Visitors from china

Background

Toyworld is a profitable toy retailer based in Seattle, US, with subsidiaries in over 30 countries. Toyworld buys its products from suppliers all over the world.

Mr Lee Chung, head of a toy manufacturing firm based in Guandong, China, is going to visit the Toyworld subsidiary in your country. He will be accompanied by his Export Manager, John Wong. The purpose of his visit! is to get to know Toyworld's management better and to learn more about the company. I He may set up a joint venture with Toyworld il he has confidence in them and considerl them to be a suitable partner. This is Mrj Chung and Mr Wong's first visit to youfl company, and to your country.

Task

You are members of the planning committee for Mr Chung's visit. Read the documents. Then, plan a draft programme in small groups. After that, compare your ideas with the rest of the class and produce the final programme.

1. Chinese relationships are built on personal trust and respect. Everything you do during the visit must show that you consider Mr. Chung and Mr. Wong to be important people.

2. Relationship building activities and a successful social programme will be more important than the business meeting.

3. Mr. Chung communicates fairly well in English, but has some problems understanding difficult expressions. Mr. Wong has a much higher level of English.

4. Both men are rather fussy about food. For example, Mr Chung was unhappy when he had to attend a wine and cheese party last year he hates cheese! They both enjoy high quality alcoholic drinks.

5. Your visitors will expect to have some basic information about Toyworld, and to be offered activities which give them a better understanding of the company.

6. Mr. Chung and Mr. Wong will be particularly interested in your warehousing facility and in your sales network.

7. Be careful about topics for discussion at social events. Do not embarrass your visitors by introducing 'difficult' topics.

8. They will be eager to learn about life in your country and about its culture.

9. Punctuality is very important to Mr. Chung. He gets angry if people arrive late for a meeting - he thinks it shows a lack of respect.

10. 'Sincerity' is a word which Mr. Chung and Mr. Wong use frequently. They value it a lot.

Good luck with the visit!

Best wishes,

Kenneth Eng

Key questions for the planning committee

2. Where will the visitors stay?

3. Who will meet them? What transport will be used?

4. What arrangements should be made for meals?

5. When will the business meeting take place?

6. What topics would be suitable for discussion at meals?

7. How will the visitors be entertained? Trips? Special events?

8. What gifts would be suitable? When and how should they be given?

9. Should there be local press and television coverage?

10. Is it necessary to provide an interpreter?

11. Any other arrangements to encourage 'relationship building'?

Writing

As Marketing Director at Toyworld, send a fax to Mr Chung with details of the programme for his visit. The tone of the fax should be friendly and show that you and your colleagues are looking forward to meeting him soon.

UNIT 10. BUSINESS CORRESPONDENCE

READING

I. Before reading the text learn the following words.

transactional invitation complaint apology regret impolite silly odd to distinguish

деловой приглашение жалоба извинение сожаление невежливый глупый странный различать

salutation recipient frequent to omit chatty Yours faithfully Yours sincerely

приветствие адресат, получатель частый пропускать болтливый с уважением искренне ваш

LETTERS

(FORMAL, INFORMAL, TRANSACTIONAL)

Letters are divided into two categories, formal and informal. There are various types of formal and informal letters, for example: letters asking for or giving information, letters asking for or offering advice, letters of invitation, letters accepting or refusing an invitation, letters of com­plaint, letters of apology, letters expressing thanks/ regrets/congratulations, letters giving or asking for directions, letters of application, narrative/descriptive letters, transactions letters, letters telling the news etc. It is important to think about the person who you are writing to before you begin writing a letter. If the wrong style is used, the letter will look impolite, silly or odd. For example, if you used formal language to write to a closed friend, the letter would look odd, or if you used informal language to write a letter to a company, the letter would look impolite.

There are certain characteristics which allow us to distinguish between formal and informal letters. These are:

• The salutation (e.g. Dear Sir/Madam, Dear Bill)

• The style or language (e.g. use of formal language for formal letters, or the use of slang and idioms for informal letters)

• The closing remarks (e.g. Yours faithfully, Lucy Cohen /Yours sincerely, Lucy Cohen / Love, Lucy)

Note:

1. In formal letters your address and the date as well as the recipient's address are included in the letter. When you do not know the name of the recipient, you should include their title in the address, e.g. The Director f Studies, St Michael's School, 15, Pine St., London. You should begin the letter with Dear Sir/Madam, and end with Yours faithfully, Peter Jones. When the name of the recipi­ent is known, their name and title should be included in their address, e.g. Mr. Witkins, Accounts Manager, Rockdell Financial Services, 15 Stockdale Ave., London. The letter should begin with Dear Mr. Witkins, and end with Yours sin­cerely, John Smith.

2. In semi-formal and informal letters the recipient's address is not included in the letter. In a semi-formal letter showing respect for the recipient with whom you are on friendly terms, begin the letter with Dear Mr/Mrs Smith and end with Love/Regards/Best Wishes/Yours, Anna.

3. In an informal letter, begin with Dear John and end with Love/Regards/Best wishes/Yours, Mike.

4. Remember that it is not necessary to write addresses in the FCE Exam.

STYLE IN FORMAL AND INFORMAL LETTERS

FORMAL LETTERS Greeting: Dear Sir/ Madam/ Mr. Dobbins, impersonal style complex sentence structure - frequent use of Passive Voice - single word verbs - non-colloquial English - formal language each paragraph develops one specific topic only facts, infrequent use of descriptive adjectives no use of short forms Name: Yours faithfully/Yours sincerely, Steven Hill

INFORMAL LETTERS Greeting: Dear Julie, personal, short, zappy style use of slang or colloquial English -use of idioms/phrasal verbs pronouns are often omitted chatty, wide use of descriptive adjectives use of short forms Name: Best wishes / Love /Yours / Regards, Steve