FIRSTLY,... SECONDLY... BEFORE CLOSING I'D LIKE TO
SUMMARIZE THE MAIN POINTS AGAIN.
THIS BRINGS ME TO MY NEXT
POINT...
THAT'S ALL I HAVE TO SAY FOR
I MUST EMPHASIZE... THE MOMEHT...
AT THIS POINT WE MUST THANK YOU FOR LISTENING.
CONSIDER...
NOW, TO DIGRESS FOR A MOMENT... NOW IF THERE ARE ANY QUESTIONS.
I'LL BE HAPPY TO ANSWER THEM.
TO GO BACK TO MY EARLIER POINT...
FINALLY...
GIVING A PRESENTATION
Good morning ladies and gentlemen; we haven't all met before so I'd better introduce myself. I'm Luis Lopez from the Development Department of Citrus Incorporated... I should say before we start that I hope you'll excuse my English, I'm a little out of practic e... Anyway, I'm going to be talking this morning about a new product which we are planning to launc h in t wo months' time; its called KOOL-OUT, that's K-O-O-L dash O-U-T, and it's a lemon- flavoured drink...
Well, I'll start with the background to the product launch; and then move on to a description o f the product itself; fi nally, I'm goin g to lis t some of the main selling p oints that we should em phasize in the advertising and sales campaign. I think if you don't mind, we'll leave questions to the end...
Now firstly, as you all know, we have had a gap in our soft-drink product range for the last two years; we have been manufacturing mixed-fruit drinks and orange drinks for the last ten years, but we stopped producing lemonade two years ago; I think we all agreed that there was room on the market for a completely new lemon-flavoured drink... Secondly, t he market research indicated that more and more consumers are using soft drinks as mixers with alcohol so, in other words, the market itself has expanded.
This brings me to my next point which is that we have a rather new customer-profile in mind; I must emphasize that this pro duct is aime d_at_the young-professional, high-income, market and not the traditional consumer of old-fashioned lemona de. At thi s point w e m ust conside r the importance of packa ging and design, and if you look at the v ideo in a momen t, you'll see that we have completely re-vamped the container itself as well as the label and slogan... Now to digress for just a moment, the more sophisticated packaging means a high unit cost, and this may be a problem in the selling area, but we'll have a chance to discuss that aspect later... so... to go back to my earlier point, this is a totally new concept as far as Citrus Incorporated are concerned; as you see we are using both the new-size glass bottle and the miniature metal cans. Finally let's l ook a t the m ajor attractions of the pr oduct. In spite of t he higher price it w ill compete well with existing brand s; t he design is more moder n than any of the current rival products, and incidentally the fla vour is more real isti c and natura l... it's low calorie, too.
O.K., so just before closing, I'd like to summarize my main points again... We have KOOL-OUT, a new design concep t, a imed at relatively new age and in come group; it's designed to be consumed on its own, as a soft drink, or to be used as a mixer in alcohol-based drinks and cocktails. It c omes in both bottle a nd can and this will mean a slightly higher selli ng price than we are used to; but the improved flavour and the package desig n should giv e us a rea l a dvantage in to day's marke t... will, t hat's all I have today for the moment, t hank you f or listening, now if there are any questions, I'll be happy to answer them...
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Exercises
1. Translate into Russian
To launch, lemon-flavoured drink, background, description, cans, points, gap, range, to indicate, to revamp, to summarize, the more sophisticated packaging, rival, improved flavour, to compete, to emphasize.
2. Give English equivalents to these words and word-combinations
, , , , , , , , , , , , .
3. Answer the following questions
1. Is Mr Lopez from the Marketing or Development Department?
2. What is the name of his product?
3. Is the new product called Take Off?
4. When is his company planning to launch their product?
5. Their product is an orange drink, isnt it?
6. Is the design of the product unchanged?
7. Is it cheaper then other fruit drinks?
8. Does it only come in cans?
9. Does it taste natural?
4. According to the plan and new phrases make up the presentation of a new product
Unit 5
Task 6
Read and reproduce the following dialogues
DISCUSSING THE ORDER
- Good afternoon, Mr. S.!
- Good afternoon, Mr. B.!
- How are you getting on?
- Fine, thanks! And what about you?
- Not so bad, thank you. Well, lets speak to the point. As you know we are extending our business and we want to buy your equipment for producing some goods in Russia. To tell the truth we are interested in the work with you company. We know that your company produces the sort of equipment we need. It provides advanced technology and efficient service.
- Dear, Mr. S.! Our new equipment is the best choice for your company! If you buy our equipment well visit your factory and study your requirements. We have worked hard and we have achieved some success. Now our equipment corresponds to the highest technical level and the highest standards existing in the world today.
- How long is the guarantee period for your equipment?
- It was about 12 month, but now the service life of our equipment has been increased.
- Really? Im very pleased to hear it. How long will it take you to deliver two sets of this equipment to Volgograd?
- I think about two weeks, not more.
- And to put it into operation?
- 2-3 days depending on the model.
- Is it possible to arrange training for our operators in your training centers?
- There is no need in training centers. Our equipment is fully computerized. Its easy for even inexperienced personal to operate it. And of course we provide technical support for all our equipment. And dont worry! Its easy to adapt our equipment to your conditions.
- Thank you for this information.
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- You are welcome. Goodbye.
- Goodbye.
Exercises
1. Give Russian equivalents to the following word-combinations and memorize them.
To conclude transaction, to speak to the point, an urgent problem, to go ached, to extend business, to provide, advanced technology, efficient service, to increase, to reduce, requirements, choice, technical level, sets, put into operation, to arrange training, start up, inexperience personnel, service life, to adapt, to reply to all your questions.
2. Translate into English
, , , , , , , , , , , , , , , , , , , , .
3. Make up sentences from these words
1. Our business, we, extending, are.
2. We, need, your company, the sort of equipment, produces, know.
3. Efficient service, you company, advanced technology, provides.
4. Has been increased, to be pleased, will you, to hear, the service life, equipment.
5. A bad choice, our new equipment, is not.
6. Existing in the world today, the highest, technical level, it corresponds to.
7. Computerized, our equipment, is fully.
8. The point, speak, to, lets.
4. Translate into English
1. ?
2. , ?
3. ?
4. ?
5. ?
6. .
7. .
5. Translate into English
- , B. ?
- , ()
- ? ?
- , . , , . .
- , - . . . .
.
1. ?
- 12 .
2.
?
- , .
3. , ?
- 2 5 .
- . .
- . .
- .
- .
Unit 6
Task 7
Read and reproduce the following dialogue
DISCUSSING THE PRICE PROBLEM
- Lets discuss the commercial side of our transaction. We were inclined to consider the prices today.
- You find them attractive, dont you?
- Unfortunately, no. Comparing them with your competitors they are 5-10 % higher.
- Im afraid. I cant agree with you there. Dont you know that we have made some modifications and reduced the power consumption of our equipment?
- I know that. However our main requirements are reliability and trouble free performance of the equipment.
- We can assure you, that we wont let you down.
- Its fine. But as we are in close touch with the market now we are informed that other companies can quote lower prices.
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- Right, but business is business. What are your reasons for a discount?
- Ive already mentioned your competitors prices. Besides, your price must depend on the amount of the Contract.
- Well, if you increase your order to dollars we will be able to give you a 2 % discount.
- Its better, but we expected at least a 4 % discount.
- Let us make some calculations. 3 % and no more. Even this concession leaves only a very small profit for us.
- Im afraid, that at this time we cant raise the sum of the Contract. Would you take risks and sign our first contract at this price.
- Well, thats reasonable. We always give our partners a square deal. But this price is final. What currency can you pay: in sterling or dollars?
- We insist on dollars.
- No objections. We could meet tomorrow after you look through all papers closely. What time could you come here again?
- I suppose I can make it only after two.
- Than see you at 3. Goodbye.
Exercises
1. Give Russian equivalents to the following word: combinations.
Terms of payment, commercial side, important transaction, competitors, to make some modification, to reduce the power consumption, our requirements, reliability, trouble-free performance, we can assure you, we wont let you down, quote lower prices, circumstances, the amount of the contract, reasons for discount, to increase your order, let us make some calculations, concession, profit, to raise the sum of the Contract, to sign the Contract at this price, this price is final, currency, unfortunately no.
2. Give English equivalents to the following word-combinations
, , , , , , , , , , , , , , .
3. Translate into English
1. . 2. , , . 3. , ? 4. , . 5. . 6. . 7. . 8. , . 9. , . 10. ?
4. Fill in the blanks with prepositions
1. We are going to talk terms of payment.
2. What are your reasons discounts?
3. Your price must depend the amount the contract.
4. our part we can assure you, that we wont let you down.
5. We insist dollars.
6. We want to sign the contract price.
7. We need to look exact figures.
5. Read and reproduce this dialogue
Discussing the Price Problem
- I'm sorry to say we cannot sign a contract with your company at this price. It's unreasonably high. We are in close touch with the world market and our information is that your competitors are quoting lower prices.
- You are partly right. It's true, the price is high, but you should take into consideration the fact that this model is the latest word in electronic industry.* It is designed on the most modern lines and we can guarantee the high reliability of the computers.
- We know all that. But nevertheless the price doesn't seem attractive. Will the final price depend on the number of computers we'll buy from you?
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- Right. If you increase your order to five computers we'll be able to give you a 2% discount on the price.
- I'm afraid the discount is too small. I expected at least a discount of 4%.
- Let me make some calculations. Well, 3% and not more as this concession leaves only a very small profit for ourselves.
- In this case I'd like to discuss the matter again with my people and after that I'll be able to give you my final reply.
- Good.
* It is designed on the most modern lines. .
6. Translate into Russian
to discuss the matter, unreasonably high, competitors, to quote lower prices, to take into consideration, to design on the most modern lines, to guarantee the high reliability, discount on the price, to make some calculations, concession, small profit, final reply.
7. Give English equivalents to these word-combinations
, , , , , , , , .
8. Translate into English
.
- , , . , .
- . , , , . , .
- . , , . , ?
- . 5 , 2% .
- , . 4%.
- . , 3% , .
- . .
9. Translate into English. Make sure that you know the following words and word-combinations:
,
,
Unit 7
Task 8
Read and reproduce the following dialogue
DISCUSSING THE GUARANTEE PERIOD
- Good morning, Mr. P. Very glad to see you again.
- Good morning, Mr. B What terrible weather we are having!
- Yes, it has been raining since early morning though the radio didn't say it would rain today.
- I hope it will clear up by the evening.
- Perhaps it will. Mr. P, the matter I'd like to bring up today is the guarantee period. I know it is 12 months from the date of putting the pumps into operation, but not more than 18 months from the delivery date.
- That's right.
- Well, I find it rather short. We'd like it to be extended by two and three months respectively, as the usual guarantee period for this type of equipment is longer.
- Now, look. Model LS is of a new design and only a small number of units have been manufactured so far. Although we have good reports about their performance we can't formally guarantee their reliability for a longer period.
- I see. But, Mr. P, I believe the contract will specify that if any defects are found during the guarantee period you are to correct them promptly and at your expense.
- Yes this is our usual obligation, but of course we do that only if we are responsible for the defects, if they appear through our fault.
- This seems reasonable. Let's consider one more possibility. Suppose we would like some faulty parts to be replaced, on what terms will you deliver the replacements?
- We'll try to supply them immediately and pay the cost of their insurance and transport. Will that suit you?
- Quite.
- By the way, if you want special service visits of our engineer to be arranged after the guarantee period, we can always do that.
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- Shall we have to pay for such visits?
- Yes. You should authorize such visits and pay the engineer's fare to and in Russia, hotel expenses and the cost of each job he will do.
- Thank you. Ill have to look into the matter. Could we meet on Thursday, say, at 12?
- Let's make it at 2 if you don't mind. I have an appointment at 12 which I don't want to break.
- Very good.
Think and answer.
1. Why did the Buyer want the guarantee period to be extended?
2. Why was the Seller to replace the faulty parts promptly during the guarantee period?
3. Why does the company arrange service visits of their engineers after the guarantee period?
Exercises
1. Give Russian equivalents to the following words
Clear up, the matter, to bring up, the guarantee period, putting the pumps into operation, to be extended, respectively, so far, specify, defects, to correct, at your expense, obligation, are responsible for, through, your fault, consider, fault, to be replaced, replacements, insurance, transport, authorize, fare, expenses, to look into the matter, to break.
2. Read and reproduce this dialogue
- Good morning. Mr. K. We are glad to see you. Will you sit down?
- Thank you. It's a cold morning, isn't it?
- Yes, it is. This winter has been unusually cold, but I hope the weather will get warmer
- Yes, spring is coming. Well, Mr. S, today I'd like to bring up the matter of the guarantee period. What guarantee period do you offer for your machines?
- It's usually 12 months from the date of putting them into operation and not more than 14 months respectively.
- Well, we expected it to be longer. In fact, we thought it would be 16 and 20 months respectively.
- But. Mr. K, we can't guarantee the reliability of our machines for a longer period. We don't know the specific conditions in which they will operate at your plant.
- I see what you mean. It's going to be our first experience with your machines. We'll feel much better if the period during which you can help us is longer.
- What about your operators? Have they much experience with this type of equipment?
- We have a very efficient staff and I don't think anything can go wrong through their fault.
- I think I'll have to look into the matter very carefully before I give you our reply.
- I am looking forward to our next meeting.
3. Translate into Russian these words and word-combinations
To bring up, to put machines into operation, to expect, conditions to operate, experience, equipment, efficient staff, fault, to look into the matter very carefully, to look forward,
4. Translate into English these words and word-combinations
, , , , , , , .
5. Fill in the gaps with prepositions
1. Ill have to look the matter very carefully.
2. I dont think anything can do wrong their fault.
3. Its our first experience your machines.
4. We dont know the specific conditions which they will operate your plant.
5. We are looking forward our next meeting.
6. Id like to bring the matter the guarantee period.
Unit 8
Task 9
Read and reproduce this dialogue
COMPLAINTS AND CLAIMS
- Mr. F.? Id like to tell you why we asked you to come to us.
- Well, Im fully at your disposal.
- We asked for an appointment with you as we are dissatisfied with the way your goods are sent. Id like to know your reaction to it.
- Weve carefully studied your complaints. Youre perfectly correct as to the short delivery. Two items lacked in the consignment of equipment we sent you. It was overlooked by our controller. We apologize for the oversight. It wont happen again.
- When will you send us these parts?
- This week. By air.
- Fine. But what about the packaging? The cover of one of the containers was badly damaged. The equipment in this container was damaged too.
- It wasnt our fault. You should take this up with the captain of the ship. The equipment was packed in the required way.
- Weve already done it. He believes that your packing is to blame.
- I must disagree totally with him. Lets come back to this matter in a couple of days. Ill try to discuss it with the ship-owners.
- Well, but there is one more problem: delay in delivery of equipment. We suffered some losses through this delay. According to the sanctions clause of the contract we have the right to claim compensation.
- Im afraid you havent that right. This delay was caused by a strike in the Glasgow port. And this is a force majeure circumstance.
- But you were able to foresee this complication. Moreover, you could have delivered the equipment to other port.
- We couldnt have done it owing to circumstances outside our control.
- Well, if we dont reach mutual understanding, our company will have to go through arbitration procedures.
- Theres no need to get aggressive. There will be a meeting of our top executives at 12 oclock where your claim will be on the agenda. Ill try to settle it and ring you back after the meeting.
- All right. Im waiting for your call.
- Bye.
Exercises
1. Give Russian equivalents to these words and word-combinations
At your disposal, to be dissatisfied, short delivery, items, to lack, consignment, to overlook, to apologize, packaging, cover, to be badly damaged, fault, to disagree totally, to come back, in a couple of days, delay, losses, to suffer, to claim compensation, strike, circumstances, to foresee, complication, to reach mutual understanding, top executives, claim, to claim, on the agenda, Ill try to settle it, to reject a claim, well grounded, groundless.
2. Give English equivalents to these words and word-combinations
, , , , , , , , , , , , , , , , .
3. Answer the following questions. Use the dialogue for reference.
1. What questions did the Buyer and the Seller discuss?
2. How many items were lacked in the consignment?
3. When will the Seller send them these parts?
4. Were there any problems with packaging? What were they?
5. Did they decide these problems at their meeting?
6. Why did the Buyer want to go through arbitration procedures?
7. Where will the Seller discuss all these claims?
4. Correct these sentences. Agree or disagree.
1. The Seller and the Buyer discussed the price problems.
2. The firm will send all parts of the equipment by train.
3. The cover of 5 containers was badly damaged.
4. The delay in delivery was caused by bad weather in Brighton.
5. The Seller and the Buyer reached mutual understanding.
5. Fill in the gaps with new words from the dialogue
1. Weve carefully studied your
2. Im fully at your
3. We for our
4. The cover of one of the containers was badly
5. It wasnt our
6. Lets come to this matter in a of days.
7. We some losses through this
8. The delay was by a strike.
9. You were able to this
10. There will be meeting of our top where your claim will be on the
6. Read and translate this dialogue. Find the meaning of underline words
- Good afternoon, Mr. S. I asked for an appointment with you as we have some problems with the way your goods are sent. Weve written to you several times detailing our complaints. You have expressed regret, but things havent improved.
- Sorry, I havent got your file here, so would you tell me now what your complaint of?
- The main complaint is that we never get the goods on time. Its annoying to tell our customers that the supplier havent effected delivery. I should say the delays are very frequent.
- We can assure you we are doing our best to keep to the delivery schedule.
- I see. But I have to remind you that well charge a penalty if the delays exceed a week.
- Well do everything possible to avoid delays in future. Im sorry youve had these problems.
- Good. Thank you for your cooperation.
Think and answer
1. What was the complain of the Buyer?
2. Why is it preferable to settle claims in an amicable way?
3. What measures were the Seller expected to take?
4. Why is it wrong policy to reject an unjustified claim?
7. Read and translate this dialogue. Find the meaning of underline words
- Mr. S., Id like to tell you why we asked you to come to us.
- Im fully at your disposal.
- You know already that your pulp producing equipment which was given most careful tests after installation, didnt reach the design capacity. Moreover, the quality of the pulp produced doesnt conform with the requirements of the contract.
- You must believe me when I say how sorry we are.
- Have you taken any steps to improve the situation?
- Oh yes, we are doing our best. Three units will be replaced. Tomorrow a team of two experts are leaving V. to carry out the necessary work. They will bring along their own devices and instruments. But to speed things up we need your cooperation.
- Well, we are prepared to provide you with the necessary materials, lifting equipment and labour. However, all the expenses involved would be charged to your account.
- That goes without saying.
- All right. Lets leave it there for today, shall we?
- See you tomorrow.
Think and answer
1. Why didnt the pulp equipment reach the design capacity?
2. Why was the Buyer side prepared to provide the experts with the necessary materials and labour?
8. Translate into English
- , . . ?
- , . , ?
- , , , .
- , . - ?
- .
- . . . . .
- . ? . , , .
- . . .
- : . - . .
- . 12 , .
- . , .
9. Make sure that you know these words and word-combinations. Translate them into English.
| 1. | 9. |
| 2. | 10. |
| 3. | 11. |
| 4. | 12. |
| 5. | 13. |
| 6. () | 14. |
| 7. | 15. |
| 8. | 16. |
Unit 9
