Текст 5

SALES AND NEGOTIATION

A firm may depend on their own sales team and/or on the salesmanship of their distributors, wholesalers or retailers. But any company needs to establish a personal relationship with its major clients ('key accounts') and potential customers ('prospects'). It is often said that 'people do business with people': a firm doesn't just deal impersonally with another firm, but a person in the buying department receives personal visits from people representing the firm's suppliers on a regular basis - or in the case of department stores or chain stores, a team of buyers may travel around visiting suppliers.

Telephone selling may use this time more productively (though in some countries this is illegal), but a face-to-face meeting and discussion is much more effective. Companies involved in the export trade often have a separate export sales force, whose travel and accommodation expenses may be very high. So servicing overseas customers may often be done by phone, fax or letter with not so many personal visits. Many firms appoint an overseas agent or distributor whose own sales force takes over responsibility for selling their products in another country.

Diplomacy, friendliness and cooperation are important in selling. There's a widespread belief, which is probably true, that buyers 'buy from those they like' and that sellers give a better deal to 'those they like'.

'Negotiation' is the part of the sales conversation where bargaining about the conditions of an order takes place. It comes at the end of the sales talk at the point when the buyer is definitely interested. Because additional persuasion may be required, it's important not to give away concessions while making the sales presentation. In international business there are different types of business negotiations, negotiation styles and negotiation situations.

Задания для самостоятельной работы

Задание 1. Определите, правильно ли написаны следующие адреса.

10 Garston Road Mathews & Wilson Ladies' Clothing General Manager 75 High Street Glasgow Scotland	Worldwide Dealers Ltd. Mr. R. Stevenson Australia Melbourne
21 Conduit Street W. &T. Avery Limited Mr. Simpson The USA	London W1 10 Fen Road Chicago, IL 1562 Atlantic Hotel

Задание 2. Переведите элементы следующего письма. Сообщите, что Вы знаете о каждом из них.

AGRICO DENMARK

Telex: 4254 AGRJ Telephone: 052.70-3985 Telefax: (056) 043-075	1
Your Ref. Our Ref: DA/st	2
15 February 2012	3
Farmers Fruit Products 45 Leaden hall Street London E.C. 3 England	4
Attention: Mr. N. Harper	5
Dear Mr. N. Harper	6
Re: Offer No 3876/5117	7
Thank you for your letter of 19 May 2012. I have pleasure in sending you our brochure with details of our new models. I look forward to hearing from you soon.	8
Your sincerely,	9
D. H. Ashen Manager	10
Enсl.	11

Задание 3. Расставьте элементы каждого письма в правильном порядке. Прочитайте и переведите письма.

Letter 1

1. Dear Sirs
2. Intrako Ltd. Petaling Jaja D48 Sommersby Kuala Lumpur	Sender's address
3.Yours faithfully Benjamin O'Brien Managing Director
4. May 15, 20_
5. Thank you for your letter of April 25 enclosing your price-lists, leaflets and other publications. We have forwarded the above letter to our clients for their consideration. We will inform you of their decision as soon as we hear from them.
6. The & Co. 45, Parslee, Birmingham G 67	Inside address

Letter 2

1. We have received your letter dated October 18, 20 for which we thank you. At your request we are sending you our publications relating to Machine Model 78B. We look forward to receiving your order soon.
2. Encl.
3. October 21, 20_
4. Our ref. 143/LN-294 Your ref. TH/AN-31
5. Dear Mr. Kroll,
6.World wide Inc., 11-14 Montague St., New York, USA	Inside address
7. Crips and Chips Co., Glazier House, Green Lane, Sender's address Derby DE 1 RT	Sender's address
8. Sincerely yours,
9. Jill Lowland (Ms) Head of Administration

Задание 4. Вставьте пропущенные слова. Письмо переведите.

LANCER SALES LIMITED
Telex: 0675	Telephone: 143-3448
	Fax: (015) 39673
Your Ref:
Our(1)...: SE/rnj
	19 Sept. 2012
Mr. S. Holmes
Wadley Stationery Company
14 Garden Street
Liverpool W.C
England
(2)... Mr. S. Holmes,
Please, find (3)... three copies of the addresses of our branches.
Any questions should be (4) ... to this department.
	Yours faithfully,
	Sydney Erwin
	Manager
	Export Department

(5) …

Задание 5. Прочитайте и переведите письмо. Ответьте на следующие вопросы.

1. How did Bunbury Estate Builders hear of the Central Installations

Company?

2. What do they want a quotation for?

3. On what conditions will they place orders?

BUNBURY ESTATE BUILDER

17 Fen Road London EC3 5AP

Central Installations Glasgow

21st November, 2012

Dear Sirs,

With regard to your advertisement in the 'Builders' Journal' of 3rd November, we would ask you to let us have a quotation for the new bathroom showers which are described.

As building contractors we erect about a hundred houses and two or three blocks of flats a year. If your equipment is of good quality, and we receive a favorable offer, we may be able to place large orders with you.

We look forward to hearing from you soon.

Yours faithfully,

Задание 6. Прочитайте и переведите письмо. Ответьте на следующие вопросы.

1. What type of letter is it?

2. What goods does Acme Manufacturing Co. offer?

3. What does the catalogue show?

4. How does the British firm advertise their goods?

5. What is enclosed with the letter?

Acme Manufacturing Co.

Telex: 35679 acrnan Telephone: 396-7965

Your Ref: Our Ref: HG/bj 24 Nov. 2011

Mehner & Stunn 123 McLcod Road Karachi Pakistan

Dear Sirs

Thank you for your letter of 17 November, enquiring about the types and sizes of our bathroom showers. We have pleasure in enclosing a detailed quotation for bathroom showers. We also enclose our illustrated catalogue showing various types of bathroom fittings. Building contractors in Britain and France have found our equipment easy to install and attractive in appearance.

Please do not hesitate to write if you require further information.

Yours faithfully

Harry Green Sales Manager

Enclosures: 1) Quotation; 2) Catalogue.

Задание 7. Заполните пропуски артиклями и притяжательными местоимениями.

1st September, 20…

Messrs. Gray & Co.

Dear Sirs,

We wish to inform you that 1) ... pumps which arrived on 2) ... 8th August in execution of Contract 15/137 were given 3) … most careful two weeks' test. From 4) ... enclosed Test Report you will see that 5) ... design of 6)...pumps P5, P6, P9 in7)... specification greatly differs from8)...drawings handed to your Mr. Brown during 9) ... stay in Moscow last June. 10)...experts have discovered 11) … number of alterations in12) ... designs of 13)... pumps which make some of 14) ... pumps inadequate. You will understand that in15) ... circumstances we have16) ... right to reject 17) ... goods and ship them back charging all 18) ... expenses on19)... return to20) ... account.

Taking into account, however, that this is 21) ... first gross infringement on22) ... part, we shall not submit 23)... claim to24) ... Arbitration and as exception shall retain 25)... substandard pumps with 26)... 20% allowance off 27) ... invoice value. As soon as you have 28)... answer ready, please do not fail to pass it on to us which will be most appreciated.

Faithfully yours,

Machinoimport

Задание 8. Прочитайте письмо. Назовите а) отправителя б) получателя с) тему письма.

Fishy company

Liverpool

England

Mr.Ivashin

Prodintorg

Moscow

April 15th, 20…

Contract No. 146. Caviar

In confirmation of our telephone conversation with your Mr.I of April 10 we wish to inform you that the first cargo of Caviar in tins against contract No. 146 was duly received by us.

However, upon unpacking the boxes we found that 50 tins were missing. Furthermore, we discovered that 200 tins contained Osetrova Caviar instead of Beluga Caviar.

We have to admit that these facts caused much concern and put us in an awkward position since our clients are interested in Beluga Caviar only and were reluctant to have it replaced by Osetrova Caviar. When drawing up and signing the contract we particularly pointed out that the assortment of Caviar should be in strict conformity with the specifications attached to the order. We, therefore, shall be pleased to know how you intend to settle the matter.

Yours truly,

Fishy company

Задание 9 . Перепишите следующее сообщение таким образом, чтобы оно было более простым и с меньшим количеством слов.

From: Brian Huxbury brian_huxbury@megabook.com

Date: Monday, July 7, 20_ 10.50

To: Otto Nugen ottonugen@bergman.com

Cc: Jonas Kamprad

Subject: Fact finding trip to B&C (France)

Dear Mr. Nugen,

On behalf of myself and my colleague, Karen Sharpe, may I take this opportunity to thank you and your team once again for your kind hospitality during our brief stay in Paris? Karen and I both felt that the two-hour meeting we had with you at your headquarters last week was, without doubt, a great success, and we very much look forward to discussing our ideas with you in much more detail than we were able to in that extremely short but highly productive meeting.

I am sure you will be pleased to know that I passed on your valuable comments to our Managing Director, Diane Lee, and she assures me that she will certainly be in contact with you over the next couple of weeks or so. In the meantime, let me just say that it was a very great pleasure meeting you, your managers and enthusiastic staff and exploring the possibilities of some kind of a joint venture between us in the not too distant future.

With my very best wishes,

Huxbury,

Senior Product Manager,

Thermoflex (UK)

Задание 10. Расставьте фразы в следующих телефонных разговорах в правильном порядке.

A.

1. -Just a moment, Mr. Jones, I'll put you through.

2. -Yes, I'd like to speak to Miss Rathbone.

3. -Peter Jones.

4. -Who's calling, please?

5. -Pan Electronics. Can I help you?

B.

1. -She's got it, but just in case, it's 081 -455-23 54

2. -Yes, could you ask her to call me back?

3. -Mr. Gottman here. Could I speak to Mrs. Fields?

4. -Yes, of course. Could I have your number?

5. -I'm afraid she's out at the moment. Can I take a message?

C.

1. -I'm sorry, I'm out on Wednesday.

2. -Good, that suits me too. Shall we say 11 o'clock?

3. -Just a moment, I'll get my diary ... you said next week?

4. -Well, could you manage Wednesday?

5. -What about Thursday then?

6. -Yes, Thursday morning would suit me fine.

D.

1. -What about 6.00 on Friday. Is that suitable?

2. -My name is Hayes. Should I bring those drawings with me? Mr. Packard has some copies.

3. -Yes, of course. What day would you like to come?

4. -Just a moment... Yes, 2.30 is fine. May I have your name, please?

5. -Good morning. I'd like to make an appointment with Mr. Packard, please. It's about engine Model 345.

6. -Yes, bring them along with you.

7. -I'm afraid 6.00 is too late. Is it possible at 2.30?

8. -Thanks. Bye.

9. –Well, I'm free on Friday.

10. -Good morning. JT Machinery.