Топик для менеджеров (стр. 4 из 4)

1. Why does the Buyer sometimes ask to quote for spare parts?
2. What information is included in specifications?
3. When do Sellers usually enclose specifications with offers?
4. What kind of document is a Bill of Lading?
5. Why is it very important?
6. What does the validity period of an offer mean?
7. When is it necessary for the Buyer's inspectors to be present at the test at the Seller's plant?
8. When can tests be carried out without the Buyer's inspectors?
9. What kind of document is a Notification of Readiness for Tests?
10. Why is it to be sent to the Buyer in advance?
11. What kind of document is a Test Report?
12. What kind of document is a Release Note for Shipment?
13. Why are Sellers interested in getting a Release Note for Shipment without delay?
14. Why do Sellers always have to pay special attention to packing?

BOOK 4

Lesson 1

1. What considerations are usually taken into account when an enquiry is sent?
2. What points does an enquiry include?
3. Are enquiries usually sent to one or a few different firms?

Lesson 3

1. How are offers initiated?
2. What items are usually included in an offer?
3. Are prospective Buyers usually invited to inspect the equipment before the Contract is signed?
4. Dooffers usually contain an element of advertising? What factors determine a discount?

Lesson 4

1. What do Contracts guarantee?
2. Into what 2 groups can Contracts be divided?
3. What important items do Contracts cover?
4. What are the most important clauses of the Contract?
5. In what way is payment to be made under the Contract?
6. What kind of Letter of Credit is to be opened by the Buyer?
7. When is the Letter of Credit to be opened by the Buyer?
8. For what value is payment to be made?
9. How long is the Letter of Credit to be valid?
10. In what case do the contracting parties have the right to renegotiate the price?
11. Why does the Contract state the right of both parties to renegotiate the price?
12. What factors can affect the prices for the goods (e.g. asbestos, equipment, coffee, nylon, chemical, etc.)?
13. What can affect the construction projects?
14. What factors can affect the production capacity of the plant (the delivery schedule, production programme, etc.)?
15. What information does a shipping schedule contain?
16. When are shipping schedules drawn up?
17. Why is it important to draw up Contracts in foreign trade? In what way do they protect the interests of the partners?
18. Who charters a vessel if goods are sold on FOB terms'? What terms of delivery do Russian import (export) organizations practice?

Lesson 5

1. Why do Buyers often visit Sellers' premises before (after) a Contract is signed?
2. Whatclauses of the Contract are more liable to changes? What is the procedure of making amendments to Contracts?
3. In what cases are amendments, alterations and modifications made?
4. Is much work done before a Contract is concluded? Support your point of view.
5. Do Sellers often extend invitations to visit their premises?
6. How are programmes for visits worked out?
7. Whyare visit programmes sometimes modified?
8. Are Buyers invited to Sellers' premises more often before or after the Contract has been signed?
9. For what purpose are they invited?
10. What arrangements are usually made before specialists come to the Sellers' premises?
11. Are Sellers usually willing to show their customers round their premises? Why?
12. Do businessmen always send letters to express thanks for the hospitality shown to them?

Lesson 6

1. Why do Sellers inform their Buyers of their decision to raise the prices?
2. Why do Sellers indicate the exact date when the new prices will come into force?
3. What factors affect the price?
4. Why are visits necessary for the promotion of business?
5. Which party usually arranges the programme of the visit?
6. At whose expense are visits arranged?
7. Why are Buyers interested in visiting Seller's premises?

BOOK 5

Lesson 1

1. Which clause of the Contract seems most important? Give your reasons.
2. In what way can each of the clauses be amended?
3. For what reasons can Buyers sometimes delay the visit of inspectors?
4. In what cases do Buyers waive inspection?
5. What are the main clauses of the Contract?
6. What manners of payment are practiced by importing and exporting trade organizations?
7. Why is the guarantee sum often stipulated in the Contract?
8. Is the time of delivery subject to changes?
9. What is the importance of inspection and tests?
10. When and where are inspections and tests carried out?

Lesson 2

1. For what purpose are amendments added to Contracts?
2. What documents are usually presented for payment?
3. What is the procedure of issuing a Release Note for Shipment?

Lesson 3

1. Against what risks are goods usually insured?
2. Why must shipments be insured?
3. What kind of document is a Letter of Guarantee?
4. When are Sellers not responsible for the quality of the goods during the guarantee period?
5. What information do Guarantee Clauses usually contain?
6. On what factors do Sellers' guarantees depend?
7. Why are two dates specified in the Guarantee Clause of Contracts for equipment?
8. What are usual responsibilities of Sellers in respect of packing and marking?
9. What packing problems may arise in the course of executing orders?
10. Why should extra care be taken to mark the shipments properly?

Lesson 4

1. Why is it preferable to settle claims in an amicable way?
2. Why is it wrong policy to reject unjustified claims off-hand?
3. What does the sum claimed depend on?
4. When does the dissatisfied partly claim compensation?
5. When does the Buyer have the right to claim a penalty?
6. What penalty can be claimed for the first 4 weeks of delay?
7. Does the Buyer have the right to claim a higher penalty after a month's delay? What does it amount to?
8. What is the maximum penalty that can be claimed?
9. Do force majeure clauses cover such complications as government decrees?
10. How can Buyers refund the charges incurred through the fault of Sellers?
11. Why do claims frequently arise in business?
12. What claims are made by Buyers (Sellers)?
13. How are claims classified?
14. How should a justified claim be documented?
15. What can the responsible party undertake after receiving the claim?
16. What are the ways of handling justified claims?
17. When do the parties in dispute resort to arbitration?

Lesson 5

1. What losses could be involved in the execution of the order?
2. Who can cover travelling expenses?
3. Do the parties concerned often refer their disputes to the Arbitration Commission?

Lesson 6

1. Do claims connected with shortage of goods often arise in foreign trade practice?
2. What usually causes shortage of goods delivered?
3. How can claims affect the relationship between trading partners?
4. Why do businessmen try to avoid referring claims to arbitration?

Lesson 7

1. What might be the cause of overdue payment?
2. What may be the reasons for cancelling the visit of Sellers’ experts?