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English for Sales and Purchasing by Lothar Gutjia and Sean Mahoney.

Published and copyright, Oxford University Press, 2009.

Unit 1.

Exercise 1.

Carol.

Well, first of all, I am constantly telephoning people and writing emails.

You have to maintain contact with your clients if you want to succeed.

This means that I also often visit them to present our products or to make offers.

I go to a lot of trade fairs too, both to look for new contacts and to keep in touch with old clients.

One thing I find quite difficult is negotiating contracts, you know, agreeing the terms and conditions of the sale.

That can sometimes be tricky.

And of course, handling complaints is not my favourite task either,

although I try to see complaints as an opportunity to improve my relationship with the customer.

In the office, I spend a lot of time doing market research.

The tools we have nowadays are excellent, and also looking at tenders that we may want to make a bid for.

I also need to liaise with various internal departments, especially R &D and our production department.

Close contact with them is important for making sure our company delivers the service that our customers are looking for.

Dong Sun A lot of my work involves writing and checking written information.

We have to fill in order forms, deal with the correspondence and invoices we get, and check the details, like delivery dates and so on.

I spent a lot of time collecting and comparing offers from suppliers, which means quite a lot of analysis work.

And of course I have to write lots of emails.

Most of these are in English.

And also draw up tenders and invitations to bid.

Doing market research also means we have to write lots of reports for other departments in our company.

But the job isn't only a lot of paperwork.

I also get out to meet people.

I enjoy visiting trade fairs,

for example, as it is a chance to look at the new products on the market and meet with the suppliers directly.

I'm also often involved in negotiations with our suppliers.

For this, we need to liaise closely with the business unit, which has placed the order.

Our department is basically responsible for making sure that our colleagues have everything they need to do their jobs.

Unit 1.

Exercise 6.

So what about the sales meeting last week?

How did it go?

It was very good, actually.

They're still working on the minutes, but Iris asked me to fill you in on the main points.

Good.

Well, first of all, Chin Sun has revised our sales targets.

Oh, really?

So how do they look now?

Well, the targets are quite challenging, actually.

She wants to increase the sales volume by 10 % overall.

I think she's under pressure from management.

Yes, maybe you're right.

There are also some specific goals for the various regions.

For example, there are going to be two new facilities, one in Dubai and one in Beijing.

Apparently, we are planning to make a big push in these areas and management thinks the time is right.

Maybe it's the right attitude to have at the moment.

It would be nice to really enhance our image internationally.

It certainly means we'll be ahead of our new targets, if it all works out, that is.

So, what else?

India is going extremely well and most of the other areas are only just below target.

The only problem is, as you know, our South American business.

Right.

Did Chinson present my ideas for improving sales there?

Yes, she did.

Headquarters agreed that we should offer more scheduled flights and also start selling charter flights for some clients.

It won't be easy to turn the situation around, apparently, but it is possible.

We will also need a sales promotion specifically for the region, perhaps something like an early booking discount.

I'll look into that, although I'm afraid it might exceed our budget.

Maybe, but you're right, we should look into it.

We definitely need to put in more orders overall.

Okay.

I could also contact the corporate clients in my area and present our new offers to them.

That way we'll bring in new orders, I'm sure.

Good idea.

I'll do the same.

Oh, look at the time.

I'm sorry, but I've got to run.

Perhaps we can talk more later?

OK, no problem.

Thanks a lot, James.

See you later.

Bye.

Exercise 9 Interflights, hello?

Hello, it's Kim Dong -san from Purchasing here.

Could I speak to John Murphy, please?

Speaking.

Hi, Dong -san.

Hi, good morning, John.

Do you have a moment to talk about your request for company credit cards?

Ah, yes, right.

Thanks for getting back to me.

No problem.

So, I understand you want all flight personnel to be able to draw cash in foreign locations?

Yes, that's right.

Is there a problem?

I typed all the specifications into the system yesterday.

Are there no suppliers for that kind of service?

No, that's not it.

As you know, we have some new policies here.

We want to offer a better service than just fulfilling your specific order.

It is our goal to solve your problems by what we purchase.

So, could you help me understand the reason for the order?

I understand the crews need to stay overnight a lot and in some places they need some cash.

That's right.

Our people fly to different places around the world.

Sometimes they might also have a stopover where they need cash for a drink or a paper or even local transportation.

100

OK.

101

In that case, there could be a number of solutions.

102

We could provide them with special debit cards,

103

or we could give our partner hotels the facility to pay a limited amount of cash to our crew

104

and then claim this back from us.

105

Interesting.

106

I must admit I hadn't thought of that option.

107

OK.

108

What I'll do then is contact a couple of possible suppliers and arrange to get some offers.

109

We can then compare them to see which gives us the best solution.

110

Also, I can talk to different kinds of suppliers, not just for the credit card solution, thereby increasing the competition.

111

It should mean we can find an even cheaper solution.

112

Sounds good.

113

Is there anything you need from me?

114

Not at the moment.

115

Thanks for your time.

116

Bye, John.

117

Right.

118

Talk to you later then.

119

So, I wanted to update

120

you all on the situation with the various offers purchasing has received for credit cards for the international flight crew.

121

Dongsun's team is currently comparing these offers.

122

The competition is very tough at the moment, which is, of course, good for us.

123

Not all suppliers were able to meet our specifications, so they were able to exclude some offers straight away.

124

They will have to assess the rest very carefully and perhaps put in some requests for more information.

125

But the people in our purchasing department are very thorough, and I'm sure they will find the best solution for us.

126

Exercise 1 Hello, uh, Mr Adams.

127

Do you have a minute?

128

Yes, certainly.

129

But please call me Donald.

130

And I'm Brigitte.

131

Brigitte Dupont.

132

Pleased to meet you.

133

Pleased to meet you too, Brigitte.

134

So, how did you like the presentation?

135

Well, I found it very interesting.

136

I've listened to many presentations this week, as you can imagine.

137

And yours was definitely one of the more relevant for me.

138

That's good to hear.

139

I tried to give a good overview of our range of products.

140

Can I ask which company you're with? Of course.

141

I'm a senior purchaser at Air South, responsible for engine parts.

142

Air South, right.

143

That's very interesting.

144

Do you think that our MRO services may be of interest to you?

145

Well, that's why I wanted to talk to you.

146

We're actually looking for new partners at the moment.

147

I would need more details about what you can offer, of course.

148

Yes, I can understand

149

that this is perhaps not the best place to discuss details

150

though doesn't air south have an office here in Brussels yes

151

that's right I'm actually based here in Brussels although I'm quite often on the road I see well

152

if you have time next week perhaps you'd be interested in

153

meeting after the trade fair is over I'd really like to hear more about your company

154

and could give you a more detailed presentation of what we offer yes

155

that's a good idea in next two weeks would work well.

156

then some of my colleagues could be there too.

157

Right.

158

Could you give me your card?

159

Then I can ring you on Friday to set up an appointment for next week.

160

Good.

161

And meanwhile, I'll speak to my colleagues and see what time is best for us.

162

So, here you are.

163

And here's mine.

164

Great, Brigitte.

165

I'll ring you as soon as the fair is over.

166

Good.

167

I'm looking forward to hearing from you.

168

In the meantime, would you like to look at our new catalogue?

169

It has short descriptions of all the new products we're launching.

170

Thanks.

171

I've already taken one.

172

It was nice to meet you, Donald.

173

Goodbye.

174

Goodbye, Brigitte.

175

Talk to you soon.

176

Sorry, is this seat taken?

177

No, no. Please, feel free.

178

Thanks.

179

A nice pub, isn't it?

180

It reminds me very much of England.

181

Yes, me too.

182

Is that where you're from?

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No, I'm from Germany.

184

But I often go to England on business.

185

Really?

186

I'm actually from Liverpool, and this sort of pub makes me feel right as home.

187

Yes, I can imagine.

188

Have you had a chance to look around Brussels while you've been here?

189

Well, yes, a little.

190

I think it's a nice place to have a fair, don't you?

191

Yes, I like coming here a lot.

192

There are quite a few of these comfortable pubs with very good beer and live football matches on TV.

193

Are you interested in football?

194

Yes, I am actually.

195

Liverpool's my team.

196

That makes sense.

197

And Werder Bremen's mine.

198

Bremen's my hometown. Of course.

199

By the way, I'm Brendan, Brendan Johnson.

200

I'm with Aircraft Maintenance Inc in Liverpool.

201

That's a coincidence.

202

I'm also in the airline industry.

203

Ah.

204

Reiner Nowak's my name.

205

I'm a buyer at Low Cost Flights International in Bremen.

206

Nice to meet you.

207

So, how was your fare so far?

208

Good.

209

I've been trying to find new suppliers for special overhauls, so I've been quite busy.

210

I know what you mean.

211

You know, there certainly are a lot of German companies here.

212

It always amazes me how much in -depth information German business people provided these fairs.

213

They always seem to get right down to business.

214

True.

215

We Germans want to deliver solid data with lots of facts and specifications.

216

We don't want to waste time on a lot of unessential talk.

217

That's interesting.

218

For me, the unessential talk is often the most interesting.

219

I see trade fairs as a place to get to know people, to make contacts, and not just to discuss the specifications of a particular product.

220

You can always talk about details and the nitty -gritty later.

221

Yes, I see your point.

222

So, you're looking for suppliers.

223

May I ask if you already have some information about my company?

224

No, I don't think I do.

225

You know, you might be interested in our brochure.

226

Will you be staying at the fair long?

227

Yes, till Friday.

228

Good.

229

Perhaps I could come by your stand sometime and I could brief you on our products.

230

I think we could have what you're looking for.

231

That sounds fine.

232

How about tomorrow afternoon?

233

That sounds great.

234

Here's my business card, and I'll just write down our stand number.

235

At around 3 p .m., say?

236

That sounds good.

237

Now, tell me, what's your favourite Belgian beer?

238

clever catering purchasing department in a stall speaking good morning in s it's

239

Marco Falcone of vino rubinetto here do you have a moment yes of course

240

Marco it's nice to hear from you how have you been fine but busy you know how it is Yes,

241

sometimes it all seems to come at once

242

Anyway, what can I do for you?

243

Well, this month we are promoting some of our new products in Europe And we thought clever catering might be interested

244

Yes, of course

245

We're always interested in finding out what's new

246

But first of all, did you hear that we won an international award in Rome last month?

247

Yes, I did actually

248

congratulations thank you we were very pleased I mean we are convinced of the quality of our products of course

249

but it's quite nice to receive international recognition the award

250

we won was for our new variety of sparkling red wine Rosso frisante have you heard of it

251

Yes, I saw it mentioned in your new brochure and I read something on your website.

252

Great.

253

It's an exciting product, isn't it?

254

Do you think this wine may be of interest to you and your clients?

255

Well, as you know, Marco, we are always looking for new, high -quality wines.

256

But I'm not sure we're really looking for this type of wine it may be a little too,

257

let me say, exotic for our customers.

258

Yes, I can understand your point.

259

I admit it is an unusual wine, but we're very confident that people will enjoy it,

260

and it is perfect for the forthcoming spring and summer seasons.

261

Hmm, you have a point.

262

By the way, Marco, we will be putting out tenders soon for the next season, So your call is just in time.

263

That's great.

264

We will definitely want to put in a bid.

265

You know, Inez, I can tell you now

266

that we are in a position to offer you special rates for your first order,

267

but I would prefer to come to your office and discuss the details with you.

268

Then I could also tell you about some of our other products.

269

I'd be happy to meet you, Marco.

270

Just let me have our experts look at the Rosso Frizanti first and if we are still interested, we could meet after that.

271

That would be great.

272

I will send some bottles today for them to check.

273

Perhaps we could meet in about two weeks.

274

Is that enough time?

275

It should be.

276

I'll give you a call when we're ready.

277

Thanks.

278

I look forward to hearing from you and I'm sure you'll be impressed with this wine, Inez.

279

Okay, Marco.

280

Thanks for the call.

281

Bye now.

282

Goodbye.

283

Exercise 11.

284

Marco, I'm afraid there are some differences between your offer and what we asked for in the RFP.

285

Do you mean clear bottles versus green?

286

Yes, that's one of the differences.

287

You know, we just don't like the idea of starting with green bottles and changing to clear, as you suggested in your offer.

288

Yes, I see your point.

289

Well, I have some good news on that.

290

We've spoken to our supplier again, and it seems they can deliver the clear bottles earlier than expected.

291

So, if I understand you correctly, you will be able to supply both wines in clear bottles as we requested.

292

That's correct, yes.

293

Well, that's good.

294

OK, the next thing is the price.

295

The price?

296

Could you be more specific?

297

Well, especially for the sparkling red, it's quite high, and definitely not within our budget.

298

Well, I did give you a range of prices depending on the quantity purchased.

299

Right.

300

And 26 euros really is a good price.

301

Remember, it's a high -quality wine and quite unique, but I'll see what I can do so you'll get back to me on

302

that yes good okay next there's the availability excuse me the what I didn't catch

303

that availability we need wines that are available for at least ten years I see

304

and in our offer we said five years right?

305

That's correct.

306

Well, that's a bit more complicated.

307

The problem is that...

308

Exercise 1 Hello Gabby.

309

Good to see you again.

310

You too, Gavin.

311

How was your journey?

312

You drove down from Hamburg this morning, didn't you?

313

Yes, that's right.

314

Everything was fine.

315

The German highways really are excellent, if there are no traffic jams, of course.

316

You're lucky you missed the rush hour traffic.

317

That's the worst.

318

Can I offer you tea or coffee?

319

Tea, please.

320

Thank you.

321

And here's sugar and milk if you need it.

322

OK, let's get started, shall we?

323

I'd first like to summarise what's happened so far, if that's all right.

324

Yes, good idea.

325

Right.

326

Well, as you know, we've decided to lease a new fleet of cars for our management.

327

You've seen our specifications and I've received your offer.

328

Yes.

329

And what is your reaction?

330

Well, in general, it seems fairly competitive, but we feel the overall price is too high.

331

You know we've received an alternative offer with almost the same terms and conditions, and for a very good price.

332

Can I ask what they're offering?

333

Well, one major point is that if we leased from them, we would receive all the types of cars that we need,

334

without any additional fees for special cases. For example, they would not charge us extra for the four

335

or five cars with right -hand drive that we need for Britain and Ireland.

336

Right, I see.

337

Maybe we could do something there.

338

How about this?

339

If you took just five more cars in that region, we could lower our offer by 5%.

340

How is that possible?

341

With a higher number of cars, we could pass our tax advantage on to you.

342

OK, sounds good but if we do that

343

if we order five more cars we will also need a reduction in the overhead costs for repairs

344

and maintenance what you have in our offer is already a very competitive fixed price for each repair yes well

345

but I was thinking

346

if you gave me the annual overhauls plus the mounting of winter tires free of charge

347

we could shift these costs so that they come under the budget for leasing more cars in the UK.

348

Aha!

349

If I had known of that possibility, I would have offered you our special repair insurance.

350

You see, when you pay the monthly fee for repair insurance, we cover all costs for inspections and repairs due to wear and tear.

351

With the additional winter package, everything would be covered. That sounds very good.

352

I will obviously have to do the calculations again.

353

There is just one last thing.

354

If we extended the duration of the contract by another four years,

355

would you provide us with another 5 % discount on the overall price?

356

Hmm, 5 % sounds a little high.

357

I would say 4 % is the limit there, but let me get back to you.

358

In the meantime, I'll send you the conditions for the insurance

359

and an interim summary of our agreements by the end of this week.

360

That will be fine.

361

I'll call you early next week and let you know how the calculations work out.

362

Good.

363

Hopefully we'll be able to sign the contract next week.

364

Meanwhile, Gabby, I had a question about something else.

365

Unit 4.

366

Exercise 3.

367

1. The product is exactly what you're looking for, isn't it?

368

Yes, we're happy with the product, but the price you offered is a little high at the moment.

369

Is there any way you could reduce the price, say with a discount?

370

Well, if you bought another 10 ,000, we would reconsider our offer.

371

Two.

372

We could think about the delivery dates, perhaps.

373

What do you mean?

374

Well, maybe we can agree to order the items in the next few weeks

375

if you think you can come down a bit on the price.

376

We will certainly reduce our price if you buy before the end of the month.

377

Three.

378

We obviously want to create long -term relationships with our customers.

379

Yes, but I'm sure you agree that we also need some benefits for the relationship to continue.

380

Can you guarantee us cheaper prices if we continue to order from you?

381

Certainly.

382

Our clients always get discounts when they stay with us over time.

383

4. We've really gone down to the lowest possible price now, I'm afraid.

384

But it's still not as good as the offer in terms of the service provided, and we've already discussed the fact that the repair cost,

385

for example, will really be very minimal.

386

That is correct.

387

Of course, we're convinced of the quality as well, so I'll include repair costs in our offer, if you accept the price as it is.

388

5. We've been mostly happy with the product so far, but of course we are always looking at our options.

389

So in this case, in order to continue ordering from you, we would need these small changes to the contract.

390

But we're not sure that this will still be profitable for us if we agree to these changes.

391

I'm sorry, but we really have no choice.

392

We could only extend the contract if you agreed to all the terms.

393

Thank you.

394

Exercise 6 So, as you know, I'd like to discuss some of the terms in the offer you sent.

395

Yes.

396

What is your overall impression?

397

Well, compared to the other offers we've received so far, it's certainly in the ballpark.

398

But, as I said, we need to discuss some of the details.

399

OK.

400

Where would you like to start?

401

Perhaps with the leasing period.

402

It is very long.

403

Yes, I agree.

404

That enables us to offer you a better price, which I'm sure is in your best interest, isn't it?

405

Normally it is, yes, but unfortunately not in this case.

406

You see, the maximum leasing period was fixed by our board of directors.

407

Ah, I understand your difficulty.

408

However, the period we are offering is the standard term here in London.

409

If you want to differ from that, we will have to increase the leasing rate.

410

Normally, we could accept that, but I think we also need to consider that the building has been empty for the past three months,

411

and there seem to be no other interested parties.

412

You may have a point there, but the leasing period is an extremely important factor in setting our price.

413

Maybe we could set a dynamic rate based on your turnover at these premises.

414

I'm sorry, I'm not with you.

415

What exactly are you proposing?

416

Well, we could fix a basic rate that is lower than our current offer, but then we would receive a percentage of your turnover.

417

If the café is the success we're all hoping for, it will be beneficial to both you and us.

418

Would that be acceptable?

419

That may be a possibility, but I would have to talk to my boss about it and get back to you.

420

On the next point...

421

Unit 4, Exercise 9

422

The way I understand the situation at the moment is that you are generally happy with all the terms of the contract,

423

it's just the price which remains a problem.

424

That's right, Gavin.

425

We would like to create a long -term partnership.

426

That is certainly in our best interests.

427

But in order to start that, we really need a lower price.

428

I can understand the price issue is important for you, Gabby.

429

And we're also looking at becoming your long -term partner here.

430

However, both parties have to benefit for that to work.

431

Don't you agree?

432

Yes, of course.

433

But what can you offer us in relation to the price?

434

Well, we can reduce the total price by 5 %

435

if we receive a down payment of at least a third of the annual turnover within seven days of signing the contract.

436

You know, Gavin, that we expected 6%, not just 5%.

437

Unfortunately, we really can't go any further with the overall price.

438

Yet you are still above the other offers.

439

If that is your last word...

440

There is one last possibility.

441

So far, we have not talked about one -day registration.

442

That means we would register the car formally under German law and deregister it the next day.

443

Thus, we could offer them to you as used cars at a lower price.

444

Is that because you would then receive state subsidies?

445

Yes, that's right.

446

That should enable us to offer you the 6 % you need.

447

Well, it sounds fine to me.

448

I'll check it internally and get back to you.

449

But I don't see a problem at the moment.

450

All right.

451

I guess that's it then.

452

All other details will have to be dealt with on the basis of our standard terms and conditions.

453

Agreed?

454

That should be fine.

455

I'll check with our lawyers and confirm it for you as well.

456

Thanks.

457

I'm happy we found a solution, Gabby.

458

I'll send you an email tomorrow summarising our agreement.

459

Then our lawyers can draft the contract.

460

Exercise 1.

461

Call 1.

462

Tejid, Jean Dubon speaking.

463

Hello, Jean.

464

It's Junko from JapanCom in Tokyo.

465

How are you this morning?

466

Oh, fine, Junko.

467

Thanks. And yourself?

468

Not bad.

469

At least the sun is shining today.

470

Yes, here too.

471

A nice improvement.

472

So what can I do for you today?

473

We would like to order some USB adapters for our network.

474

Both the XPR14...

475

and XPQ12 models.

476

OK, let me just write this down.

477

So, model number XPR14, how many do you need?

478

We need 400.

479

And then for model XPQ12, 250.

480

Can you manage delivery to our office in Osaka by Friday morning?

481

Yes, of course, that's no problem so let me just make sure I've got everything down right.

482

So that's model XPR14 400 units and XPQ12 250 units to be delivered by Friday morning to Osaka.

483

Yes, that's right.

484

Fine.

485

I'll fax you a model contract immediately.

486

As soon as we get that back with your signature, we can send off the shipment.

487

OK.

488

That sounds fine.

489

Thanks, Sean.

490

My pleasure, Junko.

491

Bye.

492

Bye.

493

Phone Europe.

494

Alex Beck speaking.

495

Hello, Alex.

496

It's Jean Dubon at Tégide in Lyon.

497

I have just received your message.

498

Hi Jean, yes, thanks for getting back to me.

499

As I said in my message, we are ready to place our first order under the frame contract.

500

That's great Alex.

501

Let me just find a pen so I can write this down.

502

OK, go ahead.

503

OK, we'd like to have 13 ,000 extension leads.

504

Sorry Alex, did you say 13 ,000 or 30 ,000?

505

13, 1, 3.

506

OK, 13 ,000.

507

Yes, that will be fine.

508

Obviously, we need to talk about the delivery date.

509

If I remember correctly, we promised we would deliver that quantity within two months.

510

Yes, that's correct.

511

Good.

512

I know our production unit is ready, so I'll pass the order on to them.

513

But you will email us the form as required, right? Of course.

514

I'll email it to you straight away.

515

That's great, Alex.

516

I'll be in touch to let you know how things are going.

517

Thanks, Jean.

518

Have a nice day.

519

You too, Alex.

520

Bye.

521

Fashion mode.

522

Roberto Branca speaking.

523

How can I help you? hello Roberto, Anna from Stores International in Leeds here how are you?

524

hi Anna, I'm fine thanks, you too I hope so, I saw your first order two days ago yes,

525

that's actually why I'm calling I need to change the order

526

but I'm not sure if the online tool for doing that is ready yet sorry

527

Anna, unfortunately that's right it should be available next week as soon

528

as all the features of your client access have been installed

529

but it's no problem I can type the changes into the system here okay thanks

530

but I'll need written confirmation as well yes of course I'll enter the changes into the system

531

and the software will automatically generate a confirmation email would

532

that be okay oh absolutely

533

so first could you please tell me the order number yes

534

it's wc zero zero zero one hyphen one two eight j h okay one moment

535

right here it is

536

so what do you need changed first

537

i have two corrections one is the place of delivery for item number seven

538

it ought to be Brighton not Birmingham Brighton okay I've got that and

539

the second change the women's t -shirts should be light green not light blue right

540

that's article number six I've changed that to light green wonderful

541

and finally could I also ask you to add another item

542

to the order certainly can we have two thousand women's jeans

543

black black did you say not blue like those are for the men no no black is correct aha

544

that's model number j m hyphen

545

one five k they should be delivered on the ninth of november to leeds okay is there anything else

546

i can do for you no that's all for now thanks roberto my pleasure

547

And as I said, you should be able to do this kind of thing online by the end of next week.

548

And if it still doesn't work then, just let me know.

549

Great, Roberto.

550

I really appreciate it.

551

Thanks again.

552

Bye.

553

Exercise 10.

554

1. The order number is 82 backslash 55 WR60.

555

Have you got that?

556

Two.

557

The sales have been great.

558

So far this year, we've sold a total of 136 ,587 units.

559

That's an increase of 13 % over last year.

560

Three.

561

Good news.

562

We can save up to £18 ,500 each quarter if we switch suppliers.

563

I'm pleased to report that this facility was able to increase its output from £850 ,000 to £1 .9 million last quarter.

564

5. I have a question about one of the items you ordered.

565

It's item number 17YTE -38R, the 3 .8mm cable.

566

6. The net total for your latest order is 128 ,876 euros 78 cents.

567

With the Dutch VAT of 19%,

568

this gives you a gross total of 153 ,363 euros 37 cents.

569

Unit 6, Exercise 1, Core 1

570

There seems to be a mistake with the shipment.

571

Oh, sorry to hear that.

572

What exactly is the problem?

573

Well, we placed an order for 10 sensors, model number TZ20, but instead we have received 20 TZ10 sensors.

574

I'm afraid this delay is going to cause us problems.

575

Yes, I can understand.

576

We will, of course, send the correct models as soon as possible.

577

Sorry, but I need something more specific so I can tell our customers.

578

Can you manage delivery by Friday?

579

That would be our absolute deadline.

580

Yes, of course.

581

I can confirm that you will receive the sensors first thing Friday morning.

582

Call 2.

583

We called you yesterday morning about the network you installed.

584

I'm afraid that it's still not working correctly.

585

Oh, that's strange.

586

I asked our service team to send a technician to take care of it immediately.

587

Somebody should have fixed the problem yesterday.

588

Well, I haven't seen any technicians, and I must say I'm getting rather annoyed.

589

Our mail order unit still can't access the system and it's costing us money.

590

I realise this must be frustrating for you.

591

How can I best help you?

592

I need someone here by noon, or else we will have to consider switching to a different system. By noon?

593

That should be no problem.

594

I'll personally get onto the service unit immediately and make sure they take care of it.

595

Can you confirm that someone will be here by noon?

596

We can't afford any more delays.

597

Yes, I understand.

598

I can assure you that the technician will be on your premises before 12 o 'clock.

599

OK, thanks.

600

Exercise 4 Hello, Alina Novak speaking.

601

Hello, Alina.

602

It's Linda Matthews at Logistics International here.

603

Hello, Linda.

604

How are things in Glasgow?

605

Well, not so good.

606

Unfortunately, there's a problem with the latest shipment.

607

Oh, I'm sorry, Linda.

608

What seems to be the problem?

609

We ordered your special premium paper for our copiers and printers a week ago, but we've received the wrong paper,

610

and we have some very urgent orders coming up.

611

Right, I understand your situation

612

Of course you can't send out your material with the wrong paper

613

No, we can't, and our deadlines are approaching

614

Okay, Linda, I realise this is a priority for you,

615

so I'll see to it immediately May I just ask you a few questions first?

616

Yes, sure.

617

What exactly do you mean by the wrong paper?

618

I mean, is it the thickness, the size, the colour or the quality?

619

Actually, the major problem is that the paper has a watermark that's not ours.

620

Also, the paper's standard white instead of cream white as ordered.

621

Right.

622

And can I just ask one more thing?

623

I see from my documents that you also ordered shipments of standard white paper.

624

Is that correct?

625

Yes, that's used for internal documents.

626

But we ordered the other type of paper last week. Of course.

627

There must have been a mix -up.

628

I'll speak directly with production and arrange a special delivery to you by 10am tomorrow

629

Would that suit you?

630

That's fine I think we can wait until then

631

Can you guarantee that delivery time?

632

Yes, absolutely We really can't afford any more problems I understand

633

I'll make sure the shipment is at your location no later than 10am tomorrow

634

I'll also fax you a copy of the original order

635

Could you please fax it back to me immediately

636

With your signature for confirmation?

637

Yes, that's no problem

638

Thanks, Linda I'm really sorry about this

639

And I'll personally make sure you get the right paper tomorrow

640

Thanks, Alina Bye Bye, Linda

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このレッスンの語彙とスピーキングのポイント

このスピーキングレッスンは、動画「English for Sales and Purchasing」を教材にしています。この動画には、シャドーイング用の文が639文、単語が5542語あります。音声の長さは41:51です。話す速さは1分あたり約132語で安定しており、シャドーイングしやすいペースです。単語の86%は英語の頻出3,000語に含まれます。残りは練習の前に確認しておきましょう。

この動画の重要語彙

動画に出てくる覚えておきたい単語15語を、発音と意味つきで紹介します。

単語	発音	意味
supplier 名詞	/səˈplaɪə/	サプライヤー, 供給者
repair 動詞	/ˈɹiːpɛɚ/	修理する
specification 名詞		仕様, スペック
discount 名詞	/ˈdɪskaʊnt/	割引, 値引き
compare 動詞	/kəmˈpɛɚ/	比べる, 比較する
confirm 動詞	/kənˈfɝm/	確認する
presentation 名詞	/ˌpɹɛzn̩ˈteɪʃn̩/	贈呈
goodbye	/ɡʊdˈbaɪ/	さようなら, さよなら
noon 名詞	/nun/	正午, 真昼
euro 名詞	/ˈjʊɹoʊ/	ユーロ
tender 形容詞	/ˈtɛn.dɚ/	過敏
confirmation 名詞	/ˌkɑn.fəɹˈmeɪ.ʃən/	確認, コンファーム
colleague 名詞	/ˈkɒliːɡ/	同僚, 同業者
sensor 名詞	/ˈsɛn.sɚ/	センサー, センサ
turnover 名詞	/ˈtɝnoʊvɚ/	取引高

動画に出てくる句動詞

単語	発音	意味
look forward to 動詞		楽しみにする
come down 動詞		降りる
come up 動詞		上がる, 登る
draw up 動詞		練る
find out 動詞		見出す, 調べる
go ahead 動詞	/ˌɡoʊ əˈhɛd/	どうぞお先に
look around 動詞		見回す
write down 動詞		書き留める, 記す

繰り返し練習したい文

動画に出てくる短く完結した文です。日常会話でそのまま使えます。

Perhaps we can talk more later?
Is there anything you need from me?
Can I ask which company you're with?
Is that where you're from?
Can I ask what they're offering?

この動画の文法

話し手がよく使っている文型を、動画の実際の表現とともに紹介します。

文型	動画での表現
条件文 if + 節, will/would + 動詞 — 条件とその結果	if I understand you correctly, you will be · if we leased from them, we would receive
現在完了形 have/has + 過去分詞 — 過去の出来事が今も関係している	has placed · has revised · has received
受動態 be + 過去分詞 — 誰がするかより、何が起きるかに焦点を当てる	be impressed · would be covered · was fixed
関係詞節 who / which + 節 — 人や物について情報を加える	suppliers, which means · unit, which has · moment, which is

注意したい発音

話し手はI'm, I'll, we'reなど、短縮形や弱形を137回使っています。聞こえたとおりの短い形で発音しましょう。

「th」の音: ninth /naɪnθ/, thereby /ðɛɹˈbaɪ/, thorough /ˈθʌɹoʊ/, forthcoming /fɔɹθˈkʌmɪŋ/, thickness /ˈθɪknəs/
「sh」と「zh」の音: shipment /ˈʃɪpmənt/, presentation /ˌpɹɛzn̩ˈteɪʃn̩/, confirmation /ˌkɑn.fəɹˈmeɪ.ʃən/, technician /tɛkˈnɪʃən/, calculation /ˌkælkjuˈleɪʃn̩/
長い単語（アクセントの位置に注意）: confirmation /ˌkɑn.fəɹˈmeɪ.ʃən/, availability /əˌveɪ.ləˈbɪl.ɪ.ti/, complicated /ˈkɑm.plɪˌkeɪ.tɪd/, recognition /ˌɹɛkəɡˈnɪʃ(ə)n/, unusual /ʌnˈjuːʒ(u)əl/

日本語話者が苦手な音：

/r/ と /l/ の区別 — /l/ は舌先を歯茎につけ、/r/ はどこにもつけない: correctly /kəˈɹɛk(t).li/, sparkling /ˈspɑɹkl̩ɪŋ/, carefully /ˈkɛɹf(ə)li/, congratulations /kənˌɡɹæt͡ʃəˈleɪʃ(ə)nz/, relation /ɹɪˈleɪʃ(ə)n/
/v/ — /b/ にならないように、上の歯を下唇に当てる: turnover /ˈtɝnoʊvɚ/, convince /kənˈvɪns/, clever /ˈklɛv.ɚ/, availability /əˌveɪ.ləˈbɪl.ɪ.ti/, overhaul /ˈəʊvəˌhɔːl/
/f/ — 「フ」ではなく、上の歯と下唇で出す: confirm /kənˈfɝm/, confirmation /ˌkɑn.fəɹˈmeɪ.ʃən/, carefully /ˈkɛɹf(ə)li/, difficulty /ˈdɪfɪkəlti/, fleet /ˈfliːt/

この動画での練習方法

まず声を出さずに動画を最後まで聞き、知らない単語をメモします。
通常の速度で一文ずつシャドーイングし、話し手のリズムに合うまで繰り返します。
自分の声を録音して元の音声と比べます。supplier, repair, specificationなどの単語に特に注意しましょう。

シャドーイングとは？英語上達に効果的な理由

シャドーイング（Shadowing）は、もともとプロの通訳者養成プログラムで開発された言語学習法で、多言語習得者として知られるDr. Alexander Arguelles によって広く普及されました。方法はシンプルですが非常に効果的：ネイティブスピーカーの英語を聞きながら、1〜2秒の遅延で声に出してすぐに繰り返す——まるで「影（shadow）」のように話者を追いかけます。文法ドリルや受動的なリスニングと異なり、シャドーイングは脳と口の筋肉が同時にリアルタイムで英語を処理・再現することを強制します。研究により、発音精度、抑揚、リズム、連音、リスニング力、そして会話の流暢さが大幅に向上することが確認されています。IELTSスピーキング対策や自然な英語コミュニケーションを目指す方に特におすすめです。

シャドーイングのやり方: ステップ別の完全ガイドを読む →

シャドーイング練習: English for Sales and Purchasing - 動画で英語スピーキングを学ぶ

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このレッスンの語彙とスピーキングのポイント

この動画の重要語彙

動画に出てくる句動詞

繰り返し練習したい文

この動画の文法

注意したい発音

この動画での練習方法

シャドーイングとは？英語上達に効果的な理由