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Answer the following questions using the text.
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Образцы контрольных работ.
КОНТРОЛЬНАЯ РАБОТА №1
I. Перепишите предложения, употребив глагол
to be в Present Simple:
1) Mr. Watson (to be) Marketing Manager.
2) I (to be) his assistant.
3)...(to be) you very busy?
4) She (not to be) our secretary, she (to be) a typist.
5) It (to be) a computer programme.
6) We (to be) from the Russian Trade Delegation.
7) Our chief (to be) 39 years old.
8)...(to be) you a hotel receptionist?
9)...(to be) it a new price-list?
10)...(to be) they your regular customers?
II. Напишите следующие предложения
во множественном числе:
1) That office is old.
2) Who is that man?
3) That is his order.
4) This postman delivers letters.
5) Do you know this manager?
6) This is an interesting offer.
7) This man is a manager.
8) That house is old.
9) The key is on this table.
10) This is a lovely city.
III. Заполните пропуски с помощью some, any или no:
1) Are there..........letters for me?
2) She is receiving...........visitors at the moment.
3) The room is empty. There is................furniture in it.
4) It’s so hot! Would you like..........juice?
5).............German firms are going to do business with our company.
6) I am very busy. I have.... time to speak to you now.
7) We have not got...orders for these goods today.
8) Could you give me.............tea?
9) Are they looking through...........price-lists now?
10) There are not.........contracts here.
IV. Употребите, где нужно, глагол to have или оборот have got:
1) I usually… lunch at 2 o’clock.
2) Excuse me, can I..........a look at your order, please?
3) Our secretary likes to keep fit, so she..........a swim every day.
4) I...some letters. Would you like to read?
5) Do you...enough experience?
V. Употребите данные в скобках глаголы во времени Present Simple или Present Continuous:
1) She (to talk) to him on the phone right now.
2) We normally (not to hold) our conference in Spain.
3) Our Sales Manader usually (to deal) with important clients.
4) The delegation (to stay) at the Hilton until Friday.
5) … he often (to visit) the plant?
6) Our manager (not to write) a report at the moment.
7) This company (to produce) new equipment.
8) … they (to discuss) the terms of delivery now?
9) I always (to check) my e-mail first thing in the morning.
10) We (to develop) a new marketing strategy now.
VI. Заполните пропуски словами much, many или a lot of:
1) How...........machines do you want to buy?
2) I haven’t got...........time, but I’ll try to help you.
3) She meets..............customers every day.
4) Do you know..............people in this company?
5) This client always asks...........questions.
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VII. Заполните пропуски, используя little/a little, few/ a few:
1) We have..............customers in New York and we send them orders every month.
2) If you think... you can give me the right answer.
3) I know..............hotels in this town. All of them are very good.
4) The secretary usually makes...........appointments for Friday.
5)...............Russian people speak Japanese.
6) I am very busy. I have…time to speak to you.
IX. Задайте вопросы к следующим репликам:
Пример: Yes, Jim is a manager.
Ответ: Is Jim a manager?
1) Our company has many orders this year.
2) No, we are not busy now.
3) I usually send letters by fax.
4) Yes, she always stays with her chief at the meeting.
5) Tom knows about it, not Bill.
6) They are in Italy, not in Spain.
7) He is a very good manager, not a bad one.
8) It is easy to do it, not difficult.
9) It is the right answer, not a wrong one.
X. Закончите следующие вопросительные предложения:
1) He doesn’t want to discuss this matter with us,...............?
2) They are already here,......................?
3) We are going to discuss the offer right now,....................?
4) It is their new catalogue,.................?
5) They are already here,…?
6) They are discussing the details of the contract,...............?
7) There is a lot of furniture in our office, …..?
8) He is sure of it,….?
9) They never agree with us,…?
10) He has got the necessary papers,..?
XI. Перепишите текст, вставляя подходящие по смыслу местоимения:
(I, me, my) work for Baker Publication Limited. (It, its) is an old family firm.(We,us, our) start (our,us) work at nine. Mr.Baker is (we, us, our) Managing Director. (H e, him, his) usually comes to the office at 10 o’clock. (Him, his, her) secretary Sheila is young but (she, her, hers) already has qualifications and (her, she, he) speaks several foreign languages. (We, us, our) company specialises in publishing biographies. Many of (their, them, they) have very interesting foreign versions.
(We, us, our) office is in the center of New York. (It, its, his) windows are large and (it, its) is very light. (Mine, my, me) colleagues and (I, me, my) like (we, us, our) workplace.
XII. Письменно переведите текст и дайте ответы на вопросы:
Mr.Svetlov is the director of TST Systems. The company is very large. They sell chemical equipment to many companies. Many customers come to TST Systems to discuss business matters with the managers of the company. They usually discuss prices, terms of payment, shipment and delivery. Now Mr.Svetlov is speaking on the phone and making an appointment with Italian businessmen. They are interested in the new model of chemical equipment and want to discuss the terms of the contract.
The Italian businessmen are going to visit Moscow next month and to have talks with TST Systems. Mr.Svetlov sent them a contract form yesterday. He wants to show them the new model of chemical equipment. Together with the Italian businessmen Mr.Svetlov is going to visit the plant outside Moscow.
1) What goods does TST Systems sell?
2) What is Mr.Svetlov?
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3) What is he doing now?
4) What companies does TST Systems do business with?
5) What matters do customers discuss with the managers of the company?
6) When are the Italian businessmen going to visit Moscow?
7) What are the Italian businessmen interested in?
8) When did Mr.Svetlov send a contract form?
Контрольная работа 2
I. Раскройте скобки, поставив глагол в Present Continuous или Future Simple:
1) I (not come) to the plant tomorrow.
2) I think Tina (go) on business to Italy next week.
3) … you (have) talks the day after tomorrow?
4) Maybe, I (stay) at home next Sunday.
5) The representatives of Simpson and Co. (not arrive) tonight.
6) Do you think you (sign) the contract next Friday?
7) Who (leave) for London this afternoon?
8) When you (meet) Mr. Bell?
9) He (not work) today.
10) I am sure their manager (come) to our office tomorrow.
II. Поставьте следующие предложения в отрицательную и вопросительную формы:
1) The Managing Director told us about the change of his plans.
2) My boss phoned me yesterday.
3) We were on a business trip last month.
4) They have just discussed the terms of the contract.
5) The secretary has sent the documents by air mail.
6) In June we will produce two new models.
7) They will accept our offer.
8) The hotel was very expensive.
9) They had a meeting the day before yesterday.
10) The plane for Moscow left on time.
III. Перепишите предложения, выбрав правильную форму глагола:
1) Yesterday I phoned/ I’ve phoned the bank about my credit.
2) I work/ have worked here since the end of the last year.
3) Your taxi has just arrived/ just arrived.
4) We’re enjoying our trip. We have made/ made a lot of useful contacts.
5) I’ve seen/ saw Hugh Hopper a few days ago.
6) We went/ have been to an interesting seminar last week.
7) During the previous talks they agreed/ have agreed to lower the prices.
8) Have you looked/ did you look through the latest catalogue yet?
9) I’m afraid Patrizia left/ has left the office an hour ago.
10) I’m afraid Patrizia isn’t here- she left/ has left the office.
IV. Составьте предложения с модальными глаголами:
Образец:: you/ to/ write/ a letter/ can/ Mr. Dunn/ now? – Can you write a letter to Mr. Dunn now?
1) look through/ every/ the secretary/ morning/ must/ the mail.
2) now/ with/ I/ make/ can’t/ Mr. Green/ an appointment.
3) they/ the talks/ must/ at 11/ begin.
4) the room/ I/ leave/ may?
5) show/ our/ can/ Mr. Blake/ you/ quotation?
6) he/ must/ the office/ go/ to/ day/ every?
7) study/ catalogue/ may/ this/ I?
8) send/ mustn’t / the contract/ you/ today
9) discuss/ I/ now/ can’t/ the matter.
10) invite/ the businessmen/ you/ to/ may/ the conference room.
V. Образуйте сравнительную и превосходную степени:
1) От прилагательных: old, expensive, good, cheap, modern, bad.
2) От наречий: late, carefully, slowly, badly, long, early.
VI. Заполните пропуски, употребляя местоимения: somebody, something, anybody, anything, nobody, nothing, everybody:
1) She said something but I didn’t understand it.
2) Is there … you’d like to clarify?
3) I’m afraid there is … wrong with your order.
4) Will … help me with these documents?
5) … must go to the airport to meet Mr. White.
6) There is … interesting for us in this catalogue. Don’t take it.
7) Would you like … to drink?
8) It was rather late, there was … in the office.
9) Have you heard … about their equipment?
10) … liked the visit to the plant, it was very interesting.
VII. Перепишите предложения, употребив правильные предлоги:
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1) We are interested … receiving offers … British companies.
2) Their telephone equipment is … high quality. It meets the requirements … their customers.
3) Can I speak … Mr. Petrov, please? - Yes, I’m putting you ….
4) We agree to accept payment … collection.
5) Our machines are … great demand … this price.
6) He was 10 minutes late … the meeting.
7) We can agree … this discount.
8) We can’t agree … the Sellers that their price is attractive.
9) Three months ago Rossimport received an enquiry … compressors … their customers.
10) Is it convenient … you to have talks … them?
VIII. Прочтите текст. Переведите абзац № 2 письменно:
TRAVELLING ON BUSINESS
Boris Petrov is an engineer of a Russian foreign-trade organization. He often goes on business to different European, Asian and African countries. His organization does business with lots of foreign firms.
Last month he was in Great Britain. He went there to sign a contract for the purchase of some equipment. The talks were very difficult. Petrov and the British businessmen discussed prices, terms of delivery, terms of shipment and other business matters. The supplier agreed to reduce the price.
During his trip Petrov visited different plants where he saw the equipment in operation. He also attended a 3-day conference on financial management and met consultants from law firms. Boris was lucky with the weather. It was warm and it didn’t rain. He was pleased with the trip.
IX. Найдите в тексте эквиваленты данных предложений:
1) Его компания торгует со многими зарубежными фирмами.
2) Он ездил туда подписать контракт на покупку оборудования.
3) Петров посетил различные заводы, где он видел оборудование в эксплуатации.
4) Ему повезло с погодой.
5) Он встретился с консультантами юридических фирм.
X. Ответьте на вопросы по тексту:
1) Where does Petrov often go on business?
2) Who was in Great Britain last month?
3) Did he go there to have talks or for his holiday?
4) Did Petrov visit different plants?
5) What kind of conference did he attend?
Контрольная работа 3
I. Раскройте скобки, употребив глагол в Past Perfect или в Past Continuous:
1) I called my secretary on my mobile because the meeting ….(not finish) yet.
2) When I saw George at the seminar I knew I….. (see) him before.
3) They……(not examine) the new model of chemical equipment at 2 yesterday.
4) ……you….(decide) what to do before he called you?
5) The Sales Manager ……(study) the catalogues and quotations from 2 till 4 yesterday.
6) Our partners arrived at 6 but we …….(not discuss) all the terms of the contract yet.
7) What ….. you (do) at this time yesterday?
8) While I ……(negotiate) the contract, my boss phoned me to say he wanted completely different conditions.
9) Mr. Green …..(not look) through the mail at 4 yesterday, he was receiving the British businessmen.
10) ….. the manager …..(clarify) the customer’s requirements all day long yesterday?
II. Переведите следующие предложения в косвенную речь:
1) Mr. Belov said, “I have taken your customers’ delegation to Suzdal yesterday”.
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2) Mr. Brown stressed, “We produce pumps of high quality”.
3) Mr. Green said, “We will ship the goods in May”.
4) Mr. Larin remarked, “It is necessary to reserve accommodation in advance”.
5) Mr. Bell noted that our terms were not very suitable and they couldn’t accept them.
6) Mr. Blake said, “We have always delivered the goods on CIF terms”.
7) Mr. Bond explained, “We can expect repeat orders from their company if you are satisfied with that transaction”.
8) Mr. Stanley said, “They are to open a Letter of Credit the next week”.
9) Mr. Borisov remarked, “We are looking forward to establishing business relations with your company”.
10) Mr. Zotov said, “We have improved this model last month”.
III. Откройте скобки, употребив правильную форму страдательного залога:
1) A lot of enquiries……. (receive) at your office every week.
2) An important contract…… (sign) by your firm yesterday.
3) New prices…….. (discuss) at the talks tomorrow.
4) ….. the new equipment …….(deliver) by the end of this year?
5) Our engineers ……….(send) abroad next year.
6) Some consumer goods …. (buy) by our company from Great Britain regularly.
7) Unfortunately, the goods ……(not deliver) on time last month.
8) ……. specialized exhibitions of this sort ….(hold) very often in your city?
9) ……the terms of shipment …..(settle) the other day?
10) I am sorry to say, the Letter of Credit …….(not open) with this bank last week.
IV. Выберите форму глагола в придаточных времени и условия, переписав предложения в правильном виде:
1) When they ……(come) to the office they will call their customers.
2) We’ll get in touch with our sellers as soon as the goods …..(be delivered).
3) If the contract…..(be) ready, the talks will be completed very soon.
4) As soon as the manufacturers …. (launch) their model, they will increase their prices.
5) He will look through the quotations as soon as he …..(be) free.
6) If the prices ….(be) competitive, we’ll place a big order with your company.
V. Перепишите предложения, выбрав правильный эквивалент модальных глаголов: have to, be able to, be to.
1) Passengers……. to check in for their flight an hour in advance.
2) I was very busy, as I ……reserve accommodation for our foreign partners.
3) Mr. Garin is going to be late for work today. He …….go to the plant.
4) Mr. Smirnov went to Italy last month because he ……establish business contacts with our future partners.
5) When will your Director ……. receive me?
6) I know you are short of time, and …….discuss new contracts today.
VI. Раскройте скобки, употребив глагол в нужной форме: Present Simple, Past Simple, Future Simple, Present Continuous, Past Continuous, Present Perfect, Past Perfect:
1) Mary is ill, but she ……(get) better now.
2) We had not come to the office before 9.
3) I’m afraid, Mr. Bell can’t speak to you now. He ….(have) talks with our regular customers.
4) Sony …..(produce) a wide range of consumer goods.
5) Some years ago the Greens ……(live) in Liverpool.
6) We…..(not look through) the mail the day before yesterday.
7) …… you ….(ship) the goods last month?
8) He …….(receive) the British businessmen at 12 yesterday.
9) The Sales Manager …..(study) an offer from Smith & Sons when the customers arrived.
10) I……..(be interested) in computers for ages.
11) They…….(not place) a trial order with our company yet.
12) By 2000 this company ……… (sell) over 2 thousand units.
13) When I got to the office my secretary said that somebody ……(phone) me several times.
14) I think next year our plant ……(manufacture) a few new models.
15) I ……(get) in touch with you as soon as I find out the prices.
VII. Перепишите предложения, употребив правильные предлоги:
1) If you order the next week, we’ll give you a 3% discount.... the price.
2) We have to spend a lot of money …..a promotion campaign.
3) This company always provides their customers …..good guarantee service.
4) I look forward to establishing good business relations …..your firm.
5) Can you increase that discount …..2%?
6) How many firms will take part ….the exhibition which will be held on 5 May in Moscow?
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7) The equipment of this plant is more reliable …..operation as compared with the goods of other manufacturers.
8) Our partners were to open a Letter ….Credit with the NovoBank after they receive our Notification ….Readiness of the goods for Shipment.
9) Mr. Sedov got instructions to contact the British partners and to place an order …..50 machines with them.
10) Machinoexport was heavy ……orders, that’s why they could offer their goods in 4 lots within a year at regular intervals.
VIII. Письменно переведите следующий диалог:
Mr. Bell: Mr. Lavrov, you have studied our offer and our samples. What do you think of them?
Mr. Lavrov: Your samples 3 and 4 suit us. Their quality is excellent and we think the goods will become very popular on our market if the prices are reasonable.
Mr. Bell: You are right. We have already sold a lot of goods and very successfully. Sample 4 is our latest model which was modified not long ago. Are you going to place a big order?
Mr. Lavrov: Yes, 50 units for prompt delivery and 100 units for delivery in 5 equal lots of 20 per month within 5 months after signing the contract.
Mr. Bell: We are quite able to meet these requirements. Do you prefer CIF terms?
Mr. Lavrov: Yes, certainly. And do you remember I said if the prices were competitive? We would like to get a discount of 5%.
Mr. Bell: That’s too much. As a special concession to a new customer we can give you a 3% discount. And payment by a Letter of Credit which you are to open after the contract is signed.
Mr. Lavrov: Good. That suits me all right. We’ll be able to sign the contract this week.
IX. Найдите в диалоге и выпишите эквиваленты следующих английских выражений:
1) наши образцы
2) разумные цены
3) разместить большой заказ
4) пятью равными партиями
5) выполнить требования
6) конкурентоспособные цены
7) специальная уступка
8) платеж аккредитивом
9) подписать контракт
Контрольная работа 4
Exercise 1. Read the text and answer the following questions using the text:
Negotiations
Negotiating is the process of bargaining with one or more parties for the purpose of arriving at a solution acceptable to all. Negotiations can be used as an approach to conflict management. They are also used in creating joint ventures with local firms. Negotiations conducted between countries are used in international trade.
There are several basic steps used in managing the negotiation process. This process typically begins with planning. Planning starts with identifying objectives and exploring the possible options for reaching these objectives. Research shows that the greater the number of options, the greater the chances for successful negotiations. The second phase of the negotiation process involves getting to know the people on the other side. In contrast to many other countries, Americans often give little attention to this phase; they want to get down to business immediately, which is often an ineffective approach. When American negotiators, often frustrated by endless formalities, ceremonies, and "small talk," ask how long they must wait before beginning to "do business," the answer is simple: successful negotiations have already begun. The next coming stage is exchanging information on crucial issues. At this point the participants are trying to find out what the other party wants to achieve and what it is willing to give up.
In international negotiating a number of specific tactics are used. First is where should negotiations take place? If the matter is very important, most businesses will choose a neutral site. For example, U.S. firms negotiating with companies from the Far East will meet in Hawaii. South American companies negotiating with European firms will meet half way, say in New York City. A number of benefits derive from using a neutral site. One is that each party has limited access to its home office for receiving a great deal of negotiating information and advice and thus gaining advantage on the other. A second is that the cost of staying at the site is often quite high, so both sides have an incentive to conclude their negotiations as quickly as possible.
Time limits are important negotiation tactics when one of the parties is under a time limit. For example, most Americans like to be at home with their families for Thanksgiving, Christmas and the New Year holiday. Negotiations held right before these dates put the Americans at a disadvantage because the other party knows when the Americans would like to leave.
Cultural differences are one of the most important factors affecting negotiations. Before beginning any negotiations, review the negotiating style of the parties. For example, Americans have a negotiation style different from that of many other countries. They often make early concessions showing the other party that they are flexible and reasonable. A comparative example will be the Arabs. In contrast to the logical approach of the Americans they tend to use an emotional appeal in their negotiation style seeking to build a long- term relationship with their bargaining partners. They treat deadlines as only general guidelines for concluding negotiations.
Knowing all the above-mentioned aspects of a negotiation process helps a lot in achieving the set goals.
Answer the following questions using the text.
1. What is negotiating?
2. Where are negotiations used?
3. What are the basic steps of a negotiation process?
4. What does planning start with?
5. What frustrates American negotiators at the second phase of a negotiation process?
6. What is the aim of exchanging information on crucial issues?
7. What are the main negotiation tactics?
8. Why will most companies choose a neutral site for discussing matters of great significance?
9. Why are time limits important for the Americans?
10. What are the differences in the negotiating styles of the Americans and the Arabs?
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