Unit 3 Exporting and Importing

Useful vocabulary

exporting and importing	экспорт и импорт
company	компания
marketing strategy	рыночная стратегия
selling technique	метод осуществления продаж
generically	в целом
sales representative	торговый представитель
agent	торговый агент
retailer, retail seller	розничный торговец
state-controlled trading monopoly	монополия на торговлю под контролем государства
novice	новичок
export agent	агент по экспорту
commission agent	комиссионер
export management company	компания, осуществляющая внешнеэкономическую деятельность
local market	местный рынок
to solicit business	заниматься сделкой
to transact business	заключать сделку
on behalf of	от имени
in return for	в обмен на
sales commission	комиссионное вознаграждение
retainer	гонорар
to tackle (task, problem)	заниматься (задачей, проблемой)
sales promotion	продвижение товара
market research	изучение рынка
order	заказ
correspondence commercial (or business)	коммерческая или деловая переписка
foreign customer	иностранный покупатель
shipping	отправка товара
documentation	подготовка документов
consignment	партия товара, груз
specialist staff	профессиональные работники
principal	руководитель, начальник
to locate foreign demand	определить спрос на товар на внешнем рынке
source of supply	источник поставки товара
to place an order	разместить заказ
home order, domestic order	внутренний заказ
mercantile agent	торговый, коммерческий агент
export agent	агент по экспорту
to operate	работать
overseas territory	иностранная территория
sole agent	единоличный представитель
consignment agent	агент по товару
stock	товарный запас
consignment stock	партия товара на складе
not … until	до тех пор, пока нет
del credere agent	делькредере агент (берущий поручительство за выполнение покупателем финансовых обязательств)
to make oneself responsible for bad debts (= uncollectibles)	нести ответственность за неуплату долгов
insolvency	неплатежеспособность
bearing (on)	оказывать влияние на
direct importing	прямой импорт
imported materials	ввозимые материалы
convenient	удобный
economical	экономичный
to set up	создавать
manufacturing operations	промышленная деятельность
to safeguard supplies	обеспечить поставку
incentive	стимул
import merchant	торговец импортом
on ones own account	самостоятельно
produce	продукция
wholesale trade	оптовая торговля
to carry risk	брать на себя риск
in anticipation of	в ожидании
capital is tied up	связанный капитал
staple commodities	основные товары
to deal with	иметь дело
import commission agent	агент-комиссионер по импорту
to find a market	находить рынок
to remit	перечислить
proceeds	полученная прибыль
dealing	торговая сделка
technicalities	технические особенности
to deal in	заниматься
brokerage	брокерская комиссия за совершение сделки
countertrade	встречная торговля
arrangement	соглашение, договоренность
counter purchase contract	договор встречной купли-продажи
reverse countertrade contract	обратный договор о встречной торговле
buy-back (compensation arrangement)	компенсационное «бай-бэк» соглашение
clearing agreement	клиринговое соглашение
switch arrangement	соглашение типа «свитч»
swap scheme	соглашение типа «своп»
barter arrangement	бартерное соглашение
a third party	третья сторона
stipulate	указывать
full payment	полная оплата
partial payment	частичная оплата
balance	остаток денег на счете
turnkey plant	завод «под ключ»

Translate the texts into Russian, focus on the underlined words:

Direct and Indirect Selling

Whether a company sells abroad on a direct or indirect basis will depend on marketing strategy, experience, size, and commitment to exporting.

Direct export selling techniques are the same generically as domestic efforts. Utilization can be made of sales representatives or agents, distributors, retailers, or state-controlled trading monopolies.

Indirect selling efforts are especially attractive to the novice or small exporter. In this category are export agents and com­mission agents located in the foreign market or export management companies (EMCs) located in the local market. Acting as the export departments of many companies simultaneously, such EMCs solicit and transact business on behalf of the manufacturer in return for sales commissions or retainers.

Direct Export

A firm that attempts to carry out all the work connected with the export of its products must be prepared to tackle the tasks of:

(a) export sales promotion and market research;

2. dealing with orders and correspondence with foreign customers;

(с) packing goods in ways suitable for transport overseas and for display in foreign markets;

(d) arranging for shipping and proper documentation of export consignments; and,

5. setting up adequate payment systems.

Probably all exporting firms perform some of these functions, but only the larger ones, with large and stable export markets, will find it necessary or possible to employ the specialist staff required to carry out all of them.

Export Merchants

The export merchant acts as a principal in his own right. His classic contribution is to locate foreign demand and to satisfy this by finding a suitable source of supply at home. The merchant, who himself will usually have extensive experience in shipping, insurance and arranging exports, will often place the order and look after packing and shipping. This will enable the manufactu­rer to treat the business almost on the same basis as a home order. The merchant will make payment in his own name and con­sequently take upon himself the overseas credit risk.

Export Agents

A popular method of selling abroad is by the use of an agent, who is actually operating in the overseas territory. The following three types should be considered because they exert an influence on documentation and procedure:

1. Sole agent: One who is given the sole right to sell the ex­porter's product in a particular area.

2. Consignment Agent: One who imports and holds stock, but does not pay until the goods are sold.

3. Del сredеrе: One who makes himself responsible for any bad debts through insolvency, etc., this usually meaning a higher commission and also having a considerable bearing on the exporter's methods of payment.

Direct Importing

A manufacturer who uses very large quantities of imported materials may find it convenient and economical to set up his own importing organization. Where manufacturing operations are carried out on a very large scale, the need to safeguard supplies of raw materials in order to avoid any interruption of production acts as a strong incentive toward direct importing.

Import Merchants

The import merchant trades on his own account and not as an agent. He buys goods or produce from overseas suppliers and sells to manufacturers or wholesale trade. He also carries much of the risk, since he buys in anticipation of domestic demand and has a great deal of capital tied up in stocks. A large proportion of the trade in staple commodities is dealt with in this way.

Agents and Brokers as Intermediaries in the Import Trade

When goods are not sold through an import merchant, all but the largest foreign exporters need the services of an intermediary. This role is filled by the Import commission agent. He sells on behalf of the foreign exporter. Goods are sent to the agent who finds a market for them, selling them at the best price he can and paying all the expenses involved. He will then remit the proceeds to his foreign principal after deducting an agreed commission.

An Intermediary whose function is to bring buyers and sellers together is known as a broker. Import brokers have great ex­perience In dealing and have wide knowledge of the technicalities of the products in which they deal, of the markets concerned and of the prices ruling in them. For their services they are paid a commission or brokerage.