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1.The time and the date of the meeting, where it was _______ and who

______ it.

2.The names of all those ________ and apologies for _______.

3.All agenda items discussed and all ________ reached.

4.The time at which the meeting _______.

5.The time, date and ______ of the next meeting.

3.a) Read this extract from the article on the role of a chairperson.

A group of people meeting together can very often produce better ideas and decisions than a single person working alone. The original idea is challenged, tested and modified by argument and discussion until it is improved and sometimes transformed.

The chairperson’s role is to guide, stimulate and summarize this debate – and stop it becoming heated and turning into clash of personalities.

New and original suggestions are vital to the future development of any organization and must be encouraged, even if many of them will never actually be put into practice. It is all too easy for people to ridicule someone else’s suggestion, especially if they are trying to enhance their own status. It is up to the chairperson to encourage members to turn suggestions into practical ideas.

b)Here are five nouns from the text. Give the corresponding verbs: decision - _________

argument - ________

discussion - _______

suggestion - _______

development - _____

c)Here are five verbs from the text. Give the corresponding nouns:

modify - _________

improve - ________

transform - _______

summarize - ______

encourage - _______

4. Find the six missing verbs to complete these sentences. The first letter is given each time to help you:

1.The chief accountant was invited to a________ the meeting for ten minutes to explain the new pension scheme.

2.The marketing manager had to a_______ a shareholders’ meeting all morning.

3.The chairwoman o_______ the meeting by thanking everyone for arriving so promptly.

4.As some vital documents had not been received, the meeting was p_______

until the following day.

5.Due to sickness, the meeting was c_________ and everyone was asked to submit their views in writing to the managing director instead.

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6. An emergency meeting was c________ for that afternoon to discuss the trade union’s latest proposals.

Useful vocabulary for conducting a meeting.

Starting the meeting

-Welcome…

-O.K. Shall we begin?

-Could we begin by…?

-Right. Let’s get started.

-To begin with, I’d like to …

-The first item on the agenda is …

Establishing objectives

-The purpose of this meeting is …

-Today we need to look at …

-We’ve come here to discuss …

-I’d like to outline …

-I’d like to explain a little about …

-I think we need to lay this matter on the table before we proceed.

Giving the permission to speak

-Mr.Smith, you have the floor.

-Mr.Smith, it is your turn to speak.

-The chair recognizes Mr…. (official)

Observing the order of the meeting

-It is not your turn to speak.

-Mr.Chancer, you’re out of order! I’ll have to ask you to either take your seat or be excused from this meeting.

Encouraging contributions

-Mr…., would you like to say something on this point?

-What do you think, James?

-What’s your opinion?

-Would you like to start, James?

-Does anybody want to add?

-Anything else?

Making suggestions

-What about…?

-I think we should…

-What if …?

Agreeing

-Yes, I think you are right.

-Yes, that’s right.

-I agree with you (entirely).

-That’s exactly what I think.

You are the representatives of a small local company. Your Sales Manager has just returned from a seminar on business and offers the idea of expanding the activity of your company and going overseas. The idea is rather attractive but it needs a lot of consideration and discussion, that is why Managing Director has informed everybody about the board meeting, where he would like to listen to the reports of Production Manager, Sales Manager, Marketing Manager, Finance Manager, Transportation Manager on this issue and to have a discussion based on the facts from these reports. He has also invited the representatives of Export Development Office, Bank representative and the Sales Manager from the company-distributor, which is located in the country where it is offered to export. Prepare a board meeting. At the end of the meeting you are to decide whether it is worth starting the export activity or not.

EPISODE 4

I.Programmed Unit: Pricing and Selling

1.Explain the following words from the text and translate the sentences in which they are used:

To quote a price

Overall cost

Costing

To work out the overall costs

In advance

Costing sheet

Profit margin

To affect

Unit price

To handle

The delivery or advice note

Invoice

Statement

Transaction

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2. Answer the questions:

1.What must a company take into consideration before quoting a price?

2.When is the costing usually done?

3.What is usually built into the price when a quotation for a model is given?

4.What other factor affect the price of goods?

5.What does a big demand for a model allow a company to do?

6.What documents do the Sales staff handle?

7.What documents do the Accounts staff handle?

8.What is the function of the delivery note?

9.What does the statement indicate?

3. Fill in the blanks with the words and word combinations, given below:

1.The law of supply and ________ can ________ the price of goods.

2.Our company produces goods in large _______ because it is __________

cheaper.

3.This product is in demand, that is why we can _______ a higher

__________.

4.The Sales Department gives the ________ delivery note to the Account Department which sends the buyer _______ for the goods.

5.Usually a company _________ their overall costs __________.

6.Don’t forget to build _________ into the price.

7.The _________ staff handles the forms _________ in charging for goods.

8.The ________ note __________ the goods in transit.

9.Before the production starts _________ should be done.

II. Listening Comprehension

Scene 1.

3.What can Jayal Motors do if the pound falls?

4.What is written in a telegram Paul gets?

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Scene 2.

1.Listen to the scene and describe the situations in which the following words are used:

Reliable

Unreasonable

Setback

To overorder

An overdraft

To hear through the grapevine

To go bust

Assembly plant

2. Fill in the blanks with words and word combinations:

Tim: Well, the first thing is _____ new _________ in Dabu have placed orders for the _____ ________.

Jack: Good work, Tim. You are an _____ _________!

Tim: That’s not all. Barratts have _______ from their __________ and are having trouble _______ an _________.

Jack: How did you find this out?

Tim: Kamal heard it ______ the _________. Jack: I see. Are Barratts _______ _______?

Tim: No, but they are having to go ________ their retailers and ask for

________ of credit. The retailers aren’t too _______. I’ve already had one of them on the phone asking if Jayal Motors can _______ _______.

Jack: Well, well, well. This si good news. If this _______ we’re going to need that new ______ _________ sooner than I thought.

3. Give the summary of the scene.

Scene 3

1.Listen to the scene and describe the situations in which the words from the glossary list are used.

2.Answer the following questions on the scene:

1.When does Jayal Motors intend to put the bikes on the Industria market?

2.What is the opinion of the second potential customer about the bikes?

3.Whom does Paul meet at the Trade Fair?

4.What does Carl need from Paul?

5.What does Carl inform Paul about?

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6.What was a new model of bikes designed with in mind?

7.What does Paul inform Tara about during their conversation over the phone?

3.Give the summary of the scene.

III. Supplementary exercises on the vocabulary from the programmed unit

and listening comprehension

1.Translate the following sentences, using your active vocabulary from Episode 4:

1.Исчисление издержек обычно производится перед тем, как модель запускается в производство.

2.Мы должны рассчитать полную стоимость продукции заранее.

3.Обычно бухгалтерия высылает покупателю каждый месяц подробный отчет о всех сделках, совершенных за определенный период.

4.Все расчеты выполняются на калькуляционной ведомости.

5.Мы узнали из неофициальных источников, что наши конкуренты находятся в затруднительном положении.

6.Из-за задержки запасных частей в пути они не смогли поставить товар вовремя.

7.Сейчас очень распространенной является покупка в кредит.

8.Компания не смогла справиться с финансовыми проблемами и разорилась.

9.Если товар пользуется спросом, компания может производить его в больших количествах и назначать меньшую цену за единицу товара.

2.Paraphrase the following sentences:

1.I am very sorry to inform you about the delay of your goods.

2.Jack sent the bikes and Christopher Mayo gave Paul a business connection in the embassy.

3.Barratts ordered too much from their manufactures.

4.Before starting the production of this model calculate the overall costs.

5.He has an expert knowledge in effective marketing methods.

6.Because of the financial crisis many companies failed.

7.They heard unofficially that the prices on certain products will double.

Communication skills

Taking part in the Trade Fair.

You are the representative of a company. Your company has recently designed a new product and decided to launch it and to start with participation in the Trade Fair. Your task is to bring the product (or at least a picture of it) and to present it

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at the Trade Fair. You should know many details about the product in order to be able to answer the questions of potential customers, such as:

-specifications;

-advantages over similar products;

-price and special discounts your company can offer;

-when your company will put the product on the market;

-what after sales service is, if it is necessary;

-where the product will be sold, etc.

Don’t forget about the manner of your presentation. You should sound confident, use the intonation and voice to stress what is of great importance. Visual materials always give an advantage during the presentation.

EPISODE 5

I.Programmed Unit: Agents

1.Explain the following words and word combinations from the text and translate the sentences in which they are used:

2.What happens with the goods when they arrive in the importing country?

3.What are the responsibilities of the import agent?

4.What are the main documents involved in exporting goods?

5.What are the three functions of the Bill of Lading?

6.What does the customs declaration form show?

7.What must and import agent be sure in before he agrees to represent an exporting company?

3. Translate the following sentences:

1.Агент всегда действует в интересах той компании, на которую он работает.

2.Мы собираемся нанять человека, который бы занимался документацией и транспортировкой экспортируемых товаров.

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3.Эти товары будут храниться на складе, пока покупатель за них не заплатит.

4.Этот документ доказывает право собственности на товары.

5.Наш отдел отвечает за маркетинговую стратегию.

6.Вы должны гарантировать непрерывное производство и соблюдение сроков поставок.

7.Нам необходимо знать, сможет ли ваша компания снабжать нас достаточным количеством запасных частей.

4.Do exercise 3 on page 37.

5.Translate the following texts about export price terms.

1. FAS (Free alongside Ship) - свободно вдоль судна. При этих условиях продавец (поставщик) за свой счет производит:

-поставку товара с приложением документов, подтверждающих его соответствие требованиям контракта;

-упаковку товара для транспортировки;

-доставку товара в указанные в контракте сроки в порт и складирование его на причале вдоль борта судна; уведомление покупателя о размещении товара на причале и передачу ему расписки порта о приятии груза.

Кроме того, продавец (поставщик) обязан по просьбе покупателя и за его счет оказать последнему помощь в получении дополнительных документов, необходимых для ввоза товара в его страну.

Покупатель за свой счет:

-фрахтует судно и извещает продавца (поставщика) о дате прибытия судна в порт;

-страхует груз и оплачивает погрузку товара на судно;

-производит оплату товара.

Риск повреждения ил утраты груза, а также право собственности на него переходят от продавца к покупателю в момент размещения товара на причале.

2. FOB (Free on Board) – свободно на борту судна. При этих условиях продавец обязан также за свой счет получить экспортную лицензию, выполнить таможенные формальности, погрузить товар на судно, известить покупателя о погрузке и передать ему документы о принятии груза на судно.

Покупатель при этих условиях не оплачивает погрузку товара на судно, но оплачивает его размещение там.

Риск повреждения или утраты груза, а также право собственности на него переходят от продавца к покупателю в момент пересечения грузом борта судна.