble tree performance of the equip ment. It involves the problem of Test and Gua rantee. We can assure you, Mr. Black, that we wont let you down. On our part, we expect the Release Note for Shipment to be signed immediately after the tests are carried out and the Test Report is submitted. I see, but in the circumstances could we discuss the matter of Test and Guarantee a little later? As we are in close touch with the market now we are
35

Mr. THORN: Mrs. BLACK: Mr. THORN:

Mrs. BLACK:

Mr. THORN:

Mrs. BLACK:

Mr. THORN: Mrs. BLACK:

Mr. THORN: Mrs. BLACK: Mr. THORN:

Mrs. BLACK:

Mr. THORN:

Mrs. BLACK: Mr. THORN: Mrs. BLACK: Mr. THORN: Mrs. BLACK:

informed that other companies can quote lower prices. We expect your understanding of our good will and of the fact that our company is rather new and intends to have long term relations with yours. Right, but business is business. What are your reasons for a discount? Ive already mentioned your competitors prices. Besides, your price must depend on the amount of the Contract. Well, if you increase your order to 75,000 pounds, we will be able to give you a 2% discount. Im afraid its not enough. We expected at least a 4% discount. Just give me a moment to do some calculations. ...3% and more, Mr. Black. Even this concession leaves only a very small profit for us. But Im afraid that this time we cant raise the sum of the Contract. Would you take risks and sign our first contract at this price if we find you new customers in Eastern countries in the nearest future? Well, thats reasonable. We always give our partners a square deal. But this price is final. Now lets just go through the terms of payment. We accept: Cash, Letter of Credit, Telex Transfer, Certified Check. Unfortunately, cash is out question. The Letter of Credit appears to be the most acceptable. All right. What currency can you pay in: sterling or dollars? We insist on pound sterling. Its possible. Go ahead, please. What we need is freedom of shipment from any UK port. No objections. But we need a Bill of Lading, an Invoice, a Packing List, a Certificate of Origin, a
36

Mr. THORN:

Certificate of Quality and an Insurance Policy to be faxed within 2 days after the cargo is ready for shipment. Good. Lets summarize the conditions. VI. Project

1) Your firm is to complete an agreement with a big foreign company. Give some recommendations to your new Contract Manager how to carry negotiations (manner of speaking, negotiating conditions, concessions). 2) You are negotiating the warranty period for machinery you have ordered with the supplier. You insist on 12 months warranty from completion, but your partner refuses to accept this proposal. Try to reach an agreement. VII. Additional Information 1) Read the text and say: What are the differences between the sale of real property in different countries? Sale of Immovables Sale of real property in Anglo American law is radically different from the sale of goods. The Statute of Frauds of 1677, which in one form or another is in effect in all Anglo American jurisdictions, requires that the transfer of most types of interests in land be made by a writing (deed). Contracts for the sale of land also have to be evidenced by a writing, but unless the contract and the transfer are evidenced by the same piece of writing (something that in practice is very rare), the contract will not suffice to transfer the title to real property. In practice, the sale of real property is always preceded by a contract. The contract will fix the price and other terms of the arrangement and will normally fix a date (the law day) on which the seller is to appear with a deed to the property conveying good and merchantable title and the buyer is to appear with the purchase price. A contract for the
37

sale of land is specifically enforceable. If either side fails to perform, the other party, if ready, willing, and able to perform, may compel the performance. But the ability to compel the performance is not the same thing as having legal (as opposed to equitable) title to the property. That only happens when the conveyance is madei.e., when the seller delivers the deed to the buyer. The period intervening between the contract and the conveyance is normally occupied by the buyers obtaining financing for the purchase and the sellers obtaining evidence, based on the public record or on his own muniments of title, that he has merchantable title to the property. In French law a contract of sale of an immovable passes title to the immovable. Subsequent registration serves to protect that title against third party purchasers in good faith from the original vendor. In German law the contract of sale and the transfer are conceptually distinct, but in practice they are frequently merged if the same transaction. The transfer of title is not valid as to third parties, or even between the parties themselves, until the transaction is registered in the Grundbuch. In both the French and German systems the time between the contract and its ultimate consummation is markedly shorter than it is in the Anglo American system. This may be explained in part by the fact that the public recording and registration systems are more effective (despite the differences in how they operate) and by the fact that in both systems there are fewer possible outstanding interests in land. Another explanation of the differences between Anglo American and civil law conveyancing practices would look to the differences in the ways that real estate transactions are financed.

38

UNIT 5 Finance
I. Active Vocabulary , , , 2. break even chart 3. costs , , 4. costing 5. income 1. , 2. , 3. 6. revenue 1. , 2. 7. overheads 8. charge 1. , 2. , 3. , 4. , 5. 9. cost centers 10. actual costs/budgeted / costs 11. favourable 12. adverse 1. , 2. 13. feasibility study 14. foreign exchange , 15. currencies 1. , 2. , 3. , 4. 16. hedging , ( ) 17. exposure 18. current account deficit ( ) 19. surplus 1. profitability

39

20. to ease 21. Corporate Treasurer 22. Financial Controller 23. Senior Finance Manager 24. balance sheet 25. export sales executive 26. cash with order

27. bills of exchange / draft

28. ledger 29. overdue 30. paperwork 31. to quote 32. report/statement 33. loans 34. share issues 35. bank overdraft 36. retained profits 37. tangible / intangible assets 38. liability 39. expenditures

( , ) , ( ; , , , , , ) , , /, , , , / 1. , 2. , 3. ()

40

II. Vocabulary Practice 1) Match the English word combination on the left with its Russian equivalent on the right: 1) 2) 3) 4) 5) overhead rate deferred liability sales ledger surplus account to carry out feasibility study 6) adverse exposure 7) tangible and intan gible property 8) to quote a selling price a) b) c) d) e) f) g) h)

2) Make up word combinations. Translate them into Russian: currency foreign exchange to control current a keep track of to be granted an overdue dynamic hedging a loan expenditures retained profits variation a cheque transactions share issues

3) Make up sentences out of the following words: 1. / Of / assets / the / liabilities / sheet / and / balance / consists /. 2. / In / accountants / specializing / the / people / of / are / field / accounting /. 3. / Divided / assets / into / current / and / assets / fixed / are /. 4. / Like / with / open / a / wouldnt / to / account / we / current/ you /. 5. / A / price / quote / you / selling / will /?

41

6. / Current account / out / Controller / pointed / Financial / deficit /. 7. / Your / that / overdue / you / realize / is / payment / do /? 4) Translate the sentences into English: 1. . 2. . 3. . 4. . 5. . 6. , . 7. . III. Grammar Practice 1) Put the verbs in brackets in the correct tense: 1. 2. 3. 4. 5. 6. 7. The Browns (not to pay) us since April 14, 2002. The customer already (to overdraw) his credit limit? These accounts (to be) outstanding for about three months. Profitability of the company (to drop) since February. Prices (to ease) for more than 30 days. The buyers check (to be unpaid) since last week. Inflation rate (to increase) by 6% since the beginning of the year.

2) Complete these sentences. Use the comparative form of the words in brackets + than: 1. Turnover in 2001 was a lot (low) than in 2002. 2. In 2003 current assets makes up $300m. Its (high) than in 2002. 3. Current assets in the subsidiary are considerably (great) than in 2002.
42

4. The salary of the Financial Controller is obviously (high) than that of the Senior Finance Manager. 5. Shareholders funds are (little) this year than the previous one. 6. Intangible assets are always much (low) than tangible ones. 7. Retained profits for this year are not much (high) than in 2002. 3) Rewrite sentences so that they have the same meaning. Use as as: 1. 2. 3. 4. 5. 6. Investments in 2001 were not lower than in 2002. Taxes in European Community are not higher than in Russia. Costs of sales are not lower this year than in 1999. Ordinary dividend wasnt less than last year. We couldnt receive more profit from this company that year. Customers dont purchase less now than last week. IV. Comprehension Text 1) Read the text, translate it without a dictionary: Profitability and Efficiency Control Profitability control and efficiency control allow a company to closely monitor its sales, profits, and expenditures. Profitability control demonstrates the relative profit earning capacity of a companys different products and consumer groups. Companies are frequently surprised to find that a small percentage of their products and customers contribute to a large percentage of their profits. This knowledge helps a company allocate its resources and effort. Efficiency control involves micro level analysis of the various elements of the marketing mix, including sales force, advertising, sales promotion, and distribution. For example, to understand its sales force efficiency, a company may keep track of how many sales calls a representative makes each day, how long each call lasts, and how much each call costs and generates in revenue. This type of analysis highlights areas in which companies can manage their marketing efforts in a more productive and cost effective manner.
43

2) Fill in the gaps with the word and expressions from the text: 1. In order to monitor sales, profits and expenditures, it is necessary to carry out ... and .... 2. Profitability control exhibits ... of a companys different products and consumer groups. 3. Such elements as marketing mix, sales force, advertising, sales promotion, and distribution are included in.... 4. To appreciate ..., a company must check number of sales calls a representative makes each day, how long each call lasts, and how much each call costs and generates in revenue. 5. Taking into account these data, companies can manage their marketing efforts in ... and ... manner. V. Dialogue 1) Read and act out: At the Accounting Division Mr. WOOD: Good morning, Mrs. Simon. Glad to meet you. You look tired. And there are so many statements on your table. You see, this is the end of the year. The accounting division is very busy. I know, we are all busy totaling accounts. But Ive already turned in the report on my department. Great. You are lucky. So, hows business? I dont know everything. Im engaged with some records and statements. I dont have the whole picture. But I think the company is doing very well. Im sure of it. We have to keep our creditors and investors happy. Well, balance sheet and profit and loss statement are ready. It is the end of the fiscal year. So every
44

Mrs. SIMON: Mr. WOOD: Mrs. SIMON: Mr. WOOD: Mrs. SIMON:

Mr. WOOD: Mrs. SIMON:

Mr. WOOD: Mrs. SIMON: Mr. WOOD:

Mrs. SIMON: Mr. WOOD: Mrs. SIMON: Mr. WOOD:

body can check out the assets and liabilities, net worth ( ) and profit position of the company in the financial statements. Do you work with the pay checks? Why are you asking? Perhaps, you could explain me the difference between my gross pay ( ) and my net take home pay ( ). The explanation takes only one word tax. Actual ly the salaries are done through the computer. Really? Sure. We cant handle any volume in a large company without computers. You are right. Thank you for the information. VI. Project

1) Youve carried out an audit in one of your subsidiaries and discovered blunders in accounting. Give your recommendations to the chief accountant how to change the current situation. 2) Discuss the profitability of your company comparing figures of this year with previous ones. 3) Your customer has exceeded his credit, call him/her and ask when he/she will be able to cancel a credit. VII. Additional Information 1) Read the text and try to explain the meaning of the following terms: finance, business finance, personal finance. Finance Finance is a process of raising funds or capital for any kind of expenditure. Consumers, business firms, and governments often do not have the funds available to make expenditures, pay their debts, or
45

complete other transactions and must borrow or sell equity to obtain the money they need to conduct their operations. Savers and investors, on the other hand, accumulate funds which could earn interest or dividends if put to productive use. These savings may accumulate in the form of savings deposits, savings and loan shares, or pension and insurance claims; when loaned out at interest or invested in equity shares, they provide a source of investment funds. Finance is the process of channeling these funds in the form of credit, loans, or invested capital to those economic entities that most need them or can put them to the most productive use. The institutions that channel funds from savers to users are called financial intermediaries. They include commercial banks, savings banks, savings and loan associations, and such nonbank institutions as credit unions, insurance companies, pension funds, investment companies, and finance companies. Three broad areas in finance have developed specialized institu tions, procedures, standards, and goals: business finance, personal fi nance, and public finance. In developed nations, an elaborate structure of financial markets and institutions exists to serve the needs of these areas jointly and separately. Business finance is a form of applied economics that uses the quantitative data provided by accounting, the tools of statistics, and economic theory in an effort to optimize the goals of a corporation or other business entity. The basic financial decisions involved include an estimate of future asset requirements and the optimum combination of funds needed to obtain those assets. Business financing makes use of short term credit in the form of trade credit, bank loans, and com mercial paper. Long term funds are obtained by the sale of securities (stocks and bonds) to a variety of financial institutions and individuals through the operations of national and international capital markets. Personal finance deals primarily with family budgets, the investment of personal savings, and the use of consumer credit. Individuals typically obtain mortgages from commercial banks and savings and loan associations to purchase their homes, while financing for the purchase of consumer durable goods (automobiles, appliances) can be obtained from banks and finance companies. Charge accounts and credit cards are other important means, by which banks and businesses extend short term credit to consumers. If individuals need to consolidate their debts
46

or borrow cash in an emergency, small cash loans can be obtained at banks, credit unions, or finance companies. The level and importance of public, or government, finance has increased sharply in Western countries since the Great Depression of the 1930s. As a result, taxation, public expenditures, and the nature of the public debt now typically exert a much greater effect on a nations economy than previously. Governments finance their expenditures through a number of different methods, by far the most important of which is taxes. Government budgets seldom balance, however, and in order to finance their deficits governments must borrow, which in turn creates public debt. Most public debt consists of marketable securities issued by a government, which must make specified payments at designated times to the holders of its securities.

47

UNIT 6 The Production Meeting

I. Active Vocabulary 1. layout 2. loading 3. trolley 1. , , , 2. ; 3. bay 1. ; 2. ; 3. ; 4.

4. storage 5. production shed 6. workshop 7. a console 1. , ; 2. 8. video process surveillance 9. floppy disk 10. to stack 11. raw , 12. dispatch , 13. disposal 1. , ; 2. , ; 3. ; 4. 14. to drill 1. , ; 2. , ; 3. , 15. recurring 16. hiccup , 17. glitch 1. , ; 2. () 18. hitch 1. , , , ; 2. 19. a tool ,
48

20. to assemble 21. skilled 22. sophisticated

23. hand build 24. network 25. up to date 26. accurate 27. to unscrew 28. to re set 29. to withdraw 30. to punch in 31. to load 32. throughput 33. reciprocal 34. to route 35. lubrication

1., ( , ); 2. (), 3. , 1. , ; 2. , ; 3. , , , , 1. , , ; 2. ; 3. , 1. ; 2. ; 3. ; , () II. Vocabulary Practice

1) Match the English word combination on the left with its Russian equivalent on the right: 1) 2) 3) 4) 5) 6) 7) 8) a consignment dispatch waste disposal up to date layout recurring control storage area skilled workers to assemble a TV console sophisticated network ) b) ) d) ) f) g) h) ()
49

2) Make up word combinations and translate them: control storage loading production video waste inventory finished raw surveillance shed materials consoles control area disposal bay goods

3) Make up sentences out of the following words; put the verb into Passive Voice (the Present Simple Tense). Make all other necessary changes: 1. / The workers / the instruments / on / to assemble / the shop floor / by / to be. 2. / The products / to package / they / by / finished / by hand. 3. / The materials / to transport / by / they / by rail / raw. 4. / He /device / to / the power source / to connect / by / the skilled worker. 5. / The slot / from / must / the card / to withdraw / to be. 6. / The keyboard / on / the code number / should / to be / to enter. 4) Translate the sentences into English: 1. , . 2. . 3. , . 4. . 5. ? 6. ? 7. . 8. .
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III. Grammar Practice 1) Open the brackets using the Passive Voice (Present or Past Simple). Translate into Russian: 1. 2. 3. 4. 5. The finished goods (to manufacture) in England last year. The product (to damage) frequently last summer. The strikes (to hold) at our branch in South Africa 3 years ago. The machines usually (to suffer) from wear and tear. These raw materials were the basic materials from which these products (to manufacture). 6. The area where tools and other technical equipment (to store). 7. Warehouse is a large storage area which (to separate) from produc tion unit. 8. Machine tool is a sophisticated device by means of which the product (to cut) and (to drill). 2) Change the instruction for a young worker; put each verb in the imperative form. Write down the instruction: ... Before work you must put in the punch card, take off the lid. Then make sure that the power is on. After that put back the lid and take out the punch card. I hope youve understood everything! Good luck! 3) Correct the sentences, where necessary: Example: Could I see the warehouse? Wrong. May. May you show me the computer? Wrong. Could. May you arrange a meeting with a sales manager? Could you explain the work of the alarm system? May you show me the product samples? Could I replace the cover? Could you describe the inspection system? May you enter the code number on the keyboard? May I visit loading bay? Could I withdraw the floppy disk from the slot?
51

1. 2. 3. 4. 5. 6. 7. 8.

IV. Comprehension Text 1) Read the text: General Company for Foreign Trade The G.C.F.T. has its Head Office in New York. It has important branches in London, Paris, Frankfurt and Rome. These branches are independent. The Head Office makes general policy decisions and the local Managers look after the daily business in the branches. Mr. Hardings job is important. He has to inspect the branches once a year. He has to go abroad for three months a year. His Company sells goods abroad and exports a great deal to the Common Market countries. 2) Can you answer these questions? 1. 2. 3. 4. 5. 6. 7. Wheres the Companys Head Office? Is the branch in London unimportant? Whats Mr. Hardings job? How often does he have to inspect the branches? Does the company buy goods abroad? It imports a great deal, doesnt it? What are the Common Market countries? V. Dialogue Read and act out: A New Project Mrs. SMITH: Mr. POWEL: Mrs. SMITH: I want to discuss another matter with you, Paul. Please, go on. As you know, our business is expanding. At the moment we can satisfy the demand for our products, but the demands increasing. But our capital invest ment isnt increasing at the same rate. We need more plant and machinery to deal with this growth in demand. We must increase our production.
52

Mr. POWEL: Mrs. SMITH:

Mr. POWEL: Mrs. SMITH:

What have you in mind? Well, Id like the Company to start a new factory in Scotland. We already have an office in Glasgow. As you know, it isnt working at full capacity. The idea sounds very interesting. Id like to see a detailed report on the subject. Of course. Ill ask our branch Manager in Glasgow to prepare one. VI. Project

1) Please write to your boss how you are going to advertise your product. 2) Meet your foreign partners at your plant. Speak about your future cooperation. 3) A Game (team work):Whose Plant Is Better? Speak with your business partners about the Toliatti automobile plant, FIAT plants, and General Motors plants. VII. Additional Information 1) Read the text and say about the main functions of the production manager: Production Management Production Management, also called Operations Management, is planning and controls of industrial processes to ensure that they move smoothly at the required level. Techniques of production management are employed in service as well as in manufacturing industries. It is a responsibility similar in level and scope to other specialties such as mar keting or human resource and financial management. In manufacturing operations, production management includes responsibility for product and process design, planning and control issues involving capacity and quality, and organization and supervision of the workforce.
53

Production managements responsibilities are summarized by the five Ms: men, machines, methods, materials, and money. Men refers to the human element in operating systems. Since the vast majority of manufacturing personnel work in the physical production of goods, people management is one of the production managers most important responsibilities. The production manager must also choose the machines and methods of the company, first selecting the equipment and technology to be used in the manufacture of the product or service and then planning and controlling the methods and procedures for their use. The flexibility of the production process and the ability of workers to adapt to equipment and schedules are important issues in this phase of production management. The production managers responsibility for materials includes the management of flow processesboth physical (raw materials) and information (paperwork). The smoothness of resource movement and data flow is determined largely by the fundamental choices made in the design of the product and in the process to be used. The managers concern for money is explained by the importance of financing and asset utilization to most manufacturing organizations. A manager who allows excessive inventories to build up or who achieves level production and steady operation by sacrificing good customer service and timely delivery runs the risk that overinvestment or high current costs will wipe out any temporary competitive advantage that might have been obtained.

54

UNIT 7 Taking about Companies

I. Active Vocabulary 1. company, firm, corporation, association 2. sales 3. turnover 4. branch 5. shareholder 6. Board of Directors 7. to join 8. holding company 9. limited company 10. minority interest , , ; ; ; , , 1. ; 2. , , , , , 1. ; 2. 1. ; 2. ; 3. , ( ) experience ()

11. invoice 12. to see smb. about smth. 13. the headhunter (slang) 14. excellent track record (slang) 15. to have hands on (slang) 16. a high flier (slang) 17. the name of the game (slang) 18. recruitment 19. redundancy 20. dismissal procedure

55

21. manpower 22. cost saving policy 23. to process data 24. skilled labor 25. to launch 26. a sound investment 27. to run the organization 28. charity

29. partnership 30. to fold up 31. to hire 32. staff 33. to take orders 34. to give orders 35. to have direct authority

1. ; 2. 1. ; 2. , ( ) ()

II. Vocabulary Practice 1) Match the English word combination on the left with its Russian equivalent on the right: to be on sales joint stock limited liability company branch staff redundancy to launch product charity institution recruitment training program 9) turn over of capital 1) 2) 3) 4) 5) 6) 7) 8) a) b) c) d) e) f) , g) h) i)

2) Make up word combinations. Translate them into Russian: sales accounting joint company planning laws
56

offshore manpower antitrust

department manager venture

3) Make up sentences out of the following words. Translate them into Russian: 1. / Direct authority / over / a salesman / a sales manager / to have /. 2. / Greater financial investment / to issue / to attract / the company / the stock/. 3. The partners /the same / into business / amount of capital / not to put /. 4. Cassandra / an overdraft / problems / and / to have / cash flow /. 5. We / in batches / and / the print outs / to pass / to process data / to the departments / by hand /. 6. Our / to mean / there / to be / new types / of products / policy / diversification / in 1998 /. 4) Translate the sentences into English: 1. 1991 . 2. ? 3. . 4. , . 5. . 6. . 7. ? 8. , . III. Grammar Practice 1) Complete the sentences with much, many, a lot (of). Sometimes there are two possibilities: Example: There werent many people at the party. It costs me a lot of money to run the company.
57

1. Well have to hurry. We havent got ... time. 2. Tom drinks ... much milk one litre a day. 3. She is a very quiet person. She doesnt say 4. I put ... salt in the soup. Perhaps too .... 5. ... people dont like flying. 6. The man was badly injured in the accident. He lost ... blood. 7. This car is expensive to run. It uses ... petrol. 8. Dont disturb me. Ive got ... work to do. 9. Hes got so ... money, he doesnt know what to do with it. 10. He always puts ... salt on his food. 11. We didnt take ... photos when we were on holiday. 12. Its not a very likely town. There isnt ... to do. IV. Comprehension Text 1) Read the text: Organization Structure In business, organization structure means the relationship between positions and people who hold the positions. Organization structure is very important because it provides an efficient work system as well as a system of communication. Historically, line structure is the oldest type of organization structure. The main idea of it is direct vertical relationships between the positions and tasks of each level, and the positions and tasks above and below each level. For example, a sales manager may be in a line position between a vice president of marketing and a salesman. Thus a vice president of marketing has direct authority over a sales manager. A sales manager in his turn has direct authority over a salesman. This chain of command simplifies the problems of giving and taking orders. When a business grows in size and becomes more complex, there is a need for specialists. In such case administrators may organize staff departments and add staff specialists to do specific work. These people are usually busy with services; they are not tied in with the company
58

product. The activities of the staff departments include an accounting, personnel, credit and advertising.

2) Can you answer these questions? 1. What does the organization structure mean? 2. What does the organization structure provide? 3. In what position is a sales manager in attitude to a vice president of marketing and a salesman? 4. What is the difference between line and staff departments? V. Dialogue Read the dialogue and act out: In a Restaurant MAURICE: SUSAN: MAURICE: SUSAN: MAURICE: SUSAN: MAURICE: SUSAN: MAURICE: SUSAN: MAURICE: Havent seen you for ages. What have you been busy with? Ive been pretty busy. Do you know my friend Nora? I went into business with her. We have our own shop. Really? How many partners are there in your business? There are two of us. Noras background is in accounting. She is very good in keeping the books. And you? I guess I am rather good with customers. I enjoy selling things. Well, it sounds interesting. I believe you dont run a risk in your business. I suppose all business can be risky. As partners we are both liable. Did you both put the same amount of money into your business? No, we didnt invest the same amount of capital. How did you arrange to distribute profits and losses?
59

SUSAN: MAURICE: SUSAN:

We share them equally. We hope to be in business for a long time. Nice for you. I wish you success. Lets hope for the best. VI. Project

1) Have a look at the organizational chart of the company. What line and staff positions can you discern? Speak about the organizational structure of this enterprise.
President
Research and Development Manager Marketing Research Manager Product Research Manager Sales Manager Production Controller

Chief of the Credit Department

Executive Vice-President

2) The following five functions are basic in the work of any manager: a) planning; d) directing; b) organizing; e) controlling. c) staffing; How do you understand them and how are they reflected in your activity? Say what three characteristics mentioned below are necessary for a manager first of all and why?
General education Motivation to work Foreign languages Flexibility Can cope under pressure Ability to make decisions Communication skill Punctuality Fantasy 60

VII. Additional Information Read the text and try to retell it. Limited liability Companies or Corporations The company or corporation, unlike the partnership, is formed not simply by an agreement entered into between its first members; it must also be registered at a public office or court designated by law or otherwise obtain official acknowledgment of its existence. Under English and American law the company or corporation is incorporated by filing the companys constitution (memorandum and articles of association, articles or certificate of incorporation) signed by its first members at the Companies Registry in London or, in the United States, at the office of the state secretary of state or corporation commissioner. In France, Germany, and Italy and the other countries subject to a civil law system, a notarized copy of the constitution is filed at the local commercial tribunal, and proof is tendered that the first members of the company have subscribed the whole or a prescribed fraction of the companys capital and that assets transferred to the company in return for an allotment of its shares have been officially valued and found to be worth at least the amount of capital allotted for them. English and American law, together with the laws of The Netherlands and the Scandinavian countries, provide only one category of business company or corporation although all these systems of law make distinctions for tax purposes between private, or close, companies or corporations on the one hand and public companies or corporations on the other. English law also distinguishes between private and public companies for some purposes of company law; for example, a private company cannot have more than 50 members and cannot advertise subscriptions for its shares. Under the civil law systems, however, a fundamental distinction is drawn between the public company and the private company, and in Germany the two kinds of company are governed by different enactments, as they were in France until 1966. For practical purposes, however, public and private companies function the same way in all countries. Private companies are formed when there is no need to appeal to the public to subscribe for the companys shares or to
61

lend money to it, and often they are little more than incorporated partnerships whose directors hold all or most of the companys shares. Public companies are formedor more usually created by the conversion of private companies into public oneswhen the necessary capital cannot be supplied by the directors or their associates and it is necessary to raise funds from the public by publishing a prospectus. In Great Britain, the Commonwealth countries, and the United States, this also requires the obtaining of a stock exchange listing for the shares or other securities offered or an offer on the Unlisted Securities Market (USM). In a typical public company the directors hold only a small fraction of its shares, often less than 1 percent, and in Great Britain and the United States, at least, it is not uncommon for up to one half of the funds raised by the company to be represented not by shares in the company but by loan securities such as debentures or bonds. In Anglo American common law countries, public and private companies account for most of the business associations formed, and partnerships are entered into typically only for professional activities. In European countries the partnership in both its forms is still widely used for commercial undertakings. In Germany a popular form of association combines both the partnership and the company. This is the G.m.b.H. & Co., which is a limited partnership whose general partner (nominally liable without limit for the partnerships debts) is a private company and whose limited partners are the same persons as the shareholders of the company. The limited partners enjoy the benefit of limited liability for the partnerships debts, and, by ensuring that most of the partnerships profits are paid to them as limited partners and not to them as shareholders in the private company, they largely avoid the incidence of corporation tax.

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UNIT 8 After Hours

I. Active Vocabulary 1. to reserve 2. waiter (waitress) 3. to clear the table 4. to order smth. for the first (second) course 5. to taste smth. 6. to treat to smth. 7. to be faint from hunger 8. starters 9. salmon 10. caviar 11. lobster 12. jelled fish 13. clear soup (broth) 14. noodle soup 15. cabbage soup 16. pears soup 17. cod 18. trout 19. pike 20. perch 21. sturgeon 22. rump steak 23. mutton chop 24. pork chop 25. roast chicken 26. boiled potatoes 27. fried potatoes 28. cauliflower ( ) ()
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29. stewed fruit 30. rice 31. sweet course 32. apple pie 33. drinks (beverages) 34. champagne 35. delicious 36. tender 37. overdone 38. underdone 39. tough 40. tasteless 41. sour 42. to grate 43. to chop 44. to grill 45. to pour 46. to sprinkle 47. to spread 48. to mix up 49. to stuff

() , , ,

Useful Expressions 1. Are there any vacant seats in the corner? 2. Can I have a beef steak? 3. What would you advise me to take for the first course? 4. What does the bill come to? 5. I cant go without soups. 6. It disagrees with me. ? ? ? ? . .
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7. Are there any Russian ? dishes on the menu? 8. Id like to try some Russianspecialty of . the restaurant. 9. Ill have something . light to eat. 10. Im on a diet. . 11. 1 must watch my . figure. 12. Its the specialty. . 13. Ill pay the bill. 14.1 cant stand the very smell of it. (). 15. Ive never tasted it. . 16. My mouth waters , whenever I see it. . 17. Wed like to reserve a table for four, please. . 18. We have a table for three reserved in the ... name of... 19. What aperitifs have ? you got? 20. Could I have one ? more plate? II. Vocabulary Practice 1) Match the English word combinations on the left with its Russian equivalent on the right: 1) 2) 3) 4) 5) quite eatable delicious meat to stuff with vegetables jelled trout tough apple pie a) b) c) d) e)
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6) beverage tax 7) to order ice cream for the sweet course 8) to taste stewed fruit

f) the sweet g) h)

2) Translate into English and learn by heart: A. , ! ! . , , . . ? , . ? . ! ? . B. ? , . . , . . ? . ? . , . . ? . ? . III. Grammar Practice 1) Say what you are going to do: Example: Have you cleaned the car? (tomorrow) Not yet. Im going to clean it tomorrow.
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1. 2. 3. 4. 5. 6.

Have you made the coffee? (just) Have you reserved the table? (tomorrow) Have you paid the bill? (after lunch) Have you ordered the desert? (after some minutes) Have you cleaned the table? (just) Have you tasted it? (soon)

2) Complete the sentences with what was/were going to be: Example: Did you taste these starters? No, I was going to taste them but Ive changed my mind. Did you roast the chicken? No, I ... but... Did you pay the bill? No, I ... but... Did you invite Ann to dinner? No, I ... but ... Did you order the second course? No, I ... but... Did you choose the beverages? No, I ... but... Did you watch your figure? No, I... but... IV. Comprehension Text 1) Read the text: Tastes Differ Tastes differ the equivalents of this saying are found almost in every language, for people have different tastes. And in the first place this statement displays in food. Besides individual tastes there are also common tastes of a nation established by history and customs. A Frenchman will swallow a fried frog with great pleasure, but a Russian will not touch it no matter how hungry he is. Pigs are not eaten in Moslem countries though Europeans are fond of pork. A sandwich of raw minced veal is a delicacy for a German while in other countries raw meat is not served. Americans would not like Russian kasha while the Russians will not say oysters is a delicious dish. As regards seasoning 17 is different, too. Meals in oriental countries are usually highly spicy.
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1. 2. 3. 4. 5. 6.

2) Can you answer these questions? 1) What do you know about meal customs in different countries? 2) Whats a German delicacy? 3) What are Frenchmen fond of? 4) What explanations can you give to such different tastes? V. Dialogue Read and act out: Dining Out HOSTESS: MARTIN: HOSTESS: MARTIN: HOSTESS: MARTIN: HOSTESS: MARTIN: HOSTESS: WAITER: Palace Restaurant. Hi, Id like to make dinner reservations for 7:30 tonight. Were all booked at 7:30. How about 8:00 or 8:30? 8:00 is fine. For how many? There will be two of us. Whats your name and number, please? Stevens. My number is 860 7152. So, thats a table for two at 8:00 p.m. We look forward to seeing you, Mr. Stevens. We have a few specials on the menu this evening. First theres a lovely pepper steak served with beans and potatoes. And we have a delicious shrimp dish in a garlic source served over rice. Which one would you recommend? I think the steak is the best thing on the menu. OK. Ill have that then. How would you like your steak? Medium rare. Anything to drink? What kind of beer do you have on tap? Miller, Bud and Coors.
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EVA: WAITER: EVA: WAITER: EVA: WAITER: EVA: WAITER:

EVA:

Actually, Id rather have carrots than beans with my steak. Ill check with the chef, but Im sure that wont be a problem. Great. (A little later)

WAITER: MARTIN: EVA: WAITER: MARTIN: WAITER:

Would you like some coffee or desert? I could go for some coffee and you? Nothing for me, thanks. American coffee, sir? Id rather have a cappuccino. And the check, please. Right away. VI. Project

1) Imagine that you are a waiter in one of Penza restaurants. Your clients are businessmen from Great Britain. Do the following: Greet them in English and offer a seat near aquarium; Offer the menu; Ask what they want for the first course and for the second one. Advise them some Ukrainian menu; Ask them if they want something to drink. 2) You have to write a list of table manners. Read some of them and add yours. Table manners: a) You must not make noise at table. b) Try not to throw food particles over the floor. c) If food has been taken into your mouth, you must swallow it, no matter how much you dislike it.

3) Compose a menu for: a) a 5 year old child; b) an aged woman who has digestion; c) a young woman who watches her figure; d) a healthy man who is always hungry.
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4) Make up dialogues on the following situations: 1. Youre the owner of a restaurant. Discuss with your close friend the title and contents of an advertisement for your restaurant. Present your restaurant. 2. Your friend is on a diet. Discuss her / his menu. 3. Invite your colleague to a restaurant and help him / her to make a choice. 4. Discuss with your friend a menu for children party. 5. Interview a famous person about his / her taste in food. 6. Youre a tourist and want to try national dishes of the country youre visiting. Make an order. VII. Additional Information 1) Read the text and answer the question: What is your attitude towards American fast food restaurants? American Contributions to Restaurant Development The cafeteria, an American contribution to the restaurants development, is originated in San Francisco during the 1849 gold rush. Featuring self service, it offers a wide variety of foods displayed on counters. The customer makes his selections, paying for each item as he chooses it or paying for the entire meal at the end of the line. Other types of quick eating places originating in the United States are the drugstore counter, serving sandwiches or other snacks; the lunch counter, where the diner is served a limited quick order menu at the counter; and the drive in, drive thru, or drive up restaurant, where patrons are served in their automobiles. So called fast food restaurants, usually operated in chains or as franchises and heavily advertised, offer limited menustypically comprising hamburgers, hot dogs, fried chicken, or pizza and their complementsand also offer speed, convenience, and familiarity to diners who may eat in the restaurant or take their food home. Among fast food names that have become widely known are White Castle (one of the first, originating in Wichita, Kan., in 1921), McDonalds (which grew from one establishment in
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Des Plaines, 111., in 1955 to more than 15,000 internationally within 40 years), Kentucky Fried Chicken (founded in 1956), and Pizza Hut (1958). Many school, work, and institutional facilities provide space for coin operated vending machines that offer snacks and beverages. The specialty restaurant, serving one or two special kinds of food, such as seafood or steak, is another distinctive American establishment. The Pullman car diner, serving full course meals to long distance railroad passengers, and the riverboat steamers, renowned as floating gourmet palaces, were original American conceptions. Tney belong to an earlier age, when dining out was a principal social diversion, and restaurants tended to become increasingly lavish in food preparation, decor, and service. In many modem restaurants, customers now prefer informal but pleasant atmosphere and fast service. The number of dishes available, and the elaborateness of their preparation, has been increasingly curtailed as labor costs have risen and the availability of skilled labor decreased. The trend is toward such efficient operations as fast food restaurants, snack bars, and coffee shops. The trend in elegant and expensive restaurants is toward smaller rooms and intimate atmosphere, with authentic, highly specialized and limited menus.

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UNIT 9 Keeping in Touch

I. Active Vocabulary 1. to book a call 2. a transfer change call , , 3. a person to person call (slang) 4. to keep in touch 5. to keep in the picture 6. to come back to smb. (slang) 7. to drop a line (slang) 8. facilities 9. to dial 10. follow up letter 11. to confirm 12. to make an offer 13. salutation 14. to look forward to 15. to be grateful 16. to enclose ( ) 17. to request , 18. to utilize 19. a reservation form 20. to be obliged 21. in respect to II. Vocabulary Practice 1) Match the English word combination on the left with its Russian equivalent on the right: 1) a warm salutation 2) to confirm a payment a) b)
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3) 4) 5) 6) 7) 8)

to book facilities to dial a pager to enclose a price list a letter of request in respect of your offer an international call

c) d) e) f) g) h)

2) Compose sentences out of the following and translate them into Russian: 1. We / thank you / letter / 16 March / enclosing / copy / contract. 2. We / pleasure / enclosing / two invitations / official opening / exhibition / next month 3. We / thank you / 2 June / inquiring / stand / Trade Fair. We ... / copy / prospects, / ...reservation form. 4. We obliged / kindly / send / us / latest data. III. Grammar Practice 1) Match the 2 parts of one sentence, using the conjunctions: if, so, as, as soon as: One can use electronic mail... We could arrange an audio Weve sent the parcel by courier Our company can organize a video conference... Contact me on my mobil phone Ill call you back on your pager Well send you a fax
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...Ill be out of the office the whole day. ...we receive the original, con ference... I get your message. ...you want to transfer funds. you are unable to come to Scotland this month. we have videoconference faci lities. you should receive it tomorrow.

IV. Comprehension Text a) Dear Sir, We thank you for your letter of 10lh May, enclosing invitation to the official opening of the exhibition next month. Yours faithfully, R. Hendricks. b) Dear Sir, We should be obliged if you would kindly send us details of the proposed meeting on recent developments in the market. We look forward to hearing from you. Yours faithfully, Mr. Smith. c) Dear Mr. Smith, In reply to your letter of August 25 we have the pleasure of informing you that we have considered your request and found it valid and convincing. Attached to this letter youll find all the data on the subject youre interested in. We should be obliged if you would confirm receipt of this letter. We look forward to seeing you soon here. Yours truly, N. Simpson. d) Dear Sirs, We thank you for the latest letter. With regard to the terms of delivery we regret that owing to a flow of orders and great demand for our product we have been obliged, temporarily, to extend the previously arranged schedule, which will mean a delay in delivery. We apologize for the delivery. We trust that this will not unduly inconvenience you. Yours faithfully, T. Kelvin. 2) Which letter comprises: 1. a delay in delivery? 2. an invitation? 3. a request to send the information on recent developments in the market? 4. the information on the terms of delivery?
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V. Dialogue Read and act out: An International Phone Call Int. OPERATOR: Int. operator. Mr. SMITH: Can I book a person to person call to Japan to Mr. Wilky? Int. OPERATOR: Whats the number? Mr. SMITH: 1334 5678. Tokyo. Int. OPERATOR: Tokyo 1 3 3 4 5 6 7 8. Hold on the line. Mr. Wilky: Mr. Wilky speaking. Mr. SMITH: Good day. This is the Executive Manager of MN Corporation from New York, Mr. Smith. Mr. WILKY: Whats the problem? Havent you received the product yet? Mr. SMITH: Right you are. The last consignment was 4 days delayed. Weve lost the time and demand to refund 10% of the money paid. Mr. WILKY: O.K. Ill think about it. Give me some time and dial my mobile phone on Tuesday. Mr. SMITH: Fine. Keep me informed. VI. Project 1) Using the rules of writing business letters, write down your own ones on the given situations. a) Thank for the invitation to the official opening of the Trade Exhibition. Ask to send you the provisional agenda. b) Acknowledge receipt of a letter. Write that you would be glad to comply with addressees request. You send all necessary materials and hope that they would be useful. c) Make a request to send you the latest data of market conditions. Thank beforehand. Offer your help.
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d) Thank for the message and explain the reason of your mistake in the previous notification. Apology for the trouble and assure the addressee that there wont be such mistakes. VII. Additional Information 1) Read the text and say about advantages and disadvantages of different means of communication. Internet Internet is a network connecting many computer networks and based on a common addressing system and communications protocol called TCP/IP (Transmission Control Protocol/Internet Protocol). From its creation in 1983 it grew rapidly beyond its largely academic origin into an increasingly commercial and popular medium. By the mid 1990s the Internet connected millions of computers throughout the world. Many commercial computer network and data services also provided at least indirect connection to the Internet. The original uses of the Internet were electronic mail (commonly called E mail), file transfer (using ftp, or file transfer protocol), bulletin boards and newsgroups, and remote computer access (telnet). The World Wide Web, which enables simple and intuitive navigation of Internet sites through a graphical interface, expanded dramatically during the 1990s to become the most important component of the Internet. The Internet had its origin in a U.S. Department of Defense program called ARPANET (Advanced Research Projects Agency Network), established in 1969 to provide a secure and survivable communications network for organizations engaged in defense related research. Researchers and academics in other fields began to make use of the network, and at length the National Science Foundation (NSF), which had created a similar and parallel network, called NSFNet, took over much of the /I technology from ARPANET and established a distributed network of networks capable of handling far greater traffic. NSF continues to maintain the backbone of the network (which carries data at a rate of 45 million bits per second), but Internet protocol development is governed by the Internet Architecture Board, and the
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InterNIC (Internet Network Information Center) administers the naming of computers and networks. Amateur radio, cable television wires, spread spectrum radio, satellite, and fibre optics all have been used to deliver Internet services. Networked games, networked monetary transactions, and virtual museums are among applications being developed that both extend the networks utility and test the limits of its technology. Electronic mail Electronic mail (abbreviation E MAIL) is messages transmitted and received by digital computers through a network. An electronic mail, or E mail, system allows computer users on a network to send text, graphics, and sometimes sounds and animated images to other users. On most networks, data can be simultaneously sent to a universe of users or to a select group or individual. Network users typically have an electronic mailbox that receives, stores, and manages their correspondence. Recipients can elect to view, print, save, edit, answer, or otherwise react to communications. Many E mail systems have advanced features that alert users to incoming messages or permit them to employ special privacy features. Large corporations and institutions use E mail systems as an important communication link among employees and other people allowed on their networks. E mail is also available on major public on line and bulletin board systems, many of which maintain free or low cost global communication networks. Facsimile Facsimile, also called FAX, or TELEFAX, in telecommunications, is the transmission and reproduction of documents by wire or radio wave. Common fax machines are designed to scan printed textual and graphic material and then transmit the information through the telephone network to similar machines, where the documents are reproduced in close to their original form. Such machines, because of their low cost, reliability, speed, and simplicity of operation, have revolutionized business and personal correspondence. They have virtually replaced telegraphic services, and they also present an alternative to government run postal services and private courier services.
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UNIT 10 Sorting out Problems

I. Active Vocabulary 1. consignment 2. fault 3. invoice 4. solution 5. to accept respon sibility 6. to deny responsibility 7. to fit 8. incompatible 9. obsolete 10. to break down 11. misunderstanding 12. to ensure 13. assure 14. inconvenience 15. to complain (about) 16. overhaul 17. to adjust 18. to adhere (to) 19. to check with smb. 20. to get permission from smb. (smth.) 21 .to refund 22. a clerical error 23. free of charge 24. to dismiss , , , , ( ) , , ,
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II. Vocabulary Practice 1) Match the English word combination on the left with its Russian equivalent on the right: 1) 2) 3) 4) 5) 6) 7) 8) to find a solution obsolete facilities to ensure success to dismiss a sales manager the last consignment to refund the whole sum suppliers fault a complete overhaul ) b) ) d) e) f) g) h)

2) Make up word combinations. Translate them into Russian: to replace to adopt to offer to change to take out to dismiss incompetent personnel sales manager productivity deal new strategy recruitment procedure extra insurance

3) Make up sentences out of the following words. Translate them into Russian: 1. 2. 3. 4. 5. 6. Us / on / you / to overcharge / 500 / that / last batch. Five / late / the consignment / last / days / to be. The plug / to be / the socket / for / the wrong size. The samples / all / to damage / severely. We / the sum / to refund / whole / immediately. You / not to keep / our / contract / to / of/ the terms.

4) Translate the sentences into English: 1. . 2. . 3. .

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4. . 5. , . 6. , . 7. . 8. . III. Grammar Practice 1) Fill in must or have to. Translate into Russian: 1. She ... leave home at 8:00 every morning at present. 2. Notice in a picture gallery: Cameras, sticks and umbrellas ... be left at the desk. 3. He seems incompetent. He ... be dismissed. 4. Its not our fault. We cant accept responsibility. We ... check our records. 5. I ... to get permission from the accounts department 6. Tell him that the sales manager ... be here at 6:00.1 insist on it 7. There was no another packaging. We ... to choose this one. 8. You ... work hard not to be dismissed. 9. We ... to refund the money immediately. 10. We have lost production time because of you. You ... do something about it. The next delivery ... be free of charge. 2) Fill in should or could. Translate into Russian: 1. 2. 3. 4. 5. 6. 7. 8. The sales often makes mistakes, we ... dismiss him. There are always problems with the delivery. We ... investigate this. The last strategy is obsolete. We ... adopt a new one. ... I consult the chief before delivering? Youve underpaid by 500. You ... check the invoice. We ... arrange a refund as the fault is entirely ours. We ... close the affected plants at once. There are labor problems there. We ... offer productivity deal.
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4) Answer the questions using the Future or Past Simple Tenses (in written form): 1. 2. 3. 4. 5. 6. 7. 8. Will you send the balance immediately? ... What did they complain about? ... When will affected plants be closed? ... How much did you overcharge us on that last batch? ... What was the problem with the last consignment? ... Will you get the permission from the accounts department soon? When will the next delivery be? ... What didnt fit: a plug or a socket? ... IV. Comprehension Text Read the extracts about Johnson & Johnson Company and Avon Company, find out the problems that they faced and solutions (that) they took. Offer your own solution. Johnson & Johnson The medical products companyJohnson and Johnson bears the family name. It was founded in 1885 in New Brunsroick, New Jersey by two brothers: James and Edward Mead Johnson. Johnson & Johnson became the Americas foremost supplier of individually wrapped sterile dressings. In 1916 a by product The Band Aid was introduced. The company grew rapidly acquiring other business, creating divisions that comprise Johnson & Johnson. But since 1980 there have been problems: the new drug (for arthritis pain) was linked to 5 deaths. As a result Johnson & Johnson lost much of it market share to Procter and Gamble and Kimberly Clark. The problem was concerned with packaging. Someone tampered it. To improve the situation, 31 mil. bottles and its openness were recalled and checked. Avon In 1880 a book salesman David McCormell founded a Perfume Company Avon after the Avon River in England. He hired women to
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sell door to door. From 1960s until the mid 1980s, Avon was the worlds largest cosmetic company, known for its appeal to middleclass home makers. Avon hit hard times in 1974. Recession made many of its products unaffordable for blue collar customers. Women were living home to enter the workforce, making door to door sales less viable. Avons traditional products had little appeal for young women. President directed Avons attempts to diversify and overhaul its product line introducing the colourworks line for teenagers with the slogan Its not your mother makeup. It also updated its image through the campaign You never looked so good. V. Dialogue Read and act out: SECRETARY: Mr. LINCOLN: SECRETARY: Mr. LINCOLN: SECRETARY: Mr. SMITH: Mr. LINCOLN: Hello! Dairy Products Company Danon. Good day. Can I speak to Mr. Smith? Hold on the line. Ill see if he is in. Okay. Ill get you through. Speaking. The chief manager is speaking. Good day. Its Mr. Lincoln from Milky Way Company. Mr. SMITH: Whats the matter, Mr. Lincoln? Mr. LINCOLN: You see, the last consignment was damaged severely. And it was 3 days late. Mr. SMITH: Is it? We must investigate it There may be some problems with the shipment Mr. LINCOLN: Weve lost the production time and you must do something about it. Mr. SMLTH: Accept our apologies. We will refund the whole sum and the next delivery will be free of charge. Mr. LINCOLN: Very well. We dont want to stop dealing with you. Weve always enjoyed a high standard of service from your company.
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Mr. SMITH:

Sorry for inconvenience caused to you. Well take steps to ensure you that this will not happen again. Mr. LINCOLN: Undoubtedly. Keep us in touch. Mr SMITH: Certainly. Ill get back to you as soon as possible. Good bye, Mr.Lincoln. Mr. LINCOLN: Good bye, Mr. Smith. VI. Project 1) Imagine that you are a complainant. Youve experienced severe losses because the packaging was damaged. You want to make the supplier to refund the whole sum. The supplier denies this responsibility. The task of a complainant is to make the supplier arrange the refund. 2) Imagine that you are talking over the telephone with your partner from England. Answer his / her questions: HE: YOU: Good afternoon, Mr. Ivanov. Weve written to you several times detailing our complain, but havent received your reply yet. (Apologize to him/her, say that you scrutinized his/her complain but didnt write the answer because youve recently been very busy.). We are in a very awkward position now. We havent received the shipmen which was supposed to arrive two weeks ago. (Express your request and say that the delay was not your fault. Name the reason of the delay and point out that, to your mind, the reason is rather good). When will the shipment be ready for dispatch? (Say that the consignment will be dispatched on Friday). If we dont receive the shipment by the end of next week, well cancel the order. (Apologize once again; assure him/her that this time there wont be a delay).
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HE: YOU:

HE: YOU: HE: YOU:

3) Write a letter to an English company. In the letter point out that you are in a difficult situation because of the delay of facilities. This consignment was to arrive in port Odessa two weeks ago. Wonder what the reason of the delay is and get to know when the facilities will be delivered. VII. Additional Information 1) Study these letters, compose your own ones, mind following structure. Sample of Letter of Complaint Mens Clothes Dealers Ltd. 142 South Road Sheffield S20 4HL England 18th April, 1997 Ref: Our Order No. 142 of 21st March, 1997 Dear Sirs, Thank you for your delivery of mens silk shirts, which we ordered on 21st March, 1997. At the same time we would like to draw your attention to the following. After examination of the shirts we discovered some manufacturing defects: there are oil stains on 12 shirts; the color of buttons on 5 of the shirts does not match the color of these shirts; one shirt is in a different style. We are returning the defective shirts by separate mail, carriage forward, and would ask you to replace them with shirts in the colors and sizes specified below: Size Color Quantity 15 white 9 17 white 1 14 blue 6 16 blue 2
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We would appreciate a prompt reply. Yours faithfully, Vladimir Smurov Export Import Manager Sample of Answer Visteria Ltd. P. O. Box82 Kiev 253206 Ukraine 21st April, 2007 Ref: Order No. 142 of 21 st March, 2007 Dear Mr. Smurov, Your letter of 18th April, 1997, was duly noted. The shirts you returned to us are indeed defective. We have to admit that these defects were overlooked by our controller and offer apologies for the oversight. We are sending you new shirts as a replacement this week by air; carriage paid, and would ask you to confirm their receipt by fax. If any other problems arise, please do not hesitate to contact us. Yours sincerely Jack Brown Claims Department

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UNIT 11 Business News

I. Active Vocabulary 1. to brace 2. celebrity 3. decline 4. fictional 5. to label 6. hawking 7. peers 8. to impress 9. to resemble 10. market , , , , , ,

II. Vocabulary Practice 1) Translate the sentences: 1. Investors braced themselves for another tough day as stocks in Asia fell 5% overnight. 2. Celebrity gossip is now a feature of many US news broadcasts. The Paris fashion shows are always packed with celebrities. 3. Company profits declined after their new product line was delayed. 4. A Hobbit is a fictional character from the Lord of the Rings. 5. The companys lawyers said that the claim against them was purely fictional and there was no evidence to suggest any wrong doing. 6. Even though the product launch was labeled a failure, safes increased steadily in the first year. 7. Insurance companies still hawk their products door to door (meaning that sales people will go to each house and knock on the door to talk to the owner).
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8. Roger Fedderer has no peer in tennis today (means he has no equals in the sporthe absolutely the best). 9. I was impressed by the new James Bond movie, especially the special effects. 10. She wasnt very impressed when I told her she resembled... 2) Match the English word and its definition: 1) celebrity 2) undergraduate 3) endorsement 4) selling power a) A student at a university who has not yet received a degree. b) A famous person, such a movie star or sports star. c) Something that is popular and considered in styleor even trendy. d) To use a personusually famousto promote or publicize a product for the purpose of advertising. e) Ability to influence or increase the sales of a product by being associated with it. f) To try to sell or promote something, such as a product or idea, often in an aggressive way. g) Something that exemplifies the latest fashion (comes from fashion trend meaning the current fashion). h) To test and adjust something to match it to a certain criteria or standard.

5) fashionable 6) trendy

7) calibrate

8) pitch

3) Make up sentences out of the following: 1. / packed with celebrities / the Paris fashion shows / are always /. 2. / is essential / for most management jobs / an undergraduate de gree /. 3. / in Japan / celebrity endorsements / to advertise products / are popular ways /. 4. / even as / has increased / Beckhams selling power / has declined / his performance /.
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5. / a trendy place / Morrocos again / for holidays / become /. 6. / our strategy / we need to calibrate / to consumer taste / more closely /. 7. / they wont tell us / we pitched to the new client yesterday / but / till next week / if weve got the contract / . 4) Describe the relationship between each of the following pairs of words ( antonyms, synonyms, neither): 1) fashionable / smart 2) trendy / up to the minute 3) resemble / differ 4) release / hold 5) fictional / imaginary 6) include / exclude 7) calibrate / standardize 8) brace / support 9) buy / sell 10) resemble / look like 11) undergraduate / student 5) a) Study the meaning of the following word expressions and idioms: 1. the average J or Jane (expression) Refers to what is considered a normal personJoe is for males and Jane for females. 2. carry more clout (expression) To have a greater effect, or more power, on something,so the article states, that regular peoplethe average Joemay have more effect on peoples buying habits than a celebrity. 3. peer pressure (noun collocation) The social pressure (or force) on somebody to adopt 4. niche markets (noun collocation) A niche market is specialized area of the market (usually as small one). 5. worth every penny (idiom) means that something has good valueliterally its worth every penny, or money, that you pay for it.
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b) Translate the sentences with them: 1. The average Joe on the street is starting to pay more attention to their retirement plan as Governments look for ways to cut pension costs. 2. The Coca Cola brand carries more clout than Pepsi even though sales are declining. 3. A lot of young people start using drugs due to peer pressure. 4. Apple was considered a niche market computer company but now many see it a mass market consumer electronics company. 5. A good wool suit is worth every penny. c) Make up your own sentences with these word expressions.

III. Grammar Practice 1) Write questions about the statements using the words in brackets: 1. London offers accommodation to suit all tastes and budgets. (What) 2. The product must be priced so that it competes effectively with rival products in the same market. (Why) 3. They flew from London direct to Cairo. (Where) 4. Company profits declined after their new product line was delayed. (When) 5. A lot of young people start using drugs due to peer pressure. (How many) IV. Comprehension text 1) Read the text and express your opinion: What is the role of celebrities in advertisement? Celebrities Losing Marketing Appeal Marketers may want to brace themselves, there is a slight chance the selling power of celebrities could be on the decline.
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Researchers at the University of Bath in the U.K. and the University of St. Gallen, in Switzerland, have released a study that says when it comes to selling products the average Joe or Jane could actually carry more clout. A group of about 300 undergraduates, in Germany, were shown a magazine advertisement for a digital camera which included an endorsement by a fictional student who labeled the camera hot and called it his preferred choice. For round two students were shown the same and only this time a German celebrity was hawking the product. The students were asked how much they cared about whether the products they buy make a good impression on their peers. It turns out that students, both male and female, who bought products to impress others were much more likely to be influenced by the student over the celebrity. Just over 56% of the group who say they buy products to impress others were strongly influenced by the student. Just 20% were influenced by the celebrity. They like to make sure their product is fashionable and trendy among people who resemble them, rather than approved by celebrities like David Beckham or Brad Pitt says Professor Brett Martin, of the University of Bath. Of course there are key tools to calibrate the match between a celebrity and a product and when these tools are used, it can work very well, he says. But in terms of this research, if people are influenced by peer pressure then its the people who offer the social approval who count. It turns out that celebrities may not be the best way to pitch widely accepted technology, like mobile communication. But there is no doubt that when you need to attract a lot of attention, particularly when selling items from niche celebrities are worth every penny, he says. 2) Complete the sentences: 1. Some researchers have shown that when it comes to selling products could actually carry more clout.
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2. German were shown for a digital camera. 3. that students, both male and female, who bought products to impress others were much more likely to be influenced by the student over the celebrity. 4. They like to make sure their product is and among people who them. 5. There are key tools to the match between a celebrity and a product. V. Dialogue 1) Read and act out: Meetings: Expressing Opinions a) Vocabulary: launch bugs rub it in to release a product onto the market problems with computer software to remind someone on purpose of something that is uncomfortable or painful work extra hours or to work late into the night weaknesses very important

overtime burning the mid night oil deficiencies essential

Dialog 1: Formal / careful (Sheila, a vice president, is talking Walt, George and Bruce, three software engineers, about the deadline for the new software release). SHEILA: So, lets move on to the topic of release date. Gentlemen, when do you think we will be able to launch this product? Walt?
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WALT:

SHEILA: BRUCE: GEORGE: SHEILA: GEORGE:

Well, I tend to feel that... we should probably be able to start testing the product in April. That means that if all goes well, we can have a first release in May or June. I see. Thank you Walt. Whats your reaction to that Bruce? May or June...Well, from my point of view...that sounds about right. Excuse me, may I come in here? I wonder if I could say something? Go ahead, George. What would you like to add? Well, it seems to me that May is much, much too early. Actually, we are still have some pretty major problems with bugs in the update engine, and I just dont see how we will be able to...

Dialog 2: Informal (Now listen to George, Bruce and Walt walk into the break room right after the meeting. Sheila, their boss, is not here; this is a more informal situation). BRUCE: Hey guys, did you see the Chelsea/Liverpool game fast night? What did you think, Walt? Quite a game, huh? Chelsea looked pretty good! You always have to rub it in, dont you Bruce. You know Im a Liverpool fan. How about you, George? Actually, that was one of the greatest games Ive ever seen. But the way you guys keep telling the boss we can finish the product by May, none of us are going to have time to watch any more football games. Were all going to be working overtime every night, burning the midnight oil!

WALT: BRUCE: GEORGE:

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Useful Language Formal / Careful ways to ask for an opinion: Whats your reaction to that Bruce? How do you feel about that, Cecilia? Could you please share your thoughts on that, Sam? Whats your view on this, Richard? Tony, whats your feelings on this? Whats your opinion on ...? Any comments Simon? Elizabeth? (persons name said with rising intonation) Formal / Careful phrases for expressing your opinion: I have the impression that...he didnt realty want to come. Dont you think that thats a little early? I tend to feel its a bit too early to start? In my opinion, As far as I am concerned, As I see it, It strikes me that From my point of view, My impression is that It would seem to me that... Informal / Direct ways to state an opinion: Actually, I thought it was great. The point is...were doing very well in this market. The way I see it, were heading for trouble. Obviously, theres only one choice Basically, I think we have two options. Personally, I think this is a complete waste of time. b) Comprehension Questions: When does Walt think they can start testing the software? Does Bruce agree with Walt on the proposed release date? What problem does George mention might delay the release? Name the 2 football teams George mentions? Was Walt happy with the result of the football game?
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c) Rearrange the jumbled sentences to make phrases you can use to ask or state an opinion: whats that reaction to your Bruce Simon comments any the impression I have that as I am concerned as far my view of point from VI. Project One of the managers made a presentation of a new product. Express your opinion and ask your colleagues for theirs. You are in a cafe with your friends. Discuss your problems at work. Share your opinions, using the Expressing Opinions phrases. VII. Additional Information 1) Read the text and translate it without a dictionary. Business Men and Managers The difference between the salaried managers and the individual capitalist who owns the company of which he is chairman is clear enough. The distinction is between men who understand the strategy of business and those who are only concerned with their own functions. The salaried company official in middle management, whose highest ambition is to be head of his department and retire on the firms pension scheme just like his suburban neighbor, a city servant, will not think of himself as a business man as he thinks of one of his directors as a business man, or the tough owners of firms with whom he deals, or the proprietors of that services his car. Plenty of men in middle management have, of course, business strategy in the blood, and are determined to rise, whether in their own company or another, to a position where they will have scope to make business decisions. These are, in our sense, potential business men.
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It is significant that some people would like to drop the world business Men altogether. Young men who do not care to admit that they are going in to business can nowadays say that they are going into management. Some directors like to speak of their companies as organizations Serving the public rather than as business making profits, and prefer to themselves as simply senior members of the management team. Many business men prefer to be described as directors, Industrialists, executives, etc. But directors do not as a rule like to be called managers. On the contrary, there are directors of small firms because they would there losses the status and title of director.

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UNIT 12 Presentations: Closing Down and Summarizing

I. Active Vocabulary: 1. approach 2. staff 3. to push through 4. to recap 5. brand recognition 6. surge 7. mediocre 8. initiative 9. inconsistent 10. essential 11. commitment 12. to scratch heads , , , , , , ,

II. Vocabulary Practice 1) Match the English word and its definition: 1) the crux of the matter a) the amount by which a target is missed 2) aggressive b) a decision or obligation to do something 3) CRM c) not maintaining a steady level of effort 4) brand recognition d) to come up with ideas and act with little help or advice from others 5) surge e) average but not very good 6) mediocre f) the most important thing 7) initiative g) strong and sudden increase

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8) shortfall 9) commitment 10) inconsistent

h) term to describe how well a brand is known i) Customer relationship Management j) showing determination and energy in doing something

2) Describe the relationship between each of the following pairs of words (antonyms, synonyms, neither): 1) 2) 3) 4) 5) 6) 7) 8) Analyzed / examine / look at deficiencies / weaknesses essential / very important initiative / shy essential / unnecessary commitment / obligation amount / total effective / successful

3) Make up sentences out of the following words: 1. 2. 3. 4. 5. / should use / some structure / you / to close down presentation /. / the last part / Nick says / is over / that / his presentation / of /. / to recap / my report / of / I would like / the main points /. / shows / that / Nick / is making / he / his final comments /. / for / attention / your / you / thank /. III. Grammar Practice 1) Turn from Direct into Reported speech: 1. 2. 3. 4. First, I analyzed the sales results for 2006. ( Nick says that) Now Id like to recap the main points of my presentation. Let me leave you with one thought. I stressed that the most important thing at this stage is not adver tising or technology but the way that we train our salespeople. 5. So now Im very interested in hearing your comments.

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IV. Comprehension Text Read the text: The meeting takes place at Harper Tolland, a major global producer of special purpose steel. Last year Harper Tolland launched a new product lineColorMaxwhich is a kind of brightly colored steel used in building and manufacturing. Unfortunately, the sales results in Europe for the last year have been quite disappointing. Nicholas Fischer, the new regional sales director for Harper Tolland, has been hired to fix the problem. He is just finishing off a presentation in which he has been discussing his proposal. Nick: Product and industry knowledge is important. But the crux of the matter is that we simply arent aggressive enough in our approach to selling. To sell you simply have to push and push hard. So as we can see, a first class CRM strategy and a great marketing plan are not worth the paper theyre written on if we dont have qualified staff to push them through. Okay, thats all I have to say on this topic for the moment. Now Id like to recap the main points of my presentation before I open it up for questions. So to sum up: First, I analyzed the sales results for 2006. I talked about how our drive to increase brand recognition through a surge in advertising has failed because of mediocre initiative and inconsistent follow up from our sales people. Second, I explained about how our special taskforce found major deficiencies in our sales training system and in our staffs basic sales skills. Finally, I proposed a recovery plan for 2007. I stressed that the most important thing at this stage is not advertising or technology but the way that we train our salespeople. Let me leave you with one thought. What Id like to stress is and I cant emphasize this enough that it is absolutely essential to have an effective sales team. And effective salespeople must have effective training. Now what Im asking from you today is a commitment to increase the training budget by 25% so that we can address this training shortfall. Then, by this time next year, instead of scratching our heads well be cracking the champagne. Many thanks for your attention. So now Im very interested in hearing your comments.
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2) Answer these questions: What does Nick think is the biggest problem with sales? What years sales results does Nick mention? What reasons are given for the failure to increase brand recognition? In Nicks opinion, what do effective salespeople need? How big of an increase in the training budget does Nick ask for? V. Dialogue Read and act out: Mr. BROWN: So as you can see one of the most challenging tasks faced by any manager is interviewing and selecting new employees. But we must not forget that most people picture a nervous candidate sitting in front of an imposing manager. I think it is the experience for both the interviewer and the person being interviewed. Besides the interview should be an opportunity for both the manager and the candidate to get to know each other. As for me, my only problem is connected with time. You can not agree that most interviews are necessarily limited in time, so extracting maximum information with a minimum of questions is important. What we need to remember is that questions should encourage the candidate to speak freely, with little prompting by interviewer. I am sure this both conserves time and gives the interviewer an opportunity to evaluate the candidates spoken communications skills. I agree with you completely. Working for a long time I have noticed that most managers are fairly adapt at identifying a candidates technical quali fications.
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Mr. WOOD:

Mr. BROWN:

Mr. WOOD:

Mr. BROWN:

Mr. WOOD:

Mr. BROWN: Mr. WOOD:

More than that to augment the position related technical questions there are some additional ones. They help the interview flow smoothly and provide an opportunity to evaluate the candidates ability to think and communicate clearly. Oh! How interesting! But I must go now, lets speak about it next time. Well, see you tomorrow! VI. Project

1. Study these phrases: 1) Right, that ends the last section of my talk. 2) Thats all I want to say for now on the third part of my presentation. 3) Now, to sum up... 4) So let me summarize what Ive said. 5) Finally, may I remind you of some of the main points weve considered. 6) During my talk today, Ive described the results of our investigation 7) In conclusion, my recommendations are... 8) I therefore propose the following strategy. 9) Id like to finish with...some observations based on what Ive said. 10) There are two conclusions to be made from this, namely,... 11) I think we have to... 12) I think we have seen that we should... 13) What we need to do is... 14) So, let me get straight to the point. We need action and we need it now. 15) Thank you for your attention. And now if you have any questions, Id be glad to answer them. 16) Thank you for listening. Now, Id be glad to try and answer any questions. 17) I thank you all for being such an attentive audience and now Im sure you must have some questions, so Ill be happy to answer them....
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18) So, lets throw it open to questions. 19) Any questions? 2. Rearrange the jumbled sentences to make phrases you can use at the end of your presentation. Ive said so what let me summarize to this made conclusions two are there be from propose I the following therefore to my recap now points of Id like the main presentation to up sum so 3. Using the following structure close down your own presentation of any product: Give your audience a clear signal that you are going to finish. Briefly summarize the main points of your presentation. State your recommendation or give your call to actionlet your audience know what you want them to do. Finish off by thanking your listeners and inviting questions or discussion. VII. Additional Information 1) Read the text, translate it with a dictionary. Text A European Central Bank Vacancies at the European Central Bank The European Central Bank (ECB), established in Frankfurt on 1 June 1998, is seeking highly qualified and experienced economists for the Fiscal Policies Division of its Directorate General Economics. The ECB has its own terms and conditions of employment, including a competitive salary structure, retirement plan, health insurance and
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relocation benefits. Candidates must be nationals of a Member State of the European Union. Economists The main task of the Fiscal Policies Division is to analyze fiscal developments and policies as well as structural issues in the countries of the euro area and in the EU Member States which are candidates for adopting the single currency and to examine their impact on the primary objective of the monetary policy of the Eurosystem, price stability. The Division also provides assistance to the ECBs decision making bodies in formulating views on fiscal policies both from a short term as well as a structural standpoint. Successful candidates will be involved over time in a wide range of tasks in the public finance domain, which may include: monitoring and forecasting of fiscal developments in the EU countries and from a euro area perspective estimating fiscal policy reaction functions analysing fiscal policies and preparing analytical studies on public finance. They will also be involved in preparing briefing material for the members of the Executive Board of the ECB, for the Governing Council of the ECB and for senior management attending meetings at European and international fora as well as in contributing to publications of the ECB. Qualifications and experience Advanced university degree in economics, together with a sound economic background in public finance and macroeconomic policy. A PhD as well as a research and publication record would be considered additional assets. Comprehensive experience in preparing policy related briefing and in analyzing fiscal developments and policies as well as a strong interest in institutional issues are desirable. Sound knowledge of statistical and econometric techniques for forecasting and analytical purposes. Appropriate analytical skills and experience in one or more of the above mentioned areas of specialization.
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 Very good knowledge of English and a working knowledge of at least one other official Community language. Candidates should have good writing skills in English and the ability to draft well structured notes within strict deadlines. Candidates should also be able to identify and address policy issues and present analytical findings in non technical terms. Applications Applications should be submitted in English and include a covering letter, a curriculum vitae and a recent photograph, together with references confirming the required experience and skills and, if possible, copies of shed or unpublished) papers or notes written / prepared by candidates. They should be addressed, quoting the reference number, to the European Central Bank. Text B Excellent Career Opportunities Highly Competitive Salaries Plus Other Benefits 1. A leading major holding company in Sudan that owns at present controlling shares in thirteen subsidiary companies operating in diversified activities is offering excellent career opportunities to high calibre and energetic professionals to fill the challenging positions. (a) Finance and Treasury Manager: Reporting to the Managing Director, you will have the key roles of planning and managing the companys resources to ensure optimum utilization; planning, directing and supervising the development of a fully integrated financial information system; coordinating the preparation of financial plans and budgets; implementing standard accounting practice and procedures; cost controls; liaising with external auditors and financial institutions; analyzing feasibility studies and recommending investment options; and preparing management accounts.
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The ideal candidate must have MBA/Finance professional qualifications plus computer certificate and knowledge in Management Information System (MIS) complemented by more than 10 years expe rience in the business; good command of the English language. (b) Chief Accountant: Reporting to the Finance and Treasury Manager, you will have the key roles of supervising and managing all the functions of accounting; implementing standard accounting procedures; liaising with internal auditors; preparing and keeping proper and accurate records of financial activities. The ideal candidate must have an ACCA or a college or professional institute degree complemented by more than ten years experience in the business; good command of English language; and IT literate. (c) Information Technology Manager (IT Manager): Reporting to the Managing Director, you will have the key roles of planning Management Information System (MIS); introducing, monitoring and upgrading an integrated user machine system for providing information to support operations, management and decision making functions; and recruiting and training staff. The ideal candidate must have a post graduate degree in MIS or relevant professional degree complemented by more than five years experience in the field of information technology; good command of the English language. (d) Human Resources Manager: Reporting to the Managing Director, you will have the key roles of setting policies and strategies to plan and develop human resources; actively participating in facilitating and leading change process; leading, motivating and supporting the companys vision and objecti ves; designing and implementing effective performance appraisal systems. The ideal candidate must have a college or professional institute degree in business management complemented by more then ten years experience in human resources management; good command of the English language; and IT literate.
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(e) Company Secretary: Reporting to the Chairman, you will have the role of providing legal and administrative support and guidance to the companys strategies by ensuring that the boards resolutions and instructions are properly communicated and carried out; ensuring that the company complies with relevant statutory and regulatory requirements. The ideal candidate must have a university degree preferably in law complemented by more than 7 years experience in the job of company secretary; degree or certificate in accounting is desired but not a must; good command of the English language; and IT literate. 2. Attractive compensation package awaits the right candidate. If you are seeking a break through in your career, this is an opportunity that you should not miss. All applications will be handled as strictly confidential. Send only your detailed CV. Short listed candidates will be requested to send their certificates and supporting documents. 3. Applications with CVs for each position should be sent, within fifteen days from the date of advertisement, to the following address: Managing Director, Recruitment Division P.O. Box: 12136 Khartoum Sudan. Fax: 00 249 11 786469 E mail: nhc@sdn mobinet.net

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Abbreviations Used in Business Letter Writing

/, /, . (account current) adsd (addressed) adse (addressee) ad (advertisement) a.m. (ante meridiem) app. (appendix) Attn. (attention) B/E, B.E., b.e. (bill of exchange)] B/L, b/1, B.L., b.l. (bill of lading) cc, cc (copies) CEO (chief executive officer) cf. (confer) Co. (company) contr. (contract) Corp. (corporation) cur. (currency) CV (curriculum vitae) dd Dept (department) doc (document) doz., dz. (dozen) eaon (except as otherwise noted) e.g. (exempli gratia, .) enc, encl. (enclosed, enclosure) , (. ads) ( ) , 1. ; 2. (current) 1. (dated) , 2. (delivered) 1. ; 2. (. docs.)

, , , ( . .)
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, excl. (except, excluding, exception, exclusion) expn (expiration) fig. (figure) FY (fiscal year) h. a. (hoc anno, .) hf. (half) H.Q., HQ, h.q. (head quaters) id. (idem) i.e., ie (id est, .) inc., inch (including) Inc., inc. (incorporated) info (information) IOU (I owe you) L/C, /., I/c (letter of credit) LLC (limited liability company Ltd., ltd (limited) LOC (letter of commitment) mdse (merchandise) memo (memorandum) M.O., m. .

() 1. ; 2. , ( ) () inv. (invoice)

1. (mail order) ; 2. (money order) , ()

.. (metric ton) MV (merchant (motor) vessel) N/A (not applicable)

(, ) N.B., NB (nota bene, .) o

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NC, N.C., n/c (no charge) o/l (our letter) PA (power of attorney) .. (per annum, .) par. (paragraph) Pic, PLC (public limited company) (post office) pp. (pages) , p.p. (per pro, .) qv (quod wide, .) R&D (research and development) ret (receipt) rept. (report) re (regarding) ref. (reference) RMS (root mean square) shipt (shipment) sig. (signature) tn. (ton) urgt (urgent) v., vs (versus, .) VAT (value added tax) V.I.P., VIP (very impor tant person) v. s. (vide supra) v.v. (vice versa, .) w/o (without) & (and) @ #

( ) , , ( ) () , , . () at (.)

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ENGLISH FOR BUSINESS COMMUNICATION

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 03.06.2009. 60 88/16. . . . . 6,86. . . . 5,76. 1000 . . 1860. .

, 117342, . , . , . 17 , . 324. ./: (495)334 82 65; . (495)336 03 11. E mail: flinta@mail.ru; WebSite: www.flinta.ru , 115191, . , 4 ., . 9 . ./: (495)234 43 15; (495)958 19 00 (. 111). E mail: ublish@col.ru

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