Business Visits

Business visits are very important in development of trade rela­tions with countries and companies. Personal contacts promote a better understanding not only in foreign trade but in all spheres of human activities.

Normally businessmen contact through telephone calls or cor­respondence. But as the human element is very important they solve main problems more effectively through a personal meet­ing^. During the talks the partners have an opportunity to discuss all problems face to face, to hear out their counter-part's argu­ments and to come to an agreement more easily.

Since a business trip is always limited in time, a business­man usually makes all arrangements in advance by phone or by telex. If he goes abroad he will apply for a visa. His partners will support his visa and send him an invitation. They will also re­serve accommodation for him and work out the program for his visit. When all these preparations' are done and agreed upon a businessman should book his railway or airway ticket. It is better to do it in advance.

It is common for Buyers representatives to visit Sellers premises for technical and commercial discussions either before or after signing a contract. During this visit the Sellers show their premises and workshops to the Buyers. The latter (the Buyers) have the chance to see the equipment in operation, to be present at the tests at the testing department. If the Sellers offer some modifica­tions in the equipment the Buyers can see them, discuss and ap­prove immediately.

The Sellers often visit the Buyers premises when they have to revise prices or other terms of the contract or draw up a new contract with their customers. Both the Sellers and the Buyers can meet¹⁸ to discuss different claims" if they appear during the ful­fillment of the contract.

It is very important to be punctual in business. If you can't keep the appointment you should notify your partner in advance and fix a new date.

On formal occasions such as talks, business lunch, a recep­tion a businessman should wear a suit and a tie. During an informal meeting such as sightseeing tour, a visit to a private home a businessman can be dressed casually. It is always best to behave naturally. Jokes and humor are appreciated by busi­nessmen just as much as they are everywhere.

1. Make a list of international words and expressions. Learn their correct pronunciation and meanings.

2. Give the Russian equivalents to the following word combinations:

to be limited in time; to make arrangements in advance; to apply for (to support) a visa; to offer some modifications; to revise prices; to draw up a new contract; to discuss different claims; to keep the ap­pointment; to notify your partner in advance; to fix a new date; to wear a suit and a tie; to appreciate jokes and humor.

3. Answer the following questions to discuss the details of the text. Use the text for reference.

1. How do businessmen normally contact?

2. Whatis the most effective way to solve main problems?

3. Why do personal contacts promote a better understandingin allspheres of human activity?

4. What opportunities do partners have during the talks?

5. How does a businessman usually make arrangements for a business trip?

6. Why is it common for the Buyer's representatives to visit the Sell­er's premises?

7. Why do the Sellers often visit the Buyers' premises?

8. What should be your manners (behavior, dress) when you areona busines s visit?

4. Read the text. Divide it into logical parts. Find in the text or compose the topic sentence to each part and make up a plan of the text. Retell the text, using the logical plan, questions and answers.

5. Imagine that you are going on a business trip abroad. Speak on the situation using the information of the unit and your own experience of business visits.

6. Read the texts «How to Address People in Great Britain, «Social Contacts», «Hello and Good-Bye» with a dictionary. Make a list of new words and expressions while reading the texts.

How to Address People in Great Britain

There are several ways of addressing people in English. The most universal ones that can be used when speaking to strangers as well as to people you know are: Mr. - to a man, Mr. Brown, Miss- to an unmarried woman, Miss Brown, Mrs. - to a married woman, Mrs. Brown, Ms. - to a woman whose marital status is unknown (most used in the written, Ms. Brown). Mr., Miss, etc. are never to be used without the person's second name.

If you wish to attract somebody's attention (in the street, in the office, in a shop, etc.) it is nice to say «Excuse me, please...». People who have a scientific degree - a PHD, ScD - are to be addressed dc (doctor) Brown, whereas doctors who cure people are simply Doctors (no name is necessary). Professors can be addressed by the title only.Sir and Madame are mostly used when speaking to the custom­ers. You'd better use «officer» - addressing a policeman, «Your Majesty» - addressing a King or a Queen, «Ladies and Gentle-men» addressing a group of people. In fact people in the English speaking countries prefer calling each other by the first name: Peter, Ann, etc.