Материал: 4809
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TABLE II: Sales forecast for the UK, (assuming a market share of 18%).
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Year |
Sales ($US) |
Annual Increase |
Market Share |
Projected |
5 |
1 174 563 |
14% |
18% |
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6 |
1 362 493 |
16% |
18% |
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7 |
1 580 491 |
16% |
18% |
TABLE III: Sales forecast including expansion to continental Europe, (assuming the market shares shown).
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Year |
Sales ($US) |
Annual Increase |
Market |
Share |
(Europe) |
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UK |
Other |
Total |
Projected |
5 |
1 726 808 |
68% |
18% |
3% |
7% |
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6 |
2 448 575 |
42% |
18% |
5% |
8% |
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7 |
4 143 643 |
69% |
18% |
10% |
12% |
Θ Now listen to the recording which gives a summary of the extract.
Exercise 4. Complete Thomas Willhite’s notes on Annique Demeyer’s report. Use the words given.
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maintain |
system growth |
research |
risen |
competitors |
report |
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market |
patterns |
share |
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The report |
makes the following points: |
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Demeyer Associes, a market |
research organization, has prepared an independent |
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(a) for us. Touchline’s sales are |
good in the |
UK ............. |
(b). Each |
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European country has a separate distribution .................. |
(c) and different purchasing |
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.................. |
(d). As a result of TV coverage, Europe is a ................. |
(e) market for |
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American sporting equipment. In four years, sales of our products have .................. |
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f) dramatically in the UK. This is because our US ................. |
(g) are not interested in |
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the market yet. When US producers show a real interest in Europe, Touchline Trading |
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may not be able to .................. |
(h) its market ................... |
(i) in the UK. |
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Exercise 5. After reading the report, Thomas Willhite rings Annique Demeyer. Listen to the recorded conversation and complete the table below.
TABLE IV: Total European sales: all manufacturers
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Year |
Sales ($US) |
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1 |
13 176 000 |
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2 |
15 450 --- |
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3 |
18 0 -- 937 |
Current |
4 |
21 -25 446 |
What tendency do total European sales have?
Revision of the file
Exercise 6. Explain the meaning of the following words.
Export–oriented company, distributor, subsidiary, headquarters, a multinational corporation, to compete, to run a company, total sales.
Exercise 7. Use the words below to complete the sentences. Mind your grammar is correct.
multinational corporations |
headquarters |
distributors |
to invest |
to compete |
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to compete |
revenue |
range |
subsidiaries |
to run |
corporation |
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1.The company moved its ___________ to Houston.
2.The Singapore government is interested in ___________ abroad.
3.The company has an annual ________ of about $8 million.
4.The government took measures to enable Irish industries _________ effectively in Europe.
5.A parent company in the UK will be legally responsible for the debts of its ______.
6.Mesa has completed its conversion from a partnership to a ____________.
7.She _________ a mail0order business for ten years.
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8.The event has received extensive media _________.
9.Try our new ________ of beauty products.
10.We make sure that the ____________ are always stocked adequately with the fastmoving standard items.
11.Production of food is now dominated by the huge __________.
Exercise 8. Translate the sentences from Russian into English.
Can-Am – корпорация, производящая высококачественный ассортимент спортивной одежды и оборудования. Компания продаёт свои товары в Европе через эксклюзивного дистрибьютера. 75% ежегодного дохода Can-Am поступает от экспортных продаж. Компания имеет штаб-квартиру в Торонто и филиалы в США, Южной Корее и на Филиппинах.
В настоящее время компания собирается значительно инвестировать в растущий Европейский рынок.
Ожидается, что общие продажи за рубежом будут расти в последующие три года при ежегодном темпе в 22%.
Exercise 9. Sum up what you have learned about Can-Am.
File 2
Glossary
Make sure that you know these words. Find Russian equivalents to them.
overall (picture) – including everything
breakdown – explanation in detail, division into smaller groups to show smb in – to invite smb to come in
to be in favour – to support a plan or suggestion because you think it is a good idea
costs – (pl.) money that a person or organization has to spend regularly on heating, rent, electricity, etc.
cost of lost sales – losses from sales of goods non sold
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feasible – able to be carried out or done; possible, reasonable
to be well aware of smith – to have knowledge or understanding
to double – to become twice as much or as many, or to make something twice as much or many retailer – someone who sells things to customers for their own use; shopkeeper
to argue for (against, in favour of) smth – to give the reasons for your opinion, idea, etc. demand (for smth) – the total amount of a type of goods or services that people or companies buy in a particular period of time
Mind the prepositions |
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sales in the market |
demand for smth (products) |
the report (to report) on smith |
at an annual rate of 17% |
to be on the flight |
to invest in |
to sell throughout Europe |
to compete with/against, for |
Can-Am Sports produces and markets a high quality range of baseball and American football equipment. Its European distributor is Touchline Trading UK. Sales have risen dramatically in the UK in the last four years, but Touchline is doing very little in the rest of Europe. Thomas Willhite, Can-Am’s International Vice President, is concerned.
Θ Thomas Willhite flies to London for the meeting with Touchline Trading.
Exercise 1. Complete the gaps in the conversation using one of the words below.
appreciate |
bad |
could |
good |
here |
how |
know |
trouble |
on |
pleased |
pleasure |
show |
what |
worry |
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Secretary: Mr. Willhite is here, Mr. Nash. |
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Nash: Good, ...........(a) him in, please Ruth. Hello Thomas. (Shake hands) It’s |
........... (b) |
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to see you again. |
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Willhite: It’ s a real ........... |
(c) to be here, Colin. I’m sorry, I’m late. |
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Nash: Don’t |
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(d). We got your call. How was your flight? |
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Willhite: The flight was fine, but the airline lost my luggage! |
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Nash: Oh, that’s too ............ |
(e)! |
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Willhite: In fact, ........... (f) I use your phone? I’d like to check if they’ve found it yet.
Nash: My secretary can do that for you, Thomas ........... |
(g) flight were you on? |
Willhite: It was the Air Canada flight from Toronto that got in at 9.15. |
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Nash: (On phone) Ruth, would you phone Air Canada and find out if they’ve found Mr.
Willhite’s luggage. (Pause) Yes, they’ve lost it. He was |
............ (h) the flight from Toronto |
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that arrived at 9.15 this morning. Thank you, Ruth. (Pause) She’s phoning them now. |
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Willhite: I ............ |
(i) that, Colin. |
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Nash: It’s no ........... |
(j), Thomas. Now, do you ............ |
(k)Nancy Lamont, our new Sales |
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Director? |
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Willhite: I don’t believe I do ........... |
(l) to meet you. |
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Lamont: (Shaking hands) ........... |
(m) do you do, Mr. Willhite? |
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Nash: Now then, let’s get down to business. |
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Θ Now listen to the recorded conversation and then work through the exercises which follow it.
Exercise 2. Find phrases in the conversation which mean:
Was your plane journey all right? |
How was your flight? |
a) That’s very good of you. |
________________________________________ |
b) Ask him to come in. |
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c) I’m very pleased to be here. |
_______________________________________ |
d) It’s a pleasure. |
_______________________________________ |
e) Shall we start work now? |
_______________________________________ |
ΘThe meeting begins. Sales Director, Nancy Lamont, reports on the sales of Can-Am products in Europe.
ΘListen to the recording and complete the charts and tables.