Choose the necessary word and put it in the sentence.

1. They use both direct and indirect... of distribution.

2. Agent middlemen do not... to the goods they deal in.                                       

3. Usually wholesaling... stands between the producer and the retailer.                 

 4. A supermarket may... thousands of I commissions items.                                      

5. Usually a wholesaler handles a large... of items of numerous manufacturers.

6. Agent middlemen don’t earn salaries, they....                                                       

7. A wholesaler doesn’t deal with the I customers,... does.                                                                       

 8.... simplify the problems of  manufacturers.

A wholesalers

B take title

C retailer

D stock

E channels

F assortment

G to receive

H middleman

              Dialogue

John is explaining  his new job to his wife, Susan. He is a sale trainee  for a company.

John         It’s a great job, you know. The salesmen are paid

salaries instead of being on commission.

Susan   Why do you find it great? You can earn less money.

John          Well, it’s a regular weekly salary. And besides we

get reimbursed for everything-lunches and dinners even the football tickets, the car, gasoline, tolls.

Susan     That’s really great.

John      And I’m going to get a raise in three months.

Susan       And what are you going to see.

John          Foam rubber.

Susan       What is it used for?

John         It is used to make couches and beds, generally ideal

with furniture manufacturers.

Susan   So you will travel much, won’t you?

John          No. Delivery is a part of our wholesaling operation.

Foam is sold and delivered by the truckloads. It is father bulky and it is expensive to have it shipped a big distance. We are going to deal with buyers who are in this region.

Susan       That’s fine. I don’t want you to travel too much. By the way I want to know more about sales procedure.

John      At first I go to see a buyer. We discuss what he needs After that I send him a written quote. If  our  prices suit him, he’ll call us and send an order.

Susan        Do you take orders over the phone?

John Yes. The buyers are always in a hurry and a letter would take too much time to come. If it’s a verbal agreement we call it gentlemen’s agreement.

Susan And what happens after the verbal agreement?

John We receive a written purchase order. It is called p.o.

5. and it has a number that we use for all future correspondence on that order. The office then retypes the  order form and the p.o. and order form are stapled together and filed.

Susan It sounds organized. Whom do you usually deal with in a company?

John Well, I’ll deal with purchasing agents. But I could deal with any administrator from the president on down, in some cases.

Susan Good. Soon you’ll gel your raise.

John Yes. Selling is usually a stepping stone to higher positions in management.

Susan Don’t worry, dear. If it doesn’t work out, we still have my job.

Exercises

Change the sentences according to the model.

Model: When did they want to reimburse for our expenses?

I don’t remember when they wanted to reimburse for our expenses.

1. How will you get a raise? (They don’t care).

2. When did they send you the purchase order? (I don’t know).

3. Who are the purchasing agents? (I can’t recall).

4. Why didn’t they get verbal agreement? (I’ll try to find out).

5. Did they staple and file the p.o.? (I don’t know).

6. How large is the sales region? (They don’t care).

7. How much is the toll? (It doesn’t matter).

8. When will she get commission? (She doesn’t know).

6. Make up the conditional sentences.

Model: consult the middleman /he – smart

If he were smart, he would consult the middleman.

1) be a wholesaling middleman /he – interested

2) work for themselves / men – independent

3) earn a good salary /he – happy

4) use direct channels / business – successful

5) have the secretary do it / she – there

6) handle it well / he –fail

7) order it next month / I – rich

 

 3. Answer the questions.

1. Would you like to be on commission?

2. What expenses do you get reimbursed for at your job?

3. What factors do you need to get a raise?   

4. Why isn’t a verbal agreement always sufficient?

5. What would you prefer to be: a wholesaler or a retailer?

6. What is a stepping stone to higher positions in your business?

 

 

Unit 5

Text. Retailing

 

Retailing is selling goods and services to the ultimate consumer. Thus, the retailer is the most expensive link in the chain distribution. Being middlemen, they make their profit by charging the customer 25 to 100 per cent more than the price they paid for the item.

The retailers operate through stores, mail-order houses vending machine operators, there are different types of retail stores: department stores, discount houses, cooperative single line retailers. The major part (over 95 per cent) of retail establishments concentrate on a single line of merchandise for ample, food, hardware, etc. But nowadays there is a trend for many single line stores to take on a greater variety of supplies.

The retailer performs many necessary functions. First, he may provide a convenient location. Second, he often guarantees and services the merchandise he sells. Third, the retailer helps to promote the product through displays, advertising or sales people. Fourth, the retailer can finance the customer by extending credit. Also the retailer stores the goods in his outlet by having goods available.

 

Exercises

 

1. Answer the questions.

1. What is retailing?

2. What are four different types of retail stores?

3. What are at least two types of retailing that do not include the use of a store?

4. In what way does a retailer serve a customer?

5. In what way does a retailer serve a manufacturer?

6. Which per cent of the price of the good sold goes to the retailer?

7.What is the trend with a single line retailer now?

 

2. Put the necessary word in the sentence.

1 — is one function a retailer may perform.

2. You can buy newspapers, cigarettes, cookies from a....

3.... is the most expensive link in the chain between a producer and a consumer.

4. The firm... good quality of the product.

5. She doesn’t like to go shopping, she prefers to do it by....

6. The department store is having a sale and there is a 20 per cent... on all light dresses.

7. Wholesaler is an important... between a producer and a consumer.

A mail-order

B discount

C vending-I machine

D guarantees

E  retailer

F extending I credit

G link

 

Dialogue

(Jean has just moved into a new house. Her neighbour, Liz,

has come over to welcome her.)

Jean         I am very glad to see you here.

Liz            How do you like the new place?

Jean          It’s marvelous. 1 am sure we are going to love living here.

Liz           Well, have a look, here it’s a shopping guide for the

neighbourhood and a booklet of discount coupons. New neighbours always receive them. There is one coupon for every store in the shopping guide.

Jean         Oh, thank you. It’s come in time. I have a lot of shopping to do.

Liz        I can imagine, having just moved in. Not far from

here there’s a very good shopping center. You can also find a huge supermarket, a drugstore, some department stores in the neighbourhood.

Jean      Great. Are there any small stores nearby?

Liz         Oh, yes. The map is right here in the shopping guide. There is a little drugstore a few blocks away, a little grocery store next to it, a little boutique, an ice cream parlor, a pizza place. You can find a plant store not far from here too.

Jean      Are there any good discount houses nearby? We

terribly need a new toaster. Everybody in my family likes toasts for breakfasts very much. I’d like to buy it.

Liz         Oh, sure. There is a good discount store in the shopping center. If you like, I’ll come with you.        

Jean          Oh, you needn’t. I don’t want to trouble you.

Liz      No trouble at all. I’d like to do some shopping too.

If we go to the discount center I can go to that little cheese shop. I don’t want to bother you.

Jean        It’s no bother at all. Make out your shopping list

and I’ll be your guide. By the way, you can use your discount coupon for the toaster.

Liz      I am sure you’ll buy a good one.

Jean    Well, it’ll take some time to make a shopping list. I’ll have to buy a lot at the grocer’s.

Liz     This is a good idea. I should have gone shopping yesterday, so I’ll make up my list too.

  Jean      By the way, I like your dress very much. It’s a perfect fit. Where did you buy it, if you don’t mind my asking?

  Liz Thank you for compliment. I got it at a very nice little boutique. It’s a bit expensive, but there are many interesting and original things. If you are interested we can stop there.

Jean I’m afraid I can’t. I have to cook dinner.

Liz   Oh, don’t trouble yourself with the dinner. Look over the coupons I’ve given you. You can go out to dinner at a discount store.

Exercises

 1. Change the sentences according to the model.

Model: My wife usually asks the children to do shopping. My wife usually makes children do shopping.

 

1. He’ll ask single line retailers to take part in the promotion campaign.

2. The chief usually asks his immediate subordinates to perform different functions.

3. It’s necessary to ask him to recognize his wholesaling

units.

4. It’s important to influence ultimate consumer to buy this product.

5. Ask him to buy all these things in the discount house.

 

 2. Make responses to the sentences according to the model.

Model: I want to ask your brother to do shopping today. Let me do shopping today myself. 1.1 want my secretary to prepare the financial statement.

2. The board of directors wants the officers to plan product development.

3. He wants to speak with my friend about their possible partnership.

4. I want a lawyer to clarify this matter.

 

5. The executive wants this manager to start market re­search.

 

 3. Answer the questions.

1. What kind of shops in this country do you know?

2. What shops are situated not far from your house?

3. What goods can be bought there?

4. What specific features do channels of distribution have in country?

5. What reforms does this country need to reorganize the channels of distribution?

 

Unit 6

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