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УТВЕРЖ ДЕНО
Реш ение Научно-методического совета
« 2 2 » 12 2017 (протокол № 3 )
Регистрационный № ЭУМ К/ ~7 2 }
Рецензенты:
СО ГЛАСО ВА НО
Декан
/ В.А. П илецкий/ / А.А.Потоцкий/
(инициалы, фамилия) (подпись) (инициалы, фамилия)
2017 «^2» Г 2- 2017
СОДЕРЖАНИЕ
Предисловие
Содержание учебного материала
Содержание итогового зачета
1. ПОНЯТИЕ И ФУНКЦИИ ДЕЛОВОГО ПИСЬМА. КЛАССИФИКАЦИЯ ДЕЛОВЫХ
ПИСЕМ
2. ОФОРМЛЕНИЕ И СТИЛЬ ДЕЛОВОГО ПИСЬМА. СТРУКТУРА ДЕЛОВОГО
ПИСЬМА
3. ЯЗЫКОВЫЕ КОНСТРУКЦИИ И КЛИШЕ ДЕЛОВОГО ПИСЬМА
4. ВИДЫ ДЕЛОВЫХ ПИСЕМ
5. ОСОБЕННОСТИ ДЕЛОВОЙ ПЕРЕПИСКИ ПО ЭЛЕКТРОННОЙ ПОЧТЕ
6. НАПИСАНИЕ РЕЗЮМЕ. СОПРОВОДИТЕЛЬНОЕ ПИСЬМО,
РЕКОМЕНДАТЕЛЬНОЕ ПИСЬМО ПРИ УСТРОЙСТВЕ НА РАБОТУ
7. КОНТРАКТ. СОДЕРЖАНИЕ И ОСНОВНЫЕ ПУНКТЫ КОНТРАКТА
Управляемая самостоятельная работа студентов
Литература
3
ПРЕДИСЛО ВИ Е
4
СОДЕРЖАНИЕ УЧЕБНОГО МАТЕРИАЛА
№ Тема Количество
часов
1 Понятие и функции делового письма. Классификация 2
деловых писем
2 Оформление и стиль делового письма. Структура делового 4
письма
3 Языковые конструкции и клише делового письма 4
4 Виды деловых писем 28
5 Транспортные документы 2
6 Финансовые документы 2
7 Переписка с банком 2
8 Неофициальные деловые письма 4
9 Особенности деловой переписки по электронной почте 4
10 Написание резюме 6
11 Сопроводительное письмо, рекомендательно письмо при 2
устройстве на работу
12 Контракты. Содержание и основные пункты контракта 14
Всего часов 74
5
СОДЕРЖАНИЕ ИТОГОВОГО ЗАЧЕТА
Зачет включает:
1. ответы на теоретические вопросы;
2. перевод деловой корреспонденции и документации в пределах
изученной тематики.
6
Пиши просто.
Пиши так, чтобы это запоминалось.
Пиши так, чтобы на это хотелось бы взглянуть.
Пиши так, чтобы читать тебя было бы интересно.
Бернет Лео
7
проведении переговоров, совещаний, переписке деловых партнеров из разных
стран.
Для переводчика в сфере делового общения важны навыки корректного
перевода, направленные на предотвращение недопонимания и даже
конфликтных ситуаций, которые связаны с национально-культурными
особенностями делового общения в разных странах.
К переводу документации предъявляются следующие основные
требования:
1) адекватная передача смыслового содержания оригиналов. Переводчику
следует исходить из анализа смысла текстов по представленным в них понятиям
и суждениям. Основное внимание должно уделяться ключевым понятиям и
наиболее существенным признакам. Нередко для сохранения смысла
подлинника можно использовать буквальный перевод, сопровождаемый
комментарием. Большое значение имеют экстралингвистические факторы
(особенности различных коммерческих процедур и т.п. в стране перевода);
2) правильность с точки зрения языка перевода, делающая текст простым
для восприятия;
3) адекватная передача названий и адресов. В переводах указываются
правильные, т.е. соответствующие правилам перевода и представленным
заказчиком образцам, единообразные на протяжении всего текста документа
названия компаний, фамилии и имена физических лиц, адреса и др. Следует
помнить о том, что малейшая неточность в таких сведениях может привести к
отказу в принятии документов;
4) нередко к переводу предъявляются дополнительные требования, такие
как использование терминологии клиента, полное воспроизведение структуры
оригинала, сохранение иноязычной нумерации пунктов, указание в скобках
иностранных имен собственных на языке оригинала, раскрытие значений
иностранных терминов по толковым словарям, выборочный перевод,
расшифровка аббревиатур, преобразование иностранных единиц измерения в
российские и др.
8
По тематическому признаку деловые письма делят на:
I. Коммерческие — используются при подготовке к заключению
коммерческого соглашения, а также во время исполнения условий договоров. К
ним относятся следующие деловые письма:
1. письмо-ответ — письмо, содержащее сведения, запрошенные
ранее;
2. письмо-запрос — письмо, в котором адресант обращается с
определённым вопросом к адресату, например, обращения одной стороны к
другой о желании заключить соглашение, как правило, без указания условий
сделки или уточнить какой-то вопрос при совершении сделки;
3. письмо-информация — содержит информацию о состоянии каких-
то дел, которые могут интересовать ту организацию, в которую это письмо
отсылается;
4. письмо-предупреж дение — письмо, в котором адресат
предупреждается о прекращении предыдущей договорённости, в случае
невыполнения им своих обязательств;
5. письмо-предлож ение (оферта) — заявление лица о желании
заключить сделку с указанием конкретных условий сделки;
6. письмо-претензия (рекламация) — претензии к стороне
соглашения, нарушившей принятые на себя по договору обязательства, и
требование возмещения убытков;
7. письмо-напоминание — содержит напоминание о выполнении
договорённостей, обязательств и условия, которые будут приняты в случае их
неисполнения.
II. Н екоммерческие — используются при решении различны
организационных, правовых вопросов, экономических взаимоотношений. К
ним относятся:
1. письмо-гарантия — содержит в себе подтверждения определённых
обязательств или условий и адресуется отдельной организации или
учреждению;
2. информационное письмо (письмо-уведомление) —
предусматривает информирование о каких-то событиях или фактах, которые
представляют интерес или могут заинтересовать адресата;
3. письмо-подтверж дение — содержит подтверждение получения
какого-либо товара, согласия с чем-либо, какого-то факта и т. п.;
4. письмо-благодарность — содержит выражение благодарности по
какому-либо поводу;
5. письмо-поздравление — содержит поздравления по какому-либо
поводу;
6. письмо-приглаш ение — содержит приглашение на какое-то
мероприятие;
7. письмо-прош ение — содержит просьбу сделать или прекратить
какое-то действие, побудить к действию и т. п.;
9
8. письмо-рекомендация — письмо с прежнего места работы,
характеризующее профессиональные качества соискателя работы или письмо с
рекомендациями известного адресату письма партнёра, фирмы.
9. письмо-соболезнование — содержит соболезнования по какому-то
поводу;
10. инструктивное письмо — содержит указания и разъяснения
подведомственным организациям;
11. сопроводительное письмо — состоит в сообщении адресату о
направлении каких-либо сопроводительных (неадресованных) документов,
материальных ценностей и т. п.
По структуре выделяют следующие деловые письма:
> Регламентированные — составляются по определённому
установленному образцу.
> Нерегламентированные — содержат авторский текст и
составляются в свободной форме, не имеют установленного образца.
По количеству адресатов:
1. Обычные — направляются на один адрес от имени одного
корреспондента.
2. Ц иркулярны е — направляются целому ряду учреждений
(например, руководящим учреждением своим структурным подразделениям
(несколько адресов)).
3. Коллект ивны е — направляются на один адрес, но пишут его от
имени нескольких корреспондентов.
По форме отправления деловые письма могут быть:
1. Конвертные — отосланные с помощью почты в конверте (почтовое
отправление).
2. Электронные — отосланные в электронном виде на e-mail
(электронная почта).
3. Факсовые — отосланные факсом (факсовое сообщение).
ВОПРОСЫ Д Л Я САМОКОНТРОЛЯ
10
11. Дайте характеристику письму-побуждению.
12. Дайте характеристику письму-просьбе.
13. Дайте характеристику письму-запросу.
14. Дайте характеристику письму-приглашению.
15. Дайте характеристику письму-ответу.
16. Дайте характеристику письму-претензии.
11
• излагать суть дела преимущественно простыми, короткими
предложениями, стараться избегать причастных и деепричастных оборотов, и
бесконечных «а также», отдавать предпочтение прямому порядку слов в
предложении — подлежащее предшествует сказуемому, определение стоит
перед определяемым словом, а вводные слова находятся в начале предложения;
• применять устойчивые словосочетания и обороты письменной речи;
• употреблять специальные термины в их общепринятом,
единообразном для понимания толковании, и только в том случае, если
применение термина является совершенно необходимым, исключить
устаревшие слова и выражения (архаизмы), отжившие канцелярские обороты,
заимствования из местных диалектов. б е д у е т также остерегаться включения в
текст различных недавно появившихся выражений, профессионального жаргона
и т. п.;
• излагать суть проблемы в спокойном, ровном тоне. Проявление как
чрезмерной любезности, так и недоброжелательности, граничащей с грубостью,
не допускается. В процессе изложения следует быть умеренным в просьбах,
сдержанным в оценках событий, объективным при изложении фактов. Не
следует намекать получателю письма на его мнимую невнимательность, вводя в
заключительный текст письма формулировку типа: «Предлагаю внимательно
изучить...»;
• не следует побуждать адресата спешить при вынесении решений,
вставляя в текст письма слова «Срочно», «Незамедлительно», «В возможно
более короткие сроки». Лучше указать, когда бы вы желали узнать о решении,
например, следующим образом: «Убедительно прошу Вас сразу же сообщить о
своем решении»;
• не следует содержанием (или подтекстом) документа навязывать
адресату ожидаемый исход освещаемого в письме вопроса, например, так:
«Прошу изучить и решить вопрос положительно» или «Прошу утвердить эту
кандидатуру»;
• в том случае, если вы сообщаете о том, что выполнение поручения
или просьбы не представляется возможным, не стоит начинать письмо с
констатации отказа - нужно сначала изложить мотивацию своего решения и
дать понять, что при определенных обстоятельствах к рассмотрению вопроса
можно вернуться. Следует проявлять известную дипломатию и в тех случаях,
когда вы сообщаете о чем-то положительном: дайте понять, что исполнение
чьей-либо просьбы стоило вам известного труда, ибо в противном случае вы
рискуете столкнуться с новыми настойчивыми обращениями по ещё менее
существенным проблемам.
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мысли, но и к форме оригинала; необходимо сохранять архитектонику и
рубрикацию текста документа, его форму и специфику формуляра».
Отличия письменного и устного перевода в сфере делового общения
продиктованы объективными факторами, особыми условиями осуществления
переводов, например, отсутствием временных ограничений, возможностью
неоднократно возвращаться к тексту с целью его редактирования и т.п. В связи с
этим в письменном переводе делового общения более частотны, чем в устном,
такие трансформации, как лексическое развертывание, грамматические замены,
конверсная и фразеологические трансформации. В целом для письменного
перевода характерно большее использование трансформаций, чем при переводе
устном.
Письменная деловая речь по сравнению с устной отличается большей
регламентированностью и стандартизованностью, поэтому переводчику в сфере
письменного делового общения необходимо быть знакомым с основными
образцами, моделями документов в лингвокультуре переводящего языка.
Меньшая значимость шаблонов, моделей в устном переводе объясняется также
и тем, что устная деловая речь гораздо более приближена к нейтральному
стилю речи, чем письменная.
П ри осуществлении делового перевода следует строго соблюдать
следующие правила:
1) краткость. Текст оригинала должен быть максимально кратко и
лаконично изложен;
2) точность. Обеспечивается адекватной передачей прецизионной
лексики (имен собственных: фамилий, имен, географических названий и т.п.,
терминов); корректной передачей цифровых данных. При осуществлении
делового перевода особое внимание обращается на перевод различных
сокращений. Все аббревиатуры необходимо привести в соответствие со
специальными и общепринятыми сокращениями, те сокращения, которые не
подлежат переводу, сохраняются на языке оригинала. Переводчик должен
пользоваться актуальной терминологией, овладеть которой невозможно без
обращения к оригинальным документам на иностранном языке;
3) ясность. Содержание перевода не должно вызывать неоднозначного
толкования;
4) литературность. Переведенный текст должен соответствовать всем
нормам литературного языка, на который осуществляется перевод, поскольку
реципиент должен получить перевод в привычной для него языковой форме. В
связи с этим переводчик должен знать особенности лингвистического
оформления официальной документации в языке перевода;
5) идиоматичность. Насыщенность официально-деловой речи идиомами
(штампами) представляет определенную сложность для переводчика, поскольку
оптимальный вариант перевода связан с заменой штампа на исходном языке
соответствующим штампом на языке перевода. Используемые в переводе
13
идиоматические выражения должны отвечать критерию семантико
стилистической адекватности и частотности использования;
6) как известно, одной из ярких черт официально- делового стиля являетс
стандартизованность текстов, которые составляются по существующим в
каждом языке шаблонам. Поэтому такие тексты переводятся по строгим
(детерминативным) нормам, творческие способности переводчика в данном
случае уступают по значимости компетентности переводчика в определенной
сфере (экономике, юриспруденции, отрасли бизнеса и т.п.). Под компетенцией
подразумевается не только знание терминов и специальных оборотов речи, но и
знание композиции, характерной для данного жанра документов в языке
перевода.
Таким образом, при определении эквивалентности перевода в сфере
делового общения на первый план выходит стереотипность деловых текстов,
которая проявляется и в композиции, и в употреблении языковых штампов.
ВОПРОСЫ Д Л Я САМОКОНТРОЛЯ
1. Какой стиль используется при написании делового письма?
2. Перечислите стилевые черты официально-делового стиля.
3. Что нужно помнить при подготовке содержания письма?
4. Какие требования предъявляются к письменным переводам в сфере делового
общения?
5. Чем обусловлены и в чем заключаются отличия письменного перевода от
устного?
6. Перечислите правила, которые нужно соблюдать при осуществлении
делового перевода.
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Каждый документ, написанный как на бланке, так и просто на листе
бумаги, должен иметь поля (не менее): левое - 20 мм; правое - 10 мм, верхнее -
20 мм, нижнее - 20 мм.
2. С сы лки и даты.
Ссылка состоит из инициалов диктующего, за которыми следуют
инициалы машинистки. Для ссылок можно использовать буквы и цифры,
обозначающие отдел или сектор пишущего, номер дела и т. д. (в британских
письмах ссылка обычно помещена над датой, в американских - в левом нижнем
углу письма).
Дж ДС/М Б
(имя диктующего - Дж. Д. Смит; имя машинистки- Мери Браун).
15
Под индексом исходящего письма может быть дана ссылка на индекс
входящего письма (письма, на который дается ответ):
Our ref.
PJM/MMH/112/5 3 0
Your ref. PJC/ED/4384
February 6, 1995
95.02.06
95-02-06
16
а) Н аименование и почтовый адрес организации или фамилия и почтовый
адрес лица, которому направляется письмо, представляются на левой стороне
бланка письма у линии поля немного ниже строки с датой.
Название организации или фамилия лица обычно пишутся на отдельной
строке.
Каждая фирма имеет свое определенное название. Частные фирмы,
принадлежащие одному лицу, могут быть зарегистрированы под именем
собственным (именем основателя или владельца) или под нарицательным. В
названиях некоторых товариществ нет собственных имен. Названия
государственных компаний Великобритании включают в себя сокращение PLC,
а частные с ограниченной ответственностью - слово Limited(Ltd).
Американские корпорации имеют названия, оканчивающиеся словом
Company(Co), Corporation(Corp) или Incorporated(Inc); Pty.Ltd (propriety limited)
обозначает частные компании с ограниченной ответственностью в Австралии и
Южной Африке; Pte. Ltd- сокращение, используемое частными компаниями с
ограниченной ответственностью в Сингапуре.
б) Титулы.
Mr. Мистер, Mrs. Миссис, Miss. Мисс -это обычные вежливые формы
обращения.
17
Professor (Prof). К зарегистрированным компаниям и другим корпоративным
органам часто обращаются через официальное лицо, имя которого не
упоминается.
В русском письме обращение располагается по центру, после него
ставится восклицательный знак. В английском и американском письмах
обращение располагается слева, при этом в английском письме после
обращения ставится запятая, а в американском - двоеточие.
в) Почтовый адрес.
Почтовый адрес состоит из номера дома и улицы; местности; названия
округа, штата или провинции; почтового кода. В зарубежной корреспонденции
необходимо добавить название страны назначения (на языке страны
отправителя). Если у адресата имеется почтовый ящик, то номер почтового
ящика проставляется вместо номера дома и улицы. Когда письмо посылают на
временный адрес человека (или частное письмо человеку на адрес компании),
то используют сокращение c/o (care of).
18
Mr. Herring F.E.
Director
Anglo-Continental Group
Bournemouth, England
M r D Collins
Marketing Director
Harraps Ltd
19 Ludgate Hill
LONDON
M r F Williams
T.I.L. Engineering Ltd
Waterside House
Ponsharden
FALMOUTH
а) П ривет ст вие.
Если имя и фамилия адресата неизвестны, то приемлемы следующие
обращения: Sir, Madam, Dear Sir, Dear Madam - обращения строго официальные.
В циркулярах и подобных письмах используется объединенная форма Dear
19
Sir/Madam. Приветствие Dear Mr.(Mrs.,Miss) подходит тогда, когда
корреспонденты лично знакомы друг с другом или когда пишущий желает
установить дружеские отношения с адресатом.
В письме двум или более мужчинам, фирме или другой организации
используют приветствие Sirs и Gentlemen. Первое предпочитают в
Великобритании, второе - В Соединенных Штатах. Mesdames - в США также
Ladies - приветствие, используемое в письме двум или более женщинам или
фирме или организации, полностью состоящей из женщин.
Люди, хорошо знающие друг друга и называющие друг друга по имени,
используют неофициальное обращение Dear... Пишущий может написать
приветствие от руки, чтобы придать своему письму менее официальный тон.
Если он хочет придать своему письму вид личного послания, он может
поставить внутренний адрес в нижнем левом углу бланка или опустить его
совсем.
20
Письма, начинающиеся с неофициального приветствия, завершаются
дружескими фразами:
With best regards
With kind regards
С наилучшими пожеланиями
г) Подпись.
Полномочием подписывать от имени фирмы наделены владелец, партнеры
совместной компании, официальные лица компании и служащие, которым это
полномочие было передано (уполномоченные стороны). Так как многие
подписи трудно прочитать, имя подписывающего обычно печатается ниже
подписи. Партнер, подписывающийся за свою фирму, пишет название фирмы,
не добавляя своего собственного имени. Должностное лицо должно указывать
свою должность. Название фирмы или организации часто пишут над подписью,
это необходимо, если письмо писалось от первого лица множественного числа.
Служащий, которому предоставлено полномочие подписывать на
основании доверенности, добавляет сокращение per pro. или p.p. (per
procurationem).
P.S. Wilson
Managing Director
Signed in Mr. Wilson's absence
Mary Woodson
secretary to Mr. P.S. Wilson.
21
5. Дополнительны е части письм а
б) Суть письма.
Для удобства читающего перед содержанием письма излагается его суть.
Суть письма обычно помещается ниже приветствия. Если же суть помещается
над приветствием, то ему предшествует слово "или" -"or". Суть письма
печатается заглавными буквами или подчеркивается.
Dear sirs
MACHINE MAINTENANCE
Об аренде помещения
Renting a building
22
в) П рилож ения и копии.
Когда письмо посылается с приложениями или когда филиал фирмы
должен получить копию, это указывается в левом нижнем углу бланка письма.
В Американских письмах эти обозначения ставятся прямо под
начальными буквами ссылки. Используются следующие типы обозначений
приложения:
г) Постскриптум.
Если после того, как деловое письмо уже было написано надо сообщить о
событиях, которые произошли позже, в конце письма ставится символ P.S -
постскриптум
Постскриптум, напечатанный в нижней части письма, добавляется для
того, чтобы информировать читающего о происходящем в последнюю минуту
событии или подчеркнуть важный момент. .
д) Заглавия лист а продолжения.
В заглавие листа-продолжения входит имя адресата, дата и номер
страницы. Расположение зависит от компоновки письма.
6. Ф ормы пунктуации
Пунктуация в основной части письма такая же, как и в любом другом
письменном тексте. По отношению к другим частям письма существуют три
различные формы пунктуации: открытая, закрытая и смешанная. В письме с
закрытой пунктуацией знаки препинания ставятся после даты, каждой строки
внутреннего адреса, приветствия и заключительной фразы. При открытой
пунктуации эти знаки препинания опускаются. В Великобритании это
относится также к точкам после сокращения. В письме со смешанной
пунктуацией ставится запятая (в Американском письме двоеточие) после
приветствия и запятая после заключительной фразы. Язык деловой
23
корреспонденции приближается к разговорному языку, но деловая переписка
требует четкости и лаконичности.
7. О формление конверта
На конверте пишутся два адреса: адресата и отправителя. Адрес
получателя - это подробный внутренний адрес. Когда используется конверт с
окном, то внутренний адрес самого письма служит и как адрес на конверте.
1. REGISTERED___________________
Messrs.A.Smith & Co., Limited,
25 Leadenhall Street,
London, E.C. I,
England.
2. AIR-MAIL_______________________
The Modern Machine Tool Corporation,
300 Lincoln Street,
Chicago, Illinois,
U.S.A
24
Образец составления делового письма
Ш апка на фирменном GREEN & CO., INC.
бланке 12 Leadenhall St., London
2 интервала
Д ата March 17, 2011
2 интервала
Адрес Smith & Co., INC
4 Oak Street Philadelphia, Pennsylvania
2 интервала
Внимание Attn.: Mr Watson, Sales Manager
2 интервала
П риветствие Dear Sir
2 интервала
Касательно Request for a Sample
(подчеркивается)
2 интервала
Текст письма с Thank you for your letter dated 15th August regarding
двойны ми your MD-disinfectant. Before making a decision as to
интервалам и между whether we should place an order for a quantity, we
абзацами should be pleased if you could arrange for a sample to be
sent to us in order that we may test the suitability of the
disinfectant for the application we have in mind.
2 интервала
Заклю чительная Yours faithfully,
фраза
2 интервала
Название фирмы Green & Co., INC
25
Оформление делового письма
В современной деловой переписке общепринятым является блочное
оформление делового письма (block style). Это означает, что информация
письма располагается «блоками» (Дата, Адрес, Заголовок, Приветствие,
Концовка и т.д.). Четко определенная блочная структура позволяет легко
составить письмо, а единообразная форма — быстро ориентироваться в потоке
деловой корреспонденции.
Существует несколько стилей деловых писем блочной структуры. Стиль
определяется форматом отступа строк или абзацев.
2. Полублок.
1) весь текст выравнивается по левому краю;
2) первые строки абзаца с отступом.
3. И змененный блок.
1) весь текст выравнивается по левому краю, за исключением адреса
автора, даты и закрытия;
2) абзацы без отступа.
Адрес автора, дата и закрытие размещаются справа от средней части
страницы, т. е. Со значительным отступом от левого края страницы.
4. И змененный полублок.
1) весь текст выравнивается по левому краю, за исключением адреса
автора, даты и закрытия;
2) первые строки абзаца с отступом.
Адрес автора, дата и заключительная часть размещаются справа от
средней части страницы, т.е. со значительным отступом от левого края
страницы.
26
Block Style
Bredgade 51,
DK 1260,
Copenhagen K,
DENMARK
6th May 2004
Soundsonic Ltd,
Warmick House,
Forest Hill,
London SE23 1JF,
UNITED KINGDOM
For the attention of the Sales Manager
Dear Sir or Madam,
Please would you send me details of your quadraphonic sound systems which
were advertised in the April edition of Sound Monthly?
I am particularly interested in the Omega range of equipment that you specialize in.
Yours faithfully,
B. Kaasen (Ms)
B. Kaasen
27
Modified Block Style
SOUNDSONIC Ltd.
Warmick House, Warmick Street, Forest Hill, London SE23 1JF
Chairman John Frank O.B.E. Directors S.B. Allen M.Sc., N. Ignot
Telephone (081) 566 1861 Fax: (081) 566 1385 Telex: 819713
Dear Ms Kaasen
Thank you very much for your enquiry which we received today.
1 am enclosing our catalogue and price-list for the equipment you said you were
interested in. I would like to draw your attention to pages 31-35 in the catalogue where
you will find full details of the Omega range.
We would welcome any further enquiries you have, and look forward to hearing
from you.
Yours sincerely
Mary Raynor (Ms)
p.p. D. Sampson
Sales manager
2 Enc.: Catalogue
Price List
28
3. ЯЗЫКОВЫЕ КОНСТРУКЦИИ И КЛИШ Е ДЕЛОВОГО
ПИСЬМА
У Initiating a letter:
We are writing to enquire about ...
We are writing in connection with ...
We are interested in ... and we would like to know ...
У-Answering a letter:
Thank you for your letter o f (date) asking i f ...
We have received your letter o f (date) enquiring about...
We acknowledge with thanks receipt o f your letter dated (date) enclosing ...
We are obligedfor your letter o f (date) concerning ...
y E n d in g a letter:
I look forward to receiving your reply/order/products/etc.
Looking forward to hearing from you.
I hope that this information will help you.
Please contact me i f you need any further information.
Please fe el free to contact me i f you have any further questions.
Please let me know i f you need any further information.
yR eferring:
With reference to ...
Further to ...
With regard to .
I am writing in connection with ...
Referring to your (our) letter o f ...
We revert to our telephone conversation ...
With further reference to .
Notice that you shouldn’t start your letter with ‘with regard to '.
yG iv in g good/bad news:
good news
pleased tell
I am delighted to inform you that
happy advise
29
bad news
tell
I regret to inform you that
am sorry advise
We regret that ...
yG iv in g reasons:
due to ...
owing to ...
This is as a result o f ...
because o f .
Notice that ‘owing to ... ’ is normally only used for bad news. If you want to use a
verb after these phrases, add the fa c t that ... , e.g. ‘This is due to the fact that the
dollar has fallen’.
> Apologizing:
We must apologize fo r ...
We apologize fo r .
We are extremely sorry fo r ...
We are extremely sorry that ...
30
Please could you inform us (about/if) .. without delay.
We would appreciate it if you give us some further immediately.
could details about .
y M a k in g a m ild complaint:
- say that, unfortunately, something is wrong. For example,
Unfortunately, we haven t yet received the filing cabinets.
y M a k in g a point:
I should like to draw your attention to (the fa ct that)
I should like to point out that .
I should like to remind you that .
I hope that it is not necessary to remind you that ...
yW arning:
Unless ... we will be forced to
I f ... (not) ...
y M a k in g a strong complaint:
- say exactly what is wrong. For example,
It is now over nine months since we placed this order and we are still waiting fo r the
cabinets.
- make a point connected with this. For example,
I should like to point out that we have already paid fo r these cabinets.
- demand immediate action. For example,
We must insist, therefore, that you deliver them immediately.
- give a warning, if you think it is necessary. For example,
Unless we hear from you within 7 days, we will take legal action.
31
y M a k in g a letter more personal:
At each phrase you can say something about what you said - or could not say - to
each other, like this:
Thank you fo r your letter. It was very interesting to hear about the new
developments at Wentol.
It was a pity that I missed you when you visited my office last week. I would
like to have heard all your news.
It was a pleasure to have dinner with you last Thursday. I think we had a very
useful discussion.
It was good to talk to you on the telephone today. I was pleased to hear that
you will be coming to visit us next month.
If you are writing to someone you know and you want to be friendly, you can
introduce your letter in the following ways:
Giving information I thought you might be interested to hear about...
Requesting information or action I was wondering if you could help me.
Complaining I am afraid we have a small problem.
Giving bad news I am afraid I have some bad news.
Less formal letters often close by mentioning something personal. For example:
I look forward to seeing you again next time I am in Bahrain.
I f ever you are in London, please give me a ring or call in.
Please give my regards to Diana Smith.
Please pass on my best wishes to M r Lund. I hope that he has now recovered from the
‘flu .
32
SPECIMEN LETTERS
I. Letter Layout.
Ex. 1. Look at the following two letters and answer the questions.
1. What can you notice about the layout of the paragraphs?
2. Is there any punctuation in the addresses?
3. What differences are there between the two letters?
4. What style is it?
Word List:
expand - make bigger
filing cabinets - office furniture for keeping files and folders
pp - ‘in the place o f’
Ex. 2. There are many ways to lay out a business letter. The letters from Intercity
B ank are examples o f the most common way. Complete the description:
• The name and address of the addressee (the person you are writing to) are at the
top on th e ___________ (left or right?).
• There is no punctuation in the address or after “Dear ...” or after “Yours
faithfully/sincerely”.
• The date is on th e ___________ (left or right?).
• The paragraphs start at the margin. Between each paragraph there i s ___________
33
Intercity Bank plc
Jalan Thamrin 58
Jakarta 11196
Indonesia
Tel 021-6376018
Fax 021-6376333
wvwv.intercity.com/indonesia
Your ref:
Our ref: JL/da/246
Prapatan Office Supplies 12 January 2004
Jalan Prapatan 7
Jakarta
34
2)
..
14 Intercity Bank plc
Jalan Thamrin 58
Jakarta 11196
Indonesia
Tel 021-6376018
Fax 021-6376333
wvwv.intercity.com/indonesia
Your ref:
Mr S Basuki
Our ref: JL/fh/246
Jakarta Furnishings
7 Jalan Arjuna 12 January 2004
Jakarta
Dear Mr Basuki
Office furniture
We are expanding our offices in Jakarta and we will need extra desks,
lights, chairs and filing cabinets.
Please send us your catalogue with prices, sizes and colours for these
items.
Yours sincerely
Susan Woods
pp Jennifer Long
Manager
Interfon, Inc., USA, is looking fo r new business so they sent a letter to their bank’s
branch in Bahrain. They received the fa xed reply shown. Read the letters and answer
the questions.
1. What differences are there between the layouts o f the two letters?
2. How can Eastern Bank help Interfon?
3. Do they send anything with their letter? How could you know about it?
4. How do Eastern Bank begin the body o f their letter?
Word List:
: - sometimes used after opening in American English
catalogs - British English: catalogues
Sincerely yours - British English: Yours sincerely/Yours faithfully
inquire - ask
forw ard - send further, pass on
35
enc - short for 'enclosure'
top copy - the original letter (rather than a photocopy or fax)
records - files
D ear C orporate Section M anager: - in American English, a job title is sometimes
used to open a letter (British English: Dear Sir or Madam).
1)
Interfon. Inc.
Your ref
Our ref RW:jd 1677 sea Harbor Drive
Orlando, Florida 35509
Corporate Section Manager USA
Eastern Bank Telephone: 407-240 3000
PO BOX 3455 Fax: 407-240 5454
Bahrain export@interfon.com
Arabian Gulf
February 8, 2006
Sincerely yours
Robert J. Winston
Robert J. Winston
Export Division
enc
36
2) 20 2 2005 15:03 FROM: EASTERN BANK, BAHRAIN 254363 p. 01
EASTERN BANK
PO Box 3455 Bahrain
Your ref: RW:jd Arabian Gulf
Our ref: HD/mm Tel 254809 Fax 254363
www.easternbank.com.bh
Mr Robert J Winston
Export Division Interfon, Inc.
1677 Sea Harbor Drive 20 February 2006
Orlando, Florida 35509
USA
Dear Mr Winston
Thank you for your letter of 8 February, enquiring about agents for your
products. I am faxing this reply now but I will forward the top copy to you for
your records.
We have passed your letter on to the following companies who will contact
you direct:
Arabian Electronics PO Box 26180 Bahrain
Al Khajah Ltd PO Box 453 Bahrain
Zayani Radio and Television PO Box 76511 Bahrain
We hope that this will help you.
Yours sincerely
Husain D haif
Husain Dhaif
Corporate Section
37
SOUNDSONIC Ltd.
Warmick House, Warmick Street, Forest Hill, London SE23 1JF
Chairman John Frank O.B.E. Directors S.B. Allen M.Sc., N. Ignot
Telephone (081) 566 1861 Fax: (081) 566 1385 Telex: 819713
Your ref:
Our ref: DS/MR
Word List:
enquiry - запрос
enclose - прилагать
full details - полные подробности
price-list - прейскурант
the above invoice - вышеупомянутый счет
rem inder - напоминание
clear an account - очистить учетную запись
place the m atter in the hands of our solicitors - передать дело в руки наших
поверенных
38
Ex. 2. Join these salutations and complimentary closes.
a) Dear Mrs Wilson b) Dear Madam c) Dear Ms Hemsuchi d) Dear Susanna
e) Dear Mr Gonzalez f) Dear David g) Dear Sir or Madam
Ex. 3. There are ten mistakes in this letter. Can you fin d them? Write out the letter
correctly, in ‘blockstyle’.
39
Ex. 4. Put in the missing salutations and complimentary closes.
a) The manager b) John Hall c) Ms B Carrillo
Fuchi Bank Ave Paul Hymans Restaurante jBien Padre!
Tokyo 101 1200 Brussels Guadalajara
D ear................ D ear................... D ear.................
Yours............... Yours................. ...........................
d) The Manageress e) Trufit Shoe Co. f) Mrs H Cheng
Bells Supermarkets 841 Pacific St 5 Hatton Road
76 Oxford Road Los Angeles 90121 Hong Kong
Bath BA2 5HD ............................... ............................
Ex. 5. These letters are mixed up. Put the sentences in it in the correct order. Rewrite
the letters in block style (a) and modified block style (b). A dd anything that is
obviously missing.
a)
1. LM/hp
2. Presser UK Limited
199 Knightsbridge
London SW7 1PJ
Tel: 071 586 5733
Telex: 22498
Fax: 071 586 9474
3. Linda Morgan (Mrs)
4. Miss Juliette Rocache
84 Ave du Generalle de Gaulle
91 160 Longjumeau
France
5. Yours sincerely
6. Managing Director-Administration
7. Thank you for your letter of 6 May which has been passed on to me by Mr. Webb.
40
Mr. Webb has asked to inform you of your conditions o f employment regarding
Social Security arrangements. In cases like yours where we provide work
experience facilities for overseas students, an individual is not covered by UK
Social Security as he/she is not considered as an employee.
If you have any questions to ask on this or any other matter, please do not hesitate to
get in touch.
b)
1. I must insist, therefore, that you refund at least 10% of our money.
2. I would like to remind you that your advertisement said ‘superior hotels’.
3. I am writing to complain about your Tour 5210 to Mexico.
4. If we do not receive adequate compensation, I will be forced to write the local
newspaper.
5. The quality o f the food in the hotels was terrible and everybody in our group was
sick most o f the time.
6. Yours faithfully
7. Daniel Thomas
8. Mr Daniel Thomas
9. Dear Sir or Madam
Ex. 6. These two letters are on the same subject but the language used is very
different. The first is from the Inland Revenue and is formal. The second is from a
friend and is informal. As you read underline the language which is equivalent in
meaning but not in formality.
41
Dear Mr. Williams,
I am writing with reference to you letter of June 18 and apologise for the
delay in replying. However, the following are my comments on the various
points you rise.
A. UK tax assessment is at present based on 86% of earned income at the
lowest threshold.
B. It would be feasible to claim a rebate on any money earned abroad.
C. You would be well advised to claim for UK tax exemption and declare
income, following the standard procedure, the local income tax
authorities in your country of residence.
I enclose a claim form (DST/689) for this purpose.
I trust you will find this information useful. However, should you have any
further queries do not hesitate to contact me.
Yours sincerely,
Alexander V. Volodko
Alexander V. Volodko
Information Officer
Dear Bill,
Thanks a lot for your letter which I got on Wednesday. Sorry I haven’t got
back to you sooner, but anyway, here are my ideas on the things you wanted
clearing up.
A. You have to fork out about j of your pay packet for the taxman.
B. There’s no way you can get anything back on money made abroad.
C. Your best bet is to ask not to pay tax in UK and tell tax people over
there how much you earn.
Hope this is OK. If there is anything else you want to know drop me a line.
All the best,
Bob
42
Ex. 7. Decide which o f these sentences are form al and which are informal. Group
together those with a similar meaning.
1. How about looking at Dimitry’s idea?
2. Much as I would like to be an assistance, it is beyond my power to intervene.
3. Say ‘hello’ from me and tell Samira to get better soon.
4. As this matter is entirely beyond our control, we are unable to proceed with a
reimbursement.
5. I suggest we consider Mr Bozena’s proposal closely.
6. Thanks for your recent note.
7. We can’t do anything about it, so we can’t give you any money back.
8. I would be grateful if you would convey my best wishes to Mrs El Hazir and
hope she has a speedy recover.
9. Before we said yes w e’d have to work out how much it’d cost.
10.1 acknowledge receipt of your letter of 5 January.
11.It’s great to know you’re backing us all the way.
12. I’d like to help but I can’t do anything.
13.1 am pleased to learn that you are giving us every encouragement.
14.Prior to any commitment on our part, we would have to assess the financial
implications.
Ex. 8. Mach the informal phrases (1 - 15) with the neutral/formal phrases (a - o)
with the similar meaning.
Informal Neutral/Formal
1) What do you need? a) With regard to ... (or With reference to)
2) Thanks for the letter of 12 b) I can assure you that .
Feb. c) We note from our records that you have not
3) Sorry, I can’t make it. d) Please let us know your requirements.
4) I’m sorry to tell you that ... e) I was wondering if you could .
5) I promise ... f) We would like to remind you that .
6) Could you . ? g) I look forward to meeting you next week.
7) You haven’t ... h) Thank you for your letter dated 12 February.
8) Don’t forget ... i) I am afraid I will not be able to attend.
9) I need to . j) Would you like me to . ?
10) Shall I ...? k) I would be grateful if you could ...
11) But ... /Also ... / So ... l) Please accept our apologies for .
12) Please could you ... m) It is necessary for me to .
13) I’m sorry for . n) We regret to advise you that .
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14) Re ... o) However ... / In addition . / Therefore
15) See you next week.
Ex. 9. Read the following sentences. Decide whether they are beginnings (B) or
endings (E). Then decide whether they are form al (F), neutral (N) or informal (I).
1. The computer network will be shut down for maintenance B/E F/N/I
at 5pm on Thursday.
2. Oh, yes - I’ll be back late tonight. Can you do the B/E F/N/I
shopping and buy something nice for dinner? Thx.
3. I look forward to receiving your advice on this matter. B/E F/N/I
4. What a surprise - how nice to hear from you! B/E F/N/I
5. Bye for now. See you soon. B/E F/N/I
6. I hope that everything is okay, but do not hesitate to B/E F/N/I
contact me if you need any clarification.
7. Please find attached my report, as I have promised you in B/E F/N/I
Friday’s meeting.
8. I ’m so happy for you! Write again soon and tell me how B/E F/N/I
it’s going.
9. We are writing to advise you about some changes in our B/E F/N/I
price list.
10.If you’d like any more details, just let me know. I ’m away B/E F/N/I
next week but Andrea is dealing with this in my absence.
11.Just a quick note to say I really enjoyed last night. B/E F/N/I
12.Simon and I have been talking about your holiday plans for
next August. It looks like we won’t be able to join. I’m B/E F/N/I
really sorry.
44
Ex. 10. Choose between the given versions o f one letter the best one in style,
language and form. Give the reasons fo r your choice.
a ___________________________________________________________________________________
Dear Mr Rohn,
I have already written to you concerning your outstanding debt of £591. This
should have been already cleared three months ago. You don’t seem to want to
cooperate in paying us, and therefore we will sue if your debt is not cleared
within the next ten days.
Yours sincerely,
Dear Mr Rohn,
I refer to the previous letter sent on 10 October in which you were asked to
clear the balance of £591 which has been outstanding since July. As you have
not replied to the letter you leave little choice for me but to place the matter in
the hands of solicitors. However I am reluctant to do this and I am offering
you further ten days to settle the account.
Yours sincerely,
b)
Dear Sir,
I beg to acknowledge receipt of your letter of the 15th inst. in connection with our not
clearing our account which was outstanding as at the end of June.
Please accept our profuse apologies. We were unable to settle this matter due to the
sudden demise of Mr Noel, our accountant, and as a result were unaware of those
accounts which were to be cleared. We now, however, have managed to trace our
commitments and take pleasure in enclosing our remittance for £620 which we trust
will settle our indebtedness.
We hope that this unforeseen incident did not in any way inconvenience you, nor
lead you to believe that our not clearing our balance on the due date was an intention
on our part to delay payment.
We remain yours,
45
Dear Mr Aldine,
I am replying to your letter of 15 July asking to clear our June balance.
I apologize for not settling the account sooner, but due to the unfortunate death of Mr
Noel, our accountant, we were unable to settle any of our outstanding balances.
Please find enclosed our cheque for £620, and accept our apologies for any
inconvenience.
Yours sincerely,
Ex. 11. The following is a reply to a letter from a firm interested in becoming an
agent in the UK fo r a Swedish manufacturer o f garden furniture. Choose the
language which is the most appropriate fo r a form al reply.
xHi/Dear Mr Price,
Thanks/Thank you for you letter. We were happy/pleased to hear that you
are interested in marketing our range of garden furniture.
4But/However, before we 5make any decision/make up our mind, we would
be grateful if you would 6provide us with/give us further information
у
concerning/about the organization of your firm, the territory it covers, the
number of retailed outlets and your market share.
Q
46
Ex. 12. Complete these letters. There are two things missing in each one.
B. East
Mr Brian East
Accountant
Renate Makoseh
Renate Makosch
A _1 _ ._x! ! H /Г
D ear..............................................................
Reminder! Thank you for your letter of 12 February.
Write Peter Brown I am happy to say that I will be at the
Marketing Conference in Paris in March.
about the conference I look forward to seeing you there.
c)
John
47
Ex. 13. Look through these letters. What do the writers say when they want to:
a) refer to some event prior to the letter or to the last time that they contacted each
other?
b) give some good or bad news or give a reason?
c) apologize for something they cannot do?
d) request some action?
e) complain and make a point?
f) warn about their further actions?
1 Dear Mr Williams:
Further to our telephone discussion Thursday, I am delighted to tell you that we
are now able to reduce the price of our Peach Series computers by 10%. This is
due to the recent rise of the dollar.
We look forward to receiving your order. If you need any further information,
please let me know.
Sincerely,
J im H u tto n
Jim Hutton
3 Dear Ms Long
Order 2789
I am writing in connection with the above order for office furniture.
We regret to inform you that we are unable to deliver the Linton filing
cabinets on time. This is as a result of problems at our supplier’s factory.
With regard to the lamps and desks, we will deliver the goods before 13
March, as agreed.
With apologies,
__________________________________________________Yours sincerely
48
4 Dear Sr Munoz
Thank you for your fax dated 13 May concerning your order for five of our
drills.
We must apologize for the delay in shipping this order. This was due to
unforeseen circumstances. However, we are dealing with your order now and
it will be sent without further delay.
With apologies once again,
Yours sincerely
Mona StenCund
Mona Stenlund
Export Manager________________________________________________
6 Dear Mr Basuki
Order 2789
It is now over seven months since we placed the above order with you and we
are still waiting for the Linton filing cabinets. I should like to remind you that
we have already paid for these cabinets. We must insist, therefore, that you
deliver them immediately or refund our money.
Unless we hear from you within seven days, we will be forced to take legal
action.
Yours sincerely
Jennifer Long
Ms Jennifer Long____________________________________________________
Ex. 14. Here are the main messages from fo u r letters. Choose the correct beginnings
and endings from sentences (a) - (h) and then add ‘Yours faithfully/sincerely’or ‘Best
wishes ’.
a) Thank you for your telephone call today, enquiring about our prices.
b) Looking forward to seeing you.
c) Thank you for your letter of 16 February concerning Arabian Electronics.
d) I look forward to receiving your order.
49
e) Thank you for your telephone call today0.
f) Thank you for your fax of 18 January, concerning our forthcoming visit to Hong
Kong.
g) I hope that this information will help you.
h) Please feel free to contact me if you need any information about our other
branches.
50
Ex. 15. Remember phrases introducing the subject o f the letter. How would you start
a letter about each o f the following?
a) invoice (No. 679) for a photocopier
b) a meeting you have with the addressee on Jan. 16th
c) an advertisement in The Times newspaper
d) an application for a post as secretary in your company
e) a fax order for six computers that you received today
Ex. 16. Complete these sentences using phrases fo r referring and giving good or bad
news.
a ) .................................your order for some cupboards,
........ we have had to increase the price.
b ) ................................ your application for a post as secretary,
................................ that we would like you to start work as soon as possible.
c ) .................................your application for a post as secretary.
.................................you were not successful.
d ) ................................ our telephone conversation this morning,
................................ that your car is now ready for you to collect.
Ex. 17. Write complete sentences as in the example. Use phrases giving reasons. Be
careful with e. (See Useful Expressions and Phrases).
ex a m p le : increase prices - fall of the dollar
We have been forced to increase our prices. This is owing to the fa ll o f
the dollar.
a) delay the delivery o f the goods - strike by airline pilots
b) increase all salaries by 10% - rise in sales
c) cut all salaries by 10% - fall in sales
d) cannot deliver your new order - have not received your payment for the last order
e) cancel the meeting - a lot of staff have been ill
Ex. 18. What would you write in the following situations (giving information,
requesting, giving good or bad news, complaining, etc.)? Write the bodies o f these
letters.
1. You have seen an advertisement in the newspaper for an underwater camera. You
want to know if they also sell underwater video cameras.
51
2. The photocopier in your office has broken down. You want to have it repaired,
quickly.
3. You have moved your office and you want the post office to forward your letters
to your new address.
4. You have to book hotel rooms for 40 people for 3 nights. You want to send a
letter to four different hotels to ask them what they charge.
5. This morning you found a message on your answering mashing. A woman
wanted to order 35 boxes of paper towels. Unfortunately, your company makes
furniture, not paper towels. She telephoned the wrong number. Your number is
273 456. The number she needs is 237 456.
6. You are a sub-manager of a bank. There has been a change in government
regulations. Interest rates have increased to 12% for deposits and 14% for loans.
You have to write letters to customers who have deposit accounts at your branch
and customers who have a loan from your branch.
7. You work for a manufacturer of sports clothes. You are travelling to Los Angeles
next month and you want to know if it is possible to meet the managing director
o f number One Sports Shops there. You will telephone next week to confirm.
8. A businessman is going to your country. He wants you to get a visa for him. You
need the details about his passport (his nationality, date of birth, where his
passport was issued, and when it expires).
9. A company has sent you a bill for the wrong goods.
10. Two temporary secretaries do not speak English. You have to write to the agency
who sent them to you.
TRANSLATION
Check your knowledge and translate the following letters into English. Refer to other
letters fo r help i f you need.
1. Уважаемые господа!
Благодарим Вас за письмо от 12 марта, касающееся поставок 40 тонн угля.
С сожалением вынуждены сообщить Вам, что ввиду поломки транспортного
судна мы не сможем поставить Вам уголь в оговоренные ранее сроки.
Мы были бы очень признательны, если бы вы могли предоставить нам
отсрочку в две недели.
С уважением,
52
2. Уважаемые господа!
Мы подтверждаем получение Вашего письма от 12 октября и благодарим Вас
за содержащуюся в нем информацию.
С уважением,
3. Уважаемые господа!
В продолжение нашего телефонного разговора с мистером В. Петровым
сегодня утром, с сожалением сообщаем Вам, что из-за канцелярской ошибки
счет-фактура на товары, отправленные Вам 12 августа сего года, не был
приложен к нашему письму от того же числа.
Высылаем Вам вышеупомянутый счет-фактуру с данным письмом и
приносим Вам свои извинения за причиненные неудобства.
С уважением,
53
4. ВИДЫ ДЕЛОВЫ Х ПИСЕМ
> Opening
We are a co-operative wholesale society based in Zurich.
Our company is a subsidiary o f Universal Business Machines and we specialize in...
We are one o f the main producers o f industrial chemicals in Germany and we are
interested in...
We are retailers / importers / wholesalers in the ... trade, and would like to get in
touch with suppliers / manufacturers o f .
54
> Pointing out the source o f information
We were given your name by....
You were recommended to us by M r John King, o f Lasworn & Davies, Merchant
Bankers.
The British Embassy in Madrid told us that you were looking fo r an agent in Spain to
represent you.
We were impressed by the selection o f gardening tools that were displayed on your
stand at this year's Gardening Exhibition held in Hamburg.
We met last Thursday on your stand at the Munich Trade Fair.
We learn from (or have been informed by) ... that you are exporters o f ...
We are interested in ... advertised by you in ...
55
Please inform us at what price, on what terms and how soon you could deliver...
Please send fu ll details o f your prices, discounts, terms o f payment and delivery
times.
Would you kindly quote your best prices and terms ofpayment fo r ...
> Closing
Thank you fo r your attention. We hope to hear from you in the near future.
Finally, we would like to point out that delivery before Christmas is essential and
hope that you can offer us that guarantee.
We look forward to receiving your quotation / prices / reply by return / as soon as
possible.
I f the product is satisfactory, we will place further orders with you in the future.
I f the prices quoted are competitive, and the quality up to standard, we will order on
a regular basis.
Provided you can offer favourable quotations, and guarantee delivery within fo u r
weeks from receipt o f order, we will place regular orders with you.
VOCABULARY
56
to stock a product - снабжать(запасать) продукт
to suggest/state term s - предлагать/заявлять сроки (термины, условия)
trad e discount - торговая скидка
wholesaler - оптовый торговец
SPECIMEN LETTERS
I. Im p o rt Enquiry.
Ex. 1. Look through the letter and answer the question ‘Why does a Chicago
businessman write to an English manufacturer? ’
MATTHEWS & WILSON
Ladies’ Clothing
421 Michigan Avenue
Chicago, III. 60602
USA
October 21, 2007
Messrs Grant & Clarkson
148 Mortimer Street
London W1C 37D
ENGLAND
Gentlemen:
We saw your women’s dresses and suits at the London Fashion Show held in
New York on October 17. The lines you showed for teenagers, the ‘Swinger’
dresses and trouser suits would be most suitable for our market.
Would you kindly send us your quotation for spring and summer clothing that
you could supply to us by the end of January next. We would require 2,000
dresses and suits in each of the sizes 10-14, and 500 in sizes 8 and 16. Please
quote c.i.f. Chicago prices. Payment is normally made by letter of credit.
Thank you for an early reply.
Very truly yours,
57
II. Domestic Enquiry.
Ex. 1. Read this letter and say who has written it.
Central Installations
Glasgow
21st November, 2003
Dear Sirs,
With regard to your advertisement in the Builders’ Journal of 3rd November,
we would ask you to let us have a quotation for the new bathroom showers
which are described.
As building contractors we erect about a hundred houses and two or three
blocks of flats a year. If your equipment is of good quality, and we receive a
favourable offer, we may be able to place large orders with you.
We look forward to hearing from you soon.
Yours faithfully,
58
III. Export Enquiry.
Ex. 1. Look through the letter and say why an export agent writes to a manufacturer.
\л /
Worldwide Dealers Ltd.
Connaught Centre
Hong Kong
Yours faithfully,
— i
P. King
Asst. Export Manager
59
COMPREHENSION
Ex. 1. Look at the paragraph structure below fo r two letters: an enquiry and the
reply. Then write the correct paragraph reference next to each sentence (a - j).
60
Reply:
a) We feel sure that we will be able to represent your interests here in France. May I
suggest that I call you at your convenience to discuss the matter further? Please let
me know when would be a convenient time. I look forward to hearing from you
soon.
b) Thank you for your email o f 4 December asking for information about our legal
services.
c) You will also note that we have represented several Turkish companies, including
one of Turkey’s major textile exporters. Naturally, our experience in this field
includes resolving contractual disputes.
d) You will see that we give a list of our recent clients, and that the list includes
many well-known company names.
e) I am attaching a document that gives full details o f the range o f service we offer.
Paragraph order: 6 .................7 .............. 8 ...................9 ................. 10..................
Ex. 3. Complete the sentences 1— 12 with the pairs o f words from the box. Check the
meaning o f any unknown words in a dictionary.
accept/quotation apologize/inconvenience assure/prompt attached/delay
correct/amend discount/repeated dispatched/firm first-time/pre-payment
note/records processed/track temporarily/stock would/grateful
1. Please return the attached form so that your order can be processed without any
delay.
2. We be..........if you could supply bank references.
3. Our normal terms for................ customers are 50%...............
4. I have spoken to my line manager, and we are pleased to offer a small on
this occasion in the hope that it will lead t o ............... orders.
5. The goods will be 3 days from receipt o f a .................order.
6. We you that your order will have our.....................attention.
7. We your Please ship at the first available opportunity.
8. Your order has been You can..... shipping details on our website.
9. We from our that payment o f invoice 5718 is still outstanding.
10. We are out of.........of this item, but we expect new supplies shortly.
11. We for any which may have been caused.
12.Th e .........information is given below. Please your records accordingly.
Ex. 4. Read the following reply and fin d the matching expressions:
1. to thank for the letter, enquiry
2. to refer to the concerns of a letter
3. to enclose sending
4. to close a letter
61
Dear Mr Bowen
Thank you for your letter of 17 May enquiring about promotional gifts.
We are pleased to enclose our new brochure and price list together with samples
of our promotional gifts.
We look forward to receiving your first order.
Yours sincerely
Ex. 5. John Phillips is telling his PA to write various letters. Change his instructions
into an acceptable form fo r business correspondence. Each sentence has been started
fo r you.
EXAMPLE: John Phillips: “Ask them for a cash discount”. Could yo u ...........
PA writes: Could you offer us a cash discount?
1. “Tell Rockfords that the consignment must be delivered before the end of
September.”
It is essential............................
2. “Ask Schmidt to send us their catalogue and a price list.”
Could y o u ..............................
3. “We're going to give them a big order, so find out if they allow quantity
discounts.”
As we intend to place a substantial......................
4. “If they can't deliver the goods before Friday, tell Larousse to email us."
Please could y o u ..........................
5. “It would be a lot o f help if they could send some samples.”
We would appreciate....................
6. “Say that we'd like Andover to send someone here to give us an estimate.”
We would be grateful if....................
7. “Say w e’d like to see a demonstration of both models.”
We would be interested.....................
8. “Find out if Weston's will let us have twenty units on approval.”
Would you be.................
9. “Ask when he will let us have the cheque.”
I am writing to enquire........................
10. “Say our suppliers generally let us settle by monthly statement.”
As a rule.........................
62
Ex. 6. Match these words to their definitions.
1) A catalogue a) is usually quite thin and probably contains about 20 pages on
paper measuring about 21x15 cm.
2) An insert b) is usually one piece of paper, perhaps folded into two or
three sections, which gives information on a product, service
or event.
3) A booklet c) quite is generally large, containing at least 50 pages. It
contains a list of goods (possibly together with prices and
illustrations) that can be bought from a manufacturer or
supplier.
4) A leaflet d) is similar to a booklet but is more closely associated with
advertising. It is probably printed on glossy paper.
5) A brochure e) an advertisement that is included loose between the pages of
a magazine
Choose one o f the words above to complete the sentences. Be sure to use the correct
form.
1. A short 15-page................. with instructions for use and addresses o f authorised
distributors is enclosed.
2. The 1,500 page Sears................. contains about 120,000 articles for sale.
3. I saw the union representatives handing out calling for strike action.
4. The was destined for inclusion in The Economist, Fortune, Business Week
and Management Today.
5. We will need several hundred glossy............... for the coming Trade Fair.
63
9) We have received your предложение на этот товар
advertisement in... (котировку) на (эту машину, на это
10) We have received your address оборудование) .
from ... j) Мы видели Вашу машину
11) We learn from ... that you are модели № 5 на выставке и ...
exporters of ... k) Просим Вас сообщить нам, сможете
12) Please inform us by return at ли Вы сделать нам предложение на .
what price, on what terms and (сможете ли Вы предложить нам . )
when you could deliver ... l) Мы являемся постоянными
покупателями .
TRANSLATION
Translate the following phrases and letters into English.
1. С тандартны й запрос о характеристике товара и дате поставки
Пожалуйста, пришлите нам все подробности о ... (товар) и укажите дату
поставки.
5. Уважаемые господа!
Мы прилагаем список товаров, которые мы хотели бы получить до конца
апреля.
Мы также просим Вас прислать предложение с самыми низкими ценами
обратной почтой.
С уважением
64
6. Уважаемые господа!
Во время моего пребывания в Лондоне 2 недели назад я посетил выставку,
где мне очень понравились товары, которые демонстрировались на Вашем
стенде.
Я прилагаю список наименований, которые мне требуются, и был бы очень
рад получить полную информацию, касающуюся экспортных цен, условий
платежа, самого раннего срока поставки и скидки для постоянных
покупателей.
Моя компания интересуется всеми видами этого товара, и если у Вас есть другие
изделия, мы хотели бы получить детальную информацию о них.
С уважением
7. Уважаемые господа!
В ответ на Ваше письмо от 22 августа направляем Вам наш последний
каталог и прейскурант.
Последние образцы и модели высылаются отдельной почтой и должны
прибыть в течение 7 дней. Посылка слишком объемная, чтобы высылать ее
авиапочтой.
Мы приняли во внимание Ваши рекомендации в будущем предлагать товар
на условиях СИФ Роттердам.
С нетерпением ждем Ваших заказов, после того как у Вас будет возможность
просмотреть каталог и ознакомиться с моделями и образцами.
С уважением
WRITING
Ex. 1. Write a letter to Allwood and Sons Ltd. (22 Highland Way, Ashford, Kent)
asking fo r fu ll details and prices o f their radios and televisions. A sk also whether air
freight can be arranged to your country. Use your own name and today's date. Then
write a reply to your letter.
Ex. 2. Compose a letter o f enquiry to the Sales Manager, The British Button
Company Ltd, 14 Leopard's Wharf, Liverpool L6 7SJ asking fo r samples and price
lists o f their range o f pearl buttons as advertised in the “The Draper ” magazin e. Use
your own name and today's date. Then write a reply to your letter.
Ex. 3. You are Mr. Morreau, and you saw an advertisement fo r Glaston Potteries ’
latest designs fo r oven-to-table ware in the May edition o f International Homes. Write
the letter o f enquiry to which the letter below is a reply.
65
GLASTON POTTERIES LTD
Telephone + 44 (0)1282 46125
Facsimile + 44 (0)1282 63182
Emailj .merton@glaston.co.uk
www.glaston.com
2 July 2007
Mr. J. F. Morreau
Director
Cuisines Morreau S.A.
1150 boulevard Calbert
F-54015 Nancy Cedex
J. Merton
Sales Manager
Enc.
Registered No.716481
________________________________________ VAT Registered No. 133 5343108
Ex. 4. M r Chan has emailed Hubner GmbH, enquiring about some earth-moving
equipment he saw at a trade fair. In his reply, H ubner’s Sales Director, Gustav Fest,
refers to specific questions asked by M r Chan. Read Herr F e st’s email and tick the
items which M r Chan asked about. Then write an enquiry to which Herr F est’s email
is the reply.
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1. □ How soon the goods can be 7. □ Quantity discounts
delivered 8. □ Cash discounts
2. □ Details of prices 9. □ Details of the range of goods
3. □ Where the goods can be purchased available
4. □ After-sales service 10. □ Which bank will handle the
5. □ How the goods will be transported transaction
6. □ Terms of payment 11. □ Guarantees
Hubner GmbH
Tel:+49 40 237618
Fax.+49 40 237619
Email: festg@hubner.co.de
18Aug20—
Dear Mr Chan
Thank you for your enquiry of 16 August concerning our earth-moving equipment
displayed at the International Farm Machinery Fair in Bonn.
In answer to the specific questions in your email, first let me say we are willing to
consider substantial discount on orders over €300,000. All our machinery is
guaranteed for three years against normal use, and we have several agencies in your
country with mechanics trained to service all our products.
With regard to the terms of payment, which you mentioned, we would consider
payment by 30-day bill of exchange, documents against acceptance, provided you
could offer two referees.
I confirm that we can fulfil orders within three months, unless there are unusual
specifications, and you can buy equipment from us direct or through our agents in
your country.
As requested, I am sending our current catalogue and price list to you by express
mail. I think you will find the equipment on pages 101-115 particularly interesting
for the work you have in mind. If you require any further information, please contact
me.
Yours sincerely
Gustav Fest
Gustav Fest
Sales Director
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Письмо-предложение
(Offer)
68
This offer is subject to the goods being unsold on receipt o f your reply.
This offer is made subject to the machine being free on receipt o f your reply.
This offer is subject to prior sale (or is made subject to prior sale).
69
SPECIMEN LETTERS
70
II. O ffer W ithout Engagement.
1. What does Roberts Import Company wish to order?
2. What samples have been sent by parcel post?
3. What can Farmers Fruit Products offer?
71
III. Declining Offers.
72
Word List:
d raft - тратта, переводной вексель
extra at cost - дополнительные расходы
firm offer - твёрдое предложение, твёрдая оферта
general conditions - общие условия
initial o rd er - начальный, первый
irrevocable letter of credit - безотзывный аккредитив
K W capacity - мощность в киловаттах
obtainable - который может быть получен
offer w ithout engagement/obligation - предложение без обязательства
paym ent in/by installm ents - платёж частичными взносами (в рассрочку)
subject to - при условии
to be subject to - подлежать чему-то, попадать под действие чего-либо, быть
действительным в случае чего-либо
to overhaul - совершенствовать, реконструировать
to recondition - ремонтировать, переоборудовать
to revoke an offer - отозвать предложение
valid - действительный, имеющий силу
COMPREHENSION
Ex. 2.
a) Read the offer made by Dynateam Innovations to Rainbow Homecenter and
answer the questions given below.
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DYNATEAM
1212 Westlake Ave. Innovations
Seattle, Wash. 98404
Mr. Rigley 7 October 2004
Rainbow Homecenter
Dear Mr. Rigley,
We thank you for your inquiry of 5 July in which you asked about sports
swimming suits we advertised in June’s edition of ‘Sports New’.
These sports swimming suits are made of new generation of micro fibers
ideally suitable for sensitive skin. They are MicFib products, which is a
brand name you are familiar with. Their unique hygienic properties have
proved the main selling point of this product. All dealers who have displayed
out brightly colored, jazzy products have reported a tremendous increase in
sales.
You can choose from more than twenty-five designs in all sizes.
We would be pleased to add you to our list of customers and could promise
you excellent products and prompt supply. As we execute all orders in strict
rotation, we strongly advise you to order early.
Thank you for your interest. Our services are at your disposal.
Yours faithfully,
M. Kerr
M. Kerr
Sales Manager
Enc.: Catalogue_____________________________________________________
1. What product did the company advertise in ‘Sports N ew’?
2. What are the main characteristics of the swimming suits?
3. What have all dealers reported?
4. What did Dynateam Innovations advise?
Ex. 3. A retailing company got an offer from a supplier. Look at the informative part
o f the offer and consider which elements should be omitted, i f any. Do you think this
offer is informative enough to keep the retailer interested?
Our new calf bags are made in black, red orange and green. Elegant shapes have a
sporty chic style when classics take a modern approach. This collection is particularly
suitable for summer and winter wear. Our new R15 bags are decorated with nicely
polished silver buckles and studs. We can offer V-shaped, O-shaped and L-shaped
calf bags, which ideally match the taste of 35 customers. These classic style
accessories will add a finishing touch to your elegant interior.
74
Ex. 4. Complete the sentences with the words and expressions from the box.
Ex. 5. Choose the best words from the options in brackets in this letter offering an
agency.
75
Our market__9__(researchers, reporters , informers) tell us there is an
increasing demand for our line of products in your country, so it would not be
difficult to sell our products.
If you would be interested in any agency of this type, we can send you a
standard agreement, giving you more details of our terms. Meanwhile, we are
enclosing our __10__(actual, present, current) catalogue.
Yours sincerely,
Pietro GrazioCi
Pietro Grazioli
Chairman
Enclosure
Ex. 6. Make eight complete sentences by joining phrases from column A and phrases
from column B with one o f the prepositions. You will need to use some o f the
prepositions more than once, but each phrase should be used only once.
A B
We are pleased that the quality prior sale
She offers her apologies in a few days
The offer is subject spare parts and their prices
We enclose a list of cash within 45 days
Payment is to be made the inconvenience
We will inform you for your answer
We look forward your offer
They thank you to the goods meets your requirements
Ex. 7. Rewrite the letter putting its parts in the correct order.
1. Enclosed are sample hooks in each of the colours requested and an order form. As
regards delivery, we can dispatch the hooks immediately on receipt o f the
completed order form.
2. We look forward to receiving your order.
3. Yours faithfully,
4. We are pleased to make you the following offer:
5. Dear Sirs,
6. Terms of payment 30 days net.
7. Enclosure
8. Thank you very much for your inquiry of ...
9. 60,000 large clothes hooks (light metal in blue, green, gold) - £2,750.
DIALOGUE
Read the following conversation and do the tasks that follow.
Tony King is a ‘rep’ - a salesman - for a firm that manufactures electrical goods.
He calls on Alan Jacobs to show him something he believes will interest him.
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Tony: Tony King. Nice to meet you.
Alan: You too.
Tony: What I’ve come in to speak to you about is a new product that we are bringing on the
market.
Alan: Yes?
Tony: We think it is going to fill the gap in the market for dimmer switches. I’ll show you a
sample. It just plugs into the top of a lamp or a bedside unit, no wiring required to dim
your light, you see.
Alan: I’ve had one before that, it was a screw in one.
Tony: But.. .Wouldn’t you have to wire in on that one in?
Alan: Yes, you wired it in.
Tony: Now this is different in that respect. This one we have designed as a plug-in, because
we felt that there were people, maybe elderly people, or those who are a bit nervous with
electricity when it comes to wiring in. This one, they can take it home, plug into their
bedside lamp and then they’ve got an instant dimmer.
Alan: Yes.
Tony: It’s ideal for watching television.
Alan: It just seems a b i t .
Tony: Yes, a bit stiff. You’ll find that the one’s that are coming off the line will be a lot
better than that. That is what we would call a prototype.
Alan: Yes.
Tony: I’ve also got another prototype. This is that it looks like. You know, it’s just to hang
it on the stand, where passers-by can spot it. I mean it’s quite colourful, at a glance you
can see what it is. On the other side you’ve got very simple instructions, with a little
drawing, of just how it plugs into a unit. You know, whatever they want to use it in,
there it is: straightforward dim.
Ex. 1. Look at the terms in the left-hand column. Match each one with its correct
definition in the right-hand column.
1) To come on to the market a) A unit of a product used to
demonstrate one of the first units made
2) To fill a gap in the market b) One of the first units of a new
product made, so that the design can be
changed before the mass production
3) A sample c) To be produced by modern
mechanical means
4) To come off the line d) If you turn it round to look at the
back
5) A prototype e) To produce and sell something that
nobody else is selling
6) To spot something f) Simple, easy, without problems
7) At a glance g) To be sold for the first time
8) On the reverse side of h) To notice, or see something
something
9) Straightforward i) Immediately, as soon as you see it.
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Ex. 2. While preparing fo r this meeting Alan has made up a check list ofpoints to be
answered. Read the extract again and complete as many answers as possible.
1. Product available when? 6. Simple instructions with the product?
2. Is a prototype available for testing? 7. Drawing included in the instructions?
3. Plug-in type or screw-in type? 8. Colourful packaging?
4. Is the product imported? Cheaper than the previous dimmer?
5. Is wiring needed?
Ex. 3. Read the extract again. This time write down the expressions Tony and Alan
actually used when they did the following:
1. Tony greeted Alan for the first time.
2. Tony explained his reason for coming to see Alan and said he wanted to show him
a product that has not been available before.
3. Alan pointed out a specific difference between this product and the earlier one.
4. Tony said that the object they were looking at was one made for testing the design.
Ex. 4. Look at the record cards fo r these sales representatives. They all work fo r the
same company and are responsible fo r very similar districts. Say which you think is
the best rep and why?
¥
¥
Name: Ret Spankings Name: Sue Collins Name: Gary Knowles
Earnings: 10,600 Earnings: 10,700 Earnings: 11,200
Travel Expenses: 4,800 Travel Expenses: 4,180 Travel Expenses: 4,520
Entertainment Expenses: Entertainment Expenses: Entertainment Expenses:
800 1,400 2,700
Sales: 65,700_________ Sales: 69,500 Sales: 73,400
Word List
travel and entertainm ent expenses - командировочные и представительские
расходы (транспортные расходы, затраты на питание, проживание
сотрудников и т.п., а также расходы по организации развлекательных
мероприятий для клиентов (напр., в случае командировки в качестве
торгового представителя и т.п.);
sales - объем продаж.
Ex. 5. Read the conversation again and reproduce it with another student in class.
Ex. 6. You are a sales representative. Describe your new product. Use the ideas from
the conversation.
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TRANSLATION
A) Translate from English into Russian.
79
WRITING
Ex. 1. Write an offer to the following enquiry. Invent any details you need.
London, 23 rd January, 2006
Dear Sirs,
Word List:
catch - улов
barreled - в бочках
lb - сокращенное обозначение единицы веса pound фунт
pressed caviar - паюсная икра
Word List:
in triplicate - в трех экземплярах
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M achinery for Coagulating, E xtracting and D rying Synthetic R ubber -
машинное оборудование для коагуляции, экстрагирования и сушки
синтетического каучука
as per specification enclosed - согласно приложенной спецификации
to w ear out - изнашиваться
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> Confirming the agreed discounts
We would like to thank you fo r the 30% trade discount and 10% quantity discount
you allowed us.
Although the rather low trade discount o f 15% disappointed us, we will place an
order and hope that this allowance can be reviewed at some time in the near future.
Finally, we would like to say that the 25% trade discount is quite satisfactory and we
will certainly take advantage o f the cash discounts you offered fo r prompt settlement.
> Packing
The carpets should be wrapped in thick grease-proof paper which is reinforced at
both ends to avoid wear by friction.
> Closing
We hope that this will be the first o f many orders we will be placing with you.
We will submit further orders, i f this one is completed to our satisfaction.
I f the goods sell as well as we hope, we shall send further orders in the near future.
VOCABULARY
advice, n - извещение
statem ent, n -заявление, ведомость, расчет, спецификация
prom pt settlem ent - немедленный расчет
provisional o rd er - предварительный заказ
bill of lading - коносамент
insurance certificate - страховка
purchase o rd er - заказ на поставку
slip - бланк, расписка
dispatch loading only - диспач только за досрочную погрузку
consignment note - накладная груза
quantity discount - «скидка с количества» (снижение цены единицы продукта
при продаже крупными партиями)
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cash discount - 1. скидка при сделке за наличные
2. торг. скидка при условии полной оплаты в определённый срок
sight d raft - вексель на предъявителя
bill of exchange - (переводный) вексель, тратта (в США чаще применяется в
отношении внешнеторговых сделок)
c.o.d./COD (cash on delivery) - наложенный платёж, уплата при доставке
meet/supply an o rd er - удовлетворять, выполнять заказ
quarterly statem ents - трёхмесячный, (по)квартальный
long-term credit facilities - долгосрочные; длительные кредиты, источники
кредитования
shipping docum ents - погрузочные документы
to forw ard goods - пересылать, отправлять товары
SP E C IM E N L E T T E R S
Read the following letters carefully and answer the questions.
I. Enclosing P rinted O rd e r Form .
Roberts Import Company
Av. Rio Branco 278
Grupo 506
Rio de Janeiro
30th November, 19
Farmers Fruit Products
Taunton, Somerset
England
Dear Sirs,
Order for Marmalade
In reply to your letter of 22nd November, we thank you for allowing us a special
discount. This makes it possible for us to place an order and to expect quite good
sales.
We have pleasure in enclosing our Order No. 732/AS, and would ask you to return
the duplicate to us, duly signed, as an acknowledgement.
Yours faithfully,
Carlos Santos
Carlos Santos
Enc. Order No. 732/AS
83
O rd e r Form
30th November, 19
Please supply
1. Why is it possible for Roberts Import Company to place an order and to expect
quite good sales?
2. What discount will Roberts Import Company get in total?
3. What do they want Farmers Fruit Products send them back?
84
II. Enclosing an Acknowledgement.
FARMERS FRUIT
PRODUCTS
Taunton, Somerset
England
Dear Sirs,
Thank you very much for your Order No. 732/AS dated 30th November, 19 .
As requested we enclose the copy, duly signed, as order acknowledgement.
Our dispatch department is processing your order today, and will let you know when
the consignment will reach you.
We confidently hope that you will have a good turnover, and that you will be able to
place repeat orders with us in the near future.
Yours faithfully,
Enc.
85
III. Impo rt Order.
1. Which are the most popular sizes?
2. How should delivery be made?
3. How will payment be made?
4. Why must the clothes be delivered immediately?
86
IV. Exchange of Cables.
MATWIS CHICAGO 8 NOVEMBER
YOUR ORDER 4 NOVEMBER PLEASE CONFIRM QUANTITY 2100 SWINGER ORDERED
STOP SPECIFICATION 1900 ONLY
GRANT CLARKSON LONDON____________
GRANT CLARKSON LONDON 9 NOVEMBER
REGRET CLERICAL ERROR OUR ORDER IS FOR 1900 SWINGER DRESSES AS SPECIFIED PRICE
$35,055 PLEASE CONFIRM
MATWIS CHICAGO
V. Confirm ation.
Dear Sirs,
Thank you for your order dated 4th November. On checking it we noticed a discrepancy
between the first paragraph and the quantities you specified, and therefore cabled you
yesterday as follows:
YOUR ORDER 4 NOVEMBER PLEASE CONFIRM QUANTITY
2100 SWINGER ORDERED STOP SPECIFICATION 1900 ONLY
We have pleasure in confirming that we have booked your order for 1900 'Swinger' dresses.
Air shipment can be made as soon as we receive confirmation that a letter of credit has been
opened for the amount mentioned above.
Please note that our quotation of 30th October was for sea freight c.i.f. Chicago. Naturally
we can arrange for the goods to be sent as air cargo, but as this is more expensive we shall
have to charge you for the extra costs. In this way, however, you will certainly receive the
goods within a week, thus enabling you to distribute them in time for Christmas.
Yours faithfully,
F T B u rk
FT. Burke
_____________________________________________ Export Department________
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1. What discrepancy does the letter refer to?
2. Why are both cables quoted in the letter?
3. When can the goods be dispatched?
4. Why will Matthews & Wilson have to pay more for freight?
COMPREHENSION
Ex. 1. Read the following letters-orders and fin d the English equivalents fo r the
expressions below.
A _______________________________________________________________________________________
Dear Sirs,
Thank you for your letter of 1 June, enclosing your catalogue, price list and samples
of paperweights.
We have tested the samples and are pleased with their quality.
We enclose our official purchase order and will open an irrevocable Letter of Credit
as soon we receive your pro forma invoice.
Yours faithfully
B._______________________________________________________________
Dear Sirs,
Yours faithfully,____________________________________________________
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C.
Dear Sir,
We thank you for your letter of 5th June enclosing your latest leaflet of the new
model of a car.
We have decided to place a trial order with you for 3 cars.
As to the delivery date we agree that they should be shipped 2 months after your
confirmation of the order.
Dispatch and marking instructions will be given by our forwarding agents in
London, who will tell you of their charges. Your invoice should include CIF Paris,
and the amount of our credit is sufficient to cover this and your bank commission.
Please tell us by telex or fax when the machines have been dispatched.
Yours faithfully,_______________________________________________________
D.
Dear Sir,
In reply to your letter dated 1st July we would like to tell you that your terms of
delivery and payment are quite acceptable to us, we find your price a bit too high,
though. We hope, however, that you will grant us a discount when we become your
regular buyers.
So we are pleased to establish business relations and are placing an order for 5,000
tons of maize with you.
Please telex or fax the date of shipment.
We are looking forward to your prompt confirmation of the order.
Yours faithfully,_______________________________________________________
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WORD LIST:
forw arding agent(s) - экспедитор(ы), экспедиторская фирма
irrevocable letter of credit - безотзывный аккредитив
paperw eight - пресс-папье
trial o rd er - пробный заказ
Ex. 2. The verbs in the box can all be used with the noun ‘order ’. Choose the best
verb to complete each sentence. Use each verb only once, and in the correct form.
confirm refuse ship dispatch place make up cancel acknowledge
1. We would like t o _______ an order with you for 5,000 units.
2. As we are unable to supply the quantity you asked for, we would have no
objection if you preferred t o ________your order.
3. I am writing to _______ your order, which we received this morning, for 20
“Omega Engines”.
4. We are pleased to inform you that your order K451 has already b e e n _______
from our depot.
5. Please ________ your order in writing, so that we can inform our distribution
depot.
6. Your order was ________ yesterday on the MV Oxford.
7. Unfortunately, we shall have to _______ your order unless payment is settled in
cash.
8. I would like to reassure you that your order will be _______ in our depot by staff
who have experience in handling these delicate materials.
Ex. 3. In this email M r Takahashi is placing an order, but the sentences have become
confused. Rewrite the email with the sentences in the correct order, starting new
paragraphs where appropriate.
To : Daniele Causio
S u b je c t: Order No. 49301/231
^ Best wishes.
^ If some of the items are out of stock, please do not send substitutes.
^ When you send the order, please make sure all cartons are clearly labeled with our logo
and numbered.
^ I can confirm that the 10% quantity discount off net prices ере you offered is
acceptable.
^ Dear Sig. Causio.
^ I attach our order No. 49301/231 for the selection of shirts, trousers, and jackets which
we discussed on the phone yesterday.
^ Kosaburo Takahashi.
^ As agreed, we will pay by letter of credit - I have already arranged this with the bank.
^ Please note the order must be here by 10 April, in time for the new season.
^ As soon as the bank hands over the shipping documents, the credit will be released.
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Ex. 4. Order form.
1. Read this email from Dieter Faust, a buying manager, to his assistant, Beatrice
Mey.
To: Beatrice Mey
Subject: Satex order
Beatrice
Please place an order with Satex for the items I’ve indicated in the catalogue I gave
you yesterday. Terms are banker’s draft, and delivery is within six weeks of date of
order.
Thanks
Dieter Faust
17 July 20____________________________________________________________
2. Here is the page from the sales catalogue Dieter Faust mentioned in his email.
Satex S.p.A.
Spring Catalogue
Item Cat.no. Price € per item Quantity
Shirts
PLAIN white S288 €30 50
blue S289 €30 50
STRIPED blue / white S301 €35
white / grey S302 €35
white / green S303 €35
Sweaters (V-neck)
PLAIN red P112 €40 20
blue P113 €40 20
black P114 €40
PATTERNED blue P305 €52
black P306 €52
91
3. As Beatrice Mey, use the information in his email and the catalogue to complete
this order_form.
Satex S.p.A. Via di Pietra Papa, 00146 Roma
Order Form
Date: Address for delivery
Name of company: Reiner GmbH Wessumerstrass
215-18
Order W6164 D-4500 Osnabr ck
No:
Telephone: + 49 541 798252
Fax: + 49 541 798253
Email: faustd@reiner.co.de Authorized:
(D. Faust)
Item description Cat. no. Price Quantity Total
€ per €
item
92
Ex. 6. R ead this extract from a fa x apologizing fo r a delayed delivery, and
choose the best words from the options in brackets.
Further to our telephone conversation on Friday, I am w riting to you 1_____
(affecting, concerning, changing) your order, No.SX1940, which was 2 (sold,
made, placed) with us on 10 January. Once again, I must 3 (regret, apologize,
speak) for the delay in processing this order. This was due to a staffing 4_____
(shortage, fault, malfunction). However, since I spoke to you, we have 5_____
(dismissed, promoted, taken on) four new employees at our depot, and I am pleased
to tell you that your order is now ready for dispatch. It will 6 (arrive, deliver,
reach) you within five working days.
Special 7 (care, attention, caution) has been taken to ensure that the 8_____
(load, crates, consignment) has been packed 9 (meeting, according, serving) to
your requirements. Each item will be individually wrapped to 10 (prevent,
cause, stop) damage.
Ex. 7. A ll the sentences below give reasons fo r refusing an order. M atch the
sentences in column A with sentences in column B with sim ilar meanings. Then
p u t a tick by the sentences which are most suitable fo r business
correspondence.
C olum n A
1. We don't make this product now because people don't buy enough of it.
2. We can't sell you anything unless you pay cash.
3. We cannot offer the discount you suggest as our profit margins are extremely low.
4. We can't possibly fill this huge order: it's more than our total output for at least six
months!
5. Unfortunately, we cannot guarantee delivery within five working days.
C olum n B
a. Unfortunately, we do not have the capacity to supply an order as large as this.
b. We can't let you have 15% off because we price our products as cheaply as
possible.
c. There's no way we can deliver in such a short time.
d. We have stopped manufacturing this product as there is no longer sufficient
demand.
e. We regret that we would only be prepared to supply on the cash basis.
Ex. 8. M ake words from the ju m b led letters and match them with the definitions
below.
a. SM POMILCTEN IPLS
b. NOVCIIE
c. GIF OWRDNRA GENTA
d. TSTMTEELEN
e. RIA ILWYALB
f. IHPS
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g. VIGCNERO TRTEEL
h. CIAVDE TNEO
Ex. 9. Below you w ill see parts o f fo u r letters concerned with orders. Put the
correct word or phrase in each blank. Choose from the fo llo w in g list. Use each
item once only.
B) Thank you for your 3 .................. o f 5th July for your "Finesse" 4 ....................... o f
dining room furniture. We find your 5 ...................satisfactory and would like
to order the 6 ................
10 "Finesse" dining tables at &280 per item
40 "Finesse" dining chairs at &60 per item
We 7 .................... that you can supply these items w ithin 30 days and we 8
....................not to 9 ................. after this time.
We should be obliged if you would 1 0 .................receipt of this order.
C) We thank you for your order o f 11th May for 2 Easifix Year Planners.
This 11............... has proved so popular that we 12................ to inform you that
it is tem porarily out o f stock.
We hope to be able to 13.................. supplies within the next ten days.
We apologize for any 14.................... this may cause.
D) Thank you for your order o f 12th July for 10 “Finesse” dining tables and 40
“Finesse” dining chairs.
As we are in a position to 15..............you with the above items from 1 6 we
have arranged for them to be delivered to you early next week.
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TRANSLATION
1. П робны й заказ
Уважаемые господа!
После визита нашего представителя ..., который он нанес Вам несколько
дней назад, когда ему была показана Ваша коллекция весенних моделей, мы
решили сделать на них пробный заказ.
Все подробности, касающиеся моделей, расцветок и размеров, даются в
прилагаемом бланке заказа №...
Так как сезон приближается, мы должны иметь эти товары точно к концу
мая, доставленные на условиях ФОБ Лондон.
Просим подтвердить получение данного заказа.
С уважением
Приложение: 1 лист.
4. Уважаемые господа!
Мы подтверж даем получение Ваш его письм а от ... (дата) и просим Вас
принять к выполнению заказ на 3 машины. Мы согласны с
назначенными Вами ценами, однако, просим дать двухгодичный срок
гарантии, в течение которого Вы обязаны выполнять любые ремонтные
работы бесплатно.
Доставка должна быть осущ ествлена по вышеуказанному адресу к ...
августа.
Мы будем рады, если Вы известите нас о получении нашего заказа и
Вашем мнении о наших условиях.
С уважением
95
5. Подтверждение и немедленное исполнение.
Благодарим Вас за заказ № .... полученный ... (дата) на ... (детали заказа).
Партия будет отгружена сегодня ... (по железной дороге - воздуху,
автотранспортом) и прибудет ... (дата).
96
WRITING
97
USEFUL EXPRESSIONS AND PHRASES
Letters o f complaint usually include the following stages:
1. Background
This section describes the situation; e.g.
У I am writing to inform you that the goods we ordered from your company have
not been supplied correctly.
У I attended your exhibition Sound Systems 2016 at the Fortune Hotel (22-25
January) and found it informative and interesting. Unfortunately, my
enjoyment o f the event was spoiled by a number o f organisational problems.
У I am a shareholder o f Sunshine Bank and I am very concerned regarding
recent newspaper reports on the financial situation o f the bank. Your company
is listed as the auditor in the latest annual report o f the bank, so I am writing
to you to ask fo r an explanation o f the following issues.
У I am writing to inform you o f my dissatisfaction with the fo o d and drinks at the
'European Restaurant' on 18 January this year.
У
2. Problem - cause and effect
Cause:
У On 22 January 2016 we placed an order with your firm fo r 12,000 ultra super
long-life batteries. The consignment arrived yesterday but contained only
1,200 batteries.
У Firstly, I had difficulty in registering to attend the event. You set up an on-line
registration facility, but I fo u n d the facility totally unworkable.
У You sent us an invoice fo r $10,532, but did not deduct our usual 10% discount.
У We have found 16 spelling errors and 2 mis-labelled diagrams in the sample
book.
Effect:
У This error put our firm in a difficult position, as we had to make some
emergency purchases to fulfill our commitments to all our customers. This
caused us considerable inconvenience.
У Even after spending several wasted hours trying to register in this way, the
computer would not accept my application.
У I am therefore returning the invoice to you fo r correction.
У This large number o f errors is unacceptable to our customers, and we are
therefore unable to sell these books.
У
3. Solution
У I am writing to ask you to please make up the shortfall immediately and to
ensure that such errors do not happen again.
У Could I please ask you to look into these matters.
У Please send us a corrected invoice fo r $9,479
98
У I enclose a copy o f the book with the errors highlighted. Please re-print the
book and send it to us by next Friday.
У
4. Warning (optional)
1) Otherwise, we may have to look elsewhere fo r our supplies.
2) I'm afraid that i f these conditions are not met, we may be forced to take
legal action.
3) I f the outstanding fees are not paid by Monday, 8 February 2016, you will
incur a 10% late payment fee.
4)
5. Closing
У I look forward to receiving your explanation o f these matters.
У I look forward to receiving your payment.
У I look forward to hearing from you shortly.
VOCABULARY
a m istake - ошибка, недоразумение, заблуждение
an e rro r - ошибка, заблуждение; погрешность
a fault - дефект, вина, ошибка
a m isunderstanding - недоразумение
a com plaint - жалоба
a delay - задержка
an inconvenience - неудобство, беспокойство
a deadline - крайний срок
a guarantee - гарантия
a dispute - спор, разногласия
a com m itm ent - обязательство
a m iscalculation - ошибка в расчете, просчет
an overcharge - завышенная цена
an undercharge - слишком низкая цена
a debit / credit note - дебет-нота / кредит-нота
a refund - возвращение (денег)
dam age - повреждение, убыток, ущерб
deterioration - изнашивание, износ
out-of-date - устарелый
w ear and te a r - износ, амортизация, изнашивание
bad w orkm anship - плохое качество изготовления
com pensation - возмещение, компенсация
rep air - ремонт
legal action - судебный иск, обращение в суд
to be satisfied / dissatisfied - быть удовлетворенным / неудовлетворенным
to investigate a com plaint - рассмотреть жалобу
99
to look into a m atter - разбираться в деле, рассматривать проблему
to deny / accept responsibility - не признавать, отрицать ответственность /
принимать на себя ответственность
to give an explanation - давать разъяснения
to solve a problem - решать проблему
to put m atters right - урегулировать дела, вопрос
to apologize - приносить извинения
to cancel an o rd er - отменить заказ
100
SP E C IM E N L E T T E R S
Read the following letter carefully and answer the questions.
1. What is the cause for the letter o f complaint?
2. What is the effect?
3. What is the possible solution to the problem?
4. What was Mr Choi warned about?
Fortune Goods
317 Orchard Road
Singapore
29 January 2016
Dear Mr Choi
I am writing to inform you that the goods we ordered from your company have not been supplied
correctly.
On 22 January 2016 we placed an order with your firm for 12,000 ultra super long-life batteries.
The consignment arrived yesterday but contained only 1,200 batteries.
This error put our firm in a difficult position, as we had to make some emergency purchases to
fulfill our commitments to all our customers. This caused us considerable inconvenience.
I am writing to ask you to please make up the shortfall immediately and to ensure that such errors
do not happen again. Otherwise, we may have to look elsewhere for our supplies.
Yours sincerely
J. Wong
J. Wong
Purchasing Officer
101
Ex. 1. Choose parts o f the letter to build the letter o f complaint
P arag rap h 1:
a) I am writing to complain about the punctuality, quality and customer service on
your local tour o f New Territories tourist attractions.
b) Your tour of the New Territories was a disaster.
c) I am writing to complain about a tour of the new Territories organised by your
company.
P arag rap h 2:
a)The food was disgusting and gave me and my family bad stomachs. I had to take a
day off work.
b) After lunch my family and I did not feel well due to bad stomach pains. I was
forced to take sick leave next day, and I enclose a copy o f the doctor's note.
c) The lunch was horrible. Why didn't you book a decent restaurant?
102
Closing
a) Thanks.
b) I look forward to hearing from you.
c) Thank you very much for your kind consideration.
David Choi
Notes:
complain about + problem ( a noun or noun phrase); e.g. 'I would like to
complain about your services'.
complain to + a person; e.g. 'I complained to the customer service
representative'.
complained o f + a medical problem; e.g. 'He complained o f not sleeping
well'.
complaint o f + date the complaint was written; e.g. 'I received your
complaint o f 29 January 2016 '.
complained that + clause; e.g. 'He complained that we had not answered
his e-mails'.
103
Flat 303 Lucky Mansions
856 Cheung Sha Wan Road
Cheung Sha Wan
Kowloon
28 January 2016
Dear Sir/Madam
I attended your exhibition Sound Systems 2016 at the Fortune Hotel from 18 - 21 January and
found it informative and interesting. Unfortunately, my enjoyment of the event was spoiled by a
number of organisational problems. I explain each of the problems below.
Firstly, I had difficulty in registering to attend the event. You set up an on-line registration facility,
but I found the facility totally unworkable. Even after spending several wasted hours trying to
register in this way, the computer would not accept my application. I eventually succeeded in
registering by faxing you.
Secondly, the Sound Systems 2016 exhibition was held at one of Hong Kong's most prestigious
hotels, but frankly the venue was better suited to a medium-sized business conference than to a
large exhibition open by registration to the public. The lack of space led to serious overcrowding in
the venue, particularly at peak visiting times (i.e. lunch times and early evening). On one or two
occasions I was also seriously concerned about the physical safety of attendees.
The final point I want to make concerns product information. It is very enjoyable to see and test a
range of excellent sound systems, but it is also important to be able to take away leaflets on
interesting products, so that more research can be done before deciding which system to buy.
However, by the time I attended the exhibition all the leaflets had been taken.
Could I please ask you to look into these matters - not only on my behalf but also on behalf of
other attendees, and in fact on behalf of your company, too.
Yours faithfully
Michael Leung
Michael Leung
104
Ex. 3. Choose the correct option
Exhibitions International
MEMORANDUM
1. Introduction
I am writing to inform you that recently some attendees (2) about the Sounds
Systems Exhibition, and to make some suggestions.
Attendees wrote to (3) that the online registration facility did not work. There
was a bug in the program, which has now been fixed. I suggest that we should do
more testing next year.
2.2 Venue
Many of the attendees who (4)_____ said that the venue was too small. We
underestimated the popularity o f the exhibition. Next year we should book a bigger
venue.
2.3 Leaflets
There were (5) that our exhibitors ran out o f leaflets. We should ask them to
print more next year.
3. Action
With your approval I will handle these (8)____ by implementing the above
suggestions.
105
USEFUL EXPRESSIONS AND PHRASES
HOW TO REPLY TO COMPLAINTS
Solutions
5) We have modified/ changed o u r ...
6) We have implemented a system to...
7) To prevent re-occurrences we have set up a verification procedure.
Assurances
> We assure you that this will not happen again.
Investigation to be m ade
> We are currently investigating the cause o f ...
> We will investigate the cause of...
106
Proposal to settle the difficulty
У As a gesture o f our regret, we are prepared to .../ we are willing to .../ we
would like to .
У To show goodwill, we will ...
An offer to take goods back, m ake a replacem ent, give a discount etc.
У We have dispatched the new items by express courier. They should arrive by
Wednesday, 3 February 2016.
У To show our goodwill, we would like to offer you a 5% discount on your next
order with us.
R egret at dissatisfaction
У While we can understand your frustration, ...
У We understand how disappointing it can be when your expectations are not
met.
A concluding p arag rap h aim ing a t retaining the goodwill of the custom er
У We look forward to receiving your further orders, and assure you that they will
be filled correctly / promptly.
107
SP E C IM E N L E T T E R S
Dear Mr Cliff,
I have received a consignment of 6 dressing tables from you yesterday, my order No. 1695,
which were ordered from your summer catalogue, Cat. No. GR154. But on unpacking them I
found that six heavy mahogany-finished dressing tables had been sent, instead of the light pine-
finished ones asked for.
As most of my customers live in small flats earning a moderate income it is doubtful that I will
be able to find a market for larger more expensive products.
I also have firm orders for the goods asked for. Would you send someone with my consignment
as soon as possible and at the same time pick up the wrongly delivered goods? Thank you.
Yours sincerely,
R Hughes
R. Hughes
108
II. Reply to complaint of wrong delivery
Ex. 2. Read the reply to complaint o f wrong delivery and answer the following
questions.
HOMEMAKERS Ltd.
54-59 Riverside, Cardiff CF1 1JW
Dear Mr Hughes,
Thank you for your letter of 3 February in which you said that you had received a wrong
delivery to your order (No. 1695).
I have looked into this and it appears that you have ordered from an out-of-date catalogue. Our
current winter catalogue lists the dressing tables you wanted under DR 189.
I have instructed one of my drivers to deliver the pine-finish dressing tables tomorrow and pick
up the other consignment at the same time. Rather than sending a credit note, I will cancel
invoice No. T4451 and include another, No. T4467, with the delivery.
There is also a winter catalogue on its way in case you have mislaid the one I originally sent
you.
Yours sincerely,
R. Cliff
R. Cliff
109
III. Complaint of damage
Ex. 3. Read the letter dealing with damage and answer the following question.
1. How had the damage occurred?
2. Why can't the garments still be sold?
3. What does Mr Crane intend to do with the damaged consignment?
4. Why does Mr Crane suggest Mr Causio has to deal with the documentary details of
the complaint?
5. What is enclosed with the letter?
6. Which words in the letter correspond to the following: during transportation;
assess; clothes; make up fo r the loss?
Attn. Mr D. Causio
Dear Mr Causio,
I am writing to you to complain about the shipment of sweaters we received yesterday against the
above order.
The boxes in which the sweaters were packed were damaged, and looked as if they had been
broken open in transit. From your invoice No. 18871 we estimate that thirty garments have been
stolen to the value of £ 150.00. And because of the rummaging in the boxes, quite a few other
garments were crushed or stained and cannot be sold as new articles in our shops.
As the sale was on a c.i.f. basis and the forwarding company your agents, we suggest you contact
them with regard to compensation.
You will find a list of the damaged and missing articles attached, and the consignment will be put
to one side until we receive your instructions.
Yours sincerely,
L. Crane
L. Crane
Chief Buyer
110
IV. Reply to complaint of damage
Satex S.p.A.
Via di Pietra Papa, 00146
Dear Mr Crane,
Thank you for informing us about the damage to our consignment (Inv. No. 18871).
From our previous transactions you will realize that this sort of problem is quite unusual.
Nevertheless, we are sorry about the inconvenience it has caused you.
Please would you return the whole consignment to us, postage and packing forward, and we will
ask the shipping company to come and inspect the damage so that they can arrange compensation.
It is unlikely that our insurance company needs to be troubled with this case.
If you want us to send you another shiment as per your order No. 14478, please let us know. We
have the garments in stock and it would be no trouble to send them within the next fortnight.
Yours sincerely,
D. Causio
D. Causio
111
V. Complaint of b2ad workmanship
Ex. 5. When bad workmanship is involved the customer can only complain as the
faults arise. But they should still complain immediately. Superbuyers, a supermarket,
had asked Wembley Shopfitters to refit a shop they were going to open. The work was
completed, but some months later faults began to appear.
SUPERBUYERS Ltd.
Superbuy House, Wolverton Road, London SW16 7 DN
Telephone: 081-327 1651 Reg. No. 94116 London
Telex: 303113 VAT No. 516 8410 30
Fax: 081 327 1935
Dear Mr Lane,
I am writing to you with reference to the above premises which you refitted last February.
In the past few weeks a number of faults have apperaed in the electrical circuits and the flooring
which have been particularly dangerous to our customers.
With regard to the electrical faults we have found that spotlights on the far wall have either
failed to work, or flicker while thay are on, and replacing the bulbs has not corrected the fault.
The Duraflooring which you laid has beed showing signs of deterioration with some areas being
worn through to the concrete creating a hazard to our customers.
Will you please come and inspect the damage and arrange for repairs within the next week? The
matter is urgent as we can be sued if any of our customers are injured by falling over the cracks
in the flooring. I would also take the opportunity to remind you that you have guaranteed all
your fixtures and fittings for one year. I look forward to hearing from you soon.
Yours sincerely,
K. Bellon
K. Bellon
Managing Director
112
VI. Reply to complain3t of bad workmanship
Ex. 6. Read the letter and answer the questions that follow.
Dear Mr Bellon,
The manager of your Wembley supermarket has probably told you by now that I came down to
inspect the damage you wrote to me about in your letter of 7 July.
I looked at the faulty electrical wiring and this appears to have been caused by dripping water
from the floor above. My foreman, who put the wiring in in February, tells me that the wall was
dry at the time he replaced the old wires. However, we will make the repairs and seal off that
section.
Duraflooring is one of the most hardwearing materials of its kind on the market and I was
surprised to hear that it had worn away within six months, so I made a close inspection. I
noticed that the floor had been cut into and this seems to have been the result of dragging heavy
sharp boxes across it, possibly the ones you use to store some perishable products in. The one-
year guarantee we offer on our workmanship is against normal wear and tear, and the treatment
the floor has been subject to does not come under this category. I am quite willing to have the
surface replaced, but I am afraid we will have to charge you for the materials and work
involved. If I may, I would like to suggest that you instruct your staff to use trolleys when
shifting these containers.
I am sorry about the inconvenience you have experienced and will tell my men to repair the
damage as soon as I have your confirmation that they can begin work.
The floor repairs should not come more than $ 490 and the work can be completed in less than a
day. Perhaps we can arrange for it to be completed on a Sunday when the supermarket is closed.
Yours sincerely,
P. Lane
P. Lane
Director
113
1) What does Mr Lane think caused the faulty wiring and what does he intend to
do about it?
2) What does he think caused the problem with the flooring, and what does he say
he will do about it?
3) When does he suggest the faults could be corrected and why does he choose
that time?
4) Do you think his offer is fair?
5) How does M r Lane suggest the damage can be avoided?
6) How long will repairs take?
7) What expression is used to explain normal use?
8) Which words in the letter correspond to the following: look at; installed;
effect; close; durable; sorry; finished?
Ex. 7. This task is fo r you to practise matching the types o f sentence you need in
adjustment letters with suitable sentences. Match the items in the boxes on the left
with the items on the right:
114
WRITING
Ex. 1 . Write a letter from buyers, saying that some articles are missing from a
delivery. As the suppliers, reply to the previous letter.
Ex. 2. Write to your suppliers and inform them that several articles in one case have
been broken, owing to insecure packing.
Ex. 3. As the exporters, write a tactful letter to customers who have complained that
the material they have received is not like the samples on which they gave the order.
115
16. Проверка груза сразу же по прибытии показала, что груз прибыл сильно
поврежденным.
17. К сожалению, мы должны сказать, что Вы не держите своего обещания о
срочной доставке.
18. К сожалению, должны сообщить Вам, что качество товаров было найдено
неприемлемо низким, это касается, главным образом, материала и
окраски.
19. Наилучшим решением для меня был бы возврат неправильно присланных
изделий за Ваш счет.
20. Я бы хотел, таким образом, получить назад мои деньги.
21. Пожалуйста, приезжайте на следующей неделе, чтобы проверить
повреждения и договориться о ремонте.
22. Из-за задержки с доставкой мы отказываемся принять товары.
23. Если мы не получим удовлетворительного ответа, мы будем вынуждены
передать это дело в руки наших адвокатов.
24. Если в будущем Вы не сумеете эффективно выполнять наши заказы, мы
будем вынуждены искать других поставщиков.
25. Пожалуйста, пришлите нам новые товары взамен поврежденных, которые
хранятся для Вас на нашем складе.
Сопроводительное письмо
(Transmittal / Cover Letter)
116
I. Transmittal with Instructions
Complicated instructions can be handled in a cover letter such as this one. Part
of each sale is to get the reader/buyer to perform an action that brings him closer to
the close of the sale or resale.
Dear Tony:
Two copies of the revised six-month leasing agreement for the Zarcon Laser Copier II are
enclosed. I am pleased you are happy with its performance.
The yellow highlights on one copy reflect the changes that we addressed in our March 14
conversation. Please indicate any additions or omissions in the margins and initial and date each
correction. I will review the copy and get back to you by April 5.
if the current changes meet with your approval, please sign at the 'X' on page 3 of the unmarked
copy and return it in the SASE by March 29.
If I may clarify or help in any other way, Tony, please call me at 555-3993.
Sincerely,
Lee Webster
Lee Webster
Senior Account Executive
Enc.
117
II. Transmittal8with requested
When you must send material and make a request for othet material, use a
cover letter such as this. Each exchage o f information is part of the sales strategy.
Keep all technical discussions brief in the letter, with further explanation in the
enclosures.
Your inquiry regarding our services is welcome. I am enclosing a brochure that will summarize our
optics program for infrared conductors and the surface lab work we do.
If you will send us similar literature from your agency, I can be more specific about what we can
do for you.
I will call you later this week to answer any questions. Thank you for your interest.
Sincerely,
Signature
Enc.
118
III. Transmittal with suggestion
This letter covers technical information briefly and refers to additional service
possibilities. Again, allow the enclosures to handle the details o f technical material.
Use the cover letter to summarize or highlight only.
Linda Maple
77 Cherry Brook Terr.
Burlington, NC 27218
Dear Linda:
Your projection for the possible Grantor-Retained Income Trust (GRIT) is included with this
letter.
You may also want to investigate Grantor-Retained Annuity Trusts (GRATs) and Grantor-
Retained Unitrusts (GRUTs). I have taken the liberty of including a pamphlet describibg these
options in more detail.
Please let me knw if I may clarify anything for you. We could meet any time next Thursday at
you convenience to discuss which trust best suit your assets and family situation.
Sincerely,
Signature
Davis C. Cernicek
Enc.
119
IV. Transmittals wi 0th sales information
Robert J. Lee
Powell Glove Company
P.O. Box 5846
Phoenix, AZ 99065
Dear Rob:
How many distributors of work gloves are there? The charts I promised are enclosed.
Along with the charts, I have included information on the availability of the top distributor
summaries and the work glove management study. These are ''hot off the press'' — as of
yesterday — and deserve a close look.
Please select the information you want. I can either send it or go over it with you.
Best regards,
Signature
Richard A. Parker
RP/lm
Enc.
120
A sales letter that also serves as a cover letter for enclosed brochures.
Dear Mr Bishop:
Thank you for your interest in our bank's Small Business Banking Service (SBBS). I certainly
enjoy the opportunity to visit with you Tuesday afternoon.
As I mentioned, SBBS is designed to meet the special banking needs of the small business
owner. We have packaged a number of popular services under the SBBS umbrella — including
free regular checking account, complimentary personalized checks and a standard safe deposit
box.
Enclosed is an SBBS brochure listing our services; I have highlighted in yellow those you
inquired about. And with this brochure, I have also included several others on the bank and its
offerings.
I will call your office next week to answer any questions yuo may have and to discuss how
United Commercial Bank can best serve you and your consulting company.
Sincerely,
Signature
Michael Warren
MW:kr
Enc.
121
Гарантийное письмо
(Letter o f guarantee)
122
Dear Customer,
Thank you for purchasing the premiere entertainment system that is the Xbox 360. This
guarantee provides you with free repairs of your console, including parts, postage and labor, for
up to 12 months.
Should you experience a technical problem with your console you can contact one of our
specialists on (360) 612-5208 who will advise you on a solution. If this does not fix the problem
they will further advise you on how to send the console to one of our centers for repair.
Should we deem your console beyond repair, we will provide you with a free replacement.
This warranty does not apply to cosmetic damage, such as scratches, cracks or general wear and
tear.
Signed
Jerold Johnson
Jerold Johnson
123
General Warranty and Guarantee
Project:_______________
Address : ______________
I, undersigned, do hereby warrant that all labor and material furnished and work performed in
conjunction with the above referenced project are in compliance with the Contract Documents
and authorized modifications thereto, and will be free from defects due to defective materials or
workmanship for a period of (1) year or a time as specified in the Project Manual from the Date
of Turnover.
Should any defects develop during the warranty period due to improper material, workmanship,
or arrangement, the same, including adjacent work displaced, shall be made good by the
undersigned at no expense to the Owner or Boyer Commercial Construction, Inc.
The Owner will give Subcontractor written notice of defective work. Should the Subcontractor
fail to correct defective work within Thirty (30) days after receipt of written notice, Owner may,
at his or her option, correct and charge Subcontractor cost for such correction. Subcontractor
agrees to pay such charges upon demand. Nothing in the above shall be deemed to apply to
work which has been abused or neglected by the Owner.
Company Name_______________________________________________________
Address_____________________________________________________________
Phone_______________________________________________________________
Signature:___________________________ Title:____________________________
Print Name: Date:
124
ROCKWORTH PUBLIC COMPANY LIMITED.
294-300 Asoke-Dindaeng Rd., Huaykwang Bangkok
10320 Thailand
TEL +66.2246.8888 | FAX +66.22478899
Tax ID 3 10 157981 9 | Commercial Registration
0107537000084
e-mail: sales@rockworth.com | www.rockworth.com
WARRANTY LETTER
We, Rockworth Public Company Limited, hereby warrant that the products manufactured are
merchantable and free from defects in material and workmanship and in conformity with our
standard specifications in effect at the time such products were manufactured for a period of 10
years, from the date of delivery and installation. Our exclusive remedy for a defective product
that fails under normal commercial office use will be repair or replacement with a
comparable product or component, free of charge.
The following materials and components below are covered by limited warranty from the date
of purchase:
The warranty is subject to the provisions that some natural variations occurring in wood,
leather or other natural materials are inherent to their character and not considered defects. We
do not warrant the color-fastness or matching of colors, grains or textures of these materials.
Additionally, a Customer’s Own Material (COM) selected by, and used at the request of a
buyer, is not warranted. Normal commercial office use is defined as the equivalent of a single
shift, 40 hour workweek usage.
Our warranty shall not apply to normal wear and tear or in the event products are damaged as
a result of misuse, abuse, neglect, accident, improper application, modification or repair or
attachments to the product not approved by us. The warranty shall not apply to products used
for rental or hire purchase purposes. The warranty shall not apply to any damage caused from
shipment by any persons not authorized by us.
No products will be accepted for return without prior approval. We shall have the right to
inspect any products claimed as a defective product at the buyer’s premises, or require the buyer
to return the product to us for inspection at our premises. Transportation charges covering
returned products will be borne by us only if such products are proven to be defective, are
covered by this warranty, and are returned within the warranty period stated above.
Our Authorized Dealer is our mutual partner in supporting the warranty requests. To obtain
service under this warranty, please contact our Authorized Dealer.
125
Письмо-реклама
126
SPECIMEN LETTERS
Caroline M. Ness
R.R. 3
Gowrie, IA 50337
Ft. Dodge Appliances is pleased to announce our new line of Wonder Work Appliances. We are
now the authorized Wonder Work dealer for Ft. Dodge.
Wonder Work Appliances, established for three decades in the East, is now expanding to the
Midwest, and we are excited to be part of its expanding network. It specializes in small appliances
that are known throughout the industry for their quality and durability. So that you may have a
chance to see the appliances at work, we have arranged to demonstrate them this Saturday,
November 3, at our store from 9 a.m. to 5 p.m. Special discounts are available if you bring this
letter.
Thank you for your continued business. We look forward to seeing you this Saturday.
Sincerely,
Signature
Barney Carlson
BAC:eeo
127
II. M aking a8special offer
Warren Laylor
78 Andover Street
Alabaster, Kansas 90909
Because you’re a valued customer, I’ve been authorized to make you this very special offer:
For a limited time only, you can save 50% when you buy 4 pairs of Slacks Favorites slightly
imperfect men’s slacks!
That’s right. Usually you save 40% when you buy 4 pairs of slightly imperfects. But we’ve slashed
our prices, so now you pay only half the normal first-quality price.
Take advantage of these low prices to try some spring and summer favourites like Slacks Favorites
Cotton at only $22.99 per pair, or Summer Slacks at just $19.99 per pair. With prices this low, you
can try several different colors to go with every conceivable outfit.
And it’s the perfect time for you to stock up on your favorite slacks styles, like:
^ Slacks Favorites all cotton work pants—only $15.99 per pair.
^ Slacks Favorites cotton/polyester blend dress slacks—only $17.99 per pair.
^ Slacks Favorites bestselling durable casuals—only $18.99 per pair.
I only have authority to extend these special half-off prices through July 31, so I urge you not to
delay. Order now and stock up on your favorite Slacks Favorites styles at these super-saver prices.
Sincerely,
Lorraine Gabor
Vice President, Marketing
128
K nitted Bags M aster
1 Northern Road, Makati, Tlp./fax 12345678 www.knit.com
We are proud to offer you the knitted bags that have different kinds of styles and colors at a
very reasonable price of Php 50. If you rder at least 5 bags between March to Mayy, you will
get special discount at 25% off regular price.
Our strong, beautiful knitted handbags look so exclusive that many of our customers buy more
and more. Therefore, please call or fax us to place your order before we run out of our srock for
this summer season.
Yours sincerely,
Rondel Ramos
Rondel Ramos
Sales Manager
Переписка с банком
VOCABULARY
129
cash card - денежная карточка (для получения наличных из автомата)
cash dispenser - банкомат
a credit card - кредитная карточка
to honour a cheque - оплачивать чек
to cancel a cheque - аннулировать чек
to stop a cheque - приостановать платеж по чеку
a paying-in / w ithdraw al / tran sfer slip - приходный ордер / расходный ордер /
расписка в получении денежного перевода
notice of w ithdraw al - уведомление вкладчика о намерении снять средства со
срочного вклада
a counterfoil - корешок (чека или квитанции)
a cashier - кассир
a g u aran to r - гарант, поручитель
a loan - ссуда, кредит
an overdraft / O /D - овердрафт (сумма, получаемая сверх остатка на счете)
to overdraw - превышать остаток счета в банке
interest - процентная ставка
Base R ate - ставка рефинансирования
inflation - инфляция
bank charges - банковские комиссионные платежи
credit status - кредитная история, платежеспособность
a bill of exchange - переводной вексель (тратта)
a draw er - векселедатель (трассант)
a draw ee - векселедержатель (трассат)
a sight d raft / bill - тратта / вексель до востребования
docum ents against paym ent (D/P) - документы против наличного расчета
docum ents against acceptance (D/A) - документы против акцепта
to discount a bill - учитывать вексель
to endorse a bill - индоссировать вексель
a dishonoured bill - опротестованный вексель
to protest a bill - опротестовать вексель
a letter of credit (L/C) - аккредитив
a revocable / irrevocable letter of credit - отзывный / безотзывный аккредитив
commission - комиссионный сбор
standing order - долговременное поручение банку
130
SPECIMEN LETTERS
I. A dm inistrative letters
Dear Mr Day,
I am writing to you with reference to our conversation three days ago when we discussed my
opening a current account with your branch.
I would appreciate it if you could open a current a/c for me under my trading name R & S Fashions
Ltd., 915 East Street, Brighton, Sussex. Enclosed you will find two specimen signatures, my own
and my partner's, Miss Catherine Sidden. Both signatures will be required on all cheques. I have
included a reference from Mr Young, who banks with your branch, a cheque for £ 57.00 from a
customer, and a paying-in slip which I picked up in the bank the other day.
Yours sincerely,
B. Change o f signature
The bank must be informed of any change o f address and, as here, of a change in the
signatures required on cheques.
Dear Mr Winston,
Will you please note that as from 11 August 20 the two signatures that will appear on cheques
for our number 1 and 2 accounts will be mine and that of our new accountant Mr Harold Lloyd,
who is taking over from Mr David Story.
Yours sincerely,
131
C. Request fo r a standing order
Dear Sir,
We have just moved to new premises at the above address and would like to pay our monthly rent
of £574.00 to our landlords, Richards & Long, 30 Blare Street, London SW7 1LN, by standing
order.
Would you please arrange for £574.00 to be transferred from our No. 2 account to their account
with Dewlands Bank, Leadenhall Street, London EC2, on the 1st of every month, beginning 1 May
this year?
Yours faithfully,
D. Cancellation o f a cheque
Cancelling a cheque must be done in writing, not on the phone. Banks are obliged to
pay cheques if the payer has funds in his current account, so the bank will want
written proof to protect them.
Dear Sir,
Please would you cancel cheque No. 17892165001 for £1,672 in favour of B. Gelt Ltd? The
cheque appears to have been lost in the post and I am sending another in its place.
Yours faithfully,
Dear Mr Collis,
Please would you transfer £2,500 from my current account to my deposit account? The account
numbers and details are on the enclosed transfer slip, and I would be grateful if you could stamp
the counterfoil and return it to me.
Yours sincerely,
132
II. Advice of an overdraw n accountant
Banks prefer not to stop payments because of the embarrassment it can cause the
customer, but if there has not been an arrangement for overdraft facilities, and the
cheque, in the bank manager's opinion, is too large, he will stop it. In case of Mr
Hughes, however, the bank manager lets the credit transfer go through.
Read the advice o f an overdrawn account and answer the questions that follow.
Reg. No.: Swansea 385 1623 Telephone: (0792) 469008 (10 lines)
Telex: 84903
Fax: (0792) 431726
Dear Mr Hughes,
I am writing to inform you that you now have an overdraft of £158.63 on your current account.
I allowed your last credit transfer to Homemakers Ltd. to pass as you have a large credit balance
on your deposit account. But I would point out that we cannot allow overdraft facilities unless
you make a formal arrangement with the bank. If you would like to do this, please contact me
and we can discuss it. Alternatively, would you make sure that your current account is in credit?
Thank you.
Yours sincerely,
D. Collis
D. Collis
Manager
133
1) Why has the bank manager passed4Mr Hughes' cheque although it led to an
overdraft?
2) What does he advise Mr Hughes to do if he wants an overdraft in future?
3) How does he suggest Mr Hughes corrects the overdraft?
Dear Mr Collis,
Thank you for your letter of 8thAugust. Please allow me to apologize for my oversight in not
realizing I had a debit balance on my current account.
The reason I did not realize I had overdrawn my account was because I had received a post
dated cheque for £300.00 from a customer which had not been cleared. However, to avoid a
repetition I have transferred £500.00 from my deposit account and this should ensure against
overdrawing in future.
Thank you for allowing the credit transfer to Homemakers to go through despite the debit
balance it created.
Yours sincerely,
R Hughes
R. Hughes
134
1) Why had Mr Hughes overdrawn his account?
2) How does he make sure it won't hap pen again?
3) What does 'oversignt' mean?
4) Why hadn't the £300.00 cheque been cleared?
In this letter Mr Cliff o f Homemakers Ltd. Wants to obtain either an overdarft or loan
to expand his furniture factory. He asks for an appointment to discuss the matter, and
explains why he needs the money.
Read the letter and answer the questions that follow.
HOMEMAKERS Ltd.
54-59 Riverside,Cardiff CF1 1JW
Dear Mr Evans,
I would like to make an appointment to see you to discuss either a loan or overdraft to enable
me to expand my business.
Over the past year I have been testing the market with a new line - furniture assembly kits -
and have found that demand for these kits, both here and overseas, has exceeded my
expectations. In the past six months alone I have had over £60,000 worth of orders, half of
which I could not fulfil because of my limited resources.
I will need a loan for about £8,000 to buy additional equipment and raw materials. I can offer
£2,000 in IBM ordinary shares, and £3,000 in local government bonds as part security for the
loan, which I estimate will take me about nine months to repay.
I enclose an audited copy of the company's current balance sheet, which I imagine you will
wish to inspect, and I look forward to hearing fro you.
Yours sincerely,
R. Cliff
R. Cliff
Enc.
135
1. What new line does Mr Cliff want to put on the market?
2. Why does he need the loan or overdraft?
3. Why is he sure he can repay the loan?
4. What evidence does he offer to show his company is in a healthy state?
5. What security is he offering?
6. What is a balance sheet?
7. Which words in the letter correspond to the following: talk about; enlarge; put
together; gone further; meet (orders); assess; checked (by an accountant)?
V. Grant of a loan
The bank manager has now seen Mr Cliff and checked his accounts to make sure that the
business has been doing as well as the owner said. He has considered the matter of the
overdraft or loan, and is now replying.
Read the letter and answer the questions that follow.________________________________
Dear Mr Cliff,
With reference to our meeting on 23 September, I am pleased to tell you that the credit for £8,000 which
you requested has been approved.
I know we discussed an overdraft, but I think it would be better if the credit were given in the form of a
loan at the current rate of interest which is 15 per cent, and which will be calculated on half-yearly
balances.
The loan must be repaid by June 20 and we will hold the £2,000 IBM ordinary shares and £3,000
local government bonds you pledged as security. We agreed that the other £3,000 was to be guaranteed
by Mr Y. Morgan, your business associate, and I would appreciate it if you could ask him to sign the
enclosed guarantor's form, and if you would sign the attached agreement.
The money will be credited to your current account and available from September 30 subject to your
returning both forms by that time.
I wish you luck with the expansion of your business and look forward to hearing from you.
Yours sincerely,
I. Evans
I. Evans
Manager
Encls.
136
1. Is the bank manager going to give Mr Cliff an overdraft?
2. If he is not giving him an overdraft what has he suggested?
3. What does the bank manager propose to do as there is not sufficient security to cover
the credit?
4. Who is Mr Y. Morgan?
5. How is the interest on the credit to be charged?
6. When will the credit be available from?
7. Which account will the loan be paid into?
8. Which words used in the letter correspond to the following: paid back; promised;
someone known in business; contract?
Mr Ellison's company owns a chain of petrol stations and garages. He is also a customer of
Barnley's Bank and has also asked for an overdraft, but in his case the bank is not willing to
lend him the money.
Dear Mr Ellison,
I am sorry to inform you that we will not be able to offer the credit you asked for in your letter of 14
November.
You have had an overdraft n the past year which partly influenced our decision, but there is also a credit
squeeze at present which has partially affected loans to the service sector of the economy. I sympathize
with you when you say that you have been offered a rare opportunity to expand your business if you can
secure the £15,000 additional capital. With regard to this, may I suggest that if there are no other
possibilities for you to raise the money, perhaps you could approach a Finance Corporation who might
be willing to help.
I am sorry that we have to disappoint you in this matter, and hope that we may be of more help in the
future.
Yours sincerely,
I. Evans
I. Evans
Manager
137
1. What two things have influenced th8e bank manager's decision not to allow a
credit in this case?
2. Why did Mr Ellison want the credit?
3. Was the bank manager sympathetic?
4. Did he offer an alternative which might help Mr Ellison raise the money?
Ex. 1. Match these words and phrases (1-11) with their definitions (a-k)
WRITING
Ex. 2. Write to your bank manager asking him to advance 70% o f the value o f a
consignment o f goods you have ju st exported to a foreign customer.
Ex. 3. Send a letter to your firm 's bank, enclosing shipping documents and a 90 d/s
draft on your foreign customer. A sk them to obtain acceptance and then to discount
the bill.
138
Неофициальные деловые письма
VOCABULARY
to m ake a reservation -
to accept / refuse an invitation -
to m ake / confirm / cancel an appointm ent -
a letter of introduction -
a letter of thanks -
a letter of confirm ation -
an invitation -
a letter of condolence -
a letter of congratulations -
a request for hospitality -
I. Reservations
A ir travel
Dear Sir,
This letter is to confirm our telephone conversation this morning when I arranged for two
tickets to be sent to us in the names of P. R. Dell and B. Newsome, our directors, who will be
travelling London Heathrow — Rome on flight BA 164 at 10.05 hours, on Wednesday 12 June.
Please send the tickets to us by return, and find a cheque for £210.00 enclosed.
Yours faithfully,
Train travel
Dear Sir,
With reference to my telephone call to you this morning, would you please book a return ticket
including couchette in the name of Mr John Miles for London-Paris-Zagreb, leaving on
Monday 18 July, and returning Zagreb-Paris-London, on 3 August?
I would appreciate your sending the tickets as soon as possible and have enclosed a cheque for
£188.00.
Yours faithfully,
139
H otel
Dear Mr Ruggerio,
This letter is to confirm my telex and your answer of today in which you agreed to reserve two
separate rooms with shower and bath, from 12 June to 21 June inclusive for Mr P.R. Dell and
Mr B. Newsome, who will be attending the Textile Trade Fair in Rome.
Could you make sure that the rooms are situated at the back of the hotel, as the rooms they were
given last year, overlooking the main road, were rather noisy?
I am enclosing a banker's draft for £40.00 as a deposit. Could you please acknowledge receipt?
Yours sincerely,
Conference facilities
Dear Sir,
We are holding our annual conference this year in Nantes and are looking for a hotel which can
offer us accommodation and conference facilities from 15 to 18 November inclusive.
There will be 60 delegates, 15 of whom will be bringing their wives. Therefore, we will need 45
single rooms and 15 double with full board for the three days. Provisions should also be made
for serving morning coffee and afternoon tea in the conference room.
For the meetings we will need a room that can accommodate 60 to 70 people, with sound
equipment, and if possible a stage from where lectures and demonstrations can be given.
We will be brining our own visual aids with us, so it will not be necessary to provide projectors,
boards, or screens.
Please would you send us a list of your tariffs and let us know if you are prepared to allow
discounts for a block booking. If you can offer a competitive quotation, and satisfactory
accommodation and facilities, you can rely on regular bookings from us in the future.
Yours faithfully,
140
II. Appo1intm ents
M aking an appointment
Dear Mr Grane,
Our Chief Buyer, Mr Norman Luman, would like you to contact us with a view to discussing
the possibility of setting up a contracr with your company to supply us with steel over the next
year.
He will be in his office all next week, and if you could write or phone him on 081-573 6621 he
would be glad to arrange a meeting with you.
Yuors sincerely,
Confirming an appointment
Dear Mr Grane,
Mr Norman Luman has asked me to confirm the appointment you made to see him. He looks
forward to meeting you at 11.30 in his office, at the above address, on Tuesday 2 August.
Yours sincerely,
Cancelling an appointment
Dear Ms Hooper,
I am sorry to tell you that Mr Grane will not be able to keep the appointment he made to see Mr
Luman on Tuesday 2nd August. Unfortunately an urgent matter has come up in our Lisbon
office and needs his immediate attention. He offers his sincere apologies for the inconvenience
and will contact you as soon as he returns to London.
Yours sincerely,
141
Follow-up after an appointment
Dear Mr Luman,
Just a line to say that I was pleased we were finally able to meet one another yesterday after
having to postpone our meeting two weeks ago when I was called to Lisbon.
I am also pleased we were able to work out the main points of our contract so quickly and were
able to come to a mutually acceptable agreement.
It would be useful for us to keep in contact so I will call you in a few weeks or so and perhaps
we can discuss how things are going with our supplies or anything else you would like to talk
about. I look forward to seeing you soon.
Yours sincerely,
III. Hospitality
A n invitation
Dear Mr grant,
We would like to invite you to attend our award ceremony at Claremont College which is being
held on 14 December this year. The proceedings will begin about 2.00 and end around 5.00 in
the afternoon, after which a dinner will be given at 7.00 for our prominent visitors.
As one of our distinguished ex-students we would like you to address the parents and students
with a short speech of your choice before handing out the awards.
Although we realize you are busy we hope you can find time to accept the invitation and look
forward to seeing you.
Yours sincerely,
Accepting an invitation
Dear Mr Edwards,
Mr Grant, our director, has asked me to write to thank you and accept your kind invitation to
attend the award ceremony and speak at Claremont College on December 14.
he has fond memories of the college where he trained as an engineer, and welcomes the chance
to visit it again.
The topic he has chosen to speak on is 'Changing Technology in the next Decate', and he would
appreciate it if you would let him know whether this will be an acceptable subject.
Yours sincerely,
142
Refusing an invitation
Dear Mr Odensa,
Our Chairman thanks you very much for the kind invitation you sent to attend the reception
being held next month at your embassy.
Although he would have liked to have come, he will be in America at that time. However, he
sends you his best wishes and apologies for not being able to attend, and hopes that you will
send another invitation at some future date, when he does not have any commitments.
Yours sincerely,
Dear Mr Stanton,
I was shocked to hear about the death of your parner, Mr John Brendon, and offer my
condolences. He was a fine person and a well-liked man who will be sadly missed by all who
knew him.
Please pass my sincerest sympathies on to his family, and assure them that all his associates will
have only the fondest memories of him.
Yours sincerely,
Letter o f congratulations
Congratulations are also best given directly, not by someone on your behalf.
Dear Mr Carrington,
I would like to offer my congratulations on your being elected chairman of our Trade
Association.
No one has done more to deserve the honour, or has worked harder to promote our interests.
You can count on me and my company to give you any assistance you require in your term of
office, and I wish you every success for the future.
Yours sincerely,
143
5. О С О БЕ Н Н О С Т И ДЕЛ О ВО Й П Е РЕ П И С К И П О ЭЛЕКТРО Н Н О Й
П О Ч ТЕ
144
«Уважаемый (уважаемая) + имя, отчество адреса, здравствуйте» и только после
этого переходите к цели Вашего сообщения.
Правило 7. Правильно структурируйте свое письмо.
Поскольку чтение c экрана монитора гораздо сложнее, чем чтение
бумажного носителя, очень важно правильно структурировать электронное
письмо. Разбивайте Ваш текст на логические абзацы и вместо чересчур
длинных предложений используйте несколько коротких. Старайтесь, чтобы
Ваши предложения содержали не более 15-20 слов. Отделяйте абзацы друг от
друга отступом или пустой строкой.
Правило 8. Будьте краткими и пишите по существу.
Основной текст письма с первого абзаца должен притягивать внимание
читателя не меньше, чем его Тема. Начните с цели письма, она должна быть
четко сформулирована в первом предложении. Электронное письмо в отличие
от обычного предназначено для быстрой передачи информации, поэтому
постарайтесь не отправлять длинные электронные сообщения. Если вам
необходимо переслать важную информацию, содержащую большой объем, то
лучше составить краткий сопроводительный текст в электронном письме, а
саму информацию оформить в виде вложения.
Правило 9. Присоединяйте вложение к письму в самом начале.
Прежде чем приступить к написанию письма, присоедините вложение.
Сколько раз приходилось получать письмо, целью которого была пересылка
вложения, без вложения?! И следом приходило письмо от того же отправителя с
вложением. Такая беспечность может не лучшим образом отразиться на Вашей
деловой репутации.
Правило 10. Составляя ответное письмо, отвечайте на ВСЕ заданные
Вам вопросы.
Если Вы отвечаете кому-либо на письмо, то, постарайтесь ответить на все
вопросы, которые заданы Вам. Это правило кажется таким естественным и
понятным, но, тем не менее, очень часто получается, что люди не отвечают на
некоторые из заданных им вопросов - это одно из наиболее часто нарушаемых
правил электронной переписки. Замалчивание вопроса очень неэтично с Вашей
стороны - ведь другой человек нуждается в Вашем ответе и ждёт его, но не
получает в письме. Если Вы затрудняетесь ответить, то так прямо и напишите.
Только не оставляйте ничего без ответа.
Правило 11. Прежде чем отправить письмо, проверьте орфографию,
грамматику и пунктуацию.
Тот факт, что электронная почта - быстрый способ связи, вовсе не
означает, что она должна быть небрежной. Стройте свои фразы возможно более
грамотно с точки зрения орфографии и грамматики. Это важно не только
потому, что неграмотно написанное письмо может испортить впечатление о
Вас, и потому, что очень трудно читать текст без запятых и точек. И, если Ваша
программа имеет опцию проверки орфографии, почему бы ей не
во спользоваться?
145
Правило 12. На электронные письма обязательно нужно отвечать.
Электронная почта - это связь с другими людьми, и для этого немного
вежливости никогда не повредит. По правилам этикета на электронные письма
обязательно нужно отвечать, а время ответа не должно превышать трех суток.
Имейте ввиду, если Вы не отвечаете на электронное письмо в течение этого
срока - это явный отказ от общения.
При получении незатребованных писем или писем от неизвестных людей,
можно на них не отвечать.
Правило 13. Не пишите ПРОПИСНЫМ ШРИФТОМ.
Не пишите весь текст сообщения прописным шрифтом; несколько слов,
выделенных таким способом, лучше подчеркнут важность этого места. Если Вы
пишете прописным шрифтом, то кажется, что Вы КРИЧИТЕ. Это может
вызвать раздражение или другую нежелательную реакцию у Вашего читателя.
Правило 14. Никогда не сообщайте конфиденциальную информацию
посредством электронной почты.
Будьте очень осторожны при пересылке номеров своих банковских карт
или другой конфиденциальной информации в тексте электронного письма.
Помните, что электронная почта при пересылке может быть перехвачена и
использована в корыстных целях. Не забывайте и о том, что посланное Вами
электронное письмо навсегда остается в памяти компьютера.
Правило 15. Не злоупотребляйте аббревиатурами и эмоциональным
оформлением.
В деловой электронной почте старайтесь не использовать так называемые
смайлики («улыбающихся лиц»). Они неуместны в деловой переписке, тем
более что Ваш адресат может не знать их значение.
Правило 16. В конце письма обязательно ставьте свою подпись.
Иногда приходят письма, подписанные «Отдел маркетинга, рекламы» -
это вызывает некоторое замешательство. К кому и как обратиться в ответном
письме? Просто, «Здравствуйте», звучит как-то безлико. Поэтому обязательно
ставьте свою подпись в конце письма. Подпись - это небольшой блок текста,
добавляемого в конец Ваших сообщений, который идентифицирует Вас и
содержит Вашу контактную информацию. Включайте в нее несколько
возможных способов связи с Вами (обычно это номера телефонов и факса), а
также ссылку на сайт Вашей компании.
146
To: Department Managers
From: C. Jarrett
We will be meeting to plan the capital budgets for the coming year.
I expect it will take three to four meetings for us to get the numbers on the table
and then work it all out to the final projections.
The first meeting will be held on November 2nd at 10 a.m. in the conference
room. We will set the remaining meeting dates/times during this first one.
Bring your department’s budget projections and be prepared to explain how your
department will contribute to the company’s cost-cutting drive.
Thanks,
Carl
Roger,
You were going to have the presentation slides for the Cortland project to me by
yesterday. They have not arrived.
Please get in touch with me ASAP! We’ll need those slides for tomorrow
afternoon’s presentation!
Charlie
147
To: Patrick Murphy
From: R. Jordan
Pat,
I have a book revision project if you’re interested. The book is Business Communication
Made Easy. It was last revised in 1993.
This would be work for hire. Turn around time is about 2 months (text in by Nov. 29).
Fee is $3,600.
If you’re interested, I’ll overnight the book to you so that you can take a look at it. We
need to have a contract on this by midweek.
Thanks,
Rich
Rich:
I’m attaching the overall description of the plans I have for revision of the BCME
project. I will begin working directly with the text that you sent me, but would like you
to review these plans for your input/direction.
I will be adding additional information about the use of postcards to Chapter 3. And, I
will work up a new chapter on informal business meetings (i.e., the coffee house, book
store, etc.). Unless something unforeseen should arise, I will expect this project to be
wrapping up the end of next week. Hope that will get it to your layout team with plenty
of time to spare. As always, your feedback is valuable and appreciated!
Murph
148
6. Н АПИСАНИЕ РЕЗЮ М Е. СО П РО В О Д И ТЕЛ ЬН О Е ПИСЬМ О,
РЕК О М ЕН ДАТЕЛЬНОЕ П И СЬМ О П РИ У С ТРО Й СТВЕ НА
РАБОТУ
VOCABULARY
149
USEFUL EXPRESSIONS AND PHRASES
Applying fo r a position
Generally, the terms vacancy, post, position, or opening are used instead of the word
job in applications.
Opening
> I would like to apply fo r the position o f Programmar advertised in this month's
edition o f Computer Technics.
> I am writing to you concerning your advertisement on 12 May in The Gardian,
fo r a bilingual secretary to work in your export department.
> I am answering your advertisement fo r the post o f Bank Trainee which
appeared in yesterday's Times.
> I am replying to the advertisement o f 18 June fo r a Sales Manager which you
placed in The Export Journal.
> I am writing to ask i f you might have a vacancy in the (your) general office /
sales / export / accounts department fo r a(n) clerical assistant / salesperson /
export manager / accounts clerk.
Application fo rm request
> Please can you send me an application form and any other relevant details?
> Would it be possible fo r you to send me an application form and further
details?
> I would be grateful i f you could send me an application form, and i f in the
meantime you need any further details about me, I would be happy to supply
them.
Curriculum Vitae
> Thank you fo r your letter o f (dateO and the application form fo r the post o f
(title). I have now completed the details and am enclosing the form.
> I am enclosing my curriculum vitae fo r the position o f ...
> The enclosed C V is fo r the above post.
150
Reasons you are applying 1
> I am particularly interested in the position you offer as I know my previous
experience and academic background would be valuable in this area o f
(engineering; teaching; accountancy, etc.).
> I am sure I would be successful in this post as I have now gained the
experience and skills that are required.
> As (title ofpost) I know my background in (area o f work) would prove valuable
to you, especially as I have been dealing with (explanation)...
> This position would require someone who has had extensive experience o f
(area o f work) which I gained both academically and commercially at (college
and companies).
Close
> I look forward to hearing from you. However, i f there is any further
information you require in the meantime, please contact me.
> Please let me know i f there are any other details you need. Meanwhile, I look
forward to hearing from you.
> I hope to hear from you in due course. Please let me know i f you would like
further information about me.
> I will be able to give you more detailed information at an interview, and I look
forward to seeing you.
Turning down an applicant
> Thank you fo r attending our selection board on (date), but we regret to tell you
that you were not successful in your application. We hope you will be able to
secure a position in the near future.
> We regret to tell you that we are not able to offer you the post o f (title) which
you applied fo r on (date). We hope you will soon fin d the position you are
looking for.
> We are sorry to say that we are unable to offer you the position o f (title) fo r
which you were interviewed on (date), and hope you will be more successful in
the future.
> We have decided not to accept any applicants who were interviewed fo r the
post o f (title), and are readvertising the vacancy.
Offering a position
> We are pleased to inform you that you were successful in your interview fo r
(title) which you attended on (date).
> Thank you fo r seeing us on (date). We are prepared to offer you the position o f
(title) which you applied for.
> I am pleased to tell you that we are offering you the post o f (title) which we
discussed at your interview on (date).
> The selection board have approved o f your appointment as (title).
> The bank has agreed to accept you fo r the post o f trainee subject to the usual
references.
151
SPECIMEN LETTERS 2
I. Unsolicited letter
Furstenweg 110
The Manager D-3000 Hannover 71
Mitchell Hill PLC
Merchant Bank 21 June 20__
11-15 Montague Street
London EC1 5DN
Dear Mr Curtis,
I am writing to you on the recommendation of David McLean, Assistant Manager in your securities
department.
A year ago Mr McLean was on a banking course here with me in Hannover, and he suggested that I
should contact your company and mention his name. He told me that you often employ people from
other countries on a one-year basis, if they have had banking experience.
I am a 28 year-old employee of the International Bank in Hannover, working in the Overseas Securities
Department, and have been with this organization for the past two years, since graduating from the
University of Munich in 20 with a degree in Economics.
As well as speaking fluent English, I also have a very good working knowledge of French.
In my present position as Assistant to the Director of the International Securities Department, I deal with
a wide range of investments from companies throughout Europe, buying shares and bonds for them on a
worlwide basis.
My bank encourages all its staff to spend a year abroad for the experience of working with different
systems, and my Director would be willing to give you a reference.
I would like to spend a year or so in the UK to gain experience in securities investment with British
bank, and in exchange, I think my experience and languages would prove useful to your organization.
If you think it would be possible to offer me a position, please send me an application form where i will
be able to give you more specific details about myself.
Yours sincerely,
Marcus Bauer
Marcus Bauer
152
4. Why does his bank encourage peopl3e to go on overseas courses?
5. What does he want the UK bank to send him?
6. Which words in the latter correspond to the following: suggestion; getting a
qualification; various methods o f doing things; particular?
Dear Mr Bauer,
Thank you for your letter of 21 June 20_, in which you enquired about a one-year traineeship
in our Securities Department in the UK.
I have spoken to Mr McLean, who recommended you to contact us, and he remembers you
from the course you did together.
We do employ staff from overseas banks, with experience, and could probably find an opening
for you in the Securities Department around the end of this year as one of our current trainees is
leaving in September.
I am enclosing an application form and booklet giving you details of Mitchell Hill, salary
structure, and conditions of employment. Would you please complete the application form and
send it to Mrs Helen Griffiths, Personnel Department, at the above address. Meanwhile, could
you ask your Director, Mr Strauss, to send me a reference, possibly from one of your Professors
at Munich University.
Yours sincerely,
Sheila Burrows
Sheila Burrows (Miss)
pp David McLean
Securities Manager
153
II. Applica4tion form
154
III. Covering5letter for CV
Read the covering letter fo r C V and answer the questions that follow.
D ear M rs Hastings,
I w ould like to apply for the position advertised in The Guardian on 16 June for a Personal
A ssistant to the Sales Director.
As you will see from my CV, m uch o f the w ork I do in my present position is that o f a PA. I
deal not only w ith the routine w ork o f a secretary, but also represent the A ssistant D irector at
small m eetings and functions, and am delegated to take a num ber o f policy decisions in his
absence.
Your advertisem ent asked for a know ledge o f languages. I have kept up my French, and learnt
Italian for the past tw o years at evening classes, and have regularly visited Belgium and Italy
w ith the A ssistant Director, acting as an interpreter and translator for him.
I am also fam iliar w ith the latest developments in Information Technology, having just
com pleted a one-m onth course at The City College, in addition to previous day release courses I
attended when I was w ith Johnson Bros.
I am particularly interested in the situation you are offering, as I w ould like to becom e more
involved w ith an IT organization. I am quite fam iliar with many o f the software products that
ICS manufacture for office technology.
As well as my secretarial skills and experience o f running a busy office, I am used to w orking
w ith technicians and other specialized personnel in the field o f computers. I have a genuine
interest in com puter developm ent and the people involved in the profession.
Please let me know if there is any further inform ation you require. I look forward to hearing
from you.
Yours sincerely,
Carol Brice
Carol Brice (Ms)
Encl. CV
1. What position is Ms Brice applying for?
2. What does the abbreviation P. A. mean?
3. How did she learn about IT?
4. What reason does she give for wanting to join ICS?
155
5. Which words in the letter correspond to the following: ask for; everyday
duties; continued with; materials used with a computer, e.g. discs; managing,
real?
IV. C urriculum Vitae
Curriculum vitae
Date of Birth: 25 February 20
Name: Carol Brice
Present address: 25, Westbound Road, Borehamwood, Herts, WD6 1DX
Telephone number: 081 953 9914
Marital status: Single
Education and qualifications:
1990 — 1995 Mayfield School, Henley Road, Borehamwood, Herts, WD6 1DX
GCE in English Language; French; History; Geography; and Art.
1995 — 1997 Hilltop Further Education College
Kenwood Road, London NW7 3TM
Diploma in Business Studies
Work experience: Johnson Bros. Plc. 51-55 Baker Street, London W1A 1AA
Oct'97 — Dec'98 Type of Company: Retail Chain Stores
Post: Junior Secretary
Responsibilities: Secretarial work including typing; shorthand;
correspondence; copying reports and minutes from shorthand notes;
tabulating data; filing; answering customers' calls; mail distribution; and
general office dities.
Jan'99 — present National Auto Importers Ltd., Auto House, Sidmouth Street, London
WC1H 4GJ
Type of Company: Car importers
Post: Secretary to Assistant Director
Responsibilities: Dealing with all correspondence; taking minutes at
meetings and writing up Assistant Director's reports; receiveing customers
and suppliers; dealing with home and overseas enquiries; making
decisions on behalf of A.D. in his absence; and representing the company
at various business functions.
Other information: While working i have attended various evening courses for Italian and
French, and have also been on special Information Technology courses at
The City College. My interests include tennis, badminton, swimming and
reading.
References: Mr B. Norman, Assistant Director, National Auto Importers Ltd., Auto
House, Sidmouth Street, London WC1H 4GJ
Mrs T.R. Bradley, Senior Lecturer, Business Studies Dept., Hilltop Further
Education College, Kenwood Road, London NW7 3TM
Current salary: £14,000 per annum
156
1. What was Ms Brice's position at Johnson Bros?
2. Name three of her duties at National Auto.
3. Which words in the CV correspond to the following: unmarried; stenography;
cataloguing and keeping data; acting for; wages?
M s Carol Brice
25 W esbound Road
Boreham wood
Herts
W D 6 1DX
D ear M s Brice,
Thank you for your application o f June 18 for the post o f Personal A ssistant to M s Frances
Newman, our Sales Director.
M s N ew m an has asked me to w rite to you inviting you for an interview at 15.00 on Tuesday 12
July 20___ .
Please come to the reception on the ground floor at the above address and ask for me, and I will
m eet you.
Please bring w ith you any certificates, diplomas, or references that you have. M eanwhile, would
you phone me on Ext. 217 to confirm that you will be able to attend the interview.
Yours sincerely,
Anne Levin
Anne Levin (M rs)
pp Frances N ew m an
Sales Director
157
VI. Letter offering position
Read the letter and answer the questions that follow.
M s Carol Brice
25 W esbound Road
Boreham wood
Herts
W D 6 1D X
D ear M s Brice,
I am w riting on behalf o f M s Frances N ew m an to tell you that you w ere successful in your
interview on 12 July for the post o f Personal Assistant.
Your duties will com mence at 09.00 on 10 October 20__, but w e w ould appreciate it if you
could arrive at 08.30, so that we can introduce you to the staff, and acquaint you w ith office
procedures.
Full details o f your term s o f em ploym ent are on pp 9-14 o f our em ployees' handbook, ICS 661,
but, as w e discussed at the interview, your hours will be subject to requirement, and no overtime
will be paid. This is com pensated for by an annual bonus paid to adm inistrative staff, based on
annual profits.
Your starting salary will be £16,000, w ith annual increm ents o f 9 per cent in the first three
years, and subject to negotiations thereafter. D uring this period you will be allowed three w eeks'
vacation a year, and four w eeks after three years, rising to m axim um o f six weeks. In addition
to the listed fringe benefits, w hich include a N on-Contributary Pension Scheme at 8% o f your
gross salary; free m edical insurance; staff discounts on our products, etc.
Please look at the relevant sections o f the handbook carefully, and if you have any queries,
contact me.
I look forward to w elcom ing you to the company, meanwhile, w ould you sign one o f the two
copies o f the Contract o f Em ploym ent enclosed and return it to M rs J. Hastings, Personnel
Officer, at the above address, w ith your confirm ation accepting the post.
Yours sincerely,
Anne Levin
Anne Levin (M rs)
pp Frances N ew m an
Sales Director
158
1. Which job has Ms Brice been selecte9d for?
2. Why does she need to come to the office early?
3. Where will she find information about her conditions o f employment?
4. When does this firm offer pay rises?
5. What must she do when she confirms she will take the job?
6. Does the firm offer anything else besides salary?
7. Which words in the letter correspond to the following: become familiar; to
work when needed; increases; benefits besides salary; money taken o ff
purchases by employees; questions?
D ear M rs Hastings,
Please thank M s Levin for her letter o f 25 July in w hich she offered m e the post o f PA to
Frances New m an, your Sales Director.
Please inform her that I am very pleased to have been offered the position, and confirm that I
will begin at 08.30 on M onday 10 O ctober 20__ .
I accept all the term s in M rs Levin's letter and conditions in the employees' handbook, ICS 661,
and I am enclosing a signed copy o f my Contract o f Employment.
Yours sincerely,
Carol Brice
Carol Brice
159
7. КОНТРАКТ. СОДЕРЖ АНИЕ И О СН О ВН Ы Е П У Н К ТЫ
КОНТРАКТА
160
обязаны обеспечить их поступление в указанный срок на территорию
Республики Беларусь.
7. Упаковка и маркировка товара.
Определяется вид и требования к упаковке или таре и маркировке.
Различают внешнюю упаковку - тару (ящики, картонные коробки, бочки,
контейнеры и др.) и внутреннюю упаковку, неотделимую от товара.
Маркировка груза предполагает указание реквизитов экспортера и
импортера, номера договора, места назначения, специальных обозначений к
таким относятся «осторожно: хрупкое», «вверх не кантовать», «центр тяжести».
8. Валюта платежа и условия расчёта.
Валюта платежа - валюта, в которой может осуществляться расчет, при
этом она может не совпадать с валютой цены.
Стороны устанавливают порядок расчетов: наличная, безналичная; с
предоплатой, оплатой по факту поставки товара, сроки оплаты и другие
условия.
9. Страхование.
Здесь устанавливаются условия страхования: что подлежит страхованию,
от каких рисков, кто страхует, в чью пользу производится страхование.
10. Приёмка-передача товара.
Этот раздел должен содержать сведения о сроках приемки-передачи по
количеству и качеству, месте и времени фактической приемки-передачи,
способе приемки по качеству, а также в нем должно быть указано, кем
осуществляется приемка-передачи товара.
Кроме того, при приемке товаров, поставляемых по внешнеторговому
договору, можно применять порядок и правила приемки товаров по количеству
и качеству, установленные Положением о приемке товаров по количеству и
качеству, утвержденным постановлением Совета Министров РБ от 03.09.2008
№ 1290.
11. Порядок гарантийного обслуживания.
Устанавливаются порядок и сроки возврата, замены неисправного
(бракованного) товара или допоставки недоукомплектованного товара,
оговаривается, за чей счет будет осуществляться возврат или замена, а также
правила и сроки гарантийного обслуживания.
12. Ответственность сторон.
В этом разделе устанавливается размер пени (неустойки), штрафов за
несвоевременную или некачественную поставку товара, за недопоставку
товара, за несвоевременную оплату товара, за убытки, причиненные
неисполнением или ненадлежащим исполнением обязательств по договору.
Не рекомендуется включать в договор фразы типа «ответственность
сторон определяется действующим законодательством», так как, в сущности,
они не устанавливают никакой ответственности.
13. Порядок разрешения споров.
161
Здесь стороны указывают порядок разрешения споров, возникших между
ними (путём переговоров, направления претензии, разрешения споров в суде).
Споры по внешнеторговым договорам могут рассматривать:
государственные суды (например, хозяйственные суды Республики
Беларусь, арбитражные суды Российской Федерации);
коммерческие арбитражные суды (например, Международный
арбитражный суд при Белорусской торгово-промышленной палате,
Международный арбитражный суд Международной торговой палаты в Париже
и т.д.).
14. Форс-мажорные обстоятельства.
15. Иные условия договора.
Сюда можно включить условия о порядке внесения изменений и
дополнений в договор, о неразглашении иным лицам о содержании договора,
порядок передачи прав и обязанностей по договору третьим лицам, количество
страниц и экземпляров договора и т.д.
16. Юридические адреса и банковские реквизиты сторон.
Указываются наименования сторон, их юридические адреса, адреса
электронной почты и банковские реквизиты.
17. Подписи сторон.
Раздел содержит подписи лиц, уполномоченных организациями
заключить договор, заверенные печатью с обязательной расшифровкой их
фамилии, имени и отчества и указанием должностей.
162
И Н К О ТЕРМ С 2010
Инкотермс 2010 (Incoterms 20 10) - это международные правила,
признанные правительственными органами, юридическими компаниями и
коммерсантами по всему миру как толкование наиболее применимых в
международной торговле терминов.
Сфера действия Инкотермс 2010 (Incoterms 2010) распространяется на
права и обязанности сторон по договору купли-продажи в части поставки
товаров (условия поставки товаров).
Здесь представлен полный список терминов Инкотермс 2010 (Incoterms
2010) и необходимые комментарии к ним.
163
FAS морские и 4 Free A longside Ship (... nam ed port o f
внутренние shipment)
водные перевозки Франко вдоль борта судна (... название
порта отгрузки)
Переход рисков: В момент размещ ения
товара вдоль борта судна
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
FOB морские и Free On Board (... nam ed port o f
внутренние shipment)
водные перевозки Франко борт (... название порта
отгрузки)
Переход рисков: С момента полной
погрузки на борт судна
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
Категория C CFR морские и Cost and Freight (... nam ed port o f
Основная внутренние destination)
перевозка водные перевозки Стоимость и фрахт (... название порта
оплачена назначения)
продавцом Переход рисков: С момента полной
погрузки на борт судна
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
CIF морские и Cost, Insurance and Freight (... nam ed port
внутренние o f destination)
водные перевозки Стоимость, страхование и фрахт
(...название порта назначения)
Переход рисков: С момента полной
погрузки на борт судна
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
164
CIP лю бые виды 5 Carriage and Insurance Paid To (... nam ed
транспорта place o f destination)
Ф рахт/перевозка и страхование
оплачены до (...назв.места назначения)
Переход рисков: В момент
доставки/передачи перевозчику
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
CPT лю бые виды Carriage Paid To (... nam ed place o f
транспорта destination)
Ф рахт/перевозка оплачены до
(...название места назначения)
Переход рисков: В момент
доставки/передачи перевозчику
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
Категория D DAT лю бые виды n ew !!!
Д ост авка транспорта D elivered A t Terminal (... nam ed term inal
o f destination)
П оставка на терминале (... название
терминала)
Переход рисков: В момент доставки
товара на терминал покупателя
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
DAP лю бые виды n ew !!!
транспорта D elivered A t Point (... nam ed point o f
destination)
П оставка в пункте (... название пункта)
Риски: В момент доставки товара в
пункт указанный покупателем
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность покупателя
165
DDP лю бые виды 6 D elivered D uty Paid (... nam ed place o f
транспорта destination)
П оставка с оплатой пош лины (...
название места назначения)
Переход рисков: В момент передачи
товара в распоряжение покупателя
Экспортные таможенные
формальности: Ответственность
продавца
И мпортные таможенные формальности:
Ответственность продавца
DDU лю бые виды Исключен из Инкотермс 2010
транспорта D elivered D uty U npaid (... nam ed place o f
destination)
П оставка без оплаты пош лины (...
название места назначения)
DAF лю бые виды Исключен из Инкотермс 2010
транспорта D elivered A t Frontier (... nam ed place)
П оставка до границы (... название места
поставки)
DEQ морские и Исключен из Инкотермс 2010
внутренние D elivered Ex Quay (... nam ed port o f
водные перевозки destination)
П оставка с пристани (... название порта
назначения)
DES морские и Исключен из Инкотермс 2010
внутренние D elivered Ex Ship (... nam ed port o f
водные перевозки destination)
П оставка с судна (... название порта
назначения)
TEXT 1
C ontract
1.1. The Seller has sold and the Buyer has bought on conditions C.I.F. Lincol
Florida the following equipment: 5 PIECES OF H 24 MODEL 3/61G in full
conformity with the technical characteristics and in complete scope of supply
specified in Appendix No 1.
166
Prices and Total Value
2 .1 T h e to ta l v a lu e o f th e e q u ip m e n t, s p a r e p a r ts , to lls , te c h n ic a l d o c u m e n ta tio
a n d s e r v ic e s in th e v o lu m e o f th is C o n tr a c t a m o u n t to USD35,270 (say thirty five
thousand two hundred and seventy) .
2 .2 . T h e p r ic e s p e r ite m a re s p e c if ie d in A p p e n d ic e s N o s 2 , 3.
2 .3 . T h e p r ic e s a re f ir m a n d s u b je c t to n o a lte r a tio n .
2 .4 . T h e p ic e s a re u n d e r s to o d C .I.F . L in c o ln , F lo r id a o r in a c c o r d a n c e w ith
o th e r b a s is c o n d itio n s o f d e liv e r y in c lu d in g th e c o s t o f p a c k in g , m a r k in g a n d o th e r
d e liv e r y e x p e n c e s .
Vocabulary
167
А. в соответстви и с другим и 1. th e p r ic e s p e r ite m a re s p e c if ie d in
бази сн ы м и у слови ям и п оставки A p p e n d ix 1
Б. и м ен у ем ая в д ал ьн ей ш ем 2. in fu ll c o n f o r m ity w ith te c h n ic a l
c h a r a c te r is tic s
Г. в к о м п л е к т а ц и и 4. h e r e in a f te r r e f e r r e d to as
Е. ц ен ы по п ози ц и ям у казан ы в 6. th e p r ic e s a r e f ir m a n d s u b je c t to n o
П рилож ении a lte r a tio n
З. в п о л н о м с о о т в е т с т в и и с 8. h a v e c o n c lu d e d th is C o n tr a c t f o r th e
технической характери стикой f o llo w in g
1. К о м п а н и я А й Б и Э м , и м е н у е м а я в д а л ь н е й ш е м ''П р о д а в е ц '', и к о м п а н и я
Джи Эл Си Э лектроникс, им енуем ая в дальнейш ем ''П о к у п а т е л ь '',
закл ю чи л и н астоящ ей д оговор о ни ж еследую щ ем .
2. Ц е н ы п о п о з и ц и я м у к а з а н ы в П р и л о ж е н и я х 3 и 4.
3. М ы п о с л а л и в а м о б о р у д о в а н и е в п о л н о м с о о т в е т с т в и и с т е х н и ч е с к и м и
характеристикам и.
4. Ц е н ы т в е р д ы е и и з м е н е н и ю н е п о д л е ж а т .
5. О б щ а я с т о и м о с т ь о б о р у д о в а н и я и з а п а с н ы х ч а с т е й с о с т а в л я е т 6 0 т ы с я ч
долларов.
6. Ц е н ы п о н и м а ю т с я С в о б о д н о в д о л ь б о р т а с у д н а .
TEXT 2
3 .1 . P a y m e n ts a t th e r a te o f 8 5 p e r c e n t o f th e v o lu m e o f th e d e liv e r e d
e q u ip m e n t a r e to e f f e c te d i n U SD w ith in 6 0 d a y s o f th e d a te o f re c e ip t
b y th e B u y e r o f th e f o llo w in g d o c u m e n ts f o r c o lle c tio n :
3 .2 . S e lle r 's s p e c if ie d in v o ic e (o n e in th e o r ig in a l a n d 2 c o p ie s ) w h e r e C o n tr a c t
n u m b e r is to b e in d ic a te d .
168
3.3. Full set o f clean on board bills of lading issued destination Lincoln,
Florida, USA in the name of John Barley, Florida Soft.
Vocabulary
1. I n w h a t c u r r e n c y is th e p a y m e n t to b e e ffe c te d ?
2. W h e n is th e p a y m e n t to b e e f fe c te d ?
3. W h a t p a p e r s w ill th e B u y e r r e c e iv e f o r d o c u m e n ta r y c o lle c tio n ?
4. H o w m u c h w ill th e S e lle r r e c e iv e u p o n s h ip m e n t o f th e e q u ip m e n t?
5. H o w m u c h w ill h e g e t u p o n e x p ir a tio n o f th e g u a r a n te e p e r io d ?
6. I n w h a t c a s e m ig h t th e S e lle r n o t r e c e iv e 15 % o f th e to ta l a m o u n t?
7. W h o is to c o v e r th e e x p e n s e s o f th e B u y e r 's a n d S e lle r 's B a n k s ?
А. оборудование соответствует 1. p a y m e n ts a re to b e e f f e c te d
качественным показателям,
обусловленным контрактом
169
Б. у покупателя нет обоснованных 2. within sixty days o f the date of receipt
претензий of the documents for collection
В. пятнадцать процентов стоимости 3. Seller's specified invoice where
поставленного оборудования должны Contract number is to be indicated
быть выплачены по истечении
гарантийного периода
Г. в течение шестидесяти дней со дня 4. fifteen percent o f value of the delivered
получения документов на инкассо equipment are to be paid upon expiration
of the quarantee period
Д. все расходы банка Продавца 5. the equipment corresponds to the
оплачивает Продавец qualitative index stipulated in the
Contract
Е. платежи должны быть произведены 6. there are no grounded claims from the
Buyer
Ж. специфицированный счет Продавца 7. all expenses o f the Seller's Bank are to
с указанием номера контракта be borne by the Seller
TEXT 3
Time of Delivery
4.1. the delivery under this Contract is to be effected not later than March 1,
2001.
4.2. The date of delivery is considered the date o f clean on board bill of lading.
5.2. The packing is to secure the full safety of the goods from any kind of
damage and corrosion during its transportation.
5.3. The goods are to be packed so as not to allow for their free movement
inside the package when it changes its position.
5.4. The Seller shall be responsible to the Buyer for any damage to the goods
owing to its improper packing.
5.5. The marking shall be clearly made with indelible paint stating as follows:
170
Contract No 1
Trans No
Case No
Net weight
Gross weight
Dimensions in cubic meters
(length, width, height)
5.6. The packages for which special handling is required shall have marking:
''Handle with care'', ''Top'', ;;Do not turn over''.
5.7. The Seller is responsible for additional transport and storage charges
incurred due to the dispatch to a wrong address caused by improper or incorrect
marking.
Vocabulary
171
Ex. 1. Check your comprehension.
1. W h e n is d e liv e r y to b e e f fe c te d ?
2. W h a t is c o n s id e r e d to b e th e d a te o f d e liv e r y ?
3. W h a t k in d o f p a c k in g is th e e q u ip m e n t to b e s h ip p e d in ?
4. W h a t m u s t p a c k in g c o r r e s p o n d to ?
5. W h a t is p a c k in g to s e c u r e th e g o o d s fro m ?
6. W h a t m u s t th e p a c k a g e p r e v e n t g o o d s f r o m in c a s e it c h a n g e s its p o s itio n ?
7. W h o is r e s p o n s ib le f o r th e d a m a g e c a u s e d b y im p r o p e r p a c k in g ?
8. W h a t s o r t o f p a in t is to b e u s e d in m a rk in g ?
9. W h a t in f o r m a tio n d o e s th e m a r k in g in c lu d e ?
10. W h a t m a r k in g is r e q u ir e d i f p a c k a g e s n e e d s p e c ia l h a n d lin g ?
11. W h a t m a y b e c a u s e d b y im p r o p e r a n d in c o r r e c t m a rk in g ?
12. W h o is r e s p o n s ib le f o r a d d itio n a l tr a n s p o r t a n d s to r a g e c h a rg e s ?
172
Ex. 3. Translate into English.
TEXT 4
Sanctions
6.1. In the event of the Seller's delay in the supply against the dates stipulated
in the Contract the Seller is to pay to the Buyer penalty at the rate o f 0.5% of the
value of goods not delivered in due time for every week o f the delay within the first
four weeks and 1% for every subsequent week but not more than 10% of the value of
the equipment not delivered in due time.
6.2. The penalties will be deducted from the Seller's invoices when they are
paid by the Buyer. In case the Buyer for any reason does not deduct the penalty when
paying the Seller's invoice the latter is obliged to pay the penalty at the first request of
the Buyer.
6.3. Should the delay in delivery exceed four months the Buyer shall have the
right to cancel the Contract or a part thereof.
173
6 .4 . S h o u ld th e s h ip m e n t o f th e e q u ip m e n t n o t b e n o tif ie d o r b e n o tif ie d w it
d e la y , th e S e lle r is to p a y to th e B u y e r p e n a lty a t th e r a te o f 0 .1 % o f th e v a lu e o f th e
e q u ip m e n t a lr e a d y s h ip p e d .
Vocabulary
event — с о б ы т и е , с л у ч а й is obliged — о б я з а н
in the event — в с л у ч а е ( ч е г о - л и б о ) request — т р е б о в а н и е
delay — з а д е р ж к а at the request — п о т р е б о в а н и ю
subsequent — п о с л е д у ю щ а я exceed — п р е в ы ш а т ь , в ы х о д и т ь з а
delay against the dates — о п о з д а н и е рам ки
п роти в срока should the delay exceed — в с л у ч а е ,
penalty — ш т р а ф , п е н я есл и о п озд ан и е п р евы си т
in due tim e — в у с т а н о в л е н н о е в р е м я cancel — о т к а з ы в а т ь с я , о т м е н я т ь ,
deduct — в ы ч и т а т ь , у д е р ж и в а т ь ( п е н и ) ан нулировать
reason — п р и ч и н а the right to cancel — п р а в о о т к а з а т ь с я
for any reason — п о к а к о й - л и б о thereof — е го
причине a p a rt thereof — е г о ч а с т и
1. I n w h a t c a s e is th e S e lle r to p a y a p e n a lty o f 0 .5 % o f th e v a lu e o f th e g o o d s ?
2. F o r h o w lo n g is th e S e lle r to p a y 0 .5 % o f th e v a lu e o f th e g o o d s n o t d e liv e r e d
in d u e tim e ?
3. W h a t p e n a lty w ill th e S e lle r p a y o n th e f if th w e e k o f a d e la y ?
4. W h a t p e r c e n t o f th e v a lu e o f th e g o o d s m u s t th e p e n a lty n o t e x c e e d ?
5. W h e r e w ill th e p e n a ltie s b e d e d u c te d fro m ?
6. W h e n w ill th e p e n a ltie s b e d e d u c te d ?
7. W h e n is th e S e lle r o b lig e d to p a y th e p e n a ltie s i f th e y h a v e n o t b e e n d e d u c te d
f r o m th e S e lle r's in v o ic e in d u e tim e ?
8. W h a t r ig h t d o e s th e B u y e r h a v e i f th e d e la y is m o r e th a n f o u r m o n th s ?
9. W h a t h a p p e n s i f th e S e lle r d o e s n o t n o tif y th e B u y e r a b o u t th e s h ip m e n t o f
e q u ip m e n t?
10. H o w m u c h w ill th e S e lle r p a y i f h e h a s n 't n o tif ie d th e B u y e r a b o u t th e
s h ip m e n t?
174
В. м ы вы плачиваем один проц ент 53. th e g o o d s w e r e n o t d e liv e r e d in d u e
стоим ости не поставленны х в срок tim e
товаров за каж дую неделю
задерж ки
Г. н е б о л е е в о с ь м и п р о ц е н т о в 4. w e p a y o n e p e r c e n t o f th e v a lu e o f
стои м ости оборудования, не g o o d s n o t d e liv e r e d in d u e tim e f o r
п оставлен н ого в срок e v e r y w e e k o f th e d e la y
Е . в с л у ч а е з а д е р ж к и п о с т а в о к н а с р о к 6. th e s e e ig h t p e r c e n t w ill b e d e d u c te d
более четы рех м есяцев П окупатель f r o m th e S e lle r's in v o ic e s
п р и о б р етает п раво о тказаться от
контракта
З. д а н н ы е в о с е м ь п р о ц е н т о в б у д у т 8. s h o u ld th e d e la y in d e liv e r y e x c e e d
удерж ан ы п ри оплате счетов f o u r m o n th s , th e B u y e r s h a ll h a v e th e
П родавца r ig h t to c a n c e l th e C o n tr a c t
1. I n c a s e o f th e d e la y ... s u p p ly a g a in s t th e d a te s w e p a y ... th e B u y e r th e
p e n a lty ... th e r a te ... 0 .5 % o f th e v a lu e o f th e g o o d s n o t d e liv e r e d ... d u e
tim e .
2. W e p a y th e s e 0 .5 % ... e v e r y w e e k o f th e d e la y ... th e f ir s t f o u r w e e k s .
3. Y o u c a n 't p a y m o r e th a n 1 0 % ... th e v a lu e o f th e e q u ip m e n t a s a p e n a lty .
4. T h e p e n a ltie s a r e d e d u c te d ... th e S e lle r's in v o ic e s w h e n th e y a re p a id ... th e
B u y e r.
5. T h e S e lle r m u s t p a y p e n a lty ... th e f ir s t r e q u e s t o f th e B u y e r.
6. T h e s h ip m e n t w a s n o tif ie d . d elay .
175
TEXT 5
G uarantee
7.3. If the defects cannot be eliminated, the Buyer has the right to reject the
defective equipment or to request a corresponding reduction from its price.
In case the Buyer rejects the equipment it is returned to the Seller for the latter's
account and the Seller is to repay the sums paid by the Buyer with 8% interest per
annum.
7.5. All the transport charges and other expenses connected with the return
or/and replacement of the defective equipment are to be borne by the Seller.
Vocabulary
176
accordingly — с о о т в е т с т в е н н о годовы х
extend — р а с ш и р я т ь , в ы т я г и в а т ь , to prove to be — о к а з ы в а т ь с я
продолж ать incomplete — н е п о л н ы й ,
sta rt — н а ч а л о ; н а ч и н а т ь неуком плектованны й
start-up — п у с к ( о б о р у д о в а н и я ) detect — о б н а р у ж и в а т ь
defer — з а д е р ж и в а т ь ; с о з д а в а т ь detected defects — о б н а р у ж е н н ы е
препятствия н едостатки
defect — д е ф е к т ; н е и с п р а в н о с т ь by means of — п о с р е д с т в о м
elim inate — у н и ч т о ж а т ь ; и с п р а в л я т ь rep air — р е м о н т и р о в а т ь
(н е д о с та тк и ) replace — з а м е н и т ь
reject — о т в е р г а т ь , о т к а з ы в а т ь w ith new ones — н о в ы м и ( т а к и м и ж е )
reduction — здесь : у ц е н к а , с к и д к а entitle — п о л у ч а т ь п р а в о
for the la tte r’s account — з а с ч е т dem and — т р е б о в а т ь
п оследн его as for — к а к в с л у ч а е
procedure — п о р я д о к , п р о ц е д у р а
Ex. 1. Check your comprehension.
1. W h a t d o e s th e S e lle r g u a r a n te e ?
2. W h a t is th e g u a r a n te e p e r io d f o r th e tr o u b le - f r e e o p e r a tio n o f th e d e liv e r e d
e q u ip m e n t?
3. I n w h a t c a s e c a n th e g u a r a n te e p e r io d b e e x te n d e d ?
4. W h a t c a n th e B u y e r d o i f th e d e te c te d d e f e c ts c a n n o t b e e lim in a te d ?
5. F o r w h o s e a c c o u n t is th e e q u ip m e n t r e tu r n e d to th e S e lle r i f th e B u y e r re je c ts
it?
6. W h a t is th e in te r e s t r a te th e S e lle r h a s to p a y th e B u y e r i f th e la tte r r e tu r n s th e
e q u ip m e n t?
7. H o w c a n th e S e lle r e lim in a te th e d e f e c ts ?
8. W h a t is th e B u y e r e n title d to d e m a n d f r o m th e S e lle r i f th e r e is a d e la y in
d e liv e r y o f n e w e q u ip m e n t o f g o o d q u a lity ?
9. W h o is to p a y a ll th e e x p e n s e s c o n n e c te d w ith th e r e tu r n a n d r e p la c e m e n t o f
th e d e f e c tiv e e q u ip m e n t?
177
П р о д авц а уп латы ш тр аф а в р азм ере 8 th e s ta r t-u p o f th e e q u ip m e n t is
8% от цены , уплаченной d e fe rre d
П окупателем
Г. в ы ш е у к а з а н н ы й п е р и о д б у д е т 4. i f th e d e f e c ts c a n n o t b e e lim in a te d th e
продлен в случае зад ер ж ки п уска B u y e r h a s th e r ig h t to r e je c t th e
оборудования d e f e c tiv e e q u ip m e n t
Д. п е р и о д б есп е р еб о й н о й р аб о ты 5. th e e q u ip m e n t w a s r e tu r n e d to th e
о б о р у д о в а н и я — о д и н го д S e lle r f o r h is a c c o u n t
Е. есл и д еф ек ты не м о гу т бы ть 6. a s th e e q u ip m e n t p r o v e d to b e
устран ены , П окупатель им еет d e f e c tiv e th e S e lle r h a s to e lim in a te
п раво о тказаться от н еи сп р авн о го th e d e f e c ts o r to r e p la c e th e d e f e c tiv e
оборудования p a r ts
З. о б о р у д о в а н и е б ы л о в о з в р а щ е н о 8. a ll th e tr a n s p o r t c h a r g e s a r e to b e
П р о д а в ц у з а его сч ет b o r n e b y th e S e lle r
1. В с л у ч а е , е с л и П р о д а в е ц з а д е р ж и т п о с т а в к у п р о т и в с р о к о в , о п р е д е л е н н ы х
к о н т р а к т о м , о н д о л ж е н в ы п л а т и т ь П о к у п а т е л ю н е у с т о й к у и з р а с ч е т а 0 ,5 %
сто и м о сти товара.
2. Т о в а р ы н е б ы л и д о с т а в л е н ы в д о л ж н о е в р е м я .
3. М ы п л а т и м 1 % з а к а ж д у ю н е д е л ю п р о с р о ч к и .
4. С у м м а ш т р а ф а с н и м а е т с я с о с ч е т о в П р о д а в ц а т о в а р а .
178
5. Продавец обязан выплатить штраф по первому требованию Покупателя.
6. В случае, если сроки задержки поставок превысят три месяца,
Покупатель получает право отказаться от контракта.
7. В случае, если Покупатель не будет вовремя извещен об отгрузке товара,
Продавец выплачивает штраф.
8. Продавец гарантирует, что оборудование изготовлено в полном
соответствии с техническими спецификациями (см. Приложение № 1).
9. Сроки бесперебойной работы оборудования равны 12 месяцам.
10. Оборудование было запущено в четверг.
11. Вышеуказанный период может быть продлен в случае задержки с пуском
оборудования.
12. Если дефект не может быть устранен, покупатель имеет право отказаться
от некачественного оборудования.
13.Мы требуем скидки с цены на оборудование.
14. Оборудование должно быть возвращено Продавцу за счет последнего.
15. Продавец возвращает сумму, выплаченную покупателем.
16. Оборудование оказалось недоукомплектованным и неисправным.
17. Продавец обязан устранить замеченные дефекты.
18.Вы должны отремонтировать или заменить неисправные детали на
качественные.
19. Мы требуем выплатить неустойку в соответствии с пунктом 16 контракта.
20.Все транспортные расходы должен нести Продавец оборудования.
TEXT 6
Force M ajeure
8.1. The Partise are released from responsibility for partial or complete non
fulfillment of their liabilities under this Contract, if this non-fulfillment was caused
by circumstances o f Force Majeure, namely: fire, flood, earthquake, war, provided
these circumstances have diectly affected the execution of this Contract. In this case
the time of fulfillment of the Contract obligations is exttended for the period equal to
that during which such circumstances last.
8.2. The Party, for which it became imposiible to meet obligations under the
Contract, is to notify the other Party o f the above circumstances immediately, but not
later than ten days of the moment of their beginning.
8.3. The written evidence issued by the respective Chamber o f Commerce will
be a proof o f the above indicated circumstances.
8.4. If these circumstances last longer than six months, then each Party will be
entitled to cancel the whole Contract or any part o f it. In this case neither Party shall
179
have the right to demand any compensation from the other Party. The Seller
undertakes in this case immediately to reimburse the Buyer o f all the advanced
amounts paid by the latter under this Contract.
Vocabulary
1. W h a t a re th e P a r tie s r e le a s e d f r o m in c a s e o f F o r c e - M a je u r e ?
2. W h a t m a y c a u s e th e n o n - f u lf illm e n t o f th e P a r tie s ' lia b ilitie s u n d e r th e
C o n tr a c t?
3. F o r h o w lo n g is th e C o n tr a c t e x te n d e d in th e e v e n t o f F o r c e - M a je u r e ?
4. W h ic h P a r ty is to n o tif y th e o th e r P a r ty in c a s e o f F o r c e - M a je u r e ?
5. H o w c a n th e F o r c e - M a je u r e c ir c u m s ta n c e s b e p r o v e d ?
6. W h a t h a p p e n s i f th e F o r c e - M a je u r e c ir c u m s ta n c e s la s t lo n g e r th a n s ix m o n th s ?
7. W h a t c o m p e n s a tio n d o th e P a r tie s p a y to e a c h o th e r in th e e v e n t o f th e F o r c e -
M a je u r e c ir c u m s ta n c e s ?
8. W h a t d o e s th e S e lle r u n d e r ta k e i f th e C o n tr a c t is c a n c e lle d d u e to th e F o r c e -
m a je u r e c ir c u m s ta n c e s ?
180
Ex. 2. Match the two halves o f the table.
181
TEXT 7
A rbitration
9.1. All disputes which may arise in connection with this Contract will be
settled as far as possible by means o f negotiations between the Parties. If the Parties
do not come to an agreement, the matter is to be submitted for settlement to
Arbitration, with its seat in Stockholm, Sweden.
9.2 The Party which wishes to refer the dispute to Arbitration shall notify th
other Party by a registered letter stating there the name and the address of the
arbitrator as well as the subject of the dispute, date and number of the Contract.
Within 30 days of receipt o f the above letter the other Party shall choose its arbitrator,
and inform the first Party of it by a registered letter stating the name and address of
the arbitrator chosen.
9.3. If the Party notified o f the dispute being submitted to arbitration fails to
choose its arbitrator the latter will be appointed within 30 days by the President of the
Chamber of Commerce in Stockholm.
9.4. Within 30 days the arbitrators shall choose an Umpire. If the arbitrators fail
to agree upon the choice o f the Umpire, the latter will be appointed by the President
of the Chamber of Commerce in Stockholm, Sweden.
9.5. The award is to be issued by a mojority of votes in accordance with the
terms and conditions of this Contract, and also the rules o f Swedish Material Law.
Vocabulary
182
Ex. 1. Check your comprehension.
1. H o w c a n th e d is p u te s b e tw e e n th e P a r tie s b e s e ttle d ?
2. W h e r e is th e m a tte r s u b m itte d to i f th e P a r tie s c o m e to n o a g r e e m e n t?
3. H o w s h a ll th e P a r ty w h ic h w is h e s to r e f e r th e d is p u te to A r b itr a tio n n o tif y th e
o th e r P a r ty a b o u t its d e c is io n ?
4. W h a t in f o r m a tio n d o e s th e r e g is te r e d le tte r c o n ta in ?
5. H o w lo n g d o e s it ta k e th e o th e r P a r ty to c h o o s e its a r b itr a to r ?
6. W h a t h a p p e n s i f th e o th e r p a r ty f a ils to c h o o s e its a r b itr a to r ?
7. W h o c h o o s e s th e U m p ir e a n d h o w lo n g d o e s it ta k e to c h o o s e o n e ?
8. W h o a p p o in ts th e U m p ir e i f th e P a r tie s fa il to a g re e u p o n th e c a n d id a te ?
9. H o w is th e a w a r d is s u e d ?
183
Ex. 3. Fill in the blanks with appropriate prepositions.
1. С т о р о н ы о с в о б о ж д а ю т с я о т о т в е т с т в е н н о с т и з а п о л н о е и л и ч а с т и ч н о е
н е в ы п о л н е н и е св о и х о б яза те л ь ств п о д а н н о м у контракту.
2. Д а н н о е невы полнение бы ло следствием обстоятельст непреодолим ой
си лы , а им ен но: пож ара.
3. Э т и о б с т о я т е л ь с т в а н е п о с р е д с т в е н н о п о в л и я л и н а и с п о л н е н и е д а н н о г о
контракта.
4. В д а н н о м с л у ч а е в р е м я и с п о л н е н и я к о н т р а к т а п р о д л е в а е т с я н а п е р и о д
д ей ств и я о б сто ятел ьств н еп р ео д о л и м о й силы .
5. С т о р о н а , д л я к о т о р о й с т а л о н е в о з м о ж н ы м и с п о л н и т ь о б я з а т е л ь с т в а п о
д ан н о м у контракту, д о л ж н а и зв ести ть д ругую сто р о н у об об сто ятел ьствах
н еп р ео д о л и м о й силы .
6. Д о к а з а т е л ь с т в о м ф о р с - м а ж о р н ы х о б с т о я т е л ь с т в м о ж е т б ы т ь п и с ь м е н н о е
сви д етел ьство Т орговой палаты .
7. К а ж д а я и з с т о р о н п о л у ч а е т п р а в о о т к а з а т ь с я о т н а с т о я щ е г о к о н т р а к т а .
8. В с е с п о р ы в с в я з и с н а с т о я щ и м к о н т р а к т о м д о л ж н ы б ы т ь р а з р е ш е н ы с
п ом ощ ью переговоров.
9. Д е л о д о л ж н о б ы т ь п е р е д а н о д л я р а з р е ш е н и я в а р б и т р а ж .
10. В ы д о л ж н ы и з в е с т и т ь н а с о б э т о м з а к а з н ы м п и с ь м о м .
11. В т е ч е н и е 3 0 д н е й п о с л е п о л у ч е н и я в ы ш е о з н а ч е н н о г о п и с ь м а д р у г а я
сто р о н а д о л ж н а и зб рать арбитра.
12. В с л у ч а е , е с л и с т о р о н а , и з в е щ е н н а я о т о м , ч т о с п о р п е р е д а н в а р б и т р а ж ,
н е см ож ет вы б р ать себе ар б и тр а, п о сл ед н и й будет н азн ач ен п р ези д ен то м
Т орговой п ал аты С токгольм а.
13. Е с л и арбитры не придут к соглаш ен и ю о вы боре суперарбитра,
п о с л е д н и й будет н азн ач ен Т орговой п алатой .
14. Р е ш е н и е д о л ж н о б ы т ь п р и н я т о б о л ь ш и н с т в о м г о л о с о в .
184
TEXT 8
General Conditions
10.1. All taxes, duties and customs expenses on the territory o f the Seller's
country are boorne by the Seller.
10.2. In case of the cancellation of the Contract the Parties agree upon the
return to the Seller o f the defective rquipment. All expenses on storage and
transportation of the equipment are borne by the Seller.
10.3. After the Contract has been signed all the preceding negotiations and
correspondence pertaining to it become null and void.
10.4. The Seller has the right to assign to the third Parties the fulfillment of this
Contract only on the Buyer's written consent.
1. Who bears taxes, duties and customs expenses on the territory o f the Seller?
2. What do the Parties agree upon in case of the cancellation o f the Contract?
3. Who bears expenses on storage and trasnportation in case of the return o f the
defected equipment to the Seller?
4. What happens to the preceding negotiations and correspondence after the
Contract has been signed?
5. How can the Seller assign the fulfillment of the Contract to the third Party?
6. Who is to reinburse the losses suffered by the Buyer in case o f non-fulfillment
by the Seller of his obligations?
185
Ex. 2. Match the two halves o f the table.
А. после подписания контракта вся 1. all taxes and duties on the territory of
предшествующая переписка the Buyer are borne by the Buyer
считается недействительной
Б. Продавец обязан возместить потери, 2. all the expenses on delivery o f the
понесенные Покупателем machinery are borne by IBM
В. все налоги и пошлины, взимаемые 3. after the Contract has been signed all
на территории Покупателя, the preceding correspondence becomes
оплачиваются Покупателем null and void
Г. все расходы по доставке 4. the Seller can assign to the third Parties
оборудования несет Ай Би Си the fulfillment of this Contract only on
the Buyer's consent
Д. Продавец может передать свои 5. the Seller has to reimburse the losses
обязательства по выполнению suffered by the Buyer
контракта только с согласия
Покупателя
186
TRAN SLA TIO N
типовой договор
НА ПОСТАВКУ ТОВАРОВ
N 200
, именуемое в дальнейшем
(наименование предприятия - поставщика)
'Поставщик", в лице Г
(должность, фамилия, имя, отчество)
действующего на основании Г
(Устава, доверенности с указанием даты и N)
с одной стороны, и г
(наименование предприятия - покупателя)
именуемое в дальнейшем "Покупатель", в лице
(должность,
г
фамилия, имя, отчество)
действующего на основании г
(Устава, доверенности с указанием даты и N)
заключили настоящий договор о нижеследующем:
регистрации и т.п.)
2.3. Приемка товара производится в соответствии с Положением о
приемке товара по количеству и качеству, утв. Постановлением
Кабинета Министров Республики Беларусь от 26.04.96 г. N 285.
2.4. Упаковка должна обеспечить сохранность товара во время
транспортировки, перевалки, хранения, предохранить товар от
атмосферных воздействий. Особые условия хранения
187
тары и упаковки - материал, способ крепления, обшивка, места и
способ пломбирования)
2.6. Поставляемый товар подлежит маркировке в соответствии
188
5. ФОРС-МАЖОРНЫЕ ОБСТОЯТЕЛЬСТВА
189
иное, односторонний отказ от исполнения договора (полностью или
частично) допускается в случаях: 0
неоднократной (два раза и более) поставки товара ненадлежащего
качества;
систематической (свыше двух раз) просрочки Поставщиком
поставки товара сверх предусмотренных в договоре сроков;
систематической (свыше двух раз) или значительной задержки
оплаты Покупателем поставляемого товара сверх предусмотренных
договором сроков или объявление Покупателя неплатежеспособным.
7.6. При расторжении договора сторона - инициатор обязана
предупредить другую сторону не менее, чем за месяц.
7.7. По остальным вопросам, не предусмотренным настоящим
договором, стороны руководствуются Положением о поставках товаров,
утвержденным постановлением Кабинета Министров Республики Беларусь
от 08.07.96 г. N 444 и иными актами законодательства Республики
Беларусь.
7.8. Споры по настоящему договору рассматриваются
8. ОСОБЫЕ УСЛОВИЯ
ПОСТАВЩИК: ПОКУПАТЕЛЬ:
190
УПРАВЛЯЕМ АЯ СА М О СТО ЯТЕЛЬН А Я РАБОТА СТУДЕНТОВ
Рассчитана на 2 часа
ТЕМА: «Письмо-запрос»
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков перевода письма-запроса.
Задания:
TRANSLATION
Translate the following phrases and letters into English.
1. С тандартны й запрос о характеристике товара и дате поставки
Пожалуйста, пришлите нам все подробности о ... (товар) и укажите дату
поставки.
2. Запрос на котировку и дату отгрузки
Просим прислать нам предложение на поставку ... (количество и товар) с
доставкой ... (дата).
3. П росьба прислать каталог и т. д.
Мы были бы Вам очень признательны, если бы Вы прислали нам ... (каталог,
прейскурант, полную информацию) о ... (товар).
С уважением
4. Сообщение продавцу о том, к а к Вы узнали о них, их продукции, запрос
на образцы, модели и т. д.
Мы увидели Ваш (товар, стенд, экспозицию, выставку) на (Торговой
ярмарке, Выставке автомобилей, мебели, дизайна) и хотели бы, чтобы Вы
прислали нам (модели, образцы) товара.
С уважением
5. Уважаемые господа!
Мы прилагаем список товаров, которые мы хотели бы получить до конца
апреля.
Мы также просим Вас прислать предложение с самыми низкими ценами
обратной почтой.
С уважением
6. Уважаемые господа!
Во время моего пребывания в Лондоне 2 недели назад я посетил выставку,
где мне очень понравились товары, которые демонстрировались на Вашем
стенде.
Я прилагаю список наименований, которые мне требуются, и был бы очень
рад получить полную информацию, касающуюся экспортных цен, условий
191
платежа, самого раннего срока поставки и скидки для постоянных
покупателей.
Моя компания интересуется всеми видами этого товара, и если у Вас есть другие
изделия, мы хотели бы получить детальную информацию о них.
С уважением
7. Уважаемые господа!
В ответ на Ваше письмо от 22 августа направляем Вам наш последний
каталог и прейскурант.
Последние образцы и модели высылаются отдельной почтой и должны
прибыть в течение 7 дней. Посылка слишком объемная, чтобы высылать ее
авиапочтой.
Мы приняли во внимание Ваши рекомендации в будущем предлагать товар
на условиях СИФ Роттердам.
С нетерпением ждем Ваших заказов, после того как у Вас будет возможность
просмотреть каталог и ознакомиться с моделями и образцами.
С уважением
192
УПРАВЛЯЕМ АЯ С А М О С ТО Я ТЕЛ ЬН А Я РАБОТА № 2
По курсу «Перевод деловой корреспонденции и докум ентации»
(СИ Я, III курс, 5 семестр)
Рассчитана на 2 часа
ТЕМА: «Письмо-заказ»
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков перевода письма-заказа.
Задания:
TRANSLATION
1. П робны й заказ
Уважаемые господа!
После визита нашего представителя ..., который он нанес Вам несколько
дней назад, когда ему была показана Ваша коллекция весенних моделей, мы
решили сделать на них пробный заказ.
Все подробности, касающиеся моделей, расцветок и размеров, даются в
прилагаемом бланке заказа №...
Так как сезон приближается, мы должны иметь эти товары точно к концу
мая, доставленные на условиях ФОБ Лондон.
Просим подтвердить получение данного заказа.
С уважением
Приложение: 1 лист.
2. П рилагаем ы й к письму заказ
Ваше предложение на ... (описание товара) было получено ... (дата), и мы
сейчас с удовольствием прилагаем наш заказ № ..., содержащий наши
требования.
Просьба доставить товар как можно скорее.
3. Заказ, содержащ ийся в письме
Благодарим Вас за предложение от ... (дата) на ... (подробности о товаре) и
рады его принять.
Пожалуйста, рассматривайте это письмо как наш официальный заказ и
направьте нам товар при первой возможности.
4. Уважаемые господа!
М ы подтверж даем получение Ваш его письм а от ... (дата) и просим Вас
принять к выполнению заказ на 3 машины. Мы согласны с
назначенными Вами ценами, однако, просим дать двухгодичный срок
гарантии, в течение которого Вы обязаны выполнять любые ремонтные
работы бесплатно.
193
Доставка должна быть осущ ествлена по вышеуказанному адресу к ...
августа.
Мы будем рады, если Вы известите нас о получении нашего заказа и
Вашем мнении о наших условиях.
С уважением
5. Подтверждение и немедленное исполнение.
Благодарим Вас за заказ № .... полученный ... (дата) на ... (детали заказа).
Партия будет отгружена сегодня ... (по железной дороге - воздуху,
автотранспортом) и прибудет ... (дата).
6. Подтверждение и извещ ение о дате поставки
Ваш заказ .№ ... был получен ... (дата), и мы с удовольствием подтверждаем,
что ... (товар) готовится.
Мы ожидаем, что партия должна быть готова к отправке вовремя, и в этом
случае отгрузка будет осуществлена... (дата).
Вы получите наше извещение, как только мы узнаем точную дату и
подробности отгрузки.
7. Подтверждение и отправка проформы счета-ф актуры
Мы получили Ваш заказ № ... на ... (подробности товара) и подтверждаем,
что приложим все усилия, чтобы выполнить заказ как можно скорее.
Проформа счета-фактуры прилагается, чтобы предоставить Вам
возможность произвести платеж в Вашем банке. Как только мы получим
уведомление от нашего банка, что аккредитив открыт, мы направим Вам
товар без задержки.
8. Цены снижены на определенных условиях
Мы получили Ваше письмо от ... относительно заказа № ... , в котором Вы
просите скидку с цены (количество и вид товара), и мы принимаем во
внимание причину, которую Вы выдвигаете для этой просьбы.
Мы готовы предоставить Вам специальную ...%-ную скидку, при условии,
что Вы закажете не менее, чем ... (количество).
9. А ннулирование зак аза
Мы ссылаемся на наше письмо от . . . (дата), в котором мы подчеркивали
важность выполнения заказа №... так, чтобы он был здесь к ... (дата).
Поскольку мы до сих пор не получили подтверждения от Вас, что товар
был послан (отправлен), у нас нет другого выбора, как аннулировать этот
заказ.
Мы сожалеем об этом, но Вы понимаете, что у нас нет другого выхода,
поскольку наши заказчики настаивают на доставке товара к требуемой
дате.
194
УПРАВЛЯЕМ АЯ С А М О С ТО Я ТЕЛ ЬН А Я РАБОТА № 3
По курсу «Перевод деловой корреспонденции и докум ентации»
(СИ Я, III курс, 5 семестр)
Рассчитана на 2 часа
ТЕМА: «П исьмо-претензия»
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков перевода письма-претензии.
Задания:
195
17. К сожалению, мы должны сказать, что Вы не держите своего
обещания о срочной доставке.
18. К сожалению, должны сообщить Вам, что качество товаров было
найдено неприемлемо низким, это касается, главным образом, материала и
окраски.
19. Наилучшим решением для меня был бы возврат неправильно
присланных изделий за Ваш счет.
20. Я бы хотел, таким образом, получить назад мои деньги.
21. Пожалуйста, приезжайте на следующей неделе, чтобы проверить
повреждения и договориться о ремонте.
22. Из-за задержки с доставкой мы отказываемся принять товары.
23. Если мы не получим удовлетворительного ответа, мы будем
вынуждены передать это дело в руки наших адвокатов.
24. Если в будущем Вы не сумеете эффективно выполнять наши заказы,
мы будем вынуждены искать других поставщиков.
25. Пожалуйста, пришлите нам новые товары взамен поврежденных,
которые хранятся для Вас на нашем складе.
196
УПРАВЛЯЕМ АЯ С А М О С ТО Я ТЕЛ ЬН А Я РАБОТА № 4
По курсу «Перевод деловой корреспонденции и докум ентации»
(СИ Я, III курс, 5 семестр)
Рассчитана на 2 часа
ТЕМА: «Ответ на претензию »
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков составления ответа на претензию.
Задания:
Ex. 1. Write a letter from buyers, saying that some articles are missing from a
delivery. As the suppliers, reply to the previous letter.
Ex. 2. Write to your suppliers and inform them that several articles in one case have
been broken, owing to insecure packing. As the suppliers, reply to the previous letter
Ex. 3. As the exporters, write a tactful letter to customers who have complained that
the material they have received is not like the samples on which they gave the order.
197
УПРАВЛЯЕМ АЯ С А М О С ТО Я ТЕЛ ЬН А Я РАБОТА № 5
По курсу «Перевод деловой корреспонденции и докум ентации»
(СИ Я, III курс, 6 семестр)
Рассчитана на 2 часа
ТЕМА: «Написание резюме»
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков составления резюме на английском языке.
Задания:
198
УПРАВЛЯЕМ АЯ С А М О С ТО Я ТЕЛ ЬН А Я РАБОТА № 5
По курсу «Перевод деловой корреспонденции и докум ентации»
(СИ Я, III курс, 6 семестр)
Рассчитана на 4 часа
ТЕМА: «Контракты. Содержание и основные пункты контракта»
Цель: Закрепить лексический материал, изученный по теме.
Задача: Развитие навыков перевода контрактов.
Задания:
ДОГОВОР КУПЛИ-ПРОДАЖИ
ll ll
г.Минск
I. ПРЕДМ ЕТ ДОГОВОРА
199
2.2.2. За односторонний отказ от исполнения своих обязательств, предусмотренных
настоящ им договорам, П окупатель уплачивает Продавцу ш траф в р а зм е р е процентов от
суммы договора указанной п. 1.2 настоящего договора.
3.1. Все споры и разногласия, которые могут возникать из настоящего Договора или в
связи с ним, стороны будут пытаться разреш ить путем переговоров.
3.2. В случае, если стороны не придут к соглашению, споры разреш аю тся в судебном
порядке в соответствии с действующ им законодательством Республики Беларусь.
V. ДО П ОЛНИТЕЛЬНЫ Е УСЛОВИЯ
ПРОДАВЕЦ: ПОКУПАТЕЛЬ:
ООО "__________________"
Продавец Покупатель
200
ЛИТЕРАТУРА
201