UNIT 2 MEETING WITH A POTENTIAL CUSTOMER

PART 1 BUSINESS TERMS /2.1/

Sales Manager - manager responsible for the work of the Sales Department

Production Manager - (also called Works/Factory Manager) person responsible for controlling the factory, particularly the manufacture of its products

shop-floor workers - persons working in the area of the factory where the goods are actually produced

product range - a group or series of products 

in operation - actually working, in action

high performance - very efficient in operation

to match - to be as good as, to equal

to put on the market - to offer for sale for the first time, to introduce/launch

design modifications - changes in the arrangement and planning of the machines

brochure - small, thin book which gives details of a product and advertises its qualities, often with illustrations          

specifications - detailed descriptions of the products, with measurements

price lists - printed lists showing the prices that customers must pay for the company's goods 

to revise - to change (to bring the prices up-to-date)

to quote - to state the price of the goods and the conditions of sale

firm - unchanging

sales literature - printed material produced by the company to increase sales, e.g. brochures and catalogues

publicity material - printed material advertising the goods and drawing attention to  their qualities

on file - kept as a record (in files)

sales catalogue - thin book describing a company's goods for sale, often illustrated

fabric – cloth

IDIOMS /2.1

to give you an edge over the competition - to give you an advantage when you compete against other firms

No kidding! - You must be joking! - I find it hard to believe what you say

to run up against problems - to meet unexpected problems

to get it right - to solve/overcome the problem

 

 

PART 2 BUSINESS TERMS /2.2/

 

on display - being shown to potential buyers

sales technique - a method used to increase sales

to install - to put in position (a machine) ready for use

after-sales service - service provided by the manufacturer or supplier of the machine to keep that machine in good working order after it has been sold

spare parts - the parts of a machine kept ready to replace those at present in use

to break down - to stop working

competitive price - a price which is as low as or lower than that of competitors

complete package - a combination or group of sales features

guarantee - a promise given by the company that a product is of good quality and that they will be responsible for any faults

service manual - a book giving information about the care and maintenance of the machine

deal - a business arrangement, usually a sale, which has advantages for both sides

to despatch - to send

in stock - kept/stored ready for use or sale

 

 

IDIOMS /2.2/

to set up a visit - to organise a visit

to praise to the skies - to say something is wonderful, marvellous

to move heaven and earth - to make an enormous effort

 

UNIT 3 CLINCHING A DEAL

PART I BUSINESS TERMS /3.1/

 

to clinch a deal - to make a sales agreement final, to do/make a deal

to negotiate (a deal) - to discuss a deal formally

firm order - an order which is definite

delivery - carrying goods to their destination

substantial order - a large order

large textile group - a number of textile companies which are linked together to form a group. Usually the group consists of a parent company and several subsidiary or affiliate companies

to work below capacity - to produce less than the maximum output

to work at full capacity - to produce the maximum output

insurance - the business of providing protection against certain risks such as loss, damage, or theft of goods

invoice - a bill for the sale of goods. It is given by the seller to the buyer and it shows details of the goods sold.

to invoice - to make out an invoice and send it to a customer

f.o.b. /free on board/ - The seller's price includes all charges and risks up to the point where the seller delivers the goods on board the named ship at the named port of shipment. From that point, the buyer bears the charges and risks.

CIF /Cost, Insurance and Freight/ - The seller's price includes all charges and risks up to the point where the ship carrying the goods arrives at the named port of destination.

f.a.s. /free alongside ship/ - the seller's price includes all charges and risks up to the point where the goods are placed alongside the named ship ready to be taken on board

ex works /ex factory/ - The price excludes all delivery charges. The buyer has to arrange for collection of the goods at the works or factory, and pays all expenses such as loading, insurance, carriage

Franco quay - the same as f.a.s.

CF /Cost and Freight/ - the price paid to the seller includes packing and freight to the named port of destination, but does not include insurance. This must be paid by the buyer.

discount - a reduction made in the price of the goods

concession - a special right or advantage given to the buyer

list price - the supplier's invoice price before any discount is taken off

 

IDIOMS /3.1/

go-ahead - instructions to proceed(with a deal)

to go flat out - to work to the maximum capacity

to haggle - to bargain excessively before agreeing to buy or sell

to recap - to repeat the main points of the discussion

PART 2 BUSINESS TERMS /3.2/

 

method of payment - the way in which the buyer will pay the seller

to pay cash - in this context, to transfer money from one bank to another

Letter of Credit - a common method of payment in international trade. A foreign buyer transfers money to a bank in the exporter's country. This bank then informs the exporter that a sum of money is available when certain documents, e.g. a Bill of Lading and Commercial Invoice are presented. The documents prove that the goods sold have been loaded on board a ship.

Irrevocable Letter of Credit - a Letter of Credit which cannot be called back, changed or cancelled after it has been opened by the foreign buyer

open account terms - When a buyer is well known and trusted by a firm, he may be offered open account terms. This means that he can buy goods to an agreed value each month and is allowed to pay for them at the end of an agreed period, e.g. three or six months

bank reference - the name of the customer's bank, who will supply on request information about the business reputation of the customer

trade reference - the name of a member of the customer’s trade – a person or an organisation- who will supply information about the customer’s business reputation

to settle (up) - to pay for the goods

IDIOMS /3.2/

to check someone out - to make enquiries about someone to ensure he/she is reliable

if I were in your shoes - if I were in your position

to have something lined up - to have something planned

to cover everything – to discuss all the main points

 

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