Яшина Т. А., Жаткин Д. Н. - English for Business Communication - Английский язык для делового общения-Флинта, МПСИ (2009) PDF

РОССИЙСКАЯ АКАДЕМИЯ ОБРАЗОВАНИЯ
НОУ ВПО «МОСКОВСКИЙ ПСИХОЛОГОСОЦИАЛЬНЫЙ ИНСТИТУТ»
Т.А. Яшина, Д.Н. Жаткин
ENGLISH FOR BUSINESS

COMMUNICATION
АНГЛИЙСКИЙ ЯЗЫК
ДЛЯ ДЕЛОВОГО ОБЩЕНИЯ
Учебное пособие
Рекомендовано Редакционноиздательским Советом

Российской академии образования
к использованию в качестве учебного пособия
Москва
Издательство «Флинта»
НОУ ВПО «МПСИ»
2009
1
УДК 811.111(075.8)
ББК 81.2Англ923
Я96
Гл а в н ы й р е д а к т о р др псих. н., проф., акад. РАО Д.И. Фельдштейн
З а м . г л а в н о г о р е д а к т о р а др псих. н., проф., акад. РАО С.К. Бондырева
Ч л е н ы р е д а к ц и о н н о й к о л л е г и и:
др псих. н., проф., акад. РАО Ш.А. Амонашвили; др пед. н., членкорр. РАО
В.А. Болотов; др псих. н., проф., акад. РАО А.А. Деркач; др псих. н., проф.,
акад. РАО А.И. Донцов; др псих. н., проф., акад. РАО И.В. Дубровина;
др псих. н., проф. В.П. Зинченко; др филол. н., проф., акад. РАО
В.Г. Костомаров; др пед. н., проф., акад. РАО Н.Н. Малофеев;
др физ.мат. н., проф., акад. РАО В.Л. Матросов; др пед. н., проф.,
акад. РАО Н.Д. Никандров; др псих. н., проф., акад. РАО В.В. Рубцов;
др пед. н., проф., акад. РАО М.В. Рыжаков; др ист. н., проф. Э.В. Сайко
Яшина Т.А.
Я96 English for Business Communication. Английский язык для де
лового общения : учеб. пособие / Т.А. Яшина, Д.Н. Жаткин. —
М. : Флинта : НОУ ВПО «МПСИ», 2009. — 112 с.
ISBN 9785976503359 (Флинта)
ISBN 9785977003926 (НОУ ВПО «МПСИ»)
Пособие включает в себя двенадцать учебных блоков, построенных по
единой структуре, и направлено на усвоение базисной экономической лек
сики, развитие навыков и умений, связанных с деловым общением. Тексты
подобраны из современной зарубежной литературы и периодики; при их
отборе учитывались актуальность тематики, информативность и познава
тельная ценность. Структура учебного блока включает в себя семь разделов:
Active Vocabulary (активный словарь); Vocabulary Practice (упражнения, на
правленные на закрепление и активизацию лексических единиц); Grammar
Рractice (тренировочные упражнения для формирования грамматических
навыков); Comprehensive Text (аутентичный текст с заданием на понимание);
Dialogue (диалогэталон); Project (творческие задания по развитию навыков
устной речи); Additional Information (дополнительная информация).
Для студентов экономических специальностей, изучающих английский
язык, а также для желающих улучшить свои знания в сфере делового обще
ния на английском языке.
УДК 811.111(075.8)
ББК 81.2Англ923
ISBN 9785976503359 (Флинта) © Яшина Т.А., Жаткин Д.Н.,

ISBN 9785977003926 (НОУ ВПО «МПСИ») 2009
© Издательство «Флинта», 2009
2
ОГЛАВЛЕНИЕ
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
3
UNIT 1
Arrivals
I. Active Vocabulary:
1. dutyfree — не подлежащий обложению тамо

женной пошлиной или сбором;
беспошлинно
2. flight deck — кабина
3. departure — отправление, отъезд, отход
4. departure lounge — зал ожидания
5. arrival — прибытие
6. to cancel — отменять
7. to delay — задерживать
8. checkin desk — место регистрации (пассажиров)
9. excess baggage charge — оплата за излишек багажа
10. boarding pass — посадочный талон
11. conveyor belt — конвейер
12. to take off / to land — взлетать/ приземляться
13. to declare — декларировать
14. invoice — 1. счёт, фактура; 2. выписать счёт,
фактуру
15. allowance — 1. разрешение, допуск; 2. скидка
16. to book / to reserve — резервировать
17. left luggage office — камера хранения багажа
18. excess — излишек, избыток
19. duty — таможенная пошлина
II. Vocabulary Practice
1) Match the English word combination on the left with its Russian
equivalent on the right:
1) a dutyfree shop a) аварийная посадка
4
2) to delay domestic b) зарезервировать комнату в отеле
flights c) отменить внутренние рейсы
3) to loose one’s d) отдыхать в зале ожидания
boarding pass e) брать чемодан из камеры хранения
4) to put the baggage f) беспошлинный магазин
on the conveyor belt g) потерять посадочный талон
5) to book a room in h) класть багаж на конвейер
a hotel
6) crash landing
7) to take a suitcase
from left luggage
office
8) to have a rest in the
departure lounge
2) Make up word combinations. Translate them into Russian:

to visit departure
basic this restaurant
to declare of a contract
fortunate at the checkin desk
cancellation at Customs
scheduled a flight deck
to inquire about smth taking off
to reserve allowance
3) Translate the sentences into English:

1. Простите, я могу курить теперь?
2. Вам придётся пройти в зал ожидания, т.к. рейс задержива
ется.
3. Не могли бы Вы сказать мне, где находится камера хране
ния, пожалуйста?
4. Зайдите в отдел таможни и зарегистрируйте свой багаж.
5. Мистеру X. пришлось оплатить таможенную пошлину за пре
вышение веса багажа.
5
6. Не могли бы Вы помочь мне с декларацией?
7. Мой секретарь зарезервировала комнату в Вашем отеле не
сколько дней назад. Это одноместный номер с душем и теле
визором.
8. Не могли бы Вы произнести этот номер ещё раз?
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. / Dutyfree / 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. ... I see your declaration, please?

2. He ... go through departures.
3. ... you tell me where the helicopter shuttle is, please?
4. The flight... be 30 minutes late.
5. According to the rules, the passenger ... fasten his/her seatbelt
before the plane takes off.
6. Excuse me, ... I have another blanket, please?
7. ...I help you?
8. London is 5 hours ahead of New York. You ... to put your watch
forward.
9. To collect their baggage, passengers ... go to the baggage reclaim.
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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 checkin counter, a ticket agent looked at her ticket and her
passport, and her baggage was checked in/weighed on the scales. Pat’s
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 nonsmoking 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 carryon luggage (the bags she is keeping with her on the plane) is
searched. Then Pat goes into the dutyfree 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. When you arrive at the airport you first go to the ... counter.
2. You have to have a ... pass so that you can get on the plane.
3. After the security check, you wait in the ... lounge.
4. You can buy many things cheaply at the ... shop.
5. When you hear the announcement, you go to the ... to board your
plane.
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V. Dialogues
Read and act out:
1) On the Plane
PASSENGER 1: Excuse me, may I have an inflight magazine,
please?
STEWARDESS: Here you are. And how is your neighbor?
PASSENGER 2: Much better, thank you. Your medicine works
wonders. I’m quite well.
STEWARDESS: Glad to hear it.
PASSENGER 2: What are you reading? Is this a business maga
zine?
PASSENGER I: Yes, that’s 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. I’ve been there many times. It’s a beauti
ful city, but I did not have much time to go sight
seeing. I was always busy.
PASSENGER I: Ahha! And now is this business or pleasure?
PASSENGER 2: I’m 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 visa’s on page six of my pass
port.
8
A TTENDANT: Would you like a window or an aisle seat?
TRAVELLER: Aisle, please.
ATTENDANT: Do you prefer smoking or nonsmoking?
TRA VELLER: Nonsmoking.
ATTENDANT: I have 13E available. How many pieces of luggage
do you have?
TRAVELLER: Two.
ATTENDANT: Here’s your boarding pass. The plane will board
half an hour prior to departure. You’ll be leaving
from gate three, on your left.
TRA VELLER: Thank you.
3) At the Hotel
Mr. SPENCER: Good morning. My name is Max Spencer. I

have a reservation. It’s for five nights. You
know, I am on business in your town.
RECEPTIONIST: Could you spell your name, please?
Mr. SPENCER: SPENCER, MAX SPENCER.
RECEPTIONIST: Just a minute, Mr. Spencer. Yes, that’s right.
We can offer you a room. What room would
you like?
Mr. SPENCER: A single room with shower and toilet.
RECEPTIONIST: Fortunately, we’ve got one. There’s a private
bathroom, a TV set and a fridge.
Mr. SPENCER: How much is it?
RECEPTIONIST: 35 dollars a night.
Mr. SPENCER: Oh, it’s a reasonable price.
RECEPTIONIST: Fill in this form, please. Sign here, please.
Here’s your key.
Mr. SPENCER: Thank you. By the way, could I have an early
morning call, please?
RECEPTIONIST: Sure.
9
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 dutyfree 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 airsickness. 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 family’s 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 PanAmerican Exposition
10
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 mid1920s 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 Statles’s success.

2) Try to make your own estimation of his business.
11
UNIT 2
Making Contact
I. Active Vocabulary
1. to put through — соединять (по телефону)

2. switchboard — коммутатор
3. extension — параллельный телефон
4. to dial — набирать номер
5. message — сообщение, письмо
6. to be away on vacation — быть в отпуске
7. Buying/Purchasing — отдел закупок
Department
8. to look up — искать чтото (в справочнике)
9. to be exdirectory / — не быть в справочнике
to be unlisted
10. Directory Enquiries — справочная
11. to hold the line — не вешать трубки
12. to be engaged / — быть занятым
to be busy / to be
tired up
13. to omit — не принимать, опускать
14. to be available — быть в распоряжении
15. to confirm — 1. подтверждать, 2. утверждать,
3. санкционировать, 4. ратифици
ровать
16. appointment — 1. назначение, должность, пост;
2. прием, встреча
17. an arrangement — соглашение, договоренность
18. schedule — расписание, план, график, каталог,
список
19. to suggest — предлагать
20. reception / — администрация/ администратор
receptionist
12
21. in advance — заранее
22. to obtain — получать
23. to screen — просматривать чтонибудь (внима
тельно)
1) to put through to the a) позвонить заранее
manager b) иметься в продаже
2) the wrong extension c) подтвердить встречу
3) an engaged line d) получить его сообщение
4) to be tired up in the e) быть занятым утром
morning f) неправильно набран номер
5) to confirm a meeting g) соединить с начальником
6) to ring in advance h) перегруженная линия
7) to be available for sale
8) to obtain his message

to suggest the Purchasing Department Manager
confirmed messages
to put through to their omitting these facts from the contract
looking up the wrong number
to be busy with in the telephone book
exdirectory about payment
arrangement information
to dial the hotel receptionist

1. / The / extension / I / have / must / wrong /.
2. / I / to / else / in / Department / the / could / someone / speak //
Purchasing /?
13
3. / All / should / right / be / that /.
4. / Will / the / the / voices / you /of/ hear / switchboard /.
5. / Her / she / a / give / can / message /?
6. / We / all / confirmed / he / the / had / arrangements / made /.
7. / Bee / is / Mrs. / on / away / vacation /.
8. / You’d / up / in / better / advance / look / it /.
1. He вешайте трубку. Соединяю.

2. Могу я оставить ей сообщение?
3. Я думаю, Вам стоит поискать этот номер в телефонном спра
вочнике.
4. Боюсь, мистер А. в отпуске. Хотите ему чтото передать?
5. Жаль, я пытался дозвониться заранее, но не смог.
6. Завтра я буду очень занят. Могу я предложить Вам встретить
ся в пятницу?
7. Я звоню, чтобы подтвердить нашу встречу в среду.
8. Плохо слышно. Не могли бы Вы говорить громче, пожалуй
ста.
1) Fill in the blanks, where necessary, with one of these prepositions:

at, on, in:
1. I’m sorry but I’m going to Los Angeles ... Friday.

2. Could I suggest Tuesday afternoon ... 5 o’clock instead?
3. The course begins ... January, 7lh and ends ... March, 10th.
4. They bought the laundry ... 2001.
5. I’ll arrive ... 6 o’clock ... the morning.
6. He was to phone you . . Wednesday morning ... about 10 o’clock?
7. The price of electricity is going up ... October.
8. What about Monday morning ... 10 o’clock?
14
2) Form Whquestions about these sentence based on the words in bold:
1. The secretary’ confirmed an appointment in the morning. (When)
2. I’m sorry but Mr. Z is away on vacation. (Where)
3. She’s been screening these materials for an hour. (How long)
4. I was only here for a brief visit to solve all local problems. (Why)
5. My partner has been here twice. (How many times)
6. Our company produces laptop computers for businessmen. (What)
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 don’t 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.
15
• 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.
1. Both telephones and dropin 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: Marks and Spencer. Can I help you?
Mr. STANLEY: May I speak to Mr. Balk.
SECRETARY: Mr. Balk? Can I tell him who’s calling?
Mr. STANLEY: This is Mr. Stanley, from VT Systems.
SECRETARY: Hold the line, please. I’ll find out if he is in. (some
time later) Mr. Stanley? I’m afraid Mr. Balk is on
the other line at the moment. Would you like to
hold?
Mr. STANLEY: Yes, I’ll hold.
SECRETARY: Putting you through, now.
Mr. STANLEY: Good morning. This is Mr. Stanley, from VT
Systems.
16
Mr. BALK: Good morning, Mr. Stanley. What do you want
to speak about?
Mr. STANLEY: I have pleasure in informing you that we carefully
studied your materials and decided to accept your
proposal.
Mr. BALK: Thank you, Mr. Stanley.
Mr. STANLEY: I’m going to come to Glasgow and discuss with
you the main points of our agreement in detail.
Mr. BALK: When are you planning to come?
Mr. STANLEY: On Tuesday, next week.
Mr. BALK: I’m afraid I can’t 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?
Mr. STANLEY: Good. I look forward to seeing you. Goodbye.
Mr. BALK: 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 can’t managed this day.
He asks you to postpone the meeting to next week.
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 longdistance
telephone and other telecommunications services. It is a descendant
17
of the American Telephone and Telegraph Company, which built much
of the United States’ longdistance and local telephone networks,
becoming the world’s 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 company’s 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 longdistance 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 GrahamWillis Act of 1921, AT&T, as a
“natural monopoly,” agreed to provide longdistance service to all
independent telephone companies. By 1939 AT&T controlled 83
percent of all U.S. telephones and 98 percent of all longdistance
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 к nad left the localnetwork
business, AT&T remained the nation’s largest provider of longdistance
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 dataprocessing systems. In 1994 AT&T purchased
McCaw Cellular Communications Inc., the nation’s largest provider
18
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.
19
UNIT 3
The Sales Meeting
1. a manufacturer — производитель
2. brand leader — торговая маркалидер по продажам
3. a share — 1. доля, часть, 2. акция, З. пай,
4. роль, 5. участие
4. to compete with — конкурировать с
5. a competitor / rival — конкурент
6. a marketing director — директор по сбыту
7. product launch — выпуск товаров на рынок
8. sales force — продавцы
9. a customer / con — потребитель, покупатель, заказчик
sumer / enduser
10. retailer — розничный торговец
11. wholesaler — 1. оптовый торговец, 2. оптовое
предприятие
12. distribution — 1. распределение, 2. распростране
ние доходов, 3. движение товаров от
производства к потреблению,
4. рассылка
13. to capture — захватывать
14. to penetrate — проникать
15. to challenge — 1. вызывать, бросать вызов, 2. со
мневаться, 3. отрицать, оспаривать,
4. требовать
16. to outsell — 1. продавать большее количество
товаров, чем конкуренты, 2. прода
ваться лучше, чем другой товар
17. to maintain — 1. поддерживать, 2. содержать,
3. сохранять, 4. обслуживать,
5. утверждать
20
18. advertising / adver — рекламирование / реклама, объяв
tisement ление
19. aftersales service — послепродажное обслуживание
20. abovetheline — творческие расходы
21. belowtheline — технические расходы
22. to predict / to foresee / — предсказывать
to forecast
23. to expect — ожидать, предполагать, ждать
24. to aim for — стремиться
25. to hope for — надеяться
26. stateofthe art — современный
27. pricey/expensive — дорогой
28. requirement — 1. требование, 2. расходы, З. нужда,
потребность
29. to apply — обращаться
30. fluctuation — 1. колебание, неустойчивость,
2. изменение (цен, спроса), 3. теку
честь
31. malfunction — 1. нарушение функционирования,
2. отказ, 3. неисправная работа
32. to deliver — 1. доставлять, 2. снабжать, 3. выра
батывать, производить
33. subsidiary — «дочерняя» компания
34. to impose — 1. облагать, 2. налагать
35. reciprocal trading — взаимная торговля
36. discount — скидка
37. to handle — управлять, обрабатывать
38. transaction — дело, сделка
1) Match the English word combinations on the left with its Russians
1) to impose a penalty a) выпуск современных товаров
on b) доля оптовиков
21
2) stateofthe art c) продажа со скидкой
product launch d) предсказывать результаты
3) laptop computer е) обращаться за работой в «дочернюю»
manufacturers’ компанию
competition f) налагать штраф на коголибо
4) distribution of pricey g) распределение дорогих товаров
products h) конкуренция между производи
5) a wholesalers’ share телями дорожных компьютеров
6) to apply for a job in
the subsidiary
7) discount sale
8) to predict the results
to penetrate into customer

to maintain the brand leader
production the market
retail a competitor
consumer prices
to handle analysis
to capture requirements
market products
malfunction the subsidiary
to compete with fluctuation
1. / Are / for / three / we / dollar /aiming / profit / billion /.

2. / To / new / months’ / the / isn’t / launch / in / subsidiary / plann
ing /production / two / time /.
3. / More / our / the / product / than / is / expensive / competitor’s /.
4. / Every / newspapers / are / week / delivered /.
5. / Favorable / is / trading / reciprocal /.
22
6. / Account / into / you / both / abovetheline / and / take / below
theline / should /.
7. / Marketing / better / apply / our / you / had / Director / to /.
1. Эта «дочерняя» компания отвечает за выпуск качественной

современной продукции.
2. Правительство наложило ограничения (restrictions) на дея
тельность этой фирмы.
3. Доля этого предприятия в нашем деле очень мала.
4. Мы надеемся на шумную (sensational) рекламную компанию.
5. Наш главный конкурент продает больше товаров и занимает
третье место.
6. Опытный специалист почти всегда точно предсказывает ко
лебание цен на рынке.
7. Некоторые потребители приобретают товары в комиссион
ных магазинах.
8. Производители компьютеров осуществляют послепродажное
обслуживание.
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 storekeeper does not have to deal directly with thousands of
different people..?
23
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.
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 lowerthanretail 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: fullservice and limitedservice. Fullservice
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. Generalline wholesalers
carry a wide variety of merchandise, such as groceries; specialty
24
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 retailer—is 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 consumer’s home. However, businesses that are classified as
retailers secure the vast majority of their sales volume from storebased
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.
1. Wholesaling is aimed to sell ... or ... to other firms.
2. Wholesalers may be divided into three groups: ...,.
3. ... represent a wide variety of merchandise.
4. ... sell goods directly to consumers.
5. 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 we’re greatly interested in making
contacts with you. But before we’d like to get some
information concerning your company.
25
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: It’s true. Our new equipment is not a bad choice,
Mr. Lees.
Mr. LEES: But your company has not been wellknown until
recently.
Mr. FOSTER: You’re right. We have been often considered as a
secondtier player behind some wellknown
companies like Continental Equipment and MGM
Instruments. Our company was viewed as one that
was only good for some things. That’s changed,
we’re now respected as a company as capable as
Continental Equipment in our field.
Mr. LEES: I suppose, your equipment outperforms similar
systems.
Mr. FOSTER: We’ve worked hard and we’ve achieved some
success, Mr. Lees.
26
Mr. LEES: How long is the guarantee for your equipment, Mr.
Foster?
Mr. FOSTER: Twelve months from the startup 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: Twothree weeks from the date of payment.
Mr. LEES: And to put it into operation?
Mr. FOSTER: Twofive 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. It’s 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.
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
27
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 decisionmaking 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 fulfilled—and
done so more quickly—with 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
28
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?
29
UNIT 4
Negotiating Conditions
1. unit price — цена за единицу продукции

2. delivery date — срок поставки
3. penalty clause — пункт о штрафах за невыполнения
условий договора
4. cancellation clause — пункт об аннулировании
5. exclusivity — исключительность
6. royalty — 1. плата за право разработки недр,
2. арендная плата, 3. пошлина
7. commission — полномочие, комиссия, поручение
8. option period — продолжительность опциона (при
сделках на срок)
9. warranty period — гарантийный срок
10. irrevocable letter — безотзывный аккредитив
of credit
11. negotiation — переговоры
12. to account for — 1. объяснять, 2. принимать во
внимание, 3. являться причиной,
4. отвечать
13. deadline — крайний срок
14. to assume — 1. принимать на себя, присваивать
(себе), приобретать, 2. предпола
гать, допускать
15. concession — уступка, концессия
16. clearance — 1. очистка от пошлины, 2. погаше
ние
17. to terminate — 1. прекращать действие, 2. истекать,
3. ограничивать
18. breach — нарушение
30
19. ban — запрещение
20. litigation — 1. тяжба, 2. судебный процесс, 3. су
дебный спор
21. to comply with — соответствовать
22. to abide by — следовать, соблюдать
23. renewal on expiry — возобновление по истечении срока
24. infringement — нарушение
25. licensee — 1. лицензиат, получатель лицензии,
2. фирма, пользующаяся государ
ственным разрешением на ведение
операций
26. injunction — 1. предписание, приказ, 2. судеб
ный запрет, запретительная норма
27. to be liable for — нести ответственность за чтол.
28. restraint — 1. ограничение, 2. запрещение
29. disbursements — расходы, издержки
30. negotiations — переговоры
1) custom clearance a) гарантийный срок хранения

2) royalty payment продукта
3) warranty period for b) нарушение контракта
а product c) издержки гражданского судебного
4) breach of a contract спора
5) to put under a ban d) налагать запрет
6) to impose a restraint e) таможенная очистка
on sale of consign f) уплата роялти
ment of goods g) агент, обладающий исключитель
7) costs of litigation ными правами сбыта и закупки
8) exclusive marketing h) накладывать ограничения на про
and purchasing agent дажу этой партии товаров
31
delivery date negotiations with the government
an exaggerate value for disbursements
to calculate penalty clauses
to account for unit price
commission of all transactions
a very short deadline an agreement
to be liable of one’s concession
the amount for machines
an assumed charge
to terminate irrevocable letter of credit
to carry in this business
3) Make up sentence out of the following words:

1. /Accounts / $ 10,000 /unit/ for / price /.
2. / Confident / I / can / am / reach / we / agreement /.
3. / Such / a / period / why / delivery / long /?
4. / Can’t / to / warranty / agree / I / shorten / period /?
5. / Do / you /justify / discount / how / bulk /?
6. / Terminate / the / we / at / can’t / moment / contract / the /.
7. / Party / with / the /didn’t / one / clauses / comply /.
4) Translate into English:

1. Почему Вы хотите наложить ограничения на эту партию то
варов?
2. Боюсь, я не смогу согласиться на эти расходы.
3. Мы могли бы достичь соглашения, если бы Вы увеличили га
рантийный срок.
4. Ожидали ли Вы, что мы сможем доставить компьютеры и ус
тановить (to install) их раньше?
5. По контракту наша фирма несет ответственность за очистку
от пошлины.
6. Не волнуйтесь, у нас в контракте есть пункт об аннулирова
нии.
32
7. Контракт может быть возобновлен по истечении срока дого
вора.
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 /?
1) Read the text and say: What is the seller responsible for?
Obligations of the Seller

The seller’s 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 seller’s obligation is limited to warranting
“quiet possession”—that 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 buyer’s rights are
usually excluded if he knew of the seller’s 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 buyer’s 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 buyer’s 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

Negotiations
Mrs. BLACK: Well, let’s get started. You know, with the com
mercial side of our transaction. We were inclined
to consider the prices today.
Mr. THORN: You find them attractive, don’t you?
Mrs. BLACK: Unfortunately, no. Comparing them with those
of your competitors, they are 510% higher.
Mr. THORN: I’m afraid I can’t agree to that. Don’t you know
that we’ve made some modifications and increas
ed the warranty period?
Mrs. BLACK: Sure, I know that, but you can’t 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 troubletree performance of the equip
ment. It involves the problem of Test and Gua
rantee.
Mr. THORN: We can assure you, Mr. Black, that we won’t 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.
Mrs. BLACK: 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
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 longterm relations with
yours.
Mr. THORN: Right, but business is business. What are your
reasons for a discount?
Mrs. BLACK: I’ve already mentioned your competitors’ prices.
Besides, your price must depend on the amount
of the Contract.
Mr. THORN: Well, if you increase your order to 75,000 pounds,
we will be able to give you a 2% discount.
Mrs. BLACK: I’m afraid it’s not enough. We expected at least a
4% discount.
Mr. THORN: 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.
Mrs. BLACK: But I’m afraid that this time we can’t 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?
Mr. THORN: Well, that’s reasonable. We always give our
partners a square deal. But this price is final. Now
let’s just go through the terms of payment. We
accept: Cash, Letter of Credit, Telex Transfer,
Certified Check.
Mrs. BLACK: Unfortunately, cash is out question. The Letter
of Credit appears to be the most acceptable.
Mr. THORN: All right. What currency can you pay in: sterling
or dollars? We insist on pound sterling.
Mrs. BLACK: It’s possible. Go ahead, please.
Mr. THORN: What we need is freedom of shipment from any
UK port.
Mrs. BLACK: No objections. But we need a Bill of Lading, an
Invoice, a Packing List, a Certificate of Origin, a
36
Certificate of Quality and an Insurance Policy to
be faxed within 2 days after the cargo is ready for
shipment.
Mr. THORN: Good. Let’s 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.
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 AngloAmerican 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 AngloAmerican 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 made—i.e., when the seller
delivers the deed to the buyer. The period intervening between the
contract and the conveyance is normally occupied by the buyer”s
obtaining financing for the purchase and the seller’s 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
thirdparty 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 AngloAmerican 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 AngloAmerican and
civillaw conveyancing practices would look to the differences in the
ways that real estate transactions are financed.
38
UNIT 5
Finance
1. profitability — прибыльность, рентабельность,

доходность, выгодность
2. breakeven chart — график рентабельности
3. costs — затраты, расходы, издержки
4. costing — калькуляция себестоимости
5. income — 1. доход, 2. приход, 3. заработок
6. revenue — 1. доход, 2. доходные статьи
7. overheads — накладные расходы
8. charge — 1. цена, 2. дебет, 3. налог, 4. расход,
5. плата
9. cost centers — бюро калькуляций
10. actual costs/budgeted — фактическая себестоимость / смет
costs ные затраты
11. favourable — благоприятный
12. adverse — 1. неблагоприятный, 2. пассивный
13. feasibility study — анализ экономической целесооб
разности
14. foreign exchange — курс иностранной валюты, иност
ранная валюта
15. currencies — 1. денежное обращение, 2. валюта,
3. деньги, 4. средство обращения
16. hedging — хеджирование, страховая сделка
(заключение сделок на срок по прода
же или покупке иностранной валюты)
17. exposure — воздействие
18. currentaccount — дефицит или пассивное сальдо по
deficit текущим операциям (в платежном
балансе)
19. surplus — прибавочный
39
20. to ease — понижаться
21. Corporate Treasurer — секретарь акционерной корпорации
22. Financial Controller — финансовый контролёр
23. Senior Finance — старший финансовый директор
Manager
24. balance sheet — бухгалтерский баланс
25. export sales executive — руководитель отдела по продаже на
экспорт
26. cash with order — оплата при заказе (метод оплаты
покупки, при котором покупатель
заказывает товар и одновременно
оплачивает его)
27. bills of exchange / — вексель, тратта (синоним переводного
draft векселя; этот термин употребляет
ся в определенных контекстах,
связанных, к примеру, с долговыми
требованиями, приносящими доход
государству, и долговыми требовани
ями к самому государству)
28. ledger — главная книга, гроссбух
29. overdue — просроченный
30. paperwork — отчетность, работа техническая
31. to quote — назначать цену/ставку, котировать,
расценивать
32. report/statement — отчет
33. loans — ссуда, заем
34. share issues — выпуск акций
35. bank overdraft — тратта, выставленная банком на
другой банк
36. retained profits — нераспределенные прибыли
37. tangible / intangible — материальные/нематериальные
assets активы
38. liability — 1. обязательство, 2. ответствен
ность, 3. пассив
39. expenditures — расходы (приобретения)
40
1) overhead rate a) проводить анализ экономической
2) deferred liability целесообразности
3) sales ledger b) норма накладных расходов
4) surplus account c) котировать отпускную цену
5) to carry out feasibility d) отсроченное обязательство
study e) книга учета продаж
6) adverse exposure f) реальная и неосязаемая собствен
7) tangible and intan ность
gible property g) счет излишков
8) to quote a selling h) неблагоприятное воздействие
price

currency hedging
foreign exchange a loan
to control expenditures
current retained profits
a keep track of variation
to be granted a cheque
an overdue transactions
dynamic share issues

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 / wouldn’t / to / account / we / current/
you /.
5. / A / price / quote / you / selling / will /?
41
6. / Currentaccount / out / Controller / pointed / Financial /
deficit /.
7. / Your / that / overdue / you / realize / is / payment / do /?

1. Мы проверим актив и пассив и составим финансовый отчет.
2. Они готовят отчет о доходах и балансовый отчет в конце фис
кального года.
3. Бухгалтерский отдел сообщил об эффективности сделок.
4. Он работал финансовым контролером компании два года.
5. Покупатель несет ответственность за дополнительные рас
ходы по хранению.
6. Термин «отчетность» означает движение документов, связан
ных со сделкой.
7. Противная сторона согласилась оплатить партию товара век
селем.
1) Put the verbs in brackets in the correct tense:

1. The Browns (not to pay) us since April 14, 2002.
2. The customer already (to overdraw) his credit limit?
3. These accounts (to be) outstanding for about three months.
4. Profitability of the company (to drop) since February.
5. Prices (to ease) for more than 30 days.
6. The buyer’s check (to be unpaid) since last week.
7. 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. It’s (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. Investments in 2001 were not lower than in 2002.
2. Taxes in European Community are not higher than in Russia.
3. Costs of sales are not lower this year than in 1999.
4. Ordinary dividend wasn’t less than last year.
5. We couldn’t receive more profit from this company that year.
6. Customers don’t purchase less now than last week.
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 profitearning capacity of a company’s
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 microlevel analysis of the various
elements of the marketing mix, including sales force, advertising, sales
promotion, and distribution. For example, to understand its salesforce
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 costeffective 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 company’s 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

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.
Mrs. SIMON: You see, this is the end of the year. The accounting
division is very busy.
Mr. WOOD: I know, we are all busy totaling accounts. But I’ve
already turned in the report on my department.
Mrs. SIMON: Great. You are lucky.
Mr. WOOD: So, how’s business?
Mrs. SIMON: I don’t know everything. I’m engaged with some
records and statements. I don’t have the whole
picture. But I think the company is doing very
well.
Mr. WOOD: I’m sure of it. We have to keep our creditors and
investors happy.
Mrs. SIMON: Well, balance sheet and profit and loss statement
are ready. It is the end of the fiscal year. So every
44
body can check out the assets and liabilities, net
worth (собственный капитал предприятия) and
profit position of the company in the financial
statements.
Mr. WOOD: Do you work with the pay checks?
Mrs. SIMON: Why are you asking?
Mr. WOOD: Perhaps, you could explain me the difference
between my gross pay (плата с вычетами) and
my net takehome pay (плата без вычетов).
Mrs. SIMON: The explanation takes only one wordtax. Actual
ly the salaries are done through the computer.
Mr. WOOD: Really?
Mrs. SIMON: Sure. We can’t handle any volume in a large
company without computers.
Mr. WOOD: You are right. Thank you for the information.
VI. Project
1) You’ve 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.
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 shortterm credit in the form of trade credit, bank loans, and com
mercial paper. Longterm 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 nation’s
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
1. layout — 1. расположение, планировка, план,

2. оборудование; 3. макет
2. loading — bay грузовой отсек
3. trolley — 1. тележка; 2. вагонетка; 3. троллей;
4. раздаточный столик на колесиках
4. storage — хранение
5. production shed — производственный отдел
6. workshop мастерская
7. a console — 1. корпус или шкафчик радиопри
емника, телевизора; 2. консоль
8. video process — видеонаблюдение
surveillance
9. floppy disk — дискета
10. to stack — складывать
11. raw — сырой, сырье
12. dispatch — отправка, отправление
13. disposal — 1. передача, продажа; 2. расположе
ние, размещение; 3. контроль;
4. избавление
14. to drill — 1. обучать, тренировать; 2. сверлить,
бурить; 3. сеять, сажать рядами
15. recurring — периодический
16. hiccup — остановка, прерывание время от
времени
17. glitch — 1. неожиданная поломка, авария;
2. внезапный отказ (механизма)
18. hitch — 1. задержка, заминка, помеха,
препятствие; 2. остановка
19. a tool — инструмент, орудие действия
48
20. to assemble — собирать
21. skilled — квалифицированный
22. sophisticated — 1.сложный, тонкий (о машинах,
инструментах); 2. изощренный
(вкус), 3. обманчивый
23. hand build — ручной, вручную сделанный
24. network — 1. сеть, сетка; 2. цепь, схема; 3. со
общество
25. uptodate — современный, новейший
26. accurate — точный, правильный, тщательный
27. to unscrew — отвинчивать, развинчивать
28. to reset — переставить
29. to withdraw — 1. уходить, удалять, извлекать;
2. изымать; 3. мешать
30. to punch in — вбивать, проделывать отверстие
31. to load — загружать
32. throughput — производительность
33. reciprocal — 1. взаимный; 2. ответный; 3. двусто
ронний
34. to route — направлять по определенному
маршруту; устанавливать маршрут
35. lubrication — смазка, смазывание (машины)
1) a consignment dispatch а) помещение для хранения (склад)
2) waste disposal b) удаление отходов
3) uptodate layout с) собирать корпус телевизора
4) recurring control d) сложная сеть
5) storage area е) квалифицированные рабочие
6) skilled workers f) отправка партии товара
7) to assemble a TV console g) периодический контроль
8) sophisticated network h) новейшее оборудование
49
2) Make up word combinations and translate them:
control surveillance
storage shed
loading materials
production consoles
video control
waste area
inventory disposal
finished bay
raw 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.

1. Убедитесь, что сигнализация функционирует.
2. Нажмите кнопку и вставьте карту.
3. Хотя наши традиционные товары дороже, они все ещё попу
лярны среди покупателей.
4. Они пытаются создать новейшую и эффективную маркетин
говую сеть.
5. Можно мне взглянуть на эти образцы?
6. Какая у вас производительность в час?
7. Нам необходимо организовать двустороннюю торговлю и в
то же время сохранить своё положение на рынке.
8. Наша компания покупает сырье и выпускает готовые товары.
50
1) Open the brackets using the Passive Voice (Present or Past Simple).
Translate into Russian:
1. The finished goods (to manufacture) in England last year.

2. The product (to damage) frequently last summer.
3. The strikes (to hold) at our branch in South Africa 3 years ago.
4. The machines usually (to suffer) from wear and tear.
5. 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 punchcard, take off the lid.
Then make sure that the power is on. After that put back the lid and
take out the punchcard. I hope you’ve 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.
1. May you arrange a meeting with a sales manager?
2. Could you explain the work of the alarm system?
3. May you show me the product samples?
4. Could I replace the cover?
5. Could you describe the inspection system?
6. May you enter the code number on the keyboard?
7. May I visit loading bay?
8. Could I withdraw the floppy disk from the slot?
51
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.
Harding’s 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. Where’s the Company’s Head Office?
2. Is the branch in London unimportant?
3. What’s Mr. Harding’s job?
4. How often does he have to inspect the branches?
5. Does the company buy goods abroad?
6. It imports a great deal, doesn’t it?
7. What are the Common Market countries?
V. Dialogue
Read and act out:

A New Project
Mrs. SMITH: I want to discuss another matter with you, Paul.
Mr. POWEL: Please, go on.
Mrs. SMITH: As you know, our business is expanding. At the
moment we can satisfy the demand for our products,
but the demand’s increasing. But our capital invest
ment isn’t 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: What have you in mind?
Mrs. SMITH: Well, I’d like the Company to start a new factory
in Scotland. We already have an office in Glasgow.
As you know, it isn’t working at full capacity.
Mr. POWEL: The idea sounds very interesting. I’d like to see a
detailed report on the subject.
Mrs. SMITH: Of course. I’ll 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.
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 management’s responsibilities are summarized by the
“five M’s”: 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 manager’s
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 manager’s responsibility for materials includes the
management of flow processes—both 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 manager’s 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
1. company, — общество, компания, товарищество;

firm, — фирма;
corporation, — корпорация;
association — объединение, союз, ассоциация
2. sales — сбыт
3. turnover — 1. оборот; 2. текучесть
4. branch — филиал, отделение
5. shareholder — акционер
6. Board of Directors — совет директоров, правление
7. to join — соединять, присоединять
8. holding company — холдинг, компаниядержатель,
обществодержатель
9. limited company — акционерное общество с ограни
ченной ответственностью
10. minority interest — 1. доля участия дочерних компа
ний; 2. доля меньшинства
11. invoice — счетфактура
12. to see smb. about smth. — 1. узнать; 2. спрашивать; 3. встре
титься с кемто насчет чегото
13. the headhunter (slang) — человек, переманивающий специа
листов
14. excellent track — прежние отличные успехи и дости
record (slang) жения
15. to have handson — иметь (при себе) богатый опыт
(slang) experience
16. a highflier (slang) — честолюбец
17. the name of the game — репутация (компании)
(slang)
18. recruitment — новичок
19. redundancy — сокращение
20. dismissal procedure — процедура увольнения
55
21. manpower — личный состав
22. costsaving policy — политика сохранения цен
23. to process data — обрабатывать данные
24. skilled labor — квалифицированный труд
25. to launch — выпускать
26. a sound investment — разумное капиталовложение
27. to run the organization — управлять компанией
28. charity — 1. благотворительность; 2. благотво
рительное общество
29. partnership — 1. товарищество; 2. партнерство
30. to fold up — прогореть, обанкротиться
31. to hire — нанимать (на работу)
32. staff — штат (сотрудников)
33. to take orders — принимать приказы
34. to give orders — отдавать приказы
35. to have direct authority — иметь прямую власть над кемлибо
1) to be on sales a) программа по подготовке молодых
2) joint stock сотрудников
3) limited liability b) филиал компании
4) company branch c) сокращение штата
5) staff redundancy d) оборот капитала
6) to launch product e) выпустить продукт
7) charity institution f) продаваться, быть в продаже
8) recruitment training g) акционерный капитал
program h) ограниченная ответственность
9) turn over of capital i) благотворительная организация

sales company
accounting planning
joint laws
56
offshore department
manpower manager
antitrust 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 / cashflow /.
5. We / in batches / and / the printouts / 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 /.

1. Наш оборот удвоился с 1991 года.
2. Кто ответственен за операции в Южной Африке?
3. Дочерняя компания является собственностью холдинговой
компании.
4. Насколько я знаю, Совет директоров управляет компанией.
5. Квалифицированный труд — это репутация компании.
6. Штат сотрудников — это репутация компании.
7. А как насчет уровня инфляции?
8. Как мне сказали, в этом районе наблюдается политическая
нестабильность.
1) Complete the sentences with much, many, a lot (of). Sometimes there
are two possibilities:
Example: There weren’t many people at the party.
It costs me a lot of money to run the company.
57
1. We’ll have to hurry. We haven’t got ... time.
2. Tom drinks ... much milk — one litre a day.
3. She is a very quiet person. She doesn’t say
4. I put ... salt in the soup. Perhaps too ....
5. ... people don’t 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. Don’t disturb me. I’ve got ... work to do.
9. He’s got so ... money, he doesn’t know what to do with it.
10. He always puts ... salt on his food.
11. We didn’t take ... photos when we were on holiday.
12. It’s not a very likely town. There isn’t ... to do.
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 vicepresident of marketing and a salesman. Thus
a vicepresident 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.

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: Haven’t seen you for ages. What have you been busy
with?
SUSAN: I’ve been pretty busy. Do you know my friend Nora?
I went into business with her. We have our own shop.
MAURICE: Really? How many partners are there in your
business?
SUSAN: There are two of us. Nora’s background is in
accounting. She is very good in keeping the books.
MAURICE: And you?
SUSAN: I guess I am rather good with customers. I enjoy
selling things.
MAURICE: Well, it sounds interesting. I believe you don’t run a
risk in your business.
SUSAN: I suppose all business can be risky. As partners we
are both liable.
MAURICE: Did you both put the same amount of money into
your business?
SUSAN: No, we didn’t invest the same amount of capital.
MAURICE: How did you arrange to distribute profits and losses?
59
SUSAN: We share them equally. We hope to be in business for
a long time.
MAURICE: Nice for you. I wish you success.
SUSAN: Let’s 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
Executive Marketing
Chief of the Vice-President Research
Credit Manager
Department
Product
Research
Manager
Sales Manager Production Controller
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
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Read the text and try to retell it.

Limitedliability 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 company’s 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
civillaw 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 company’s 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 civillaw 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 company’s 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 company’s shares.
Public companies are formed—or more usually created by the
conversion of private companies into public ones—when 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 onehalf
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 AngloAmerican commonlaw 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 partnership’s 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 partnership’s debts, and, by ensuring that
most of the partnership’s 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.
62
UNIT 8
After Hours
1. to reserve — заказывать
2. waiter (waitress) — официант (ка)
3. to clear the table — убрать стол
4. to order smth. for — заказать чтото на первое (второе)
the first (second) блюдо
course
5. to taste smth. — попробовать
6. to treat to smth. — угощать чемлибо
7. to be faint from hunger — умирать от голода
8. starters — закуски
9. salmon — семга
10. caviar — икра
11. lobster — омар
12. jelled fish — заливная рыба
13. clear soup (broth) — бульон
14. noodle soup — лапша
15. cabbage soup — щи
16. pears soup — гороховый суп
17. cod — треска
18. trout — форель
19. pike — щука
20. perch — окунь
21. sturgeon — осетр
22. rump steak — ромштекс
23. mutton chop — баранья отбивная
24. pork chop — свиная отбивная
25. roast chicken — жареный цыпленок
26. boiled potatoes — вареный картофель
27. fried potatoes — жареный картофель
28. cauliflower — цветная капуста
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29. stewed fruit — тушеные фрукты (компот)
30. rice — рис
31. sweet course — десерт
32. apple pie — яблочный пирог
33. drinks (beverages) — напитки
34. champagne — шампанское
35. delicious — восхитительное, великолепное
36. tender — нежный, мягкий
37. overdone — пережаренный
38. underdone — недожаренный
39. tough — черствый
40. tasteless — безвкусный
41. sour — кислый
42. to grate — тереть
43. to chop — резать
44. to grill — жарить на гриле
45. to pour — лить, вливать
46. to sprinkle — рассыпать
47. to spread — мазать
48. to mix up — перемешивать
49. to stuff — фаршировать
Useful Expressions
1. Are there any vacant — Есть свободные места в том углу?
seats in the corner?
2. Can I have a beef — Можно мне бифштекс?
steak?
3. What would you — Что бы вы мне посоветовали взять
advise me to take на первое блюдо?
for the first course?
4. What does the bill — Сколько я вам должен по счету?
come to?
5. I can’t go without — Я не могу без супа.
soups.
6. It disagrees with me. — Мне от этого нехорошо.
64
7. Are there any Russian — В меню есть русские блюда?
dishes on the menu?
8. I’d like to try some — Я хочу попробовать фирменное
Russianspecialty of русское блюдо ресторана.
the restaurant.
9. I’ll have something — Я бы съел чтонибудь легкое.
light to eat.
10. I’m on a diet. — Я на диете.
11. 1 must watch my — Я должна следить за своей фигурой.
figure.
12. It’s the specialty. — Это фирменное блюдо.
13. I’ll pay the bill. — Я оплачу счет
14.1 can’t stand the very — Я не выношу сам запах этого
smell of it. (блюда).
15. I’ve never tasted it. — Я никогда не пробовала это.
16. My mouth waters — У меня слюнки текут, когда я вижу
whenever I see it. это.
17. We’d like to reserve — Мы хотим заказать столик на
a table for four, please. четверых.
18. We have a table for — Мы заказали столик на троих на
three reserved in the имя...
name of...
19. What aperitifs have — Какие напитки у вас есть?
you got?
20. Could I have one — Можно мне принести ещё тарелку?
more plate?
1) Match the English word combinations on the left with its Russian
1) quite eatable a) заказать мороженое на десерт
2) delicious meat b) фаршировать овощами
3) to stuff with vegetables c) налог на продажу напитков
4) jelled trout d) черствый яблочный пирог
5) tough apple pie e) вполне съедобный
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6) beverage tax f) нежное мясо the sweet
7) to order icecream g) попробовать компот
for the sweet course h) заливная форель
8) to taste stewed fruit
2) Translate into English and learn by heart:

A. — Официант, Принесите нам меню! — Пожалуйста! Вот лист
с напитками.
— Извините, но мы не собираемся заказывать спиртные на
питки, мы за рулем. Мы только хотим перекусить — и все.
У вас есть омары?
— Сожалею, но их в меню нет.
— А как насчет семги?
— Она закончилась.
— Какая жалость! А каким знаменитым блюдом вы угощае
те своих посетителей?
— Куриный бульон — наше фирменное блюдо.
B. — Вы бы хотели чтонибудь покушать?

— Да, я ужасно голоден. Я съел только одно яйцо и выпил
чашку кофе утром. Чтобы вы порекомендовали мне на
первое, я не могу без супа.
— Наше фирменное блюдо — щи.
— На самом деле? У меня слюнки текут. А что на второе?
— Тушеная рыба.
— О, нет. Я не выношу рыбу. У вас есть бифштекс с жареной
картошкой?
— Как вам угодно. Чтонибудь выпить?
— Я бы не отказался от бокала красного вина.
1) Say what you are going to do:

Example: Have you cleaned the car? (tomorrow) — Not yet. I’m going
to clean it tomorrow.
66
1. Have you made the coffee? (just)
2. Have you reserved the table? (tomorrow)
3. Have you paid the bill? (after lunch)
4. Have you ordered the desert? (after some minutes)
5. Have you cleaned the table? (just)
6. 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 I’ve changed my mind.
1. Did you roast the chicken? — No, I ... but...
2. Did you pay the bill?No, I ... but...
3. Did you invite Ann to dinner? — No, I ... but ...
4. Did you order the second course? — No, I ... but...
5. Did you choose the beverages? — No, I ... but...
6. Did you watch your figure? — No, I... but...
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.
67
1) What do you know about meal customs in different countries?

2) What’s 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: Palace Restaurant.
MARTIN: Hi, I’d like to make dinner reservations for 7:30
tonight.
HOSTESS: We’re all booked at 7:30. How about 8:00 or 8:30?
MARTIN: 8:00 is fine.
HOSTESS: For how many?
MARTIN: There will be two of us.
HOSTESS: What’s your name and number, please?
MARTIN: Stevens. My number is 8607152.
HOSTESS: So, that’s a table for two at 8:00 p.m. We look
forward to seeing you, Mr. Stevens.
WAITER: We have a few specials on the menu this evening.
First there’s a lovely pepper steak served with beans
and potatoes. And we have a delicious shrimp dish
in a garlic source served over rice.
EVA: Which one would you recommend?
WAITER: I think the steak is the best thing on the menu.
EVA: OK. I’ll have that then.
WAITER: How would you like your steak?
EVA: Medium rare.
WAITER: Anything to drink?
EVA: What kind of beer do you have on tap?
WAITER: Miller, Bud and Coors.
68
EVA: Actually, I’d rather have carrots than beans with my
steak. I’ll check with the chef, but I’m sure that
won’t be a problem. Great.
(A little later)
WAITER: Would you like some coffee or desert?
MARTIN: I could go for some coffee and you?
EVA: Nothing for me, thanks.
WAITER: American coffee, sir?
MARTIN: I’d rather have a cappuccino. And the check, please.
WAITER: 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 5year 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.
69
4) Make up dialogues on the following situations:
1. You’re 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. You’re a tourist and want to try national dishes of the country you’re
visiting. Make an order.
1) Read the text and answer the question: What is your attitude towards
American fastfood restaurants?
American Contributions to Restaurant Development
The cafeteria, an American contribution to the restaurant’s
development, is originated in San Francisco during the 1849 gold rush.
Featuring selfservice, 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 quickeating 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 quickorder menu at the
counter; and the drivein, “drivethru,” or driveup restaurant, where
patrons are served in their automobiles. Socalled fastfood restaurants,
usually operated in chains or as franchises and heavily advertised, offer
limited menus—typically comprising hamburgers, hot dogs, fried
chicken, or pizza and their complements—and also offer speed,
convenience, and familiarity to diners who may eat in the restaurant
or take their food home. Among fastfood names that have become
widely known are White Castle (one of the first, originating in Wichita,
Kan., in 1921), McDonald’s (which grew from one establishment in
70
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 coinoperated 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 fullcourse 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 fastfood
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.
71
UNIT 9
Keeping in Touch
1. to book a call — заказать звонок

2. a transfer change call — звонок, оплачиваемый тем, кому
звонят
3. a persontoperson call — частный звонок (slang)
4. to keep in touch — держать в курсе
5. to keep in the picture — держать в курсе
6. to come back to smb. — держать связь с кемлибо (slang)
7. to drop a line — написать (slang)
8. facilities — оборудование
9. to dial — звонить
10. followup letter — дополнительное письмо
11. to confirm — подтвердить
12. to make an offer — сделать предложение
13. salutation — приветствие
14. to look forward to — ждать с нетерпением
15. to be grateful — быть благодарным
16. to enclose — вкладывать (в письмо)
17. to request — просить, запрашивать
18. to utilize — выполнять
19. a reservation form — бланк заказа
20. to be obliged — быть обязанным
21. in respect to — что касается
1) a warm salutation a) международный звонок
2) to confirm a payment b) сделать предложение
72
3) to book facilities c) что касается твоего предложения
4) to dial a pager d) вкладывать прейскурант
5) to enclose a pricelist e) письменное ходатайство
6) a letter of request f) заказывать оборудование
7) in respect of your offer g) подтвердить оплату
8) an international call h) позвонить на пейджер
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.
1) Match the 2 parts of one sentence, using the conjunctions: if, so, as,
as soon as:
One can use electronic mail... ...I’ll be out of the office the
whole day.
We could arrange an audio ...we receive the original, con
ference...
We’ve sent the parcel by …I get your message.
courier…
Our company can organize ...you want to transfer funds.
a video conference...
Contact me on my mobil …you are unable to come to
phone… Scotland this month.
I’ll call you back on your …we have videoconference faci
pager… lities.
We’ll send you a fax… …you should receive it tomorrow.
73
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 you’ll find all the data on the subject
you’re 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?
74
V. Dialogue
Read and act out:

An International Phone Call
Int. OPERATOR: Int. operator.
Mr. SMITH: Can I book a persontoperson call to Japan
to Mr. Wilky?
Int. OPERATOR: What’s the number?
Mr. SMITH: 13345678.Tokyo.
Int. OPERATOR: Tokyo 13345678. 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: What’s the problem? Haven’t you received the
product yet?
Mr. SMITH: Right you are. The last consignment was 4 days
delayed. We’ve lost the time and demand to
refund 10% of the money paid.
Mr. WILKY: O.K. I’ll 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 addressee’s 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 won’t be such mistakes.
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 mid1990s 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 “Email”), 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 defenserelated
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 ТСР/IР 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 network’s utility and test the limits of its technology.
Electronic mail
Electronic mail (abbreviation EMAIL) is messages transmitted and
received by digital computers through a network. An electronicmail,
or Email, 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 Email systems have
advanced features that alert users to incoming messages or permit them
to employ special privacy features. Large corporations and institutions
use Email systems as an important communication link among
employees and other people allowed on their networks. Email is also
available on major public online and bulletin board systems, many of
which maintain free or lowcost 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
1. consignment — партия товара

2. fault — вина
3. invoice — счетфактура
4. solution — решение
5. to accept respon — принимать ответственность
sibility
6. to deny responsibility — укрываться от ответственности
7. to fit — подходить, соответствовать
8. incompatible — несовместимый
9. obsolete — устаревший, вышедший из
употребления
10. to break down — сломаться, выйти из строя
11. misunderstanding — недоразумение
12. to ensure — гарантировать, обеспечивать
13. assure — уверять
14. inconvenience — неудобство
15. to complain (about) — жаловаться (по поводу)
16. overhaul — тщательный осмотр, ремонт
17. to adjust — приводить в порядок
18. to adhere (to) — быть верным, придерживаться
принципам
19. to check with smb. — сверить, проверить с кемлибо
20. to get permission — получить разрешение от коголибо
from smb. (smth.)
21 .to refund — возмещать
22. a clerical error — канцелярская ошибка
23. free of charge — бесплатно
24. to dismiss — увольнять
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1) to find a solution а) последняя партия товара
2) obsolete facilities b) полный ремонт
3) to ensure success с) вина поставщика
4) to dismiss a sales manager d) найти решение
5) the last consignment e) обеспечить успех
6) to refund the whole sum f) уволить менеджера по сбыт
7) supplier’s fault g) устаревшее оборудование
8) a complete overhaul h) возместить всю сумму

to replace incompetent personnel
to adopt sales manager
to offer productivity deal
to change new strategy
to take out recruitment procedure
to dismiss extra insurance
3) Make up sentences out of the following words. Translate them into

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

1. Счетфактура все еще не оплачена.
2. Это — всецело вина поставщиков.
3. Система безопасности не функционирует.
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4. У нас проблемы с доставкой двух последних партий товара.
5. Примите наши искренние извинения за неудобства, причи
ненные вам.
6. Мы примем меры, чтобы это не повторилось снова.
7. Я проверяю счета.
8. Следующая поставка будет бесплатной.
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. It’s not our fault. We can’t 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. The sales often makes mistakes, we ... dismiss him.

2. There are always problems with the delivery. We ... investigate this.
3. The last strategy is obsolete. We ... adopt a new one.
4. ... I consult the chief before delivering?
5. You’ve underpaid by £500. You ... check the invoice.
6. We ... arrange a refund as the fault is entirely ours.
7. We ... close the affected plants at once.
8. 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. Will you send the balance immediately? — ...
2. What did they complain about? —...
3. When will affected plants be closed? —...
4. How much did you overcharge us on that last batch? —...
5. What was the problem with the last consignment? —...
6. Will you get the permission from the accounts department soon? —
7. When will the next delivery be? —...
8. What didn’t fit: a plug or a socket? —...
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 company“Johnson 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 America’s foremost supplier of
individually wrapped sterile dressings. In 1916 a byproduct “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 doortodoor. From 1960s until the mid1980s, Avon was the
world’s largest cosmetic company, known for its appeal to middleclass
homemakers.
Avon hit hard times in 1974. Recession made many of its products
unaffordable for bluecollar customers. Women were living home to
enter the workforce, making doortodoor sales less viable. Avon’s
traditional products had little appeal for young women. President
directed Avon’s attempts to diversify and overhaul its product line
introducing the colourworks line for teenagers with the slogan “It’s
not your mother makeup.” It also updated its image through the
campaign “You never looked so good.”
V. Dialogue
Read and act out:

SECRETARY: Hello! Dairy Products Company «Danon».
Mr. LINCOLN: Good day. Can I speak to Mr. Smith?
SECRETARY: Hold on the line. I’ll see if he is in.
Mr. LINCOLN: Okay.
SECRETARY: I’ll get you through. Speaking.
Mr. SMITH: The chief manager is speaking.
Mr. LINCOLN: Good day. It’s Mr. Lincoln from «Milky Way
Company».
Mr. SMITH: What’s 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: We’ve 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 don’t want to stop dealing with you.
We’ve always enjoyed a high standard of service
from your company.
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Mr. SMITH: Sorry for inconvenience caused to you. We’ll take
steps to ensure you that this will not happen again.
Mr. LINCOLN: Undoubtedly. Keep us in touch.
Mr SMITH: Certainly. I’ll 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. You’ve 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: Good afternoon, Mr. Ivanov. We’ve written to you several times
detailing our complain, but haven’t received your reply yet.
YOU: (Apologize to him/her, say that you scrutinized his/her
complain but didn’t write the answer because you’ve
recently been very busy.).
HE: We are in a very awkward position now. We haven’t received
the shipmen which was supposed to arrive two weeks ago.
YOU: (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).
HE: When will the shipment be ready for dispatch?
YOU: (Say that the consignment will be dispatched on Friday).
HE: If we don’t receive the shipment by the end of next week,
we’ll cancel the order.
YOU: (Apologize once again; assure him/her that this time there
won’t be a delay).
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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.
1) Study these letters, compose your own ones, mind following structure.
Sample of Letter of Complaint
Men’s 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 men’s 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
ExportImport 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
1. to brace — быть начеку

2. celebrity — знаменитость
3. decline — упадок, спад
4. fictional — вымышленный
5. to label — прикреплять ярлык, маркировать
6. hawking — торговля, распространение
7. peers — ровня, равный
8. to impress — производить впечатление, поражать
9. to resemble — подходить, иметь сходство
10. market — рынок
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 company’s 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 doortodoor
(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 sport—he absolutely the best).
9. I was impressed by the new James Bond movie, especially the special
effects.
10. She wasn’t very impressed when I told her she resembled...
2) Match the English word and its definition:

1) celebrity a) A student at a university who has not yet
received a degree.
2) undergraduate b) A famous person, such a movie star or
sports star.
3) endorsement c) Something that is popular and considered
in style—or even trendy.
4) selling power d) To use a person—usually famous—to
promote or publicize a product for the
purpose of advertising.
5) fashionable e) Ability to influence or increase the sales of
a product by being associated with it.
6) trendy f) To try to sell or promote something, such
as a product or idea, often in an aggressive
way.
7) calibrate g) Something that exemplifies the latest
fashion (comes from fashion trend—
meaning the current fashion).
8) pitch h) To test and adjust something to match
it to a certain criteria or standard.
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 / Beckham’s selling power / has declined
/ his performance /.
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5. / a trendy place / Morroco’s again / for holidays / become /.
6. / our strategy / we need to calibrate / to consumer taste / more
closely /.
7. / they won’t tell us / we pitched to the new client yesterday / but /
till next week / if we’ve got the contract / .
4) Describe the relationship between each of the following pairs of words

( antonyms, synonyms, neither):
1) fashionable / smart
2) trendy / uptotheminute
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 Jое or Jane (expression)
Refers to what is considered a normal person—“Joe” 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 people—the average Joe—may 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 value—literally it’s 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 CocaCola 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 massmarket consumer electronics company.
5. A good wool suit is worth every penny.
c) Make up your own sentences with these word expressions.
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.
89
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 it’s 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
Meetings: Expressing Opinions

a) Vocabulary:
launch — to release a product onto the market

bugs — problems with computer software
rub it in — to remind someone on purpose of
something that is uncomfortable or
painful
overtime — work extra hours
burning the mid — or to work late into the night
night oil
deficiencies — weaknesses
essential — very important
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, let’s 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: 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.
SHEILA: I see. Thank you Walt. What’s your reaction to that
Bruce?
BRUCE: May or June...Well, from my point of view...that
sounds about right.
GEORGE: Excuse me, may I come in here? I wonder if I could
say something?
SHEILA: Go ahead, George. What would you like to add?
GEORGE: 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
don’t 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!
WALT: You always have to rub it in, don’t you Bruce. You
know I’m a Liverpool fan.
BRUCE: How about you, George?
GEORGE: Actually, that was one of the greatest games I’ve 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.
We’re all going to be working overtime every night,
burning the midnight oil!
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Useful Language
Formal / Careful ways to ask for an opinion:
What’s your reaction to that Bruce?
How do you feel about that, Cecilia?
Could you please share your thoughts on that, Sam?
What’s your view on this, Richard?
Tony, what’s your feelings on this?
What’s your opinion on ...?
Any comments Simon?
Elizabeth? (person’s name said with rising intonation)
Formal / Careful phrases for expressing your opinion:
I have the impression that...he didn’t realty want to come. Don’t
you think that that’s a little early? I tend to feel it’s 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...we’re doing very well in this market.
The way I see it, we’re heading for trouble.
Obviously, there’s 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?
93
c) Rearrange the jumbled sentences to make phrases you can use to ask
or state an opinion:
what’s 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.
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 firm’s 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 — подход
2. staff — личный состав, штат служащих
3. to push through — проталкивать, пробивать
4. to recap — повторять, перечислять, резюмиро
вать
5. brand recognition — признание бренда
6. surge — резкий подъем
7. mediocre — посредственный, заурядный
8. initiative — инициативный
9. inconsistent — несовместимый, непоследователь
ный
10. essential — важный, основной
11. commitment — обязательство
12. to scratch heads — чесать головы
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
96
8) shortfall h) term to describe how well a brand
is known
9) commitment i) Customer relationship Management
10) inconsistent j) showing determination and energy
in doing something
2) Describe the relationship between each of the following pairs of words

(antonyms, synonyms, neither):
1) Analyzed / examine / look at
2) deficiencies / weaknesses
3) essential / very important
4) initiative / shy
5) essential / unnecessary
6) commitment / obligation
7) amount / total
8) effective / successful

1. / should use / some structure / you / to close down presentation /.
2. / the last part / Nick says / is over / that / his presentation / of /.
3. / to recap / my report / of / I would like / the main points /.
4. / shows / that / Nick / is making / he / his final comments /.
5. / for / attention / your / you / thank /.
1) Turn from Direct into Reported speech:

1. First, I analyzed the sales results for 2006. ( Nick says that…)
2. Now I’d like to recap the main points of my presentation.
3. Let me leave you with one thought.
4. 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 I’m very interested in hearing your comments.
97
Read the text:

The meeting takes place at HarperTolland, a major global producer
of special purpose steel. Last year HarperTolland launched a new
product line—ColorMax—which 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 HarperTolland, 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 aren’t aggressive enough in our approach
to selling. To sell you simply have to push and push hard. So as we can
see, a firstclass CRM strategy and a great marketing plan are not worth
the paper they’re written on if we don’t have qualified staff to push
them through.
Okay, that’s all I have to say on this topic for the moment.
Now I’d 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 staff’s 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 I’d like to stress is — and
I can’t emphasize this enough — that it is absolutely essential to have
an effective sales team. And effective salespeople must have effective
training. Now what I’m 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
we’ll be cracking the champagne.
Many thanks for your attention.
So now I’m very interested in hearing your comments.
98
2) Answer these questions:
What does Nick think is the biggest problem with sales?
What year’s sales results does Nick mention?
What reasons are given for the failure to increase brand recognition?
In Nick’s 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.
Mr. WOOD: 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.
Mr. BROWN: 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.
Mr. WOOD: 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 candidate’s spoken
communications skills.
Mr. BROWN: I agree with you completely. Working for a long
time I have noticed that most managers are fairly
adapt at identifying a candidate’s technical quali
fications.
99
Mr. WOOD: More than that to augment the positionrelated
technical questions there are some additional ones.
They help the interview flow smoothly and provide
an opportunity to evaluate the candidate’s ability
to think and communicate clearly.
Mr. BROWN: Oh! How interesting! But I must go now, let’s speak
about it next time.
Mr. WOOD: Well, see you tomorrow!
VI. Project
1. Study these phrases:

1) Right, that ends the last section of my talk.
2) That’s 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 I’ve said.
5) Finally, may I remind you of some of the main points we’ve
considered.
6) During my talk today, I’ve described the results of our investigation
7) In conclusion, my recommendations are...
8) I therefore propose the following strategy.
9) I’d like to finish with...some observations based on what I’ve 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,
I’d be glad to answer them.
16) Thank you for listening. Now, I’d be glad to try and answer any
questions.
17) I thank you all for being such an attentive audience and now I’m
sure you must have some questions, so I’ll be happy to answer
them....
100
18) So, let’s 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.
I’ve 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 I’d 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 action—let your
audience know what you want them to do.
— Finish off by thanking your listeners and inviting questions or
discussion.
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 GeneralEconomics.
The ECB has its own terms and conditions of employment, including
a competitive salary structure, retirement plan, health insurance and
101
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 ECB’s 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 policyrelated 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 abovementioned areas of specialization.
102
• 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 nontechnical 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 company’s 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.
103
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 postgraduate 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 company’s 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.
104
(e) Company Secretary:
Reporting to the Chairman, you will have the role of providing legal
and administrative support and guidance to the company’s 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 breakthrough 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 KhartoumSudan.
Fax: 00 249 11 786469
Email: nhc@sdnmobinet.net
105
Abbreviations Used in Business Letter Writing
А/С, а/с, асе. (account — текущий счет

current)
adsd (addressed) — адресовано
adse (addressee) — адресат, получатель
ad (advertisement) — рекламное объявление (мн. число —
ads)
a.m. (ante meridiem) — до полудня
app. (appendix) — приложение
Attn. (attention) — вниманию (коголибо)
B/E, B.E., b.e. (bill of — переводной вексель, тратта
exchange)]
B/L, b/1, B.L., b.l. (bill — коносамент
of lading)
cc, cc (copies) — указание на адресатов копий
письма
CEO (chief executive — исполнительный директор
officer)
cf. (confer) — сравните
Co. (company) — компания
contr. (contract) — контракт
Corp. (corporation) — корпорация
cur. (currency) — 1. валюта; 2. (current) текущий
CV (curriculum vitae) — краткая биография
dd — 1. (dated) датированный,
2. (delivered) доставленный
Dept (department) — 1. отдел; 2. министерство
doc (document) — документы (мн. число — docs.)
doz., dz. (dozen) — дюжина
eaon (except as otherwise — если не указано иначе
noted)
e.g. (exempli gratia, лат.) — например
enc, encl. (enclosed, — вложенный, прилагаемый, вложе
enclosure) ние, приложение (к письму т. п.)
106
ехс, excl. (except, — исключение
excluding, exception,
exclusion)
expn (expiration) — истечение (срока)
fig. (figure) — 1. цифра; 2. рисунок, схема
FY (fiscal year) — финансовый год
h. a. (hoc anno, лат.) — в текущем году
hf. (half) — половина
H.Q., HQ, h.q. (head — главное управление (к организа
quaters) ции)
id. (idem) — тот же
i.e., ie (id est, дат.) — то есть
inc., inch (including) — включая
Inc., inc. (incorporated) — зарегистрированный как юридичес
кое лицо (корпорация)
info (information) — информация inv. (invoice) — счет
фактура
IOU (I owe you) — долговая расписка
L/C, /.с, I/c (letter — аккредитив
of credit)
LLC (limited liability — компания с ограниченной ответст
company венностью
Ltd., ltd (limited) — с ограниченной ответственностью
LOC (letter of — гарантийное письмо
commitment)
mdse (merchandise) — товары
memo (memorandum) — записка
M.O., m. о. — 1. (mail order) — почтовый
перевод; 2. (money order) — денеж
ный перевод, платежное поручение
М.Т. (metric ton) — метрическая тонна
MV (merchant (motor) — торговое (моторное) судно
vessel)
N/A (not applicable) — не применимо (например, пункт в
анкете)
N.B., NB (nota bene, лат.) — важнoе замечание
107
NC, N.C., n/c — бесплатно
(no charge)
o/l (our letter) — (ссылаясь на) наше письмо
PA (power of attorney) — доверенность
р.а. (per annum, лат.) — в год
par. (paragraph) — абзац, параграф, пункт
Pic, PLC (public limited — открытая акционерная компания
company) с ограниченной ответственностью
РО (post office) — почтовое отделение
pp. (pages) — страницы
рр, p.p. (per pro, лат.) — от имени и по поручению
qv (quod wide, лат.) — смотри (тамто)
R&D (research and — научноисследовательские и опыт
development) ноконструкторские работы
(НИОКР)
ret (receipt) — расписка, квитанция
rept. (report) — отчет
re (regarding) — относительно
ref. (reference) — ссылка
RMS (rootmeansquare) — среднеквадратический
shipt (shipment) — отгрузка, отправка
sig. (signature) — подпись
tn. (ton) — тонна
urgt (urgent) — срочный
v., vs (versus, лат.) — против
VAT (valueadded tax) — НДС
V.I.P., VIP (very impor — особо важное лицо
tant person)
v. s. (vide supra) — см. выше
v.v. (vice versa, лат.) — наоборот
w/o (without) — без
& (and) — и (союз)
@ — коммерческое at
# — номер (амер.)
108
Учебное издание
Яшина Татьяна Анатольевна

Жаткин Дмитрий Николаевич
ENGLISH FOR BUSINESS COMMUNICATION

АНГЛИЙСКИЙ ЯЗЫК ДЛЯ ДЕЛОВОГО ОБЩЕНИЯ
Учебное пособие
109
Подписано в печать 03.06.2009. Формат 6088/16. Печать офсетная.
Усл. печ. л. 6,86. Уч.изд. л. 5,76.
Тираж 1000 экз. Изд. № 1860. Заказ.
ООО «Флинта», 117342, г. Москва, ул. Бутлерова, д. 17Б, комн. 324.

Тел./факс: (495)3348265; тел. (495)3360311.
Email: flinta@mail.ru; WebSite: www.flinta.ru
НОУ ВПО «МПСИ», 115191, г. Москва, 4й Рощинский пр., д. 9а.
Тел./факс: (495)2344315; (495)9581900 (доб. 111).
Email: рublish@col.ru
110

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РОССИЙСКАЯ АКАДЕМИЯ ОБРАЗОВАНИЯ

НОУ ВПО «МОСКОВСКИЙ ПСИХОЛОГОСОЦИАЛЬНЫЙ ИНСТИТУТ»

Т.А. Яшина, Д.Н. Жаткин

ENGLISH FOR BUSINESS

Рекомендовано Редакционноиздательским Советом

ISBN 9785976503359 (Флинта) © Яшина Т.А., Жаткин Д.Н.,

Unit 1. Arrivals ...................................................................................... 4

1. dutyfree — не подлежащий обложению тамо

II. Vocabulary Practice

2) Make up word combinations. Translate them into Russian:

3) Translate the sentences into English:

3) Make up sentences out of the following words:

1. / Would / to make / the 10th/ a / firm /1 / of / like / reservation /

III. Grammar Practice

1. ... I see your declaration, please?

1) Read the text and try to understand it without a dictionary:

Read and act out:

Mr. SPENCER: Good morning. My name is Max Spencer. I

1) You are members of the International Airline Industry Association.

2) Book rooms for a delegation of 7 people. Three of them are women

VII. Additional Information

1) Think over the reasons of Statles’s success.

1. to put through — соединять (по телефону)

II. Vocabulary Practice

2) Make up word combinations. Translate them into Russian:

3) Make up sentences out of the following words:

4) Translate the sentences into English:

1. He вешайте трубку. Соединяю.

III. Grammar Practice

1) Fill in the blanks, where necessary, with one of these prepositions:

1. I’m sorry but I’m going to Los Angeles ... Friday.

IV. Comprehension Text

Read and act out:

1) Your new secretary is a young girl. She is rather diligent but

VII. Additional Information

The Sales Meeting

II. Vocabulary Practice

2) Make up word combinations. Translate them into Russian:

to penetrate into customer

3) Make up sentences out of the following words:

1. / Are / for / three / we / dollar /aiming / profit / billion /.

4) Translate the sentences into English:

1. Эта «дочерняя» компания отвечает за выпуск качественной

III. Grammar Practice

1) Add the appropriate tag to create a question:

1. Some of your cars have become obsolete…?

IV. Comprehension Text

1) Read the text and try to understand it without a dictionary:

1) Read and act out:

VII. Additional Information

1) Read the text

2) Answer these questions

1. unit price — цена за единицу продукции

II. Vocabulary Practice

1) custom clearance a) гарантийный срок хранения

3) Make up sentence out of the following words:

4) Translate into English:

III. Grammar Practice

1) Make up sentence out of the following (all sentences denote a future

IV. Comprehension Text

Obligations of the Seller

1) Read and act out:

НОУ ВПО «МОСКОВСКИЙ ПСИХОЛОГОСОЦИАЛЬНЫЙ ИНСТИТУТ»

Рекомендовано Редакционноиздательским Советом

ISBN 9785976503359 (Флинта) © Яшина Т.А., Жаткин Д.Н.,

1. dutyfree — не подлежащий обложению тамо

B. — Вы бы хотели чтонибудь покушать?

3) Compose a menu for: a) a 5year old child;