1

Ministry of Internal Affairs of Ukraine

Academy of the Interior Troops

Department of Philology, Translation and Lingual Communication

Adamenko Maryna, Myahka Margaryta

THE BASICS OF
BUSINESS
CORRESPONDENCE
НАВЧАЛЬНИЙ ПОСІБНИК ДЛЯ
CТУДЕНТІВ ЧЕТВЕРТОГО КУРСУ
СПЕЦІАЛЬНОСТІ
"ФІЛОЛОГІЯ, ПЕРЕКЛАД"

Kharkiv 2012
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ББК

УДК 811.111'342.9
The Basics of Business Correspondence / Укладачі М.В. Адаменко, М.М. Мягка – Х.:
Академія внутрішніх військ МВС України, 2012. – 110 с.

Навчальний посібник відповідає програмі навчальної дисципліни "Основи

перекладу ділового мовлення" для студентів четвертого курсу спеціальності “Філологія,
Переклад”. Містить в собі теоретичний та практичний матеріал за темами курсу.

Укладачі: М. В. Адаменко,
М.М. Мягка.

Рецензенти: Т.О. Биценко, к. філол. н. (Прикарпатський національний університет

імені Василя Стефаника);
О.О. Лисичкіна, к. філол. н.. доцент (Академія внутрішніх військ
МВС України).
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MAP OF THE COURSE

PREFACE 5
MODULE 1. THE TRANSLATION OF BUSINESS CORRESPONDENCE
UNIT 1. The Peculiarities of Business Correspondence Translation 6
The writing of business letters 6
The structure of business letters 8
Practice 15
UNIT 2. Different types of business letters 21
Inquiry letters 21
Answers to inquiries 23
Sales letters (advertising letters) 24
Orders 25
Placing orders 27
Acknowledging orders 29
Claim and adjustment letters 32
Credit letters 36
Good will letters 39
Practice 40
UNIT 3. The peculiarities of the contract translation 48
The term of a contract 48
Transport And Delivery Terms 49
Practice 52
UNIT 4. The peculiarities of making up and translation of resumes and
autobiographies 61
Employment correspondence 61
Letters of application (cover letters) 62
Resume 65
Curriculum vitae (CV) 68
Autobiography 70
Practice 72
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MODULE 2. TRANSLATION OF ORAL BUSINESS LANGUAGE

UNIT 1. The Peculiarities of the translation of business negotiations
and meetings 75
Practice 79
UNIT 2. The Peculiarities of business meetings translation 84
Practice 86
UNIT 3. The Peculiarities of business presentations translation 90
Practice 94
UNIT 4. The Peculiarities of the translation of business presentations,
workshops and conferences 97
Practice 99
UNIT 5. The Peculiarities of the translation of such business branches
as marketing and management 102
Practice 104
APPENDIX 106
INDEX 109
REFERENCES 111
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PREFACE

Successful professionals know the importance of effective letter writing.

You can't have a good business relationship with customers if they don't know
what you're trying to tell them in a letter. The services or products of a company
cannot be marketed if a prospective customer is baffled by the service or product
described. Letter writing is crucial to the success of every professional. Without
letter-writing skills, the professional's effectiveness is stymied.
This manual is for the 4-year students of English as a foreign language. It is
designed to be used in class as well as for students’ self-preparation. It aims to
equip a student with the tools and skills he/she needs and to give confidence in
writing and in knowledge of the written business word and oral business
communication. It will help in learning the structure of business letters and
contracts; in writing all the different types of business correspondence clearly and
effectively. It consists of 2 modules. The first one has 4 units that cover the
information about peculiarities of writing of business letters, contracts and
employment correspondence. The second module contains the information about
translation of oral business language, especially about peculiarities of the
translation of business negotiations and meetings, business presentations,
workshops and conferences and such business branches as marketing and
management and it consists of 5 units.
The general course "The Basics of Business Correspondence" is a logical
prolongation of such courses as "Introduction to Translation", "Practice of
Translation", "Modern Ukrainian Language" and "Business English". It is designed
for 36 hours (1 credit) - 18 hours under the guidance of the lecturer and 18 hours
for self-study (full-time students) and 36 hours (1 credit) - 6 hours under the
guidance of the lecturer and 30 hours for self-study (distant education).
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MODULE 1. THE TRANSLATION OF BUSINESS CORRESPONDENCE

UNIT 1. THE PECULIARITIES OF BUSINESS CORRESPONDENCE

TRANSLATION

1.1. THEORY
The writing of business letters
In today's business world, letters are fast being replaced by e-mails as the
primary form of written contact. But the letter still remains a crucial element of
business communications: indeed, for some people and some purposes it remains
the preferred choice. And its increasing rarity makes it all the more important, as it
has more impact on the recipient.
A business letter offers many advantages:
• It looks so much more professional than an e-mail, particularly when
it is on headed stationery and therefore communicates the organization's brand
clearly and correctly.
• It will look the same when the recipient reads it as it does when the
writer sends it. E-mails can look different according to the software used by the
sender and recipient and thus can sometimes create an unprofessional impression.
• It can be easily photocopied or filed.
• The sender's signature gives it a more personal feel and therefore
greater impact.
• There is something psychologically different about opening an
envelope and discovering a letter, rather than just receiving an e-mail at your
computer screen: it has more 'gravitas'.
Of course, e-mails are more immediate - but this can sometimes be their
downfall. All too often e-mails are written and sent too quickly and receive
unconsidered responses. Letters are less immediate: this gives you the opportunity
to consider and review the content more carefully.
Before embarking on a letter, it's important to plan it. Ask the following
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questions and keep them in mind when you start to write:

• Why am I writing this letter? Am I communicating new information,
introducing myself, following up a conversation, replying to something, selling
something, using it to accompany something I've enclosed, or giving instructions?
• Who is the recipient? How well do I know them? What is their
knowledge of the subject? How much do they already know and how much more
do they need to know? How familiar are they with the subject matter or the
terminology?
• What do I need to say? How much do I have to explain? What is the
main point of the letter? What details are needed?
• How am I writing? Is it a formal document or is it less formal and
more conversational?
• What is the desired outcome? What do I want the recipient to do?
Does my letter require a reply, will it be followed up by a telephone call, or will it
mark the end of the communication?
Because the aim of the letter is to secure the interest of the reader, and his
co-operation, the letter should begin with sentences that will introduce the matter
without undue delay, and polite forms to help the introduction must not be too
long. The letter should continue with the subject itself and all the necessary
information or arguments connected with it, but the wording must carry the reader
along smoothly; jerky, over-short or disjointed sentences spoil the impression. The
letter should have a suitable ending – one that is not long but makes the reader feel
that his point of view is being considered. This is especially necessary when sellers
are writing to buyers.
A good vocabulary is necessary, both in your own and foreign languages;
repetition should be avoided as much as possible, except where the exact meaning
does not allow any change of word.
Everyone has a characteristic way of writing, but it must be remembered that
the subject of the routine business letter lacks variety and certain accepted phrases
are in general use. This is of great help to the foreigner, who can rely on them to
 8

compose a letter that will be understood.

A business letter should always be: (The Rule of 7 C's)
• Clear: It should say exactly what you want to say and leave no doubt as to its
purpose and the next step.
• Complete: It should fully explain what the letter is about and not leave any
unanswered questions.
• Concise: It should say what it needs to say once and only say what is necessary.
• Correct: It should be factually correct; it should have the correct tone for the
subject matter and the recipient; and all grammar, spelling and punctuation should
be correct.
• Courteous: Never insult, even if you are complaining. Always keep it polite.
• Careful: Never threaten, never overstate. Make sure you can justify what you
say.
• Considered: When you have written a letter, read it through carefully; see that
you have put in everything you intended, and have expressed it well; read it again,
trying to put yourself in the place of the receiver, to find out what impression your
letter will make.
The structure of business letters
There was a time when letters varied considerably in style, but now there is
something approaching consensus on how they should be set out. The most
common style - and the one that probably looks the most professional - is what is
known as the blocked style. This involves no indenting at the beginning of
paragraphs, with all text starting at the same point on the left hand side of the page.
It also removes all punctuation in the date, address, greeting and farewell. The
style was originally introduced in the days of manual typewriters, where
eliminating indenting and some punctuation would save someone in the typing
pool a considerable amount of time and therefore increase productivity. But, in
fact, it also looks good.
Letter 1.1.:
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Note these points about the layout of the letter 1.1.:

• In this instance the date comes under the references. The position of

Suits for You

54 High Street
Bristol BS1 4ZZ

John Smith Our ref:FJ/MD

Managing Director Busby Shirts Ltd Your ref:
Busby House
Walton Street
London EC1V4VW
14 November 2007

Dear Mr Smith
Order for cotton shirts
Following our telephone conversation this morning, I would like to confirm my order
for 36 cotton shirts.
As discussed, we will display these in a prominent position in our shop window. We will
also promote them to our customers through our regular newsletter.
I would like to take this opportunity to thank you for your support and I look
forward to continuing our joint venture.
Yours sincerely

Frederick Jones
Managing Director

the date may vary according to house style and is sometimes placed before the
address. The important point is to be consistent across the entire organization.
• The style used here for giving the date is perhaps the most common
style for business correspondence, but there are others, as noted below. Again,
consistency is key.
• References are still used by some organizations as they help the
retrieval of information from files. The reference comes in this instance below the
date. Sometimes it may be used as a heading after the greeting.
• The address is blocked left with no punctuation used.
• It is quite acceptable these days to give the name above the address
without a title (i.e. John Smith or Mary Jones, rather than Mr Smith or Dr Jones).
 10

Your company's house style may dictate that you use a title. Consistency is key.
• The greeting stands to the left with no punctuation.
• A heading is very useful in stating clearly what the letter is about,
although it is not always needed.
• The main body of the text is blocked left, with no indenting, single
spacing, and a double space between paragraphs.
• The ending is blocked left with no punctuation.
• The sender's name and role is blocked left, with no punctuation.
Now, let's scrutinize thoroughly each part of the letter.
The full 9-blocked layout looks the following way:

ENGLISH VARIANT

UKRAINIAN VARIANT

1. THE HEADING

4. THE INSIDE ADDRESS 2. THE REFERENCE

3. THE DATE
5. THE SALUTATION

6. THE TEXT (Indentation)………………………………………

……………………………………………………………………………………………...
7. THE COMPLIMENTARY CLOSE

8. THE SIGNATURE

9. ENCLOSURES (Enc.)

(1) The heading.

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It is also called letterhead as a part of company's stationery. Usually given as

1.НАЗВА ФІРМИ

2.ВХІДНІ: 4.АДРЕСА ОДЕРЖУВАЧА

ВИХІДНІ:

3. ДАТА

5.ВСТУПНА ЧАСТИНА
6.ТЕКСТ ЛИСТА

7.ЗАКЛЮЧНА ЧАСТИНА

8.ПОСАДА ОСОБИ, ПІДПИС ІМ'Я АБО ІНІЦІАЛИ, ПРІЗВИЩЕ

ЯКА ПІДПИСАЛА

printed or typed ready-made form. Contains the name of the firm, its profile (field
of activity), emblem, address, telephone/fax numbers and an e-mail address if any.
(2) The reference.
Meant for making processing correspondence easier. Each letter possesses
its own reference number, no matter whether it is sent (Our ref) or received (Your
ref). Companies have different systems of designating letters. As a rule, a reference
consists of two parts separated by slash. The initials of the author's name comprise
the first part and his position or the letter topic is in the second. So, if the letter was
made up by John Smith, Sales Manager, the references may read the following:
JS/SM.
(3) The date.
The form in which the date is written in the letter—13 July 1978—is
probably the simplest and clearest of all the current forms used in the English-
speaking world, but there are alternative ways of writing the date, for example:
July 13 1978 (Americans put the name of the month first),
13th July 1978,
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July 13th 1978.

Some firms still insist on a comma before the year, but others consider this
unnecessary. It is important to note that the name of the town or city where the
letter originates is not repeated before the date, although this is normally done on
the Continent. Another practice widely used in Europe is to write the date in a
highly abbreviated form—12.7.78, for example—but this should not be done in
letters written in English, since in Britain 12.7.78 means 12 July 1978, whereas in
the U.S.A. it means December 7 1978. It is obvious that the use of such forms
could result in confusion.
(4) The inside address.
A few points concerning the name and address of the firm written to need to
be made. Firstly, they are typed on the left in English variant (EV) and on the right
in Ukrainian (UV).
Secondly, note also that in EV the number of the street in the address always
precedes the name of the street and in UV it's vice versa. And that in the case of
large towns and cities in the United Kingdom the name of the county is not
required. However, when the firm addressed is situated in a smaller town, the
county name is necessary.
Writing and especially translation of addresses used to make some difficulty
since Slavic and English layouts differed. Now one should mind that they have
become almost the same for both home and international correspondence in
Ukraine. Compare the following:
Петренку В. О. Ms Edith Roberts (a)
Голові компанії "Флай-Трейдінг" (The) Sales Manager of
вул. Данілевського, 14(b) Union Trading LTD
61007 Харків-7 6 Carswood Street (b)
Україна Redhill
Surrey TQ1 6 BD
Great Britain
a. Addressing to a male person English correspondents usually use Mr,
to an unmarried female — Miss, to the married one — Mrs; if the marital status of
the woman-addressee is not clear Ms is used.
b. In English the number of the building precedes the name of the street
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without comma.
In translation it is not recommended to render Ukrainian вулиця, площа, by
English street, square, etc. and vice versa to avoid confusion in mail delivery. So,
вулиця Данілевського in English will be Vulytsia Danylevskogo, not Danylevsky
or Danylevskogo Street as well as Carswood Street will be Карсвуд Стріт, not
вулиця Карсвуд.
(5) The salutation. (The introduction).
Below the address a double space at least is left, and the words 'Dear Sirs'
are typed. This is the usual salutation in British business letters addressed to a
company rather than to an individual within the company. Very often a comma is
typed after the salutation, but an increasing number of firms are eliminating this,
considering the spacing to fulfill the function of traditional punctuation. Once
again, there are no hard-and-fast 'rules', but every firm will have its own policy. In
the U.S.A. the most common salutation is 'Gentlemen:'. Note that the salutation is
typed against the left-hand margin.
When writing to an individual within the firm addressed, the salutation is
'Dear Sir' ('Dear Madam' if the recipient is known to be a woman), or 'Dear Mr_',
'Dear Mrs_-', 'Dear Miss-_'or 'Dear Ms__' if the addressee is addressed by name
rather than by position.
In recent years the use of the form Ms has become quite common. It
originated in the U.S.A. and, like its 'male' equivalent Mr, it does not indicate
whether the person addressed is married or unmarried.
(6) The text of the letter. (The main body).
In this part should be indentation. Not seeing the correspondent and
sometimes even not knowing him you should impress him positively, he should
understand you right. So, do not make long and extended letters. No one is going
to read them. Time is money. Concentrate on one or two main ideas. Do not try to
cover all the range of problems which worry you. The style and the tone must
match the message and the reader, otherwise it may offend the correspondent and
lead to the failure of you purpose.
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Correct Grammar and Spelling Mistakes of the kind make especially bad
impression on the reader. Besides there are some conventions in business writing,
which not observed may waste your efforts. For example, contracted forms of
verbs like don't, we've and the like are not used, as well as sign &. Always spare
time for re-reading what you have written.
(7) The complimentary close. (The Ending)
This is typed above the name of the firm sending the letter, and then a space
is left for the signature. Here are some examples:
Situation Greeting Ending
You don't know the name of the Dear Sir Yours faithfully
recipient of your letter Dear Madam
Dear Sir/Madam
You know the name of the Dear Mr Smith Yours sincerely
recipient of your letter Dear Mrs Jones
Dear Mrs Davis
Dear Dr Williams
You know the person well and Dear Andrea With best wishes
don't wish to be formal Dear Colin With best regards
Kindest regards
All the best
(8) The signature.
The name of the person signing the letter is typed below the space left for
the signature, and is followed on the next line by his position in the company or by
the name of the department he represents.
Traditionally the complimentary close and signature have been typed in the
middle of the page, but it is becoming more and more common for firms to place
them against the left-hand margin.
(9) Enclosures
If an enclosure accompanies the letter, this fact is indicated both in the text
itself and by the word Enclosure (often reduced to Enc. or End.) typed against the
left-hand margin some distance below the signature. There are other ways of
referring to enclosures – the use of adhesive labels, for instance, or the typing of
lines in the left-hand margin beside the reference in the text to the document or
 15

documents enclosed – but typing the word Enclosure at the bottom of the letter is
by far the most common.
1.2. PRACTICE
1.2.1. There are some formal phrases widely used in business letters of the
kind. Using them you tune the reader into the appropriate mood and make your
communicative task easier.
Here are some of them. All you will have to do is complete the chart by the
missing English and Ukrainian version of the phrase.
Opening phrases
Thank you for the letter of (date) Дякую Вам за лист від...
We have received your letter of... and have
pleasure in giving you full information on...
I refer to your letter dated... 3 приводу Вашого листа від...
In reply to your letter of... we wish to inform
you...
Пишемо Вам, щоб повідомити деталі з
приводу...
I am writing to make you an offer of... Пишемо Вам з метою запропонувати...
Звертаємося до Вас зі спеціальною
пропозицією такого...
Thank you very much for the order received this
morning.
Many thanks for sending us an order for... Дякуємо Вам за розміщення у нас
замовлення на...
We are writing to confirm our arrangement...
Просимо вибачення за...
Please accept our apologies for...
We very much regret to say that Повідомляємо Вас, що на превеликий
жаль...
Надто шкодуємо про затримку...
Closing phrases
We are enclosing... Додаємо...
We enclose..
Також додається...
We are pleased to enclose with the letter... Із задоволенням додаємо до листа....
Thank you again for your help. We will be ready
to serve you in every way possible.
Thanks again for your thoughtful note. Дякуємо Вам за змістовне зауваження.
Дякуємо Вам за негайну відповідь...
We look forward to serve you in the near future. Готові зробити Вам послугу найближчим
часом.
We look forward to hearing from you soon.
We are looking forward to your reply. 3 нетерпінням чекаємо на Вашу відповідь.
Будемо вдячні за Вашу швидку відповідь.
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We much appreciate your interest in the matter.

Your agreement to the suggested course of Будемо вдячні, якщо Ви приймете
action will be appreciated. запропонований нами порядок дій.
У разі необхідності в подальшій інформації
звертайтеся до нас якнайшвидше.
The moment we can let you have a definite Ми зв'яжемося з Вами як тільки будемо
answer, we will contact you. готові дати Вам певну відповідь.
We trust this information will be of assistance to
you.
We trust our proposals will be acceptable to you. Сподіваємося, що наші пропозиції
виявляться для Вас прийнятними.
У випадку, якщо ми матимемо можливість
надати Вам дійову допомогу, будь ласка,
дайте нам знати.
I should be grateful if you would grant me an
interview.
Please be kind enough to confirm this Просимо підтвердити цю зустріч.
appointment.
RSVP (repondez s'il vous plait)
With compliments and best wishes. 3 вдячністю і найкращими побажаннями
With kind regards.
Yours truly. Щиро Ваш...
3 найкращими побажаннями...
1.2.2. A. In the space provided, rewrite each sentence to eliminate the stilted
tone. Use the expressions to avoid in Business Letters (page )
Example: We are in receipt of your letter dated December 13, 19
Correct variant: We have received your letter of December 13, 19
1. Please advise us as to your decision.
_________________________________
2. In the event that your bill has already been paid, kindly disregard this reminder.
_________________________________________________________
3. Due to the fact that your subscription has not been renewed, the next issue of
Run! will be your last.
__________________________________________________________
4. Feel free to contact the undersigned if you have any questions.
____________________________________________________________________
5. Pursuant to our telephone conversation of Friday last, I would like to verify our
agreement.
___________________________________________________________
6. Subsequent to last month's meeting, several new policies have gone into effect.
____________________________________________________________
7. Please forward your order at your earliest convenience.
________________________________________________
8. Our deluxe model copier is on the order of a Rolls Royce in terms of quality and
precision.
 17

____________________________________________________
9. Enclosed please find a self-addressed reply card for the purpose of your
convenience.
________________________________________________________
10. I beg to inform you that, despite your impressive background, we feel that your
skills do not quite match our needs.
___________________________________________________________

B. In the space provided, replace each expression with one or two words
that convey the same meaning.
1. prepare a copy of your hard drive on tape or disk
________________________________________
2. a shopkeeper with a good reputation
________________________________________
3. performed the work with great effect
________________________________________
4. a sharp rise in prices accompanied by a fall in the value of currency
________________________________________________
5. some time in the near future
__________________________________________________
6. ran off several copies of the original on a duplicating machine
__________________________________________________
7. people with the responsibility of managing an office
___________________________________________________
8. suffering from fatigue
__________________________________________________
9. in a decisive way
_____________________________________________________
10. handwriting that is nearly impossible to read
_________________________________________________

1.2.3. Take the following example of a writer who wants to tell a customer
about an important organization. Examine the clarity and directness of the
statement. Rewrite this part of a letter using The Rule of 7 C's.
 18

My correspondence was initiated to inform you of the high calibre of programs and
My correspondence was initiated to inform you of the high calibre of programs and
activities of an organization in which I have enjoyed being involved over the past few years.
activities of an organization in which I have enjoyed being involved over the past few years.
The County Business Association has served to keep me informed of, and actively involved
The County Business Association has served to keep me informed of, and actively involved
in, the current political and economic issues affecting small businesses through its monthly
in, the current political and economic issues affecting small businesses through its monthly
breakfast meetings with interesting and impressive speakers, its newsletter on legislative
breakfast meetings with interesting and impressive speakers, its newsletter on legislative
activities in Washington, and several other programs outlined in the attached letter.
activities in Washington, and several other programs outlined in the attached letter.

1.2.4. Translate the following:

a. into English: b. into Ukrainian: c. into English
Сергієнку О. П. Ms Helen Rees пану Джону Філдішу
Генеральному директору Administrative Manager голові економічного
компанії "Флай Юкрейн" Monitors рlс відділу
вул. Пушкіна, 35 302 Norms Road Ештрі Стріт, 145
м. Одеса, 64018 Україна Berks м. Лiдз LQ 1 НІЗ
Great Britain Великобританія

1.2.5. Translate the following letter fragments:

a. into Ukrainian:

Dear Sirs,
Dear Sirs,
Thank you very much for the letter of 23 November, 2001, which we received this morning.
Thank you very much for the letter of 23 November, 2001, which we received this morning.
In reply to it we wish to inform you that our firm will consider your offer as soon as possible.
In reply to it we wish to inform you that our firm will consider your offer as soon as possible.
We much appreciate your interest in the matter. The moment we can let you have a definite
We much appreciate your interest in the matter. The moment we can let you have a definite
answer, we will contact you. Thank you again for your help.
answer, we will contact you. Thank you again for your help.
With compliments and best wishes.
With compliments and best wishes.
J. Dowal
J. Dowal
Assistant Manager
Assistant Manager

b. into English:
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Шановна міс Джонсон!

Шановна міс Джонсон!
Дякуємо Вам за розміщене у нас замовлення на новітні комп'ютерні системи.
Дякуємо Вам за розміщене у нас замовлення на новітні комп'ютерні системи.
Із задоволенням додаємо до листа каталог нашої фірми, в якому Ви зможете
Із задоволенням додаємо до листа каталог нашої фірми, в якому Ви зможете
ознайомитися з нашими розробками програмного забезпечення. Сподіваємося, що наші
ознайомитися з нашими розробками програмного забезпечення. Сподіваємося, що наші
пропозиції виявляться для Вас прийнятними.
пропозиції виявляться для Вас прийнятними.
З нетерпінням чекаємо на Вашу відповідь.
З нетерпінням чекаємо на Вашу відповідь.
Начальник відділу збуту А. Пономаренко
Начальник відділу збуту А. Пономаренко

1.2.6. The letter has been revised by Mr. Thomas so many times that it has
become mixed up, and his own word processor has failed to reorganize it. Arrange
the letter so that everything is in the right place and translate it into Ukrainian
keeping in mind particularities of layout, address writing, etc.

(2) WIDGETRY LTD

(3) Pine Estate, Westhornet, Bedfordshire, UB 18 22BC Telephone/Fax 9017 23456 E-
mail http://www.connect.com
(1) Simon Thomas
(6) Yours sincerely,
(7) James Bowers, Sales Manager, Electroscan Ltd, Orchard Road Estate, Oxbridge UB
84 10 SF
(10) July 2000
(4) I look forward to hearing from you.
(5) Your ref: MS/22
Our ref: ST/88
(11) Dear Mr Bowers
(8) Production Manager
(9) Thank you for your letter.
I am afraid that we have a problem with your order since the manufacturers cannot
supply it until September. Would you prefer us to supply a substitute for you or would you
rather wait?

1.2.7. Look through the letter below, what do you think is wrong with it? Re-
write this letter taking the Rule of 7 C's into consideration.
 20

Browntown Productions LTD

27 Brownlee road, Catford, Lids SE6 4 PH, U.K.
John Adams
Sales Manager
International Computer Services
136 Bolt Road
Newbury Berks
our ref: BD/ob Your ref: DH/as date: Catford, 29, February, 2001
Dear mr. John Hicks
I cannot express my gratitude for your previous letter.
Actually, it was the only one I got since my holidays I wonderfully spent in the
Cyprus.
Our office was moving, so now we are in a good place of the city.
Anyway, what do you really think of my proposition? Please keep in touch.
Hope to hear from you soon.
Bye.
Business Manager

1.2.8. Look at the letter below and rewrite to ensure it has the appropriate
style, structure and format.

The IT Centre 50 Oxford Street Bournemouth BH1 9AA

19th November, 2007

Mr. P. Smith, 1 The avenue, New Maiden Surrey K.T.3 1BB

Dear Mr P Smith
Please find herewith for your convenience 30 ink cartridges. Let me know you have
received them. This is what you asked for when we talked on the phone today. As I
mentioned, they are the last we have in stock but we may get some more soon. I think
you'd like to have more when they arrive.
Yours faithfully

Mr Jones
Warehouse Manager
 21

UNIT 2. DIFFERENT TYPES OF BUSINESS LETTERS

2.1. THEORY
There are a number of types of business letters in English. Accomplished
speakers of English also need to be able to write the following types of business
letters to be successful in business.
INQUIRY LETTERS
Letters which you write to request information are called inquiry letters.
There are two general types, the solicited and the unsolicited. In both, it is essential
to include enough facts to make it easy for your reader to answer your inquiry.
Explain definitely what is wanted, and be sure to give the clear, complete address
to which it should be sent.
The solicited inquiry is usually a response to an advertisement or letter
which invites you to send for information. When writing such a letter, state the
essential facts as briefly and simply as possible. It is also considerate to mention
the advertisement which caused you to send the inquiry.
The unsolicited inquiry, which actually asks a favor, is much more complex.
Make the giving of the information as easy as possible by explaining clearly what
is wanted, why it is wanted, and by whom it is wanted. If much information is
requested, use a questionnaire form with space for answers, or tabulate the
questions for easier reading. If it seems wise, enclose a stamped return envelope
for the reply, and by all means express your appreciation or gratitude.
The following letters are the examples of good inquiry letters requesting
information. Pay attention to the underlined phrases. After reading them complete
the table with the focus phrases of enquiry letters
1. Replying to an advertisement
Стосовно Вашої реклами в/листа про...
2. Requesting action
Would/Could you send me...
3. Requesting information
I would like to know whether... Хотілось би дізнатись…
 22

Letter 2.1.

JUSTIN BOX
14 Trist Road, Hastings, Sussex HA3 6CE

Manhattan-Windsor Your ref :

Steward Street Our ref: SB/MM
Birmingham B18 7AF
17 October 2012
Dear Sirs

With reference to your advertisement in yesterday's Sunday Times, would you

please send me full details, prices and if possible samples of your promotional gifts.

Yours faithfully

S. Boldween
Marketing Manager

Letter 2.2.

Joint Venture Thomas Green Ukraine

вул. Данілевського, 115, Xapків, 61008, Україна

Вхідні: Корпорація Юнатед

Трейдінг
Вихідні: LW/MG 10 Осло Авеню
Малмо
Швеція
10 грудня 2012 р.
Шановні панове!
Прошу надіслати мені примірник Вашого каталогу за 2012 рік та
повідомити про спеціальні торгові знижки, що Ви пропонуєте. Мені
також хотілося б знати, чи на всі Ваші моделі поширюється Ваша
стандартна дворічна гарантія.
Щиро,
Менеджер Сергій Резенко

ANSWERS TO INQUIRIES
Inquiry letters are a valuable source of good will and potential sales. They
are welcomed by most companies and treated with the same attention given an
 23

order. There are two ways of responding to an inquiry: the granting of the request
or the refusal of the request. The latter, of course, is the more difficult problem.
However, the granting of a request should also be carefully handled, for the answer
to any inquiry is actually a sales letter and may result in orders if skillfully written.
To refuse a request and still retain the customer's good will is difficult. Even
an unreasonable request must be answered tactfully and, if possible, an explanation
of the reason for refusal should be given. By all means, express appreciation and
try to recommend some satisfactory solution.
Now look through the letters replying to the previous enquiries. Pay
attention to the underlined phrases.
Letter 2.3.

Manhattan-Windsor
Steward St. Birmingham B18 7 AF

Mr S. Boldween Your ref : SB/MM

Marketing Manager Our ref: MH/JW
Justin Box LTD
14 Trist Road
Hastings 25 October 2012
Sussex HA 3 6CE

Dear Mr Boldween

Thank you for your letter of 17 October 2012 enquiring about our
promotional gifts.

We are pleased to enclose our new brochure and price list together with
samples of our promotional gifts.

We look forward to receiving your first order.

Yours sincerely

Mary Hardy
Sales Manager

Encs: 3
 24

Letter 2.4.

КОРПОРАЦІЯ ЮНАЙТЕД ТРЕЙДІНГ

10 Осло Авеню, Малмо, Швеція

Вхідні: LW/MG Joint Venture Thomas

Вихідні:АС/99 Green-Ukraine
вул. Данілевського, 115
61008 Харків
17 грудня 2012 р. Україна

Шановний пане Резенко!

Дякуємо Вам за Ваш запит від 10 грудня 2012 р.

Із задоволенням додаємо примірник нашого останнього каталогу та
листівку, що містить інформацію про наші спеціальні торгові знижки. На всі
товари у цей час поширюється наша дворічна гарантія.
З нетерпінням чекаємо на Вашу відповідь.

Щиро,

Ф. Філандер,
Менеджер з продажу

Complete the table with the focus phrases of the answers to enquiry letters
1. Thanking (for a letter/enquiry)
Thank you for your letter enquiring about.../
With reference to...
2. Enclosing
We are pleased to enclose.../ Ми з задоволенням додаємо..../
We have pleasure in enclosing/ sending.. Ми додаємо/ надсилаємо...
We enclose/
We are sending...
3. Closing a letter (with hope for future business)
З нетерпінням чекаємо Вашого першого
замовлення / від Вас новин

SALES LETTERS (ADVERTISING LETTERS)

Sales Letters are used to introduce new products to new customers and past
clients. It's important to outline an important problem that needs to be solved and
provide the solution in sales letters. This example letter provides an outline, as well
as important phrases to use when sending out a wide variety of sales letters.

Letter 2.5.
 25

Woolworth Ltd.
10 Horndean Way, Bristol BS2 6CS

Mr J.Williams Your ref:

Home Stores Our ref: DY/SM
16 Tootbridge Avenue
Westwood
Surrey SU21CH
Great Britain
23 November 2012
Dear Mr Williams

We have pleasure in sending you a copy of our catalogue, which includes

details and prices of our complete range of tools.
We would particularly like to draw your attention to our new range of electric
drills, which you will find on page 436 of the catalogue.
We can offer you a special discount of 10 per cent on all drills ordered before 1
December 2001.
We hope you will be pleased with the catalogue and look forward to receiving
your first order.

Yours sincerely

DON YOUNG
Sales Manager

Enc: 1

Complete the table with the focus phrases of the answers to enquiry
letters
1. Focusing attention
We/ I would particularly like to/ Ми хотіли б звернути Вашу увагу на
May I draw you attention to our (new range (новий асортимент товарів)
of goods)
2. Offering
We are offering/
We can offer/
We are able to offer
3. Expressing hope
Сподіваємося, що Ви будете задоволені
асортиментом товарів у нашому каталозі

ORDERS
Many companies use special forms for ordering merchandise or service.
They may use their own, called a purchase order, or one provided by the seller,
called an order form. These forms have blank spaces to ensure the inclusion of all
 26

necessary information. Their advantage is that they enable a company to number

and track all expenditures.
Nevertheless, there will be times when an order must be put into letter
format. At such times, you must be sure to include COMPLETE, ACCURATE
INFORMATION because incomplete orders result in delayed deliveries, and
inaccurate facts result in receipt of the wrong merchandise.
Every order should include:
1. the name of the item being ordered; 8. total price;
2. the item's number (catalog number, 9. method of payment (such as charge
style number, model number, etc.); account, including the account
3. quantity desired (often in large number; c.o.d.; check; etc.);
units such as dozens, cases, reams, 10. desired delivery date;
etc.); 11. method of shipment (such as
4. description (such as size, weight, parcel post or air express);
color, material, finish, extra features); 12. delivery address (which may vary
5. unit price; from the billing address);
6. applicable discounts; 13. authorized signature.
7. applicable sales tax;
In addition, if your order is in response to an advertisement, you should
mention the source (such as the title and issue date of a magazine or newspaper).
The following letter would run into trouble:

Dear Sirs:
Dear send
Please Sirs: me one of your weather vanes which I saw advertised
Please send
for $34.95. Wemehave
one recently
of your repainted
weather vanes which Iand
our garage, sawa advertised
weather
for $34.95. We have recently repainted
vane would be a wonderful finishing touch. our garage, and a weather
Myvane would
check be a wonderful finishing touch.
is enclosed.
My check
Sincerely, is enclosed.
Sincerely,

First of all, an order clerk would not know what to send this customer unless
the company manufactured only one style of weather vane for $34.95. Moreover,
instead of providing NECESSARY FACTS, the writer included unnecessary
details. Generally, it is NOT NECESSARY TO MENTION A REASON FOR AN
 27

ORDER. Orders are routine and handled in quantity; as long as you are a paying
customer, your motive for buying does not interest the seller.
While the preceding letter would require correspondence before the order
could be shipped, the letter below would elicit prompt delivery.
Letter 2.6.

250 Commonwealth Avenue

Boston, Massachusetts 02118

Cape Cod Ornaments, Inc. Your ref:

94 State Road Our ref:
West Yarmouth,
Massachusetts 02757
February 14, 2011

Dear Madam or Sir:

I have seen your ad in the Boston Globe of Sunday, February 12, and would like
to order the following weather vane:
Model EPC-18" eagle with arrow, copper, $34.95.
I would like the weather vane sent to the above address by parcel post and
charged, with any applicable sales tax and handling costs, to my VISA account
(number 003 0971 A109; expiration date, 3/99).

Yours sincerely,

Jack Smith
Executive Manager

PLACING ORDERS
There are at least two types of letters placing orders: the one with and the
one without an official purchase order. Consider two types of orders-answers to the
letter, define the difference between them, pay attention to their wording.

Letter 2.7.
 28

HOME STORES
16 Tootbridge Avenue Westwood Surrey SU2 1CH

Woolworth Ltd. Your ref: DY/sw

10 Horndean Way, Our ref: HJ/MM
Bristol BS2 6CS
1 December 2012
Dear Sirs
Purchase Order No. 4462M

Thank you for your letter of 23 November, enclosing your catalogue and price-list.
We have considered the models of your drills and are satisfied with their design and
features.
We enclose our official purchase order and will open an irrevocable Letter of Credit as
soon as we receive your pro forma invoice.
Yours faithfully
Hugh Jones
Marketing Manager
Enc: 1

Letter 2.8.

HOME STORES
16 Tootbridge Avenue Westwood Surrey SU2 1CH
Woolworth Ltd. Your ref: DY/sw
10 Horndean Way, Our ref: HJ/MD
Bristol BS2 6CS
1 December 2012
Dear Sirs
Purchase Order No. 4462M
Thank you for your letter of 23 November.
We have considered the models of your drills and would like to place the
following order:
200 Electric Drill M2343 Cat. Ref. B1613
100 Electric Drill EL 1368 Cat. Ref. B1617
150 Electric Drill FT 14 Cat. Ref. B1621
We shall pay for the good by banker's draft on receipt of your pro forma
invoice.

Yours faithfully

Hough Jones
Marketing Manager
 29

Have you found difficulty in understanding the italicized terms in the letters
above? Match the following business and financial terms to their Ukrainian
equivalents.
banker's draft терміни постачання
pro forma invoice безвідкличний акредитив
irrevocable Letter of Credit замовлення на товар
Cat. Ref. банківська тратта
terms номер за каталогом
purchase order зразок рахунку-фактури
Complete the table with the focus phrases of letters placing orders .
1. Ordering/Placing orders
Ми з задоволенням/ ми хотіли б зробити таке
замовлення...
We enclose our official purchase order/order
form...
2. Describing payment methods (conditional)
Ми пропонуємо оплату товарів банківською
траттою при отриманні (документів)
Ми (відкриємо акредитив) як тільки одержимо
(зразок Вашого рахунку - фактури).

ACKNOWLEDGING ORDERS
The acknowledgment of orders should be the happiest task of every business
correspondent. This is especially true if the correspondent is writing to
acknowledge the first order from a new customer or an unusually large order from
an established customer. Appreciation for the order should always be mentioned.
When acknowledging an order, you should, of course, make routine
reference to it and give information about when and how it will be shipped. If you
cannot fill the order immediately or cannot fill it at all, say so in a friendly and
courteous way so that you retain good will.
Many companies today have abandoned the practice of acknowledging
orders, particularly when the order will be filled promptly. Some companies
respond to orders by immediately sending an invoice, and some employ the
halfway measure of using printed acknowledgment forms. But however handled,
confirming an order helps to establish goodwill by reassuring the customer that the
 30

order has been received.

Any order acknowledgment, whatever the circumstances, should contain
specific information. It should let the customer know exactly what is being done
about the order by
1. mentioning the date of the order;
2. including the order or invoice number;
3. explaining the date and method of shipment;
4. acknowledging the method of payment.
Of course, all order acknowledgments should also express appreciation for
the order and assure the customer that it will be filled.
Letter 2.9.

PAYTON'S PLASTICS, INC.

1313 Spruce Street
Philadelphia, PA 17512

Ms. Cybel Megan Your ref:

FRAMES-BY-YOU Our ref:
126 Walnut Street
Philadelphia, PA 17503
September 16, 2012
Dear Ms. Megan:

We are pleased to have received your order of September 15 and would like to
welcome you as a new customer of Payton's Plastics.

Your order (No. 6297) for one dozen 4' x 5' sheets of 1/8" Lucite is being
processed and will be ready for shipment on September 21. It will be delivered to your
workshop by our own van, and payment will be c.o.d. (our policy for all orders under
$100).

We are sure you will appreciate the clear finish and tensile strength of our entire
line of plastics. Ms. Julie Methel, your sales representative, will call on you soon with a
catalog and samples.

Yours faithfully,

Howard Roberts
Customer Relations

Consider the following acknowledging letter and the letter advising

despatch. Pay attention to their wording.
 31

Letter 2.10.

Woolworth Ltd.
10 Horndean Way, Bristol BS26CS
Home Stores Your ref: JW/MD
16 Tootbridge Avenue Our ref: MH/sw
Westwood Surrey SU2 1CH
3 August 2012
Dear Sirs
Purchase Order No. 4462M

We are pleased to acknowledge your order of 1 August for:

200 Electric Drill M2343
100 Electric Drill EL 1368
150 Electric Drill FT 14
We enclose our pro forma invoice as requested. The goods will be despatched by air on
receipt of your banker's draft.
Yours faithfully

Mary Hardy
Sales Manager

Enc: 1

Letter 2.11.

Woolworth Ltd.
10 Horndean Way, Bristol BS2 6CS
Home Stores Your ref: JW/MD
16 Tootbridge Avenue Our ref: MH/sw
Westwood
Surrey SU2 1CH
3 August 2012
Dear Sirs
Purchase Order No. 4462M
We are pleased to advise you of the despatch of your order No. 4462M, which was collected today for
transport by British Airways to Westwood.
The air-way bill, insurance certificate and invoice for freight charges and insurance are enclosed.
We look forward to receiving further orders from you in the future.
Yours faithfully
Mary Hardy
Sales Manager
Enc: 3

Complete the table with the focus phrases of letters dealing with
orders.
1. Acknowledging order
 32

Із задоволенням приймаємо Ваше замовлення

2. Advising of despatch
Ми з задоволенням повідомляємо Вас про
відправлення Вашого замовлення.../ що Ваше
замовлення було відправлено...

CLAIM AND ADJUSTMENT LETTERS

Claim and adjustment letters merely represent two sides of the same
problem. Since a claim is a request for adjustment, it should supply as complete
information as possible to prevent unnecessary correspondence which will cause a
delay in adjustment. A claim should explain what is wrong, giving exact and
complete information about dates, amounts, etc. It should explain the
inconvenience or loss suffered from the mistake, clearly indicate the adjustment
desired, and support the claim by some appeal to the sense of fair play or integrity
of the reader. A claim letter should not be hostile, sarcastic, or accusing, unless
there is extreme provocation.
CLAIMS
Countless aspects of business dealings can break down, but the most
common causes for claims are:
1. an incorrect bill, invoice, or statement;
2. a bill for merchandise ordered but never received;
3. delivery of unordered merchandise;
4. delivery of incorrect merchandise;
5. delivery of damaged or defective merchandise;
6. an unusually delayed delivery.
A claim is written to inform the company of the problem and suggest a fair
compensation. No matter how infuriating the nature of the problem nor how great
the inconvenience, the purpose of a claim is NOT to express anger, but to get
results.
Therefore, it is important to avoid a hostile or demanding tone. A claim must
be calm and polite though, of course, also firm.
 33

A claim should begin with the facts, first explaining the problem (such as the
condition of the merchandise or the specific error made). Then all the necessary
details should be recounted in a logical order. These details may include the order
and delivery dates, the order or invoice number, the account number, the method of
shipment, etc. A copy of proof of purchase, such as a sales slip or an invoice,
should be included whenever possible. (Always, of course, retain the original.)
Finally, you should state a reasonable adjustment. This should be worded
positively and convey your confidence that the company will be fair.
As you read the sample claims, notice especially how they state all the facts
calmly. The writer never loses his or her temper, never makes a threat, and never
attempts to place blame. At all times, the letter is directed toward the solution.
Letter 2.12.
 34

Letter 2.13.

ADJUSTMENTS
An adjustment letter should begin with a positive statement, expressing

811 Regent Street

Phoenix, Arizona 99087

Gleason's Department Store

2297 Front Street
Phoenix, Arizona 99065
December 3, 2012
Dear Sir or Madam:
I have just received the November statement on my charge account (No. 059-3676).
The statement lists a purchase for $83.95, including tax, which I am sure I did not
make.
This purchase was supposedly made in Department 08 on November 12. But
because I was out of town the week of the tenth and no one else is authorized to use
my account, I am sure the charge is in error.
I have checked all the other items on the statement against my sales receipts, and
they all seem to be correct. I am therefore deducting the $83.95 from the balance on
the statement and sending you a check for $155.75.
I would appreciate your looking into this matter so that my account may be cleared.
Sincerely yours,
Sales Manager
Enc: 3

sympathy and understanding. Near the start, it should let the reader know what is
being done, and this news, good or bad, should be followed by an explanation. The
letter should end with another positive statement, reaffirming the company's good
 35

intentions and the value of its products, but NEVER referring to the original
problem.
Adjustment letters often contain apologies; try to keep the language positive
instead of negative. If circumstances require it, say that you are sorry or that you
regret the mistake, but don't burden your letter with such depressing words when a
constructive suggestion will serve the purpose better.
The two types of adjustment letters—those which grant and those which
refuse adjustments—differ in approach. It is wise to give the good news early in a
letter granting an adjustment such as, "You will be glad to know that the adjustment
you requested has been made."
In a letter refusing an adjustment, however, lead up to the refusal with a
friendly, logical explanation. For example, "Your request for an adjustment has
received our careful attention. If it were not for the fact that the bathing suit is now
out of season, we could accept it, but under the circumstances." Try to find a
meeting ground with your reader and persuade him to accept your explanation. Be
sure that the details of the explanation are crystal clear. Whether granting or
refusing an adjustment, express the hope that the inconvenience experienced was
not severe, and thus attempt to build good will.
Read the following samples of the adjustment letters and pay attention to the
underlined phrases.
Letter 2.14.
 36

Gleason's Department Store

2297 Front Street
Phoenix, Arizona 99065

Ms. Rosetta Falco

811 Regent Street
Phoenix, Arizona 99087
December 8, 2012

Dear Ms. Falco:

As you mentioned in your letter of December 3, you were indeed billed for a
purchase you had not made.

According to our records, you should not have been charged the $83.95, and
the sum has been stricken from your account.

Thank you for bringing this matter to our attention. We hope you have not
been inconvenienced and will visit Gleason's soon so that we may again have the
pleasure of serving you.

Sincerely yours,

Letter 2.15.
 37

Eterna-Tools, Inc.
Route 9, Saddlebrook, NJ 07666

Mr. Jack Patterson

Jack's Hardware Store
72 Elm Street
Kennebunk, Maine 06606
April 19, 2012

Dear Mr. Patterson:

We are sorry that the model 88b handsaws you purchased have not lived up to
your expectations. Frankly, we are surprised they have proved so fragile and
appreciate your returning them to us. Our lab people are already at work trying to
discover the source of the problem.

We are glad to assume the shipping costs you incurred, Mr. Patterson. But
may we suggest that, instead of a refund, you apply the price of these saws to the cost
of an order of model 78b saws Your own experience will bear out their reliability, and
we are sure your customers will be pleased with an Eterna-Tool Product.

If you will drop us a line okaying the shipment, your 78b handsaws will be on
their way within the week.

Sincerely yours,

CREDIT LETTERS
The Credit Department is closely associated with the Adjustment De-
partment in most organizations, but its letters are concerned with a larger variety of
situations. Credit men not only grant or refuse credit, they must also acknowledge
requests for credit, obtain information from credit references, supply information
to inquirers, reactivate old and unused charge accounts, and promote new
accounts. All these duties are in addition to keeping accounts up-to-date through
proper collection follow-up.
The careful judgment exercised by credit men in granting and protecting
credit is evidenced by the fact that an estimated 90 % of American business is done
on credit, and less than one-half of one percent must be written off as a loss. This
remarkable record is possible because credit men have been more concerned about
good letters than any other business group except, perhaps, those who sell by direct
 38

mail. Because credit men are interested in having as many people as possible shop
on credit, they are constantly selling good will in every letter.
A letter acknowledging an application for credit should welcome the
customer and express appreciation of his order or request, explain the credit policy
and terms, request references, and encourage a prompt response by explaining that
the information will expedite the opening of his account.
Letter 2.16.

KRETCHMER'S APPLIANCE STORE

1135 State Street,
Chicago, Illinois 60688

Standard Electric Corporation

2120 Oak Terrace
Lake Bluff, Illinois 60044
February 3, 2012

Dear Madam or Sir:

Enclosed is our purchase order 121 for 6 four-slice toasters, model 18E.
We would like to place this order on open account according to your regular
terms. Our store has been open for two months, and you may check our credit rating
with Ms. Peggy Sawyer, branch manager of the First Bank of Chicago, 1160 State
Street, Chicago, Illinois 60688.

You may also check our credit standing with the following companies:

The Kenso Clock Company, 150 Ottawa, N.W., Grand Rapids, Michigan
49503
National Kitchen Products, Inc., 55 East Main Street, Round Lake Park,
Illinois 60733
Eastern Electric Corporation, 750 East 58 Street, Chicago, Illinois 60637

Please let us know your decision regarding our credit as well as an

approximate delivery date for our first order.

Sincerely yours,

Bruce Kretchmer

The letter granting credit should give this information with warm
friendliness and should include some sales talk about the service and benefits open
to the customer through his account. It should, of course, express appreciation, but
 39

it should also include a statement of the terms for payment so that the customer
cannot thereafter plead ignorance as an excuse for non-payment of bills.
Letter 2.17.

Standard Electric Corporation

2120 Oak Terrace
Lake Bluff, Illinois 60044

Mr. Bruce Kretchmer

Kretchmer's Appliance Store
1135 State Street
Chicago, Illinois 60688
February 18, 2012

Dear Mr. Kretchmer:

It is my pleasure to welcome you as an SEC credit customer since your request

for credit has been approved.

Your first order, for 6 Model 18E toasters, will be ready for shipment on
Monday, February 22.

On the first of each month, we will prepare a statement of the previous

month's purchases. Your payment is due in full on the tenth. With each statement, you
will also receive a supply of order forms and return envelopes.

Arlene Ryan, your personal SEC sales representative, will visit you some time
next week. In addition to bringing you catalogs and samples, she will explain our
special dealer options, such as advertising campaigns and rebate programs.

We are delighted that SEC can be a part of your store's beginnings and look
forward to serving you for many years to come.

Sincerely yours,

Milton Smedley
Credit Department

Perhaps one of the most difficult of all business letters is the one which must
refuse credit. It is difficult, for it must first tell a person as tactfully as possible that
he is not a good credit risk, and second, it must try to retain the customer on a cash
basis. It is a super-selling job to say in effect that "Your credit is no good, but we'd
like to keep your cash coming" and to say it in such a friendly manner that you
actually keep the cash customer.
Letter 2.18.
 40

HANS & MEYERS

Suppliers to the Plumbing trade
1010 Broadway,
New York, NT 10033

Mr. Donald Cortland

Cortland Hardware Store
20-67 Kissena Blvd.
Queens, NY 11203
August 10, 2012

Dear Mr. Cortland:

Thank you for your recent application for Hans & Meyer's 60-day terms of
credit. However, we believe it would not be in your best interest to grant you credit at
this time.
An impartial credit investigation indicates (hat your company's present
financial obligations are substantial. We fear that adding to those obligations could
jeopardize your sound credit standing in the community.

Of course, Mr. Cortland, you are always welcome to buy from Hans &
Meyer's, on a COD basis. We will try our best to serve you in all ways possible. And
if. in the future, your obligations should be reduced, feel free to apply again for terms
of credit. We shall be delighted to reconsider.

Cordially yours,

GOOD WILL LETTERS

Good will letters are more personal than most business letters and are
designed to sell only one idea—the good will of the company. Some businessmen
send annual birthday greetings to their clients; some acknowledge the first, fifth, or
tenth birthday of the account; some send congratulations when notified of a birth
or marriage; some send condolences when notified of a death. The most common
type of good will letter, however, is the letter of appreciation sent to customers
with satisfactory paying habits and to customers of long standing. Good will letters
are also used to welcome new customers, to remind customers that they have not
used their accounts recently, and to send holiday greetings.
 41

2.2. PRACTICE
2.2.1. A retail store has received an inquiry from an economics research
bureau requesting a schedule of salaries. The reply sent by the personnel
department is given below, with an analysis of the reply. Write a revised letter
eliminating the faults pointed out in the analysis. Compare your letter with your
group mates'.

Analysis of Letter
1. Two paragraphs begin with "we." Why not start the first paragraph
with "Thank you for your letter . . . "?
2. The first sentence of the second paragraph is negative and a rather
blunt refusal of the request. It is better to lead up to a refusal in some tactful way
rather than to make the refusal early in the letter.
3. This phrase creates a bad effect since it implies that the company is
suspicious of the inquirer's intention.
4. Cliché.
5. Negative phrase—creates bad impression and fails to sell good will.
6. Last sentence should not lead into complimentary close.
 42

2.2.2. Below you will see parts of three letters of enquiry. Put the correct
word or phrase in each blank. Choose from the following list. Use each item once
only.

advertisement discount forward price list

advise latest catalogue particularly price range
current issue faithfully information reference
Dear model payment still available
A.
1............... Sir
I have seen your 2............in the 3.............. of 'Office Weekly' and am interested in
your range of office stationery.
Could you please send, me your 4.............and 5.......... I look 6……..to hearing
from you.
Yours 7........ .
B.
With 8..........to your advertisement in today's "Times', could you please send me
9 …… about your office furniture. I am 10... interested in your adjustable
typist's chairs.
C.
Some time ago we purchased from you some JF72 solar-powered pocket
calculators.
As this 11…….... was so popular with our customers, we would like to know if it
is 12……... If so, would you kindly 13...........us of your terms of 14......... and any
quantity 15......... available. Could you also include details of any new models in
the same 16……….

2.2.3. Look at the advertisement, complete in Ukrainian and then translate

into English the letter of 21 November 2000 to Hermis Travel requesting full
details and prices of flights to Kuala Lumpur
 43

LET THE LOW FARE УКРАЇНСЬКО-БРИТАНСЬКА

SPECIALIST КОМЕРЦІЙНА СПІЛКА
LOOK AFTER YOU 68, вул. Хрещатик, 211623, Київ
тел/факс (044) 264-5734
Scheduled 747 flights to Гермис Тревел
AUSTRALIA & (1)___________
NEW ZEALAND _____________
With stopovers available in Вхідні (2)__________
Bangkok, Bali, Singapore, _______________/МН
Kuala Lumpur, Manila, (3)____________20___
Jakarta, Los Angeles, Fiji
and Honolulu Шановний (4)___________

HERMIS TRAVEL Стосовно (5)___________________ вгазеті

Hermis Travel "Гардіан" від 16 лютого 2000 року, не могли
35 Whitehall, London SW 1 б Ви (6)___________про (7)___________
01-930 2556/7.
Щиро (8)__________
Менеджер з експорту С. Стороженко

2.2.4. You are the program chairperson of the Harrisburg Civic Association.
Write a letter to Margaret Belmont, mayor of Harrisburg, asking if she would be
willing to attend a future meeting of the association and address the members on a
topic of general interest. Meetings are held the second Wednesday of every month
at 7:30 P.M. in the basement meeting room of the community center. Previous
speakers have included Raymond Delacorte, president of Grand Northern Motels,
Inc., who spoke on the topic "Increasing Tourism in Harrisburg," and Gregory
Lardas, CPA, who spoke on the topic "Local Property Tax: Boost or Burden?" You
may explain that meetings are attended by approximately 75 community-minded
people and that the lecture segment of the meeting usually lasts about one hour.
Translate it into Ukrainian.
2.2.5. Read the inquiry letter, paying attention to its style. Translate it into
Ukrainian and write an answer in English.
 44

Dreamtime Movies Universal Ltd

54 Oxford Road, Skagnes SK3 4RG
Tel: 0223 123 4567 Fax: 0223 765 4321
Email: info@dreamtimemovies.com.uk
Lingua Services Galactic Ltd Your ref:
69 Milk Street Our ref:
LONDON SW7 6AW
22 January 2012
Dear Sirs
Translation Brochure
We should be grateful if you would send us your brochure and price list about your
translation services.
We are currently developing our sales literature and web sites and are interested in
translating these into five languages apart from English.
I look forward to hearing from you.
Yours faithfully
Andrea Philips
Marketing Manager

2.2.6. Translate this inquiry letter into Ukrainian. Write an answer in

Ukrainian.
Symphony of Sound
12 Main Street, Arrington, Tennessee, 37014
Tel: (615) 395-8765
Alicia Hathoway Your ref:
14 Sparks Road Our ref:
Arrington, Tennessee, 37014
21 November 2012
Dear Ms. Hathoway:
Forthcoming Price Change
Season tickets for this year's symphony are going on sale next month and we
wanted you to be among the first to know.
As you probably know, rental prices have skyrocketed throughout Tennessee
this year. Due to our increase in rent at the Arrington Forum, we are finding it necessary
to raise the price of our season tickets from $228 to $275. Single viewing tickets will
also be subject to a price increase.
We hope that you will consider purchasing season tickets for next year despite
this change. The Arrington Symphony has been together for 23 years, and relies on
season-ticket holders to fill 25% of the seating at each event. Without your support the
Arrington Symphony could be forced into retirement before its 25th anniversary.
To purchase tickets for the 2012 season, please visit our website at
www.arringtonsymphony.net, or call the ticket agent representative at (615) 395-8750.
We look forward to having you in our audience again next year.
Yours truly,
Colin Fairchild
Promotional Director

2.2.7. Complete the following letter and then translate it into English
 45

КОРПОРАЦІЯ СТАЛЬ-УКРАЇНА
344, вул. Ливарна, Запоріжжя, Україна

62 Індастріал Юніт (1)_____________: МС/гкЗ

Індіан Стіл Компані (2)_____________ /зм
Бомбей
Індія
17 вересня 2001 р.

Замовлення№4351К

(3)_______________________,
Ми (4)_____________________ про відправлення Вашого
(5)_________________, що було транспортовано сьогодні вранці для
(6)_________________________.
Ми додаємо (7)__________________, (8)______________________, та
(9)___________________ - оплату за фрахт та страхування.
Ми з нетерпінням чекаємо (10)____________________.

(11)_____________________.

Заступник директора корпорації

М. Сидорчук

Додатків: (13).

2.2.8. As assistant buyer for Fenway's Toy Store, 1704 North Broadway,
Richmond, Virginia 23261, write a letter to the Marco Toy Company, Inc., 223
Sunrise Highway, Glen Cove, New York 11566, to order two dozen Baby Jenny
dolls (at $10 each), one dozen Baby Jenny layette sets (at $15 each), and three
dozen 18-inch Tootsie-Wootsie teddy bears (at $7 each). You would like to have
these items in stock in time for the preChristmas selling season. You want to make
this purchase on account and have it shipped air express. If Marco has available
any special Christmas displays for their merchandise, you would like to receive
these, too. Write down the Ukrainian translation.
2.2.9. As assistant finance manager of your company, it is your
responsibility to report to your supervisors about year-end tax saving measures
that can be taken within the organization. Write a letter to Wilda Stewart (Stewart
and Stewart CPA's, 466 Main Street, Eugene, Oregon 84403), an accountant you
met recently at a seminar on the new federal tax laws. Ask her for information for
 46

your report, including pointers on deferring income and accelerating deductions

as well as year-end expenditures.
2.2.10. You are sales supervisor at the Am-Lux Company, Inc., 529 Eaton
Avenue, Bethlehem, Pennsylvania 18115. You recently read an article by Louisa
Sanchez entitled "From Lead to Deal: Ten Over-Looked Steps to Closure" in High
Commission magazine. You believe the twenty-five salespeople in your department
would benefit from reading the article. Write a letter to Ms. Sanchez, in care of
High Commission, 705 Tenth Avenue, New York, New York 10077, requesting her
permission to make twenty-five copies of her article for circulation only within
your company.
2.2.11. Do the following task: складіть українською мовою листа від
компанії "Супутник Лімітед", що знаходиться за адресою: 31, Хрещатик,
Київ-1, Україна, та зробіть замовлення компанії "Кей де Сільва Лімітед" за
адресою: 1325 Льоркспур Стріт, м. Голдбері, штат Каліфорнія, СІЛА, на 70
тракторів М63 по 600 доларів за кожний та 21 плуг М92 за 7 500 доларів.
Оплату буде здійснено банківською траттою протягом 21 доби з дня
надходження товару. Перекладіть замовлення на англійську мову.
2.2.12. You are employed in the shipping department of Kinbote Products,
Inc., 200 Southeast Fourth Street, Miami, Florida 33131. Write a letter
acknowledging the following order from Ellen Minsky, buyer for Gold's Specialty
Shops, 3636 West Grace Street, Tampa, Florida 33607.
Dear Gentlemen and Ladies:
Please send me two dozen exercise suits (Style L-29) in the following assortment of sizes
and colors:
Vanilla3 petite, 3 small, 4 medium, 2 large
Chocolate2 petite, 4 small, 4 medium, 2 large
Charge my account (882GSS) for the wholesale price of $35 per suit.
I would like the order shipped air express and would appreciate your letting me know
how soon I may expect delivery.
Yours truly,
2.2.13. You are employed by the Lawsen Linen Company, P.O. Box 762,
 47

Bloomfield, New Jersey 07003. Write a letter to Mrs. Marianne Rollins, 444 Ross
Avenue, Caldwell, New Jersey 07006, to explain a delay in shipping her order for
one set of Floral Mist queen-size sheets and pillowcases. Because of a factory
strike, all orders have been held up, but assure her that negotiations are
progressing and a settlement is expected soon. Convince her to wait and not cancel
her order.
2.2.14. Arthur Edwards, owner of Edwards Drug Store, 1540 Peachtree
Street, N.E., Atlanta, Georgia 30309, has been a customer of the Southern
Cosmetics Company, 2109 Lenox Road, N.E., Atlanta, Georgia 30326, for seven
years. Because Mr. Edwards has placed an unusually large order, he has
requested a special discount. As a representative of Southern Cosmetics, write a
letter to Mr. Edwards refusing the discount.
2.2.15. a. Make up a letter in Ukrainian from Utilite Co: 34, Vulytsya
Narimanova, Kharkiv, Ukraine ordering different types of paper (for faxes (Cat.
Ref. 2317/M), copiers (Cat. Ref. 3412/C) and type-writers (Cat. Ref. 4532/TW))
from M Arthur plc, 17 Lodge Road, Birmingham, England.
b. Take your partner's letter from part a. and acknowledge it in English.
c. Make up in English your own order then swap letters of order with your
partner and make in Ukrainian the letter advising his order despatch.
2.2.16. On October 7, the Kitchen Korner, 47-03 Parkway Drive, St. Paul,
Minnesota 55104, placed an order for two dozen poultry shears from the
Northridge Cutlery Company, 2066 Yellow Circle, Minnetonka, Minnesota 55343.
By November 30, the shears have still not arrived, and there has been no letter
from Northridge Cutlery explaining the delay. Write the claim from Kitchen
Korner inquiring about the order. Emphasize these concerns: Did the order
arrive? Why was neither an acknowledgment nor a stopgap letter sent? Will the
shears arrive in time for preChristmas shopping?
Refer to Exercise E and write the letter from Northridge Cutlery answering
Kitchen Korner's claim. Explain the delay was caused by a strike of local truckers.
Apologize for failing to notify the customer.
 48

2.2.17. Mr. Marvin Gold of 1602 Arlington Avenue, Bronx, New York 10477,
has had a charge account at Manson's Department Store, 4404 Madison Avenue,
New York, New York 10008, for six years. His credit limit is $400. He has always
paid his bills on time although he currently has an outstanding balance of $182.54,
forty-five days overdue. The National Credit Bureau has contacted Manson's for
credit information about Mr. Gold. Write the letter Manson's should send to the
National Credit Bureau.
2.2.18. The credit references of Ms. Migdalia Ruiz (818 Ocean Parkway,
Brooklyn, New York 11202) are all favorable, and so her new charge account with
Manson's Department Store has been approved. Write the letter Manson's should
send to Ms. Ruiz.
2.2.19. Ms. Hiroko Osawa's credit references indicate that, although she has
no outstanding debts or record of poor payment, her employment history is
unstable. Manson's Department Store, therefore, concludes that she would be a
poor credit risk. Write the letter that Manson's should send to Ms. Osawa (6061
Valentine Lane, Yonkers, New York 80301), denying her application for a charge
account.
 49

UNIT 3. THE PECULIARITIES OF THE CONTRACT

TRANSLATION

3.1. THEORY

Contract
•a binding agreement between two or more persons or parties, esp. one
legally enforceable
•a business arrangement for the supply of goods or services at a fixed price
Agreement
•a contract duly executed and legally binding
As you see, these definitions are actually synonymous. In some spheres
"contract" is more frequent, in the others - "agreement" However, one common
feature is important for the present course. Both contact and agreement are formal,
legal documents defining relationship of business partners. They are to be
composed and translated not to allow interpretations or misunderstandings, which
may cause serious legal conflicts or financial losses.
For this reason one should be extremely careful composing and translating
contracts and agreements. Translation here is more often reduced to finding a good
precedent of the whole clause or even a contract, rather than separate equivalents
from a bilingual general purpose dictionary. To borrow a good sample here is
better than to create a far-fetched made up version of a legal document, hardly ever
suitable for the professionals used to internationally accepted phraseology and
syntax of the document.
TRANSPORT AND DELIVERY TERMS
Multimodal (Door to Door) transport is wide-spread in shipping now. It
involves a transfer of the goods from one mode of transport to another.
Traditionally, the ship's rail was considered the critical point of
responsibility that is when all risks of loss or damage are transferred from one
parry to the other. Now it is no longer the ship's rail but the port terminal which
 50

may be such a point. In sea port areas the goods are put into containers, on pallets
or aboard the ship.
The main carrier often prefers to assume through responsibility for the cargo
he carries. In a through movement of the goods a combined transport document is
issued instead of a traditional Bill of Lading.
Like a traditional Bill of Lading it is a receipt for the consignment.
But instead of ports of shipment and discharge it shows the place of delivery
and receipt. The new system of multimodal shipment in international trade is
reflected in the International Commercial Terms (Incoterms 1990).
THE FOURTEEN INCOTERMS
Incoterms - International rules of commercial terms interpretation. They are
developed by the International Chamber of Commerce. The booklet Incoterms
1990 contains the rules of interpretation of 14 transportation conditions.
EX Works
"Ex Works" means that the seller's only responsibility is to make the goods
available at his premises (i. e. works or factory). In particular he is not responsible
for loading the goods in the vehicle provided by the buyer, unless otherwise
agreed. The buyer bears full cost and risk involved in bringing the goods from
there to the desired destination. This term thus represents the minimum obligation
for the seller.
Free Carrier...( named point)
This term has been designed to meet the requirements of modern transport,
particularly such "multimodal" transport as container or "roll on-roll off' traffic by
trailers and ferries. It is based on the same main principle as FOB except that the
seller fulfills his obligations when he delivers the goods into the custody of the
carrier at the named point.
FOR/FOT
FOR and FOT mean "Free on Rail" and "Free on Truck". These terms are
synonymous since the word "Truck" relates to the railway cars. They should only
be used when the goods are to be carried by rail.
 51

FOB Airport
FOB Airport is based on the same main principle as the ordinary FOB term.
The seller fulfills his obligations by delivering the goods to the air carrier at the
airport of departure. The risk of loss of or damage to the goods is transferred from
the seller to the buyer when the goods have been so delivered.
FAS
FAS means "Free Alongside Ship". Under this term the seller's obligations
are fulfilled when the goods have been placed alongside the ship on the quay or in
lighters. This means that the buyer has to bear all costs and risks of loss of or
damage to the goods from that moment.
FOB
FOB means "Free on Board". The goods are placed on board a ship by the
seller at a port of shipment named in the sales contract. The risk of loss of or
damage to the goods is transferred from the seller to the buyer when the goods pass
the ship's rail.
C&F
C&F means "Cost and Freight". The seller must pay the costs and freight
necessary to bring the goods to the named destination, but the risk of loss of or
damage to the goods is transferred from the seller to the buyer when the goods pass
the ship's rail in the port of shipment.
CIF
CIF means "Cost, Insurance and Freight". This term is basically the same as
C & F but with the addition that the seller has to procure marine insurance against
the risk of loss of or damage to the goods during the carriage. The seller contracts
with the insurer and pays the insurance premium.
Freight Carriage Paid To...
Like C&F "Freight or Carriage paid to..." means that the seller pays the
freight for the carriage of the goods to the named destination. However, the risk of
loss of or damage to the goods, is transferred from the seller to the buyer when the
goods have been delivered into the custody of the first carrier and not at the ship's
 52

rail. It can be used for all modes of transport including multimodal operations and
container or roll on-roll off traffic by trailers and ferries. When the Seller has to
furnish a bill of lading, waybill or carrier's receipt, he duly fulfills this obligation
by presenting such a document issued by the person with whom he has contracted
for carriage to the named destination.
Freight Carriage and Insurance Paid To...
This term is the same as "Freight or Carriage Paid to..." but with the addition
that the seller has to procure transport insurance against the risk of loss of or
damage to the goods during the carriage. The seller contracts with the insurer and
pays the insurance premium.
EX Ship
"EX Ship" means that the seller shall make the goods available to the buyer
on board the ship at the destination named in the sales contract.
EX Quay
"EX Quay" means that the seller makes the goods available to the buyer on
the quay (wharf) at the destination named in the sales contract.
Delivered at Frontier
"Delivered at Frontier" means that the seller's obligations are fulfilled when
the goods have arrived at the frontier - but before "the customs border" of the
country named in the sales contract.
Delivered Duty Paid
While the term "Ex Works" signifies the seller's minimum obligation, the
term "Delivered Duty Paid", when followed by words naming the buyer's premises,
denotes the other extreme - the seller's maximum obligation. 'This term "Delivered
Duty Paid" may be used irrespective of the mode of transport.

3.2. PRACTICE
3.2.1 Match the following English terms to their shuffled Ukrainian
equivalents.
Name акредитив
 53

Preamble арбітраж
Subject валюта платежів
Quality and quantity далі
Basic terms of the goods delivery додаток (-ки)
Price and the General Sum загальні умови постачання
Payment звільнення від відповідальності
Conditions of work acceptance контрагенти
Packing and Marking Міжнародні правила інтерпретації
комерційних термінів
Force-Majeure місце призначення
Claims and Sanctions назва
Arbitration пакування та маркування
Legal address Покупець
requisites преамбула
the Buyer предмет
the Seller Продавець
hereinafter реквізити
hereby розрахунки
specifications санкції та рекламації
appendix (-ices) специфікації
Incoterms умови здачі (приймання) роботи
currency умови платежів
settlements/payments форс-мажорні обставини
credit letter цим
destination ціна та загальна вартість контракту
exemption from duties юридичні адреси
counteragents якість та кількість
essential clauses договір підряду; договір будування
під ключ
strike a deal порушення умов контракту
legal title контракт без обумовленого строку дії
contractor agency невід'ємна частина
contract of employment типовий контракт

contract of guarantee юридична назва фірми

contract of indemnity договір рамковий
contract of intention виконання контракту
contract of purchase договір особистого найму
contract without reservations контракт без застереження
as per contract суттєві умови контракту
bound by contract глобальний контракт
breach of contract контракт з корегуванням фіксованої
ціни
fix-price contract with redetermination згідно з договором
flat fee contract договір гарантії збитків
frame contract контракт із заздалегідь встановленою
ціною
long-term contract довгостроковий договір
 54

nude contract складати угоду

open -end contract договір купівлі-продажу
parol contract договір поручництва
performance of a contract договір доручення
prime contract строковий договір
red futures contract month сторони, що домовляються
standard contract зобов'язаний за контрактом
terminal contract простий договір в усній формі
turnkey contract ф'ючерсний контракт
part and parcel договір намірів
contracting parties договір,що не має позовної сили

3.2.2. Read the following excerpt from the Regulations of Ukraine on

Contracts and Agreements. Fill in the table to sum the information, which is to be
presented in each clause, the way it was started for you.
Договір (контракт) укладається відповідно до закону України "Про
зовнішньоекономічну діяльність" та інших законів України з урахуванням міжнародних
договорів України. Суб'єкти підприємницької діяльності при складанні тексту договору
(контракту) мають право використовувати відомі міжнародні звичаї, рекомендації
міжнародних органів та організацій, якщо не не заборонено прямо та у виключній формі
законом України ''Про зовнішньоекономічну діяльність" та іншими законами України.
1. До умов, які слід передбачити в договорі (контракті) належать:
1.1. Назва, номер договору (контракту), дата та місце його укладення.
1.2. Преамбула.
У преамбулі визначається повне найменування сторін учасників
зовнішньоекономічної операції, під якими вони офіційно зареєстровані, з зазначенням
країни, скорочене визначення сторін як контрагентів ("Продавець", "Покупець",
"Замовник", "Постачальник" тощо) та найменування документів, якими керуються
контрагенти при укладенні договору (контракту) (статут підприємства, установчий
договір тощо).
1.3. Предмет договору (контракту)
У цьому розділі визначається, який товар (роботи, послуги) один з контрагентів
зобов'язаний поставити (здійснити) іншому, з найменуванням марки, сорту або кінцевого
результату роботи, що виконується.
Якщо товар (робота, послуга) потребує детальнішої характеристики або
номенклатура товарів (робіт, послуг) досить велика, то все це вказується у додатку
(специфікації"), який має бути невід'ємною частиною договору (контракту), про що
робиться відповідна позначка у тексті договору (контракту).
1.4. Кількість та якість товару (обсяги виконання робіт, надання послуг).
У цьому розділі визначається, у залежності від номенклатури, одиниця виміру
товару, прийнята для товарів такого виду (в тоннах, кілограмах, штуках тощо), його
загальна кількість та якісні характеристики.
У тексті договору (коїггракту) на виконання робіт (надання послуг) визначаються
обсяги робіт (послуг) та термін їх виконання.
1.5. Базисні умови поставки товарів (прийому / здачі виконаних робіт або послуг).
У цьому розділі вказується вид транспорту та базисні умови поставки (у
відповідності з "Міжнародними правилами Інтерпретації комерційних термінів" у редакції
1990 року), які визначають обов'язки контрагентів щодо поставки товару і встановлюють
 55

момент переходу ризиків від однієї сторони до іншої, а також конкретний строк поставки
товару (окремих партій товару).
1.6. Ціна та загальна вартість договору (контракту).
У цьому розділі визначається ціна одиниці виміру товару та загальна вартість
товарів або виконаних послуг згідно з договором (контрактом) та валюта платежів. Якщо
згідно з договором (контрактом) постачаються товари різної якості та асортименту, ціна
встановлюється окремо за одиницю товару кожного сорту, марки, а окремим пунктом
договору (контракту) вказується його загальна вартість. У цьому випадку цінові
показники можуть бути вказані у додатках (специфікаціях), на які робляться посилання у
тексті договору (контракту).
1.7. Умови платежів.
Цей розділ визначає спосіб, порядок та сіроки фінансових розрахунків та гарантії
виконання сторонами взаємних платіжних зобов'язань. Залежно від обраних сторонами
умов платежу в тексті вказуються: умови банківського
переказу до або після відвантаження товару, або умови документарного акредитиву
та умови за гарантією, якщо вона є.
1.8. Умови здачі / приймання товару (робіт, послуг).
У цьому розділі визначаються строки та місце фактичної передачі товару, перелік
товаросупровідних документів.
Приймання-здача проводиться за кількістю згідно з товаросупровідними
документами, за якістю - згідно з документами, що засвідчують якість товару.
1.9. Пакування та маркування.
Цей розділ містить відомості про пакування товару (ящики, мішки, контейнери,
тощо), нанесене на нього відповідне маркування (найменування продавця та покупця,
номер договору (контракту), місце призначення, габарити, спеціальні умови складування
й транспортування та інше), а у випадку необхідності й умови її повернення.
1.10. Форс-мажорні обставини.
Цей розділ містить відомості про те, за яких обставин умови договору (контракту)
можуть бути не виконані сторонами (стихійні лиха, військові конфлікти, ембарго,
втручання з боку влади та ін.). У цьому випадку сторони звільняються від
відповідальності на строк дії цих обставин, або можуть відмовитись від виконання
договору (контракту) частково або в цілому без додаткової фінансової відповідальності.
Строк дії форс-мажорних обставин підтверджується Торгово-Промисловою Палатою
відповідної країни.
1.11. Санкції та рекламації.
Цей розділ встановлює порядок застосування штрафних санкцій, відшкодування
збитків та пред'явлення рекламацій у зв'язку з невиконанням або неналежним виконанням
одним з контрагентів своїх зобов'язань. Повинні бути чітко визначені розміри штрафних
санкцій (в % від вартості недопоставленого товару або суми несплачених коштів, строки
сплати штрафів - від якого терміну вони встановлюються та протягом якого часу діють),
строки, протягом яких рекламації можуть бути заявлені, права та обов'язки сторін
договору (контракту) під час подачі.
1.12. Арбітраж.
У цьому розділі вказується місце арбітражного суду (країна та право, яке
застосовується) або обумовлені випадки, за яких сторони можуть звернутися до суду.
1.13. Юридичні адреси, поштові та платіжні реквізити сторін.
Вказуються повні юридичні адреси, повні поштові та платіжні реквізити (№
рахунку, назва банку) контрагентів договору (контракту).__________

Name registered number date and venue it was made up on

 56

Preamble official name of the Parties and the country of their

permanent residence, their conventional name as
counteragents, such as "the Buyer", "the Seller", "the
Commissioner", etc., as well as the basic documents
stipulating the Contract, such as the Venture Statute,
Foundation Agreement, etc
Subject
Quality and quantity or
specifications
Basic terms of the
goods delivery
Price and the General
Sum
Payment
Conditions of work
acceptance
Packing and Marking
Force-Majeure
Claims and Sanctions
Arbitration
Legal addresses of the
parties, mail addresses,
requisites of the banks
of the parties

3.2.3. Consider the texts of the Preamble and the Subject of the following
contract in Russian, Ukrainian and English. The texts in Ukrainian and English
have different components missing. Using all three texts, reconstruct each part.
(Gaps in dotted lines are not to be reconstructed).
 57

КОНТРАКТ НА ПОСТАВКУ ЧУГУНА

Регистр. №........
г. Одесса, Украина "...."..........200...г.
Предприятие (полное наименование), Украина, именуемое в
дальнейшем "Поставщик", в лице .........................................(должность, ФИО),
действующего на основании Устава (Положення), с одной стороны, и предприятие
(полное наименование, страна), именуемое в дальнейшем "Покупатель", в
лице .....................(должность, ФИО), действующего на основании Устава (Положеним), с
другой стороны, руководствуясь ............................, заключили настоящий Контракт о
нижеследующем:
1. ПРЕДМЕТ КОНТРАКТА
1.1. Поставщик обязуется поставить в соответствии с графиком поставки и
спецификациями, являющимися неотьемлемыми частями настоящего Контракта, а
Покупатель принять и оплатить ..............тонн чугуна в чушках весом до..............кг. каждая.
1.2. Предусмотренное к поставке количество чугуна может измениться в пределах
плюс-минус........ по выбору Поставщика.

КОНТРАКТ НА ПОСТАВКУ ЧАВУНУ

Реєстр. №.......
м. Одеса, Україна ''......''...............2000... р.
Підприємство……………….(повне найменування), Україна,
___________________"Постачальник", в особі.....................(посада, П.І.Б.), який_________
_____Статуту (Положення),____________, та Підприємство (повне найменування, країна),
_____________________"Покупець", в особі...............(посада, П.І.Б.),
який____________________(Положення), з іншого боку, керуючись……, ___________цей
Контракт про таке:
1. ПРЕДМЕТ КОНТРАКТУ
1.1. Постачальник зобов'язується____________._______ поставки та специфікацію,
які є_________________цього Контракту, а Покупець прийняти та
оплатити .......................тонн чавуну в чушках вагою до .................кг кожна.
1.2._____________________кількість чавуну може змінюватись в межах плюс-
мінус..................на вибір Постачальника.

CONTRACT FOR DELIVERY OF CAST-IRON

Per. No.
City of Odessa, Ukraine "....."..................200…
The Enterprise ..........................Ukraine, ________________as the Supplier, represented
by …....acting on the basis of the Statute (_______________),___________________, and the
Enterprise _________________as the Buyer represented by ......................acting on the basis of
the Statute (Provisions), on the other hand, being guided
by................................have____________this Contract as follows:
1.______________
1.1. The Supplier pledges to supply according to___________________, being
a_________________of the present Contract, and the Buyer pledges to accept and pay
for........tons of cast-iron in pigs weighing up to.....kg each.
1.2. The amount of cast-iron envisaged for delivery may be changed more or less.........
________________.

3.2.4. Translate the following into Ukrainian. Gaps are to be left as they are.
 58

CONTRACT FOR DELIVERY

Per.No.
City of Odessa "........"............................20.......
The Firm______________ hereinafter referred to as the Supplier represented by
___________acting in the basis of the Statute, on the one part, and the Enterprise________
hereinafter referred to as the Buyer represented by_____________acting on the basis of the
Statute, on the other part, being guided by _______________have concluded this Contract as
follows:
1. SUBJECT OF THE CONTRACT
The Supplier pledges to supply to the Buyer on the c.i.f. conditions________the
following commodities:"_______"and the Buyer pledges to accept these commodities and pay
for them.

3.2.5. Translate the following into English.

КОНТРАКТ НА ПОСТАВКУ М'ЯСНИХ ТА ОВОЧЕВИХ КОНСЕРВІВ
Реєстр. №
Місто, країна "___"____________200_р.
Підприємство________________(повна назва), Україна, яке надалі іменується
"Постачальник", в особі…………….(посада, прізвище, ім'я та по батькові), що діє на
підставі Статуту (Положення), з одного боку, та підприємство ……………..(повна назва,
країна), яке надалі іменується "Покупець", в особі………. (посада, прізвище, ім'я та по-
батькові), що діє на підставі Статуту (Положення), з другого боку, керуючись……., уклали
цей Контракт про наступне:
1. ПРЕДМЕТ КОНТРАКТУ.
1.1. Постачальник зобов'язується поставити, а Покупець прийняти та оплатити
партію м'ясних консервів у відповідності із специфікацією, яка є невід'ємною частиною
цього Контракту.

3.2.6. These two versions of the same contract clause have different elements
of the text missing. Using both, reconstruct each of them. Gaps in dotted lines are
not to be filled.
3. ТЕРМІНИ ТА УМОВИ ПОСТАВКИ
3.1. Поставку товару згідно цього Контракту необхідно зробити в _____________та
зазначити в графіках, які є невід'ємною частиною Контракту. Покупець протягом ...
діб____________цього Контракту повинен повідомити Постачальнику адреси та
транспортні реквізити ___________в місцях, призначених для приймання товарів, які
_________ поставки за цим Контрактом.
3.2. Постачальник зобов'язаний протягом .. від моменту_________товару сповістити
про це Покупця в письмовій формі (факсом, телексом, тощо).
3.3 Покупець має право здійснити перевірку товарів під час їх навантаження або
доручити проведення перевірки____________.
3.4. Постачальник має право на дострокову доставку товару за ______з Покупцем.
3.5. Датою поставки вважається_____________за накладною. Будь-які видатки від
часу поставки вантажу за умовами цього Контракту - ____________, сплачує Покупець.
(Будь-які видатки від моменту поставки вантажу за умовами цього Контракту -
_________Покупця, сплачує Постачальник). Навантажувально-розвантажувальні роботи
забезпечуються сторонами в залежності від прийнятих_______поставки.
 59

3. TIME-LIMIT AND CONDITIONS OF DELIVERY

3.1.________________in this Contract must be done in time agreed by the Parties and
stated in the schedules, being a____________________of the present Contract. The Buyer is
obliged within ____ days of signing this Contract ________the Supplier of the addresses and
the__________________of the depots and warehouses in places_____________for accepting the
goods, liable to be delivered by this Contract.
3.2. The Supplier must within............from the date of dispatching the goods inform the
Buyer of it in writing (by faxing, telexing, etc.)
3.3. The Buyer is _________ to check the goods at their loading or entrust checking to the
third Party.
3.4. The Supplier is entitled to deliver the goods by agreement with the Buyer
___________________.
3.5. The date on the_________for dispatching is considered to be the date of delivery. All
expenses of any kind are being paid by the Buyer from the time of _______________under the
conditions of this Contract Ex-warehouse of the Supplier. (All the_______________of any kind
are being paid by the Supplier from the moment of __________under the conditions of this
Contract Ex-warehouse of the Buyer).
3.6. The Parties provide for______________depending on the conditions of delivery
agreed upon.

3.2.7. Translate the following into Ukrainian.

3. OBLIGATIONS OF THE PARTIES
3.1. The Enterprise pledges to supply the Firm with the following goods:
- name of the goods__________________________________________;
- price per unit_________________________________________________;
- total value of the goods________________________________;
-manufacturer of the goods_______ _________ __;
- quality of the goods______________________________________;
- confirmation of quality (certificate and / or conformity to national standards,
Specifications, etc.)
- warranty-covered period of the goods (_____from the date of manufacture or transfer or
putting into operation)
- unit of quantity measurement of the goods
- general amount of the goods
- assortment; in accordance with Appendix 1 attached to this Contract (if the assortment is
wide);
- delivery date: from the date of concluding this Contract;
- conditions of delivery: CIF - port______(FOB - port, FRC named point..., etc.);
depending on the selected conditions the corresponding obligations of the Parties and the
responsibility for their risks come into force - see Notes to the Contract)
- packing, marking the goods__________________________________;
- mode of transport: sea (river)
- maximum limit of loading (container, etc.).
3.2. The Firm obliges to supply the following goods to the Enterprise:
-name of the goods_______________________________________;
- price per unit__________________________________________;
- total value of the goods_________________________________;
 60

- manufacturer of the goods______________________________._;

- whereabouts of the goods____________________________________;
- quality of the goods_______________________________ _________;
- confirmation of quality (certificate and / or conformity to national standards,
specifications, etc.)
- warranty-covered period of the goods (_______from the date of manufacture or transfer
or putting into operation)
- general amount of goods________________________________',
- assortment: in accordance with Appendix 1 to this Contract (if the assortment is wide);
- delivery date:_____from the date of concluding the Contract;
- conditions of delivery: CIF - port_______(FOB - port, FRC named point..., etc.;
depending on the selected conditions the corresponding obligations of the Parties come into force
- see Notes to the Contracts)
- packing, marking of goods.
The goods shall be loaded in a packing corresponding to the types of the goods supplied
and which ensures its safety under due handling in transporting. A packing list must be put into
each unit of loading, each list containing an enumeration of the goods, their quantity, number of
units, gross and net weights, number of the contract and the names of the Parties to it;
- mode of transport: sea (river);
- minimum limit loading (container, etc.).
3.3. The price of goods is fixed according to the conditions of "GIF - port" and it has been
set for balancing mutual deliveries and for checking the fulfillment of obligations. The pricing of
goods is not to be changed and cannot provide basis for concluding other contracts.
3.4. Paying taxes, customs duties, dues and other expenses is done by the Parties in
accordance with the conditions of the delivery.
3.5. The other Party being inclined to ensure the goods from special risks, this Party is
obliged to provide for ensuring form________. The Party initiating the insurance operation is
obliged to inform of the necessity of such insurance not later than___days before the planned
dispatching of the goods.
3.6. The Party, which has dispatched these goods, is to inform the other Party about the
loading performed at a time and in a way as they should reach it before the goods arrival at the
place of destination. In the notification the following shall be mentioned: date of dispatching,
name and quantity of goods, number of the Contract.
3.7. During______ working days from the date of dispatching the Supplier is obliged to
send to the Receiver by______the following documents: commercial invoice for the goods
dispatched, packing lists in two copies, quality certificate, other documents.

3.2.8. Fill in the gaps in the outline draft contract, choosing from the words
in the box. The first has been done for you. (Note: "widget" is a slang term used for
any type of imaginary item which is assumed to be made, bought or sold.)
terms arbitration payment
reclaim freight/loading specification
charges penalty late
delivery substandard invoked
letter of credit parties
 61

DRAFT CONTRACT between

WIDGETRY Ltd (hereafter known as "the seller")
and MERCURY pic (hereafter known as "the buyer")
The seller undertakes to supply the buyer with 120,000 super widgets, to
BSI (1) specification 999 and to pay all (2)…………and insurance (3)
………………
The terms of (4)……..and immediate payment of (5)………..charges by
confirmed and irrevocable (6)………………..are to be standard.
A (7)………….clause will be included in the contract. It will be (8)
………..against the seller for late delivery or (9)………quality; against the buyer
for (10)………..payment.
In the event of non-payment, the seller shall be entitled to (11)………..the
goods.
In case of a dispute between the (12)………………to the contract, the
matter will be taken to independent (13)……………… All the (14)……………of
the contract must be complied with by both parties.
 62

UNIT 4. THE PECULIARITIES OF MAKING UP AND TRANSLATION

OF RESUMES AND AUTOBIOGRAPHIES

4.1. THEORY

EMPLOYMENT CORRESPONDENCE
Applying for a job through an advertisement is quite a usual procedure
nowadays. Internet web-sites, newspapers and magazines are usually the main
source of vacancies. You should mind that in applications the terms vacancy, post,
position or opening are used instead of the word job.
Before you can write your resume or prepare a cover letter, you must do
some thinking about yourself, for your employment correspondence must present a
prospective employer with a favorable and desirable picture of your personality,
background, and experiences.
A good way to start is to make a list. In any order, as you think of them, jot
down such facts as:
 Jobs you have held  Memberships you have held
 Schools you have gone to  Awards or honors you have received
 Areas you have majored in  Athletics you enjoy
 Special courses you have taken  Languages you speak
 Extracurricular activities you have  Special interests you have
joined in  Special skills you have
Try to include on your list any FACT that could help an employer see your
value as an employee.
After you are satisfied with your list, rewrite it, arranging the facts into
categories. This will serve as your worksheet when you are ready to write your
resume and letter of application.

LETTERS OF APPLICATION (COVER LETTERS)

 63

Although application letters are personal in nature, they are discussed under
business letters since they are written for business purposes. The letter of
application is essentially a sales letter—you are attempting to sell yourself to a
prospective employer. This is the letter in which you want to make the best
possible impression, both in appearance and message.
Cover letters should include a short introduction, highlight the most
important information in your resume and elicit a positive response from your
prospective employer.
First of all, you should state your reason for writing. You will either inquire
whether any positions are available or you will say which post you are applying
for. If you are applying for a specific position identify the source of the
information (a paper, a web-site, including date, etc.)
Then describe your educational background and professional experience.
Focus on those things from your resume that best relate to the post you are
applying for. Say you are enclosing your resume and/or other supportive material.
State your willingness to provide more information and to be interviewed.
Thank them for their consideration. Say that you look forward to hearing
from them.
Look through a cover letter. Pay attention to its structure and wording.
A sample of a cover letter
 64

Рекламна Агенція
вул. Григорівська, 17
Київ-4
Україна

11 листопада 2012 р.

Шановні панове!
Цей лист є відповіддю на Вашу рекламу в газеті "Kyiv News" від 3 листопада
2012 p. щодо конкурсу на заміщення посади помічника менеджера. Я дуже
зацікавлена в одержанні цієї посади в Вашому рекламному агентстві.
Я хотіла б почати кар'єру в області реклами, при необхідності можу змінити
місце проживання.
У червні 2013 року я закінчу Н-ський національний університет та одержу
ступінь магістра лінгвістики (англійська та німецька мова).
Крім вивчення таких предметів, як теорія та практика перекладу, ділова
англійська мова, ділова українська мова та основи економіки, я також прослухала
такі загальні курси, як письмова англійська, міжнародні відносини, інформатика, які,
на моє переконання, допоможуть мені в професійній кар'єрі.
У мене є досвід роботи в рекламній компанії в Харкові на посаді агента з
реклами жіночої косметики та парфумів, що дозволило мені краще познайомитися зі
специфікою такої діяльності.
Крім того, я маю великий досвід у секретарській роботі, роботі з комп'ютером
та із клієнтами.
Для інтерв'ю додаю копію мого резюме. Воно містить всю необхідну
інформацію про мій рівень освіти та досвід практичної роботи.
Прошу призначити мені персональне інтерв'ю для обговорення можливостей
одержання мною посади в Вашому агентстві. Якщо знадобиться будь-яка інша
інформація, прошу повідомити мене за адресою чи телефонами, що вказані нижче.
Дякую Вам за увагу. Чекаю від Вас відповіді.

Щиро,
Тамара Чернова
площа Революції, 16, кв. 7
61116 Харків
Україна
тел.: (+380572) 390-789
 65

Complete the table with the focus phrases of a cover letter.

1. Opening with reference to the advertisement
I am writing in response to your
advertisement in the (Kyiv News of 3
November 2012) for (an Assistant Manager)/
I am very interested in obtaining a
position with your (advertisement agency)/
In response to your advertisement on (3
November) in (the Kyiv News) for (an
assistant manager), I have enclosed my resume
for your consideration.
With reference to your advertisement Посилаючись на об'яву в "Київ
in "Kyiv Post" of Thursday, January 10, IПост"від 10 січня, четвер, я хотів би
would like to apply for the position of … in претендувати на посаду…. у вашій компанії
your company.
I recently heard from … that there is a Я нещодавно почув від… про вакансію
vacancy in your sales department у вашому торговому відділі.
2. Summary of details
You will find most of the necessary Моє резюме містить всю необхідну
information about my educational and інформацію про мій рівень освіти та досвід
employment background in my resume. практичної роботи.
I am used to working on my own Я звик працювати самостійно
I appreciate the opportunity to work on Я високо ціную можливість працювати
my own initiative and to take on a certainз певною мірою відповідальності, проявляючи
amount of responsibility власну ініціативу.
3. Explanation of previous experience
I have previous work experience (as an У мене є досвід роботи (в рекламній
advertising agent of female cosmetics in theкомпанії в Харкові на посаді агента з реклами
advertisement company in Kharkiv) that gaveжіночої косметики, що дозволило мені краще
me an opportunity to know better theпознайомитися зі специфікою такої
peculiarities of such business sphere. діяльності.
During training for my present job I Під час навчання для отримання
took courses in marketing посади, яку я зараз займаю, я закінчила курси
маркетингу
Since my present position offers little Через те, що моя нинішня посада не дає
prospect for advancement, I would prefer to be мені можливостей для кар’єрного зростання, я
employed in an expanding organization such хотів би працювати в такій перспективній
as yours організації, як ваша
I am at present earning … per month Зараз я заробляю …. за місяць
4.Reasons of applying
I am eager to begin a career in the
advertising field/
I am sure I would be successful in this
post as I have now gained the experience and
skills that are requested
5. Request for an interview
I would like to schedule a personal
interview wherein we can discuss my
qualifications for a position with your agency./
 66

I would value the opportunity to

discuss a possible position with your company/
I would greatly appreciate the
opportunity to meet with you and discuss
possible employment opportunities with your
company
6. Close
Якщо знадобиться будь-яка інша
інформація, прошу повідомити мені за
адресою чи телефонами, що вказані нижче
Дякую Вам за увагу
Чекаю на Вашу відповідь

RESUME
Your resume, with its cover letter, is the first impression you make on an
employer. For that reason, it must look PROFESSIONAL and exemplify those
traits you want the employer to believe you possess.
Writing a successful resume depends on many factors. Here is a simple
guide to the basics of writing a good resume:
Take detailed notes on your work experience. Include both paid and unpaid,
full time and part time positions. Include your main responsibilities, any other
activities that were part of the job, the job title and company information including
the address and dates of employment. Include everything!
Take detailed notes on your education. Include degree or certificates, major
or course emphasis, school names and courses relevant to career objectives.
Remember to include any important continuing education courses you may have
completed.
Include a list of other non-work related accomplishments. These may
include competitions won, membership in special organizations, etc.
Based on your detailed notes, decide which skills are transferable (skills that
will be especially useful) to the position for which you are applying.
Write your full name, address, telephone number, fax and email at the top of
the resume.
Include an objective for the resume. The objective is a short sentence
 67

describing what type of work you hope to obtain.

Summarize your education, including important facts that directly relate to
the job for which you are applying. You can also choose to include the education
section after you have listed your job employment history.
List your work experience beginning with your most recent job. Include
dates of employment, company specifics. List your principal responsibilities
making sure to focus on transferable skills.
Continue to list all of your work experience in reverse order. Always focus
on skills that are transferable.
Finally list information skills such as languages spoken, computer
programming knowledge etc. under the heading: Additional Skills
Finish your resume with the following phrase: REFERENCES Available
upon request
Be concise and short! Your finished resume should not be more than page.
Use dynamic action verbs such as: accomplished, collaborated, encouraged,
established, facilitated, founded, managed, etc. Do NOT use the subject "I", use
tenses in the past.
A sample of a resume
 68

Peter Townsled
35 Green Road
Spokane, WA 87954
Phone (503) 456 - 6781
Fax (503) 456 - 6782
E-mail petert@net.com
Personal Information
Marital status: Married
Nationality: US
Objective
Employment as manager in important clothing retailer. Special interest in developing
computer time-management tools for in-house use.
Work experience
1998 - Present / Jackson Shoes Inc. / Spokane, WA
Manager
Responsibilities: Manage staff of 10
Provide helpful service to customers concerning shoe choices
Design and implement computer based tools using Microsoft Access and Excel for staff
Monthly bookkeeping
Suggest changes in product offerings on a quarterly basis based on detailed analysis of sales
patterns
Provide in-house training for new employees as needed
1995 - 1998 / Smith Office Supplies / Yakima, WA
Assistant Manager
Responsibilities: Managed warehouse operations
Programmed Excel spreadsheet implemented to control sales strengths and weaknesses on
quarterly basis
Interviewed new applicants for open positions
Travelled locally offering on-site visits to regular customers
Supervised bookkeeping staff
Education
1991 - 1995 / Seattle University / Seattle, WA
Bachelor of Business Administration
Four year business administration course focusing and retail work environments
Professional memberships
Rotary Club Member, Spokane WA
Young Business Administration Club President 1993-1995, Seattle, WA
Additional Skills
Advanced level skills in Microsoft Office Suite, basic HTML programming, spoken and
written proficiency in French
REFERENCES Available upon request

CURRICULUM VITAE (CV)

 69

When should job seekers use a curriculum vitae, commonly referred to as

CV, rather than a resume? In the United States, a curriculum vitae is used primarily
when applying for academic, education, scientific or research positions. It is also
applicable when applying for fellowships or grants.
When asking for a job in Europe, the Middle East, Africa, or Asia, expect to
submit a CV rather than a resume. Keep in mind that overseas employers often
expect to read the type of personal information on a curriculum vitae that would
never be included on an American resume, such as date of birth, nationality and
place of birth.
The Differences between a Resume and a CV
There are several differences between a curriculum vitae and a resume. A
curriculum vitae is a longer (up to two or more pages), more detailed synopsis of
your background and skills. A CV includes a summary of your educational and
academic backgrounds as well as teaching and research experience, publications,
presentations, awards, honors, affiliations and other details. As with a resume, you
may need different versions of a CV for different types of positions.
Like a resume, a curriculum vitae should include your name, contact
information, education, skills and experience. In addition to the basics, a CV
includes research and teaching experience, publications, grants and fellowships,
professional associations and licenses, awards and other information relevant to the
position you are applying for. Start by making a list of all your background
information, and then organize it into categories. Make sure you include dates on
all the publications you include.
A sample of CV
 70

CURRICULUM VITAE: TAMARA IVANIVNA CHERNOVA

Personal:
Date of Birth: 22 July 1979
Nationality: Ukrainian
Home address: 16, Ploshcha Revolyutsiyi, flat No. 7
Kharkiv 61116
Ukraine
Tel, No,; (+38057) 390-789
Business address: N. National University
Department of Foreign Languages
134/77 Vulytsia Fesenko
Kharkiv 61098
Ukraine
Tel, No.; (+38057) 567-080
Marital status; Single
Career objective: a challenging position of a manager assistant in an
advertisement company
Education:
1996-present N. National University, 134/77 Vulytsia Fesenko
Kharkiv 61098, Ukraine
Candidate for the degree of Magister of Arts in June
2001, majoring in English and German. Courses
include Theory and Practice of Translation (Business
Translation), Technical Writing, Business English,
Business Ukrainian, Basics of Economics,
International Relations, Programming (Basics)
March-September 1998 Saint John's University,
MI, USA. Business/Advertisement
1986-1996 Secondary School No.44 (1986-1993)
Secondary School No.19 (1993-1996)
Work experience:
1999-present part-time office manager/translator,
Company Aroma, Kharkiv
1999 March Translation Internship, Company Aroma, Kharkiv
Language Skills: fluent Russian, English
working knowledge of German, Ukrainian
Special Skills: computer WORD, ACCESS,
Microsoft EXEL, filing, strong
communicative skills
Interests: music, travelling, communication,
Internet, psychology
References: available upon request
 71

AUTOBIOGRAPHY
A career autobiography is a free-form narrative with several purposes. First,
a well-thought-through autobiography will help you stand out against your
competition for a specific job. Second, by the act of putting thoughts on paper, you
will discover things about yourself you really did not know before. This
undiscovered wisdom allows you to talk convincingly to hiring managers. And, if
you make it a point to update your autobiography, you will continue to learn about
yourself and gain poise in the interviewing process. The act of writing your
professional biography will make you a more attractive applicant to hiring
managers.
Begin with the list of everything that is pertinent about your professional
life. Do not leave anything out and think about all the things you were responsible
for in past jobs, how you were able to affect the outcome of events, and what you
learned along the way. Autobiographies are different from resumes in that they
start at the beginning and do not work backwards, as resumes do. Remember,
hiring managers are interested in how you evolved through time and what makes
you tick.
Say about your family. If you grew up with ten brothers and sisters, all vying
for parental attention, mention this and how it shaped you. If your dad was
president of a major corporation, the interviewer will want to know this. He will be
interested in context, how you became what you became.
Take stock of yourself. Look over what you have written and note big
decisions or turning points in your life. Think about decisions you made or how
you felt at the time, and look for clues about yourself that are salient and important
to the job you are applying for. Hiring managers are looking for people who have
certain qualities for certain jobs.
Autobiography in Ukrainian as well as in Russian is usually presented in
handwriting and has a free form:
 72

A sample of an autobiography

Автобіографія

студентки 4-го курсу факультету іноземних мов ННУ

Тамари Іванівни Чернової,
1984 року народження
Я, Чернова Тамара Іванівна, народилася 22 липня 1984 року в м. Харкові.
У 1990-1993 роках вчилася в міській школі № 44, з 1994 року по 2000 – в
школі №19, яку і закінчила із золотою медаллю. У 2000 році вступила до Н-ського
національного університету, на факультет іноземних мов із спеціалізацією англійська
та німецька мови.
Серед курсів я вивчала теорію та практику перекладу, ділову українську та
англійську мови, основи економіки, письмову англійську, міжнародні відносини,
інформатику. З березня по вересень 2003 року навчалася в університеті Сент-Джордж
штату Міссісіпі (США) за спеціалізацією бізнес та реклама.
З 2005 року працюю офіс-менеджером та перекладачем у фірмі "Арома", у
березні 2005 року проходила там перекладацьку практику.
Добре володію російською та англійською мовами, маю практичні знання
німецької та української. Володію комп’ютером (редактором Word). Маю досвід
секретаря.
Захоплююсь музикою, Інтернетом та психологією, люблю подорожувати,
спілкуватися з новими людьми.
Незаміжня.
Батько: Чернов Іван Сергійович, 1955 року народження. Працює інженером на
заводі ім.. Малишева.
Мати: Чернова Галина Семенівна, 1955 року народження. Вчитель молодших
класів.
Сестра: Чернова Ганна Іванівна, 1990 року народження. Студентка
Харківського політехнічного інституту.
Домашня адреса: площа Революції, 16, кв. 7, 61116 Харків, Україна
Телефон: (+3805)739-07-54

4. 2. PRACTICE
 73

4.2.1 Read this letter in application for a job. Translate it into Ukrainian,
paying attention to the wording and style.

Dear Sir/Madam,
I am writing this letter to apply for the position of student assistant that I saw
advertised on your website. I am interested in working in the teachers' resource library, or
in the accommodation department.
I have recently graduated from the WSB Business School in Warsaw and received
high grades in both my English and Business Courses. In addition, we had to use all of the
Microsoft Office programs in the preparation of our finished assignments, so I am able to
do most things with computers.
Since I was 15 years old I have helped my father to run his small import-export
business. I have been involved in helping a variety of clients and also the general
administration of the business. In the past 2 years I have worked in the WSB library,
helping teachers and students to find and use the resources there. This experience has given
me the ability to deal with the needs of all types of people.
I have an outgoing, diligent personality and find that I enjoy the challenges of
working in busy environments. In addition, my studies and experience have taught me to be
accurate and efficient in organizing my work so I would be a valuable addition to your
school.
I look forward to hearing from you.
Yours faithfully
Pawel Minescu

4.2.2. Read about Eduardo da Silva's life and then write a CV for him using
these headings. Invent any extra information you need: Work experience, Address,
Skills, Date of birth, Interests, Education and qualification, Nationality.
Eduardo was born in Portugal on 30 July 1980. He went to live in Singapore with his
parents when he was 11 years old. He attended the International School in Singapore. He
finished school in 1998 with 'A levels in Geography, Maths, and Business Studies. During his
last two years at school he worked as a sales assistant at Freeway Golf Suppliers at weekends.
After his final exams, Eduardo did a six-month computing course at the Technical College of
Singapore, where he learnt HTML, a computer programming language.
 74

His first full-time Job was with a company called Airtent He designed and managed their
website. After a year with Airtent, he moved back to Portugal where he got a job with Best site, a
company which offers web-page design services to all kinds of businesses worldwide. He
discusses clients' needs with them and then designs pages for them. He now lives at 365 Rua da
Boavista in Lisbon.
Eduardo is a very keen golfer and he enjoys scuba diving. He holds an advanced driving
license and he speaks fluent English, Portuguese, and French, and has a working knowledge of
German and Spanish.

4.2.3. Consider the following advertisement for employment. Can you

decipher the abbreviations typical for its newspaper versions?

Kyiv News 3 November 2000 Wntd mngr asst full-time fr smll ad co

Kyiv News 3 November 2000 Wntd mngr asst full-time fr smll ad co
(joint vntre). Gd slry. 5-day week, hrs 9-5 usl bnfts. Rply with typed c.v.:
(joint vntre). Gd slry. 5-day week, hrs 9-5 usl bnfts. Rply with typed c.v.:
Advertisement Agency, 17, Grygorivska, Kyiv-4, Ukraine
Advertisement Agency, 17, Grygorivska, Kyiv-4, Ukraine

wntd
mngr
asst
elk
accnts
vacs
fr
smll
ad
CO
vntre
gd
slry
hrs
usl
bnfts
c.v.
4.2.4. Look at the following advertisements for employment. Make up your
 75

biography in Ukrainian, then a cover letter and a c.v. or resume in English to

apply for the job indicated, taking into consideration your individual working
experience (internship in youth camps, part-time jobs, etc.)

Kyivsky Vidomosty, April 2000 Wntd trnstr full-time fr smll joint

Kyivsky Vidomosty, April 2000 Wntd trnstr full-time fr smll joint
vntre. Gd slry. 5-day week, hrs 9-5 usl bnfts.Rply with typed c.v.: LH Murrey,
vntre. Gd slry. 5-day week, hrs 9-5 usl bnfts.Rply with typed c.v.: LH Murrey,
23/34 Lvivska Ploshcha, Kyiv-09, Ukraine
23/34 Lvivska Ploshcha, Kyiv-09, Ukraine
Courier Today, 6 August 2000 Education Centre looks for Russian and
Courier Today, 6 August 2000 Education Centre looks for Russian and
Ukrainian governors in British families. Special education and knowing the
Ukrainian governors in British families. Special education and knowing the
way with children are desirable. Please reply with resume to: English House
way with children are desirable. Please reply with resume to: English House
Mrs Mariah Johnes 35 Kucherenko, Kyiv, Ukraine
Mrs Mariah Johnes 35 Kucherenko, Kyiv, Ukraine

4.2.5. Below you will see some extracts from job advertisements. Fill in each
blank with a word or phrase from the following list. Use each item once only.
attractive initiative suit kitchen staff
ability outgoing team pension scheme
clear preference willing potential customers
contact required busy office successful candidate
experience skills hard work thorough training

a) Our new 200-seat restaurant is opening in May and we are looking for waiters,
waitresses and 1…..
If you are a friendly and 2…….person who is not afraid of 3……, we have the job and
hours to 4…….. you.
For more information, 5…….Helen on 443621.
b) Typist/Receptionist 6. . . …… for a 7. ……. Typing and shorthand between 80 and
120 wpm. We will give 8 ………to applicants who have experience of using word processors
and computers.
c) TELEPHONE SALES EXECUTIVE
We want a positive person who is 9……….to work hard and can use their own 10……
You must be lively and have a good sense of humour and a 11......... speaking voice.
You will receive 12… to enable you to inform 13…of the benefits of advertising with us.
Send c.v. to:
d) ACCOUNTS CLERK
The 14………..will have had 15……….of book-keeping and banking procedures.
The position calls for VDU and secretarial 16…plus the 17…. to work as part of a 18…..
An 19……..salary is offered as well as a company 20….
 76

MODULE 2. THE TRANSLATION OF ORAL BUSINESS LANGUAGE

UNIT 1. THE PECULIARITIES OF THE TRANSLATION OF BUSINESS

NEGOTIATIONS AND MEETINGS

1.1. THEORY
NEGOTIATIONS
Most negotiations are conducted with a view to reaching a compromise
agreement. Both parties together move towards an outcome which is to mutual
benefit. This is a range of tactics which can help conduct negotiations. It’s no use
immediately discussing business matters. The topic at the outset of negotiations
should be neutral, non-business. It could be immediate experiences, the sort of
journey the visitor has had; football, ice-hockey, the morning’s newspaper
headlines, common interests, etc.
5 per cent of the negotiating time is devoted to breaking the ice. The two
parties adjust their thinking and behaviour to one another.
If you want to follow the reaction of your visitor introduce in your speech
the question — «Agree?»
At the very beginning of the talks get agreement covering the purpose, plan,
agenda of a meeting.
Here is some advice to a negotiator:
 First discuss major items, then minor items.
 Follow the headlines of the plan one by one.
 Come over to the next point after you have resolved the previous one.
If talks are difficult and you are in a deadlock, take time-out.
It will help you to build bridges yourself and your partner when you resume
negotiations.
5 top tips for to help improve your negotiating skills
1. Listen carefully to what is being said then repeat it in your own words.
This shows that you are listening and gives you the chance to take control of the
 77

conversation.
2. Be careful not to become angry if the person who is speaking to you
becomes annoyed. Buy time by saying that you need to find out what you can do to
help and you will phone back immediately. If you are in the same room as the
person, ask to take a short break to allow things to calm down.
3. Think carefully about what you can compromise on. Don’t offer to do
things which you cannot do, but identify where you can make small changes which
will make the other person happier.
4. Tell the person what you can do. If you can only make small
compromises, start by saying ‘Unfortunately, we can’t give you everything you
have asked for, but we can…’.This lets them focus on the positive things which
you are offering.
5. Don’t be tempted to give in to impossible demands. Be very clear and
calm when telling people that you cannot do what they ask, and explain why this
isn’t possible. It is important to help the other person to understand your point of
view.
Types of negotiation
If people negotiate (with each other), they talk in order to reach an
agreement which is to their mutual advantage (good for them both). For example:
 customer-supplier negotiations
 wage negotiations
 merger or takeover negotiations
 trade negotiations
 Negotiations also take place to settle disputes – decide arguments
 contract disputes
 labour disputes
 trade disputes
 78

Word combinations with 'negotiations'

Intense are very difficult and tiring, with a lot

Intensive being discussed.

Delicate
negotiations are very difficult and could easily fail.
Tense
Eleventh-hour take place at the last possible moment of
Last-minute the time available.
Protracted take a very long time.

Bargaining
Another word for 'negotiate' is bargain. This is also used to talk specifically
about discussing and agreeing the price of something. Another name for
'negotiator' is bargainer.
Another word for 'negotiation' is bargaining, used especially in phrases like:
 collective bargaining
 pay bargaining
 wage bargaining (discussions between groups of employees and their
employers about pay and conditions)
'Bargaining' is often used in these combinations:
tactic a particular technique used by a negotiator
a technique used by a negotiator that might be considered
ploy
as unfair
chip an issue that a negotiator uses in order to gain an
bargaining tool advantage
point a particular issue that a negotiator discusses
the degree to which one side is strong enough to obtain
power
what it wants
process the way that negotiations develop

Negotiating styles
When you're negotiating with people from other cultures, it's important to
think about what they consider as 'normal' behaviour.
 79

You'll need to think about the following:

 body language
 conversational rules
 hierarchy
 physical contact
 relationship building
 attitudes to time

1. To launch talks/debates розпочати переговори/дискусію

2. To disrupt/to break off/to припинити переговори, зірвати переговори
interrupt business talks несподівано
3. To resume talks поновлювати, резюмувати
4. Resumption of talks продовження (після перерви), поновлення
5. To cancel talks анулювати переговори
6. Top-level/summit talks переговори на вищому рівні
7. Round-table talks переговори за круглим столом
8. Bilateral/multilateral talks двосторонні/багатосторонні переговори
9. The talks resulted in … переговори закінчились з … результатом
10. A deadlock in talks мертва точка, безвихідь у переговорах
11. To sidetrack the відводити переговори від теми
negotiations
12. To talk to smb. from a вести переговори з кимось з позиції…
position of …

The Beginning of Business Talks

1. Business talk ділова розмова
2. To have business talks проводити ділові переговори
3. To make an appointment домовитись при зустріч
4. To receive smb. прийняти когось
5. Card візитна картка
6. To offer some coffee запропонувати каву
7. To get down to business переходити до справ
8. Tо discuss some (a few) questions обговорити декілька питань
9. To need to have an interpreter потребувати перекладача

The Establishment of Business Contacts

1. To maintain business contacts підтримувати ділові контакти
2. To be interested in cooperation бути зацікавленим
у співробітництві
3. Fruitful cooperation плідне співробітництво
4. To send a delegation направити делегацію
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1. Personal contacts особисті контакти

MEETINGS
Business and professional meetings are a part of communication climate of
any business. Some view meetings as boring, pointless, and futile exercises, while
others see them as opportunities to exchange information and produce results. A
combination of preparation execution makes all the difference. Remember, too,
meetings do not have to take place in a physical space where the participants meet
face to face. Instead, a number technological tools make it possible to hold virtual
meetings in which the participants are half a world away from one another. Virtual
meetings are formally arranged gatherings where participants, located in distinct
geographic locations, come together via the Internet.
Types of meeting
Meetings come in all shapes and sizes, of course. Here are some types:
■ chat – informal discussion – with colleagues at the coffee machine
■ brainstorming among colleagues where as many ideas are produced
as possible, but are then evaluated later
■ project meeting / team meeting of employees involved in a
particular activity
■ department/departmental meeting
■ meeting with suppliers – for example, to negotiate prices for an
order.
■ meeting with a customer – for example, to discuss a contract
■ board meeting – an official, formal meeting of a company's directors.
■ AGM: annual general meeting (BrE) / annual meeting (AmE) –
where shareholders discuss the company's annual report.
■ EGM: extraordinary general meeting – a shareholders' meeting to
discuss an important issue such as a proposed merger.
Word combinations with 'meeting'
arrange organize a meeting
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set up
fix
bring forward make a meeting earlier than originally decided
put back
put off make a meeting later than originally planned
postpone
cancel
not have a meeting after all
call off
run
be in charge of a meeting
chair
attend go to a meeting
miss not go to a meeting

How was the meeting?

Some colleagues are discussing a meeting they have just come out of.
Anil: I thought it was very productive.
Juliet: Well, I thought it was a complete waste of time. I didn't hear
anything I didn't already know.
Barbara: I agree with Anil. I felt we had some very useful discussions,
and that we reached an agreement that was good for both sides. We certainly
covered a lot of ground. It was incredible the number of things we got through.
Juliet: But there were too many digressions. John was rambling and
kept wandering off the point. He just uses meetings as a chance to show off. Just
like a lot of men: he just wanted to show how powerful he is and what a good
talker he is.
Anil: But to be fair, the chair really kept things moving: she encouraged
people to be brief and to stick to the point and we achieved a lot in a short time.
Anyway, I learned a lot and I think they listened to what we had to say.

1.2. PRACTICE
1.2.1. Fill in the blanks with the necessary words:
1) I don’t know English well enough, that’s why I need an … .
2) I’m glad you are not in a hurry and we … today.
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3) Your idea sounds encouraging. We can get … .

4) Our manager would like … with you.
5) The bank makes a long term to clients, that’s why we … cooperation.
6) The number of new products is coming into the market. We will start
market research and I think our cooperation will be … .
7) Your prices on these items are too high. That’s why we … ..

1.2.2. Complete the following sentences:

1. I’m thinking of starting my own business that’s why I have to discuss
….
2. We’ll have a business talk with … .
3. We‘ll make an appointment … .
4. Fruitful cooperation brings … .
5. Our firm has established business … .
6. Whatever the reason, we are anxious to establish … .
7. We are interested in cooperation, because … .

1.2.3. Negotiation role play

Practice your negotiating skills with your partners. Read the situations
below. One person should take the role of the person who is complaining, and the
other should be the ‘negotiator’. Act out the situation. Try to reach an amicable
solution to the problem. If this isn’t possible, try to ensure that the ‘complainer’
understands your situation. Try to work in groups of three. Two people can take
part in the role play, and the third can watch and say what was done well, and
where improvements could be made. Then change roles so every member of the
group has the chance to use their negotiating skills.
 At work
Person A: You have been working very hard and feel you deserve promotion
– or at least a bonus payment.
Person B: You are Person A’s boss. You know that he/she has been working
 83

hard but, at the moment, there is no room for promotion. But, the company is
making a good profit so the situation may be different in 6 – 9 months.
 In business
Person A: You are a travel agent who books flights and hotels for business
travellers. Person B phoned you three weeks ago to make a reservation but did not
pay a deposit. As a result, the hotel has cancelled the reservation.
Person B: You made a reservation for a business trip three weeks ago. You
did not realise you needed to pay a deposit. Now you have been told that the
reservation has been cancelled.
 You are a sales manager of «Sony» Company. Your firm sells high-
quality TV-sets. You want to deliver TV sets. Discuss, please, the terms, the time
and the guarantee period of delivery with representative of a big shop.
1.2.4. Translate into English:
1. Прошу передати мою візитну картку містеру Н.
2. Чи може нас прийняти містер Н.?
3. Займайте свої місця , та давайте перейдемо до справи.
4. Представник нашої фірми має бажання обговорити з Вами
декілька питань.
5. З якими країнами Ви маєте торгові відносини?
6. У нас великий досвід в експорті цього товару.
7. Ми відіслали Вам наш запит минулого тижня / в кінці місяця / на
початку цього місяця / 10 квітня.
8. Ми змушені переглянути / відхилити / погодитись на цю
пропозицію.
9. Пропозиція потребує вашого підтвердження.
10. Ми б хотіли обговорити контракт на поставки цього товару пункт
за пунктом.
1.2.5. Look at the theory. At which type of meeting would you be most likely
to hear each of these things?
a) I'm pleased to announce another good year for shareholders of this
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company.
b) I know this sounds crazy, but how about giving away 100,000 free
samples?
c) Things in the sales department are getting out of control. We should
all start making a real effort.
d) So, you think you can provide 10,000 a month at a unit cost of £4.90?
e) Have you heard? Suzanne is being fired: apparently her sales figures
aren't good enough.
f) That's a deal then. Looking forward to working with you. I'm sure you
won't be disappointed.
g) Amazingly, we're ahead of schedule on this project.
h) I recommend to shareholders that you accept Megabook's offer for our
company.
i) As you know, Megabook wants to buy this company. As chief
financial officer, what do you think of their offer, Saleem?
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UNIT 2. THE PECULIARITIES OF BUSINESS MEETINGS

TRANSLATION

2.1. THEORY

 The role of the chairperson: before the meeting

Hilary Rhodes is a management consultant who specializes in meeting skills:
'A good chairperson has to be a good organizer. What they do before the
meeting is as important as the meeting itself. They should make sure the agenda
(the list of things to be discussed) is complete by asking those involved what
should be on it and then circulating (distributing) it to everyone concerned. They
should check the venue, making sure the room will be free, without interruptions,
until the end of the meeting.'
 The role of the chairperson: during the meeting
The chairperson should be a good timekeeper. They should start the
meeting on time, without waiting for latecomers.
They should appoint a minute-taker to take the minutes, making sure that
opinions and action points (where participants agree to do something) are noted.
They should make sure each point on the agenda is allocated the time it
deserves and should keep to the timetable. When the time allocated to one point is
up, the chair should make sure that discussion moves on to the next point, even if
the issue has not been completely covered or resolved (decided).
The chair should make sure that each participant has the chance to make
their point, and should deal tactfully with disagreements, making sure that each
side feels their point of view has been noted. They should also try to avoid
digressions, where people get off the point.
Finally, they should ensure the meeting finishes on time, or early.
 Follow-up
After some meetings, it's necessary for the minutes to be circulated,
especially if there are action points that particular people are responsible for. At
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the next meeting, the chair should ask for the minutes to be read out and see if all
agree that it is an accurate record of what happened, and see if there are any
matters arising (any points from the last meeting that need to be discussed). And
they should check what progress has been made on the action points from the
previous meeting.
OPENING THE MEETING
Carla Eagleton, chief executive of Creative Advertising, is opening a
meeting with four of the people who work for the company.
 OK, let's get started  'As you know, I've called this meeting
to discuss the situation in the design
department. The designers have a lot of
freedom to work as they wish, but it seems that
things are getting out of control ...'

You can also say: You can also say:

 Let's begin, shall we?  I've arranged this meeting to ...
 Shall we make a start?  I've organized this meeting to…
 Let's make a start.  The purpose of this meeting is to ...
 It’s time to get started.  The main objective of this meeting is to ...
 Let's get down to business.

ASKING FOR AND EXPRESSING OPINION

Inviting someone to start:
 Would you like to open the discussion, Greta?
 Perhaps you'd like to get the ball rolling, Greta.
Asking for one person's opinion:
 What about you, Keith?
 What are your feelings on this, Keith?
 What do you think about this, Keith?
 What are your views on this, Keith?
 87

Asking for everyone's opinion:

 What's the general feeling on this?
Making your point.
The other participants use some of these expressions.
a. Head of human resources: I believe the design department needs a
certain amount of freedom, but there are limits
b. Head of design: As I see it, I can't run the design department as if it
was the accounts department,
c. Chief financial officer: In my opinion, they're going much too far. I
can't bear to think of the costs involved,
d. Senior designer: Of course, we are sensitive types and need to be
given the freedom to work how we like.
Other ways of making your point include:
 The way I see it...
 It's clear to me that...
 Personally, I think ..

2.2. PRACTICE
2.2.1. Look at the theory. Match the verbs with the nouns that they go with.
1. take a) a minute-taker
2. appoint b) the minutes
3. circulate c) time
4. allocate d) the agenda
5. move on e) to the next point
6. avoid f) on time
7. finish g) digressions
2.2.2 Writing practice: preparing for the meeting
Before Hans Gast arrives, Richard Price spends some time preparing a list of
what he will need to ask Hans. Start the list for him. You will be able to add to it in
19.5.
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Hans Gast
Business PLAN
I wish to set up a refrigerated road transport business, with myself as sole
proprietor.
Initially, I shall have one truck with a load capacity of 1.5 tonnes. It will be
fitted with a mobile phone. I shall undertake deliveries for chilled food distributors,
offering them a service on which they know they can rely at short notice and in
case of emergency. I have made preliminary enquiries with a number of firms,
which I contacted while following a marketing course at Cardiff Polytechnic. Their
response was very favourable.
I shall drive the truck myself and also employ part-time drivers. My fiancée
will help me with administration, bookkeeping and telephone enquiries. Her
parents have offered us the use of a room in their house as an office, until we can
find a small office to rent.
To finance this venture, I have Ј10,000 capital. My start-up costs will total
Ј25,000. I am therefore seeking a bank loan of Ј15,000. I can offer the truck
(estimated value Ј20,000) as security.
I have prepared a detailed cash-flow forecast for the first year of operation,
and this shows that the break-even point is reached after twenty-two months. This
assumes a bank loan of Ј15,000 over five years at an annual percentage rate of
18.5%, with interest-only repayments during the first six months.

2.2.3. Read, translate and act out the dialogue

AT THE COMPANY
Plc (Public Limited Company) = BAT (вiдкрите акцюнерне товариство)
Mr Petrenko is at Continental Equipment office. He is having an
appointment with the managers of this company.
 Good morning, gentlemen! How are you?
 Fine, thanks. And how are you getting on?
 Very well, thank you.
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 Let me tell you about our company. As you know, Mr Petrenko, we

produce process equipment. Our firm consists of 6 department: Production, Sales,
Export, Financial, Personnel and Research & Development. The last one is the
newest at the company. It was created five years ago.
 According to your legal status, are you Plc?
 Right, we are. ... Our management are the Meeting of Shareholders
and the Board of Directors. Earlier the President of the Company was one of senior
partners, but now it is Mr Rogers, as you know. Currently we employ about 1,600
people. Our turnover is more than Ј 300 million.
 You will work with our Export Department. We export our equipment
to 5 countries all over the world. Besides, we have two daughter companies in
Holland and Germany with headquarters in those countries.
 Are they your subsidiaries or branches?
 They are our subsidiaries. Each company trades under its own name.
But we are looking for new partners in Eastern Europe as well. We would like to
expand our activity. So Mr Cartwright went to Kiev to establish personal contacts
with your company. Before we knew it only by correspondence. Have you read all
our correspondence with your Director?
 Yes, I think so. We investigated thoroughly your business proposal.
 Have you got our price-lists and catalogues with you now or should I
ask Miss Elliot to bring them here?
 Thank you, but they are with me as well as the copies of your letters. I
expect to make Draft Contract here, maybe by the end of this week, and finally
conclude the Contract with you after discussing it with my Director by phone.
 All right. Let us get down to business. Today and tomorrow we were
going to talk about the terms of payment and delivery.
 Right. And the day after tomorrow we'll be talking about packing and
transportation.
 Then I plan to go to London for three days. As you know, there will
be an Exhibition. Will you join me?
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 Yes, with pleasure. It would be very helpful for the purpose of my

visit.
 I hope so. And after that you'll have enough time for visits to our
works and going sightseeing.
 That suits me all right. And I expect to submit the Draft Contract to
my Director by fax not later than by next Wednesday.

2.2.4. Which of these expressions from theory are correct? Correct the
mistakes.
1) It's about time we get started.
2) Let's begin, let we?
3) Shall we make a start?
4) Let's get up to business.
5) I've call this meeting to ...
6) The purpose of this meeting is to ...
7) The main subject is to ...
8) As you are beware ...
 91

UNIT 3. THE PECULIARITIES OF BUSINESS PRESENTATIONS

TRANSLATION

3.1. THEORY

Is giving presentations important to the career? For most people, the answer
is yes. Presenting products, success stories, challenges and solutions – this is the
heart of business communication, where money is often made or lost. And in
today’s globalizing business environment, business workers are increasingly called
to give presentations in English.
Types of presentation
■ press conference: two chief executives tell journalists why their
companies have merged.
■ briefing: a senior officer gives information to other officers about a
police operation they are about to undertake.
■ demonstration: the head of research and development tells non-
technical colleagues about a new machine.
■ product launch: a car company announces a new model.
■ lecture: a university professor communicates information about
economics to 300 students.
■ talk: a member of a stamp-collecting club tells other members about
19th century British stamps.
■ seminar: a financial adviser gives advice about investments to eight
people.
■ workshop: a yoga expert tells people how to improve their breathing
techniques and gets them to practise.
Tips for a stand-up presentation
1. Find out about the audience: how many people there will be, who
they are, why they will be there, and how much they know about the subject.
2. Find out about the venue and the facilities: the room, the seating plan,
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the equipment, etc.

3. Plan the content and structure, but don't write the complete text of
the presentation.
4. Write notes on sheets of paper, not on cards.
5. Try to memorize the first five sentences of your talk.
6. Prepare visual aids: pictures, diagrams, etc.
7. Rehearse your presentation (practise it so that it becomes very
familiar) with friends or colleagues.
Key steps: introduction
1. Introduce yourself and your subject.
- My name's Anne-Marie Duval and I work for Gem Consultants. My
talk is called 'Consultancy Skills for the 21st Century'.
2. Outline what you're going to talk about: describe the different
sections of your talk.
- There are three main skills areas I want to talk about today ...
3. Say whether people should ask questions during the talk, or at the
end.
- I f you have any questions, I'll be very happy to answer them at the
end of the session.
Key steps: main part
Anne-Marie continues her presentation:
- 'OK. To begin, let's look at the first type of skills that consultants
need: technical skills. Of course, related to technical skills, you need good general
knowledge of management subjects ...
- But I'm digressing: let's get back to the technical skills themselves...
That's all I have time for on technical skills.
- Let's move on to the second area: interpersonal skills. As you can see
on this transparency, there are two key areas in relation to interpersonal skills ... I
think that covers everything on interpersonal skills. Time is moving on, so let's turn
to the third area: people management issues.'
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Key steps: closing

Anne-Marie is bringing her presentation to a close:
- 'Let me sum up. Firstly, we looked at technical skills, secondly, at
management skills and last, but by no means least, at interpersonal skills. In my
view, the secret for success in the future is going to be interpersonal skills. That
brings me to the end of my presentation. Are there any questions?'
Here are some phrases which can be useful when answering questions:
- That's a fair point. I know that some consultants don't have a very
good image. But I think that Gem Consultants have helped companies reduce costs
and increase profits enormously.
- That's confidential. I'm afraid I'm not at liberty to tell you.
- That's not really my field. But I can put you in touch with someone in
my organization who is
Visual Communication
Adding the visual dimension to the speech can be an excellent way to hold
your audience’s interest and make your meaning clear. But be careful not to get
carried away. Perhaps the most important rule to remember in using visuals is this:
the visuals are to support your document or presentation, not to take the place of it.
A picture may be worth a thousand words, but it is the words that really count.
Make sure that your communication is researched, organized, and presented well
enough to stand on its own. Whatever visuals you choose should be clearly
associated with your verbal content, repeating, reinforcing, or extending the scope
of your message.
Helpful Hints for Visual Aids
Visual aids can be a powerful tool when used effectively, but can also run
the risk of dominating your presentation. As a speaker, you will need to consider
your audience and how the portrayal of images, text, graphic, animated sequences,
or sound files will contribute or detract from your presentation. Here is a brief list
of hints to keep in mind as you prepare your presentation.
 Keep visual aids simple.
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 Use one key idea per slide.

 Avoid clutter, noise, and overwhelming slides.
 Use large, bold fonts that the audience can read from at least twenty
feet from the screen.
 Use contrasting colors to create a dynamic effect.
 Use analogous colors to unify your presentation.
 Use clip art with permission and sparingly.
 Edit and proofread each slide with care and caution.
 Use copies of your visuals available as handouts after your
presentation.
 Check the presentation room beforehand.
 With a PowerPoint presentation, or any presentation involving
technology, have a backup plan, such as your visuals printed on transparencies,
should unexpected equipment or interface compatibility problems arise.
Becoming proficient at using visual aids takes time and practice. The more
you practice before your speech, the more comfortable you will be with your visual
aids and the role they serve in illustrating your message. Giving thought to where
to place visual aids before speaking helps, but when the time comes to actually
give your speech, make sure you reassess your plans and ensure that they work for
the audience as they should. Speaking to a visual aid (or reading it to the
audience) is not an effective strategy.
Know your material well enough that you refer to your visual aids, not rely
on them.

Visual Aids
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3.2. PRACTICE
3.2.1. Match the presentation types from the theory to the things (1-8) that
people say in them.
1) As you can see, this prototype is far in advance of anything we've
done before.
2) Here are some typical patterns for demand and supply in the widget
industry.
3) I'm going to give each group a series of problems faced by an
imaginary company, and I want you to suggest solutions.
4) Now is the right time to get out of company shares and invest in
property.
5) The combined resources of our two organizations will allow us to
achieve great things.
6) The first postage stamp in the world was the Penny Black in 1840.
7) The parachutists will come in at 08:30 and land in two waves, here
and here.
8) The X300 has the most advanced features of any car in its class.

3.2.2. If you drop the cards on the floor, you're in trouble. It could sound
monotonous and boring if you speak from a complete, prepared text. Here are
reasons for the advice given in the theory. Match each reason (1-10) to a piece of
advice in the theory.
 96

1. It will help you adjust the content of your talk so that it is suitable, for
example not too easy or difficult.

2. It will help you to keep control, and avoid people interrupting if you don't
want them to.

3. It will help your audience follow the logic of what you're going to say.

4. It will make you feel more at ease at the beginning, when you may be
nervous.

5. It will reassure people that they are in the right place, and provide a focus for
the beginning of your talk.

6. They add visual interest, provide you with support and help the audience
follow you.

7. You can ask for changes in the seating plan if necessary.

8. 10 They will be able to tell you if anything is unclear before the

presentation.

3.2.3. Match these questions from the audience (1-6) to the answers that
Anne-Marie gives in the theoretical part.
a. Sorry, I didn't catch the end of the question - could you repeat what the
questioner said?
b. In what ways do you think the Internet is going to change the way
management consultants work in the future?
c. Some companies refuse to use management consultants. What do you say
to people who say that consultants are a waste of time and money?
d. What's the average salary for your consultants?
e. I don't know if you have time to answer this, but can you tell me how I
can apply to work for Gem?
f. You say that Gem have enormously increased profits for some
companies. Can you give one or two examples of this?
 97

3.2.4. Choose the best word to fill each gap from the alternatives given
below
'I am very worried about next week. I am doing a (1) _____ presentation
about our new advertising campaign. There will be about 30 people in the (2) ____
mainly regional sales managers. The (3) _____ is a big hotel in London. They have
excellent (4) ______ so I don't have to worry about that. I've prepared the
(5) _____ of my talk but I'm still working on my visual (6) _____. I've tried to
(7) _____ the main parts of my talk so I won't have to read from my notes. On
Friday, I'm going to (8) _____ the whole thing in front of a few friends from the
department."
1. A stand-up B sit-down C stand-down 5 A output B content C object
2. A viewing B crowd C audience6 6 A helps B aids C supports
3. A position B venue C placing 7 A memories B memory C memorize
4. A facilities B faculties C functions 8 A rehearse B react C replay

3.2.5. Write one word in the gap to complete each sentence. The first two or
three letters are given.
1. I have planned the str________ of my talk.
2. First I will in myself.
3. Then I will out _______ what I'm going to talk about.
After I've given the presentation, I will invite people to ask qu__________
 98

UNIT 4. THE PECULIARITIES OF THE TRANSLATION

OF BUSINESS PRESENTATIONS, WORKSHOPS AND CONFERENCES

4.1. THEORY

Dos and don'ts: voice

1. Project your voice to the back of the room, but don't shout. Don't ask
if people at the back can hear. Check the volume (loudness) of your voice
beforehand,
2. Use a microphone if you need one. Don't hold it too close to your
mouth.
3. Whether using a microphone or not, speak in a natural tone of voice.
Don't speak in a monotone (on the same level all the time). Vary the pitch (level)
of your voice.
Rapport with the audience
Experts say that you can gain the audience's attention in a presentation by:
1. Telling an anecdote (a story, perhaps a personal one).
2. Mentioning a really surprising fact or statistic.
3. Stating a problem.
 99

4. Asking a question.

WORKSHOPS
Workshops combine training, development, team-building, communications,
motivation and planning. Participation and involvement of staff increases the sense
of ownership and empowerment, and facilitates the development of organizations
and individuals. Workshops are effective in managing change and achieving
improvement, and particularly the creation of initiatives, plans, process and actions
to achieve particular business and organisational aims. Workshops are also great
for breaking down barriers, improving communications inside and outside of
departments, and integrating staff after acquisition or merger. Workshops are
particularly effective for (CRM) customer relationship management development.
The best and most constructive motivational team-building format is a workshop,
or better still series of workshops, focusing on the people's key priorities and
personal responsibilities/interest areas, which hopefully will strongly overlap with
business and departmental aims too. Workshops can be integrated within regular
monthly team meetings – an amazing amount of motivation progress and
productivity can be accomplished with just a 90 mins workshop per month.
Tips on designing workshops
Workshops are an extremely flexible and effective method for training,
learning, development, change management, team building and problem solving,
and virtually any organizational challenge.
You can actually run any sort of workshop you want – your options are as
wide as your imagination and certainly not limited to off-the-shelf or tried and
tested formats.
Think about and then agree openly your aim(s) for each workshop or and/or
session.
Invite suggestions from delegates beforehand as to workshop subjects and
aims if you want to maximise commitment and empowerment.
Split big groups into pairs or threes - this is more dynamic and produces
 100

more ideas - and gets the whole group working better, particularly when they
present ideas and review with the whole group. As with teambuilding exercises, if
you split into sub-teams of more than four it's advisable to have each team appoint
a leader, or things can be chaotic and some members become 'passengers'.
Be specific – more specific than just 'team-building' or 'improving
relationships' – you need to identify a specific element within a general aim.
Encourage people to use creative methods that are appropriate for their
personal styles and learning styles.
Visual, spatial, creative people enjoy working with flip-charts, colours, 'post-
it' notes, etc.
People-centered individuals and teams enjoy human interaction – role-plays,
discussions, mutual interviews, etc.
Logical, numerate, process-oriented people are happier with more structured
planning tools and computers.
Think about the sort of people in the workshop groups and provide tools,
materials and methods that they will be comfortable using.

4.2. PRACTICE
4.2.1. Scientific conference
You want to participate in the work of international conference or congress
or to organize its work, but you don't know how to do it. What's the procedure?
How to obtain information about it? Look through the set of documents necessary
for it. Make up your own conclusions.
1997 European Respiratory Society Annual Congress, Stockholm, Sweden
September, 7-11 Preliminary Program
Welcome address
On behalf of the European Respiratory Society it is an honour for us to
welcome you and to be your host in Stockholm during the annual ERS congress for
1998.
The ERS annual congress will for the first time be held in Scandinavia and it
 101

is a pleasure for us not only to invite you to a conference of the highest scientific
standard but also to present Stockholm, and, if you wish, other exciting places in
Sweden.
The scientific planning of the congress had resulted in a most exciting
program with more than 40 major and assembly symposia not counting the
numerous free communication sessions. The official program will cover all aspects
of modern lung medicine from basic science including advanced treatment such as
lung transplantation.
You are further invited to attend an opening ceremony where the City of
Stockholm is our generous host treating all delegates to food and drinks. We are
also happy to have arranged a concert to which the delegates are invited to enjoy a
party with perfect music.
Welcome
Jacob Вое Kjell Larsson
Chairman Vice-chairman

4.2.2 Melanie recently went to a presentation where the speaker did not
follow her advice. Match each of Melanie's thoughts (1-7) to the points in the
theory.
1. Why is he yelling like that? The room's not that big!
2. He's already said that three times.
3. I know there are people who want to ask questions, and there won't be
time.
4. He’s really droning on: there's no life in his voice and everyone's asleep.
5. The sound of his breath in the microphone is really annoying.
6. I don't see what this has got to do with what he's trying to say.
7. Get on with it! If people turn up late, that's their problem.

4.2.3. Prepare a professional presentation of your product or business plan

following the instructions provided previously.
 102

4.2.4. Choose the best word to fill each gap from the alternatives given
below.
'Here is some advice for making a presentation. People want to hear you, so
(1) _____ your voice to the back of the room. If you are using a (2) ______ make
sure you know how to turn it on. Speak in a natural (3) ______ and not too quickly.
Don't speak in a monotone - vary the (4) _______ of your voice. Try to gain your
audience's (5) _______ from the beginning. Start an interesting (6) ______. In the
main part of your talk, use some surprising (7) _______ don't forget to leave time
for participants to ask (8) _______.
1. A shout B project C pass 5 A digression B objective C attention
2. A microphone B microscope C microlight 6 A anecdote B antidote C antelope
3. A tone B sound C note 7 A truths B facts C words
4. A court B pitch C field 8 A discussions B practices C questions
 103

UNIT 5. THE PECULIARITIES OF THE TRANSLATION OF

SUCH BUSINESS BRANCHES AS MARKETING AND MANAGEMENT

5.1. THEORY

Marketing.
Customers and clients

The market
The market, the free market and market economy describe an economic
system where prices, jobs, wages, etc. are not controlled by the government, but
depend on what people want to buy and how much they are willing to pay.
Word combinations with 'market'
forces the way a market economy makes sellers produce
pressures what people want, at prices they are willing to pay
market - place producers and buyers in a particular market
economy, and the way they behave
prices prices that people are willing to pay, rather than
ones fixed by a government
reforms changes a government makes to an economy, so
that it becomes more like a market economy

MANAGEMENT COMPANY ORGANIZATION

1 Managing Director ГОЛОВНИЙ директор
2 Board Правління
3 executive Department Виконуючий директор
4 Human Resources; Personnel Відділ кадрiв
5 Management Services Department Адміністратор управління
6 Research and Development (R&D) Відділ дослідження та розвитку
Department
 104

7 Marketing Service Служба маркетингу

8 Finance Department Фінансовий відділ
9 Regional Managers Регіональні менеджери
10 Marketing and Technical Services Служби маркетингу та технічних
забезпечень
11 Export Sales Department Експортний відділл
12 Sales Director Директор збуту
13 Sales team Трупа збуту
14 Parent company Основна компанія підприємства
15 Affiliates Фипіали, дочірні підприемства
16 Subsidiary Дочірне підприємство
17 Branch Філіал
18 Board of Directors = (AmE) Executive Рада директорів
19 Board
Chairman of Board = (AmE) President Голова правління
20 Managing Director = Головний управляючий
(AmE) Chief Executive Officer
(AmE) Senior Vice - President
Deputy Director замісник
21 Finance Director = (AmE) Vice - Фінансовий директор
President
22 Sales Manager = (AmE) Sales Director Менеджер з питань збуту
23 Personnel officer = (AmE) Director of Начальник відділу кадрів
Personnel
24 Department Відділ, відділення, цех, магазин
25 Sales Збут
26 Human Resources Людські (трудові ресурси)
27 Corporate (finance) Загальний, корпоративний
28 Finance Фінанси, управління фінансами
29 Accounting Облік, звіг, розрахунок
30 Rationalization Раціоналізація
31 Throughout Всюди, на прогязі
32 Day-to-day, on the daily basis, routine Повсякденний, одноденний
33 To split Розподіляти, розбивати
34 Now and then Час від часу
35 Matrix Цементуючий
36 Side Позишя
37 Hierarchy Ієpapxiя
38 То be accountable Бути підзвітним
39 To support Підтримувати, допомагати
40 To assist Допомагати
41 To be under Бути під контролем, владою
42 To be headed Очолюватися
43 To take care Дивитися за
44 To be in charge of Відповдати за
 105

45 Title Назва, титул

5.2. PRACTICE
5.2.1. Translate the following words and word combinations
1) Board
2) Human Resources, Personnel Department
3) Managing Director
4) Finance Department
5) Management Services Department
6) Research and Development (R&D) Department
7) Regional Managers
8) North, South, Hast, West, Central Regions
9) Marketing and Technical Services
10) Export Sales Department

5.2.2. Translate into English

1) відділ кадрів
2) регіональні менеджери
3) служба маркетингу
4) відділ досліджень та розвитку
5) правління
6) північний та центральный регіони
7) відділ експорту
8) головний управляючий регіон
9) фінансовий відділ
10) адміністрація управління

5.2.3. Read the text and translate it

COMPANY ORGANIZATION
Organizational structure of Rossomon Company is simple.
The Managing Director, that is Mr.Bunce, is responsible for running the
сompany and is accountable to the Board.
He is assisted by four executive departments. They are the Human
Resources, which is responsible for personnel, training and management
development; then there is the Finance Department which takes care of corporate
 106

finance and accounting; next we have the Management Service Department, led by
Peter Jerkins who is in charge of rationalization throughout the company; and
finally there is the R & D Department - research and development - which works
closely with the five regions on new product development.
So this then brings us on to the regions. Directly under the Managing
Director there are five Regional Managers. Each of them is responsible for the day-
to-day management of a territory - these are geographically split into North, South,
East, West and Central Regions.
Now and then, the five regions are supported by two sections - the
Marketing and Technical Services. They are organized on a matrix basis with
section leaders accountable to the Regional Managers. They work closely with the
regions on the marketing and technical side.
Now, in addition to the parent company, Rossomon has three subsidises,
namely Rossomon France, Germany and Japan. The Subsidiaries report to the
Export Sales Department, which in turn is accountable to the Board.
Answer the questions
1. What is the Managing Director responsible for?
2. What is the Managing Director accountable to?
3. What is Managing Director assisted by?
4. What are they?
5. What are they responsible for?
6. Who is responsible for the day-to-day management of a territory?
7. How many Regional Managers are there in Rossomon Company?
8. Who are they under?
9. How is the whole territory split?
10. What are the five regions supported by?
11. What are they?
12. Whom are section leaders accountable to?
13. On what basis do section leaders work with (he regions?
14. What kind of company is Rossomon?
15. What subsidiaries does Rossomon have?
16. Whom do subsidiaries report to?
17. Whom is the Export Sales Department accountable to?
 107

APPENDIX

EXPRESSIONS TO AVOID IN BUSINESS LETTERS

 according to our records  permit me to say
 I have your letter  pursuant to
 according to our records  thank you again
 I wish to thank, may I ask  thank you in advance
 acknowledge receipt of  thereon
 in due time,  attached please find,
 in due course of time  attached hereto,
 as to, with reference to,  enclosed herewith,
 with regard to,  enclosed please find
 with respect to  beg to inform, beg to tell
 at hand, on hand in receipt of  duly
 in the near future  for your information
 in view of  hereby, heretofore, herewith
 our Mrs. Campbell

Instead of Use
advise, inform say, tell, let us know
along these lines, on the order of like, similar to
as per as, according to
at an early date, at your earliest soon, today, next week, a specific date
convenience
at this time, at the present time, at this now, at present
writing
check to cover check for
deem believe, consider
due to the fact that, because of the fact because
that
favor, communication letter, memo, et al.
for the purpose of for
forward send
free of charge free
in accordance with according to
in advance of, prior to before
in compliance with as you requested
in re, re regarding, concerning
 108

in the amount of for

in the event that if, in case
kindly please
of recent date recent
party person, a specific name
said not to be used as an adjective
same not to be used as a noun
subsequent to after, since
the writer, the undersigned I/me
up to this writing until now
Don't Use Use
and et cetera et cetera
as a result of because
as otherwise otherwise
at about about
attached hereto attached
at this point in time at this time; now
avail oneself of use
be of the opinion believe
both alike alike
both together together
check into check
connect up connect
continue on continue
cooperate together cooperate
customary practice practice
during the time that while
each and every each or every
enclosed herewith enclosed
enter into enter
forward by post mail
free gift gift
have a tendency to tend to
in many instances often
in spite of the fact that although
in the amount of for
in the event that if
 109

in the matter of about

in the process of being being
in this day and age nowadays
inform of the reason tell why
is of the opinion believes
letter under date of letter of
letter with regard to letter about
new beginner beginner
on account of the fact that because
owing to the fact that because, since
past experience experience
place emphasis on emphasize
place an order for order
repeat again repeat
same identical identical
send an answer reply
up above above
whether or not whether
write your name sign
 110

INDEX

Free on Board · 51
A Free on Rail · 50

acknowledge requests for credit · 37

acknowledgment of orders · 30
adjustment · 3, 33, 34, 35, 36
G
agreement · 16, 17, 49, 76, 77, 81
Agreement · 56 Good will letters · 3, 40
answer to any inquiry · 24 grant · 17, 35, 37
application · 3, 38, 48, 62, 63, 73
autobiography · 71
H

B heading · 10, 12, 67

bargaining · 78
Bill of Lading · 50 I
blocked style · 8
business letters · 3, 5, 6, 8, 13, 15, 22, 39, 40, 63, 112 Incoterms · 50, 53
buyer · 45, 46, 50, 51, 52, 61 indentation · 14
inquiry letters · 22
inside address · 12
C
claim · 33, 34, 47, 48 L
Claim · 3, 33
Closing phrases · 16 legal documents · 49
communication · 5, 7, 80, 91, 93, 101, 107, 112
complimentary close · 14, 15, 41
consignment · 50 M
contract · 3, 49, 51, 52, 53, 54, 56, 58, 60, 61, 77, 80
Contract · 56, 89, 90 mail delivery · 13
Cost and Freight · 51 Management · 103, 105, 106
Cost, Insurance and Freight · 51 Marketing · 103, 104, 105, 106
Cover letters · 63 meeting · 17, 36, 43, 76, 80, 81, 83, 85, 86, 87, 90
credit · 5, 37, 38, 39, 48, 53, 60 Multimodal (Door to Door) transport · 49
CV · 3, 68, 69, 73

N
D
Negotiating styles · 78
date · 8, 9, 10, 12, 16, 27, 31, 37, 56, 63, 69, 107, 108, 109 negotiations · 4, 5, 47, 76, 77, 78, 79
Delivered at Frontier · 52 negotiator · 76, 78, 82
Delivered Duty Paid · 52
delivery · 27, 28, 33, 34, 46, 50, 53, 56, 60, 61, 83, 89
O
E Opening phrases · 15
order · 16, 17, 24, 26, 27, 28, 30, 31, 33, 34, 38, 45, 46, 47,
e-mail · 6, 12 62, 67, 77, 78, 80, 107, 109
employment correspondence · 5, 62 Our ref · 12
Enclosures · 15
EX Ship · 52
Ex Works · 50, 52 P
placing orders · 28, 30
F Preamble · 53, 56
presentation · 91, 92, 93, 94, 95, 96, 97, 98, 101, 102
Free Alongside Ship · 51
 111

R
recipient · 6, 7, 8, 14, 15
reference · 10, 12, 15, 25, 30, 42, 65, 107
refuse · 24, 35, 37, 39, 96
resume · 62, 63, 65, 66, 67, 69, 75, 76, 79

S
Sales Letters · 25
salutation · 13, 14
seller · 26, 28, 50, 51, 52, 61
shipment · 27, 31, 34, 50, 51
signature · 6, 14, 15, 27
solicited inquiry · 22
style · 8, 10, 14, 21, 27, 43, 73

U
unsolicited inquiry · 22

W
Workshop · 99

Y
Your ref · 12
112
 113

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