Часть II. Деловые переговоры
Dialogue 1
Gourmet Ltd. is a food manufacturing and marketing company. It is well known for its ranges of spices, herbs and sauces. It’s Managing Director. Dennis, is talking to two other directors of the company, Nigel and Diana.
NIGEL: While you were away in Manchester, Dennis, Diana and I had a few talks together. About the way things are going here.
DENNIS:Good Tell me about it.
NIGEL: OK then, its about our business strategy. We think it's time to move into the export field. We should try to break into one of the European markets.
DIANA:You see, Dennis, this company can only expand by selling abroad. It would be a big gamble. We've got no exporting experience, I know. But it would be worth making the effort.
DENNIS: Mm ... Could you spell out why we need to look for overseas markets, in your opinion?
NIGEL: There's one very good reason. The home market's saturated. We've got to start selling abroad now.
DIANA: That's it. We can't expand any more here in Britain. I mean, look at our market share. It's stuck at around two per cent. And we're fighting to keep that share.
DENNIS: The market's certainly become very competitive, I agree.
NIGEL: Yes. We're spending a fortune on marketing and sales promotion these days. Our turnover's still going up, but our costs are rising even faster. They've shot up recently.
DENNIS: So, in your view, this is the right tune to market our products overseas.
NIGEL: Exactly.
DIANA: Yes.
DENNIS: I’m not against the idea, you know. We might be able to penetrate one of the European markets - France perhaps or West Germany.
DIANA: Why do you pick on those countries, Dennis?
DENNIS:Well, they've got a lot of potential, haven't they? Don't forget, the French and Germans use a lot of herbs and spices in their cooking. I recron our products would go down well there.
NIGEL:That's interesting. We also thought of France and Germany, mainly because they're members of the EEC.
DENNIS:Yes, that could be useful. There'd be no restrictions on trading, no import duties or quotas.
NIGEL:And both markets are close to us. There shouldn't be any problem shipping goods or meeting delivery dates. Also...
DENNIS:Listen, you two, I've got to rush off now. I promised to see Bill before he leaves for the trade fair. Let's talk about exporting at our management meeting tomorrow, mm? I'll put it on the agenda. Is that OK?
NIGEL:Fine.
DIANA: Right. Make sure it's the first item on the agenda, or we may not get round to it.
Ответьте на вопросы:
1. Characterize Gourmet Ltd.
2. What do you know about their business strategy'?
3. How can this company expand'?
4. Why is it a big gamble to start selling abroad'?
5. Can you suggest any other ideas how to increase their market share?
6. What markets are they going to penetrate? Explain their choice.
7. Summarize the dialogue and give your own point of view on the raised problem.
8. Explain the meanings of the following terms and give your own examples: saturated market, competitive market, market share, turnover, sales promotion, restrictions on trading, costs.
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TALKING TO ACCOUNTS
ACCOUNTANT: Good morning. Accounts.
STOCK: I was wondering if you had already paid my invoice 9805.
ACCOUNTANT: In whose name, please?
STOCK: Stock International Enterprises.
ACCOUNTANT: And when was the invoice dated?
STOCK: February 27th.
ACCOUNTANT: Just hold on a second, please. No, it hasn't been paid yet.
STOCK: Well, do you normally pay by bank transfer or by cheque?
ACCOUNTANT: It depends.
STOCK: Would it be too much trouble to ask you to pay by cheque? We're in the process of changing banks, you see.
ACCOUNTANT: Fine. I'll just make a note of it; in case someone else deals with your invoice.
STOCK: Thank you. And when can I expect to receive the payment?
ACCOUNTANT: The Chief Accountant signs the next cheques on the 15th.
STOCK: That will do fine. Thanks once again.
ACCOUNTANT: Don't worry, I'll see to it myself. Your cheque will be in the post by the 16th.
STOCK: Thank you, goodbye.
Dialogue 2
Jack Evans is Sales Manager of Textafabrik, a firm which manufactures textile machinery. He is talking to an American businessman, Mr. Johnston. Who is visiting the factory?
JOHNSTON: It was kind of you to show me your factory, Mr. Evans. I enjoyed talking to your Production Manager, and to the shop-floor workers.
EVANS: Good. It was useful. I hope you foud the demonstrations interesting. We wanted to give you an idea of our product range, and to show you the models in operation.
JOHNSTON: I’m pleased you did that, I must say. I was impressed by the speed and quietness of your machines.
EVANS: Speed's very important these days. If you're going to sell in overseas markets, you’ve got to offer a product with high performance. No one can match us on that on quality and price for the matter.
JOHNSTON: Yes, It’s true, fast machines are important in our business. They give you an edge over the Competition. Now, could you give me some information about your models? Those spool-winding and stitching machines interest me a lot.
EVANS: Certainly.
JOHNSTON: By the way, how fast was that high-speed stitcher - the last machine we saw?
EVANS: That's our PX5 model. It’s our latest product. We put it on the market about six month ago. It can stitch sixty meters’ of fabric per minute.
JOHNSTON: No kidding!
EVANS: Mm, that’s all right. You know, the PX5 took a long time to
develop. We ran up against a lot of technical problems, so there were several design modifications. We got it right in the end, though.
JOHNSTON: I’ll say! Can you give me details of these machines? As soon as possible.
EVANS:Right. I'll give you our brochures for the stitching and winding machines, if you like. They give the specifications of the models. You'll also need our price lists. They've been revised recently.
JOHNSTON: Tell me, are the prices quoted firm to the end of the year?
EVANS:Yes, I guarantee that.
JOHNSTON: OK, let me have all the sales literature, and any other publicity material. I like to keep that sort of thing on file in my office. You never know when it'll come in useful.
EVANS:I'll do that. I'd also like to see some of yoursales catalogues, if I may. When we have a potential customer, we’d like to know a hit about his company, if possible.
JOHNSTON: Right then, I'll supply you with our sales documentation. And anything else you require. I hope we'll do a lot of business together in the future.
EVANS:So do I. Maybe this could be the start of a long association between our firms.
Ответьте на вопросы:
1. What are the duties of a shop-floor worker, a sales manager, a production manager?
2. Why were the machines shown in operation?
3. What was the potential client impressed by?
4. Characterize the PX5 model.
5. Why were there several design modifications?
6. What is a price list? Sales documentation? Sales literature? Publicity material?