8. Подпись
Все деловые письма должны подписываться от руки, четко и разборчиво, тем лицом, которое пишет письмо. В большинстве деловых писем имя подписывающего письмо печатается ниже заключительной формулы вежливости, оставляя место для подписи. Подпись должна быть полной и всегда быть одинакова по стилю.
На письме эти элементы расположены следующим образом:
1. Дата November 10, 200…
2. Внутренний адрес Mr George Ganson
113 Carpenter Ave,
11579
Sea Cliff, NY, USA
3. Приветствие Dear Mr Ganson,
4. Текст письма
Thank you very much for your offer sent to us.
We shall keep you informed as to our decision concerning terms and conditions of your offer.
5. Заключительная форма вежливости Very truly yours,
6. Подпись J.B. Priestly
Exercise 1. Read and translate the text. Use the vocabulary given after it.
English business letters
Letter writing is an essential part of business communication. A cheque, a contract or any other business paper sent by mail should always be accompanied by a letter. The letter says what is being sent, so that the recipient should know exactly what you intended to send. It is a typical business letter called “routine”.
A well arranged letter will make a better impression on the reader, thus good letters make good business partners.
Nowadays more and more agreements are made in English, for English is a universal business language. Joint ventures, bank loans, and trademark licenses are frequently written in English.
There are three stages of transactions involving business contracts: first – negotiations of terms, second – drafting documents reflecting these terms, and third – litigation to enforce or to avoid executing of these terms.
Business letters may be divided into official and semi-official. The first kind of letters is characteristic of those people working in business: an executive, a department manager, a salesman, a secretary or a specialist in business and technology. But also many people may want to buy something, to accept an invitation or to congratulate somebody – this is a kind of semi-official letters. The first kind of letters may in turn be subdivided into such groups as: inquires, offers, orders, and so on.
VOCABULARY
Essential существенный, неотъемлемый
Recipient получатель
Exactly точно, в точности
To intend намереваться
Thus таким образом
Joint venture совместное предприятие
Transaction сделка, дело
To involve вовлекать
Terms условия
Drafting documents черновые документы, наброски, планы
Litigation спор
To enforce проводить в жизнь, осуществлять
To execute выполнять, реализовывать
Characteristic характерный, типичный
Salesman продавец, коллекционер
In turn в свою очередь
Inquires запросы
Offers предложения
Orders заказы
Exercise 2. Answer the following questions.
1. What is an essential part of business communication?
2. What should always be accompanied by a letter?
3. What is a universal business language?
4. What stages of transactions involving business contracts do you know?
5. How may business letters be divided?
6. What kind of letters is characteristic of those people working in business?
Exercise 3. Read the examples of letters and translate them into Russian. Study the notes given after.
Example 1. An inquiry letter.
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
Gentlemen: 21 Okt,2000
We saw your women’s dresses and suits in your October catalogue. The lines you showed 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 8-16. Please quote c.i.f. Chicago prices.
Payment is normally made by letter of credit.
Thank you for an early reply.
Very truly yours,
P.PRATT. Jr
Buyer
NOTES: In the first part of a letter there is a kind of introduction as a prospective customer approaches supplier for the first time, and it is from this part that we found out that the correspondents are engaged in textile industry.
The second part expresses request for detailed information about the goods in question, their prices and terms of possible transaction.
In this example we come across the abbreviation concerning the terms of delivery, that are commonly accepted in business world.
c.i.f. – cost, insurance, freight
If consignment is to be delivered according to c.& f, then the supplier pays for the whole delivery and the customer – for insurance.
Example 2. The answering letter
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
28 Oct, 2000
Dear Sirs,
We are pleased to make you an offer regarding our products in the size you require. Nearly all the models are obtainable and could be delivered to you in March. All other models can be supplied by the middle of January 2001, subject to our receiving your form order by 15th of November. Our c.i.f. prices are understood to be for sea/land transport to Chicago. If you would prefer the goods to be sent by air freight, this will be charged extra at cost.
Suits sizes 8-16 in white, yellow, red, green, navy, blue, black. Sizes 12, 14 also in pink.
Per 100 $2,650.00
Dresses sizes 8-16 in white, yellow, red, green, black.
Per 100 $1,845.00
You will be receiving price-list, cutting of our materials and a color chart. These were airmailed to you this morning.
Yours faithfully,
D.A.Leary
Export Department
NOTES: As you can see it is the second phase of business correspondence – the answering letter. It is very important, because it adjusts the relationships between two partners. It does not only characterize the company, but also advertises it. The purpose of the letter is to persuade the partner that you are the best in business.
This letter contains the quotation in reply to an inquiry. In lots of similar letters the quotations are simply prices and another information asked for. But this sample is quite the opposite: it shows the customer that he met the sales-caring businessman, who uses every opportunity to stimulate his correspondents interest in his goods by including the sales message. And between the lines we can read the assurance that the customer will receive personal attention. In order to draw the attention of the customer to the products in question the supplier offers “cuttings” of our materials and a color chart. On the whole a firm offer is subject to certain conditions, a deadline for the receipt of orders, or a special price for certain quantities.
Example 3. Inquiry and order
A business transaction often starts with an inquiry which may later be followed by an order.
Both inquiry and order are meant to arose and stimulate business activity on the part of recipient. They are typically asking letters. Orders express the writer’s intention to do business with his correspondent, usually to buy some goods from them.
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
4 Nov, 2000
Gentlemen:
Thank you for your quotation of October 30. We have pleasure in placing an order with you for 1,900 dresses at Price: $38,745 in the colors and sizes specified below:
Delivery: air freight, c.i.f. Chicago.
We shall open a letter of credit with your bank as soon as we receive your acknowledgement. Please arrange for immediate collection and transport since we need the dresses for Christmas.
Very truly yours,
P.PRATT. Jr
Buyer
NOTES: It is an important order, and, as we can notice, placing orders is simple from the point of view of letter writing. The fact is that usually the purchasing department or the buyer fills in an order form. But in this case the correspondent prefers to write a letter in order to make certain points quite clear. There are special import regulations which are touched upon in the last paragraph: it is necessary to complete formalities and to stress delivery instructions.
It should be mentioned here that the supplier must send order acknowledgement as an answer to order promptly to thank his customer for the order and to confirm it.
If some conditions have changed, the customer must be notified. In case the goods ordered are no longer available, a substitute may be offered.
Example 4. The advice of dispatch
This advice of dispatch follows the order acknowledgement.
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
20th November, 2000
Dear Sirs:
We have pleasure in notifying you that your credit was confirmed by our bank yeaterday,19th November. We have had the 1900 dresses collected today for transport by Delta Airlines to Chicago on 25th November.
Enclosed is our invoice for the goods in question plus the extra charges for air freight, packing list to facilitate customs clearance at your end, certificate of origin, air waybill and insurance policy.
Hoping that this initial order will lead to further businesses, we are
Yours faithfully,
D.A.Leary
Export Department
NOTES: The first thing to be done before writing such a letter is to examine carefully whether the partners account is valid or not. So in the first paragraph we come across the phrase “your credit was confirmed by our bank yesterday”. Air shipment for dresses is also mentioned here.
The next paragraph deals with the documents which are necessary while importing goods: invoice, packing lists, certificate of origin, air waybill and insurance policy. As it is the initial order by HOWARD & PRATT, the JACKSON & MILES hopes to encourage them to place further orders, so their last phrase sounds very polite.
Example 5. A letter of complaint
Mistakes can happen no matter how efficient a business firm tries to be. There might be a misunderstanding about the goods to be supplied; sometimes the consignment is dispatched too late or delays are caused in transit; defect is discovered when the equipment is put into operation and so on. Therefore a letter with the complaint expresses is sent.
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
November 22nd, 2000
Gentlemen:
Thank you for your delivery of dresses which were ordered on November 4. However we wish to draw your attention to two matters.
Of the red dresses supplied one lot of 100 (size 12) included clothes of a lighter red than the other sizes. We are returning two of these by separate mail, and would ask you to replace the whole lot by 100 dresses size 12 in the correct color.
As far as your charges for air freight are concerned, we agree to pay the extra costs which you invoiced. However your costs for packing and insurance must have been lower for air cargo, and we request you to take this fact into consideration and to make an adjustment to the invoice amount. Would you please send us a rectified invoice, reduced accordingly.
We look forward to your dealing with these questions without delay.
Very truly yours,
P.PRATT. Jr
NOTES: In the example 5 there are two complaints: the first is about the dresses color and the second – about the fact that air freight seems too expensive to HOWARD & PRATT.
From this letter we see that the correspondent takes the trouble to explain his complaint clearly and proposes ways in which matters can be put right.
Example 6. Letter of adjustment
Letters that are written in response to claims may be called adjustments. These letters are among the most difficult to write as they require under all circumstances patience, tact, and diplomacy. You will not lose your customer if you react at his claim promptly.
JACKSON & MILES
118 Regent Street
London WIC 37D
UK
HOWARD & PRATT
Ladies’ Clothing
306, 3d Avenue
Chicago, 111. 60602
2nd December, 2000
Dear Sirs:
The color of the dresses about which you complain is indeed lighter than it should be. Please accept our apologies.
We are sending you a new lot by air this week, and would ask you to return the faulty clothes at your convenience, carriage forward.
Alternatively you may keep this lot for sale as seconds at a reduced price of $1,120.
You are perfectly correct in saying that packing and insurance costs are normally less for cargo sent by air. May we remind you, however, in this case your request to send the goods by air was made at a very short notice. It was not possible for us to use the lighter air freight packing materials, as most of the dresses were ready for shipment by sea freight (please see our letter of 9th November).
Furthermore, our insurance is on an open policy at a flat rate, and depends on the value of the goods, not the method of transport. For these reasons our invoice No.14596 dated 15th November 2000 is still valid, and we look forward to receiving your remittance when due.
Yours faithfully,
D.A.Leary
NOTES: The suppliers show their understanding of situation and express their willingness to adjust it. They say exactly what steps they are going to take, because a disappointed customer cannot be put off with mere apologies – he is entitled to know how the mistake will be remedied. The suppliers convince their partners that they are really interested in maintaining good will. They try to avoid negative statements, and what even worse, accusations; they never forget that it is their customer who keeps them in business.
Even when they write their customers about rejecting their claim on air freight, they try to give logical reasons for the refusal.
A memo letter
A memorandum (or memo) is a very common form of business letter which is exchanged between members of the same organization. The memo usually focuses on one message or piece of information, and often requests action to be taken. It may be sent to a single person or a group of people.
There are many different techniques used in memo writing, but several basic rules should always be applied:
Since memos are a little less formal than business letters, it is best to use simple language.
Keep your memo clear. Use short, simple sentences.
A memo should not be any longer than one page. Most people do not have time to read long memos.
The opening and closing formula can be more direct, and less formal than in a letter.
Here is an example of memo.
MEMO
1. DATE 9th June
2. TO Vincent Mills, Human Resources Manager
FROM Philip Groves, Managing Director
3. SUBJECT Seminars on management
4. The Seminars as we discussed are to be held on 15-17 June.
Could you contact the members of Seminars and inform me about the following:
5. a) the topics that these Seminars cover
b) short description of each topic
c) whether you think we should use reports printed in advance
6. We haven’t much time, so could you do this a.s.ap. and also check the availability of the members who will be involved in these Seminars.
Signature PG
VOCABULARY
Suitable подходящий, пригодный
Quotation котировка, курс
To supply снабжать, поставлять, обеспечивать
To require нуждаться, иметь надобность
Letter of credit аккредитив
Terms of delivery сроки поставки
Consignment груз, партия товаров
Freight фрахт, перевозка грузов
To deliver доставлять
Dispatch отправка, отправление (курьера, почты)
Onward дальнейший
Supplier поставщик
Regarding касательно
Obtainable доступный
Cutting of the materials образцы материалов
Color chart таблица красок
To adjust устраивать, устанавливать
To persuade убеждать
Deadline крайний срок
To place an order помещать заказ
To touch upon затрагивать, касаться вкратце
To confirm подтверждать
To notify уведомлять
To enclose прилагать
Invoice накладная, счет-фактура
Extra charges дополнительные издержки, расходы
Certificate of origin сертификат соответствия
Valid действителен, имеет силу
Efficient квалифицированный, умелый
Delays задержки
Cargo груз
Rectified исправленный
Furthermore кроме того, к тому же
Remittance перевод (пересылка) денег
Accusation обвинение
Exercise 4. Translate the words and expressions below from Russian into English and make up your own sentences with them.
1. перевод (пересылка) денег
__________________________________________________________________________
2. кроме того, к тому же
__________________________________________________________________________
3. обвинение
__________________________________________________________________________
4. исправленная накладная
__________________________________________________________________________
5. груз
__________________________________________________________________________
6. задержка поставки товара
__________________________________________________________________________
7. квалифицированная компания
__________________________________________________________________________
8. сертификат соответствия
__________________________________________________________________________
9. дополнительные издержки, расходы
__________________________________________________________________________
10. стимулировать деловую активность
__________________________________________________________________________
11. накладная имеет силу
__________________________________________________________________________
12. прилагать
__________________________________________________________________________
13. уведомлять
__________________________________________________________________________
14. подтверждать
__________________________________________________________________________
Exercise 5. Translate the words and expressions below from English into Russian and make up your own sentences with them.
1. suitable
__________________________________________________________________________
2. quotation
__________________________________________________________________________
3. to supply
__________________________________________________________________________
4. to require
__________________________________________________________________________
5. letter of credit
_________________________________________________________________________
6. terms of delivery
_________________________________________________________________________
7. consignment
_________________________________________________________________________
8. freight
_________________________________________________________________________
9. to deliver
_________________________________________________________________________
10. dispatch
_________________________________________________________________________
11. onward
_________________________________________________________________________
12. supplier
__________________________________________________________________________
13. obtainable
__________________________________________________________________________
14. cutting of materials
__________________________________________________________________________
15. to adjust
__________________________________________________________________________
Exercise 6. Find in the examples of letters English equivalents for the following Russian phrases:
1. посылать расценки
__________________________________________________________________________
2. производить платеж путем аккредитива
__________________________________________________________________________
3. делать предложение касательно товара
__________________________________________________________________________
4. поместить заказ
__________________________________________________________________________
5. получить подтверждение
__________________________________________________________________________
6. мы с удовольствием Вас извещаем
__________________________________________________________________________
7. подтверждать аккредитив
__________________________________________________________________________
8. прилагать накладную
__________________________________________________________________________
9. вести к дальнейшему сотрудничеству
__________________________________________________________________________
10. что касается расходов за …
__________________________________________________________________________
Exercise 7. Match the verbs from (a) with the nouns from (b) below:
a) to take into b) a letter of credit
to send a substitute
to receive credit
to adjust invoice
to stimulate further businesses
to arose extra costs
to place consideration
to open quotation
to offer payment
to confirm the relationship
to enclose interest
to lead to personal attention
to pay business activity
to take an order
Exercise 8. Think of and write the verbs that are most commonly used with:
1. market
__________________________________________________________________________
2. payment
__________________________________________________________________________
3. quotation
__________________________________________________________________________
4. price
__________________________________________________________________________
5. letter of credit
__________________________________________________________________________
6. offer
__________________________________________________________________________
7. goods
__________________________________________________________________________
8. cost
__________________________________________________________________________
9. invoice
__________________________________________________________________________
10. shipment
__________________________________________________________________________
11. documents
__________________________________________________________________________
12. insurance policy
__________________________________________________________________________
13. charges
__________________________________________________________________________
14. remittance
__________________________________________________________________________
Exercise 9. Translate the letter into English.
МЕМО
Кому: Мисс Олдингтон
Мистеру Флетчеру
Копия: Джиму Кэдбери
Дата: 5 декабря 1997 года
От: Майкла Мюллера
Отдел: Политический
Внутр. Тел.: 3375
1. Прилагаю копию письма директору от 16 ноября от Майкла Оуэна, директора Фонда XX1 века, который просит наметить русских участников трех международных конференций. В письме очерчен круг людей, чье участие в работе конференции представляет интерес для Фонда.
2. Для мисс Олдингтон: представляется, что одним из кандидатов должен быть человек, имеющий опыт участия в разрешении чеченского кризиса; такой человек мог бы внести значительный вклад в Страсбургскую конференцию по вопросам этнических конфликтов.
3. Для мистера Флетчера: удалось ли Вам найти кандидата на участие в Каирской конференции?
4. Я был бы Вам признателен, если бы Вы могли выразить Ваше мнение о кандидатах, а также указали их адреса. Это необходимо мне для составления проекта ответа директора, который будет в надлежащее время отправлен Майклу Оуэну.
Майкл Мюллер
Политический отдел
Exercise 10. Compose letters out of the following:
Model letter
Dear Sirs,
We thank you for your letter of 10 May enclosing invitation to the official opening of the exhibition next month.
Yours faithfully,
Notes:
· Note the use of the present participle: “We thank you for your letter enclosing (offering, requesting, etc.) …”
· “Thank you for your letter…” is often used (especially when writing to one person), but “We thank you for your letter” is more formal.
1. We thank you / letter / 6 March / enclosing / copy/ contract.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
2. We thank you / letter / 24 October / enclosing / draft / new agreement.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
3. … / agenda / next meeting / Board of Directors.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
4. … / draft / proposal / for the reorganization.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
5. … / invitation / reception / new branch office / next week.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
Notes: in the letters 6 – 10 note the use of the gerund after a preposition: “We have pleasure in enclosing (offering, etc.) …)”
6. We / pleasure / enclosing / copy / latest catalogue.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
7. We / pleasure / enclosing / draft proposals / calling the conference.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
8. … / two invitations / official opening / exhibition / next month.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
9. … / copy / revised agenda / Board meeting.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
10. … / catalogue / product information / current year.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
Notes: in the letters 11, 12 note how “together with” emphasizes that these are two separate items. Compare the following:
“ … a copy of our catalogue and a price list”
“ … a copy of our catalogue together with the price list”
It is particularly used when there is little connection between the two items: “ … a copy of our catalogue together with two invitations to the official opening ceremony”.
11. We thank you / letter / 9 October / requesting / details / latest proposals. We / pleasure / enclosing / price list / together / invitations / exhibition / new products.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
12. We thank you / letter / 1 march / inquiring about / seminar. We / pleasure / enclosing / details / agenda / together / programme of events / next month.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
13. … 2 June / inquiring / stand / Trade Fair. We … copy / prospectus … reservation forms.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
14. … 28 May / requesting / two invitations / opening / exhibition. We … the above … copy / programme of events.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
15. … 11 October. We … copy / latest price amendments.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
Exercise 11. Translate into English:
1. Уважаемый Сэр
Подтверждаю с благодарностью получение Вашего письма от 6 октября с.г. с приложенной к нему повесткой дня заседания Совета.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
2. Уважаемый г-н Смит
Благодарю Вас за письмо от 27 ноября, из которого я узнал, что Вы также интересуетесь этой проблемой.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
3. Я имею удовольствие сообщить Вам, что Ваш номер забронирован, и мы будем встречать Вас в аэропорту.
___________________________________________________________________
____________________________________________________________________
____________________________________________________________________
4. Я очень рад предоставить в Ваше распоряжение все данные по этому контракту.
___________________________________________________________________
____________________________________________________________________
____________________________________________________________________
5. Я имею удовольствие послать Вам приглашение на заседание Совета.
____________________________________________________________________
____________________________________________________________________
6. Посылаем Вам это письмо, чтобы сообщить Вам, что заседание Совета состоится 26 ноября с.г.
___________________________________________________________________
____________________________________________________________________
____________________________________________________________________
7. Я очень рад снабдить Вас всеми необходимыми Вам данными.
___________________________________________________________________
____________________________________________________________________
8. С настоящим письмом посылаем Вам предварительную повестку дня.
___________________________________________________________________
____________________________________________________________________
9. Отдельным письмом высылаю Вам последний каталог.
___________________________________________________________________
____________________________________________________________________
____________________________________________________________________
10. С этим письмом высылаю Вам приглашение на заседание Совета, который состоится в Мае.
___________________________________________________________________
____________________________________________________________________
11. В этом письме Вы найдете протокол и повестку дня заседания Совета.
___________________________________________________________________
___________________________________________________________________
____________________________________________________________________
Exercise 12. Study the following:
PHRASES WHICH ARE COMMONLY USED REGARDING REFERENCE AND REPLY
ВЫРАЖЕНИЯ, ИСПОЛЬЗУЕМЫЕ ПРИ ОТВЕТЕ И ССЫЛКЕ НА ПИСЬМА.
In reply to your letter of March 10 … |
|
This is in reply to your enquiry of … |
|
Replying to your kind letter … |
|
Further to our letter of April 6 … |
|
In conformity with your request of … |
|
In accordance with your letter dated June 8 … |
|
With further reference to your letter of … |
|
I refer to your letter of May 18 … |
|
Referring to your (our) letter of … |
|
We are in receipt of your letter of … |
|
In receipt of your letter of 4 June, we write … |
|
This is in reply (answer, response) to your request about (concerning, regarding) |
|
PHRASES WHICH ARE COMMONLY USED IN PRESENTING A REQUEST AND REPLYING TO IT
Вежливые деловые просьбы и ответы на них
We should greatly appreciate your telling us … |
|
Will you kindly inform us … |
|
I am making use of this opportunity |
|
to approach you with the request |
|
I avail myself of the opportunity to … |
|
I would ask you to attend kindly to my request… |
|
To meet the request |
У |
To comply with the request |
|
According to your request… |
|
In accordance (conformity) with your request … |
… |
In reply to your request … |
|
We hope you will … |
|
We trust you will … |
|
We are glad to answer your inquiry … |
|
PHRASES USED TO EXPRESS REGRET, APOLOGY, AND REFUSAL
ФРАЗЫ, ВЫРАЖАЮЩИЕ СОЖАЛЕНИЕ, ИЗВИНЕНИЯ И ОТКАЗ
We very much regret to say (inform you) that … |
|
I regret that it has not been possible to … |
|
I am awfully sorry not to have replied to … |
|
Please forgive me for my late reply … |
|
We apologize for … |
|
Unfortunately, … To our deep regret, … |
|
I regret very much that I am not in a position … |
… |
I am sorry to have caused you so much trouble |
|
We must acknowledge with regret that … |
|
Please accept my apologies for … |
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It is my great regret that I have to … |
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PATTERNS DEALING WITH ATTENTION AND CONSIDERATION. THE CLOSING PARAGRAPH
СООБЩЕНИЯ, ИЗВЕЩЕНИЯ, ОБРАЩЕНИЕ ВНИМАНИЯ. ОКОНЧАНИЕ ПИСЬМА
Please note / Kindly note |
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Please be advised that… |
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Please pay attention to … |
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I would like to bring to your attention … |
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I wish to draw (call) your attention to … |
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We request your consideration of … |
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You will oblige us if you will (would, could) give your consideration to… |
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I should like very much to hear your consideration concerning … |
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We should appreciate a prompt reply. |
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A prompt reply will be appreciated. |
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In anticipation of (awaiting) your reply … |
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With best wishes (regards) … |
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Please give (convey, extend, sent) my best regards to … |
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My best wishes to … |
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With compliments … |
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Meanwhile I remain, |
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We trust you will … |
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We look forward to the pleasure of meeting (welcoming, hearing, etc.) |
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We look forward to seeing (meting, hearing, etc.) |
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Exercise 13. Write a business letter:
1) Извинитесь за то, что задержались с ответом, объясните причину. Заверьте получателя, что займетесь его просьбой, как только у вас будет возможность сделать это.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
___________________________________________________________________
2) Напишите, что вы до сих пор не получили подтверждение на получение вашего запроса. Извинитесь, но дайте понять, что это подтверждение необходимо для вашего учета.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
___________________________________________________________________
3) Поблагодарите за полученное сообщение и объясните причину вашей ошибки в предыдущем извещении. Извинитесь за причиненное беспокойство и заверьте получателя, что подобные ошибки более не повторятся.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
___________________________________________________________________
4) Поблагодарите за любезное приглашение принять участие в работе семинара. Попросите выслать Вам предварительную повестку дня.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
___________________________________________________________________
5) Напишите, что недавно прочитали отчет о состоянии рынка, подготовленный группой экспертов. Поинтересуйтесь, включен ли этот отчет в повестку дня заседания.
____________________________________________________________________
___________________________________________________________________
____________________________________________________________________
___________________________________________________________________
___________________________________________________________________
Exercise 14. Complete the following letters with the correct prepositions.
1) Dear Mr Smith
________ reply ______your letter _______August 25 we have pleasure ___________ informing you that we have considered your request and found it valid and convincing. Attached _______ this letter you will find all the data _________ the subject you are interested ________ .
I look forward _________ seeing you soon here.
Yours sincerely,
N. Simpson
2) Dear Mr Collins
The Organizing Committee officially invites you to participate _________ the work ________ the seminar to be held _________ 10th to 12th November, this year.
We would very much appreciate an early reply __________ this invitation and hope we shall have the pleasure ________ seeing you here.
We should be very grateful _________ you if you let us know the date _________ your arrival.
Yours sincerely,
S. Johnson
3) Dear Mr Johnson
It gives me great pleasure to accept your kind invitation to participate ___________ the work __________the seminar.
I shall cable you the date ___________ my arrival ____________ my earliest convenience.
Yours sincerely,
T. Collins.
4) Dear Mr Brown
Please forgive me ______________ not replying sooner ____________ your kind letter _____ May 20. When your letter arrived I was _________ a business trip and only returned a week ago.
I am very grateful _________ you __________ sending me the catalogue I requested.
I look forward __________ meeting you soon.
Yours sincerely,
F.D.Collins
5) Dear Sirs,
I refer _________ the telex _________ MrFransis dated March 19th, 2000, and write personally to apologize ___________ the last minute postponement _________ our visit _________ Moscow ___________March 21st. It was considered __________ my colleagues in Frankfurt to be more appropriate if I took part _________ the discussion.
I look forward now _________ our meeting ___________ the revised date of Wednesday April 18th, again ______ 11.30 a.m.
________ best regards,
R.M. Smith
Lesson 2
Деловая документация
Buisness documentation
Exercise 1. Read and translate the texts, using the vocabulary given after.
An offer. Kinds of offers
An offer (a quotation) is a statement by the Sellers usually in written form expressing their wish to sell the goods. But it is not a legal document, i.e. if the Sellers for this or that reason decide not to sell, the Buyers have no legal remedy. An offer is only the first step in a contract.
Offers (quotations) will as a rule include the following information:
The description of the goods offered (their quality, quantity),
Details of prices, discounts and terms of payment,
The date or the time and place of delivery.
There are two kinds of offers.
A free offer (sometimes called Voluntary offer) is made when Seller offers goods to regular customers without waiting for an enquiry and sends quotation to those who may be interested in the goods. These offers were formerly called offers without obligation. There must be an indication in such an offer that it is made subject to the goods being available when the order is received. The opening phrases in voluntary offers may be: “We think you will be interested in our quotation for the goods” or “We have pleasure in enclosing our latest catalogue (or the price-list of our products)”.
A firm offer is a promise to supply goods on the terms stated (i.e. at a stated price and within a stated period of time. This promise may be expressed in a letter in the following words: “We make you a firm offer for delivery by the middle of May at the price quoted” or in some other qualifying’ words like: “The offer is subject to acceptance within fourteen days”, or “The offer is open for acceptance until the fifteenth of January”.
The Sellers making a firm offer have the right to withdraw it at any time before it has been accepted. In practice, however, no reputable seller would risk his reputation by withdrawing his offer before the stated time.
Contracts and their features
Contract is an agreement between the parties involved that creates a binding obligation. In general, contracts may be either oral or written. Certain classes of contracts must be written and signed. These are contracts involving the sale and transfer of real estate, and contracts to guarantee or answer for the miscarriage, debt, or default of another person. A contract forms the basis of a transaction between the Buyers and the Sellers.
Essential clauses of contract
Some of the items are necessary in any contract: legal title of the contracting parties, subject of the contract, quality, price, delivery and payment terms. As a rule a contract contains a number of clauses, such as:
Subject of the Contract.
Quality and Price of goods.
Terms of Payment.
Delivery.
Inspections and Test.
Guarantee.
Packing and Marking
Arbitration.
Transport.
Insurance and other conditions.
Subject of contract
This section names the product for sale or purchase. It also indicates the unit of measure generally employed in foreign trade for specific commodities. Contracts for bulk cargo contain a stipulation “about” or “plus or minus … per cent”, denoting the permitted quantity tolerance.
Quality and Price of goods
The quality of machines and equipment is to be in conformity with the technical specification of the contract.
The quality of raw materials and foodstuff is determined, as a rule, by standards, by sample or by description.
The price stated in a contract may be firm, fixed or sliding.
Firm price. Firm prices are not subject to change in the course of the fulfillment of the contract.
Fixed price. It is the price governing in the market on the day of delivery or for a given period.
Sliding prices. These prices are quoted for machinery and equipment which require a long period of delivery.
Arbitration
In case of a breach of contract the injured party may go to court to sue for money damages, or for the contract to be rescinded, for injunction, or for specific performance if money damages would not compensate for the breach. Specific performance of a contract is the right by one contracting party to have the other contracting party perform the contract according to the precise terms agreed therein.
VOCABULARY
Essential clauses существенные условия контракта
To strike a deal заключить сделку
Legal title юридическое наименование
Contracting parties договаривающиеся стороны
Unit of measure единица измерения
Commodity (goods) товар
Tolerance допустимое отклонение
Stipulation условие
Bulk cargo насыпной или наливной груз
In conformity with в соответствии с
By sample по образцу
To quote a price назначать цену
Subject to подлежащий
Firm prices твердые цены
Fixed prices фиксированные цены
Sliding prices скользящие цены
Discounts скидки
Obligation обязательство
To withdraw отзывать, брать назад
Reputable почтенный, уважаемый
Binding связующий, обязывающий
Therein в нем, в том, в этом отношении
Exercise 2. Answer the following questions.
1. Why are standard contracts widely used?
2. What are the essential items of a contract?
3. What information is contained in different sections of a contract?
4. How is quality determined in the contract?
5. What sort of prices may be indicated in the contract?
6. What is a firm price?
7. What is a fixed price?
8. Where may the injured party go in case of a breach of contract?
9. What is understood under a “specific performance of a contract”?
Exercise 3. Fill in the gaps with the words and expressions from the text:
1. An offer (a quotation) is ___________________ by the Sellers usually in______________ form expressing their wish to sell the ___________.
2. Offers (quotations) will as a rule include the following information:
The _______________ of the goods offered (their quality, quantity),
Details of ___________, ____________ and _________________,
The _________ or the _________ and _____________ of delivery.
3. A free offer (sometimes called Voluntary offer) is made when Seller ______________goods to __________________ without waiting for an __________________ and sends quotation to those who may be _______________ in the goods.
4. A firm offer is a __________________ to ___________________ on the terms stated i.e. at a ________________ price and within a ___________________ period of time.
5. The Sellers making a firm offer have the right to ____________________ it at any time before it has been ____________________.
6. Contract is an ________________________between the parties involved that creates a _________________ obligation.
7. Some of the items are necessary in any contract: __________________ of the contracting parties, ________________ of the contract, _____________, __________, ____________ and payment terms.
8. The quality of machines and equipment is to be in _______________ with the technical specification of the __________________.
9. The quality of ________________ and __________________ is determined, as a rule, by standards, by sample or by description.
10. In case of a breach of contract the injured party may go to______________ to sue for money damages, or for the contract to be _____________, for injunction, or for specific performance if money damages would not _________________ for the breach.
Exercise 4. Read and translate the text. Then study the vocabulary given after.
Terms of Payment
Payment in foreign trade may be made in cash and on credit. There are different methods of cash payment:
1. By cheque (but it is not practicable as a cheque is payable in the country of origin. That’s why cheques are mostly used for payment in home trade.)
2. By telegraphic or telex transfers or post (mail) remittance which is made from the Buyers’ bank account to the Sellers’ in accordance with the Buyers’ letter of instruction. Actually this method of cash payment may sometimes take several months, which is naturally very disadvantageous to the Sellers. The transfer is carried out at current rates of exchange.
3. By letter of credit (or just by credit) –L/C
The following types of letters of credit are usually used: irrevocable, confirmed and revolving.
An irrevocable L/C is one which can neither be modified nor cancelled without the consent of the party in whose favour it has been opened.
A confirmed L/C is an irrevocable L/C, payment under which is guaranteed by a first class bank in case the opener of the L/C (i.e. the Buyers) or the bank effecting payment defaults, or is unable to make payment.
A revolving L/C is one under which its value is constantly made up to a given limit after payment for each shipment, which saves the charges on multiple letters of credit.
The Letter of Credit is the most frequently used method of cash payment because it is advantageous and secure both to the Exporter and to the Importer though it is more expensive than payment by transfer. It overcomes the gap between delivery and payment and gives protection to the Sellers by making the money available for them on the fulfillment of the transaction and to the Buyers because they know that payment will only be made against shipping documents giving them the title for the goods. This method of payment is often used in dealing with developing countries.
4. For collection (Payment for collection does not give any advantages to the Exporter because it does not give any guarantee that he will receive payment in time or at all. That’s why the Exporter usually requires that the Importer presents a guarantee of a first class bank that payment will be effected in due time. Also, there is a long period of time between the delivery of the goods and actual payment. But it is advantageous to the Importer because there is no need to withdraw from circulation big sums of money before actually receiving the goods).
Payment for collection against documents (with subsequent acceptance or very often telegraphic collection with subsequent acceptance) is mostly used in trade with East European countries.
The costs involved in effecting payment for collection are twice or three times lower than those by letter of credit. Most modern business is done on a credit basis which may be:
1) by drafts (by Bills of Exchange – B/E) – the Exporter credits the Importer which is advantageous to the latter.
A draft (a bill of exchange) is an order in writing from a Creditor to a Debtor to pay on demand or on a named date a certain sum of money to a company named on the Bill, or to their order. It is drawn by the Sellers on the Buyers and is sent through a bank to the Buyers for acceptance (i.e. for acknowledging the debt). The draft becomes legally binding when signed and dated by the Buyers on its face (front) and is to be met when due, i.e. 30, 60 or 90 days after presentation. The draft may be negotiable, i.e. it may be used by the Sellers to pay their own debts, but in this case the Sellers are to endorse it by signing it on its back, then they can pass it on to the new holders.
If the exporter wants immediate payment, he can discount the draft in return for a cash advance with a bank for commission, i.e. sell it to a bank for its face value less interest, and by supplying a document (a letter of hypothecation) giving the bank the legal right to claim the goods if necessary. Besides, he may leave it with a bank as security for a loan. All this makes the Draft a very practical method of payment in foreign trade. To sum up its advantages – it simplifies the financing of export and import foreign trade and cuts down innumerable movements of currency.
There may be two main types of drafts:
Sights Drafts, which are payable on presentation (at sight) or on acceptance and Term drafts, which are drawn at various periods (terms) and are payable at a future date and not immediately they are accepted. Term drafts may pass through several hands before maturity and require endorsement by the Sellers.
2) in advance ( the Importer credits the Exporter, for example, the contract may stipulate a 10 or 15 % advance payment, which is advantageous to the Sellers). This method is used when the Buyers are unknown to the Sellers or in the case of a single isolated transaction or as part of combination of methods in a large-scale (transaction) contract.
3) on an open account. Open account terms are usually granted by the Sellers to the regular Buyers’ or customers in whom the Sellers have complete confidence, but sometimes they are granted when the Sellers want to attract new Buyers then they risk their money for that purpose. Actual payment is made monthly, quarterly or annually as agreed upon. This method is disadvantageous to the Exporter, but may be good to gain new markets.
The two methods of payment (in cash and on credit) are very often combined in a contract. Drafts, for example, may be presented under a letter of credit and there may be other, sometimes very complicated combinations of various methods of payment stipulated in a contract.
The currency to be used for payment is a matter for agreement between the counterparts.
Payment
A cheque is a written order to a Bank given and signed by someone who has money deposited there to pay a certain amount mentioned in the cheque to a person named on it. In the place of the cheque system Banks provide an international system of Bank Transfers. The Seller gives TT or mail remittance terms to a Buyer when he is a trusted customer or agent. It involves risk as the Seller ships goods without any assurance of getting payment.
Here is an example of a draft:
Draft
_____________________________________________________________________________________
Moscow, _________,200 ____________
ON ___________PAY AGAINST THIS BILL OF
EXCHANGE TO THE ORDER OF THE ALPHA
BANK RUSSIA, MOSCOW, THE SUM OF _____
ONLY FOR VALUE RECEIVED.
To – Promstrojimport
Like a cheque, a draft is an order to pay. It is made out by an exporter and presented to the importer. It is also called a bill of exchange. A sight draft is a bill which is paid at a later date is called a term draft. There are 30-day, 60-, 90 – and 120 day drafts.
A very useful method is to attach the shipping document (the Bill of Lading, the Insurance Policy and the Invoice) to the Draft and hand them to the Bank for Collection. The documents can be handed over to the Buyer either against payment (D.P. – Documents against Payment) or against acceptance of the draft (D.A. – Documents against Acceptance). D.P. refers to sight drafts. D.A. refers to term drafts.
A sight draft does not require acceptance. A term draft must be necessarily accepted. The drawee writes “Accepted” across it and signs his name.
The draft is then returned to the Seller, who can hold it until maturity.
This method of payment involves risk to the exporter or his bank as it may happen that a draft is not honored when it is due.
The shipper has full protection when drafts are presented against L/C. With a letter of credit, at least when it is confirmed and irrevocable, the payment is guaranteed.
The Bank at the Sellers’ end guarantees payment in case the opener of the credit defaults. Besides, the credit cannot be cancelled before the expiry date.
VOCABULARY
Cheque (англ.) check (амер.) чек
To deposit вносить деньги на хранение в банк
Telegraphic transfer (TT) телеграфный перевод
Mail remittance почтовый перевод
Customer покупатель, клиент, заказчик
Bill of exchange / draft вексель, тратта
To make a document составлять документ
Sight draft тратта «на предъявителя»
Term draft тратта с оплатой в конце обусловленного периода
Bill of lading коносамент (подтверждение приема груза на борт
Insurance policy страховой полис (условия договора морского страхования)
Invoice счет-фактура
Acceptance акцепт, согласие на оплату денежных и товарных документов
Accepted акцептован, надпись на векселе
To honor a draft акцептовать тратту
Drawee трассат (лицо, на которое выставлена тратта)
Maturity срок долгового обязательства
Default неуплата
To cancel аннулировать, отменять, расторгать
Letter of credit аккредитив
Confirmed letter of credit аккредитив подтвержденный
Irrevocable letter of credit аккредитив безотзывный
Revolving letter of credit аккредитив револьверный, автоматически возобновляемый
Expiry окончание, истечение срока
Value стоимость
Multiple многократный
Exercise 5. Answer the questions.
1. What is an irrevocable L/C?
2. What is a cheque?
3. What are the two types of drafts?
4. Whom do you give TT terms to?
5. Who guarantees payment against a confirmed letter of credit?
6. Does a term draft involve risk for an exporter?
7. What is the major advantage of a revolving L/C?
Exercise 6. Translate the words and expressions below from Russian into English and make up your own sentences with them.
1. многократный
__________________________________________________________________________
2. стоимость
__________________________________________________________________________
3. окончание, истечение срока
__________________________________________________________________________
4. аккредитив револьверный, автоматически возобновляемый
__________________________________________________________________________
5. аккредитив подтвержденный
__________________________________________________________________________
6. аккредитив безотзывный
__________________________________________________________________________
7. аннулировать, отменять, расторгать
__________________________________________________________________________
8. неуплата
__________________________________________________________________________
9. срок долгового обязательства
__________________________________________________________________________
10. трассат (лицо, на которое выставлена тратта)
__________________________________________________________________________
11. акцептовать тратту
__________________________________________________________________________
12. акцептован, надпись на векселе
_______________________________________________________________
Exercise 7. Translate the words and expressions below from English into Russian and make up your own sentences with them.
1. cheque
__________________________________________________________________________
2. to deposit
__________________________________________________________________________
3. telegraphic transfer (TT)
__________________________________________________________________________
4. mail remittance
__________________________________________________________________________
5. customer
__________________________________________________________________________
6. bill of exchange. Draft
__________________________________________________________________________
7. to make a document
__________________________________________________________________________
8. sight draft
__________________________________________________________________________
9. term draft
__________________________________________________________________________
10. bill of lading
__________________________________________________________________________
11. insurance policy
__________________________________________________________________________
12. invoice
__________________________________________________________________________
13. acceptance
__________________________________________________________________________
Exercise 8. Match the verbs from (a) with the nouns from (b) below;
a) to carry out b) open account terms
to make new markets
to give risk
to withdraw the shipping documents
to acknowledge acceptance
to endorse a draft
to discount the credit
to claim letter of credit
to grant the transfer
to gain payment
to involve guarantee
to attach money
to require the debt
to honor draft
to cancel the goods
to confirm draft
Exercise 9. Think of and write the verbs that are most commonly used with:
1. draft
________________________________________________________________________
2. letter of credit
________________________________________________________________________
3. account
________________________________________________________________________
4. payment
________________________________________________________________________
5. risk
_________________________________________________________________________
6. transfer
_________________________________________________________________________
7. debt
__________________________________________________________________________
8. credit
__________________________________________________________________________
9. value
__________________________________________________________________________
10. invoice
__________________________________________________________________________
Exercise 10. Single out the main facts of the text of exercise 4 and present them in a short review.
Exercise 11. Translate the letter into Russian, using the vocabulary given after it.
Dear Sirs,
Much to our regret we have to inform you that so far we have not received a bank guarantee from you.
In view of the above we would like to remind you of your letter of 20 May, this year, in which you asked us to change the method of payment by L/C as inconvenient owing to the difficulties and extra expenses connected with its opening.
Understanding your difficulties, our company made you a concession and offered payment on collection terms. You accepted the proposed method of payment and undertook to submit within three weeks a first-class bank guarantee for 80% of the contract value.
Further we authorized our counselor for economic affairs in your country to sign an addendum to our contract providing for the change in the original method of payment. The above addendum was signed on 15 June, this year.
After signing the addendum to the contract, our company instructed the manufacturing works to start shipping the parts to the port. However, as we are still without your bank guarantee we have had to suspend the shipment of the above spare parts. At present more than 500 tons of spare parts are at the port and expenses on their storage will be charged to your account.
We urge you to inform us immediately when the bank guarantee will be submitted and ask you to confirm your consent to cover the expenses on the storage of the spare parts kept at our port.
Yours faithfully,
VOCABULARY
So far до сих пор, до настоящего времени
Bank guarantee банковская гарантия
In view of the above в связи с этим
Owing to в связи с
To make a concession идти навстречу, идти на уступки
Payment on collection terms инкассовая форма расчетов
To submit within three weeks представить в трехнедельный срок
Counselor of economic affairs советник по экономическим вопросам
Addendum дополнение
Providing for the change во изменение
Shipping отгрузка
To suspend приостановить
Storage хранение, складирование
To urge убеждать, настаивать
Consent согласие
Spare parts запчасти
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Exercise 12. Find the English equivalents for the following.
1. с сожалением сообщаем Вам
__________________________________________________________________________
2. в связи с этим мы хотели бы напомнить Вам
__________________________________________________________________________
3. изменить аккредитивную форму расчетов
__________________________________________________________________________
4. идти навстречу
__________________________________________________________________________
5. дать согласие на инкассовую форму расчетов
__________________________________________________________________________
6. принять предложенную форму расчетов
__________________________________________________________________________
7. представить гарантию первоклассного банка
__________________________________________________________________________
8. дополнение к контракту
__________________________________________________________________________
9. во изменение первоначальной формы расчетов
__________________________________________________________________________
10. начать отгрузку запасных частей в порт
__________________________________________________________________________
11. приостановить поставку
__________________________________________________________________________
12. подтвердить согласие оплатить расходы
__________________________________________________________________________
Exercise 13. Translate an extract from a contract concerning terms of payment into English.
Контракт №
———————————————————————————————-————————
Условия платежа
Платежи в размере _________________ % от стоимости поставленного оборудования будут производиться в форме инкассо в _____________(валюта) в течение 30 дней с даты получения Внешторгбанком РФ следующих документов:
Оригинала специфицированного счета Продавца (Seller’s specified invoice – one original)
и двух копий (с обязательным указанием номера контракта и транса /ов);
полного комплекта чистых бортовых коносаментов (“clean-on-board” Bills of lading) , выписанных назначением (issued destination) порт РФ:___________________________________________________________________
На имя___________________________________________________________________
Дубликата международной ж.д. накладной, выписанной назначением на станцию ______________________________________ на имя начальника этой станции для дальнейшей переотправки средствами железных дорог через станции ______________.
На станцию____________________________ для _____________________.
% стоимости поставленного оборудования оплачиваются по истечении гарантийного периода при условии достижения оборудованием (provided the equipment corresponds) количественных и качественных показателей (quantitative and qualitative indices), предусмотренных контрактом. Оплата этой суммы производится по истечении гарантийного периода в течение 30 дней с даты получения покупателем счета Продавца и при отсутствии обоснованных претензий (grounded claims) у Покупателя.
Все банковские расходы по инкассо (for collection) оплачиваются следующим образом:
– расходы Банка страны Продавца – за счет продавца;
– расходы Внешторгбанка РФ (Bank for Foreign Trade of the RF) – за счет Покупателя.
Оплата стоимости поставленного оборудования будет производиться в _______ через инкассо в следующих размерах: _____________ % стоимости комплектно поставленного оборудования оплачивается в течение ______ дней после получения Покупателем следующих документов:
А) оригинала и 2-х копий специфицированного счета;
Б) упаковочного листа в 3-х экз.;
В) 2-х оригиналов чистых коносаментов, выписанных на имя _________;
Г) копий экспортной лицензии, если таковая потребуется;
Д) заводского свидетельства (work’s certificate) в 3-х экз.
Contract №
—————————————————————————————————.
Terms of Payment
______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Exercise 14. Read the following letter and choose the best words from the options in brackets.
Dear Mr Osterheld
We were very pleased to receive your (correspondence, enquiry, mail) of October 200_, asking about our leather and sheepskin (range, cloth, products) and terms of (dealing, trade, conditions).
First let me say that our (label, mark, patent) is internationally famous because of the quality of our garments, and we are convinced they will sell very well through your (outlets, factories, warehouses). We think you will agree with us when you look through the enclosed (manual, catalogue, leaflet) and examine the (specimens, examples, samples) we are forwarding separately.
You will see from the price-list that we take care of all freight and insurance costs, so the prices are quoted on a(n) (c.i.f., ex-works, f.o.b.) basis. We will also allow (trade, cash, quantity) discounts for orders over $10,000, and with the usual trade references, we can arrange for payment by 60-day (bill, letter, draft) of exchange.
Thank you once again for your enquiry, and we are sure you will be impressed by the (vast, huge, wide) selection of our garments. Meanwhile, if there are any further details you need, please contact us.
Yours sincerely,
Ellena Onate
Exercise 15. Complete the following letters with the correct prepositions.
1) Dear Sir/ Madam,
I am a Spanish student ___________ the University __________Barcelona doing a Master’s Course ___________ Business Studies, and I intend to spend six months __________ England _________ January next year, preparing _________ the Cambridge First Certificate.
Your college was recommended _____________ me _________ a fellow student and I would like details _________ the First Certificate course, including fees and dates. Could you also let me know if you can provide accommodation __________ me ________Brighton ____________an English family.
Thank you for your attention, and I look forward to hearing from you soon.
Yours faithfully,
Maria Ortega
2) Dear Sir,
We were impressed ___________ your display ____________ office furniture __________ the Expoquip trade fair held __________Madrid __________________January.
We are a group __________________ retailers specializing ____________ the sale ___________ top-quality non-electronic office equipment, and we are seeking a supplier __________ our stores.
Could you send us your latest catalogue and price-list, details __________ materials used _______ your products, and information regarding credit terms and discounts?
We look forward _______________ receiving your reply.
Yours faithfully,
Anne Croft (Miss)
3) Dear Mr MacFee
We are writing ________________you _______________the recommendation ___________Mr David Arnold, the accountant __________ D.L. Cromer Ltd._______ Staines, Middlesex. He advised us to contact you as a referee, concerning credit facilities, which his company asked us __________.
Could you confirm that the company settles _________due dates, and is sound enough to meet credits of __________ to $5,000 in transactions.
We would be grateful ____________ a reply ____________ your earliest possible convenience.
Yours sincerely,
P.Gomes (Mrs)
4) Dear Mr Dietmann
You were recommended __________________ us ______________ Gebrauchte Stilmobel, our associates, ___________ whom you have operated as forwarding agents.
We are looking _________ a reliable company to handle our deliveries ________ Europe, taking care ____________ documentation and making sure ___________ a safe delivery, as many ___________ our products become worthless if damaged.
Enclosed you will find a list representing a consignment we wish to send ___________Lausanne ________ Switzerland. We would like it to be delivered there _________ road __________ a door-to-door basis. Could you let us have your quotation, and if it is competitive, we can assure you _____________further business ______________the future.
Yours sincerely,
R.Behrendt
5) Dear Sir/ Madam,
We are a large engineering company exporting machine parts worldwide, and we have set up contacts ______________ Middle Eastern Customers ___________ the next two years.
As these parts are similar _________ nature and are going _________ the same destination over this period we though it might be less expensive if we insured them, _________ an all risk basis, ________________ a time policy.
We would appreciate it if you could give us any information ______________this type ___________cover and how it operates.
Yours faithfully,
Jack Turner
Lesson 3
Транспортная документация
The transport documentation
Exercise 1. Read and translate the texts, using the vocabulary given after them.
Multimodal (Door to Door) transport is wide-spread in shipping now. It involves a transfer of goods from one mode of transport to another.
Traditionally, the ship’s rail was considered the critical point of responsibility, that is when all risks of loss or damage are transferred from one party the other. Now it is no longer the ship’s rail but the port terminal which may be such a point. In sea port areas the goods are put into containers, on pallets or aboard the ship.
The main carrier often prefers to assume through responsibility for the cargo he carries. In a through movement of the goods a combined transport document is issued instead of a traditional Bill of Lading. Like a traditional Bill of Lading it is a receipt for the consignment. But instead of ports of shipment and discharge it shows the place of delivery and receipt.
Incoterms
The new system of multimodal shipment in international trade is reflected in the International Commercial Terms (Incoterms 1980).
EX Works
“Ex Works” means that the seller’s only responsibility is to make the goods available at his premises (i.e. works or factory). In particular he is not responsible for loading the goods in the vehicle provided by the buyer, unless otherwise agreed. The buyer bears the full cost and risk involved in bringing the goods from there to the desired destination. This term thus represents the minimum obligation for the seller.
Free Carrier …( named point)
This term has been designed to meet the requirements of modern transport, particularly such “multimodal” transport as container or “roll on-roll off” traffic by trailers and ferries. It is based on the same main principle as FOB except that the seller fulfils his obligations when he delivers the goods into the custody of the carrier at the named point.
For/ Fot
FOR and FOT mean “Free on Rail” and “Free on Truck”. These terms are synonymous since the word “Truck” relates to the railway wagons. They should only be used when the goods are to be carried by railway.
Fob Airport
FOB Airport is based on the same main principle as the ordinary FOB term. The seller fulfils his obligations by delivering the goods to the air carrier at the airport of departure. The risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods have been so delivered.
FAS
FAS means “Free Alongside Ship”. Under this term the seller’s obligations are fulfilled when the goods have been placed alongside the ship on the quay or in lighters. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that moment.
FOB
FOB means “Free on Board”. The goods are placed on board the ship by the seller at a port of shipment named in the sales contract. The risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods pass the ship’s rail.
C&F
C&F means “Cost and Freight”. The seller must pay the costs and freight necessary to bring the goods to the named destination, but the risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods pass the ship’s rail in the port of shipment.
CIF
CIF means “Cost, Insurance and Freight”. This term is basically the same as C&F but with the addition that the seller has to procure marine insurance against the risk of loss of or damage to the goods during the carriage. The seller contracts with the insurer and pays the insurance premium.
Freight Carriage Paid To
Like C&F “Freight or Carriage paid to…” means that the seller pays the freight for the carriage of the goods to the named destination. However, the risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods have been delivered into the custody of the first carrier and not at the ship’s rail. It can be used for all modes of transport including multimodal operations and container or roll on-roll off traffic by trailers and ferries. When the Seller has to furnish a bill of lading, waybill or carrier’s receipt, he duly fulfills this obligation by presenting such a document issued by the person with whom he has contracted for carriage to the named destination.
Freight Carriage and Insurance Paid To…
This term is the same as “Freight or Carriage Paid to…” but with the addition that the seller has to procure transport insurance against the risk of loss of or damage to the goods during the carriage. The seller contracts with the insurer and pays the insurance premium.
EX Ship
“EX Ship” means that the seller shall make the goods available to the buyer on board the ship at the destination named in the sales contract.
EX Quay
“EX Quay” means that the seller makes the goods available to the buyer on the quay (wharf) at the destination named in the sales contract.
Delivered at Frontier
“Delivered at Frontier” means that the seller’s obligations are fulfilled when the goods have arrived at the frontier – but before “the customs border” of the country named in the sales contract.
Delivered Duty Paid
While the term “Ex Works” signifies the seller’s minimum obligation, the term “Delivered Duty Paid”, when followed by words naming the buyer’s premises, denotes the other extremly the sellers’ maximum obligation. The term “Delivered Duty Paid” may be used irrespective of the mode of transport.
Notes:
“Incoterms” – «Международные правила толкования коммерческих терминов». Разработаны Международной Торговой Палатой, Сборник “Incoterms 1980” содержит правила толкования 14 базисных условий поставки
EXW – EX works – франко-завод, с завода
FRC – Free carrier …named point – свободно у перевозчика (в поименованном пункте)
FOR/FOT – Free on Rail/Truck – франко-вагон, свободно в вагоне или на платформе
FOA – FOB Airport – свободно в аэропорту
FAS – Free alongside ship – свободно вдоль борта судна
FOB – Free on Board – свободно на борту судна
CFR –C and F – Cost and Freight – КАФ – стоимость и фрахт
CIF – Cost, Insurance, Freight – СИФ – стоимость, страхование, фрахт
Freight / Carriage paid to – фрахт / провозная плата оплачена до…
Ex Ship – с судна
Ex Quay – с пристани
DAF – Delivered at Frontier – поставлено на границе
DDP – Delivered Duty Paid – поставлено с оплатой пошлины
VOCABULARY
Multimodal мультимодальный
Mode of transport вид транспорта
Ship’s rail рейлинг судна
Critical point of responsibility критическая точка ответственности
Risk of loss or damage риск утраты или повреждения товара
Terminal грузовые склады в портах, имеющие сортировочные устройства
Pallet поддон
Through сквозной
To assume responsibility взять на себя ответственность
Port of shipment порт отгрузки
Port of discourage порт разгрузки
Receipt получение, расписка в получении
Vehicle транспортное средство
To fulfill obligations выполнять обязательства
To meet the requirements удовлетворять требованиям, обеспечить потребности
RO/ RO Roll on / Roll off метод транспортировки грузов с горизонтальной погрузкой и выгрузкой
Ferry паром
Custody хранение
Wagon товарный вагон
Carrier перевозчик
To carry везти, перевозить
Carriage перевозчик
By rail по железной дороге
Quay (wharf) причал
Lighter лихтер
On board a ship на борту судна
Marine insurance морское страхование
Insured 1) страхователь (лицо, отдающее имущество на страхование); 2) застрахованный
Insurer страховщик (лицо, принимающее имущество на страхование)
Insurance premium страховая премия, страховой взнос
Exercise 2. Answer the following questions.
1. What does the term “multimodal transport” mean?
2. What is regarded as the critical point now?
3. What document is issued in combined transport?
4. What mode of transport do you use for carriage of goods?
5. Where are critical points of responsibility under Incoterms?
6. What does the term FOB means?
Exercise 3. Fill in the gaps with the words and expressions from the text:
1. Multimodal (Door to Door) transport is _________________ in shipping now. It involves a transfer of goods from ___________________________ to _______________.
2. Traditionally, the ship’s rail was considered the _______________________________, that is when all risks of loss or damage are ___________________ from one party the other.
3. The main carrier often prefers to assume through _____________________ for the cargo he carries. In a _________________ movement of the goods a combined transport document is issued instead of a traditional ____________________________.
4. The new system of multimodal shipment in international trade is reflected in the ____________________________________ (Incoterms 1980).
5. “Ex Works” means that the seller’s only responsibility is ______________________________ at his premises (i.e. works or factory).
6. FOB Airport is based on the same main principle as __________________________ term.
7. FAS means ___________________________. Under this term the seller’s obligations are fulfilled when the goods have been ____________________alongside the ship on the __________ or in _________________.
8. FOB means ______________________________ . The goods are placed on _____________________ by the seller at a port of shipment named in the _________________.
9. C&F means “__________________”. The seller must pay the costs and freight necessary to bring the goods to the _____________________________, but the risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods ___________________ in the port of shipment.
10. “Delivered at Frontier” means that the seller’s ___________________are fulfilled when the goods have arrived at the __________________ – but before “the customs border” of the country named in ___________________________.
Exercise 4. Read and translate the text. Then study the vocabulary given after it.
Packing and marking
Goods for export are to be properly packed. If they are poorly packed and marked the carrier can refuse to accept them, or will make qualifications about the unsatisfactory condition of packing in the bill of lading.
Packing can be external (crate (клеть), bag) and internal (box, packet, flask etc.), in which the goods are sold.
In case of consumer goods packing has a double function. On the one hand, it is for protection. On the other – it serves to advertise a product and attract a customer.
Marking should be in indelible paint with recognizable marks.
Here is an extract from a concerning packing contract:
_____________________________________________________________________________________
Contract No. ____________
Packing
1. The equipment and spare parts are to be shipped in export packing meeting the requirements of each particular type of equipment.
2. The packing is to secure full safety of the goods from any kind of damage and corrosion during transportation by sea, railway and combined transport. The packing shall be suitable for loading by crane, by autocars, by trucks and manually in so far as the weight and volume of individual packages allow.
Before packing, the equipment is to be protected with anticorrosive coating to protect it from any damage and corrosion in transit and to ensure storage during hot summer and cold winter.
3. The Sellers shall be responsible for any damage to or breakage of the goods that may be caused by poor packing or for corrosion which may appear due to improper or insufficient coating.
_____________________________________________________________________________________
Here is an extract from a contract concerning marking:
_____________________________________________________________________________________
Contract No._______________
Marking
1. The cases in which the equipment is packed are to be marked on three sides: on the top of the case and two non-opposite sides.
2. The marking shall be clearly made with indelible paint in English and Russian as follows:
Contract No. Контракт №
Trans No. Транс №
Package No. Место №
Net /Gross weight in kg. Вес нетто / Брутто в кг
Case dimensions in cm Размеры места в см
(length, width, height) (длина, ширина, высота)
3.All cases which need special handling must have an additional marking as well as other indications if specific handling of a particular case is required:
“Handle with care” «Осторожно»
“Top” «Верх»
“Do not turn over” «Не кантовать»
“Do not use hooks” «Не использовать крюки»
Insurance of goods
The export trade is subject to many risks. Ships may sink or collide; consignments may be lost or damaged. So, the goods are usually insured now for the full value. The idea of insurance is to obtain indemnity in case of damage or loss. Insurance is against risk.
While the goods are in a warehouse, the insurance covers the risk of fire, burglary, etc.
As soon as the goods are in transit they are insured against pilferage, damage by water, breakage or leakage. Other risks may also be covered.
The insured is better protected if his goods are insured against all risks. The goods may be also covered against general and particular average.
In the insurance business the word average means loss. Particular average refers to risks affected only one shipper’s consignment.
General average refers to a loss incurred by one consignor but shared by all the other consignors who use the same vessel on the same voyage.
VOCABULARY
Packing упаковка
External packing внешняя упаковка
Internal внутренняя упаковка
Sea packing морская упаковка
Marking маркировка
Marks маркировочные знаки на упаковке
To make qualifications делать оговорки
Indelible несмываемый
Safety сохранность
In transit в пути (о грузах)
Storage хранение
Breakage поломка
Consignment груз, партия товара
Insurance indemnity страховое возмещение
Warehouse склад (товарный)
Burglary кража со взломом
Pilferage мелкая кража, хищение из отдельных мест груза
Leakage утечка
General average общая авария
Particular average частная авария
To incur losses терпеть убытки
Consignor грузоотправитель
Exercise 5. Answer the following questions.
1. What are the packing requirements?
2. What preventive measures are necessary to protect the goods from damage?
3. Why is it necessary to know the freight routes when packing?
4. What are kinds of export packing?
5. What is the function of packing in the sale of consumer goods?
6. What are the requirements for marking the goods?
7. What is usually written on packing about special handling?
8. What can happen if marking is wrong?
9. What are the standards of packing and marking?
10. What are the risks to which the export trade is subject?
11. What does the word “average” mean in the insurance business?
12. What are the names of the biggest insurance companies in Russia?
Exercise 6. Translate the words and expressions below from Russian into English and make up your own sentences with them.
1. грузоотправитель
__________________________________________________________________________
2. терпеть убытки
__________________________________________________________________________
3. частная авария
__________________________________________________________________________
4. общая авария
__________________________________________________________________________
5. утечка
__________________________________________________________________________
6. мелкая кража, хищение из отдельных мест груза
__________________________________________________________________________
7. кража со взломом
__________________________________________________________________________
8. склад (товарный)
__________________________________________________________________________
9. страховое возмещение
__________________________________________________________________________
10. груз, партия товара
__________________________________________________________________________
Exercise 7. Translate the words and expressions below from English into Russian and make up your own sentences with them.
1. breakage
__________________________________________________________________________
2. storage
__________________________________________________________________________
3. in transit
__________________________________________________________________________
4. safety
__________________________________________________________________________
5. indelible
__________________________________________________________________________
6. to make qualifications
__________________________________________________________________________
7. marks
__________________________________________________________________________
8. marking
__________________________________________________________________________
9. sea packing
__________________________________________________________________________
10. external packing
__________________________________________________________________________
Exercise 8. Match the verbs from (a) with the nouns from (b) below;
a) to make b) the equipment
to assume the cases
to fulfill hooks
to meet goods
to attract indemnity
to secure losses
to protect the risks
to mark qualifications
to use responsibility
to insure obligations
to obtain the requirements
to incur a customer
to cover full safety
Exercise 9. Think of and write the verbs that are most commonly used with:
1. goods
_______________________________________________________________________
2. obligations
_______________________________________________________________________
3. requirements
_______________________________________________________________________
4. losses
_______________________________________________________________________
5. consignment
_______________________________________________________________________
6. damage
_______________________________________________________________________
7. vehicle
________________________________________________________________________
8. value
________________________________________________________________________
9. vessel
________________________________________________________________________
10. customer
________________________________________________________________________
Exercise 10. Single out the main facts of the text of exercise 4 and present them in a short review.
Exercise 11. Translate the letters into Russian.
1. Correspondence on insurance
Dear Sirs,
We have received your letter of March 3, this year, in which you ask us to change the terms of insurance of equipment, suggested by us in the draft contract for the delivery of the equipment for the machine building plant. You suggest that the contract should provide insurance of the equipment against … risks.
We draw your attention to the fact that Ingosstrakh does not insure equipment delivered to …ports against …risks. We know that insurance against …risks can be done with the London Insurance Company.
As to insurance against other risks they are indemnified depending on the terms of an insurance contract. We are ready to discuss once again the terms of insurance.
Your faithfully,
____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
2. Correspondence on claims and arbitration
Dear Sirs,
We acknowledge receipt of your letter of September 5, this year, from which we have learned that you make a claim on us for the sum of 500 dollars for the delay in submitting the technical documentation under Contract № 13/06
We have carefully studied your claim and must inform you that the delay in submitting the technical documentation occurred through no fault of ours. We would like to remind you that Article 6 of the above contract provides for the submission of the technical documentation within three months after you open an irrevocable latter of credit in our favour with the Bank for Foreign Trade for the sum of 100,000 dollars. You undertook to open the letter of credit before June 5, this year; it was actually opened by you on July 25, i.e. more than a month overdue.
Thus, you have infringed the contract in respect of terms of payment, which has caused the delay in submitting the technical documentation and consequently you cannot hold us responsible and claim damages.
Yours faithfully,
___________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Exercise 12. Find the English equivalents for the following.
1. предъявлять претензию
__________________________________________________________________________
2. передача технической документации
__________________________________________________________________________
3. рассмотреть претензию
__________________________________________________________________________
4. открыть безотзывный аккредитив в банке
__________________________________________________________________________
5. нарушить контракт в отношении условий платежа
__________________________________________________________________________
6. возлагать ответственность
__________________________________________________________________________
7. требовать уплаты неустойки
__________________________________________________________________________
8. изменить условия страхования оборудования
__________________________________________________________________________
9. предусматривать страхование поставляемого оборудования от… рисков
__________________________________________________________________________
10. страхование может быть осуществлено в Лондонском страховом обществе
__________________________________________________________________________
11. возмещать убытки
__________________________________________________________________________
Exercise 13. Translate the extracts from a contract concerning delivery dates and packing and marking into English.
Контракт № ____________
Сроки поставки
Указанное в параграфе 1 контракта оборудование должно быть поставлено комплектно в следующие сроки:_______________________________
К указанному сроку оборудование должно быть изготовлено в соответствиями с условиями контракта, испытано, упаковано, замаркировано и поставлено фоб___________________________________________
По всем вопросам, связанным с отправкой груза, Продавец должен следовать указаниям Покупателя или его экспедитора фирмы______________________________________________________________________
Не позднее 1-го числа каждого месяца, предшествующего месяцу отгрузки, Продавец направляет покупателю телеграфное извещение о дате готовности оборудования к отгрузке из порта … с указанием веса и кубатуры (cubic volume) груза. Такое же извещение Продавец направляет экспедитору Продавца.
В течение 24 часов после произведенной отгрузки Продавец обязан сообщить Покупателю по телеграфу (by cable) дату отгрузки, номер контракта, транса, коносамента, наименование оборудования, число мест, вес, название судна, порт назначения. Указанное извещение должно быть подтверждено письмом.
Датой поставки считается дата чистого коносамента, выписанного на имя Покупателя назначением ______________________порт РФ.
Если оборудование не может быть отгружено из-за отсутствия тоннажа (the shipping facilities) по истечении 30 дней с даты готовности оборудования к отгрузке из порта_________________________________________
Продавец вправе передать груз экспедитору Покупателя. Датой поставки считается в этом случае дата расписки экспедитора в приеме груза.
После сдачи груза экспедитору Покупателя все расходы по хранению груза до момента его погрузки на борт судна несет Покупатель.
Однако это не освобождает Продавца от обязанности произвести за свой счет погрузку, крепление (to secure) и укладку (to stow) оборудования в трюме (in the hold) и / или на палубе судна (on deck of the ship) и др. в соответствии с параграфом 2 (Clause 2) данного контракта.
Если груз к прибытию судна не будет готов к отгрузке, продавец обязан возместить Покупателю расходы, возникшие в связи с простоем и /или недогрузом судна (мертвый фрахт).
Contract No.
Delivery Dates
Упаковка и маркировка
1. Оборудование должно отгружаться в экспортной упаковке, соответствующей характеру (nature) данного оборудования.
2. Упаковка должна обеспечивать полную сохранность груза от всякого рода повреждений и коррозии при его перевозке.
Груз должен быть упакован таким образом, чтобы он не мог перемещаться внутри тары при изменении его положения.
3. Продавец несет ответственность перед Покупателем за повреждение или поломку груза вследствие ненадлежащей упаковки.
4. В случае если отдельные части оборудования будут превышать габаритные размеры (overall dimensions) , допускаемые к перевозке по железной дороге, то Продавец должен согласовать такие размеры мест с Покупателем до изготовления оборудования.
5. Ящики, в которых упаковано оборудование, маркируются с трех сторон – на двух противоположных боковых сторонах и сверху ящика.
6. Маркировка должна быть нанесена четко, несмываемой краской на ____________ и русском языках и включать следующее:
Контракт №, Транс №, Ящик №, Вес нетто, Вес брутто, размеры ящика в см (ширина, длина, высота).
7. Места, требующие специального обращения, должны иметь дополнительную маркировку «Осторожно», «Верх», «Не кантовать».
8. На негабаритных (oversize), тяжеловесных и длинномерных местах, высота которых превышает 1 метр и / или вес превышает 500 кг, должно быть указано несмываемой краской на каждом грузовом месте расположение центра тяжести знаком «+» и буквами ЦТ.
9. Продавец обязан возместить дополнительные транспортные складские расходы, возникшие в связи с засылкой (dispatch) оборудования не по адресу вследствие неполноценной или неправильной маркировки.
Packing and Marking
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Exercise 14. Read the following letters and choose the best words from the options in brackets.
1) Dear Mr Grassmann
You were recommended to us by the German Chamber of Commerce, who (said, told, spoke) you might be interesting representing an Italian glass manufacturing company in your country.
We have a number of agencies in other European countries who receive products on (commission, consignment, approval), then sell them on a six per cent commission on ex-works prices. These are (single, unique, sole) agencies which means that only we supply them, and they represent only us in this line.
Generally, their customers (settle, agree, deal) all accounts with us, then we supply them direct on invoices received from the agent.
In most cases we offer a (test, proof, trial) agency for one year, and if the results are good, we (export, extend, expand) the agency on a further two-year contract. We would (offer, suggest, invite) you support through advertising, brochures, and leaflets in German the (cost, value, worth) of this being shared between us.
Our market (researches, reporters, informers) tell us there is an increasing demand for our line of products in your country, so it will not be difficult to sell our wares.
If you would be interested in an agency of this type, we can send you a standard agreement, giving you more details of our terms. Meanwhile, we are enclosing our (actual, present, current) catalogue.
Yours sincerely,
P. Grazioli
2) Dear Mr Merton
In reply to your fax of the (before, over, above) date, we are sending you details of our shipping (timetables, schedules, programs) and freight rates, so they should (arrive, reach, deliver) you by tomorrow.
With regard to the (certification, documentation, paper) you asked for, we (suggest, advise, warn) you use our combined Transport Bill as the goods will then be covered by road, Ro-Ro ferry, and road again. We are also sending (down, on, up) our Export Cargo Packing Instructions which should be (brought, handed, put) to our driver when he calls. Consignment will be delivered to our (post, camp, depot) for consolidation, and you will be (charged, accounted, paid) at a very competitive groupage rates.
We will take the usual (duties, responsibilities, care) for handling cargo, but suggest you take all risk insurance cover on a door-to-door (term, basis, ground).
Please let us know (as, if, when) there are any other details you require.
Your sincerely,
Brian Close
Exercise 15. Use the words below to complete the following letters.
1)
Would you please make sure that the ____________ of fabrics is ______________ carefully in tissue paper, and ____________ securely in ___________ and sent to our main goods ________
at the above address in Milan.
If the items listed are not available, please do not send __________ materials or colors. If there are any problems with ___________, could you let us know immediately.
We will _____________ your draft for 25,000 DM, at our bank as soon as they ____________ the shipping documents.
If this ______________ is successful we will place larger orders in the future.
2)
Dear Mr Harrison
I am writing to complain about a shipment of tubular steel garden furniture we ____________yesterday against our invoice no. G 3190/1
The crates ____________ on the outside, and looked as if they had been roughly handled. When we _______________ them, we ______________that some of the chair legs were bent and rusty, and the fabric on the seating __________________, or _______________ signs of wear.
Two further crates from the consignment _______________yet, so we _______________
the opportunity of inspecting them. I _______________ the shipping company that we cannot accept this consignment from you, and they _______________ your insurers.
As we will be unable to retail this consignment in our stores, we are returning the shipment to you carriage forward, and we shall expect a full refund.
Yours sincerely,
C. R. Mendez
3)
Dear Mr Medina
We _________________ with you for the past year and during that time our accounts ________ by letter of credit. However, when we ____________ our association with you, you mentioned that once a business relationship __________, our accounts __________ by 60-day bill of exchange, document against acceptance. We feel that sufficient time ________________to allow this arrangement to be effected.
Please let us know before we _________________our next order, if these new payment terms are acceptable.
I enclose details of two referees, who _________should you require trade reference, and look forward to hearing from you.
Yours sincerely,
David Arnold
4)
Dear Mr. Neves
We are writing to you on the ______________ of the Portuguese Chamber of Commerce who informed us that you were looking for a buying agent for precision tools in this country.
We have been in this trade for over twenty years and have close contacts with the major ___________ both here and overseas.
If we may, we would like to give you a brief outline of the _____________ we work on. Generally, we place orders for our ____________ with our suppliers, and our customers settle direct with the manufacturer. In addition we arrange all costs, insurance and _____________ facilities for the client handling consignments from the _________________ to the port / airport of the importer’s country.
As we have dealt with these agencies for a number of years, we can offer you their most competitive ____________for shipment. In addition we would take care of all __________, including customs formalities.
As a rule we operate on a 4.5 per cent ____________ on c.i.f. values, but if credit is involved, we could offer ___________ services for an additional 2.5 per cent commission, pending the usual inquiries.
If you are interested in this _______________ we can assure you of first class, efficient service. Meanwhile, do not hesitate to contact us for any more information. Please find enclosed our ______________ giving you full details of our company. We look forward to hearing from you in due course.
Yours sincerely,
M. Kobelt
5)
information |
credit-worthiness |
statements |
customer |
confidence |
limit |
balance |
due |
Dear Mr Gomez
I refer to your letter of May 18 concerning the _________________ of D.L Cromer Ltd.
The company has been a ______________ of ours for a number of years, and although their credit ___________ has not reached the level you mentioned, we have found that they always cleared their ______________ on the ________________ dates, settling them on quarterly ____________.
We trust you will treat this ________________ in the strictest _______________.
Yours sincerely,
G MacFee
Lesson 4
Транспортная документация (продолжение). Управление человеческими ресурсами
The transports documentation (continued). Managment of public possibilities
Exercise 1. Read and translate the texts, using the vocabulary given after.
Claims and sanctions
A contract defines rights and obligations of the parties involved.
In case of breach of Contract the sufferer makes a claim on the party which fails to meet its contract obligations. It is more often the case that it is the Buyer who makes a claim on the Seller.
Most often the Buyer makes quality and quantity claims on the Seller. The cause for complaint may be poor quality, breakage, damage, short weight, leakage etc…
What is the claim procedure?
The Buyer must write a statement of claim and mail it to the seller together with the supporting documents. Bill of Lading, Airway and Railway Bill, Survey Report, Quality Certificate may serve as documentary evidence. If necessary, drawings, photos, samples are enclosed as proofs of claims. The date of a complaint is the date on which it is mailed. Claims can be lodged during a certain period of time, which is usually fixed in the Contract.
During the claim period the Seller is to enquire into the case and communicate his reply. He either meets the claim or declines it.
The Seller declines liability if the B/L is “clean”, that is the shipping company hasn’t made any remarks about the quantity or condition of the cargo shipped.
The Seller has also a full right to decline a claim if the goods are disorderly stored, mishandled or misused by the Buyer.
If a claim has a legitimate ground behind it the parties try to settle it amicably.
What are the ways of settling a claim?
In case of short -weight it is recompensed by a load sent separately or at the time of follow-up shipments. In case of damage or faults, the goods at the Buyer’s option can be repaired or replaced, all at the Seller’s expense.
Sometimes if deviation in quality is within certain limits the goods can be retained but with an allowance proportional to the discrepancy in quality. This is usually the case with raw materials, foodstuffs or any other goods sent in bulk.
If the goods are missing the Seller must necessarily locate them. Sometimes it is quite a problem as consignments may be lost when transshipped at some intermediate port or if sent at a wrong address. If the goods are not recovered compensation must be paid by the party directly responsible for it.
What is the sanction against the Seller?
The Seller is penalized if he fails to deliver the goods by the date due. The rate of penalty is fixed in the Penalty Clause or in the Clause of Agreed and Liquidated Damages.
If the delay is longer than 2 months the Buyer has the option of canceling the Contract altogether but the Seller is to compensate for the loss incurred.
What may be the grounds for complaint coming from the Seller and what are the ways of Settlement?
The Seller in his turn is entitled to make a claim on his counterpart if the Buyer fails to meet his contractual obligations.
The Seller may inflict penalties on the Buyer if there is a default in payment.
In a f.o.b. transaction the Seller is entitled to compensation for extra storage expenses if the Buyer’s vessel bound to pick up the goods fails to call at the port in time.
In a c.i.f. transaction the Seller may claim the demurrage if his own vessel stays idle at the port awaiting unloading.
The demurrage claims may emerge from the Buyer as well if a Contract is signed on f.o.b. terms of delivery. If it is a c.i.f. contract, the Buyer is liable to extra storage expenses when through the Seller’s fault he cannot clear the goods from the customs within the allowable period.
Financially, legitimate claims are in large part settled by debit or credit notes.
VOCABULARY
Breach of contract нарушение контракта
The sufferer пострадавшая сторона
Claim претензия
To make a claim on smb предъявить иск к кому-л.
Statement of claim исковое заявление
Survey report акт осмотра
To meet the claim удовлетворить претензию
To decline the claim отклонить претензию
To settle the claim amicably урегулировать, разрешить претензию дружеским способом
Clean bill of lading чистый коносамент
At the Buyers’ / Sellers’ / option по усмотрению Покупателя / Продавца
Deviation отклонение
Discrepancy несоответствие, расхождение, различие
To retain the goods оставлять у себя товар
Allowance for damage компенсация за убыток
In bulk насыпью, наливом, навалом
To transship перегружать с одного судна на другое
Transshipment перегрузка, перевалка
Penalty штраф
To penalize штрафовать
Agreed and liquidated damages согласованные и заранее оцененные убытки
To compensate smb for smth компенсировать, возмещать
To entitle давать право, уполномочивать (на – to)
To be entitled иметь право, быть уполномоченным
Expenses расходы, издержки
At someone’s expense за чей-л. счет
Demurrage простой судна, вагона
Through smb’s fault по чьей-л. вине
To clear the goods очищать товары от пошлин
Debit note дебет-нота
Credit note кредит-нота
Exercise 2. Answer the following questions.
1. What kind of claims are made by the Buyer?
2. What sort of claims are lodged by the Seller?
3. What is the procedure for making claims?
4. When does the Seller decline a claim?
5. How are claims settled?
6. What are the sanctions against the defaulter?
Exercise 3. Fill in the gaps with the words and expressions from the text:
1. A contract defines _____________ and _______________ of the parties involved.
2. In case of breach of Contract the sufferer makes a _____________on the party which fails to meet its ____________________________.
3. Most often the Buyer makes ______________and ________________ claims on the Seller.
4. Bill of Lading, Airway and Railway Bill, Survey Report, Quality Certificate may serve as _____________________________.
5. During the claim period the Seller is to _________________ into the case and communicate his _____________. He either meets the claim or __________________ it.
6. The Seller declines ____________________ if the B/L is “clean”, that is the shipping company hasn’t made any __________________ about the quantity or condition of the ____________ shipped.
7. In case of short -weight it is recompensed by a load sent ___________________ or at the time of follow-up ____________________.
8. In case of damage or faults, the goods at the Buyer’s option can be ________________ or ________________, all at the ___________________’s expense.
9. The Seller is penalized if he _________________ to deliver the goods by the date _____________.
10. The demurrage claims may emerge from the Buyer as well if a Contract is signed on ____________________ terms of delivery.
Exercise 4. Read and translate the text and the example of the invoice. Study the vocabulary given after it.
Here is an example of clauses of a contract signed by a Russian trading organization (the Buyers) and a Swedish company (the Sellers):
Contract No…
1. Subject of the Contract
The Seller undertakes to sell and the Buyer to buy on the basis of delivery FOB Stockholm a party of complete equipment for car repairing.
2. Price and Total Value of the Contract
The total value of the Contract including the cost of the complete equipment for car repairing as well as technical documentation, knowledge and experience (know-how), engineering, after-guarantee spares and services is $120,000.
3. Terms of Payment
The total amount of $120,000 stated in Clause 11 shall be paid by the Alpha Bank, Moscow, in accordance with the following terms:
15% advance payment of the total Contract value shall be made within 30 days of the effective date of the Contract October, 19, 2001.
75 % of the total value shall be paid in accordance with the Credit Agreement between the Alpha Bank, Moscow and the Gottes Bank, Sweden.
5% of the total Contract volume shall be paid within 30 days of the date of receipt by the Alpha Bank, Moscow of the following documents.
The guarantee amount of 5% shall be paid within 30 days of receipt by the Bank of the Acceptance protocol confirming the acceptance of the equipment for commercial operation.
4. Time of delivery
The delivery of the equipment under the present Contract shall begin in 2 months and shall be completed not later then 3 months from the date of signing the Preliminary Project Acceptance Protocol.
5. Inspection and Test
1. Inspection and / or test of the equipment shall be carried out after the equipment installation at the Seller’s place at the expense of the Seller in the presence of the Buyer’s inspectors.
2. The Seller is to notify the Buyer about the readiness of the equipment for inspection and / or test not later that 10 days before the proposed time of the inspection and / or test.
3. The Buyer’s inspector shall issue in due time to the Seller a Release certificate for Shipment on the basis of the Test Certificate.
4. If the Buyer’s inspector cannot be present on the appointed date, the Seller shall have the right to carry out the test without the Buyer’s inspector. The Seller shall issue a Test Certificate which is to be sent to the Buyer’s who will issue a Release Certificate for shipment without delay.
5. Final tests and acceptance of the equipment for putting it into operation are to be made in Russia.
The Invoice
In the context of international trade the invoice provides information about goods exchanged between the exporter and the importer. It is prepared by the exporter and includes description of the goods, their price and the quantity supplied. It can act as proof of purchase, informing the buyer that the goods have been sent.
The invoice also informs the customer that the service requested can be available after payment. The example of the invoice is given below.
Read and translate the example of the invoice. Study the vocabulary given after it.
NETWORK SOLUTIONS’ A VeriSign Company
PO BOX 1656 – Herdon – VA – 20172-1656
Web Address Registration
Send Payment to:
Network Solutions, Inc.
PO Box 17305
Baltimore, MD 21297-0525
SUBJECT: Web Address Registration
To The Account Of:
Peter Kovalenko
RUSTRADE
Av. Teatralny 40/13
Rostov , 344019
Russian Federation
Invoice Date: 21-Aug – 01
Tax ID: 52-1146119
Invoice Number 25198745 |
Web Address: RUSTRADE.COM |
|
Due Date: 18-AUG-2000 |
Period Covered: 14 JUL-2000- 14-JUL-2002 |
Amount Due: $70.00 US Dollars |
To Pay By Credit Card or Confirm Payment: |
Thank you for registering the Web address shown above. Timely receipt of payment will ensure registration services for the period noted above. By this payment, Registrant agrees to the terms and conditions of the current Service Agreement. This payment is non-refundable. |
|
Invoice Number 25198745 |
Web address: RUSTRADE.COM |
|
Due Date |
Period covered: 14-JUL-2000- 14-JUL-2002 |
Amount Due: $70.00 US Dollars |
To Pay By Credit Card or Confirm Payment: |
We accept all major credit cards 24 hours per day, seven days a week. Go to www.networkssolutions.com Call 1-888-771-3000 toll-free from the United States, or use Network Solutions Secure On-line Payment System in Canada, Puerto Rico and the U.S. Virgin Islands. Outside of these areas, call 1-402-496-9798 |
|
To Pay By Check: |
Make check payable to Network Solutions, Inc. in the US Dollars, drawn on US bank and return the check and payment stub in the enclosed remittance envelope. To pay using the funds in your debit account send e-mail to the Web address, invoice number, and 16-digit Account Number. |
For binding inquiries, write us http://www.networksolutions.com /help/ contactus.html. or call 1-600-779-1710 from the United States and Canada. Outside of these areas, call 1-703-742-4777 Monday through Friday from 7:00 am to 9:00 pm Eastern Time. Registering a Web address through Network Solutions, Inc. will get your business automatically listed in the dot com directory the quick way to find a business on the Internet. Visit the dot com directory at www.dotcomdirectory.com. Retain this portion for your records. |
|
VOCABULARY
Amount due сумма платежа
Due date срок оплаты
Timely receipt of payment своевременное получение оплаты
Funds in your debit account средства на вашем дебетовом счете
Non-refundable невозвратный
Exercise 5. Answer the following questions.
1. What service does the firm offer?
2. What will be the WEB-name of the customer?
3. What is the charge?
4. What are the terms of payment?
5. What are the terms of payment if the customer isn’t the resident of US?
6. What is the bonus of using offered services?
Exercise 6. Translate the words and expressions below from Russian into English and make up your own sentences with them.
1. сумма платежа
__________________________________________________________________________
2. срок оплаты
__________________________________________________________________________
3. невозвратный платеж
__________________________________________________________________________
4. средства на дебетовом счете
__________________________________________________________________________
5. своевременное получение оплаты
__________________________________________________________________________
6. кредит-нота
__________________________________________________________________________
7. дебет-нота
__________________________________________________________________________
8. очищать товары от пошлин
__________________________________________________________________________
9. по чьей-либо вине
__________________________________________________________________________
10. простой судна, вагона
__________________________________________________________________________
11. за чей-либо счет
__________________________________________________________________________
12. расходы, издержки
__________________________________________________________________________
Exercise 7. Translate the words and expressions below from English into Russian and make up your own sentences with them.
1. breach of contract
__________________________________________________________________________
2. the sufferer
__________________________________________________________________________
3. claim
__________________________________________________________________________
4. statement of claim
__________________________________________________________________________
5. survey report
__________________________________________________________________________
7. to meet the claim
__________________________________________________________________________
8. to decline the claim
__________________________________________________________________________
9. to settle the claim amicably
__________________________________________________________________________
10. clean bill of lading
__________________________________________________________________________
11. deviation
__________________________________________________________________________
12. discrepancy
__________________________________________________________________________
13. to retain the goods
__________________________________________________________________________
14. allowance for damage
__________________________________________________________________________
15. to penalize
__________________________________________________________________________
Exercise 8. Match the verbs from (a) with the nouns from (b) below;
a) to accept b) inspection and test
to confirm a certificate
to make the acceptance of something
to meet credit cards
to decline the goods
to retain a claim
to clear information
to pay penalties
to inflict the goods
to provide a compensation
to carry out the claim
to issue liability
Exercise 9. Think of and write the verbs that are most commonly used with:
1. contract
__________________________________________________________________________
2. claim
__________________________________________________________________________
3. report
__________________________________________________________________________
4. goods
__________________________________________________________________________
5. damage
__________________________________________________________________________
6. penalty
__________________________________________________________________________
7. expenses
__________________________________________________________________________
8. payment
__________________________________________________________________________
9. credit card
__________________________________________________________________________
10. check
__________________________________________________________________________
11. information
__________________________________________________________________________
12. delivery
__________________________________________________________________________
Exercise 10. Make up your own invoice following the example from exercise 4.
_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
Exercise 11. Read and translate the texts that follow. Study the vocabulary given after them.
Recruitment
(Прием на работу)
When a company needs to recruit or employ new people, it may decide to advertise the job or position in the “NEED HELP” section of a newspaper. People who are interested can then apply for the job by sending in a letter of application or covering letter (US cover letter) and a curriculum vitae or CV (in US – resume) containing details of their education and experience. A company may also ask candidates to complete a standard application form. The company’s Human Resources department will then select the most suitable applications and prepare a short list of candidates or applicants, who are invited to attend an Interview. Another way for a company to hire is by using the services of a recruitment agency (in US – search firm) which provides a list of suitable candidates.
A growing number of companies are no longer satisfied with traditional job interviews. Instead, they are requiring applicants for many white-collar jobs to submit to a series of written tests, roleplaying exercises, simulated decision-making exercises. Others put candidates through a long series of interviews by psychologists or trained interviewers.
The tests are not about mathematics or grammar, not about any of the basic technical skills for which many production, sales and clerical workers have long been tested. Rather, employers want to evaluate candidates on the following qualities:
· Is the candidate creative and entrepreneurial?
· Can the candidate lead and coach?
· Is the candidate flexible and capable of learning?
· Does the candidate have enough skills and knowledge?
· How will the candidate function under pressure?
· Will the potential recruit fit the corporate culture?
These tests, which can take from an hour to two days, are all part of a broader trend. Companies are getting much more careful about hiring. Ten years ago, candidates could win a top job with the right look and the right answers to question such as “Why do you want this job?” Now, many candidates have to face questions and exercises intended to learn how they get things done.
They may face questions such as “Who is the best manager you ever worked for and why?” or “What is your best friend like?” The answer, psychologists say, reveal much about a candidate’s management style and about himself or herself. The reason for the interrogations is clear: many hired candidates work out badly. The cost of bringing the wrong person on board is something huge. Searching and training can cost from $5,000 for a lower-level manager to $250,000 for a top executive. With the pace of change accelerating in markets and technology, companies want to know how an executive will perform, not just how he or she has performed. Years ago, employers looked for experience – has the candidate done this before? Most companies have not changed this practice until now.
Research has shown that most decision makers make their hiring decision in the first five minutes of an interview and spend the rest of the time rationalizing their choice.
Even companies that have not started extensive testing have toughened their hiring practices. They make their comprehensive testing aimed to measure skills in communications, analysis and organization, management style and personality traits.
Practical application:
Designing a curriculum vitae or resume
A resume, sometimes called a Curriculum Vitae or CV, is a summary of your career history, the skills and experience you have gained during the course of it.
A good resume should:
1. attract attention
2. create a positive impression
3. present your skills and qualities clearly and concisely
The purpose of the resume is to tell the employer why you should be hired. Consider it as your personal marketing instrument. A good resume will help you to open the door to a job interview.
There are two kinds of resume: employment and academic. The employment resume is typically shorter. Academic resume generally includes several additional sections such as:
1. Conferences, seminars attended
2. Papers given
3. Publications
4. Professional affiliations
The academic resume is used when applying to research bodies, international or educational organizations, etc.
The resume, as a standard summary of information, may be photocopied and sent off to many employers, changing section of the content according to the different needs of the organizations contacted.
Resume writing tips
As you write your resume, keep in mind the following:
1. Use concise language
2. Minimize or omit everything which is irrelevant
3. Select and order the major categories so that the most relevant information is placed near the top of your resume where it will receive the majority of the reader’s attention
4. Your resume must be free of typographic and grammatical errors
5. Have your resume critiqued by an experienced person
6. Print your resume on white paper
An example of Curriculum Vitae
Ann Jackson decides to apply for the job at Futura Gmbh. Study her CV carefully to see how she has presented the information about herself.
1. Personal Details
Ann Jackson
52 Hanover Street
Edinburgh EH2 5LM
Scotland
Phone – 019657432
E-mail: ann jackson @ mid.net
2. Education
1981–1988 Broadfield School, Brighton.
A levels in German (A), English (B). History (B) and Geography (C).
1988–1991 University of London.
BA (Honours) in Journalism and Media Studies (Class 11).
1991–1998 London Chamber of Commerce and Industry.
Diploma in Public Relations.
3. Professional Experience
1998 present Public Relations Officer, Scottish Nature Trust.
Responsible for researching and writing articles on all aspects of the Trust’s activities and ensuring their distribution to the press.
Editor of the Trust’s monthly journal. Incharge of relations with European environmental agencies.
1999–2000 Press Officer, Highlands Tourist Board.
Preparation of promotional materials and brochures.
Co-ordination of media coverage.
Summers of 1990 The News Herald newspaper.
and 2000 Two three-month training periods as assistant to the Sports editor. Arranging and conducting interviews. Preparation of articles covering local community sports events.
4. Skills
Office 2000 and Windows, Excel, Internet, PowerPoint.
Languages Fluent German and proficient in French.
Additional Driving license
5. Activities
Skiing and swimming
Ski Instructor (grade 2).
6. References
Herbert Lindsay Diane Swans
Professor of Journalism Sports Editor
London University The News Herald
VOCABULARY
Position зд. работа
To apply for подавать заявление на…
Letter of application = covering letter заявление о приеме
Curriculum vitae = resume автобиография, резюме
Experience опыт
Application form заявление о приеме на работу
Short list of candidates or applicants краткий список кандидатов
Interview собеседование
To hire нанимать
Recruitment agency (search firm) агентство по трудоустройству
A series ряд
To simulate моделировать
Exercise 12. Find the English equivalents for the following:
1. искать работу
__________________________________________________________________________
2. подавать заявление на …
__________________________________________________________________________
3. составить резюме, автобиографию
__________________________________________________________________________
4. иметь опыт работы в …
__________________________________________________________________________
5. написать заявление о приеме на работу
__________________________________________________________________________
6. краткий список кандидатов
__________________________________________________________________________
7. проводить собеседование
__________________________________________________________________________
8. нанимать на работу
__________________________________________________________________________
9. обратиться в агентство по трудоустройству
__________________________________________________________________________
10. оценивать кандидата
__________________________________________________________________________
Exercise 13. Write a resume for positions of :
1) salesperson
2) sales manager
3) accountant
4) security guard at:
1. A branch of a transnational corporation in your city with foreign top managers (Coca Cola, Procter & Gamble, Ford.)
2. A small computer shop.
3. A big store which sells parts for national car brands – VAS, GAZ, etc.
Exercise 14. Write your own CV.
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Exercise 15. Translate from Russian into English and from English into Russian.
А) ОБЪЯВЛЕНИЕ В ГАЗЕТЕ О ВАКАНСИИ
Управляющему директору требуется
Исполнительный секретарь
Престижной западной финансовой организации требуется исполнительный секретарь управляющего директора, в обязанности которого будут входить обеспечение полной административной поддержки директору, установление и развитие контактов с главными клиентами на высоком профессиональном уровне, выполнение всех секретарских функций и поддержание связей с общественностью.
Основные требования к кандидату: свободное владение английским языком, возраст от 24 до 30 лет, хорошая скорость машинописи, владение компьютером, солидный опыт секретарской работы на уровне первых лиц не менее 2 лет. Просьба высылать резюме по факсу: 095 222 22 22 на имя Jane Brown, менеджера по подбору персонала.
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Б) ПИСЬМО-ОТВЕТ НА ОБЪЯВЛЕННУЮ ВАКАНСИЮ
Dear Mrs Brown
Executive Secretary to the Managing Director
I am interested in applying for the position of Executive Secretary to the Managing Director advertised in yesterday’s The Moscow Times.
As you will see from my CV, which is enclosed, I have been working in the same position for about two years. My current position as a private secretary to the company’s president includes responsibilities specified in your advertisement: providing full administrative support to the president, handling PR matters in the office though of a small company. I would welcome the opportunity to join such a well-known company as yours. I think it is really a new challenge for me to work in a different environment.
I would be glad to meet you to discuss the post at your convenience. I should be grateful, however, if for the time being you would contact me at home rather than at work.
I look forward to hearing from you.
Yours sincerely,
Rebecca Wilton (Miss)
Enc
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C) ПИСЬМО-ОТВЕТ НА ОБЪЯВЛЕННУЮ ВАКАНСИЮ
Уважаемый мистер Джоунс!
Прочитав несколько деловых газет и журналов, издающихся в России, я с радостью обнаружил, что компания Гленкор недалека от завоевания российского металлургического рынка. Я ищу работу помощника менеджера по продажам с перспективой получения должности менеджера в будущем; поэтому я хотел бы знать, собираетесь ли Вы расширять штат сотрудников.
Как видно из прилагаемого резюме, я обладаю достаточным опытом работы в области торговли металлами и имею широкую сеть контактов на российском рынке. В число моих предыдущих работодателей входят компании, работая в которых я приобрел глубокие знания ведения бизнеса в области металлургии как у себя на родине, так и в России.
Я с интересом слежу за расширением деятельности Вашей компании за последние несколько лет; в ряде случаев эта деятельность вызвала у меня восхищение. Сейчас Ваша компания сделала новый шаг в своем развитии, и мне кажется, что это идеальное время для того, чтобы представиться Вам.
Если Вы считаете, что я могу Вам быть полезен, я бы с радостью встретился с Вами и обсудил возможность работы в Вашей компании.
С нетерпение жду ответа.
Искренне Ваш,
Джон Смит
Приложение
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D) ПИСЬМО – ПРИНЯТИЕ ПРЕДЛОЖЕНИЯ О ВАКАНСИИ
Dear Mr Douglas
Your Offer of Position as Sales Manager
Thank you for your letter of 10 August. I am pleased to accept your offer of the post of Sales Manager.
I understand that working hours are 9.00 a.m. – 5.00 p.m. with one hour for lunch. The starting salary of $15,500 p.a. will be reviewed after a three-month probationary period.
I confirm that I will be free to start work at 9.00 a.m. on 1 September, and will contact you on arrival. I am eager to apply my education, skills and experience. I look forward to becoming a member of your team.
Yours sincerely,
Robin Bright
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Lesson 5
Основные формы организации бизнеса
The main forms of business organization
Exercise 1. Read and translate the texts, using the vocabulary given after them.
Business is the production, distribution, and sale of goods and services for the benefit of the buyer and the profit of the seller. In the modern world the control of production is largely in the hands of individual business people or entrepreneurs, who organize and direct industry for gaining profits.
The main forms of business organization are described below.
Individual Proprietorship
(Sole Trader or Sole Proprietor)
This is the simplest way of starting a business. You are self-employed and fully responsible for all the aspects of the management of your business.
In this form of organization the owner is in sole charge of the business and is responsible for its success or failure. Any line of business is open to an owner.
Although this form of small business has its advantages, it has certain drawbacks. In the first place the single owner is seldom able to invest as much capital as can be secured by a partnership or a corporation. If single owners are able to invest large amounts of capital, they run great risk of losing it all because they are personally liable for all the debts of their businesses. This is called unlimited liability.
Partnership
Two or more people starting a business together can set up a partnership. All partners are responsible for the debts of the partnership and profits and losses are shared between them.
The agreement to form an association of this nature is called a partnership contract and may include general policies, distribution of profits, fiscal responsibilities, and a specific length of time during which the partnership is in effect.
Public and private companies
A company is usually formed for the purpose of conducting business that is separate from its owners, the shareholders. The main difference is between public and private companies.
Private companies cannot sell shares to or raise money from the general public.
Public companies can sell their shares to the general public (which they usually do through a stock exchange). A company continues to exist despite changes in (or deaths among) its owners. A company can hold assets; it can sue, and it can be sued. The profits are distributed to the members as dividends on their shareholding. Losses are borne by the company. The day-to-day management of the company is carried out by a board of directors. Private limited companies are often local family businesses and are common in the building, retailing and clothing industries.
A private company can be formed with a minimum of two people becoming its shareholders. They must appoint a director and a company secretary. If the company goes out of business, the responsibility of each shareholder is limited to the amount that they have contributed; they have limited liability. Such a company has Ltd (Limited) after its name.
Many large businesses in the UK are Public Limited Companies (PLC), which means the public can buy and sell their shares on the stock exchange. Marks &Spencer, British Telecom and the National Westminster Bank are the examples of public limited companies.
In the US, businesses take the same basic forms. American companies have abbreviations Inc and Corp.
Other types of companies are:
1) Associated company, which is a company over which another company has substantial influence; for example it owns between 20 per cent and 50 per cent of its shares.
2) Holding company, a company that owns another company or other companies an which is sometimes referred to as the parent company (most public companies operate through a number of companies controlled by the group’s holding company);
3) Subsidiary company, a company controlled by a holding company, usually because the holding company owns (or indirectly owns through another subsidiary) more than 50 per cent of the subsidiary company’s shares.
The Corporation
As business become more competitive, new and more complex corporate combinations appear. Single ownerships and the partnerships have finance weaknesses and that is the reason why the corporation came into existence.
The major simple forms of integration are the following:
A vertical integration characterizes companies that engage in the different steps in manufacturing or marketing a product.
A horizontal combination brings under one control companies engaged in the sale of the same or similar products.
A complementary combination takes place when companies, selling allied but not competitive products, combine.
A conglomerate combination involves firms in widely diverse industries, such as a motor company owing a food manufacturer or book publisher.
Of great economic importance are multinational corporations. Such companies maintain extensive business activities and large-scale production facilities throughout the world, and their revenues sometimes exceed the total revenues of some countries in which they operate.
International business is a dynamic activity which changes, adapts and responds according to the conditions. Apart from conventional trade it takes various forms such as franchising, buy-back transaction, turn-key projects, transactions in patents, licenses, know-how, services, various joint ventures, joint banks, mixed commissions and many other forms.
Franchising
Franchising is a form of business in which a product or service may be provided by people or firms who have obtained a license from the originators or owners of that product or service.
A franchise agreement is drawn up in which the rights of the two parties are set down. The parties to the agreements are:
a) the franchisor – usually the person or firm who develops a new product or service under license;
b) the franchisee – the person or firm who buys the license granting the right to provide the product or service.
The franchisor will have tried the product out by piloting it for a reasonable trading period before selling it to potential franchisees. The franchisee is provided with a total package for marketing the product, including the product’s name and logo, any patented processes, accounting procedures, marketing strategy and training services. The franchisee has to raise capital to pay the franchisee fee, find suitable premises, equip them according to the franchisor’s house-style, buy or lease equipment, and market the product to the standard specified by the franchising company, but has to establish and operate his own business. The fees are to be paid to the franchisor throughout the term of the franchise, usually as a royalty, for example a fixed percentage (typically 10 %) of weekly takings.
Advantages
Franchising provides the opportunity of developing business without having large capital sums.
For the franchise it:
a) enables people to go into business with limited risk and outlay,
b) insures that the product or service has been thoroughly tested and marketed before the franchise has been approved,
c) provides a well-known brand name and image, and large-scale advertising back-up,
d) requires less capital than other forms of business start-up,
e) provides continuing back-up support and advice during the period of the franchise agreement.
VOCABULARY
Distribution распределение
Entrepreneurs предприниматели
To gain получать, приобретать, зарабатывать
Individual proprietorship частная собственность
To be in the sole charge нести личную ответственность
Failure неудача, провал
Line of business сфера бизнеса
Drawbacks недостатки
To secure зд. достать, раздобыть
To be liable быть ответственным
Unlimited liability неограниченная ответственность
Of this nature такого рода
To raise money собирать деньги
Stock exchange фондовая биржа
To hold assets держать активы, владеть активами
To sue преследовать судом
To bear losses нести убытки
Board of directors совет директоров
Retailing business розничная торговля
Holding company холдинг
Subsidiary company дочерняя компания
Weakness слабое место, недостаток
Allied родственный, близкий
Conventional общепринятый
Outlay издержки, расходы, затраты
Large-scale широкомасштабный
Exercise 2. Answer the following questions.
1. What is business?
2. What is an entrepreneur?
3. What are the forms of small business?
4. What are the advantages and drawbacks of small business?
5. What is a partnership?
6. What are the main differences between public and private companies?
7. What are the types of companies?
8. What is a corporation?
9. What is franchising and what are its advantages?
Exercise 3. Fill in the gaps with the words and expressions from the text:
1. Business is the ___________________, ________________, and ___________ of goods and services for the benefit of the buyer and the profit of the seller.
2. ______________________________ is the simplest way of starting a business.
3. Two or more people starting a business together can set up a_______________________. All partners are responsible for the _________________ of the ______________ and profits and losses are _______________ between them.
4. A company is usually formed for the purpose of ____________________________ that is _______________ from its owners, the shareholders.
5. Private companies cannot ________________to or _____________________ from the general public.
6. Associated company is a company over which ____________________ has substantial influence; for example it owns between _____________ per cent and ___________ per cent of its shares.
7. Subsidiary company is a company controlled by a __________________________, usually because the holding company _____________ (or indirectly _________ through another subsidiary) more than 50 per cent of the subsidiary company’s ___________________.
8. Franchising is a form of business in which ________________________ may be provided by people or firms who have obtained a __________________ from the originators or owners of that __________________________.
9. Franchising provides the opportunity of developing business without having _______________________ .
10. International business is a ____________________________ which changes, adapts and responds according to the _______________________.
Exercise 4. Decide which of the advantages and disadvantages below you would associate with the following forms of business. In some cases there may be more then one correct answer.
1. a sole trader
2. a partnership
3. a private limited company
4. franchising
Advantages
1. You have total control of your business.
2. This is a food way of sharing the pressure and work of starting a business.
3. The financial risks that you are taking are restricted.
4. You can increase your capital by selling shares.
5. You can go into business with limited risk and outlay.
Disadvantages
1. There is a danger that conflicts of personality could ruin your business.
2. It may be difficult to expand.
3. You may have to sell your possessions if the company goes into debt.
Exercise 5. Prepare a short checklist of the questions that you would need to ask yourselves before starting a business.
Examples:
How much money will I need?
What starting investments are necessary?
Where to place the enterprise?
What are the prospects of the business?
Etc.
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Exercise 6. What position would you like to have:
A. to manage people – manager
B. to work for someone else – an employee
C. to be your own boss – self-employed, businessman
D. to be responsible for everything – top manager, director
E. to work for the state – state employee
How do you see your future profession? Please answer the following questions:
What kind of work you are interested in:
1. well-paid work
2. interesting work
3. work in a large and famous company
4. quiet work
5. work in an industry which has future prospects
6. prestigious work
7. a kind of work such as not to sit the whole day in the office
8. to travel a lot
Please, discuss advantages and disadvantages of your future profession.
1. Do you think that your future profession is prestigious?
2. Do you think it will be still prestigious and well paid by the time you graduate?
3. How difficult is it to find a good work in your field?
4. Is there a competition in your group?
5. Do you think that competition among your coeds (однокурсниками) is a good stimulus to study well or it just makes communication between you more difficult?
Exercise 7. Read and translate the text.
What is a manager?
A number of different terms are often used instead of the term “manager”, including “director”, “administrator” and “president”. The term “manager” is used more frequently in profit-making organizations, while the others are used more widely in government and non-profit organizations such as universities, hospitals and social work agencies.
So, who do we call a “manager”?
In its broad meaning the term “managers” applies to the people who are responsible for making and carrying out decisions within a certain system. A personnel manager directly supervises people in an organization. Financial manager is a person who is responsible for finance. Sales manager is responsible for selling of goods.
Almost everything a manager does involves decision-making. When a problem exists a manager has to make a decision to solve it. In decision-making there is always some uncertainty and risk.
Management is a variety of specific activities. Management is a function of planning, organizing, coordinating, directing and controlling. Any managerial system, at any managerial level, is characterized in terms of these general functions.
Managing is a responsible and hard job. There is a lot to be done and relatively little time to do it. In all types of organizations managerial efficiency depends on manager’s direct personal relationships, hard work on a variety of activities and preference for active tasks.
The characteristics of management often vary according to national culture, which can determine how managers are trained, how they lead people and how they approach their jobs.
The amount of responsibility of any individual in a company depends on the position that he or she occupies in the hierarchy. Managers, for example, are responsible for leading the people directly under them, who are called subordinates. To do this successfully, they must use their authority, which is the right to take decisions and give orders. Managers often delegate authority. This means that employees at lower levels in the company hierarchy can use their initiative, that is make decisions without asking their manager.
Exercise 8. Answer the following questions.
1. What is manager’s role in an organization?
2. What concrete activities a production manager (financial manager, personnel manager, marketing manager) is responsible for?
3. What is the difference between sales management and marketing management?
4. What means to delegate authority?
Exercise 9. Translate the words and expressions below from Russian into English and make up your own sentences with them.
1. родственный, близкий
__________________________________________________________________________
2. общепринятый
__________________________________________________________________________
3. расходы, затраты
__________________________________________________________________________
4. широкомасштабный
__________________________________________________________________________
5. розничная торговля
__________________________________________________________________________
6. холдинг
__________________________________________________________________________
7. дочерняя компания
__________________________________________________________________________
8. слабое место, недостаток
__________________________________________________________________________
9. нести убытки
__________________________________________________________________________
10. совет директоров
__________________________________________________________________________
Exercise 10. Translate the words and expressions below from English into Russian and make up your own sentences with them.
1. Distribution
__________________________________________________________________________
2. Entrepreneurs
__________________________________________________________________________
3. To gain
__________________________________________________________________________
4. Individual proprietorship
__________________________________________________________________________
5. To be in the sole charge
__________________________________________________________________________
6. Failure
__________________________________________________________________________
7. Line of business
__________________________________________________________________________
8. Drawbacks
__________________________________________________________________________
9. To secure
__________________________________________________________________________
10. To be liable
__________________________________________________________________________
11. Unlimited liability
__________________________________________________________________________
12. Of this nature
__________________________________________________________________________
13. To raise money
__________________________________________________________________________
14. Stock exchange
__________________________________________________________________________
15. To hold assets
__________________________________________________________________________
16. To sue
__________________________________________________________________________
Exercise 11. Match the verbs from (a) with the nouns from (b) below;
a) to start b) an association
to invest shares
to run money
to set up assets
to bear a director
to form business
to sell a license
to raise business
to hold capital
to appoint risk
to go out of a partnership
to obtain losses
Exercise12. Think of and write the verbs that are most commonly used with:
1. losses
__________________________________________________________________________
2. risk
__________________________________________________________________________
3. capital
__________________________________________________________________________
4. business
__________________________________________________________________________
5. license
__________________________________________________________________________
6. a board of directors
__________________________________________________________________________
7. assets
__________________________________________________________________________
8. money
__________________________________________________________________________
9. shares
__________________________________________________________________________
10. an association
__________________________________________________________________________
11.a product
__________________________________________________________________________
12. agreement
__________________________________________________________________________
Exercise 13. Read and retell the text that follows. Complete the table below.
Compact systems have a number of meetings during the year. The most important is the annual Board Meeting, at which the company’s performance over the year is presented and discussed. Mary Wilkins, the Managing Director’s assistant, has been asked to take notes at the Board Meeting. In this section David Burton, the Managing Director, presents statistics on the company’s growth.
DB: Good afternoon gentlemen, ladies. I do apologize for the slight delay – I will try to make up the time by carrying straight on to point 4 on your agendas – the annual marketing report. If we have time later we will return to the less important items on the agenda.
So, now for the marketing report. Alice Everett has just returned from Germany this morning, and has been working on a new set up-to-date figures. So, Alice, over to you.
AE: Good afternoon. If I appear out of breath, it’s because I’ve literally just arrived back, and the figures I am going to give you have just been presented to me and copied for this meeting. Perhaps you will allow me to go through the report first and then we can deal with any questions at the end.
The first thing to report is that Alan Ford, my Assistant Manager, has performed very well. As you know, he joined us exactly a year ago, and he’s been a great asset to the department. He works very well with other members of the department and his enthusiasm in this work is commendable. I feel sure our general increase in market share is partly due to his efforts.
Going on to specifics, as you know I spent two weeks in Germany in May this year, and in general we’ve made good progress there between 1995 and now.
In 1995 we had 26 per cent of the market. Not a bad proportion. We increased it by 3 per cent in 1996, reached 30 per cent in 1997 and in 1998 we managed to achieve 33 per cent. A significant increase, I’m sure you’ll agree.
X: However, I’m afraid our performance in Spain isn’t quite so good. We had 7 per cent of the market in 1995, increased it by 2 per cent over the next year, and got to 12 per cent in 1997 …
DB: That’s still a very respectable performance.
AE: September, October and November of this year saw the turning point.
Y: Can you give us some details?
AE: Certainly. Several important things have happened. Firstly, two other UK firms in our market have branched out into Spain and secondly, another Spanish firm has had a big marketing drive.
DB: What was the result?
AE: Well, we dropped by 2 per cent.
DB: Understandable under circumstances. And what about France?
AE: Steady improvement: 13 per cent in 1995, an increase of 2 per cent in 1996, a further 4 per cent the next year and finally we added another 2 per cent in 1998. I feel that we could do much better if our representatives are given the OK on the planned increase in expenditure.
DB: When do they need to know?
AE: They’ve been expecting a telex since yesterday.
DB: Let’s discuss it later, shall we? And what about the domestic market?
AE: Steady progress again. The final figure is 22 per cent from a starting point of 15 per cent in 1995.
Y: What about the intervening years?
AE: Well, we achieved 17 per cent in 1996 and increased that by 2 per cent in 1997.
DB: Fine. If that’s all, Mrs Everett, we can move on to the second item on the agenda: production costs. I would like to ask Michael Scott, our Production Manager, to give us his report.
Exercise 14 Find the English equivalents for the following:
1. небольшое опоздание
__________________________________________________________________________
2. ежегодный
__________________________________________________________________________
3. следующий пункт повестки дня
__________________________________________________________________________
4. копировать
__________________________________________________________________________
5. достойный похвалы
__________________________________________________________________________
6. решающий момент
__________________________________________________________________________
7. ранжировать
__________________________________________________________________________
8. особые усилия
__________________________________________________________________________
9. представитель
__________________________________________________________________________
10. внутренний рынок
__________________________________________________________________________
Exercise 15. Translate into English.
1. – Уважаемый Сэр
Подтверждаю с благодарностью получение Вашего письма от 6 октября с.г. с приложенной к нему повесткой дня заседания Совета.
_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
2. – Уважаемый г-н Смит
Благодарю Вас за письмо от 27 ноября, из которого я узнал, что Вы также интересуетесь этой проблемой.
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
3. – Я имею удовольствие сообщить Вам, что Ваш номер забронирован, и мы будем встречать Вас в аэропорту.
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
4. Я очень рад представить в Ваше распоряжение все данные по этому контракту.
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
5. Я имею удовольствие послать Вам приглашение на заседание Совета.
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
6. Посылаем Вам это письмо, чтобы сообщить Вам, что заседание Совета состоится 26 ноября с.г.
________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
7. Я очень рад снабдить Вас всеми необходимыми Вам данными.
_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
8. Мне бы хотелось сообщить Вам, что следующее заседание будет проходить в Москве.
_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
9. С настоящим письмом посылаем Вам предварительную повестку дня.
_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________
10. С этим письмом высылаю Вам приглашение на заседание Совета, который состоится в мае.
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11. В этом письме Вы найдете протокол и повестку дня заседания Совета.
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ГлоссариЙ
№ п/п |
Новое понятие |
Содержание |
1 |
Recipient |
получатель |
2 |
Joint venture |
совместное предприятие |
3 |
Transaction |
сделка |
4 |
To involve |
вовлекать |
5 |
Terms |
условия |
6 |
Drafting documents |
черновые документы, наброски, планы |
7 |
To execute |
выполнять, реализовывать |
8 |
To enforce |
проводить в жизнь |
9 |
Inquiry |
запрос |
10 |
Offer |
предложение |
11 |
Quotation |
котировка, курс |
12 |
To supply |
снабжать, поставлять, обеспечивать |
13 |
Letter of credit |
аккредитив |
14 |
Terms of delivery |
сроки поставки |
15 |
Consignment |
груз, партия товаров |
16 |
Freight |
фрахт, перевозка грузов |
17 |
Dispatch |
отправка |
18 |
Cutting of the materials |
образцы материалов |
19 |
To place an order |
помещать заказ |
20 |
To notify |
уведомлять |
21 |
To enclose |
прилагать |
22 |
Invoice |
накладная |
23 |
Cargo |
груз |
24 |
To strike a deal |
заключить сделку |
25 |
Bulk cargo |
насыпной или наливной груз |
26 |
Fixed prices |
фиксированные цены |
27 |
Firm prices |
твердые цены |
28 |
Contracting parties |
договаривающиеся стороны |
29 |
Sliding prices |
скользящие цены |
30 |
To withdraw |
отзывать |
31 |
Ship’s rail |
рейлинг судна |
32 |
Critical point of responsibility |
критическая точка ответственности |
33 |
Risk of loss or damage |
риск утраты или повреждения товара |
34 |
Port of shipment |
порт отгрузки |
35 |
Port of discourage |
порт разгрузки |
36 |
To meet the requirements |
удовлетворять требованиям |
37 |
Custody |
хранение |
38 |
Quay |
причал |
39 |
Lighter |
лихтер |
40 |
On board a ship |
на борту судна |
41 |
External packing |
внешняя упаковка |
42 |
To make qualifications |
делать оговорки |
43 |
Insurance indemnity |
страховое возмещение |
44 |
To incur losses |
терпеть убытки |
45 |
Breach of contract |
нарушение контракта |
46 |
The sufferer |
пострадавшая сторона |
47 |
Claim |
претензия |
48 |
Statement of claim |
исковое заявление |
49 |
Bill of lading |
коносамент |
№ п/п |
Новое понятие |
Содержание |
50 |
Allowance for damage |
компенсация за убытки |
51 |
Penalty |
штраф |
52 |
Demurrage |
простой судна, вагона |
53 |
To clear the goods |
очищать товары от пошлин |
54 |
Due date |
срок оплаты |
55 |
Non-refundable |
невозвратный |
56 |
To apply for |
подавать заявление на… |
57 |
Curriculum = resume |
автобиография, резюме |
58 |
To hire |
нанимать |
59 |
Recruitment agency |
агентство по трудоустройству |
60 |
Individual proprietorship |
частная собственность |
Рабочий учебник в соответствии с балансовым методом проектирования образовательных программ содержит:
60 - приведенных понятий;
7 – дифференциальныхкомпетенций.