- •Contents
- •I. Selling
- •IV. Read the text again and answer the following questions.
- •§1 Quick, §2 path, §3 probable, §5 persuade, §7 discouraging.
- •If you fail to follow up an initial contact …………
- •If you are going to do the selling and it has not been your job previously it is vital ……….
- •If the goods are going to be late …………
- •Vocabulary Focus
- •Commerce
- •§1Unprocessed, §2substitute, §3empower, §4obtain, include; §7consist; amount
- •6. Banks assist commerce by providing businessmen ………….. .
- •Vocabulary Focus
- •Consumer Goods
- •Vocabulary Focus
- •Pricing And Sales
- •VI. Find the equivalents of these Russian words and phrases in the text.
- •Vocabulary Focus
- •Pricing strategies:
- •How to Set a Price
- •II. Read and decide whether these statements are true (t) or false (f).
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Computation, §3 cost, §5 purchaser, §7 maintain, §5 resources
- •5. Some people use the level of costs as a way of……… .
- •Vocabulary Focus
- •Modern-day Retailing
- •§1 Intend, §2 supply, §3 range, §5 realize, §6 equipment.
- •Vocabulary Focus
- •Wholesale Trade
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 A person who buys in bulk, §1 luggage compartment, §2 multiple store, §3dispenser, §3 tradesman, §3 producer, §4 storehouse, §5 assortment of goods
- •2. Firms engaged in large-scale retail trade is large enough …………………. .
- •3. The wholesalers reduce the number of parcels ……………………… .
- •Vocabulary Focus
- •Credit Sales
- •III. Now read the text and check your answers to the statements from ex. II.
- •1. In order to encourage retailers to………… a wholesaler may offer a cash discount.
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Preparations, §2 mediators, §3 at the same time, §4 relations, §7 peculiarity,
- •§8 Decrease
- •Intermediaries (stockbrokers) who transact business …………… .
- •Vocabulary Focus
- •The Role of the Market
- •III. Now read the text and check your answers to the statements from ex. II.
- •§2 Domestic; use §3 work §5 offer; temporary; senior managers §6 shortage
- •2. The low hamburger price was a good way to satisfy your appetite………. .
- •Vocabulary Focus
- •Marketing and Promotion
- •Vocabulary Focus
- •Trade Restrictions
- •III. Now read the text and check your answers to the statements from ex. II.
- •§1 Newborn, §2 restricted, §3 obligatory, §4 precise, §5 free from
- •If an industry is just starting up (when it is called an infant industry) the government may help it because ………….. .
- •If tariffs only apply to certain goods of certain countries, …………. .
- •Vocabulary Focus
- •Sales Jobs
- •§1 Main, §3 profitable, §3 to increase, §3 to underline, §4 to debate
- •Vocabulary Focus
- •XI.Paraphrase the following phrases in italics using the expressions from ex. X.
- •References
§1 A person who buys in bulk, §1 luggage compartment, §2 multiple store, §3dispenser, §3 tradesman, §3 producer, §4 storehouse, §5 assortment of goods
Find the definitions of these words and phrases in the text.
the amount of business, usually expressed in terms of gross revenue, transacted during a specified period
carrying charges
the amount produced, as in a given period
space or area reserved for storing
willingness and ability to purchase goods and services
Look for details in the text and choose the proper option.
Buy in quantities to suit turnover and obtain that variety of stock is …………. .
an essential feature of transportation
an essential feature of distribution
not compulsory
2. Firms engaged in large-scale retail trade is large enough …………………. .
i. to buy in large quantities
ii. to buy what they want
iii to sell in bulks
3. The wholesalers reduce the number of parcels ……………………… .
i. to be transported by agencies
ii. to be sold by retailers
to be sent out by manufacturers
Someone must accumulate large stocks when the commodity is available and release it gradually to the market as demand requires, thereby …………………… .
helping to make the economic system run more smoothly
ii. helping retailers to sell successfully
iii. helping wholesalers to redistribute goods
The wholesaler who holds stocks ……….. than the average retailer.
i. requires less capital
ii. requires no capital
requires much more capital
………………………… is required as well as the ability to assess their quality.
Expert knowledge of the commodities and their market
Expert knowledge of goods and services
Audit knowledge of the commodities and their market
Which of the three is the key message of the text?
The wholesaler buys stock from the manufacturer, in large quantities and sells in small quantities to the retailer. The holding of stocks is an important function of the wholesaler. The wholesaler also helps to finance the retailer by allowing him credit, for many retailers only operate on a small amount of capital. The wholesaler is always in close touch with the market. The wholesaler sometimes provides retailers with supplementary services such as packaging, grading and so on.
The main functions of the general wholesaler are the breaking of bulk, the holding of stocks, financing, expert knowledge of commodities, markets and demand and preparation of commodities for sale.
Firms engaged in large-scale retail trade can afford to buy direct from the manufacturer. The wholesalers reduce the number of parcels to be sent out by manufacturers. The important economic consequence of stock holding is that it tends to reduce price fluctuations. Expert buyers and sellers are needed to the retail customers. The wholesaler is in close touch with the market, the wholesaler who holds stocks requires much more capital than an average retailer.
Vocabulary Focus
Fill in the table with the missing derivatives from the text.
Nouns |
Verbs |
Adjectives/Adverbs |
|
manufacture |
|
|
distribute |
|
relate |
|
|
|
|
fluctuating |
judgement |
|
|
|
disposition |
|
|
store |
|
|
consider |
|
Match the halves of the phrases.
1. passing them on |
a) by wholesalers | |
2. keeping him |
b) informed | |
3. to be in close touch |
c) for the storage | |
4. operate on |
d) with the market | |
5. acting in |
e) a steady demand | |
6. release it |
f) to the retailer | |
7. accumulate |
g) gradually | |
8. satisfy |
h) a financial capacity |
|
9. make provision |
i) large stocks | |
10. to be split up |
j) only a small amount of capital |
Paraphrase the following phrases in italics, use the expressions from ex. X.
He died without a will, though he had gathered three thousand pounds.
They are easily divided into parties by intrigue.
I wish to be freed from my contract.
Many retailers function on only a small amount of capital.
The wholesaler copes with the market.
The wholesaler notified the manufacturer about the demand for his commodity.
A springboard for discussion
What would happen if there were no wholesalers?
What does the process of delivery of final produce include? Follow all the steps.
For example, a factory produces windows and then builders take them to a construction site and install them. This process also includes wholesale firms, shops, advertising agencies, companies testing the quality of glass and plastic, a transportation company and construction firms, to say nothing of subcontractors who serve the entire team.