III. Role- plays

Role-card 1: You became interested in the goods of Brown and Co. Get in touch with Mr Brian, the Sales Manager. Tell him how many machines you want to buy and when you require goods. Agree to part deliveries.  

Role-card 2: You are Mr Brian. Be ready to speak about the quality of your goods, answer the questions of the client. Say that you are heavy with orders, propose to take part deliveries.  

Example dialogue:

- Good afternoon, Mr Brown. Glad to see you again. How are you?

- Fine, thanks.

- Would you like a cup of tea?

- Yes, please. And let’s get down to business. Have you looked through our catalogues?

- Sure! We’ve studied them closely. The new model is very good. We would like to place an order for these machines.

- Yes, it’s of high quality and we already have many orders for it. How many machines would you like to buy?

- 20. Is it possible to deliver them in November?

- The matter is that we are heavy with orders now. Could you accept part deliveries?

- Yes, I think we can agree to that.

Role- card 3: You discuss the prices with Mr Eden. Tell him that their prices are not attractive to you. Ask him for a 10% discount. Agree to the terms of Mr Eden.  

Role-card 4: You are Mr Eden. You find the discount of 10% rather high. Propose a 5% discount.  

Example dialogue:

- Are there any more questions you would like to discuss?

- Yes, it’s the question of price. I must say your price is not attractive to us. Can you give us a 10% discount?

- A 10% discount? That’s a bit difficult. I believe the Executive wouldn’t agree to that. The fact is our compressors are in great demand. However, we can offer you a discount of 5% as we’ve been good partners for a long time.

- I think we can agree to a 5% discount. Could we meet at 10 o’clock a.m. tomorrow to sign the contract, Mr Brown?

- Yes, certainly.

IV. Гра імпровізація.

The students negotiate the contract terms with their partner. They discuss the terms of payment, shipment and delivery. They fix the time and the place for signing the contract.

Role play on the topic “Commercial Fairs and Exhibitions”

Business function practised: presentation and advertising, negotiating, persuading.

Lexical area: sales contract, commercial fairs and

exhibitions

Grammar involved: Present Perfect, Past Indefinite, Future Indefinite, comparatives, superlatives.

Pre-game exercises:

Ex.1. Student A has 3 minutes to sell his object to student B at the highest possible price. Then change the roles. Make a list of dos and don’ts for successful negotiations.

Ex.2. Think of a list of products that your partner might commonly use and create an advertisement to promote them.

Ex.3. Write down on 3 separate squares of paper what you would like to speak about for 2 minutes if you left for a trade exhibition. Mix the papers. Draw any paper and speak for 2 minutes on that topic. The rest write down and call out all the facts they hear and remember about that topic. Repeat the exercise until each student has spoken once or more.

Revise your “Trade and Exhibitions” vocabulary:

specialized fair, to take part in (talks, fairs, exhibitions), to grow (grew, grown), scope, achievement, field (heavy, light) industry, science, agriculture, participant, to negotiate (a contract, a transaction, an order), sale, method, advertise (machines, goods, equipment), to hold an exhibition, under the motto “progress through economic cooperation”, to get in touch with, stand-attendant, up-to-date, to introduce goods into the market, success, efficient; to be up to standards; to meet the world standards, programmer, specialist, training, to see smth. in operation, to make tests, to be for sale.

І. Аналіз конкретних ситуацій.

Situation 1. You have arrived at the commercial fair to find a partner for your business. What information would characterize your partner in the best way?

Situation 2. Your products need good advertisement at the trade exhibition. Discuss the best ways of providing that with the advertising manager.

Situation 3. In the French pavilion at the international fair you got interested in the new presses. Make sure that they are the best on the world market.

II. Гра - імітація

a) How to ask someone’s opinion:

- What do you think of/ about…?

- What did you think of/about…?

- What do you feel about…?

- What’s your opinion of/about…?

b) How to express an opinion:

- I think (that)…

- I believe (that)…

- I feel (that) …

- I consider (that) …

- To my mind …

- If you ask me …

- I’m sure that …

- I really think that …

- There is no doubt

Agreement	Disagreement	Approval	Disapproval
I quite agree I think so too So do I Quite so That’s just what I think I suppose so. I agree with you, but… I see what you mean, but… Oh, yes, but …	I don’t agree I’m afraid, I can’t agree I’m afraid, you are mistaken I’m afraid, it’s impossible I wouldn’t say that Do you really think so? Well … Personally, … As a matter of fact	A very good idea! That sounds nice! Well done! That’s clever Sensible I’m sure you did right Wonderful! Good for you!	It’s not a very good idea! Don’t you think? You shouldn’t do that… What for? That’s unreasonable! How could you! It’s your fault I don’t find it clever

1. Express your opinion using the words given and an appropriate introductory phrase.

Model: John, rather efficient

I think John’s rather efficient

1. Stand-attendant, friendly;

2. Model 800 computer, up-to-date;

3. Machine-tools, reliable in operation;

4. This visitor, rather impressed;

5. Operator, well-educated;

6. These presses, of excellent quality;

7. The performance of these compressors, superb.

2. Express your opinion about the following:

1. the scope of the exhibition;

2. the motto of the exhibition;

3. model K 70 tractor;

4. the latest test of presses Model R 407;

5. the performance of computers;

6. equipment at the exhibition.

3. Ask someone’s opinion about the following:

1. the design of the new model;

2. performance of presses;

3. the talks at the commercial center;

4. the exhibition;

5. test results;

6. range of goods.

4. Agree or disagree with the following statement:

1.”Brown and Sons” are doing well on the world market.

2. Our company has stepped up advertising.

3. You must discuss many business matters before making a contract.

4. The secretary is very efficient.

5. The compressors are in great demand.

6. The machine is easy to operate.

5. Express partial agreement with the following statement:

1. “Green and Co” usually gives discounts to their customers.

2. CIF are the best terms of delivery.

3. Telephone is the best means of business communications.

4. This model is up-to-date.

5. Meeting people is so interesting.

6. Travelling by sea is much interesting than by air.

6. Express your approval or disapproval as for the following:

1. GML decided to make a contract with “Green and Co”.

2. They always sell goods on FOB terms.

3. The General Director studied the terms of payment very carefully before signing the contract.

4. They agreed to accept part-deliveries.

5. The company didn’t agree to give us a 5% discount.

6. Our partner invited us for Christmas.

7. Remember the following dialogues:

a)- It’s one of the best companies on the world market.

- Do you think so? Personally I found the design of their products a little outdated.

- But I heard they started producing a new line of compressors.

- That sounds nice.

b) - What about visiting the British pavilion?

- That’s a good idea. I’ve heard Imperial Chemical Industries have displayed a new production line.

- Yes, and they have made much profit.

- What’s the reason of their success?

- I’m sure it’s new technology they use.

c) - Have you seen the exhibition of electronic equipment?

- Not yet. Why?

- It’s a great success. I recommend you to visit it as there are a lot of interesting exhibits there.

- What were you interested in?

- It’s office equipment. It really meets world standards.

8. Answer the question of your partner.

a) - What do you think of our stand?

- О, він дуже цікавий. У нас була можливість побачити останні досягнення в електронній промисловості.

- How do you find the test results of compressors Model MR 05?

-На мою думку, технічні характеристики компресорів не викликають сумніву.

b) - We’ve got interested in this model of compressors. Is it for sale?

- Так, це сучасна модель, її представлено на ринку 6 місяців тому.

- What about the technical characteristics?

- О, вони відповідають світовим стандартам.

- Have you seen the compressors in operation?

- Так, звичайно.

9. Fill in the missing parts of the dialogues:

- How do you like ______________?

- ____________________________?

- About 350 companies from all over the world.

- Have you seen the stand of __________?

- _________________________________.

- Yes, _____________________________.

- Is this model for sale?

- ___________________.

- When was it introduced into the market?

- ______________________.

- What about the performance?

- ______________________.

- What attracts you in this pavilion?

- ___________________________.

- Are you going to…?

- ___________________________.

- Have you seen the model in operation?

- ___________________________.

Дата добавления: 2014-12-26