Lý thuyết kinh doanh thương mại quốc tế

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Thương mại quốc tế là việc trao đổi hàng hóa và dịch vụ (hàng hóa hữu hình và hàng hóa vô hình) giữa các quốc gia, tuân theo nguyên tắc trao đổi ngang giá nhằm đưa lại lợi ích cho các bên. Đối với phần lớn các nước, nó tương đương với một tỷ lệ lớn trong GDP. Mặc dù thương mại quốc tế đã xuất hiện từ lâu trong lịch sử loài người (xem thêm Con đường Tơ lụa và Con đường Hổ phách), tầm quan trọng kinh tế, xã hội và chính trị của nó mới được để...

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Nội dung Text: Lý thuyết kinh doanh thương mại quốc tế

Finance & Marketing University Department of Commerce Academic years 2011 – 2. TÀI LIỆU ÔN TẬP THI TUYỂN SINH MÔN: TIẾNG ANH CẤP: LIÊN THÔNG ĐẠI HỌC Chuyên ngành : THƯƠNG MẠI QUỐC TẾ April 2012 Instructor: Nguyen Thanh Nghiem Thông tin về yêu cầu đề thi tốt nghiệp: Đề thi nhằm kiểm tra kiến thức tổng hợp qua các học phần tiếng Anh trong chương trình đào tạo, cụ thể:
a) Vocabulary: Từ vựng phổ thông và chuyên ngành; b) Grammar: Các cấu trúc câu căn bản và nâng cao; c) Reading Comprehension: Khả năng đọc hiểu các thể loại như: báo cáo, nghị luận, thư tín, thông tin trên các phương tiện truyền thông … d) Writing: Viết và trình bày các loại thư tín, memo, email và essay có số lượng 100 – 250 từ. Cấu trúc đề thi ĐẠI HỌC CAO ĐẲNG Thời gian làm bài 90 phút 60 phút Số lượng câu hỏi 7-8 5-6 Tính điểm 3đ. trên tổng số 10 đ của môn cơ 3đ. trên tổng số 10 đ của môn sở CS Cách làm bài: - Thí sinh không được sử dụng tài liệu và từ điển; - Phải đọc kỹ câu hỏi và trình bày bài làm theo đúng yêu cầu trên giấy thi. Không được làm bài trên đề. Các mẫu tự phải viết bằng chữ IN HOA: A, D, C … - Phải viết lại phần, câu hỏi, mục số … rõ ràng. Không cần viết lại câu hỏi. Một số ví dụ điển hình Câu hỏi Câu trả lời đúng Câu trả lời sai 1) On the answer sheet write 1)B; 2)A … 1)b 2)a the number and the letter A, 1)B incentives 2)A - ago B, C or D for your answer 2) Match the two halves of 2) F; 3)J 2) I placed the above order, the sentences reference number 002993 … 3) Fill in the blanks …: 3)placed 3) I placed the above order, I placed the above order, reference number 002993 … reference number 002993 … SAMPLE TEST 1 Part I: Choose the most correct answer by writing the number 1, 2, 3 .. and the letter A-D. 1. _____ saving his money, John managed to pay for a new car. a. For b. By c. With d. Of 2. I dislike Larry because he uses such _____ language. a. offended b. offensive c. offend d. offender 3. “Which kitten do you want?” “I want _____ with the white spot.” a. the one b. one c. a kitten d. one that 4. It’s _____ smoking is unhealthy; it’s also really expensive. a. not just that b. just not c. just not that d. not just 5. Caution: this medicine can _____ drowsy. a. make you to be b. make to be c. make you d. make 6. I’d like these flowers _____ to this address this afternoon. a. located b. arranged c. supplied d. delivered 7. He always changes recipes because he’s a very _____ cook. a. approximate b. creative c. characteristic d. illustrated 8. John didn’t sleep well last night, so he’s in a bad _____ today. a. focus b. mood c. expression d. reflection 9. I worked fifteen hours today. I’m _____ . a. worn out b. tied up c. shut off d. hung up 10. My flight yesterday was _____ for six hours. a. denied b. cancelled c. limited d. delayed PART I:
1)B; 2)B; 3)A; 4)A; 5)C …… PART II: Match each of the following terms with its meaning. A.referee B.retailer C.receipt D.remittance E.reference F.recourse factoring 1)_____ A document showing that goods have been paid for. 2)_____ Similar to non-recourse factoring, but claiming the debt from the manufacturer if the customer cannot pay. 3)_____ Person who writes a reference (sense B). 4)_____ (A) Figures (e.g. date) and / or letters (e.g. initials of sender) written at the top of a letter to identify it, often abbreviated to ref. (B) Written report on a company's creditworthiness or a job applicant's character and suitability for the job. 5)_____ Payment. 6)_____ Person or company that buys goods from wholesalers or manufacturers to sell to the public. PART II: 1)C.receipt 2)F.recourse factoring 3)A.referee 4)E.reference 5)D.remittance 6)B.retailer PART III: Match the sentences in section A with the meanings in section B. A 1. I regret to say that you did not renew the policy in time. 2. I regret saying that you did not renew the policy in time. 3. The underwriters remembered paying Mr Goodman for the damaged consignments. 4. The underwriters remembered to pay Mr Goodman for the damaged consignments. 5. The vessel stopped unloading the containers after the accident. 6. The vessel stopped to unload the containers after the accident. B a) The underwriters knew that they had paid Mr Goodman. b) There was an accident, so they decided to unload the containers. c) I'm sorry I accused you of forgetting to renew the policy. d) There was an accident, so they didn't unload any more containers. e) I'm afraid to say that you were responsible for forgetting to renew the policy. f) Mr Goodman did not have to remind the underwriters to pay. PART III: 1-e 2-c 3-a 4-f 5-d 6-b PART IV: Choose among the following words to complete each sentence with the missing word(s). premium syndicates fidelity insurance policy insured Lloyd's fidelity proposal claims 1. An ________ company indemnifies clients against loss. 2. Underwriters at Lloyds work in groups called ________. 3. An insurance ________ is a contract taken out to protect someone against risks. 4. A client is ________ against loss of damage when he has an insurance policy. 5. A ________ is the amount of money paid to an insurance company for cover. 6. ________ list is a daily newspaper about shipping movements and cargo markets. 7. A ________ form is completed by a firm or person who wants cover. 8. A ________ form is sent to an insurance company after a client has suffered a loss. 9. Under ________ bonds, companies can insure themselves against dishonest employees. PART IV: 1. insurance 2. syndicates. 3. policy 4. insured 5. premium 6. Lloyd's 7. proposal 8. claims 9. fidelity PART V: Complete each unfinished sentence in this exercise so that it means the same as the one before it. Example: The weather was bad, so the ship was delayed. If the weather hadn't been bad, the ship wouldn't have been delayed. 1. The firm did not receive any compensation because the goods weren't insured. If ________________________________________________. 2. The shipment arrived late because the dockers went on strike. If ________________________________________________. 3. The company did not send the shipment by rail, so the goods arrived late. The goods wouldn't ________________________________________________. 4. The goods were not perishable, so they were sent by rail. If ________________________________________________. 5. The consignor did not receive any compensation because the carriers were not negligent. The consignor would ________________________________________________. 6. These problems arose because we did not use our normal forwarding agents. If ________________________________________________.
7. The records and tapes were damaged because they had not been packed properly. If ________________________________________________. PART V: 1. If the goods had been insured, the firm would have received compensation. 2. If the dockers hadn't been on strike, the shipment wouldn't have arrived late. 3. The goods wouldn't have arrived late if the company had sent the shipment by rail. 4. If the goods had been perishable, they wouldn't have been sent by rail. 5. The consignor would have received compensation if the carriers had been negligent. 6. If we'd used our normal forwarding agents, these problems wouldn't have arisen. 7. If the records and tapes had been packed properly, they wouldn't have been damaged. PART VI: Complete this letter enquiring about a forwarding agent's charges with the correct prepositions. Note: forwarding agents will collect a consignment and make all the arrangements for shipment to the customer, including documentation if necessary. Mobelhaus AG Reichenbergerstrasse 401 Berlin 61 Dietmann Spedition GmbH Kanalstrasse 190 Berlin 31 10 November 2008 Dear Mr Dietmann, You were recommended (1)____ us (2) ____Gebrauchte Stilmobel, our associates, (3) ____ whom you have operated as forwarding agents. We are looking (4) ____ a reliable company to handle our deliveries (5) ____ Europe, taking care (6) ____ documentation and making sure (7) ____ a safe delivery, as many (8) ____ our products become worthless if damaged. Enclosed you will find a list representing a consignment we wish to send (9) ____ Lausanne (10) ____ Switzerland. We would like it to be delivered there (11) ____ road (12) ____ a door-to-door basis. Could you let us have your quotation, and if it is competitive, we can assure you (13) ____ further business (14) ____ the future. Yours sincerely, R. Behrendt Transport Supervisor Encl. PART VI: (1)to (2)by (3)with (4)for (5)in (6)of (7)of (8)of (9)to (10)in (11)by (12)on (13)of (14)in PART VII: Here is the reply from the forwarding agents to Mobelhaus AG. Put the words and phrases from the letter in the correct order, and add punctuation where necessary. Example: Thank you / of 15 May / yesterday / which we received / for your letter Thank you for your letter of 15 May, which we received yesterday. Dietmann Spedition GmbH Kanalstrasse 190 Berlin 31 The Transport Supervisor 12 November 2008 Mobelhaus AG Reichenbergerstrasse 401 Berlin 61 Dear Mr Behrendt, Thank you / of 10 November / in which you asked about changes / for your letter / in Europe / of your goods / for the transportation all transport, customs, and documentation charges/We are enclosing / for shipments / our tariff list / which includes safe transport / for manufacturers / as we have a lot of experience in handling products / We can certainly promise you / we will be pleased to help / any further enquiries / If you have please return / Meanwhile / the enclosed 'Freight Forwarding Instructions Form' / should you decide / for your consignment / to use Dietmann Spedition / to Switzerland Yours sincerely, J. Dietmann
Enc. PART VII: Thank you for your letter of 10 November, in which you asked about charges for the transportation of your goods in Europe. We are enclosing our tariff list, which includes all transport, customs, and documentation charges for shipments. We can certainly promise safe transport, as we have a lot of experience in handling products for manufacturers. If you have any further enquiries, we will be pleased to help you. Meanwhile, should you decide to use Dietmann Spedition for your consignment to Switzerland, please return the enclosed 'Freight Forwarding Instructions Form'. PART VIII: (A) Use the a, or the, or leave the spaces blank in this letter of complaint. ISTITUTO Dl MEDICINA Viale Bracci 1-61001 Siena 15 June 19— The Sales Manager Nihon Instruments 12-18 Wakakusa-cho Hagashi-Osaka-Shi Osaka-fu Japan Dear Mr Toda, AWB 4156/82 We are writing to point out that the above delivery, which arrived yesterday, was a week late. This is the second time we have had to write to you on this subject, and we cannot allow the situation to continue. We have already explained that it is essential for medical equipment to arrive on the due date as late delivery could create a very serious problem. Unless we have an absolute assurance that you can guarantee the promptness of all future deliveries, we will have to look for another supplier. We will want your confirmation before we place our next order. Yours sincerely, Carlo Lotti Head of Administration (B) Write the letter from Mr Hirio Toda, the Sales Manager of the above company, to Mr Lotti, politely explaining that the orders were sent to your factory address, not your administrative address, as above, and explain what that means in terms of delay. However, sympathize with Mr Lotti and suggest a solution to the problem. Dear Mr Lotti, Consignment no. AWB 4156/82 Thank you for your letter of 15 June, in which you pointed out a late delivery on the above consignment. We certainly understand how important prompt deliveries are to the institutions that use our products. However, the two orders you mentioned were sent to our factory, which delayed forwarding. We should like to remind you that all correspondence should be sent to our administrative offices at the above address. We realize that Japanese addresses may cause some difficulties, and are therefore enclosing a supply of address labels which you can affix to all your correspondence with us.
We hope this will be helpful, and look forward to continued good trading with you. Yours sincerely, HirioToda Sales Manager Encl. END OF TEST./. SAMPLE TEST 2 PART I: Choose the phrase or sentence from the options which would be most appropriate when replying to the letter in 10.d. 1. a) Thanks very much for your letter the other day... b) I was delighted when I received your recent communication... c) Thank you for your letter of 23 October... 2. a) We would be interested in representing you, but not on a sole agency basis, as this would restrict our sales. b) No way could we go ahead on a sole agency basis, as we've got to sell a tot. c) Were it not for the sole agency basis, your proposal might have been received more favourably. 3. a) We want a cut of 10 per cent and three quarters of the ads paid by you. b) A 10 per cent commission on ex-works prices and 75 per cent support in advertising are the basis on which an agreement might be negotiated. c) Our usual terms are a 10 per cent commission on ex-works prices and 75 per cent of the advertising costs. 4. a) Everyone in the German market knows us. b) We are held in high regard in, and have extensive knowledge of, the German market. c) We have extensive connections in the German market. 5. a) We were overwhelmed by the superlative quality of the products in your catalogue. b) The products in your catalogue look really good. c) We were impressed by the high quality of your products. 6. a) If you are able to revise your terms, we would be interested in seeing a draft contract. b) Subject to a satisfactory revision of terms, a draft contract would be worthy of consideration. c) If you can have a look at your terms again, pop a contract in the post and we'll have a look at it. Part II: Match each of the following terms with its meaning below. A)indemnify B)incorporated C)indemnity D)indent E)Incoterm 1. ______American term for public limited company. 2. ______Term established by the International Chamber of Commerce (icc) indicating which price is being quoted to the customer 3. ______To promise to protect someone against money lost or goods damaged. 4. ______A promise to protect someone against money lost or goods damaged. 5. ______Order from another country. PART II: 1. B)incorporated 2. E)Incoterm 3. A)indemnify. 4. E)indemnity . 5. D)indent. PART III: Choose among these words to complete the minutes below.
Director promotion appoint credit-worthy forms Territory Open reps Agent Fax Unfortunately the notes of an important meeting were accidentally destroyed. The Sales Manager’s Secretary managed to retrieve some of them, but some words were missing. She and the Sales Manager remembered most of what had been said at the meeting. The Sales (1)______ had to go to a Board meeting, so the new manager saw the (2)_____ instead. The agent said that the (3) ______ did not visit his customers often enough, so his campaign for the (4) ______ of the new line had to be changed, and it was difficult to cover the (5) ______ properly. He wanted the authority to (6) ______ a rep to cover the northern part of his area. If he could get this help, he could find new customers, (7) ______ new accounts if the customers were (8) ______, and service or close existing accounts. He also wanted to replace his telex machine by a (9) ______ machine, because it would be much better for reproducing order (10) ______, so that he and the warehouse could see exactly what was needed and could also get the information much more quickly. PART III: 1)Director ; 2)agent ;3)reps ;4)promotion ;5)territory ;6)appoint ;7)open ;8)creditworthy ; 9)fax ;10)forms ; PART IV: Compare the two lists of expressions commonly used in complaints. Match the informal phrases in the first list with their formal equivalents in the second. 1 it's not our fault a) we are sending the consignment to you 2 you should make it right carriage forward 3 we want our money back b) we are not responsible for the error 4 you have to pay when the goods are c) we would like to complain about.... returned to you d) we will have to take legal action 5 we will sue you e) you seem to have made an error 6 you made a mistake f) the products are not satisfactory 7 we won't buy anything from you again g) we will not re-order 8 the goods are rubbish h) you have not followed our instructions 9 we're complaining about i) please correct the error 10 why don't you pay attention ? j) we would like a refund PART IV: 1-b 2-i 3-j 4-a 5-d 6-e 7-g 8-f 9-c 10-h PART V: Read the following letter to an insurance broker enquiring about marine insurance policies, and fill in the blanks with the correct prepositions. UK Engineering PLC Brunei House Brunei Street Liverpool L2 2ER Sugden and Able 1 May 19— Insurance Brokers 63 Grover Street Manchester M5 6LD Dear Sir/Madam, We are a large engineering company exporting machine parts worldwide, and we have set up contracts (1)________ Middle Eastern customers (2)________ the next two years. As these parts are similar (3)________ nature and are going (4)________ the same destination over this period, we thought it might be less expensive if we insured them, (5)________ an all risk basis, (6)________ a time policy. We would appreciate it if you could give us any information (7)________ this type (8)________ cover and how it operates. Yours faithfully, Jack Turner
Shipping Manager PART V: 1 with 3 in 5 on 7 on 2 for 4 to 6 under 8 of Mr A. Able, the Director of Sugden and Able, has left the following message for PART VI: his secretary. Read what he says and write out the letter for Mr Able to sign. Tell him that underwriters offer 2 types of insurance for his requirements: 1. Floating policy - will cover all shipments with a maximum amount, and can be renewed when necessary. 2 Open cover - the shipper informs the underwriter when the shipment is made and renews the policy after shipment. PART VI: Sugden and Able, Insurance Brokers, 63 Grover Street, Manchester M5 6LD Date: 4 May 19— Receiver: UK Engineering PLC, Brunei House, Brunei Street, Liverpool L2 2ER Dear Mr Turner Thank you for your letter of May 1, in which you enquired about insurance cover for your shipments of machine parts. You are correct to assume that it is expensive to insure individual shipments, and that there are policies available which cover all shipments during a period of time. Insurance underwriters offer two types of policy which would be suitable for your requirements. 1 A floating policy, which will cover all shipments with a maximum amount, and which can be renewed when necessary. 2 An open cover policy, in which the shipper informs the underwriter when the shipment is made, and renews the policy after shipment. I enclose a proposal form, and would be grateful if you could complete it and return it to me with details of your shipments and destinations, so that we can contact the underwriters for a premium quotation, which, I assure you, will be very competitive. Please contact us if you require any further information. Yours sincerely p.p. A. Able Director Enc. PART VII: Write a short essay (150 words) on the following topic Why is it necessary to use Incoterms® in international trade? PART VII: The term, Incoterms®, is an abbreviation for International Commercial Terms. They are a set of rules which define the responsibilities of sellers and buyers for the delivery of goods under sales contracts for domestic and international trade. They are published by the International Chamber of Commerce (ICC) and are widely used in international commercial transactions. The first Incoterms® were issued in 1936. The most recent version of Incoterms®, Incoterms® 2010, were launched in September 2010 and became effective January 1, 2011. Incoterms® provide a common set of rules to clarify responsibilities of sellers and buyers for the delivery of goods under sales contracts. They apportion transportation costs and responsibilities associated with the delivery of goods between buyers (importers) and sellers (exporters) and reflect modern-day transportation practices. Incoterms® significantly reduce misunderstandings among traders and thereby minimize trade disputes and litigation. END OF TEST./. PRACTICE 1 (A) Choose among these words to complete the minutes below. Director promotion appoint credit-worthy Forms
territory open Reps agent Fax Unfortunately the notes of an important meeting were accidentally destroyed. The Sales Manager’s Secretary managed to retrieve some of them, but some words were missing. She and the Sales Manager remembered most of what had been said at the meeting. The Sales (1)______ had to go to a Board meeting, so the new manager saw the (2)_____ instead. The agent said that the (3) ______ did not visit his customers often enough, so his campaign for the (4) ______ of the new line had to be changed, and it was difficult to cover the (5) ______ properly. He wanted the authority to (6) ______ a rep to cover the northern part of his area. If he could get this help, he could find new customers, (7) ______ new accounts if the customers were (8) ______, and service or close existing accounts. He also wanted to replace his telex machine by a (9) ______ machine, because it would be much better for reproducing order (10) ______, so that he and the warehouse could see exactly what was needed and could also get the information much more quickly. 1)Director ; 2)agent ;3)reps ;4)promotion ;5)territory ;6)appoint ;7)open ;8)creditworthy ; 9)fax ;10)forms ; (B) Choose among these words to complete each of the following sentences. Overheads; turnover ; stock control ; wholesaler ; security; middleman; loss leader; cash and carry; chain; discount 1. A ______ is something sold very cheaply to encourage customers to come into a shop: once they are in, they may buy other things at profitable prices. 2. The amount of money taken (without any deductions) or the amount of goods sold, is the _____. 3. Deciding how many items should be ordered, and when, is a matter of _____. 4. A number of shops belonging to one company is a _____. 5. Shops possess safes for _____. 6. A retailer buys his goods at a _____ and sells them at a retail price to produce a profit. 7. A retailer buys his stock from _____. 8. The costs of running a retail operation caused by lighting, heating, rent, wages, etc., are its ___. 9. The retailer is the _____ between the manufacturer or wholesaler and the customer. 10. The everyday name for a warehouse from which a retailer collects the goods himself or herself is a _____. 1)loss leader ; 2)turnover ;3)stock control ;4)chain ;5)security ;6)discount ;7) wholesaler ; 8) overheads ;9) middleman;10) cash and carry ; (C) Choose among these words to complete the passage below. Advertisements Exhibitions Trade Designer copy-wri ter set up Commerce Media Promotion Market price Budgets trade magazines Marketing controls Copy (1)______ and (2)______ involve letting potential customers know about a new product both before it is made and after it becomes available for sale. (3)______ in the local and national press and ( 4)______ in areas where there is likely to be a good market are among the ways in which this is done: the choice of 1 51 - magazines, newspapers, radio and TV - for the advertisements and of locations for exhibitions is made as a result of thorough ( 6 )______ research, so that money (all marketing departments have tightly controlled (7)______ is spent where it is most likely to produce results. The advertising (8 )______ usually provided by a specialist (9)______ and set out by a (10)______ to have the most impact, is probably the most common form of promotion, although the way in which stands are ( l l )______ at exhibitions is also
extremely important. “News” items leaked to ( 12)______ are also important - and they are free! (13)______ Associations and Chambers of (14)______ can provide advice about the size of markets, their location, and also about such things as (15)______ and import ( 16)______ in specific areas. 1)Marketing ; 2)promotion ;3)Advertisements ;4)exhibitions ;5)media ;6)market ;7)budgets ;8)copy ; 9)copy-writer ;10)designer ; 11)set up ; 12)trade magazines ;13)Trade ;14)Commerce ; 15)price sensitivity ;16)controls PRACTICE 2 ( A) Complete the following passage by choosing from the words in the box to fill in the gaps. imports market research agents Customs exporting Commission invoices Certificates profit margin Stock(s) foreign Export Importing and ( 1)______ are the two aspects of foreign trade: a country spends money on goods it (2) ______ and gains money through its exports. Valuable though (3) ______ trade is for keeping domestic prices down by creating competition at home and providing large markets abroad, governments may have to put restrictions on it. which they usually do by subjecting imports to (4) ______ duties or by restricting some types of exports. Customs authorities must make sure that imported goods are not sold at a lower price than that in their country of origin; to assess the domestic price they require consular (5) ______ or ( 6 )______ of value and origin. Large firms may have their own import and (7) ______ departments, but both large and small firms deal with clearing and forwarding (8) ______ who handle all the details of transporting cargo. When goods are sold abroad, buyers who are stockists will have to pay for (9) ______ for which they will not receive payment for some time; they must, therefore, work on a higher (10) ______ to cover this. Many buyers prefer to become foreign agents who work on (11) ______; they will not then have to pay for the goods but they must obtain the highest possible prices when the goods are sold. So, after careful (12) ______ a manufacturer can sell to a large export market if he has the right products, of the right quality, and sells them at the right price. 1) exporting ; 2) imports ;3) foreign ;4) customs ;5) invoices ;6) certificates ;7) export ;8) agents ;9) stock(s) ;10) profit margin ; 11) commission ;12) market research ; (B) Choose from the following words to complete the passage. cargo forwarding shipping documents Excise manifest services destination cleared consignments The (1)______ carried by a ship is listed in the (2)______, which is a list of the bills of lading covering all the (3)______on that vessel for that voyage. It is just one of the (4)______ that are involved in the shipping of goods; the insurance policy and commercial invoice are among the others. The Customs and (5)______authorities will examine all these. Clearing and (6)______agents are often used to handle the transportation of goods. They will arrange for the loading and unloading of the goods and arrange all the dock (7)______that are needed. The ( 8 )______marks, which are stencilled on the cases, provide an easy way of identifying the items in a consignment when they are unloaded. The marks are described in the
manifest, which is again inspected when the goods are (9)______through Customs on reaching their (10)______. 1)cargo ; 2)manifest ;3)consignments ;4)documents ;5)Excise ;6)forwarding ;7)services ; 8)shipping ;9) cleared ;10)destination (C) Below is part of a telephone conversation between a manufacturer. Mr Jones, and a clearing and forwarding agent, Mr Brown. Choose from the words in the box to complete the conversation, the first has been done for you. documentation ex works Customs declaration Present Transport licence Stenciled bill of lading pro forma Jones: ... So you feel that the (1)______ isn't complete yet? Brown: No, I'm afraid not. I'm not at all sure what (2)______has been arranged to get the goods to Southampton. Jones: I'll ask our shipper - were using Carson and Napier this time - and I'll get them to let you know. Brown: Please make sure that we get a list of the marks (3)______on the container. Jones: Yes, I'll do that. And we have the export (4)______which we'll send on to you. We've made the (5)______at the consulate, so we’re getting the consular invoices which will confirm the (6 )______cost of the consignment. Will you send it through to the importing (7)______authorities, or shall we? Brown: We‘11 do that for you. Have you sent a copy, with the other documents to your bank so that they can ( 8 )______them all through the Bank of South America? Jones: Not yet’ because there’s been a delay with the (9)______. For some reason they’ve put the wrong number of packages on it, so we’re just waiting for that to be cleared up. We'll get it off as soon as we can. Brown: Good. And there should be no trouble with the terms since they've already seen a (10)______invoice. Jones: No, there was no problem at all. 1) documentation ; 2)transport ;3)stencilled ;4)licence ;5)declaration ;6)ex works ;7)customs ; 8)present ;9) bill of lading ;10)pro-forma READING Management in multinationals If asked to define a multinational, most people would say that it is a company doing business in more than one country. Many experts, however, would not be satisfied with this definition. They believe that it does not indicate the size and scale of the multinational's activities. To be a 'true' multinational, they say, an organisation should operate in at least six countries and have no less than 20% of its sales or assets in those countries. In addition, it should 'think internationally'. That is to say, the management should have a 'global’ perspective. It should see the world as inter-related and interdependent. An example of this global approach is provided by the Massey Ferguson company, its tractors are assembled from parts made in several countries. As one of their executives says,
“We combine French-made transmissions, British-made engines, Mexican-made axles and United States-made sheet metal parts to produce in Detroit a tractor for sale in Canada. The size and international organisation of some multinationals is impressive. The larger enterprises, like IBM. British Petroleum and Mobil Oil, have subsidiaries in sixty to eighty countries. Some, like Heinz, Singer and Exxon, get more than half their profits from overseas business. Some economists have estimated that, by the year 2000, about 200 to 300 multinationals will be providing half of the world's total goods and services. Because of their global approach, multinationals often make decisions which are against the interests of their host countries. They may decide, for example, to close down their plant in Country A because they wish to concentrate production in Country 3 Obviously, this will be an unpopular decision in Country A. The government of that country will probably put pressure on the multinational to change its mind. Multinationals are criticised by foreign tjovernments for other reasons. Sometimes, a subsidiary in one countrv will supply another subsidiary with cheap - or below-cost - products. This happens when a subsidiary has just started up in a country. The other subsidiary will help it to get on its feet. Difficulties often arise when a multinational wishes to transfer its earnings back to Head Office. The host country may feel that the transfer will have a bad effect on the exchange rate of its currency Or, it may want the multinational to re-invest profits in the business. The interests of multinationals and foreign governments frequently clash. This can lead to friction between the two sides, and even bitterness. The list of complaints against multinationals is a long one. As a result, many countries have tried to restrict their operations. Some, such as Nigeria and India, have said that a certain percentage of the equity of the foreign company must be owned by local investors. Other countries insist that a 50 percentage of the managers of the multinational must be local staff. Multinational managers will spend much of their time working overseas. They will, therefore, be living and working in a strange environment. They will have to deal with people who have a different language, customs, religion and business practices. They will find that they cannot do things the way they did at home. In a book entitled International Business Blunders, the authors give some examples of what happens when managers do not take foreign conditions into account. They describe, for example, how an American company sent sewing-machines to a developing country. Unfortunately, the machines became rusty because the natives drank the lubricating oil. They believed it to be a fertility potion! In another example the authors describe how an American manager in Japan offended a very important Japanese executive because he did not show the executive enough respect. The two men had met first in the Japanese man's office. This was small and had little furniture in it so the American assumed the other man was a low-level executive. He did not realise that, in Japan, a top executive does not necessarily have a plush office. Managers working abroad need various skills. Clearly, it is a great advantage if they know the language of the country they are working in. But this is not the most important requirement. A recent study has shown that they need, above all, these qualities: human relations skills, in understanding of the other culture and the ability to adapt. Human relations skills are vital because, to be effective, the manager must persuade local staff to cooperate with him. In the study mentioned above, some Asian executives described how they felt about American managers, after working with them for some time. The executives were from Taiwan, the Philippines and India. They suggested that the American managers sometimes had an attitude of intellectual and cultural superiority. They seemed to be know-ii alls'. And they tried to impose their way of life on !ocal workers The Americans needed to lose those attitudes They had to be more willing to learn from their fellow workers, and to treat them as partners.' Differences in culture are important when a manager is negotiating in a foreign country. For instance, many Europeans and Americans like to get to the point quickly when negotiating. This is not so in some countries, like Brazil, where people prefer to beat around ,he bush
more They take their time, trying to create a relationship of trust In such countries, the European or American manager must be patient, or else he will come away from a deal empty-handed. In Japan, there are often long silences during negotiations - especially ii things are not going smoothly European and American executives tend to react in the wrong way when this happens. They make a concession or talk in an over-eager way, so that they lose ground in the discussions. Finally, those working abroad must remember that a deal is not always a deal In some countries a person may say ‘yes' to a proposal simply to be polite, or agreeable. Even written contracts, in some areas, may not be worth much. Understanding the main points 1 In the opinion of experts, what are the two factors indicating that a company is truly a multinational? 2 Which of the top fifteen multinationals in Figure I depends most heavily on earnings from foreign trade? 3 Why might a foreign government object if a subsidiary of a multinational in one country supplies a subsidiarv m another country with below-cost products? 4 What must a multinational do if it wishes to have a subsidiary in Nigeria? 5 What do you think the aim of the book International Business Blunders is?' 6 Why did the Asian executives criticise their American managers? 7 How might an unfamiliarity with Japanese culture put European businessmen at a disadvantage in Japan? 1 (i) it should operate in at least six countries (ii) it should have no less than 20% of its sales or assets in those countries. 2 British Petroleum 3 Because it lakes away business from other potential suppliers based in the foreign country itself. 4 It must allow a certain percentage of the subsidiary's equity to be owned by local investors. 5 To warn us readers against making the same or similar mistakes as those given as example's in the book. 6 Because they felt that the Americans had an attitude of cultural and intellectual superiority and because they tried to impose their way of life on local workers. 7 It might cause them to react in the wrong way to long silences during negotiations so that they lose ground in the discussions by making concessions or by being over-eager. Vocabulary focus Explain the difference between a strategy and an objective A strategy is a particular plan which management might decide to adopt in order to achieve its aims or objectives. 1 Complete the following sentences using suitable items from the box below. product range sales revenue growth-rate product-line market share production capacity resources productivity 1 A well-known advertising agency aims to achieve a ..................... of 20% a year. 2 This ................... is unprofitable. We'll have to discontinue it. 3 Companies like Unilever and IBM have huge financial ................... 4 By re-organising the work of office staff, you can often increase their ................... 5 We're a small firm, so we aren't able to offer a wide ........................ 6 Most of Sheil Oil's .................... comes from overseas subsidiaries. 7 By extending our factory, we have been able to expand our ................. 8 With the help of their cheap, high-quality word-processor, the Amstrad company were able to greatly increase their ................. in the UK.' 1 growth rate 2 product-line 3 resources 4 productivity 5 product range 6 sales revenue 7 production capacity 8 market share/sales revenue Complete the following sentences.
1. A stockbroker is someone who buys and sells shares for a client on the Stock Exchange. 2. Confirming houses receive goods from abroad and often make all the import arrangements before selling the goods on to a client. 3. A sole agent only sells products from his principal and does not sell competing products. 4. An agent who sells products on a commission basis makes a certain amount of money for each item sold. 5 A principal is someone who supplies products to an agent. 6 In non-recourse factoring, a firm buys up outstanding invoices and claims the debts. 7 Commission may be worked out on c.i.f. invoice values, or net invoice values. 8. The commodity markets are where items like coffee, cocoa, and rubber are traded on behalf of clients. 9. Agents who take the risk of being liable for customers' debts may receive a del credere commission. 10. An agent who sells products on his own account can set his own prices and profit margins. 11. A prospective agent may need to be convinced that there is a market for the principal's products. 12. Consignment is the basis on which an agent sells your products but does not own them himself, and makes a profit from commission only. 2 Phrasal verbs pull out (line 6) carry out (line 57) work out (line 46) break mto (line 77) draw up (line 51) Answer the following questions in any way you wish using the verbs in brackets. 1 What does a firm often have to do if it is not successful m a market? (pull out) 2 What do you do if your mam competitor is doing better than you in the market? (work out) 3 After you have made a deal with an overseas agent what do you usually do? (draw up) 4 How can you find out if there will be a demand for a product you wish to develop' (carry out) 5 What can you do if the demand for your products in your home market is saturated? (break into) 1 It often has to pull out of the market 2 You work out a strategy which will enable you to improve your performance in the market 3 You usually draw up a contract with the agents 4 You can carry out a market survey/market study to find out if potential customers will buy the product 5 You can try to break into an overseas market. 3 Complete the following passage with the correct form of the words m the box below strategy right venture personnel finance skill planning drawback expertise set up delegate innovative trust segment The problems of small high-tech firms have attracted a lot of attention recently Research shows that many of these firms are ..................... (1) by talented, creative scientists. Their owners have no trouble coming up with ..................... (2) products but they often can't build on their early success. One reason for this is that they don't have much management ..................... (3). Therefore, they are unable to develop the ..................... (4) which are necessary for their company's growth. They are in a rush to develop products, and don't think enough about how to market them. When they do try to sell their products, they spend too much time trying to gain the ..................... (5) of potential customers. Another mistake they make is to underprice their products so that they have no .................... (6) for future development.
Once the firms begin to grow, their owners underestimate the future costs of developing and marketing new products. Lack of financial ..................... (7) is a major weakness of such companies. It is difficult for the high-tech firm to attract the right .................... (8) because it cannot offer the same job security as a large organisation. The high-tech firm can get round some of these problems by developing a specialist image. It can aim at a particular ..................... (9) of the market. Customers then start seeking out the firm, so its marketing costs are reduced. The only ..................... (10) is that it may take some time before customers accept the firm's new technology. As soon as the high-tech business has reached a certain size, it will be a good idea to bring in professional management. The founder of the firm can then ..................... (11) responsibility for activities like marketing and finance. If a high-tech firm needs money very badly, it may arrange a link-up with a larger company. It will offer that company exclusive ..................... (12) to its technology. Enthusiasm, bright ideas, ..................... (13) capital and technology are not enough to ensure success. Basic management ..................... (14) - especially financial and marketing ones – are also vital. 1 set up 6 finance 11 delegate 2 innovative 7 planning 12 rights 3 expertise 8 personnel 13 venture 4 strategies 9 segment 14 skills 5 trust 10 drawback 4 Verb constructions One of the strategies they used was to concentrate on selling ciothing and textiles (lines 31- 2) Rewrite the following sentences without changing their meaning. Use the verbs or phrases m italics followed by the correct prepositions and make any other necessary changes. e.g. We think you ought to change your pricing policy. suggest We suggest [changing / (that) you change / (that) you should change] I your pricing policy, 1 We always try to give good service to our customers. make a point 2 I'm delighted you have kept within your budget,' said the Chairman to our Advertising Manager. congratulate 3 The Managing Director said. The new product must be launched by January. insist 4 Marks and Spencer are making a special effort to sell 'fashionable clothes for young people. concentrate 5 We are pleased when our customers are satisfied. take pleasure 6 The owner doesn't want to sell the business at the moment. interested ' 7 I don't agree with our Chief Executive when he says we should expand the range of our products. wrong 8 We are considering breaking into new markets. think 9 He is sure that the bank will lend him the money for future development. depend 10 Marks and Spencer have always been able to forecast accurately what their customers want. Succeed 1 We make a point of giving good service to our customers 2 The Chairman congratulated our Advertising Manager on keeping within his budget. 3 The Managing Director insisted on the new product being launched/that the new product should be launched by January. 4 Marks and Spencer are concentrating on selling fashionable clothes ior young people 5 We take pleasure in satisfying our customers 6 The owner isn't interested in selling the business at the moment
7 I think our Chief Executive is wrong to say/in saying we should expand the range of our products 8 We are thinking of breaking into new markets. 9 He is depending on the bank lending him the money for future development 10 Marks and Spencer have always succeeded in forecasting accurately what their customers want END OF UNIT 5./.
PRACTICE 3 GRAMMAR 51. “Do you speak French well?” “Well, _____ it five years now.” a. I’ve been studying b. I’m studying c. I study d. I had studied 52. Bob finally found a house after _____. a. searched years b. search years c. years to search d. years of searching 53. You can get a good job _____ you get your degree. a. just b. but only c. once d. soon 54. After the earthquake many buildings were _____ repairs. a. need of b. a need for c. the need for d. in need of 55. “What do people do on a cruise ship?” “Well, some people like to swim while _____ people prefer to sunbathe.” a. other b. the other some c. other some d. others 56. I think _____ better to have the party on Sunday. a. would b. it would be c. it would d. would be 57. “I’m no good at math.” “Yeah, I have the same problem _____ you.” a. with b. from c. too d. as 58. This notice board _____ current information about university events. a. displaying b. has display of c. is displayed d. displays 59. Wash the glasses carefully _____ don’t break. a. so that they b. that they c. since they d. that 60. The bleeding should stop when _____ to the wound. a. pressure is applying b. pressure applies c. pressure is applied d. it is applied pressure 61. _____ saving his money, John managed to pay for a new car. a. For b. By c. With d. Of 62. I dislike Larry because he uses such _____ language. a. offended b. offensive c. offend d. offender 63. “Which kitten do you want?” “I want _____ with the white spot.” a. the one b. one c. a kitten d. one that 64. It’s _____ smoking is unhealthy; it’s also really expensive. a. not just that b. just not c. just not that d. not just 65. Caution: this medicine can _____ drowsy. a. make you to be b. make to be c. make you d. make 66. Though I ate all I could, _____ I wanted more. a. though b. still c. since d. while 67. In many countries teachers are not very well _____. a. pay b. paid c. paying d. to pay 68. “Did my book help you with your report?” “Yes. Thanks _____ it to me.” a. to show b. for showing c. in showing d. of showing 69. “I heard John quit because he had an argument with the boss.” “Actually, it was for medical reasons that _____ the company.” a. left b. his leaving c. he left d. he leaves 70. I think Mike _____ than me. a. is five years older b. has five years more c. has five years older d. is five years old 71. Is that the guy _____ about the free tickets? a. he told you b. who he told you c. who told you d. that who told 72. Doctors say _____ for kids to play outside. a. it is good b. is good c. there is good d. that is good 73. Be sure _____ Bob about the meeting next Tuesday. a. you ask b. asking c. you to ask d. ask
74. That theory was suggested 300 years ago, but not proven _____ recently. a. before b. yet c. still d. until 75. If these books _____ by 5:00 p.m. Friday, they will be thrown out. a. do not claim b. are not claimed c. will not claim d. are not claiming 76. Children can be very cruel _____ that age. a. in b. on c. at d. of 77. Most people want a job that is _____ to them. a. attracted b. attractive c. attracting d. attraction 78. There is no _____ to make a copy of the report just for me. a. needing b. need you c. need for d. need 79. We had _____ the waiter finally took our orders. a. waiting half an hour while b. been waiting half an hour when c. waited half an hour for d. waited since half an hour then 80. John acted _____ he wanted us to leave. a. as b. as when c. that d. as if 81. You shouldn’t smoke. It’s a _____. a. habit harmful for your health b. harmful for your health habit c. for your health harmful habit d. for your harmful health habit 82. My parents taught me the importance _____ the truth. a. to tell b. of telling c. of told d. tell 83. Some people think the school day should be longer, but _____, I think it’s long enough. a. being as a student b. as far as a student c. student as I am d. as a student 84. “Did you finally meet Nancy’s mother?” “Yes, she was nicer _____ I expected her to be.” a. as b. than c. that d. from 85. _____ you decide to do, just make sure you’re here by 6 o’clock. a. However b. How c. Whatever d. What 86. _____ made the mess in the kitchen, please clean it up now! a. Whoever b. Anybody c. The person d. Who 87. When you _____, we can leave. a. finish eating b. finish to eat c. finishing eating d. finishing to eat 88. The registration office is closed for the day _____ illness. a. for b. From c. due to d. because 89. In the country’s budget, 25 cents out of _____ dollar is spent on national defense. a. all b. most c. some d. every 90. “I need tickets to the football game.” “They _____ at the sports arena.” a. purchased b. can purchase c. are to purchase d. can be purchased 91. I saw your advertisement for a secretarial job and wonder _____ still available. a. if is it b. if it is c. if it d. it is 92. There’s _____ number of international students at our university. a. a grown b. the grown c. a growing d. the growing 93. You students are too noisy. I’d like _____ quiet. a. to be all of you b. being you all c. all of you to be d. to all of you be 94. Professor Swales _____ an expert on tropical butterflies. a. is said b. said to be c. said d. is said to be 95. “Will this desk fit in your room?” “_____, I don’t know.” a. Without measure b. Without measuring c. Not measuring d. Not to measure 96. “The mechanic said they can’t look at my car until tomorrow.” “Well, why _____ done today?” a. can’t it be b. can’t be c. it can’t be d. can’t it 97. Not only _____ responsible for hiring staff, but the other managers are too. a. John does b. does John c. is John d. John 98. Remember to turn off this light if you’re the last one _____. a. having left b. would leave c. to leave d. has left
99. Before you can take Calculus II, you need Calculus I. _____, you need permission from the instructor. a. Addition to b. In addition to c. Addition d. In addition 100. They shared their food _____ each other. a. to b. with c. for d. by VOCABULARY 101. John didn’t know how to _____ the problem. a. unfold b. handle c. hold d. break 102. Henry was seriously _____ in a car accident. a. adjusted b. operated c. injured d. insured 103. I really like working with Kim. She always _____ me when I’m having a bad day. a. identifies b. recommends c. disappoints d. encourages 104. It’s cold in my bedroom. May I have another _____ ? a. carpet b. cushion c. towel d. blanket 105. Be sure to take enough money for all your travel _____ . a. expenses b. prices c. dues d. amounts 106. I’d like these flowers _____ to this address this afternoon. a. located b. arranged c. supplied d. delivered 107. He always changes recipes because he’s a very _____ cook. a. approximate b. creative c. characteristic d. illustrated 108. John didn’t sleep well last night, so he’s in a bad _____ today. a. focus b. mood c. expression d. reflection 109. I worked fifteen hours today. I’m _____ . a. worn out b. tied up c. shut off d. hung up 110. My flight yesterday was _____ for six hours. a. denied b. cancelled c. limited d. delayed 111. In my _____ , he’s the best teacher we’ve ever had. a. attitude b. preference c. opinion d. sight 112. He went to jail because he _____ some jewelry. a. stole b. robbed c. mistook d. subtracted 113. She always reads the magazines with the _____ fashions in them. a. deliberate b. generous c. occasional d. latest 114. The mechanic _____ that he fixed my car, but it still doesn’t work. a. managed b. claimed c. doubted d. resisted 115. If you need more paper, go to room 312. We use that room for _____ . a. expansion b. remains c. storage d. sources 116. They wanted to buy concert tickets, so they _____ at the office. a. inquired b. expressed c. questioned d. accepted 117. He sold his old radio for ten dollars, but it really is _____ much more. a. possible b. assured c. certain d. worth 118. What _____ of blue jeans is most popular in your country? a. stamp b. emblem c. mark d. brand 119. Susan wouldn’t take sides in the argument. She remained _____ . a. widespread b. neutral c. proportional d. accurate 120. Because of his actions, the president _____ a great deal of criticism. a. accomplished b. measured c. received d. expressed 121. Thomas Edison _____ the light bulb. a. invented b. invited c. discovered d. accomplished 122. John _____ a lot of his money to organizations that help the poor. a. donates b. spends c. invests d. charges 123. I didn’t read the whole report, only _____ of it. a. a handful b. an amount c. a portion d. a variety 124. _____ exercise every day is good for your heart. a. Contrary b. Weekly c. Vigorous d. Temporary
125. I don’t think it’s morally _____ to kill any animals. a. true b. right c. real d. accurate 126. Mark is always late. He can’t _____ his time very well. a. order b. budget c. guide d. save 127. They were _____ because of the cold. a. detailed b. suffering c. narrowed d. admitting 128. He didn’t do it, but Gary was _____ for breaking the window. a. blamed b. denied c. complained d. ordered 129. We just heard the news that the President has _____ war. a. declared b. expressed c. exclaimed d. adopted 130. He looked very busy. He had papers _____ out all over his desk. a. wrapped b. spread c. crossed d. lined 131. The government should _____ some new laws to protect the fishing industry. a. do b. cast c. pass d. elect 132. Those dark storm clouds look very _____ . a. struggling b. elemental c. gathered d. threatening 133. The boss _____ that we come to work on time. a. remained b. informed c. insisted d. recovered 134. I took the bus because it was _____ to get a taxi. a. impossible b. unfortunate c. suitable d. effective 135. I was _____ that I found my keys. a. released b. relieved c. reserved d. sustained 136. My father is getting old, so I am concerned about his _____ . a. justice b. instance c. welfare d. magnitude 137. I don’t understand our teacher’s grading system. She does not have clear _____ . a. factors b. versions c. resources d. standards 138. The noise outside _____ John from sleeping. a. prevented b. demanded c. opposed d. removed 139. Glenn entered a _____ and won a computer. a. trial b. resource c. contest d. sequence 140. She didn’t know exactly, but she gave us a good _____ of how many people will be there. a. definition b. estimate c. summary d. selection 141. Dogs are not _____ to come into this building. a. approached b. supported c. permitted d. admitted 142. Keep this secret. Do not _____ it to anyone. a. reduce b. involve c. devote d. reveal 143. Ron’s only _____ is to make money. a. product b. end c. gain d. goal 144. That company puts chemicals in the river. They’re ruining the water _____ . a. type b. style c. expression d. quality 145. Have you seen this book? It’s so beautifully _____ . The pictures are really nicely done. a. represented b. accompanied c. illustrated d. revealed 146. The two cars have very different prices, but their quality is _____ . a. accurate b. required c. defined d. comparable 147. We had _____ to go to the beach, but since it rained, we went to a movie instead. a. intended b. reminded c. pretended d. referred 148. I don’t like to eat green bananas. I prefer to wait until they are _____ . a. done b. ripe c. raw d. warm 149. Amanda _____ her teacher with her knowledge of the lesson. a. convinced b. achieved c. impressed d. regarded 150. I was surprised by how long it _____ to get my car fixed. a. took b. lasted c. spent d. passed Match the word on the left with its definition on the right 1)yell A)separate liquid food from solid food, especially by pouring it through a utensil