Unit 9 Negotiations business words in action

Тематика деловых переговоров очень широка. Если фирмы - участники переговоров занимаются экспортно-им­портной деятельностью, предметом обсуждения станут техни­ческие характеристики, потребительские свойства товаров, перспективы продвижения товаров на рынке. Следующие слова га предпожения могут быть использованы Вами при характеристике предлагаемого товара.

We'd like Мы бы хотели

а) to brief you оn our most а) коротко рассказать Вам о

popular product. нашемсамом популярном про­

дукте.

b) to explain how NSlO works. b) объиснить, как работает

NS10.

с) to show you how to operate с) показать, как управлять этой this machine, машиной.

д) to switch on/ofT this device. д) как включать/выключать

этот прибор

е) to know your latest plans for е) проинформировать Вас о

the future. наших последних разработках.

We offer Мы предлагаем

а) competitive products. а) конкурентоспособные про­

дукты.

b) consumer goods. b) товары широкого потреб­

ления.

с) diversified commodities. с) разнообразные товары.

д) durable/non-durable products. д) продукты длительно-

го/недтительного пользования.

е) fast-selbur goods. е) быстро продающиеся товары.

g) high-qtiality/top-quality f) товары высокого/высшего

products, качества.

Ii) perishable goods. 1i) скоропортящиеся товары.

i) seasonal goods. i) сезонные товары.

j) substitutional goods. j) взаимоздменяемые товары. We offer а vide range of goods. Мы предлагаем широкий ас­

сортимент товаров.

We sell (AZ. BZ, CZ) models. Мы продаём модели AZ, BZ,

CZ.

ВВ19 is our ВВ 19 - это наша

а) basic model. а) базовая модель

b) most popular model, b) самая популярная модель

с) new model. с) новая модель

д) out-of date/obsоletе model. д) устаревшая модель

е) previous model. е) предыдущая модель

fl production/serial model. О серийная модель

Now, we'll give you Сейчас мы сообщим Вам

а) its basic technical features а) основные технические ха­

рактеристики

b) detailed characteristics b) подробные характеристики

с) operational/running е) эксплуатационные характе­

characteristics ристики

д) qualitative characteristics д) качественные характерис­

тики

Technical characteristics of AZ Технические характеристики model meet the specification. модели AZ соответствуют спе-

цификации

а) The capacity (of this device) а) Емкость (этого прибора)

Ь) The depth b) Глубина

с) The frequency е) Частота

д) The height д) Высота

е) The length е) Длина

О The power fl Мощность

g) The resistance g) Сопротивление

h) The voltage h) Напряжение

i) The volume i) 0бъем

j) The width ,)) Ширина

асе shown on а specificаtion. указаны в спецификации.

We'll present material specifica Мы лредставим спецификацию

tin to-morrow morning, материалов завтра утром.

You will obtain detailed specifi- Вы получите подробную спе­

cation no later than Monday. цификацию не позднее поне-

дельника.

Уоu"ll be impressed Вы будете приятно удивлены

а) by the quality of our samples. а) качеством наших of

Ь) by Domo line. b) партией товаров D

с) а wide selection (of glasses) с) широким выбором (очков);

that appeal to а11 ages. которые нравятся покупателям

всех возрастных гpynn.

Если вы хотите уточнить некоторые подробности, касающи­еся предлагаемых Вам товаров, можно воспользоваться следу­ющими фразами:

Excuse те, could you show те Простите, не могли бы Вы мне

how (to operate) This machine? показать, как (управлять) этой

машиной?

[ wonder if you could tell mе Не могли бы Вы мне расска-

­how (to recharge) this device? зать, как (перезаряжать) данное

устройство?

Please, explain how (to connect) Покажите, пожалуйста, как это

it. подсоединяется.

What does this machine run on? На каком топливе работает эта

машина?

Could you tell те how this part Скажите, пожалуйста, как на

­is called? зывается эта деталь?

What is it used for'? Для чего ока предназначена?

Is it (а new) model? Это новая модель?

What is its efficiency? Какова ее производительность?

When сап I get the specification Когда я смогу получить специ-

­on the items that we have selec- фикацию товаров, которые мы

ted? отобрали?

Do your goods conform to the Ваши товары соответствуют s

ample that you've presented? образцу, который Вы проде­

монстрировали?

What is the (width/length/power) Какова (ширина/длина/мощ­-

of BZ44? ность) BZ44?

Are these goods home-made? Это товары местного произ­водства?

Is this your own development? Это Ваша собственная разра­ботка?

Who owns the patent? Кому принадлежит патент?

EPISODE NINE

Selling а Product

John Boden woke up at 7:30 next morning. Не took а shower and had his breakfast at the Russian Winter Restaurant. At 9:00 he met Dmitry Volkov and his partner Vitaly Mirotvorsky at the company's office.

Dmitry: Good morning, John. 1'д like to introduce ту

partner Vitaly Mirotvorsky and ^our sales Mana­

ger Victor Gussev to you.

John Boden: Nice to meet you, gentlemen.

Dinilry: Please, sit down. Would you like а сир of coffee,

John?

John Boden: Yes, please. Black, no sugar.

Din itry: .(to the secretary): Nina, coffee for everybody.

Dmitry: Before we start our talks, 1 want you to look at the program of your stay in Saint-Petetsburg. We thought it might be а good idea to brief you on ^our company first, then to discuss our mutual projects and have lunch at 1:00 PM. After lunch we want to show you one of our outlets. We have just opened it. It's in down­town.

John Boden: [t must have been very expensive to rent premises in downtown.

Vita It certainly was. And what's more, we needed 320 sq.m. of floor space. Believe те, it's not at all easy to find such а place.

John Boden: No, of course not. What are our plans for tomorrow?

Dinitry: То-morrow morning we are meeting our regional sales representatives. The meeting starts at 9:30.

John Boden: Do you want те to make ту presentation tomorrow?

Dmitry: Yes, when all interested parties are present.

John Boden: How many people will come for ту presentation?

Vitally: Теп from the head office and 10 sales agents.

John Boden: Good. How much time до I have at ту disposal?

Vitaly: As much as you need.

John Boden: О. К. I actually thought of а short presentation, say

10-15 minutes, followed by а question

answer session.

Din try: Do you need any special equipment for your

presentation?

John Bodert: А portable LCD projector.

Vitaly: No problem. I'11 arrange that.

John Boden: Thank you, Vitaly.

Dmitry: Then we'll have lunch. If you like, we сап take

you to а nice Georgian restaurant. And after

lunch we are visiting the INTERSPORT 20­

Exhibition at LenExpo. The exhibition closes at5:00 РМ, so, we'll have more than 3 hours to see who operates of the Russian market. John Boden: What about Friday?

Vitaly: We'll meet again in our office for negotiations.

Dmiriy: Do not forget, John, that on Friday night we are taking you to а Russian ballet.

After John Boden's presentation, which was а success, the parties got together in Dmitry's office.

Vitaly: Congratulations, John! We were impressed by the quality of your presentation and the variety of goods that your company сап offer.

John Boden: Thank you, guys.

Dmitry: Our sales force have asked a lot of questions, but I'm afraid I have to ask а few more questions. You see, you've been doing this kind of busi­ness for some years. You know the ins and outs of this business. Eurosport is а relatively new company.

John Bode,,: Go ahead! Ask as many questions as you want.

Dmitry: Let's start with the model L 12. Do you have ultra light shoes in red and white only, or in other colors as well?

John Boden: During ту presentation I showed one sample only. But we can offer this model in blue and green as well. Our market research showed that customers prefer red and white sports shoes.

Vitaly: Who are the target customers for this model?

John Boden: We sell this model to different age and social gro­ups. Ultra light shoes are in demand throughout

the year.

Dmitry. If your shoes are to sample, they will sell readily in our market.

John Boden: These shoes are really good. They are waterproof and will wear long.

Vitaly: If you сап guarantee regular supplies, we'll have по trouble in marketing this model here.

Din itry: Everything is more or less clear with ultra light sports shoes. But I'm not so sure about sensor-mounted shoes.

John Boden: Oh, they are great! We are so proud of them. Sen­sor-mounted shoes permit their owner to measure blood pressure, the heart beat and the mileage.

Vitaly: The idea is very original. But I don't think that the market for this article is very large.

Dmitry: Do sensor-mounted shoes sell well?

146

John Boden: Oh, yes. The market is constantly growing. We sell them to professional sportsmen, to college and university students and to all who like jogging.

Dmitry: Do you export them anywhere?

John Boden: Yes, to South-East Asia and to some African countries. Nigeria and Cameroon.

Vitaly: still I suspect that the demand for these shoes is moderate or even low.

Dmary.• Well, John. We'll think it over. But, in any case we'll need specifications of а11 items we have selected.

John Boden: Р11 leave you all the specimen and mail specifications when I am back.

BUSINESS VOCABULARY

Age group Возрастная группа

Demand Спрос

Be in ~ Пользоваться спросом

Low ~ Низкий ~

Moderate ~ Умеренный ~

Downtown Центр города

Floor space Площадь (помещения)

Guarantee v. Гарантировать

Interested party Заинтересованное лицо

LCD (liquid crystal display) Проектор с экраном на жидких

projector кристаллах

Market research Исследование рынка

Mutual project Совместный проект

Operate on а market v. Действовать на рынке

Portable Переносной

Premises Помещения

Presentation Презентация

Regular supply Регулярная поставка

Sales agent Торговый агент

Sales force Торговые агенты

Sales representative Торговый представитель

Regional ~ Региональный ~

Л1 readily v. Хорошо продаваться

Social group Социальная группа

Talks Переговоры

Target customer Клиент, которому мы раcсчи-

тываем продать наш товар

Variety of goods Разнообразие товаров

Selling а Product. Review

1. Dmitry Volkov, Vitaly Mirotvorsky and John Boden met

а) at the company's office

b) at LenExpo

с) in the hotel's lobby.

2. Before they started their talks, Dmitry Volkov suggested that John Boden should

а) visit а newly-open outlet

b) look at the program of John's stay in Saint-Petersburg

с) have д meeting with the sales agents.

3. After that, Dmitry wanted to

а) brief John on his company

b) have lunch

с) go to а ballet.

4. Eurosport new outlet is

а) in downtown

b) on the outskirts of saint-Petersburg

с) in Cleveland.

5. 1t is

а) cheap to rent premises in downtown

b) expensive to rent premises in downtown

с) relatively cheap to rent premises in downtown.

6. The next day they were going to have а meeting with

а) the sales representatives of Dynateam Innovations

b) the sales representatives of Eurosport

с) the local authorities.

7. John Boden made а presentation far

a) 10 people

b) 20 people

с) 3 people

8. John Boden needed

а) а portable LCD projector

b) а cell phone

с) а Visitor's Guide.

9. John's presentation was

а) а success

b) а failure.

10. The partners resumed their negotiations on

а) Friday morning

b) Friday night

с) Saturday morning. ,

11. Vitaly Mirotvorsky was

а) impressed by the assortment of the goods the Dynateam

was offering

b) sceptical about the possibility of cooperation

с) did not participate in the discussion

12. Ultra light sports shoes are in demand

а) throughout the year

b) during the tourist season

с) at Christmas.

13. Sensor-mounted shoes are sold to

а) professional sportsmen

b) elderly people

с) toddlers.

14. John Boden promised to send

а) specimen of Dynateam products

b) а catalog for 20­

с) specifications of all items that had been selected.

Your own business

Have you ever taken part in negotiations?

Were they easy/difficult, successful/unsuccessful, long/short?

Where were negotiations held?

Did _you sign any d_oc_uments as а result of these talks?

• Make а presentation of а product your company produces or sells.

Useful tips for а successful presentation

How successful your presentation is depends upon how well it is prepared. Preparation for а presentation should always include at least one rehearsal. The audience may forgive you for unexpected and inexplicable pauses and for some inconsistency of speech, but your immediate boss will certainly give а far more critical assessment of your performance.

Your abilities as а public speaker will not insure the success of ti presentation nowadays. Eloquence and а rich, clear voice are not enough unless they are supported by а masterly use of up-to-date technology. The technology is а portable LCD projector, а mobile computer, and the use of Microsoft PowerPoint, Core1 Presentations or Lotus Freelance Graphics to prepare а presentation.

It's no doubt that graphic images make strong impact on the audience. But you should not burden listeners with an endless line of jazzy slides. That will only divert their attention from the main idea of your presentation and make them prematurely tired. You might loose your customers, instead of gaining them. An onscreen presentation should add to what you are saying, but not just to repeat it. The text, graphics and video used by the presenter should complement what he or she is saying.

When getting ready for a presentation, do not hesitate to spend an extra hour or two to check the quality of your slides, focusing on possible grammar, spelling and stylistic mistakes.

During a presentation you'll have to control time carefully. If you excess a specified time limit, your notebook (linked to a LCD projector) will go into a suspend mode and the link between the projector and the notebook will disappear.