II. Answer the following questions
1) What were the first banks aimed at?
2) Why do many banks enter new areas of business? What are these areas?
3) What forms of banks do you know?
4) What do commercial banks deal with?
5) In what ways can you borrow money nowadays?
III.Sort out the most important information from the text and retell it.
IV. Read and translate the dialogue “Structure and functions of a bank”
Retell it in indirect speech.
| A: B: A: B: A: B: A: B: A: B: A: B: | Who really owns the bank? The stockholders own it. In the beginning, they put up the necessary capital and were granted a charter from the government. Are the members of the board of directors stockholders? Oh, yes. They're chosen by the other stockholders to operate the bank. And the board hires the president and the vice-president to manage it. That's right. Along with the cashier, the tellers and the clerical workers. I guess most of your work has to do with checking and savings accounts and making loans. Yes. But we invest money too. Planning the bank's investments is also very important. Do you divide all the profits among the stockholders? Not all of them. The stockholders receive regular dividends. But some of our earnings are held in reserve accounts. I suppose that would be necessary. Here's a copy of our last published statement. You see the reserves are shown here as surplus and undivided profits. |
DISCUSSION
MEETINGS. NEGOTIATIONS. DEALS
I. Arranging a meeting
Look at this telephone call from the sales representative to a potential new customer. Try to guess the words missing from the conversation. If you cannot guess, select the missing word from the list that follows the dialogue.
| Jackson: Gray: Jackson: Gray: Jackson: Gray: Jackson: Gray: Jackson: Gray: Jackson: | Hello, Jackson is speaking. Good morning, Mr Jackson, this is Mike Gray from Multiscan Industries . Er, yes, what can I____________for you? Well, as you probably know, we are____________a new____________of high-performance microprocessors. I am going to be visiting your__________ next week and I wondered if you would be__________in discussing these new____________and perhaps having a____________? M-m-m, yes, I would certainly be interested . .. Good, would Wednesday morning be____________? Ah, Wednesday is a bit____________; I'm tied up all day. How about Thursday? Thursday would be fine. Can you let me have an hour or so ___________ in the afternoon? Yes, I think that would be possible. Say, four o'clock? Excellent, well, I'll look__________ to seeing you on Thursday then. Goodbye. Goodbye. |
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| convenient models interested do office | introducing sometime difficult demonstration range forward |
II. Getting a meeting under way
When you take part in a meeting you can use some useful phrases
| Opening a meeting. Right then Right, can we start? Ladies and Gentlemen, are we ready to begin? Ok then, perhaps we could make a start? If everybody is ready, maybe we could make a start? Directing attention. Let’s get straight down to business Shall we get down to business? Let’s get the meeting underway. Inviting someone to state their position. Would you like to start, John? Could I ask for your comments first? Could I ask you for your view on this matter? What are your first impressions of the new proposals? Making suggestion. Couldn’t we make a better offer? Why don’t we . . . ? I think we should . . . What about . . . ? Let’s consider . . . Maybe it would be a good idea . . . ? Have you thought about . . . ? What do you think of . . . ? | Hesitating. Oh, let me think for a moment. Well now . . . I’m glad you asked me that . . . I’ve no idea. I’m afraid I can’t answer that I’ll need some time to think about it Interrupting. Do you mind if I just interrupt? Could I say something on that point? May I add something to that? Excuse me, but could I just say something? Agreeing. I absolutely agree. You are right (of course). Yes indeed! I quite agree with you. Exactly. That’s true. That’s a wonderful idea. Disagreeing. Are you sure? I don’t think I really like the idea. No, I disagree. |
III. Negotiations
I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are.
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Ten rules for negotiating.
1. Find out how many points are to be negotiated.
2. Start from an extreme position.
3. Assume the other person owes you a concession.
4. Don’t concede without exchange.
5. Don’t give what you can sell.
6. Exaggerate the value of your concessions, minimize the value of the other person’s.
7. If they insist on “principle”, expect a concession in return.
8. Only threaten what you are prepared to carry out.
9. Don’t show disrespect to the other person.
10. If you’re happy with the result, don’t shout “I’ve won”
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