РАЗДЕЛ 5 . Деловая корреспонденция. Контракты и счет-фактуры

UNIT 5. Business correspondence. Contracts and invoices

Text 20.

Прочтите T екст 20  и выполните задания после текста.

PRICES AND TERMS OF DELIVERY

When sellers quote prices in their offers they usually state on what terms, at this price, they will deliver the goods. The price will certainly depend on the terms of delivery. Terms of delivery are included in internationally recognized standard that is used worldwide in international and domestic contracts for the sale of goods, e.g. Incoterms 2010. “Incoterms” mean International Commerce Terms. The most popular terms of delivery in foreign business transactions are:

– FOB (free on board) - If the goods are offered on FOB terms, the price will include the cost of the goods and transportation expenses to the port of shipment.

– CIF (cost, insurance and freight) - the price will cover the cost of the goods, insurance expenses and freight expenses or transportation expenses, to the port of destination;

– С & F (cost and freight) - the price will cover the cost of the goods and freight to the port of destination;

– FOR (free on rail)- the price will include the cost of the goods and transportation expenses to the railway station only

Here are a few examples of how terms of delivery can be mentioned in offers:

– The price is USD 2,000.00 per ton FOB New York.

– The quoted price is GBP 1,200.00 each CIF Murmansk.

– We can offer the goods at the price of GBP 78.00 per metre С & F Liverpool.

– The goods are offered on a FOR basis.

The date of the bill of lading issued in the name of the Buyers is to be considered the date of delivery.

Payment is usually made by a letter of credit on presentation of the following documents:

1) Sellers’ Commercial Invoice

2) Full set of clean on board Bills of Lading

3) Quality Certificate issued by the laboratory

4) Weight Certificate issued by the recognized company

5) Certificate of Origin issued by the Chamber of Commerce and Industry

6) Insurance Policy issued by the State Insurance company.

1. Ответьте на вопросы по тексту:

1. Is delivery of goods considered by sellers when they quote prices?

2. What is Incoterms?

3. What does the price include if the goods are offered on FOB terms?

4. What does the price include if the goods are offered on CIF terms?

5. What does the price include if the goods are offered on С & F terms?

6. What does the price include if the goods are offered on FOR terms?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

Выставить цену, предложения, доставить товар, условия поставки, продажа товаров, стоимость товаров и транспортировки, порт отгрузки, страховые расходы, грузовые расходы, порт назначения, способ транспортировки, перевозятся на борту корабля, перевозятся по железной дороге, за тонну, за метр.

3. Расскажите, используя профессионально-орентированную лексику, что говорится в тексте о:

Price, terms of delivery, Incoterms, the most popular terms of delivery.

Text 21.

Прочтите T екст 21  и выполните задания после текста.

TERMS OF PAYMENT

Offers usually state the terms on which the goods are to be paid or terms of payment.

Terms of payment usually mean the currency, time of payment, mode of payment and many details.

In foreign trade transactions various modes of payment are practised, among which the most popular are as follows:

– by a banker's transfer;

– by a letter of credit;

– for collection;

– by drafts;

– on an open account.

Sometimes mixed terms are practiced. That depends on the value of the goods, volume of the goods, time of delivery and many other factors.

Here is an example of how terms of payment can be stipulated in the offer for some expensive sophisticated equipment:

We propose the following terms of payment...

Ten percent of the total sum should be paid in advance by telegraphic banker's transfer.

Fifty percent of the total sum should be paid by telegraphic banker's transfer within 30 days after your bank receives shipping documents.

Forty percent of the total sum should be paid by drafts at 90 days' sight.

1. Ответьте на вопросы по тексту:

1. Do offers usually state terms of payment?

2. What particulars do terms of payment cover?

3. What terms of payment are practiced in foreign trade?

4. On what does the choice of terms of payment depend?

5. What example of terms of payment is quoted in the text?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

Предложение, условия платежа, товары оплачиваются, сделки международной торговли, способы платежей, банковский перевод, аккредитив, валюта на инкассо, тратта (вексель), по открытому счёту, ценность товара, объем товара, время доставки, общая сумма, произвести предоплату, погрузочные документы.

3. Расскажите, используя профессионально-орентированную лексику, что говорится в тексте о:

Terms of payment, modes of payment. 

Text 22.

Прочтите T екст 22  и выполните задания после текста.

COMMERCIAL INVOICES

Commercial invoices are usually issued by sellers or sellers' banks after the goods are shipped. Together with shipping documents invoices are usually sent to the buyers’ bank for payment. Commercial invoices generally contain the following information:

– number and date of the invoice;

– number and date of the contract;

– date of delivery;

– number and date of the transport document;

– description of the goods;

– price per unit;

– quantity;

– total amount to be paid.

Here is a part of a specimen invoice:

Invoice No R04-22

Date: 27 November, 1994

Contract Reference: Contract 32-1 of 4 September, 1994

Payment terms: by letter of credit

Sold to: Petro Co., Liverpool, England

Shipped: by Hafta Co., Liverpool, England

Vessel: Alexander Pushkin

Date of shipment: 20 November, 1994

Port of shipment: Riga

Port of destination: Liverpool

Description: Chemicals ST, CIF Liverpool

Quantity: 5000 kg.

Unit price: GBP 175.00 per kilo

Total amount: GBP 875, 000. 00

Currency: English Pound Sterling

Bank: United Bank, Liverpool

1. Ответьте на вопросы по тексту:

1.    When are commercial invoices issued?

2.    What information is usually included in the invoice?

3.    Look at the part of the specimen invoice n the text above. When were the goods shipped?

4.    How were the goods paid? How much goods were shipped?

5.    What is the price per unit and the total amount to be paid?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

   Коммерческий инвойс, выставить инвойс, транспортно-сопроводительные документы, дата доставки, условия платежа, аккредитив, судно, дата отгрузки, порт назначения, наименование товара, цена за единицу; цена за тонну; общая сумма к оплате, валюта.

РАЗДЕЛ 6. Маркетинг

UNIT 6. Marketing

Text 23.

Прочтите T екст 23  и выполните задания после текста.

MARKETING

Marketing includes all the business activities connected with the movement of goods and services from producers to consumers. Sometimes it is called distribution. On the one hand, marketing is made up of such activities as transporting, storing and selling goods and, on the other hand, a series of decisions you make during the process of moving goods from producer to user. Marketing operations include product planning, buying, storage, pricing, promotion, selling, credit, traffic and marketing research.

The ability to recognize early trends is very important. Producers must know why, where, for what purpose the consumers buy. Market research helps the producer to predict what the people will want. And through advertising he attempts to influence the customer to buy. Marketing operations are very expensive. They take up more than half of the consumer's dollar. Thе trend in the USA has been to high mass consumption. The construction of good shopping centres has made goods available to consumers. It provided a wide range of merchandise and plenty of parking facilities.

1. Ответьте на вопросы по тексту:

1. What does marketing mean?

2. What activities does marketing consist of?

3. What do marketing operations include?

Text 24.

Прочтите T екст 24  и выполните задания после текста.

MARKETING AND ADVERTISING

Marketing concept includes various elements such as planning, research, new product development, sales, communications, advertising, etc. Marketing starts with production and later studies all its stages before, during and after production. In the sales area, marketing provides information about forward demand for products and services.

 Advertising is an important element of the marketing plan. It is used to increase sales by making the product or service known to a wider audience, and by stressing its superior qualities. A company can advertise in many ways, depending on how much it can spend on advertising. The different media for advertising include television, radio, newspapers, magazines and direct mail, by which advertisers send letters, brochures and leaflets directly to potential customers advertising is a highly developed business a lot of money is spent on advertising in every country.

 Marketing planning is an integral part of the marketing mix and it depends on a thorough situation analysis.

 

1. Ответьте на вопросы по тексту:

1. What does marketing concept include?

2. What does marketing start with?

3. What information does marketing provide in the sales area?

4. What is an important element of the marketing plan?

5. What do the different media for advertising include?

6. What kind of business is advertising?

7. How much money is spent on advertising in every country?

8. What does marketing planning depend on?

 

2. Переведите следующие предложения на английский язык:

1. Понятие маркетинга включает различные элементы, такие как планирование, исследование, разработка новой продукции, продажа, переговоры, реклама и т.д.

2. Маркетинг обеспечивает информацией о перспективе спроса на продукцию компании или обслуживания.

3. Реклама – высокоразвитый бизнес.

4. Маркетинг начинается с производства и изучает все его стадии до, во время и после производства.

5. Рекламодатели отправляют письма, брошюры, листовки непосредственно потенциальным покупателям.

6. Много денег тратится на рекламу в каждой стране.

7. Маркетинговое планирование – неотъемлемая часть системы маркетинговых мероприятий и зависит от анализа ситуации.

 

3. Поставьте глаголы-сказуемые в соответствующей видо-временной форме:

1. We (to thank) you for your letter of March 5-th.

2. Last week our clients (to write) to us that they (to need) the machine tools urgently.

3. For some reason of other they (to stop) the construction work for sometime, but they will resume it very soon.

4. Exhibitions and fairs (to hold) every year in many countries of the world.

5. Mr. Johnson (to give) all the necessary information on the model during his visit to our office.

6. They (to be) our regular buyers of the mining equipment from Russia for the last years.

7. We (to consider) your price competitive.

 

4. Выпишите из текста “ Marketing and advertising ” предложения, в которых глаголы-сказуемые употреблены в страдательном залоге.

5. Сделайте следующие предложения вопросительными:

7. Advertising is an important element of the marketing plan. (What?)

8. All the necessary information was sent to the firm last week. (When?)

9. The accommodation was reserved by cable. (How?)

10. A new contract has just been signed. (What?)

11. Our president is satisfied with the results of the talks. (Who?)

Text 25.

Прочтите T екст 25  и выполните задания после текста.

MARKET RESEARCH

     A market is anywhere that buyers and sellers come together to ex­change goods and services. Market research is of great importance for any business. Market research can be defined as a collection, collation and analysis of data relating to the marketing and consumption of goods and services. For example, firms gather information about the likely consumers of a new product and use the data to help in their decision making process. Market research includes the following aspects:

- a demand for a product

- what style, shape color or Form it should take

- the price people can pay for it

- information about themselves - their age, likes, interests and life styles.

     Market research can either be carried out by a firm itself or by a market research agency. The research involves collecting primary data. This is information which has to be collected to gain marketing advan­tages (получить маркетинговое преимущество над...) over other firms. Most primary information is gathered by asking consumers questions or by observing their behavior. The most accurate way to do this is to ask or observe all consumers of a particular product. However, this may be either impractical or expensive. That's why there are some other research methods a business can use. Among them are: questionnaires (анкета), personal and telephone interviews, postal surveys, obser­vation and many others.

1. Ответьте на вопросы по тексту:

    What is a market?

    What aspects does it include?

    What research methods do you know?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

    Покупатели и продавцы, собирать информацию, иметь большое значение,

    потенциальные потребители, процесс принятия решения, самый точный

    способ, дорогой.

3. Заполните пропуски словами из текста:

1) Market research … either be carried out by a firm itself or by a market research agency.

2) This information … to be collected to gain marketing advantages over other firms.

3) Market research can be defined as a collection, collation and analysis of data relating to the marketing and consumption of goods and services.

 

РАЗДЕЛ 7. Банки

UNIT 7. Banks

Text 26.

Прочтите T екст 26  и выполните задания после текста.

BANKS

Bank generally, a corporation formed for the purpose of maintaining savings accounts and checking accounts, issuing loans and credit, and dealing in negotiable securities issued by governmental entities and corporations.

By law, banks are usually permitted to engage in activities and offer numerous services incidental to and beyond those listed above, e.g., buying and selling gold and silver. Banks earn money by investing their customers’ deposits. Banks protect the customers against loss and are strictly regulated.

Commercial bank by far, the most common and most unrestricted type of bank. It is allowed the widest range of services it offers and the investment it makes. Its major limitation is that it must keep on reserve a larger percentage of its deposit. This reserve is used to cover the bank’s daily needs, to guard against a money shortage at the bank and a resulting panic, and to shield the customers against the bank’s failure and the consequent loss of deposits.

Savings bank’s major service was the “time” savings account, or deposit, from which money, once deposited, could be withdrawn only after a set period elapsed or 30 days’ notice was given. By law a savings bank’s investments are usually limited to certain corporate and government bonds and securities. Its advantages are that it can pay higher interest rates than commercial bank, has certain tax benefits, and can keep a smaller percentage of its deposits on reserve. Usually, the bank is owned by its depositors as creditors whose dividends are paid in form of interest on their accounts.

1. Ответьте на вопросы по тексту:

1. What is bank in general?

2. What are bank’s objectives?

3. How do banks earn money?

4. What is the “time” savings account?

5. What are advantages of savings banks?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

Хранить сберегательные счета, выдавать ссуды и кредиты, оборотные ценные бумаги, государственные юридические лица, заниматься деятельностью, предлагать услуги, зарабатывать деньги, вклады клиентов, защищать клиентов от банкротства банка, потеря вкладов, сберегательный банк, процентная ставка.

3. Расскажите, используя профессионально-орентированную лексику, что говорится в тексте о:

Banks’ services, commercial bank, savings bank.

Text 27.

Прочтите T екст 27  и выполните задания после текста.

SBERBANK TODAY

Sberbank of Russia is the largest bank in Russia and CIS. Sberbank dominates the Russian banking sector in terms of total assets. It is the key lender to the national economy. Sberbank's equity totals RUB1.7 trln, which corresponds to 27.4% of aggregate capital of Russian banks. The founder and principal shareholder is the Central Bank of Russia, which owns 50% of the Bank's authorized capital plus 1 voting share. The rest of the shares are held by international and domestic investors.

Established in 1841, during Sberbank's 170-year history, it has grown into a universal commercial bank with diversified businesses. Sberbank provides banking services to individuals and all types of corporate clients including big corporates, small and medium-sized businesses as well as state-owned, sub-federal units and municipalities.

Sberbank provides a broad range of banking services to clients, including deposits, various types of loans (consumer, car loans and mortgages) as well as bank cards, money transfers, bank insurance and brokerage.

Sberbank provides banking services in all of the 83 sub-federal units of Russia and operates a unique branch network of 17 Regional Banks and more than 18,400 branches. The Bank also offers services through a new distribution channel - one of the world's largest network of ATM machines and self-service terminals (~68,000). Sberbank is also actively developing its Mobile Bank and Sberbank Online applications with a massive client base totaling over 5.4 mln of active users.

Sberbank has always been one of the best brands in Russia and universally recognizable household name standing for stability and reliability. In recent years, however, Sberbank has focused on innovation and modernization of its infrastructure and technology.

1. Ответьте на вопросы по тексту:

1. What is the status of Sberbank in Russia and CIS?

2. What is Sberbank's equity?

3. What is the founder and principal shareholder? What does it own?

4. Whom does Sberbank provide its banking services to?

5. What does the broad range of Sberbank's services include?

6. What branches does Sberbank have?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

СНГ, общие активы, акционерный капитал, суммарный капитал, учредитель, голосующая акция, физические лица, корпоративные клиенты, средний бизнес, банковские услуги, вклады, ссуды, ипотека, денежные переводы, страховка, сеть филиалов, банкомат, клиентская база, надежность.

3. Расскажите, используя профессионально-орентированную лексику, что говорится в тексте о:

Equity, the Central Bank of Russia, banking services, regional branches, Sberbank as the best brand in Russia.

Text 28.

Прочтите T екст 28  и выполните задания после текста.

VARIOUS SERVICES OF BANKS

Banker’s services cover an enormous range of activities today.

A full list would include:

1. Current account services

They are extended to anyone whom banks regard as reliable. A new depositor should be recommended by his employer or should present a reference. If this proves satisfactory the bank will accept a deposit from him which will be entered in his current account.

A cheque book will then be issued free of charge. Once the customer has received his cheque book he may use the cheques to order the banker to pay our sums of money from his current account. Money is being paid into and paid out of the account as often as the customer finds convenient.

2. Deposit account services

Companies and individuals can deposit cash funds that are not needed at present. They need it or after a certain period in case of time deposit.

3. Savings account services

It enables small savers to put money away for particular purposes, for example, for holidays.

4. Other services:

– foreign exchange;

– foreign exchange transactions;

– services in foreign trade payments;

– granting loans;

– services in investment management;

– safe custody;

– economic information;

1. Ответьте на вопросы по тексту:

1.       Whom are current account services extended to?

2.       When is a cheque book issued?

3.       What cash funds are deposited by companies and individuals?

4.       What taxes are paid by employees?

5.       What is P.45?

2. Найдите в тексте эквиваленты слов и выражений профессионально-ориентированной лексики:

   Банковские услуги, услуги по расчетным счетам, надежный, новый вкладчик, предоставить рекомендацию, принять вклад, чековая книга, выдается бесплатно, оплатить со счета, услуги по депозитным счетам, денежные средства, откладывать деньги на конкретные цели, обмен иностранной валюты, сделки в иностранной валюте, выдача ссуд, ответственное хранение.

3. Расскажите, используя профессионально-орентированную лексику, что говорится в тексте о:

Current account services, deposit account services, savings account services.