Деловой иностранный язык для старших курсов

МИНИСТЕРСТВО НАУКИ И ВЫСШЕГО ОБРАЗОВАНИЯ  
РОССИЙСКОЙ ФЕДЕРАЦИИ 
 
РОСТОВСКИЙ ГОСУДАРСТВЕННЫЙ  
ЭКОНОМИЧЕСКИЙ УНИВЕРСИТЕТ (РИНХ) 
 
 
 
 
 
 
 
Е.Н. Сагайдачная, Е.В. Казанская, Ю.А. Петрова 
 
 
ДЕЛОВОЙ ИНОСТРАННЫЙ ЯЗЫК  
ДЛЯ СТАРШИХ КУРСОВ 
 
 
 
УЧЕБНОЕ ПОСОБИЕ 
 
 
 
 
 
 
 
 
 
Ростов-на-Дону 
Издательско-полиграфический комплекс РГЭУ (РИНХ) 
2020 
 
 

УДК 811.111 (075) 
ББК 81.432.1 
С 12 
 
Сагайдачная, Е.Н. 
С 12 Деловой иностранный язык для старших курсов : учеб. пособие / 
Е.Н. Сагайдачная, Е.В. Казанская, Ю.А. Петрова. – Ростов-на-Дону : 
Издательско-полиграфический комплекс РГЭУ (РИНХ), 2020. – 98 с.  
 
ISBN 978-5-7972-2769-4 
 
 
В учебном пособии представлен теоретический и практический языковой материал, отражающий современные характерные ситуации, возникающие в работе с деловой корреспонденцией. Кроме того, пособие включает в себя образцы типичных деловых писем, контрактов, список инкотерминов, описание внешней структуры и формы делового письма. Предлагаемое учебное пособие может быть использовано на занятиях под руководством преподавателя.   
Предназначено для студентов старших курсов бакалавриата по 
направлениям «Экономика» и «Менеджмент», дисциплине «Деловой иностранный язык», «Профессиональный иностранный язык».  
УДК 811.111 (075) 
ББК 81.432.1 
 
Рецензенты: 
Самарская С. В., к.пед.н., доцент кафедры иностранных языков  
для экономических специальностей РГЭУ (РИНХ) 
Шевченко М.С., к.ф.н., ст. преподаватель кафедры иностранных языков   
ФГКОУ ВО РЮИ МВД России 
 
Утверждено в качестве учебного пособия учебно-методическим  
советом РГЭУ (РИНХ). 
 
 
 
ISBN 978-5-7972-2769-4 
© Ростовский государственный 
экономический университет  
(РИНХ), 2020 
© Сагайдачная Е.Н., Казанская Е.В., 
Петрова Ю.А., 2020 
 

СОДЕРЖАНИЕ 
 
BLOCK 1 .............................................................................................................. 4 
SUBJECT 1: BUSINESS LETTER LAYOUT ................................................. 4 
SUBJECT 2: WRITE TO EXPRESS, NOT TO IMPRESS ........................... 6 
SUBJECT 3: EFFECTIVE LETTER WRITING............................................ 8 
 
BLOCK 2 ............................................................................................................ 10 
UNIT 1. PAYMENT .......................................................................................... 10 
UNIT 2. INCOTERMS 2000 ............................................................................ 24 
UNIT 3. PACKING AND MARKING ............................................................ 35 
UNIT 4. GUARANTEE/WARRANTY ........................................................... 41 
UNIT 5. FACTORING ..................................................................................... 55 
UNIT 6. ARBITRATION ................................................................................. 62 
UNIT 7. FORCE MAJEURE/CONTINGENCIES ........................................ 66 
UNIT 8. INSURANCE ...................................................................................... 72 
UNIT 9. OTHER TERMS AND CONDITIONS............................................ 75 
SUPPLEMENT 1. TERMS OF DELIVERY ................................................. 80    
SUPPLEMENT 2. FORMS OF DOCUMENTS ............................................ 84         
SUPPLEMENT 3. LANGUAGE ASPECTS  
OF COMMERCIAL DOCUMENTS .............................................................. 91 
 
 
 

BLOCK 1 
 
SUBJECT 1: BUSINESS LETTER LAYOUT 
 
Pre-Reading Questions 
1. Why is the layout so important? 
2. What are the main parts of any business letter? 
3. What is the order of the address? 
4. Why shouldn’t the date be written in figures? 
 
BUSINESS LETTER LAYOUT 
Any business letter contains the following major parts: 
1 Letterhead 
2 Sender’s address 
3 Date 
4 Reference (s) 
5 Inside address 
6 Salutation 
7 Subject-heading 
8 Body of letter 
9 Complimentary ending 
10 Signature and conclusion 
11 Enclosure (s) 
(1) Letterheads. The printed letterhead of a company gives a great 
deal of information about it (type of company; its phone number and 
address, etc.). 
(2) Sender’s address. In correspondence that does not have a 
printed letterhead, the sender’s address is written on the top right-hand 
side of the page. 
(3) Date. The date is written below the sender’s address, sometimes 
separated from it by a space. In the case of correspondence with a printed 
letter; it is also usually written on the right-hand side of the page. This 
should be written in full, normally in the order of day, month, year, as in: 
15 November 200... 
Commas should be omitted. The day of the week is not generally 
included as it takes up extra typing space. The order can be free as well: 
November 15 200... November 15th 200... 15th November 200... 
But using «th» is supposed rather old-fashioned. Many firms leave 
out the abbreviation «th» after the date; other firms transpose the date 
and the month, e.g. October 24 instead of 24 October. 

Attention! Whichever you choose you should be consistent 
throughout your correspondence. 
The month in the date should not be written in figures as they can 
be confusing. For example, 11.1.98 means 11th January 1998 in the UK 
but 1st November 1998 in the USA. 
(4) Reference(s). References are a way of identifying a letter. 
They vary from the very simple to the complex. In basic form they are 
the initials of the person who dictated the letter and the typist, e.g. Our 
ref: WPM/OP. Sometimes a file number is added, as in: WPM/OP/69. 
There are two points to remember when using references: 
– be sure that your own references give the necessary 
– information for locating the letter at a later date; 
– in reply, always quote the other party's letter reference. 
(5) Inside (or receiver's) address. This is the name and address of 
the person to whom the letter is being sent. It is written below the sender's address and on the opposite side of the page. After the name of the 
person and/or company receiving the letter, the order and style of addresses in the UK is as follows: 
– name of house or building; 
– number of building and name of street, mad, avenue, etc.; 
– name of town or city and postcode; 
– name of country. 
(6) Salutation. This is the opening words of greeting in a letter. 
The normal form in business correspondence is: 
Dear Sir(s) 
Dear Madam (Mesdames) 
The comma after the salutation is optional. 
Note that in the USA a letter to a company usually opens with 
Gentlemen, followed by a colon, not with Dear Sirs. 
(7) Subject-heading. In business letters this is used to give prominence to the subject matter. 
(8) Body of letter. This is obviously the most important section of 
any business letter. The basic guidelines are: use concise and clear English; uncomplicated words; accurate spelling; considered punctuation; 
sensible paragraphing. Beware of too many short paragraphs since they 
tend to spoil the appearance of a letter. Note also that a letter, unless 
very short, should never be written in one paragraph. 

(9) Complimentary ending (close). The point to remember hem is 
that your ending must conform to your salutation. Here am some examples: 
Dear Sir / Madam                  Yours faithfully 
Dear Mr Paignton 
Dear Mrs Wilson 
Dear Oscar                            Yours sincerely 
Avoid closing with old-fashioned phrases such as We remain 
yours faithfully, Respectfully yours, etc. The comma after the complimentary close is optional.  
(10) Signature and conclusion. The name of the firm or position 
held is normally typed immediately below the complimentary ending, 
allowing sufficient space for signature. Per pro or pp is an abbreviation 
for the Latin, per procurationem, indicating that the signatory has 
signed for and on behalf of the company with full authority. 
(11) Enclosure(s). These are shown by the abbreviation Enc(l) or 
Eno(l)s (if more than one), entered at the bottom left-hand margin. 
 
SUBJECT 2: WRITE TO EXPRESS, NOT TO IMPRESS 
 
Pre-Reading Questions 
1. What is the aim of writing a letter? 
2. What is the difference between speaking and writing? 
3. Do you agree that bad writing can be cured? Prove your point. 
4. What style in writing do you prefer? 
5. Pay your special attention to point 6 that is disputable. What is 
your attitude? Why? 
 
FROM GOOD SPEAKING TO BETTER WRITING:  
WRITE TO EXPRESS, NOT TO IMPRESS 
«Put it in writing!» That's common expression around the office, 
and it's correct. In the business world, nothing really counts or is official 
until it's on paper. Yet our own writing or that of others is often incomprehensible. Or even worse, it sounds as if two computers were having 
a conversation! 
Fortunately, bad writing can be cured. The first step to good writing is to recognise there is a problem and then follow a few easy guidelines. While much of the following advice no doubt will sound familiar 
to you, it's up to you to follow the prescription. 

Here are some ways to improve your writing: 
1. GET TO THE POINT. Put the conclusion at the beginning of 
your writing, not at the end. Don't make a reader or listener guess at the 
point of your message; get it up front. Here's a suggestion: ask yourself 
if you had but one sentence to use in your writing, what would it be? 
More often than not, that will be the bottom line. 
2. WRITE IN A STYLE THAT COMES NATURALLY TO YOU. 
Write as though you were talking to another person. It's OK to use personal pronouns tike I, you, we, she – they give your correspondence a 
human touch. 
3. PLAN YOUR WRITING. Good writing rarely results from a 
blind plunge into the message. Your brain needs to see something on 
paper-or computer screen – before it can begin to organize the ideas. 
You don't need to plan? What if an architect built buildings that way! 
4. REVISE AND RE-WRITE. Few people get it right the first 
time, so edit your own writing. It's the most important step to improving 
it. The best writers in the world continually revise their manuscripts. In 
fact, the design and revision phase of writing should take up 50 percent 
of the time you spend writing. 
5. PRACTICE WRITING CLEARLY. The goal of communication is to be understood. Keep your sentence to 20 words or less. Why? 
Anything longer probably won't be very clear. In addition, use shorter, 
more common words. Why write «utilize» when you mean «use»? People are judged on the power of their ideas, not their long sentences and 
difficult words. Say precisely what you mean. Most of the time, a 
shorter word is more precise. A rule of thumb is to keep long words 
(three syllables or longer) down to 15 percent or less of the total words 
you use. There is nothing so complex that it can't be expressed clearly. 
6. SAY WHAT YOU MEAN. This point relates quite nicely with 
using shorter sentences and words. Chop out all those low information 
content (LIC) words and phrases. 
 
INSTEAD OF: WRITE 
a majority of most 
at the same time as while 
utilize use 
for the purpose of for; to 
for this reason because 
in connection with about 
bringing to a conclusion conclude 

Clichés are similar to LIC words and phrases, except their presence is more obvious and can be more damaging. Whereas LIC words 
and phrases impart a sense of vagueness to writing, clichés make the 
writer sound artificial, insincere or pompous. 
Avoid using words and phrases like these: 
«and/or» «the bottom line is» 
«enclosed herewith» «last but not least» 
«for your information» «regarding the matter of» 
«with reference to» «you are hereby advised» 
«as a matter of fact» «we would appreciate it if» 
 
 
SUBJECT 3: EFFECTIVE LETTER WRITING 
 
Pre-Reading Questions 
1. What problems do people face when they are writing letters? 
2. Why shouldn't you get hung up on grammar or vocabulary?  
3. Is it really necessary to be informal in letter writing? 
4. Which of the suggestions below is the most appealing to you? 
5. How can people express their personality in letters? 
6. Should we write like we talk? Why? 
 
EFFECTIVE LETTER WRITING 
As business people we seem to have no trouble communicating 
by telephone – we're usually informal, courteous and brief. But put a 
pen in our hands and we change into literary Mr Hydes, stuffing our 
sentences with big words, unnecessary adjectives and ambiguous 
phrases. We write painfully, slowly, searching for the right words as 
though trying to impress the reader or hide our own insecurity. 
Our correspondence becomes wordy epistles that are often unintelligible and too formal. 
If you must write letters, try to retain your own personality. Be 
simple. Informal. Natural. And come to the point quickly. Don't get 
hung up on grammar or vocabulary. The trend is toward informality; no 
one will ridicule you for starting a sentence with «and» or leaving out 
the odd verb, or even for allowing a participle or two to dangle. It's more 
important to have your letters carry that personal touch. To have them 
capture the reader's attention. And to write with the reader's wants and 

needs in mind. This doesn't mean you should use poor grammar intentionally. 
Standard English gives a greater assurance that you and your 
reader will be on the same wavelength. But acceptable business style is 
literate, not literary: Ostentation or pomposity does not impress. It only 
arouses suspicion in the mind of the reader. 
Here are a few suggestions to make your letters more natural, and 
more effective: 
Write an opening sentence that will interest your reader. Always 
keep the reader in mind. Don't concentrate on the writing of the letter – 
concentrate on the purpose of the letter. 
Keep your sentences short. It's okay to have a long one now and 
then. In fact, it breaks the monotony. But keep them separated with lots 
of short, simple sentences. 
Use familiar, simple words. Instead of searching for long words, 
designed to impress, try looking for short ones or two syllable words to 
substitute for the long ones. And stay away from jargon. 
Use verbs in the active voice. Don't say «It was decided at a meeting of the board of directors...» Try instead «the board of directors decided...» Using the active voice makes your letters come alive. 
Avoid tiresome expressions. Be original. Stay away from expressions like «a few well-chosen words», «assuring you of our prompt attention» or «attached please find». 
Be direct. Don't use two or three words when one will do. «At your 
earliest convenience» is «soon»; «due to the fact that» is «because». 
Use adjectives sparingly. And stay clear of those senseless, unnecessary adjectives that add nothing to the meaning. For example, 
«practical experience» (is there any other kind?) and establish «necessary criteria» (would anyone want to establish unnecessary criteria?) 
Write in first person. You wouldn't refer to yourself as «he» or 
«one» on the phone, so why write that way? «I hear» is a lot more natural and simpler than «it was brought to my attention». Use plenty of 
pronouns. Especially «you». (Remember the readers.) 
It's oversimplifying things to say «write like you talk». When we 
talk we usually keep repeating ourselves and that just isn't necessary 
when writing. 
 
 

BLOCK 2 
 
UNIT 1. PAYMENT 
 
Vocabulary 
acknowledging – подтверждение 
to cancel – отменять, аннулировать 
to claim – заявлять права на 
collection – инкассирование 
debt – долг 
to default – не выполнять (обязательств) 
to discount – учитывать (вексель, тратту) 
draft/Bill of Exchange (B/E) – тратта, переводной вексель 
due – подлежать (оплате) 
to endorse – индоссировать, делать передаточную надпись 
face value – номинальная стоимость 
to honour – оплачивать, акцептовать (трату, чек) 
hypothecation – переуступка прав на ч-л 
instalment – взнос в счёт уплаты, часть 
Letter of Credit (L/C) – аккредитив 
loan – заём 
maturity – срок платежа по векселю/тратте 
to modify – изменять, видоизменять 
multiple – многочисленный 
negotiable – неименной 
penalty – штраф 
post/mail remittance – почтовый перевод 
presentation – предъявление 
rate – курс 
security – залог, обеспечение 
subsequent – последующий 
telegraphic/telex transfer – телеграфный перевод/перевод 
телексом 
 
Information 
In this clause terms of payment are stated.  
Payment in foreign trade may be made in cash and on credit.