Ділова іноземна мова (МАУП)

550 грн., 150 стор.

Lesson 1. THE FUNCTIONS OF AN EXECUTIV

VOCABULARY EXERCISES 1.1 Завдання

Exercise 1. Transform the sentences according to the model.

Model: I’m accustomed to setting objectives. I’m used to setting objectives.

1. We are accustomed to having unlimited liability.
2. He is accustomed to delegating authority
3. They are accustomed to hiring and firing people
4. She is accustomed to working as a head of the department
5. You are accustomed to working under pressure.
6. The executive is accustomed to making decisions.

Exercise 2. Change the modal verb according to the model.

Model: We ought to set objectives this month. We should set objectives this month

1. They ought to talk about the functions of an executive.
2. A manager ought to make careful decisions.
3. An executive ought to be very competent.
4. A vice-president ought to decide on hiring, firing, vacation, working hours.
5. The board of directors ought to plan objectives and changes.
6. They ought to have a meeting with the head of the department.

Exercise 3. Your executive is a very tough man. What should his staff do to please him?

For ideas:

to be creative

to be well-organized

to keep fit

to be punctual

to be enthusiastic

to obey the rules

Exercise 4. Answer the questions.

1. What working position is the best for you?
2. Are you accustomed to working under pressure?
3. Are you accustomed to a red tape job?
4. Do you want to be an executive or an administrator of a big company? What should you do for it?
5. What qualities do you need to be an executive of the company?
6. What does it mean to be a competent manager?

Exercise 5. Supply the articles where necessary. Translate.

… principal trends of our activities are:

— training, retraining, enhancing skills and establishing … system of … continuous education of … managers and specialists in … field of … personnel management as … whole;

— establishing … criteria and methods of … personnel selection and qualification of … personnel and … social development work;

— providing … personnel activities with … effective personnel technologies, developing and putting into … practice … modern forms and methods of … personnel management;

— studying and sharing … world experience of … personnel management, consulting in … field of … personnel management.

Exercise 6. Supply the correct tense-forms of the verbs. Translate.

To be engaged in such activities (to be) necessary to have an organization sufficiently independent of state structures, free to carry out its plans that (to unite) qualified specialists on the work with personnel. The prototype of such an organization (to be) the cooperative «The Kyiv Inculcation Centre “Personnel” which (to be) created in 1989.

At that time the organization (to establish) its branches in Ukraine, Byelorussia and Russia which (to train) more than one thousand staff workers early.

The work of the People’s University (to make) possible to extend the research conducted, master the system of training, improve and perfect a scientific and methodical provision of the process of studies.

VOCABULARY PRACTICE 1.2 Завдання

Exercise 1. Choose the necessary word and put it in the sentence (to advertise, resume, employee, applicant, personnel office, qualification, agency, personal).

1. We are going to interview three … on the position.
2. If you need applications for this position, … in a special section of the local newspaper.
3. Personnel office will help you to find a new … .
4. All the information about the staff of the firm can be found in … .
5. She has a good … for the position: a college degree, good work experience.
6. I want to find a new secretary, so I’ll call an employment … .
7. If you are an applicant for the position, you have to write your …
8. Don’t ask him … questions, it will be impolite.

Exercise 2. Translate into English.

1. Його посада в компанії дуже важлива.
2. Адміністратор ставить цілі, приймає на роботу, звільняє.
3. Вона не любить працювати за примусом.
4. Я звикший до канцелярської роботи.
5. Керуючий повинен бути компетентним.
6. Керівник цієї групи- дуже талановитий спеціаліст.
7. Нам потрібно найняти нового службовця.
8. Розмістіть оголошення у газеті.
9. Цей керівник з великим досвідом.
10. Ми повинні розглянути два види характеристик.
11. Претенденти на посаду повинні вислати резюме.
12. Ви знайдете усю інформацію у відділі кадрів.
13. Зверніться в агенство за наймом.
14. Роботодавець повинен звернутися в консультаційну фірму.

GRAMMAR EXERCISES 1 Завдання

Exercise 1. Put the verbs in brackets into the proper present tense (Present Indefenite, Present Continuous or Present Perfect).

1. The vice-president usually (to set) objectives for the staff.
2. Don’t disturb me, please, I (to work) with the annual report.
3. This firm often (to advertise) in different newspapers and magazines.
4. We advertised in a special section of the newspaper but we (not to receive) the resumes yet.
5. We (to evaluate) already the candidates through the interview.
6. We (to look for) a specialist suitable for the position at the present moment.
7. He (to sent) just his resume and the letter of interest.
8. They (to fire) the manager. He was not suitable for the position.
9. You have to wait a little. He (to consult) with the executive.

ADDITIONAL EXERCISE 1 Завдання

If you decide to apply for a job in the western countries, you will probably need to form two documents: a letter of interest and a resume. This is the way how to do it. Read the letter of interest and a resume and try to write your own documents of the same kind.

1. a) a letter of interest

Dear Sir or Madame,

I graduated from Kyiv State University in 1985. Now I am finishing my post-graduate studies to defend my candidate thesis this winter. My major subject is called the theory of literature, which includes the study of the history of Ukrainian and foreign literature.

I am interested in working in the Ukrainian department of your University as a teacher of Ukrainian and Ukrainian literature for the school year 1998—1999. In high school I gained experience teaching Ukrainian to foreign students. In your department I could assist in the teaching of grammar, conduct a class in Ukrainian conversation or give lectures on Ukrainian literature.

If you are interested, please write me at the above address. I will look forward to hearing from you.

Sincerely, Petrenko I. I.

1. b) a resume

EDUCATION Kyiv State University, Philological Faculty, English Department (1983). Kyiv State University. Postgraduate course (1990).

EXPERIENCE Kyiv State University. Philological Faculty. I delivered lectures on European Literature of the 17—18th centuries (Fall 1988 Present).

Kyiv State University. Philological Faculty Department of Ukrainian language. Lecturer on Ukrainian Literature of the 19—20th centuries (Fall 1988 — Summer 1994). Kyiv State University. Summer Courses of Ukrainian Language for Foreign Students. Teacher of Ukrainian Language (Summer 1989, 1990, 1991). Kyiv State University. Department of English. Teacher of English (1988—1994).

ACTIVITIES Intercontact Co-operative Firm. Courses of intensive studies of foreign languages. Teacher of English. Kyiv State University Exchange program by Kyiv and Eastern Washington Universities. Tutor of American postgraduates in Ukrainian conversa-tional skills (Fall 1989 — winter 1990). Private English lessons (Fall 1989 — Present).

PUBLICATIONS I am the author of 6 articles published in different editions of collections of articles. The topic of these articles is related to folk and romantic British balladry, the latter being the subject of my candidate thesis which I am going to defend this year.LANGUAGES Ukrainian (native language), English, French.

Lesson 2. LINE AND STAFF POSITIONS

VOCABULARY PRACTICE 2.1 Завдання        

Exercise 1. Choose the necessary word and put it in the sentence (relationships, to hold a position, authority, complex, task, a line department, a staff department).

1. Organization structure shows … between each position and positions above and below.
2. A sales manager has direct … over a salesman.
3. As a rule a … usually does not give orders to other departments.
4. When the business gets more … there is a need for staff departments.
5. My friend of sales manager.
6. The … of staff departments is to do different services.
7. My friend works in a … , he is responsible for the company product.

VOCABULARY EXERCISES 2.2 Завдання

Exercise 1. Give affirmative and negative answers to the questions.

Model: Have you examined the organizational structure of the company yet?

Yes, I have already examined it. No, I haven’t examined it yet.

1. Have you reported to the controller yet?
2. Have you settled this problem with the manager yet?
3. Have you learned line and staff positions of the company yet?
4. Have you got acquainted with your immediate superior yet?
5. Have you heard about his span of control yet?
6. Have you met your immediate subordinates yet?
7. Have you passed your report to the credit department yet?

Exercise 2. Change the sentences according to the model.

Model: A staff employee doesn’t give orders.

A staff employee doesn’t receive orders.

A staff employee neither gives, nor receives orders.

1. He isn’t a Controller. He isn’t a sales manager.
2. The head of the credit department doesn’t advise the President. The head of the credit department doesn’t report to controller.
3. He doesn’t want to hold a position of vice-president of marketing. He doesn’t want to hold a position of general manager.
4. A credit department doesn’t have direct authority over a line department. A personnel department doesn’t have direct authority over a line department.
5. I don’t want to talk with the Boss. I don’t want to talk with the Controller.
6. She doesn’t like to give orders. She doesn’t like to receive orders.
7. Jecky doesn’t want to attend annual meetings of shareholders. Susan doesn’t want to attend annual meetings of shareholders either.

Exercise 3. Answer the questions.

1. What is your relationship with your immediate superior?
2. What position in your company do you want to hold?
3. Do you want to be a sales-manager or a vice-president of marketing? Give your reasons.
4. Over what positions do you have direct authority in your company?
5. What do you like more: to give orders or to receive orders?
6. Do you want to work in a staff department or in a line department? Give your reasons.
7. What line and staff positions can you discern? Speak about the organizational structure of this enterprise. Exercise 5. Translate into English.

1.Мої взаємовідносини з керівником дуже хороші.

2.Мій товариш займає посаду головного фінансиста.

3.Я не знайомий з організаційною структурою нашого підприємства.

4.Він більше любить віддавати накази, чим отримувати їх.

5.Я віддаю перевагу працювати у лінійному відділі.

6.Керівні відділи не пов’язані з кінцевим продуктом.

7.Структура нашого підприємства складна.

8.Я більше підходжу до керівної посади, чим до лінійної.

9.Мій прямий керівник дуже пунктуальний.

10.У сферу мого прямого підлягання входять три керівники груп.

11.Головний фінансит несе дуже велику відповідальність.

12.Я звільню свого прямого підлеглого. Він лінивий.

 GRAMMAR EXERCISES 2 Завдання   

Exercise 1. Transfer the sentences from Active into Passive.

Model: The manager examines organizational structure of the firm. Organizational structure of the firm is examined by the manager.

1. Vice-president gives orders to his employees.
2. I receive orders from the sales manager.
3. My friend holds a position of general manager.
4. Personnel office receives resumes from prospective candidates.
5. Staff departments do different services to line departments.
6. Usually he takes the orders and fulfils the tasks very quickly.

Model: My friend is examining the organizational chart. The organizational chart is being examined by my friend.

1. I am sending my annual report to my immediate superior.
2. The foreman is firing his immediate subordinate.
3. Controller is giving the orders to his employees.
4. We are changing the organizational structure of our company.
5. The board of directors is enlarging the staff of the company.

Model: I have invested my money in real estate. My money has been invested in real estate.

1. We have considered advantages and disadvantages of partnership.
2. I have bought the shares of IBM company.
3. This business has involved big financial resources.
4. We have elected the board of directors.
5. The board of directors have chosen the company officers.

Exercise 2. Supply the correct prepositions where necessary.

1. I’m sorry to say we are not satisfied … the quality of your goods.
2. Model A is … great demand … the world market.
3. We look forward … establishing business relations with your company.
4. Your prices are not acceptable … us. We find them too high.
5. … what price do you sell your machines? We quote $ 1,000 … unit.
6. You are to open a Letter … Credit … Ukrainian Bank … Foreign Trade after you receive our Notification … Readiness.

Exercise 3. Supply the correct tense-forms of the verbs.

1. Last month we (to place) a trial order with Brown and Co whom we (not to do) business before.
2. In June we (to be going) to make a transaction with Bell and Co. We (not to have) any business relations with them before.
3. “Why you (can, not to go) to the theatre with me now?” “Well, you see, I (not finish) my work yet”.
4. “Why you (not to go) to the manufacturing plant yesterday afternoon?” “I (can, not to go) this because we (not to complete) the talks by that time”.

Exercise 4. Supply modal verbs or their equivalents in the correct tense-form.

1. We … to go to the plant with Mr Brown this Monday, but he hasn’t arrived in Kyiv yet. We … to go to the plant next week.
2. There is no stop near this building, you … to get off at the next stop.
3. These things are not duty-free. You … to pay for them.
4. If you don’t leave now, you … not come to the concert on time.
5. When … the Sellers to deliver the goods?
6. We … to reserve accomodations for Mr Brown tomorrow.
7. As the Buyer … not provide shipping facilities the Seller … to deliver the goods on these terms.

Lesson 3. PRODUCT DEVELOPMENT AND PLANNING

VOCABULARY PRACTICE 3.1 Завдання        

Exercise 1. Choose the necessary word and put it in the sentence (adaption, innovation, inadequate, patent, failure, success, unreasonable).

1. Though market research tries to predict the trends, there is no sure … .
2. This product isn’t original, it is an … .
3. … office receives applications from many young inventors.
4. If the price is … , the product won’t be sold out.
5. A clock-television is an adaptation but the television itself is an… .
6. If a sure … is stopped, money and time can be saved.
7. They failed because of … promotion campaign.

VOCABULARY PRACTICE 3.2 Завдання

Exercise 1. Change the sentences according to the model. Model: We must fulfil complete testing.

Complete testing must be fulfilled.

1. They must expand the line.
2. You could apply for a patent.
3. They should work out the details.
4. I ust develop a new trend.
5. We should design a line of clock-television.
6. You should start market research.

Exercise 2. Answer the questions.

1. Why is it so important for a producer to apply for a patent?
2. How much time does it usually take for a new product to catch on?
3. What is a big selling point of the items which you produce?
4. In what way can a consumer surprise the producer?
5. Would you like to produce something original or an adaptation? Explain why.
6. What are the conditions of successful product development?
7. What products are the market conditions fair for in this country?

Exercise 3. Translate into English.

1.Цей продукт- модифікація старого.

2.Мілкі виробники виробляють велику кількість товарів.

3.Вам необхідно отримати патент на виробництво цього товару.

4.Ретельне дослідження ринку необхідне, щоб гарантувати успіх.

5.Знадобиться п’ять років для того, щоб ваша продукція отримала визнання.

6.Відключаючий пристрій з таймером-це те, що привабить користувачів.

7.Потрібно закінчити всі дослідження, перед тим як ми почнемо продавати нашу продукцію.

8.Нам необхідно розширити лінію.

Exercise 4. Speak about product development of your business. Ask your colleague how he would plan product development.

GRAMMAR EXERCISES 3 Завдання    

Exercise 1. Make the sentences negative.

Model: I will have the drawings prepared very soon. – I won’t have the drawings prepared very soon.

1. It will take much time to catch on.
2. I am sure this thing will be the biggest selling point.
3. They will run a good advertising company.
4. They will make a new modification of electronic watch.
5. This price will be inadequate.

Exercise 2. Put four questions of different types to each sentence (general, special, alternative, disjunctive).

Model: They will influence the consumer to buy their automobiles.

1. a) Will they influence the consumer to buy their automobiles?
2. b) Who will influence the consumer to buy their auto- mobiles?
3. c) They will influence the consumer to buy their automobiles, won’t they?
4. d) Will they influence the consumer to buy their automobiles or other goods?
5. Their products will be available in every shop.
6. The company will start their promotion campaign very soon.
7. Our bank will make a loan to this corporation.
8. They will need a lawyer to form their business.
9. I will consult my partner.

Exercise 3. Supply the correct prepositions or adverbs where necessary.

1. Which platform does the train start … ?
2. Which platform is the train to arrive … ?
3. The train is due to arrive … Manchester … 4.20.
4. The train is due to arrive … 20 minutes.
5. This train stops … every small station.
6. You can go … London … an overnight train.
7. There is no sleeping accomodation … this train.
8. Don’t get … the train, it stops … this station … three minutes.

Exercise 4. Choose and use many, much.

1. There is … furniture in my sitting-room but there are not … things in my bedroom.
2. We sell … equipment to different countries of the world. … foreign companies are interested in buying our machines.
3. We have received … information on the model AB pump from the Sellers lately.
4. There are always … dishes on the menu at the Dnipro restaurant.

Exercise 5. Supply the articles where necessary.

… process of … studies is based on … independent work. Each student is provided with … curriculums and training methodical plans, schedules of … independent work and … qualification characteristics where … designation of specialist is defined in … detail. … methods of remote training adopted at our university, following … example of our colleges, substantially differ from … traditional methods of … education. … given methods are also convenient because one should not come to … Academy by all means to attend … training meetings and sessions.

Lesson 4. MARKETING

VOCABULARY PRACTICE 4.1 Завдання        

Exercise 1. Choose the necessary word and put it in the sentence (predict, influence, promote, marketing, trends, distribution, market research, product planning, consumer).

1. One of the aims of market research is to indicate new … among people.
2. Advertising must … the consumer and make him buy the goods produced.
3. Often marketing is called … .
4. In order to sell a new product, a producer has to consider how to … it.
5. The goods of this company are not sold very well, they must think about … .
6. Sometimes it is difficult to … through advertising.
7. If you want to produce something new, you should start with … .
8. A producer wants to … the new trends and then tries to influence them.
9. … includes product development and pricing among other things.

VOCABULARY PRACTICE 4.2 Завдання

Exercise 1. Choose the necessary word and put it in the sentence (go up, schedule, packaging, competitor, price leader, price sensitive item).

1. If the price on this product … nobody will buy it.
2. They should … some tests and pass results to R.D.
3. This company is the … in this field, they can sell this product at the lowest price.
4. Customers do care about the price on this product, it is very … .
5. … influences the desire of a customer to buy.
6. Our … has become the price leader in selling computer programmes.

Exercise 2. Answer the questions.

1. Who is the price leader in your business?
2. How can you become a price leader? What should you do for this?
3. How should one start a promotional campaign?
4. Why is it dangerous to produce price sensitive goods?
5. Wh is it important to have competitors in business?
6. What should you do to leave your competitors behind?
7. What knowledge must you have to be good at marketing?

Exercise 3. Translate into English.

1.Маркетинг включає в себе дії, пов’язані з рухом товару від виробника до споживача.

2.Маркетинг включає в себе пранспортування, зберігання, рекламу, калькуляцію цін, продаж.

3.Вивчення ринку допомагає передвіщувати загальні напрямки попиту.

4.Реклама має сильний вплив на покупця.

5.Ми не можемо встановлювати саму низьку ціну на цей товар.

6.Ми повинні розробити план виробництва нових продуктів.

7.Збут цього товару дуже реагує на зміну ціни.

 GRAMMAR EXERCISES 4 Завдання   

Exercise 1. Transform the sentences of real condition into the sentences of unreal condition.

Model: If we promote this right, we will (we’ll) get more sales.

1. a) If we promoted this right, we would get more sales.
2. b) If we had promoted this right, we would have got more sales.
3. If we are careful we will leave behind our competitors.
4. If we phone R.D., we will get the necessary information.
5. If we change the ingredients, we will be ready for the price rise.
6. If the price of jam goes up, the increase will be passed on the consumer.
7. If they work hard, they won’t lose any customers.
8. If we schedule the product development in time we will be ready for the change of the demand.
9. If we don’t lose the chance, the competitors products will stay on the super-market shelves.

Exercise 2. Make transformations according to the model.

Model: Consumers wish prices would go down. – Consumers hope that prices will go down.

I wish I could work harder. – I hope I can work harder.

1. The head of the department wishes that competition would lessen.
2. The Market Research Department wishes the test results would be ready soon.
3. The Manager wishes that sales would improve.
4. We wish all the departments could fulfil their tasks.
5. Sally wishes that the Packaging Department could hurry up.

Exercise 3. Translate into English.

1.Наша фірма щорічно бере участь у Лейпцигському ярмарку.

2.У вересні цього року у столиці Індії відбудеться виставка українських товарів. Вона розповість відвідувачам про промислове та сільське господарство України, а також про науку та культуру нашої країни.

3.Мені потрібно зв’язатися з фірмою «Браун і Ко» як найшвидше.

4.У цьому році ми збираємося показати на світовому ринку нашу останню модифікацію компресора.

5.Товари цієї української фірми користуються великим попитом на світовому ринку.

6.Відділ кадрів нашої фірми найняв на роботу багато кваліфікованих спеціалістів.

Exercise 4. Supply the articles where necessary.

1. This actress has been … success in all performances.
2. All the Ukrainian newspapers wrote about … success of the exhibition.
3. We are proud of … progress which is made by our country in the field of heavy industry.
4. The fair was held under the motto: Peace and … progress to all nations of the world.
5. Ukraine has made much progress in the field of … heavy industry.
6. … industry of … western part of Ukraine has grown as compared with previous years.

Exercise 5. Supply the correct tense-forms of the verbs.

1. The power of the queen of Great Britain (to limit) by Parliament.
2. “Who (to control) the power of the Prime Minister’s Cabinet?” “It (to control) by Parliament”.
3. Lately our company (to send) an invitation to take part in an exhibition of electronic equipment which (to hold) in London.
4. It (to give) me a lot of pleasure to read a very interesting book on the history of Ukrainian towns.
5. Mr Bell (to appoint) manager of the company lately.

Lesson 5. WHOLESALING

VOCABULARY PRACTICE 5.1 Завдання

Exercise 1. Choose the necessary word and put it in the sentence (wholesalers, take title, retailer, stock, channels, assortment, to receive commissions, middleman).

1. They use both direct and indirect … of distribution.
2. Agent middlemen do not … to the goods they deal in.
3. Usually wholesaling … stands between the producer and the retailer.
4. A supermarket may … thousands of commissions items.
5. Usually a wholesaler handles a large … of items of numerous manufacturers.
6. Agent middlemen don’t earn salaries, they … .
7. A wholesaler doesn’t deal with the customers, he does with …
8. … simplify the problems of manufacturers.

VOCABULARY PRACTICE 5.2 Завдання

Exercise 1. Change the sentences according to the model.

Model: When did they want to reimburse for our expenses? (I don’t remember.)

I don’t remember when they wanted to reimburse for our expenses.

1. How will you get a raise? (They don’t care.)
2. When did they send you the purchase order? (I don’t know.)
3. Who are the purchasing agents? (I can’t recall.)
4. Why didn’t they get verbal agreement? (I’ll try to find out.)
5. Did they staple and file the p.o.? (I don’t know.)
6. How large is the sales region? (They don’t care.)
7. How much is the toll? (It doesn’t matter.)
8. When will she get commission? (She doesn’t know.)

Exercise 2. Make up the conditional sentences.

Model: consult the middleman / he is smart . – If he were smart, he would consult the middleman.

1. Be a wholesaling middleman / he — interested
2. Work for themselves / men — independent.

3. Earn a good salary / he — happy.
4. Use direct channels / business — successful.
5. Have the secretary do it / she — there.
6. Handle it well / he — fail.
7. Order it next month / I — rich.

Exercise 3. Answer the questions.

1. Would you like to be on commission?
2. What expenses do you get reimbursed for at your job?
3. What factors do you need to get a raise?
4. Why isn’t a verbal agreement always sufficient?
5. What would you prefer to be: a wholesaler or a retailer?
6. What is a stepping stone to higher positions in your business?

Exercise 4. Translate into English.

1.Гуртова торгівля- важливий елемент ринкової системи.

2.Товари йдуть від гуртового посередника до споживача через роздрібного продавця.

3.Непряма система збуту найбільш переважна.

4.Гуртові скупники купують товар.

5.Посередник отримує відсоток з продажу.

6.Посередник зазвичай веде переговори стосовно купівлі або продажу.

7.У цьому магазині хороший асортимент товарів.

8.Менеджер з маркетингу через деякий час отримае підвищення.

9.Ми змушені дорого платити за доставку.

10.Наша фірма компенсує нам плату за обіди та проїзд.

11.Це була джентельменська угода.

GRAMMAR EXERCISES 5 Завдання 

Exercise 1. Supply the articles or possessive pronouns where necessary.

1. “We’ve received … invitation to visit the Houses of Parliament”. “Have you received … invitation?”. “Yes, of course. You don’t often receive … invitations like this one”.
2. Do you export … wool?
3. The second lot of … wool arrived with some delay.
4. The quality of … wool does not meet our requirements. It’s lower than we expected.
5. People outside Great Britain believe, that if a man is elected to sit in … Parliament he must have a seat. Indeed, most Parliaments give members not only a seat, but a seat which is reserved. Sometimes there is even a desk where members of … Parliament can keep documents. You can’t say that about … British Parliament. In the House of Commons, for example, only about two-thirds of its members have seats.

Exercise 2. Supply prepositions where necessary.

1. Elections … our country are held … by secret ballot.
2. Where is your wife? I haven’t seen her … last month.

3. A lot … delegations arrive … Ukraine … the invitations of the Trade Unions.
4. The man couldn’t tell … me how to get … the National Gallery.
5. We thanked Mr.Turner … an enjoyable time … the Houses … Parliament.
6. The decision was taken … the agreement … the company manager.

Exercise 3. Supply the correct forms of the verbs.

1. The goods can (to deliver) only six months after we (to sign) the contract.
2. From the quotation which (to enclose) with the letter you (can, to get) all particulars concerning the model.
3. New features (to develop) in our machines not long ago, and now they quite (to satisfy) market demands.
4. Export packing (to be, to include) into the price.
5. You (to be, to open) a Letter of Credit after (to receive) our Notification of Readiness.

6. Shipment of goods (can, to make) from Kyiv within three weeks after your order (to receive).
7. The customers (must, to supply) with the first lot of goods not later than June this year.

Exercise 4. Choose and use to expect, to wait for.

1. — What discount do you … to get? — We … at least a 5% discount.
2. Please … me here.
3. Come in, please. The President … you.
4. I didn’t … you today, I thought you were coming tomorrow.
5. I didn’t … that the company would increase their order to 25 machines.
6. We … the bus for half an hour.

7. Why are you so late? I … you for an hour and a half.

Lesson 6. RETAILING

VOCABULARY PRACTICE 6.1 Завдання        

Exercise 1. Put the necessary word in the sentence (mailorder, discount, vending machine, guarantees, retailer, extending credit, link).

1. … is one function a retailer may perform.
2. You can buy newspapers, cigarettes, cookies from a … .
3. … is the most expensive link in the chain between a producer and a consumer.
4. The firm … good quality of the product.
5. She doesn’t like to go shopping, she prefers to do it by … .
6. The department store is having a sale and there is a 20 per cent … on all light dresses.
7. Wholesaler is an important … between a producer and a customer.

VOCABULARY PRACTICE 6.2 Завдання

Exercise 1. Change the sentences according to the model.

Model: My wife usually asks the children to do shopping. My wife usually makes children do shopping.

1. He’ll ask single line retailers to take part in the promotion campaign.
2. The chief usually asks his immediate subordinates to perform different functions.
3. It’s necessary to ask him to recognize his wholesaling units.
4. It’s important to influence ultimate consumer to buy this product.

5. Ask him to buy all these things in the discount house.

Exercise 2. Make responses to the sentences according to the model.

Model: I want to ask your brother to do shopping today. Let me do shopping today myself.

1. I want my secretary to prepare the financial statement.
2. The board of directors wants the officers to plan product development
3. He wants to speak with my friend about their possible partnership.
4. I want a lawyer to clarify this matter.
5. The executive wants this manager to start market research.

Exercise 3. Answer the questions.

1. What kind of shops in this country do you know?
2. What shops are situated not far from your house?
3. What goods can be bought there?
4. What specific features do channels of distribution have in this country?
5. What reforms does this country need to recognize the channels of distribution?

Exercise 4. Translate into English.

1.Роздрібна торгівля- це продаж товару кінцевому споживачу.

2.У західних країнах є різні типи торгових закладів: універмаги, супермаркети, магазини з низькими цінами,посилторг і т.д.

3.На цей товар можна отримати 10% знижку.

4.Роздрібна торгівля може надати покупцеві довгостроковий кредит.

5.Ця фірма має велику кількість торгових точок по всій країні.

6.Роздрібний торговець виконує багато важливих функцій.

7.Я не знаю центр міста, мені необхідний довідник магазинів.

8.У торговому центрі ви знайдете усі необхідні вам товари.

9.У цьому магазині немає бакалійного відділу.

GRAMMAR EXERCISES 6 Завдання 

Exercise 1. Change the sentences according to the model.

Model: I should go shopping today.

I should have gone shopping yesterday.

1. The firm should apply for credit very soon.
2. They should see about the new refrigerator today.
3. I should take my wife shopping a bit later.
4. They should get groceries at the supermarket this afternoon.
5. You should order a new car.
6. He should buy a computer today.
7. He should speak to the manager today.

Exercise 2. Change the sentences according to the model.

Model: If there is a shopping center nearby, we will go there together.

If there had been a shopping center nearby, we would have gone there.

1. If she buys too much, she won’t be able to carry it herself.
2. If there is ice-cream in this store, we will bring the children some.
3. If she tries the new boutique today, she will come very late.
4. If the shop offers home delivery, he will ask them to deliver.
5. If you shop downtown, you will find the shopping center.

Exercise 3. Supply the articles where necessary.

1. …time plays an important part in the daily life of business people. They usually say that … time is … money.
2. … money is on the table. Go and buy some food with it.
3. Ukrainian television programmes show a lot of documentaries about … industry, … science and … culture.
4. A lot of books have been written about … Greek culture.
5. My friend studies … culture of Ukraine.
6. … channels of Ukrainian television offer a lot of programmes which are both informative and entertaining.
7. New films and performances are usually broadcast on … Channel 1.

Exercise 4. Supply the correct tense-forms of the verbs.

1. The training at the university (to be provided) on the basis of an interdependent approach to actual problems of personnel management.
2. A major requirement for working out scientific, practical and training appliences at the Academy of Personnel Management (to consist) in the fact that a concrete problem of personnel management (to be elucidated) integrally and systematically.
3. For the period of existence of our Academy more than 100 methodical recommendations and training appliences (to be) published.
4. In 1993 the Academy (to complete) the preparation and publishment of the ten-volume “Personnel Management Encyclopedia”.
5. About 50 leading scientists and specialists in different fields of personnel management (to work) at and (to collaborate) with the Academy.

Exercise 5. Supply the preposition where necessary.

1. The guarantee period which the company offered … their computers was 12 months … the date … putting them … operation and 15 months … date … delivery. The Buyer found it rather short and wanted it to be extended … two and four months respectively. But the company agreed to extend it only … 13 and 17 months.
2. As the Seller was responsible … the defects which were found … the equipment, they had to correct them … their expense.
3. The machines were put … operation … a delay … the Seller’s fault.
4. The new model … pump was introduced … the world market six months ago. It is … the latest design and has excellent technical characteristics. The customers are very pleased … its performance.
5. I’d like to describe … you my last visit … the manufacturing plant … Glasgow.

Exercise 6. Choose and use a number, the number.

1. I have got … of books about the places of interest of London.
2. … of goods we sell to foreign companies is very large.
3. … of machines have serious defects and the Seller will have to replace them.
4. … of countries Ukraine is doing business whith is growing from year to year.
5. … large … of people came from all parts of the country to see the exhibition.
6. The businessmen’s sightseeing programme included visits to … of museums in Kyiv.

Lesson 7. PRICING

VOCABULARY PRACTICE 7.1 Завдання

Exercise 1. Put the necessary word in the sentence (supply and demand, volume of sales, trade-in allowance, complete, price policies, credit terms, to set prices) .

1. It is very difficult … without sound price policy.
2. Of course we are interested in producing the … with the lowest unit costs.
3. I decided to buy a new car at this company because they offered the best … on my old model.
4. The … of this store are very beneficial for a customer.
5. Their business will fail if they pursue unsound … .
6. The government usually … for public utility services.
7. In pure competition the forces of … operate.

OCABULARY PRACTICE 7.2 Завдання

Exercise 1. Change the sentences according to the model.

Model: The tape recorder is inexpensive. Your store sells the tape recorder.

The tape recorder that your store sells is inexpensive.

1. The dresses are fashionable. The store introduced the new dresses last week.
2. The store has many refrigerators. Dick owns the store.
3. The stereo is high-priced. My daughter wants the stereo.
4. The price determines the number of sales. A retailer sets the price.
5. Very often the people don’t want extra services. Many supermarkets offer extra services.
6. Your shop should have loss-leader item. Loss-leader item will attract the customers.
7. Price de-emphasis works with high quality expensive items. Price de-emphasis means that you don’t call attention to the price at all.

Exercise 2. Change the sentences according to the model.

Model: We won’t introduce a new line of merchandise unless you suggest it.

We will introduce a new line of merchandise if you don’t suggest it.

1. Tape recorders are popular unless the price is too high.
2. The consumers will continue to buy unless they don’t like the item.
3. The buyer can get installation services unless he wants to pay for it.
4. The salesman will help you unless he is too busy.
5. People won’t try a new product unless there is advertising.
6. Customers won’t buy the new brand unless the price is low.
7. They won’t raise the price unless it is necessary.

Exercise 3. Answer the questions.

1. In what way were the prices charged in this country?
2. What is your idea of the term market price?
3. What type of pricing policy works with the majority of consumer goods? (price emphasis, price de-emphasis).
4. What is more preferable for you in pricing: low prices with no extra services or high prices with home delivery, repair and other services?
5. Why is it so important to have loss-leader item in a shop?
6. What is off-even pricing made for?
7. How can your pricing policy help to complete with well known products?

Exercise 4. Translate into English.

1. Цей магазин надає покупцеві вигідні кредитні умови.
2. Товар має низьку ціну. Вона покриє витрати.
3. ця фірма веде нерозумну цінову політику.
4. Перш, ніж випускати товар, слід ретельно вивчити попит та пропозицію.
5. Держава встановлює ціни на ряд продуктів.
6. Магазин має чудове розташування.
7. Супермаркет надає покупцеві багато додаткових послуг: доставку товарів додому, кредит, встановлення і т.і.
8. нова торгова марка без сумнівів приваблюватиме покупців.
9. Починайте з низької ціни.
10. Продаж за рахунок низької ціни діє при продажі товарів масового вжитку.

Exercise 5. Set your imagination free.

You are a journalist and you are to interview the minister of finance about the pricing policy in this country. What questions would you ask him?

GRAMMAR EXERCISES 7 Завдання 

Exercise 1. Make sentences interrogative and negative.

Model: They can change your credit terms at once.

Can they change your credit terms at once?

They can’t change your credit terms.

1. They must research supply and demand before they start to produce the new item.
2. The company has to cover the costs by all means.
3. The middlemen may set the new price.
4. They can pursue unsound price policies.
5. They must choose another location for their shop.

Exercise 2. Choose the necessary modal verb and put it in the sentence.

1. Off-even pricing … undoubtedly produce favorable psychological effect on a consumer.
2. I spoke with the chief. Now you … change the credit terms.
3. They are very talanted specialists. I think they … design the new line very quickly.
4. The situation has changed, so we … start with specially low prices.
5. We … choose price emphasis policy for this item.

Exercise 3. Supply the articles where necessary.

— Do your children go to … school?

— Yes, they do.

— How often do you go to … school to speak to … teacher?

— Every week.

— Your children go to … English school, don’t they?

— No, they go to … French school. It’s … very good school.

— Is … school far from your house?

— No, not very.

— What building is it over there?

— It’s … hospital.

— Is it … out-patient or … in-patient hospital?

— It’s … out-patient hospital. And … in-patient hospital is round the corner.

Exercise 4. Supply the correct tense-forms of the verbs.

Nicsa Ltd, Kyiv, Ukraine

Dear Sirs,

You just kindly (to advise) us that you (to have) to buy machines of another company. We (to be sorry) that your order (to place) with our competitors because our delivery time (to be) not suitable to you and you (to find) our prices too high.

We would like to explain to you first that we (to be) heavy with orders now and the deliveries as a result (to extend). Besides, some modifications (to make) in the machines to achieve higher capacities. That is why our prices (to be) higher than our competitors’ prices.

Nevertherless, we (to feel) that if you (to take into consideration) the high quality of our machines you (to agree) that they (to price) reasonably.

We hope that you (to be able) to place your future orders with us. Yours faithfully,

1. Deadle

Sales Manager

Lesson 8. COMPUTERS

 VOCABULARY PRACTICE 8.1 Завдання       

Exercise 1. Choose the necessary word and put it in the sentence (process data, lease, inventory control, processing, administrative, data and instructions).

1. Distribution operations, preparation of payrolls are … functions that the computer performs for business.
2. Computer is programmed to … fast and accurately.
3. If a small company cannot afford to buy a computer, they can … the services of computer.
4. A programmer feeds the … into the computer.
5. Many companies use the computers for their… .
6. A computer solves problems by … information.

VOCABULARY PRACTICE 8.2 Завдання

Exercise 1. Change the sentences according to the model.

Model: It was worth looking over the operations of the supermarket.

It was worth looking them over.

1. They picked out the new merchandise.
2. They talked over the new software.
3. The manager tried out new sales checks.
4. She filled out the payroll form.
5. They look down the statistical data.
6. She put off her work.
7. He had to look over the new programme.

Exercise 2. Change the sentence according to the model.

Model: The sales are numerous. I can’t mention them all. They are too numerous for me to mention.

1. This software is very expensive. The company can’t buy it.
2. The results are numerous. They can’t remember them all.
3. The computers are complicated. I can’t use them.
4. Processing this data is difficult. John can’t learn it.
5. I’m tired. I can’t do the billing right now.
6. I am busy. I can’t go on a business trip right now.
7. The data is complicated. I can’t explain it.
8. The situation is difficult. We can’t overcome it at once.

Exercise 3. Read the text and put 10 questions to it.

Lorrain Weller from Modern English International warns us. However hard the manufacturers and advertisers of personal computers try to convince us of friendliness of their product, it is still a fact that if you want to programme your own computer, you have to learn its language. It doesn’t understand yours. This simple fact is the reason why so many home computers are underused. It also prevents lots of people from buying their own computer. Rather than lick ing your hand the computer quite often bites.

Imagine yourself having a conversation with an English person. You make one small grammar mistake, maybe you say “have” instead of “has”. It doesn’t matter. The person understands your meaning and the conversation continues. This doesn’t happen with a computer. If you make even the smallest mistake in its language, the conversation breaks down completely and you have to go back to the beginning. It can be very frustrating.

In the United States, in Japan, in Britain specialists are trying to develop a computer that will understand human language.

Exercise 4. Translate into English.

1. Деякі компанії не робляють і не продають комп’ютери, вони здають їх на прокат.
2. Програміст закладає дані в комп’ютер.
3. В бізнесі комп’ютер використовують для обробки даних.
4. Програмне забеспечення дуже дороге.
5. Комп’ютер допомагає приймати рішення на найвищому адміністративному рівні.
6. Комп’ютер використовується для здійснення багатьох адміністративних функцій, підготовки відомостей, інвентарізаційного контролю.

Exercise 5. a) Make a speech in favour of modern electronic equipment (personal computers, electronic printing aids). Why can’t a modern enterprise do without them?

1. b) You are the Head of a firm producing computers. Advertise your product.

 GRAMMAR EXERCISES 8 Завдання

Exercise 1. Transform the sentences from Future Indefinite into Future-in-the-Past.

Model: The accountant says that she will prepare the financial statement very soon.

The accountant said that she would prepare the financial statement very soon.

1. He confesses that their business will fail.
2. The government says that they will increase the taxes.
3. The secretary says that she will get credit reference letter in two days.
4. The lawyer states that the company won’t be eligible for a loan.
5. He is sure that he will get a credit.
6. They suppose that the new product will not be so expensive.
7. He thinks he will buy the stove in the discount house.
8. He i happy that he will go on this business trip.

Exercise 2. Supply prepositions where necessary.

1. Payment was to be made … cash … 30 days … receipt … all shipping documents.
2. The customers sent an enquiry … women’s shoes … autumn wear but were informed that the company could not supply them.
3. … the past this company supplied us … their chemicals. Now they want us to advise them … our current requirements.
4. The Seller’s offer was valid … a period … 90 days … the date … their quTtation.
5. … accordance … Mr Ranson’s letter his company is going to increase their prices … 6% … May.

Exercise 3. Supply the articles where necessary.

1. … world exposition is usually … great event.
2. … Poznan Fair is held once a year.
3. … world Trade Centre provides … necessary facilities.
4. … world exposition of 1989 attracted thousands of visitors.
5. We are inviting you to participate in … International Exposition of … Food Industry
6. … London Radio Show is held every year.

7. … chemical exhibition which was held last year was … great success.

Exercise 4. Choose and use:

1. a) people, peoples
2. There were three … in the room — two men and one woman.
3. Some … prefer to stay at home on New Year’s Eve.
4. The… of Tsarist Russia could not develop their national cultures.
5. Look at the … in the street. They are laughing and dancing.
6. The … of South East Asia led a long struggle against colonialism.
7. b) sometimes, sometime
8. … fireworks are set off in small towns.
9. … they go on picnics.
10. This street was named Bogdan Khmelnitsky street … ago.
11. … they welcome New Year’s Day in a restaurant.
12. Evidently, he has a cold today. He will come to us … .

Lesson 9. DISCUSSING PRICES AND TERMS OF PAYMENT

VOCABULARY EXERCISES 9.1 Завдання

Exercise 1. Agree or disagree. Give your reasons.

1. When Mr Stanley and Mr Petrenko met, the weather was very bad. It was raining heavily.
2. The company quoted quite a reasonable price.
3. Bond and Co delivered a lot of pumps to different countries of the world.
4. Their customers were quite satisfied with the quality of the pumps.
5. The Buyers were to make payment for collection.
6. It was difficult for Mr Stanley to arrange a visit to the manufacturing plant.

Exercise 2. Say what you have learned from the dialogue above:

1. a) the discussion of the price;
2. b) the sellers’ manner of payment.

Exercise 3. Think and answer.

1. Why was Ukrimport interested in the pumps of Bond and Co?
2. Why were Bond and Co interested in doing business with Ukrim-port?
3. Why did Bond and Co improve the model?
4. Why did Bond and Co give a discount to the Buyers?
5. Why did Mr Petrenko want to visit the manufacturing plant?

Exercise 4. Ask and answer as in the model.

Model: Did you accept the Seller’s prices? No, we didn’t. They are not acceptable to us.

1. a) terms of shipment;
2. b) terms of delivery;
3. c) terms of payment;
4. d) payment for collection;
5. e) payment by a L/C.

Exercise 5. Ask your friends:

1. a) if the Sellers’ prices are always acceptable to the Buyers or they often find them high;
2. b) what the Sellers usually do if the prices are not acceptable to them;
3. c) if the Sellers sometimes give a discount of the value of the contract if the prices are not acceptable to their Buyers;
4. d) if the Sellers sometimes change terms of delivery if they are not acceptable to the Buyers.

 GRAMMAR EXERCISES 9 Завдання

Exercise 1. supply the articles where necessary.

Johnson and Sons, … British company, were interested in … machine tools of … Ukrexport. Mr Walker, … manager of … company, arrived in Kyiv to have … talks with … engineers of Ukrexport. Before he came to our country he had contacted Ukrexport and … secretary of … company arranged his visit to … Ministry of … Foreign Trade.

On … 5th of March Mr Walker and … representatives of … Sellers met to discuss … business.

Ukrexport was ready to offer Mr Walker 20 machine-tools of … latest model at … price of $ … per unit. But Mr Walker could not accept … price. He found it higher than … prices on … world market for this type of … machine tools.

As it was … trial order Ukrexport found it possible to give … Buyers 2% discount off … value of … contract. That settled … price problem. After … engineers had discussed all … matters… General Director of Ukrexport invited Mr Walker to visit … National Opera of Ukraine to see … ballet performance there. Mr Walker was happy to go there as he had never been to … Ukrainian opera.

Exercise 2. Supply the correct tense-form of the verb.

Mr Smith, the manager of a small furniture company (to speak) with his regular and very important customer.

1. All right. I (to give) one last chance. That’s this order. No more mistakes. You last (to deliver) the furniture which I even (not to order).
2. Oh, I’m very sorry. We (not to do) that again.
3. I (to hope) not. Remember! This order (to be) very important and I’d like to stress that I must have it next week. Any other delivery time (to be not acceptable) to me.
4. Yes, certainly. We (to send) it on time. We always (to send) you your orders on time, … we?
5. No, you … You once (to deliver) me an order with a six months’ delay. Another thing, packing must be excellent.
6. Yes, of course. I think you (to agree) that this (to be) one thing we always (to do) in the past.
7. One last thing, write my name clearly, please.

1. Certainly I (to do) that myself this time. The goods (to come) to the right address and at the time you (to require) them.

Exercise 3. Supply the correct prepositions where necessary.

Mr White is speaking … Mr Black, the manager … a carpet shop. W. Good morning. My name is White. Have you got any Turkish carpets?

1. Yes, of course.
2. How about sizes?
3. … very large and small ones.
4. Are there carpets … different quality?
5. No, all of them are … the same quality.
6. … what price do you sell them?
7. … 10 pounds … square meter.
8. Oh, I’m afraid the price is not acceptable … me. It’s very high.
9. I can’t agree … you here, Mr. White. All our customers find our price quite reasonable.
10. But we have bought some carpets lately … a lower price.
11. Then I’m sure their quality is worse than the quality … our carpets. You will see it yourself, Mr White, if you come … our shop. We are open … 7 o’clock … the evening. I’m sure you’ll be satisfied … the quality.

6. All right. I’ll be … you … 6.
7. Fine. I look forward … meeting you … that time.

Exercise 4. Translate into English.

Нещодавно ми встановили ділові відносини з англійською фірмою «Браун енд Ко.». ми ніколи не торгували з цією фірмою раніше, але багато про неї чули. Ми вирішили розмістити у неї заказ на 2 компресори. Ми зацікавились цією моделлю компресора, оскільки їх якість цілком відповідало нашим вимогоам, і ми знайшли ціну досить привабливою. Умови поставки нас також влаштовували. Крім того, під час переговорів продавці надали нам 2% знижку в ціні, оскільки це було наше пробне замовлення і фірма була зацікавлена в торгівельних контактах з нами. Умови платежу нас влаштовували, і ми погодились провести оплату по акредитиву після отримання відвантажувальних документів. Наша фірма повинна була відкрити акредитив на повну вартість товару після отримання повідомлення про готовність товару до відвантаження. Ми були цілком задоволені переговорами і в майбутньому чекаємо продуктивних ділових контактів з фірмою «Браун енд Ко.».

Lesson 10. CONTRACT

VOCABULARY EXERCISES 10.2 Завдання

Exercise 1. Say and write down what information the text gives about:

1. a) the purpose of drawing up contracts in foreign trade;
2. b) the main types of contracts in business;
3. c) the object of this particular contract;
4. d) the terms of delivery stated in the contract;
5. e) the price and terms of payment, stipulated in the contract;

1. f) the factor which may affect the price of the contract.

Exercise 2. Think and answer:

1. Why did the Sellers have an option to ship 5% more or less of the stated quantity of manganese?
2. In what case were the Buyers supposed to extend the Letter of Credit?
3. Why did the contract state the right of both parties to renegotiate the price?

Exercise 3. Read the dialogue and say what you have learned about:

1. a) the business relations between Ukrexport and British Manganese Ltd;
2. b) the main point discussed by the representatives of both parties;
3. c) the reason why the Buyer asked for a reduction in the prices;
4. d) the economic plans of our country for the future;
5. e) the factors which allowed Antonenko to reduce the price.

Exercise 4. Answer the following questions.

1. What factors can affect the prices for manganese (equipment, coffee, nylon, chemicals, etc.)?
2. What can affect the construction of projects?
3. What factors can affect the production capacity of the plant (the delivery schedule, production programme, etc.)?

 GRAMMAR EXERCISES 10 Завдання            

Exercise 1. Open the brackets.

Ukrimport 16th September 1998

Dear Sirs,

Thank you for your letter (to date) August 18th, and your interest in A3 tractors.

The A3 tractors (to indicate) in your letter is not for export. We have prepared the quotations on the new A4 tractor: see sale literature (to attach) to the letter. The A4 is the latest and largest tractor in our agricultural range and we are sure that you will find it of interest. The best delivery promise we can quote is 20 weeks from receipt of a firm order (to place) by your company till the end of this month. Our proforma invoice shows a value for spare parts, including those (to list) by you. We hope to mail the proforma within three weeks.

Yours faithfully, Brake and Co

Exercise 2. Supply the prepositions where necessary.

1. According … the contract payment is to be made … a Letter … Credit opened … full value … the goods.
2. The Sellers advised us that the goods were ready … shipment.
3. The Buyers made presentation … the following documents.
4. The Seller has the right to extend the period … validity … Letter of Credit.
5. The payment … the goods is to be made … US dollars … full value … the goods … presentation … the Bank … Foreign Trade … Ukraine, Kyiv, … the shipping documents.
6. … the event … devaluation … US dollar both parties have the right to renegotiate the price … the goods.

Exercise 3. Choose and use interesting, interested.

1. They were… in the latest motors designed by our engineers.
2. We are pleased indeed that you are … in our suggestion of representation in this country.
3. The current assortment of equipment exported throughout the world was … to the Buyers.
4. They were … in our offer and the most … point for them is a possible reduction in the price.
5. All the pictures on display were very … and we were … in buying some of them.
6. They were not … in extending the guarantee period as it will increase their expenses.
7. The information received by yesterday’s mail is extremely … and may be important for our future contracts.

Exercise 4. Supply the correct tense-forms of the verbs.

1. You will be able to see the machines if you (to come) to our premises.
2. I am looking forward to our meeting and if you (to have) any questions, please, do not hesitate to contact us.
3. We are not sure if the repairs (to complete) in two weeks.
4. If you (to approve) the model, we shall make a contract.
5. Please let us know if you (to be) able to make a draft contract next week.
6. We don’t know if the results of the talks which are to end next Monday (to be) encouraging.
7. They will send the Contract for signature if all the matters (to analize) during the negotiations.

Lesson 11. TALKING BUSINESS

 VOCABULARY EXERCISES 11.1 Завдання   

Exercise 1. Answer the following questions.

1. What is Mr Pavlenko’s working position at Ukrimport?
2. What firm does Mr Turnball represent?
3. What is the subject of negotiation between Mr Pavlenko and Mr Turnball?
4. What does Mr Pavlenko inform his counterpart about concerning the system which is purchased?
5. Why does not Mr Pavlenko agree with the prices for some items?
6. What prices do the competitors propose to the Ukrainian party?
7. Why cannot Mr Turnball solve the problem of prices himself?

Exercise 2. Say what you have learned from the dialogue about:

1. a) the goods Ukrimport was interested in;
2. b) the price and terms of payment in the offer of Lindon Tools Ltd;
3. c) subject of negotiation of both sides.

Exercise 3. Think and answer.

1. Why was Ukrimport interested in goods from Lindon Tools Ltd?
2. Had the representatives of the two companies met before Mr Turnball came to Kyiv? Why do you think so?
3. Why didn’t all the prices of the company suit the Buyers?
4. Why did Pavlenko and Mr Turnball decide to meet again?

Exercise 4. Act out dialogues on the basis of the following situations.

1. Tell Mr White you have looked through their latest catalogues and quotation closely. The quality of the machines meets your requirements but you cannot agree to their price. Tell him you will place a big order with the company if they give you a discount.
2. Green L Co are regular buyers of pumps. They would like to place an order with you. So their representative comes to your office. Discuss the price and terms of delivery and payment.
3. You have just visited the Sellers’ plant and have seen the machines you are going to buy in operation. Tell Mr Blake about your impressions of the machines. Discuss with him delivery dates. You require the goods for immediate shipment.

Exercise 5. Complete the sentences.

1. Mr Pavlenko … Director of Ukrimport met Mr Turnball, … of Lindon Tools Ltd. 2. They met at the Ministry of Foreign … to negotiate the … of an electronic system. 3. We have studied all the technical … of the system and concluded that they … our requirements. 4. The system is up to world … and it is in great … on the world … . 5. I must get in … with my company to … the prices. 6. I think that our terms of … and … time … you.

Exercise 6. Translate into English.

1. Нам необхідно обговорити питання про закупівлю цієї електронної системи для нового аеропорту в Києві.
2. Переговори між генеральним директором фірми «Укрімпорт» та представниками компанії «Ліндон Тулз Лімітед» відбулись у Міністерстві зовнішньої торгівлі.
3. Ми вивчили технічні характеристики вашої системи і дійшли висновку, що вони відповідають нашим вимогам.
4. Система відповідає світовим стандартам і має великий попит на світовому ринку.
5. Ми хочемо обговорити комерційний бік нашої оборудки.
6. Мені слід зв’язатися зі своєю фірмою, і я вам дам відповідь завтра.
7. Конкуренти пропонують ціни, що на 30-40% нижчі за Ваші.

8. Ваші умови та час поставки прийнятні для нас.

Lesson 12. AN OFFER

VOCABULARY PRACTICE 12.1 Завдання

SECTION A

Exercise 1. Think and answer.

1. What information was there in the documents which were enclosed with the offer?
2. Why did the Buyer ask the company to quote for the spare parts?
3. Why did Mr Fox want to establish personal contacts with the people of the Ukrainian Trade Delegation?

Exercise 2. Say what you have learned from the text above.

1. a) the price, the terms of payment and delivery on which the goods were offered to Ukrimport;

1. b) the terms on which the spare parts were offered to the Ukrainian firm.

SECTION B

Exercise 3. Say what you have learned about:

1. a) Mr Fox and Mr Kravchuk’s discussion on the question of inspection and test;
2. b) the kind of packing the company used for the pumps.

Exercise 4. Think and answer.

1. Why will the inspectors be able to sign a Release Note for Shipment only if the results of the tests were satisfactory?

2. What do Black and Co do to make their goods competitive?

Exercise 5. Think and answer as in the model.

Model: Do you need any further information about this company? Of course we do. We’d like to know more about it.

1. a) the technical characteristics of the pumps;
2. b) the performance of the equipment;
3. c) the results of the inspection and test;
4. d) the range of the goods this company produces;
5. e) the possible applications of the equipment;
6. f) the modifications which were made in the machine.

Exercise 6. Think and answer as in the model using the expression “to do one’s best “.

Model: Is your company interested in advertising the goods in foreign journals

Yes, we do our best to advertise our goods in foreign journals as often as possible.

1. a) to introduce goods into new markets;
2. b) to take part in fairs and exhibitions abroad;
3. c) to establish new business contacts;
4. d) to produce new models of equipment;
5. e) to send engineers abroad for training;
6. f) to increase sales to European countries.

 GRAMMAR EXERCISES 12 Завдання            

Exercise 1. Supply the articles or possesive pronouns where necessary.

1. What’s … time?
2. It took me … much time to go through these documents.
3. I always find it difficult to do my work if I try to listen to music at … same time.
4. The inspectors arrived at the plant on … time.
5. I don’t have … time to go to the cinema today.
6. … packing and … attractive wrapping are very important for sales.
7. … packing of the machines was very good and it ensured … safe delivery.
8. … payment was made 10 days after … Bill of Lading was received.
9. … Bill of Lading generally includes information about the goods which are shipped.

Exercise 2. Supply the correct forms of the verbs.

Ukrimport, Kyiv, Ukraine

Dear Sirs,

You just kindly (to advise) us that you (to have) to buy machines of another company. We (to be sorry) that your order (to place) with our competitors because our delivery time (to be) not suitable to you and you (to find) our prices too high. We would like to explain to you that we (to be) heavy with orders now and the deliveries as a result (to extend). Besides, some modifications (to make) in the machines to achieve higher capacities. That is why our prices (to be) higher than our competitors’ prices

Nevertheless, we (to feel) that if you (to take into consideration) the high quality of our machines you (to agree) that they (to price) reasonably.

We hope that you (to be able) to place your future orders with us.

Yours faithfully,

1. Deadle

Sales Manager

Exercise 3. Supply prepositions where necessary.

1. … accordance … Mr Ranson’s letter his company is going to increase their prices … 6 % … May.

2. … the past this firm supplied us … their chemicals. Now they want us to advise them … our current requirements.
3. Ukrexport promised to submit … the American company any samples of cameras they will require.
4. The Seller’s offer was valid … a period … 90 days … the date … their quotation.
5. Two inspectors arrived … New York to be present … the tests … the new model … equipment.

Exercise 4. Translate into English.

1. Ми раді запропонувати Вам нову мордель комп’ютера.

2. Наша пропозиція буде дійсна протягом 30 днів, починаючи з дати цього листа.

3. Відповідно до Вашого запиту ми додаємо до листа каталог з додатковою інформацією про наш товар.

4. Оплата має бути здійснена протягом 10 днів після отримання наступних відвантажувальних документів: рахунку-фактури, коносаменту та пакувального листка.

5. Продавець повідомив нам, що в магазині є дуже невеликий резерв запасних частин, і тому він ралить нам невідкладно розмістити у них замовлення.

6. Чи не були б ви такі люб’язні повідомити нам зручну для вас дату нашої зустрічі?

Lesson 13. VISIT TO THE PLANT

 VOCABULARY PRACTICE 13.1 Завдання

VOCABULARY PRACTICE 13.1

Exercise 1. Say what you have learned about:

1. a) the reasons for the Buyers’ visits to the Sellers’ premises;

1. b) business relations between Ukrimport and Mrs Sweet & Co;

1. c) the modification offered by the Sellers;

1. d) the reason why an amendment was necessary.

Exercise 2. Think and answer.

1. Why do Buyers often visit Sellers’ premises before (after) a contract is signed?

2. What clauses of the contract are more liable to changes?

3. What is the procedure of making amendments to contracts?

Exercise 3. Say what you have learned about from the dialogue (Section B):

1. a) the Buyers’ plan to finalize the matter;

1. b) Mr Chaban’s impression of the modified pump unit and the workshop;

1. c) the way the appropriate amendment was finalized;

1. d) the general contents of Mr Chaban’s letter to Mr Dodd.

Exercise 4. a) Complete the dialogues. Choose either variant or give your own.

Chaban Can I see the modified units?

Dodd … French customers.

Chaban I am lucky to have come here today.

Dodd Shall … workshop?

Chaban Fine. Which way is it?

Dodd … way … steps!

1. b) Act out a similar dialogue. Suppose Mr Dodd is offering to show the units intended for some other customers.

Exercise 5. Ask and answer as in the model.

Model: Why didn’t you sign the contract? We had some difficulties in negotiating the price.

1. a) to ship the goods on time;

1. b) to arrange the exhibition;

1. c) to make extra supplies;

1. d) to make alterations in the equipment;

1. e) to exhibit the model;

1. f) to reequip the workshop;

1. g) to repair the unit.

Exercise 6. Translate into English.

1. Вони відремонтували 2 цехи.

2. Ми просимо вас надіслати телеграфом повідомлення про виконання замовлення.

3. Ми заперечуємо проти внесення вами будь-яких змін та поправок в пункт контракту про гарантії.

4. Нове приміщення фірми справило на нас дуже гарне враження.

5. Нажаль, у нас не виникло враження, що це передовий у технічному відношенні завод.

6. У нас немає підстав заперечувати проти цих поправок.

7. Це доповнення до контракту повинно бути зроблено в письмовій формі. Воно повинно бути підписано особами, що мають право підпису.

8. Ми вважаємо, що це питання краще обговорити під час особистих зустрічей і відвідування нашого зоводу.

9. Пан Чабан, співробітник нашого торгпредставництва в Лондоні, уповноважений вирішувати подібні питання.

10. Ми отримали вашого листа від 13 квітня з пропозицією про внесення змін в конструкцію машини, яку ви маєте поставити згідноз контрактом № 21/8.

 GRAMMAR EXERCISES 13 Завдання

Exercise 1. Supply the articles or possessive pronouns where necessary.

1. He will go on … business to Italy either in March or April this year.

2. Not long ago he went on … business trip to France.

3. I’ve got the impression he is still on … vacation.

4. I hesitated to contact you when you were on … holiday trip.

5. During … business trip he finalized the Contract.

6. The visa for the trip was issued last week.

7. The repairs started when everybody was on … holiday.

Exercise 2. Supply the correct forms of the verbs.

1. You will be able to see the machines if you (to come) to our premises.

2. I am looking forward to our meeting and if you (to have) any questions please do not hesitate to contact us.

3. We are not sure if the repairs (to complete) in two weeks.

4. If you (to approve) the model, we shall make a contract.

5. Please let us know if you (to be able) to make a draft contract next month.

6. We do not know if the results of the talks which are to end next Monday (to be) encouraging.

7. They will send the Contract for signature if all the matters (to finalize) during the negotiations.

Exercise 3. Supply the prepositions where necessary.

1. In our letter … July 5th we invited a delegation … Ukrainian specialists to visit … our premises in Canada.

2. Thank you … the hospitality shown … our party during our recent visit … Paris.

3. Some … our senior engineers will also take the opportunity … visiting … you.

4. We extended an invitation … you to visit … our facilities in Boston.

5. We have made very small modifications … the machines.

6. We propose an amendment … the Inspection Clause.

7. They have applied … a visa … their representatives.

8. After some preliminaries we came … the point.

9. The workshop made a very good impression … me.

10. Our prices are … the level … those of our competitors.

11. We don’t object … some modifications.

12. Please send us one copy back … signature.

13. We hope the visit will be … your satisfaction.

Exercise 4. Choose and use: to make, to do.

1. We shall then apply for the visa and (make, do) travel arrangements.

2. I am sure the progress of the order was (made, done) to your satisfaction.

3. Very slight modifications have been (made, done) in this model.

4. We are (making, doing) some alterations in the design.

5. If you accept our proposal an amendment will have to be (made, done).

6. A lot of work has been (made, done) for safety reasons.

7. He has (made, done) very good work.

8. I have to (make, do) a long-distance call to the USA today.

9. The testing facilities (made, did) a good impression on them.

Exercise 5. Answer the following questions.

1. With what countries are Ukrainian trading organizations doing business?

2. Are many contracts made in your organization every year?

3. Are amendments often made to the contracts made in your organization?

4. In what cases are amendments, alterations and modifications made?

5. Is a lot of work done before a contract is concluded? (Support your point).

6. What progress in English have you made by now?

7. Can you easily translate your mother tongue into English?

8. What types of exercises do you like doing?

Lesson 14. BUSINESS CORRESPONDENCE

VOCABULARY PRACTICE 14.1 Завдання

Exercise 1. Translate this sample of a business letter. Consider thoroughly all elements of the letter.

Mitchell Electronics Company Limited

St. Mirren Avenue, London E15 3ET

Telephone: 01-386 9239

Telegrams MELEC LONDON

Our Ref: MRE\JNK

1. A. Atkins Esq.

147 Macduff Road,

Thamesbank,

London NW11 8HX                                                                    9th April, 1998

Dear Sir,

Thank you for your letter of the 4th April 1998, in which you requested a brochure on our latest stereo cassette/radio Model ECR/12.

We do not supply brochures ourselves, as this can be done more cheaply and conveniently by our distributors. We have looked at our list of distributors and found that the nearest to your address is Scott’s of 137 High Street, Thamesbank. You may know it.

They stock copies of the brochure you require, and they will give you a copy on demand, free of charge.

We trust that they can be of assistance.

Yours faithfully,

1. R. Erickson

Sales Department

Mitchell Electronics Co Ltd

Exercse 2. Translate the expressions most frequently used in the business letters.

1. We are interested in the equipment your firm produces.

2. We shall be obliged if you send us your latest catalogues, brochures or any other publications containing a discription of your equipment.

3. Please let us know if you can offer us your equipment as per specification enclosed in your letter.

4. Please send us samples of your manufactures stating your lowest prices and best terms of payment.

5. We look forward to receiving our answer.

6. We expect to hear from you in the nearest future.

7. We wish to maintain cooperation with you.

8. Your prompt execution of our order will be appreciated.

9. We thank you for your letter of 20th May 1998 but regret to inform you that at the present time we cannot make you an offer for the goods required by you.

VOCABULARY PRACTICE 14.2 Завдання

Exercise 1. Translate the texts of the following telegrams.

1. TEALEAF LONDON

PLEASE QUOTE 200 6-VOLT BATTERIES

(XL 110057) CIF GENOVA INCLUDING DISCOUNT

MONTSEGNA MILAN

(CIF — cost, insurance, freight — поставник сплачує вартість страховки і фрахта в порту ровантаження )

2. MONTSEGNA MILAN

200 XL 110057 6-VOLT BATTERIES

TWELVE THOUSAND SEVEN HUNDRED

POUNDS CIF GENOVA DISCOUNT 6 1/4 % INCLUDED

TEALEAF LONDON

( з Мілану )

3. DISCOUNT TOO LOW REQEST 10 %

( з Лондону )

4. 10% UNACCEPTABLE ORDER UNDER 250

( з Мілану )

5. SUPPLY 250 AT 10 % STOP WILL AIRMAIL ORDER SOONEST

6. PLEASE DESPATCH COPY B/L ORDER 1 7361

STOP REQUIRED CUSTOMS AUTHORITIES THIS SHIPMENT

(Shipment — ; B/L — )

7. PLEASE DESPATCH 200 EXTRA MOTOLIFE

SOONEST STOP AIRMAIL BEST

(Motolife — журнал ” Моторлайф “)

Exercise 2. Translate into English the following sentences.

1. Як тільки каталоги будуть в наявності, ми відішлемо вам декілька екземплярів.

2. ми побачили вашурекламу в журналі «Таймс».

3. Чекаємо приїзду вищого керівництва для подальших переговорів.

4. Сподіваємось підтримувати співпрацю з вами.

5. Будемо вдячні за швидку відповідь.

6. Прохання звернутися до нас, якщо потребуватимете допомоги.

7. Після отримання листа просимо телеграфом повідомити підтвердження.

8. Нажаль машини типу АВ14 на даний момент на складі немає.

9. Із задоволенням відповімо на будь-які додаткові питання.

10. Повідомте нам, будь ласка, телеграмою, чи зможете ви поставити товар у серпні.

Lesson 15. Speaking over the telephone

GRAMMAR EXERCISES 15 Завдання

Exercise 1. Answer the following questions.

1. What should you do if you want to make a call from your telephone?

2. What do you say when you answer the telephone?

3. What do you do when you make a call from a coin-box telephone?

4. What information is to be given when a trunk-call is booked?

5. In what case would you book a personal call?

6. What is the charge for a trunk-call based on?

Exercise 2. Translate the following word combinations and sentences.

1. Check the code and number.

2. Ringing tone.

3. Engaged tone.

4. Number unobtainable tone.

5. Replace the receiver securely.

6. Wait for the switchboard operator to say.

7. To make sure she got it right.

8. And try to put you through.

9. This will save you time.

10. When you dial, don’t pause too long between digits.

11. International Subscriber Dialling.

12. The call may fail.

13. If you want the operator to get your call, dial the operator.

14. The three minutes minimum charge applies on all calls made through the operator.

15. Say what kind of call you want to book.

16. Indicate the duration of your call.

Exercise 3. Translate into English.

1. Підніміть слухавку і чекайте гудка.

2. Покладіть слухавку.

3. Наберіть номер.

4. Опустіть монету.

5. Номер не зайнятий.

6. Зателефонуйте пізніше.

7. Зачекайте, доки не отримаєте відповідь.

8. Я здійснив міжміський телефонний дзвінок.

9. Абонент не відповідає.

10. Абонент недоступний, спробуйте ще раз.

11. Я записав повідомлення на плівку.

12. У моєї подруги зайнято, я чую характерні гудки.

13. Назвіть номер по цифрам, а, набираючи, на робіть довгих пауз між цифрами.

14. Додзвонившись, не забудьте назвати себе і компанію, яку ви представляєте.

Exercise 4. Translate the following examples of the beginning of telephone conversation.

1.

1. Hello!

1. May I speak to Mr Stock, please?

1. Speaking.

1. Good morning, Mr Stock. This is Petrenko calling. A. Good morning Mr Petrenko.

2.

1. Hello!

1. Could I speak to Mr Stetsenko?

1. Who is calling, please?

1. This is Brown from the Foreign Office.

1. Thank you. I’m putting you through.

1. Stetsenko speaking.

3.

1. Ukrainian Ambassy. Good morning.

1. Good morning. Could you put me through to Mr Klitny?

1. Sorry, the line is engaged. Can you hold on?

1. All right. Thank you.

4.

1. Five-seven-three; one-nine-three-four.

1. Good evening. Can I speak to Mr Jones, please?

1. Sorry. Mr Jones is on the other line. Will you wait, please?

1. All right.

1. Sorry to have kept you waiting. I’m putting Mr Jones on the line.

1. Thank you.

5.

1. Hello! This is Stakhiv from the Ukrainian Trade Delegation. Could you put me through to Mr Russell, please?

1. Hold on a moment, please. Sorry. Mr Russell is not in now and he won’t be back until late this afternoon.

1. Would you ask him to call me when he gets back?

1. Certainly.

1. Number, please.

8181. 437-8181. Can I have a personal call to Manchester 645-9302 with ADC, please?

1. Will it be on credit?

1. Yes, it will.

1. Who are you calling?

1. Mr Smith.

1. Your number in Kyiv, please?

4005. 555-4005.

Exercise 5. Supply the prepositions where necessary.

1. Could you put me through … Mr Stamp?

2. Could you hold … ?

3. I’m putting Mr Jones … the line.

4. Mr Petrenko is out … moment.

5. There is no reply (answer) … his number.

6. There is no one … name … Smith here.

7. Then we have been out … completely.

8. There seems to be some interruption … our connection … Chicago.

9. May I speak … Mr Brown?

10. This is Stakhiv … the Ukrainian Embassy.

11. I have been disconnected … my caller. Could you help me?

12. I’d like to talk … you … your business. Can we meet early next week?

13. Mr Lazarenko had to fly … New York … urgent business last night. He asked me to get … touch … you instead and settle the matter.

14. I’m calling to confirm your appointment … Mr Abbot … next Friday … 4 p. m.

Exercise 6. Supply the articles where necessary. Translate the text.

FORMAL AND INFORMAL CONVERSATIONS … language used for speaking on … telephone is basically very similar to that of … ordinary conversation, but limited in … certain important respects by … special situation which imposes … number of re­strictions. Attention should be paid to some of … essential differences between … formal and informal telephone conversations … most notable difference is that … formal telephone conversation is carried on at … much more formal level because … people speaking are taking care to maintain … high level of politeness usually felt appropriate in this kind of discussion. Another difference is that … formal discussion is very precise and factual, keeping to … point and never straying off into … chatty vagueness which is found at … times in … informal telephone conversations. Finally, there is of course … considerable difference in … vocabulary, with more technical terms than one would expect to find in … average informal telephone conversation, and … mixture of formal and informal words and phrases. … informal chatty telephone calls usually take place between friends who have nothing in particular to discuss. In this kind of telephone conversation there is … great deal of informal idioms.

Exercise 7. Make up telephone conversations considering these assignments.

1. Brown & Co for some reason or other have not delivered the goods in the stipulated time. Phone the Company and let them know that they are responsible for the delay and have either to make emergency delivery within a week or to pay you a penalty.

2. You are decorating your apartment. The work is progressing very slowly. Phone the manager of the Company and ask him to offer his workmen a spot of overtime over the week-end so that they could finish all the outstanding work within two days.

3. You have been up to your ears in work over the past two weeks and failed to send a book on Ukrainian art to your colleague. Phone him, offer your apologies and say that you do remember your promise and that you will get the book in the post this afternoon.

Lesson 16. SETTING UP A LIMITED COMPANY AND INVESTING IN IT

VOCABULARY PRACTICE 16.1 Завдання

Exercise 1. Use the clues to help you to complete the sentences. The words are all in the text above.

Clues:

1. The money shareholders put into a company to buy property and equipment so that it can start is called … .

2. One of the owners of a partnership is … .

3. The price you pay for shares when the company has started trading is their … value.

4. To put money into a business or a bank account so that it will make a profit is to … .

5. The sole (only) owner of a business is … .

6. To buy and sell goods is … .

7. The price written on a share is its … value.

8. Something belonging to a person or a business which can be sold is … .

9. One of the owners of a limited company is … .

10. Your legal duty to other people, e.g. to your creditors is … .

11. If a sole proprietorship or a partnership fails, the owners will go … .

12. You can only buy or sell shares in a … company if the other shareholders agree.

13. A person you owe money to is … .

14. The shares in a … limited company can be bought and sold freely.

15. Another name for a business is … .

16. When a limited company fails, it goes … .

17. Money you owe to another person is … .

18. Shares in public limited companies are usually bought and sold at a … exchange (which is also called a … market).

Exercise 2. Decide what sort of business you would start in these situations. Not only one correct answer is possible in any case and your may be able to think of more than one possibility. Give your reasons.

1. You and your spouse (husband or wife) want to start a grocery shop in a small village. There is already one grocery shop in the village owned by an old lady. Your bank will lend you the money you need.

2. Two couples have enough money to buy a small hotel which they will all work in. One of the couples has two young children.

3. You want to sell fruit and vegetables from a stall at the market. You need 500 pound capital which you can borrow from your father.

Exercise 3. Translate the following “Business News in Brief”.

1. International Airways have improved their domestic service and brought down their prices. IA now have regular flights between ten cities in this country and their fares are about the same as first class rail fares. Airfreight rates (Sanoafee) are lower too.

2. The government have announced that trade figures — the Balance of Trade is in the red, but our Balance of Payments is in the black (to be in the red — вести справи збитково, вказувати на збитки; to be in the black — вести справи з прибутком, вказувати на прибутковість) . The trade deficit is Ј 1.2 m, but because of the large number of visitors to the country this year, our Balance of Payments surplus is just over two million pounds.

3. The pound is standing strong against the dollar at 2.56. Last month the pound was only worth $2.1. As a result we expect to handle more exports than imports in the next few months.

4. We regret to announce that one of our customers has gone into liquidation. ABD plc was a building firm which worked mainly on private housing. About two thousand ABD workers are now unemployed.

5. The major credit card companies say that they lose about Ј 3,000,000 a year in this country from stolen cards. The latest figures show that one in six people now holds at least one credit card and that 90% of credit card holders have two or more credit cards.

6. The Stock Exchange closed at 254.3 on the last day of the month. This is 5.4 points down on the previous month, but 10.2 points up on the same month last year.

Exercise 4. Translate the following sentences into English.

1. Ці люди є інвесторами та власниками акцій.

2. Пан Джонсон є головним власником акцій.

3. Щоб розпочати справу, необхідно взяти кредит у банку.

4. Капітал компанії поділено на 60000 акцій, кожна вартістю в 1 долар.

5. ТОВ називається так тому, що вона несе обмежену відповідальність перед кредитувальниками у випадку її ліквідації.

6. Акції продаються на біржі.

7. Якщо компанія процвітає і сплачує високі дивіденти, її акції дорого коштують.

8. Якщо компанія збиткова, вона припиняє торгівлю і ліквідується.

9. ТОВ у випадку ліквідації чи банкрутства продає все своє майно, в тому числі і особисте майно засновників, щоб сплатити борги кредиторам.

10.Приватні підприємці несуть необмежену відповідальність за борги своєї фірми.

 GRAMMAR EXERCISE 16 Завдання

Exercise 1. Complete the following sentences with the modal verbs must or can. Take your information from the above-given text.

1. There … be at least two partners in a partnership.

2. A person who wants to start a business, but who has not got any partners … start a sole proprietorship.

3. Two people starting a business together … start a partnership or a private limited company.

4. You … have as many as 20 people in a partnership.

5. A sole proprietor … pay the firm’s debts with his/her own money if necessary.

6. Each partner … pay the firm’s debts with his/her own money if necessary.

7. Anyone … buy shares in a public limited company.

8. The name of a private limited company … includes the word “limited” or the abbreviation Ltd.

9. You … only buy shares in a private limited company if the other shareholders agree.

10. You … draw up a Memorandum and Articles of Association (6nbaa ae6eTfa5fTaT Tauanbaa) when you start a limited company.

Exercise 2. Transform the sentences in the First conditional (likely possibilities) into the Second conditional (unlikely possibilities) in the Present Indefinite Tense Form according to the following model.

Model: F.C. If you buy shares you will own part of the company.

S.C. If you bought shares, you would own part of the company.

Translate the following.

1. If you start a business, you will need capital.

2. If the bank gives you a loan, you will pay interest on it .

3. You will have unlimited liability if you start a partnership.

4. If you buy shares, you will be a shareholder.

5. You will be a partner if you invest in a partnership.

6. If the limited company fails, you will only lose the value of your shares.

7. If you buy a controlling interest, it will cost you several thousand pounds.

Exercise 3. Supply the definite or indefinite articles where necessary. Translate the text.

Memorandum of Association

In order to start … limited company, you must draw up two legal documents, … Memorandum of Association and … Articles of Association. In … small groups, start your own company. Decide on … name of … company, what you are going to do and how much capital each of you are going to invest. Then draw up … Memorandum. Write … full sentence for each of … six clauses, which say the following:

1. … name of … company (“… name of … company will be …”).

2. … country where … company is …

3. … type of … trade … company will carry on …

4. … sentence saying that … liability of shareholders is limited by … amount invested in shares in … company.

5. … amount of … capital … company has and … number and value of … shares.

6. … sentence saying that … shareholders wish to form this company. Each shareholder signs … Memorandum and writes next to his/her name … number of shares he/she is buying. Write … date.

NB … Articles (6nbaa) are more complicated and give … details of how … company will be run, how often … shareholders’ meetings will be held and so on.

Exercise 4. Supply the prepositions where necessary. Translate the sentences.

1. The person I owe money … is my friend.

2. … other words, sole proprietors and partners have unlimited liability … their firm’s debts.

3. If your firm fails, you will go … bankrupt.

4. If a limited company fails, it goes … liquidation.

5. It is your legal duty … creditors to pay … all debts.

6. The activities … a limited company is to buy and sell … goods.

7. Shares … public limited companies are usually bought and sold … a stock exchange.

8. These must be … least two partners … a partnership.

9. You must draw … a Memorandum and Articles of Association when you start a limited company.

10. The shareholders may lose the money they paid … the shares.

11. The company’s capital is divided … 100,000 shares … 1 pound each.

12. The profit … the company is divided … the shareholders.

Lesson 17. SALES AND FINANCE DOCUMENTATION

 VOCABULARY PRACTICE 17.1 Завдання

Exercise 1. Answer the following questions on the text above.

1. Which documents are requests for payment?

2. Which documents are a sort of ticket for transporting goods?

3. Which document is a request for goods?

4. Which documents are reciepts for goods?

5. “Household Designs” sent goods by air to a regular customer in France. Which documents do you think were used?

6. Who wrote the cheque shown in the text?

7. When did she write the cheque?

8. Who is the payee?

9. Who does Liz Shepherd work for?

10. Whose account number is 013378234?

11. Who made out the cheque?

12. Who is the person receiving the money?

13. Who signed the cheque?

14. Whose signature is on the cheque?

15. What do you think the abbreviation a/c stands for? (The word is on the cheque.)

Exercise 2. Translate the following memo. Pay attention to how it is written.

INTERNAL MEMORANDUM

TO: Anne Bell

FROM: Graham Davis

DATE: 23 March 1997

SUBJECT: Office furniture

We need new chairs for visitors in the reception area. Can you arrange it? We need 10 comfortable chairs in either blue or green. Take maximum amount you can spend is £600 .

Exercise 3. Complete the following sentences with the words from the text. Translate the sentences.

1. A … cheque has a later date on it.

2. You sign a cheque with your … .

3. The payee writes the number of the … on the back of the cheque so that the bank will definitely pay the money.

4. You … a cheque when you sign your name on the back.

5. An order to the bank to pay money to someone is a … .

6. The money comes out of the …’s account when he/she writes a cheque.

7. If the cheque is you can endorse it.

8. The words “or … ” mean you can endorse a cheque.

9. The person the cheque is made out to is the … .

10. A person who has an account at a bank is an … .

11. One of the offices of a bank where you can pay in or draw out money is a … .

12. To write a cheque is to … a cheque.

13. A/c stands for … .

Exercise 5. Translate the following sentences into English.

1. Коли ви подорожуєте залізницею, Вам потрібен квиток як доказ, що ви сплатили за проїзд. .

2. консигнаційна записка до товарів , відправлених морем, має назву «коносамент».

3. Коли компанія купує товари, вона відсилає постачальникам замовлення.

4. Якщо покупець є постійним клієнтом, то постачальник спочатку відсилає йому товари, а потім – рахунок.

5. Якщо у вас є рахунок в банку і ви бажаєте сплатити комусь, ви виписуєте чек.

6. Ми повинні оплатити несплачену суму.

7. Іноді, коли постачальники отримують запит, вони відсилають попередній рахунок.

8. Якщо постачальник незнайомий з покупцем, покупцеві доведеться спершу сплатити за товар.

9. Індоссувати чек означає перевести кошти на іншу особу.

10. Банки дають більшості своїх власників рахунків гарантійні картки, що називаються чекові картки.

 GRAMMAR EXERCISES 17 Завдання            

Exercise 1. Put the principal clause of the following sentences in the Past Simple Tense form and the subordinate clause in the Future in the Past according to the model.

Model: She says that she will send this letter tomorrow.

She said that she would send this letter next day.

1. The company says that they will receive the goods as soon as possible.

2. The buyer says that he will be our regular customer.

3. The Manager Director says that he will send the statement at the end of this month.

4. She says that she will pay the amount tomorrow.

5. They say that they will pay all their debts in several days’ time.

6. Our customer says he will pay in advance because we do not know him well.

7. This man always says that he will open his account in our bank soon.

8. Nick tells Anne he will give her a cheque for Ј10.

9. The company say they will guarantee their account holders.

10. Anne says that Nick’s cheque will be endorsed to him.

Exercise 2. Put the following sentences in the Passive form according to the model; translate the sentences paying attention to the words in bold type.

Model: The suppliers sell goods to customers. Goods are sold to customers by the suppliers.

1. When you travel by train you need a ticket as proof that you paid.

2. When companies buy goods, they send an order to the suppliers.

3. The suppliers send an invoice to the buyers.

4. The buyers do not pay the goods immediately.

5. The buyers then pay the amount outstanding.

6. Sometimes when the suppliers receive an enquiry, they send a pro-forma invoice.

7. Anne sent an order to “Household Designs”.

8. Jane made out an air waybill which is the ticket and receipt for the goods sent by air.

9. Anne received the goods and paid the pro-forma invoice.

10. If the suppliers do not know the buyers, the buyers may pay in advance.

Exercise 3. Supply the prepositions in the following sentences where necessary.

1. Anne had passed her exams before she left … school.

2. After that she went … secretarial college and then she worked … a bank.

3. Later she lived … London and finally she moved … Manchester and got a job … Transworld.

4. Mr Perez received the goods … air.

5. When companies and firms buy goods they send orders … the suppliers.

6. Usually the suppliers send a statement … the end … the month.

7. The cheque was endorsed … Nick Blake.

8. The shop assistant compares the signature … the cheque and … the card and writes the guarantee card number … the back … the cheque.

9. He has much money … his account … the bank.

10. Further … our meeting … yesterday, I would like to place an order … your company … 10 chairs (blue or green).

Exercise 4. Supply definite or indefinite articles where necessary in the following sentences. Translate the sentences.

1. What is different about … roman numerals on … clock face?

2. Why aren’t you answering … phone?

3. This advertisement appeared in … national paper recently. Can you find … ten typing errors they made?

4. … large rise in … price of oil means that … most freight rates will go up in … next few weeks.

5. The new container ship which is being built in … Sutton Docks has brought … employment to thousands of workers in … area.

6. Counts Bank have said that they will charge … customers from other banks who cash … cheques at their branches.

7. The Lutine Bell rang at Lloyd’s when SS (steam ship) “Eagle” sank in … North Atlantic. Fortunately, … “Arctic Queen” was near by and picked up all … crew.

8. … West Trucks Ltd have bought two super trailers from … mystery company.

9. Don’t forget … post code.

10. That’s … message from … post office.

Exercise 5. Used to do … (Construction meaning that the action took place continuosly in the past). In pairs, talk about things in the past which are not true now. See the model.

Model: P : There isn’t an airport at Ayton nowadays.

R : Did there use to be an airport at Ayton then?

P : There used to be, but there isn’t any more.

P : She has only worked for GLM since the takeover.

R : Didn’t she use to work for GLM then?

P: She didn’t use to, but she does now.

1. They don’t handle dangerous cargo since the accident.

2. Transworld send containerised goods nowadays.

3. There isn’t a railway line between Dutton and Norton any more.

4. He doesn’t export to Italy now.

5. Transworld arrage airfreight consignments these days.

6. They make stereo equipment since they expanded.

Lesson 18. APPLYING FOR A JOB

VOCABULARY PRACTICE 18.1 Завдання      

Exercise 1. Use the clues to help you (to) complete the sentences. The words are all in text above:

Clues:

1. As the company grows, the computer systems …

2. The Staff Controller together with the Data Manager …………………………………………… of the job description.

3. Chemical Machinery is an ………………………………. company.

4. Our West European Division is urgently … an ambitious Software Engineer.

5. The successful applicant is … to be under 35.

6. He or she currently holds a post at middle management level and is … in French and English.

7. Raymond Roussel decided to send ………………………………….. to Mr Field.

8. Further to our this morning, I can confirm that I wish to apply for this… .

9. I can come to Lille for the interview any time, provided I have at least three days’ … .

10. Several days later Helen receives a …………………………………………… from the Staff Controller of Chemical Machinery.

11. He is one of four SSDEs in my Department, who ………………………………………. to me.

12. He is … and hard-working.

13. He has a natural … for understanding and solving problems.

14. He sometimes appears to lack … in English.

15. Having studied the … of the post for which he has applied, I can confidently … him.

16. The starting … will be US $4750 per month.

17. There will be a of six months.

18. Reasonable … expenses will be met.

19. Further … of salary scales, fringe benefits and conditions are … .

20. If you wish to accept the … please let me have your … in writing within seven days.

Exercise 2. Read and translate the text. Pay attention to some structures and phrases used at an interview.

At an Interview

Interviewer: Are there any questions you want to ask us? Applicant: Yes, I’d like to know more about the people I’ll be working with.

I: Well, this is a new post. We’re not quite sure which department it will be in — Marketing or Technical.

A: The thig is, I see my career developing more towards marketing.

I: Marketing’s rather a big jump. After all, as an engineer, you won’t be directly involved in selling.

A: You never know! Anyway, I’m certainly going to be involved in product development.

I: Well, maybe you have a point there. It depends on how you look at it.

A: OK, let’s say I’m going to be on the marketing side. Perhaps you can tell me who I’ll be working with.

Exercise 3. Complete the following ideas with your own words.

1. As “Chemical Machinery” is expanding …

2. The organisation uses computers and as it grows …

3. Notice how carefully the Staff Controller …

4. The DSEM is responsible for …

5. Chemical Machinery is seeking …

6. The successful applicant is likely to …

7. He or she currently holds …

8. Further to our telephone conversation …

9. He knows that business documents must be easy to read and understand. That is why …

10. I took a year off and …

11. Dr Roussel has worked for this company since October 1990 …

12. He is one of four SSDE in my Department who report direct to me. I have found …

13. After the selection interview Raymond was …

14. The starting salary will be …

15. Further particulars of salary …

16. I am writing to confirm …

17. I am pleased to accept …

18. I look forward to joining …

Exercise 4. Translate the following sentences into English.

1. Фірма випускає обладнання для хімічної промисловості .

2. Він працює інспектором відділу кадрів в нашій компанії.

3. Працівники відділу кадрів склали чорновий варіант посадової інструкції.

4. Фіпма розмістила оголоення в кількох газетах стосовно нової вакансії інженера з програмного забезпечення.

5. Раймонд Філд, компьютерний програміст з Франції, претендує на цю посаду.

6. Після нашої телефонної розмови в середу підтверджую, що я претендую на цю посаду і додоаю свою анкету.

7. У цього кандидата на посаду цікавий послужний список.

8. Я можу приїхати до вас на співбесіду в будь-який час, якщо ви повідомите мені принаймні за 3 доби.

9. Повідомляю вам імя та прізвища людей, які могли б мені дати рекомендації.

10. В першому розділі анкети він вказав ПІБ, домашню адресу та телефон, дату та місце народження, національність, стать та сімейний стан.

11. В другому розділі анкети він вказав всі навчальні заклади, які він закінчив, і всі наукові ступені які він отримав.

12. В другому розділі анкети він вказав весь свій послужний список після закінчення останнього ВНЗ.

13. Після співбесіди один кандидат був прийнятий, а іншим двом – відмовлено.

14. Начальник відділу кадрів попросив в письмовій формі підтвердити своб згоду обіймати цю посаду.

Exercise 5. You are interviewing a candidate who does not appear to have the right qualifacations for the Job. Read these examples:

I speak fluent Russian and Japanese. Yes, but what we need is someone who can speak Ukrainian.

And I have three years’ experience. Yes, but what we need is someone with at least 5 years’ experience.

Now you go on in the same way. The notes show what sort of person you need for the job.

You need someone:

1. a) who can speak French;

1. b) with at least ten years’ experience;

1. c) over thirty;

1. d) with research experience;

1. e) with an engineering degree;

1. f) who can work in a team;

1. g) who has worked overseas;

1. h) who is willing to travel extensively;

1. i) who can build an enthusiastic team;

1. j) who can work as a computing programmer.

GRAMMAR EXERCISES 18 Завдання

Exercise 1. Supply the prepositions where necessary.

A letter from an applicant for the secretarial post advertised in a newspaper

(home address)

Blake and Son Personnel Services

PO Box 203                                                                      9 January 1998

London SW1, 6JN

Dear Sir

I am interested … applying for the post of secretary … your company, which was advertised … the Daily Telegraph, 4 January 1998.

I am … present working … Watson and Sons Ltd in Crawley, where I have been Personal Secretary … the Head … the Legal Department … the past 2 years. This position also includes responsibility … translating and occasional interpreting … meetings … overseas clients.

I enclose my curriculum vitae and will be happy to give you any further information, should you require it.

Yours faithfully,

JOAN BELL

Exercise 2. Supply the proper articles where necessary. Translate the text.

…Data Servicing Department had … staff of ten, out of … total staff in … London office of 150. … company had … turnover, in 1998, in … region of US $20m. I was responsible for … staff of seven and for … functioning of all data processing services within … company and all data communication. In 1998 I also planned and supervised … installation of … equipment and software, and organised … training courses for all employees.

Del Conte is … small, but successful, firm of … financial and investment consultants. We have … clients in … most European countries, North America and Japan. I am responsible for maintaining … firm’s data processing system, which is in … contact throughout … day and night with … world’s major stock exchanges and money markets. I also maintain … software which processes … portfolio values, clients’ accounts, etc.

Exercise 3. Use the adverbials “rather” or “quite” in the following sentences:

1. What do you think of the new manager?

2. Oh, I … like him. He is … good.

3. Are you sure? Yes, I’m … sure.

4. You have made a mistake. You’re … right. I’ve made a mistake.

5. Can I have a word with you? Well, I am … busy at the moment.

6. Is it all important? Yes, it is … .

7. Did she do it well? Yes, I thought she did .. well.

8. Are you surprised that Raymond decided to sail around the world? Yes, I’m … surprised that he did so.

9. Do you agree with him? No, I don’t … agree with him.

10. Are you … sure that he is good for this post? Yes, I’m … sure.

11. Do you think your travel was useful? Yes. actually I think it was … useful for my career because I tested a new navigation equipment.

In the examples given above before other words “quite” means “completely” or “rather” also has two meanings. It can also mean “to a small degree”.

Exercise 4. Transform the following questions into indirect speech in the Past Indefinite Tense form according to the model:

“My name is Raymond Roussel”.

He asked what my name was.

“What post do you hold in the company now?”

He asked what post I held in the company then.

“Can you show me your certificate?”

He asked me whether (if) I could show him my certificate.

“Have you already written you track record?”

He asked if I had already written my track record.

1. Have you been to France before?

2. How long have you been working for Blake and Son company?

3. When did you do your military service?

4. Have you travelled much?

5. When were you at university?

6. Are you applying for the post of secretary?

7. Can you send me your curriculum vitae?

8. What is your merital status?

9. What year did you get your PhD?

10. What other companies have you worked for?

11. Did your studies at the university lead to a degree?

12. Can I give your name as a referee?

13. Could I have a quick word with you?

14. Who do you report to in your department?

15. Have you already sent a reference request to him?

16. What is your salary in the firm at present?

17. Have you got a natural aptitude to this job?

18. Is he a dependable and hard-working man?

19. How many people were selected as applicants for this job?

20. How many applicants were rejected?

21. What are fringe benefits at your post?

22. Have you already confirmed that you accept this post?

23. How long was your probationary period at the post of personal secretary?

24. What were the terms of the contract signed by two firms?

25. Did the boss ask you to notify him in writing?