Exercise 1. Change the sentences according to the model. Model: When did they want to reimburse for our expenses?

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

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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. Didthey staple and filе 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 - 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. Оптовая торговля - важный элемент рыночной системы

2. Товары идут от оптового посредника к потребителю через розничного торговца.

3. Непрямая система сбыта более предпочтительна.

4. Оптовые скупщики приобретают товар.

5. Посредник получает проценты от продажи.

6. Посредник обычно ведет переговоры по поводу купли или продажи.

7. В этом магазине хороший ассортимент товаров.

8. Менеджер по маркетингу скоро получит повышение.

9. Мы вынуждены дорого платить за доставку.

10. Наша фирма возмещает нам расходы за обеды и проезд.

11. Это было джентльменское соглашение

LESSON 12 RETAILING

Text

Retailing is selling goods and services to the ultimate consumer. Thus, the retailer is the most expensive link in the chain of distribution. Being middlemen, they make their profit by charging the customer 25 to 100 per cent more than the price they paid for the item.

The retailers operate through stores, mail-order houses, vending machine operators. There are different types of retail stores: department stores, discount houses, cooperatives, single line retailers. The major part (over 95 per cent) of retail establishments concentrate on a single line of merchandise for example, food, hardware, etc.. But nowadays there is a trend for many single line stores to take on a greater variety of supplies.

The retailer performs many necessary functions. First, he may provide a convenient location. Second, he often guarantees and services the merchandise he sells. Third, the retailer helps to promote the product through displays, advertising or sales people. Fourth, the retailer can finance the customer by extending credit. Also the retailer stores the goods in his outlet by having goods available.

Active Vocabulary

retailing- розничная торговля

ultimate consumer- конечный потребитель

link- звено, связь

mail-order house- посылторг

vending machine operator- оператор торговых автоматических машин (продающих мелкие товары: газеты, сигареты и т.д.)

discount house- магазин с относительно низкими ценами на товары

cooperative- кооператив

single line retailer- розничный торговец, продающий какой-либо один товар

to perform functions- выполнять функции

extending credit- длительный кредит

outlet- рынок сбыта, торговая точка