Экономическое сотрудничество (стр. 3 )

Exercise 2. Wright out all unknown words from the text. Do it as in the model.

Model:

1. Management 1. управление

2. Etc. 2. и т. д.

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 3. Put questions to the text. Give answers to the text.

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 4. Take out from the text one sentence (утвердительное предложение) and put all types of questions to this sentence.

Model:

There are three management levels…

1.  Общий ТВП.

2.  Специальный ТВП.

3.  Альтернативный ТВП.

4.  Разделительный ТВП.

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 5. Retell the text.

Exercise 6. Find out the translation of these words. Write them down.

1.  Sole proprietorship - a. управление

2.  Partnership - b. доля

3.  Share of profit - c. партнерство с ограниченной

юридической ответственность

4.  Come tax – d. партнерство

5.  Management – e. недостатки

6.  Corporation – f. налог на доходы

7.  Advantages- g. льготы по налогообложению

8.  Tax advantages (benefits) - h. доля прибыли

9.  Disadvantages - i. единоличное вложение

10.  Share of loss - j. преимущество

11. Life insurance – k. корпорация

12.  Limited partnership – m. страхование жизни

13.  To have the right – n. принимать решения

14.  Management skills – o. руководитель

15.  Key to success – p. дела компании

16.  Favorable solution – q. управление высшего звена

17.  To make decisions – r. навыки управления

18.  Top management – s. исполнительная администрация

19.  Supervisor – t. благоприятное решение

20.  Company’s affairs – u. нововведение

21.  Middle management – v. внедрить метод

22.  To implement the approach - w. иметь право

23.  Innovation – x. управление среднего звена

24.  Operating management – y. ключ к успеху

25.  Business activities – z. определять проблему

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Text 7.2. Marketing

Marketing is the performance of business activities connected with the flow of goods and services from producers to consumers. Marketing includes the following operations: transporting, storing, pricing and selling goods.

The most important thing in marketing is finding out who the customers are and what they want. Marketing is the process of having the right product of the right place, the process that brings mutual benefit to customers and vendors.

Transporting means caring goods from the place of their production to the place of their selling. Storing is necessary because the consumer desires to buy goods without waiting. Pricing involves the art of determining what price is the best. Selling involves helping consumers to discover their needs.

Marketing research is also very important. The following are steps in marketing research: defining the problem, collecting data, compiling data and analyzing the results, advertising. Marketing operations are very expensive and one should consider the value added through marketing. Marketing becomes too costly only when cost exceeds the value it added.

Exercise7. Read and give the translation of the text “Marketing” in writhen form.

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 8. Wright out all unknown words from the text. Do it as in the model.

Model:

1. Marketing 1. рынок

2. Etc. 2. и т. д.

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 9. Put questions to the text. Give answers to the text.

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 10. Take out from the text one sentence (утвердительное предложение) and put all types of questions to this sentence.

Model:

Marketing is the performance of business activities.

1.Общий ТВП.

2.Специальный ТВП.

3. Альтернативный ТВП.

4.Разделительный ТВП.

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Exercise 11. Retell the text.

Text С.

Corporation

A corporation is a business organization authorized by the state to conduct business
and is a separate legal entity from its owners, befits the dominant from American
business because it makes it possible to gather large amounts of capital together.

Before a corporation may do business, it must apply for and receive a charter from
the state. The state must approve the articles of in corporation, which describe the
basic purpose and structure of the proposed corporation.

The stockholder usual meet once a year to elect directors and to carry on important
business. Each shares of stock entities its owner to one vote. A stock that cannot
attend the meeting can legally authorize another to vote his or shares by proxy.

Management of a corporation consists of the board of directors who decide
corporate police, and the officers, who carry on the daily operations. The board is
elected by the stockholders, and the officers are appointed by the board.

Some specific duties of the board of directors are to declare dividends, authorize
contracts, decide on executive salaries, and arrange major loans with banks.
Management's man means of reporting the corporation's financial position and results
of operating is its annual report.

The corporation from of business has several advent takeover the sole proprietorship
and partnership. It is a separate legal entity and offers tempted liability to the owners,
ease of capital generation and ease of transfer of ownership. H addition, it allows
centralized authority, responsibility and professional management.

The corporation form the business also has several disadvantages. It is subject to
garter government regulation and double taxation.

In addition, separation of ownership and control may allow management to make harmful decisions.

12. Answer the questions.

Why is a corporation the dominant from American business?

How often do the stockholders usually meet?

What does management of a corporation consist of?

What can a stockholder do if he cannot attend the meeting?

What advantages has the corporate from of business?

………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

13.Найдите в тексте термин stock и уточните его значение в данном тексте.

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

14. Fill in the missing ward according to the text.

A corporation is the dominant from of American ………………………………..

Management of a corporation consists of the.…………………………………..

3.The board of directors is elected by the.………………………………………..

Text 7.3.

"The management of the Company in Great Britain" "Управление компанией в Великобритании"

15. Постарайтесь понять текст без словаря. Кратко перескажите его основное содержание.

The management of the company is called the Board of Directors (not Mangers) headed by the Chairman (= the President Am.). There is usually a Managing Director and in the case of big companies there may be several Joint Managing Directors. A Manager in British companies is the person who is head of a department - Sales, Export, Works (Production), Staff, etc. So there are Sales Managers, Export Managers, Works (Production) Managers, Staff Managers, etc.

A general Manager has managers, working under his control and receives his instructions from the Managing Director.

By British Company Law (the Companies Acts of 1948 and 1985) a limited company (public or private) must have a Company Secretary whose duties are manifold. First he is the clerk to the Directors: he is to keep Registers of Directors and Members, arrange for proceedings at Director's and shareholder's meetings, prepare notices for the calling of these meetings, attend them and advise directors at board meetings on the legal, accounting and tax implications of any proposed business move as well as keep minutes and write reports (the minutes of a meting are usually concise records of resolutions or decisions reached, and the reports are more extensive and give details of discussions, arguments for or against the resolutions, and so on).

Second he represents his company and in this capacity he supervises the working of the staff and the maintenance of staff records (if there is no special staff manager), finally he is often responsible for the accounting and handling of contracts. Thus he is the link between the company and thee members, between the company and the staff and between the company and the public.

The Company Secretary must be a properly qualified person, and be able to fulfill his routine duties well. He is supposed to have training in company law, accountancy and many other subjects. He is expected to be a part-lawyer, part-economist, part-administrator and part-accountant.

But it takes a good deal more than professional qualifications to make a good company secretary: "he must be businessman and humanitarian, lawyer and visionary" (as one of the English newspapers puts it).

16. Make up sentences using the wards &ward-combinations.

the Board of Directors - совет директоров

the Chairman - председатель

the Managing Director - директор - распорядитель

a Sales Manager - заведующий отделом продаж

an Export Manager - заведующий экспортным отделом

a Production Manager - заведующий производством

manager - коммерческий директор, управляющий, заведующий

a general manager генеральный директор

a staff manager - заведующий отделом кадров

management - управление, заведование, администрация, дирекция

department - отдел, отделение, цех

an import (export) department - импортный (экспортный) отдел

a testing department - цех для проведения испытаний

an accounts department - бухгалтерия

a government department - ведомство

to head - возглавлять

head-office - главная контора

private - частный, личный

a private company - частная акционерная компания, товарищество, все

участники которого занимаются торговлей (промыслом) под общей фирмой и по обязательствам товарищества отвечают всем своим имуществом как солидарные должники

the Company Secretary - секретарь компании

to manage управлять, заведовать, стоять во главе; суметь, удаваться,

справляться, владеть

a managing director - директор-распорядитель

a private limited company - частная компания с ограниченной ответственностью

public - публичный, общественный, государственный; частный

a public limited company - открытая (публичная) компания с ограниченной

ответственностью. Ответственность каждого из участников ограничивается его

вкладом, а не всем его имуществом

to keep хранить, держать, продолжать делать что-то

to keep smb. Informed about (of) smth. - держать кого-либо в курсе

to keep close to smth. - точно придерживаться чего-либо

to arrange - устраивать, договариваться, обеспечивать

to arrange a visit to a factory - устраивать посещение завода

to make arrangements - договариваться, согласовывать, принимать меры

to supervise - осуществлять надзор и контроль

supervision - надзор, руководство

supervision of direction - контроль, инспектирование, проверка

maintenance - уход, содержание, эксплуатация, обслуживание

the maintenance of the machine - уход за машиной

maintenance and operation instructions - инструкция по уходу и эксплуатации

to maintain - сохранять, поддерживать, выдерживать

to maintain the delivery выдерживать срок поставки

to maintain prices - удерживать цены на том же уровне

accounting - ведение бухгалтерской работы

an account - счет, расчет, подсчет

a current account - текущий счет

to take into account - принимать в расчет (во внимание)

an accountant - бухгалтер

accountancy - бухгалтерия

handling - обращение

improper handling - ненадлежащее обращение

rough handling - грубое обращение

to link - связывать, соединять

routine - заведенный порядок, режим; установленный, очередной

routine duties - установленные обязанности

qualification - квалификация

17. Найдите синонимы среди следующих слов:

—to maintain, to attend, to propose, can, ordinary, to carry out, to advise of

—to suggest, to keep, to visit, to be able, routine, to fulfill, to inform…

…………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

18. Answer the questions.

1.What is the management of the company called?

……………………………………………………………………………………………………………………………………………………………………………………

2.Who heads the Board of Directors?

……………………………………………………………………………………………………………………………………………………………………………………

1.  What managers are there in British companies?

……………………………………………………………………………………………………………………………………………………………………………………

2.  What does a General Manager do?

……………………………………………………………………………………………………………………………………………………………………………………

3.  What are the duties of a Company Secretary?

……………………………………………………………………………………………………………………………………………………………………………………

4.  What qualities must a Company Secretary have?

……………………………………………………………………………………………………………………………………………………………………………………

5.  How did one of the English newspapers describe a good Company Secretary?

……………………………………………………………………………………………………………………………………………………………………………………

19. Выберите нужное слово из рамки и заполните пропуски:

Department Staff Head

management activities shareholders

supervise handling minutes

1. Accounting and advertising are important_____ .

2.  Most companies are made up of three groups of people__

capital), the______ and the workforces.

3. If the production plan is not met, then a manager must be penalized along with the
workers he__ .

4._____ shows the financial picture of the firm.

5.  Senior managers____ the various_____ or functions within a company.

6.  Machinery packed in crates needs a special button of facilitate__ .

20. Запомните следующие слова и фразы:

a Personnel manager - управляющий по кадрам

to welcome smb. - приветствовать кого-либо

to tell a little bit about - рассказывать немного о...

to adhere to - придерживаться

in the long run - в конечном итоге

flextime - гибкий график

core time - часы обязательного пребывания на рабочем месте

job descriptions - должностные инструкции

on average - в среднем

overtime - время переработки

to claim - требовать оплаты

to specify in advance - оговаривать заранее

in installments - частями

lunch tickets / canteen tickets - талоны на питание

President

 

 

21. Take out from the text one sentence (утвердительное предложение) and put all types of questions to this sentence.

Model:

A general Manager has managers.

1.Общий ТВП.

2.Специальный ТВП.

3. Альтернативный ТВП.

4.Разделительный ТВП.

…………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………

22. Управляющего по кадрам перед группой секретарей, начинающих работать в компании (Personnel Manager P.M. ; Secretary - S.). В чем, по-вашему, основные сложности в организации работы?

P. M.: Good morning, I'd like to welcome you to our organization. Now you all know

which departments you are going to, but before you go off I am going to tell you a little bit about us and about the rules and regulations which we try to ad here to. And the reason why we have these rules is that they help us all to know what we can do, what we must do, and what we shouldn't do - and in the long run make this a happy place to work.

S.: And what can you tell us about flextime system?

P. M.: First of all the flextime system. Most of you can choose what time you are going

to start and finish. However, you must all be here for core time, which is from 10 till 3. You should all work for a minimum of 37 hours a week and not more than 41 hours. If you look at your job descriptions you'll see that you should put in an average of 38 hours a week. This means you can put in up to extra 2 hours per week. However, at the end of a month you shouldn't have more than 10 hours overtime, because only 10 hours can be claimed. Is that clear?

S.: We would like also knowing about daily working hours

P. M.: As far as your daily working hours are concerned, you should tell the

departmental heads on the Friday, what times you are going to start the following week. You needn't start each day at the same time, but you must be here between 10 and 3, and you mustn't put in less than 37 hours in week. And one more point, you needn't specify in advance what time you are going to finish.

S.: How long does our holiday last?

P. M.: You all have 18 days holiday a year. Ten of these 18 days must be taken on July

when the company will be closed. The other eight days may be taken in either one or two installments, for example five days and three days or six days and two days, etc. but you can't have eight separate single days off or four 2-days periods off.

S.: Could you possibly tell us about lunch hours?

P. M.: We have a canteen here where you can have lunch. Lunch tickets are on sale

on

Monday mornings only and this means you must buy your tickets then for the rest of the week. The canteen is open between 12.30 and 2 o'clock and there are two sittings. You should decide on Monday with sitting you are going to attend and tell the supervisor when you buy your tickets. So, any more questions about these three points - flextime, holiday and lunch - before I move on to the next matter?

Text 7.4.

23. Part I Read and give the translation of the text.

Advertising as a Career in the USA.

Advertising is any paid from of presentation and promotion of products, services or ideal by an identifiable individual or organization. It flourishes mainly in free-market, profit-oriented countries. It is one of the most important factors in standard of service into a good one, but what it can do-and does-is to create an awareness about both old and new products and services. So the three main objectives of advertising are:

1)  to produce knowledge about the product or service;

2)  to create preference for it

3)  to stimulate thought and action about.

Careers in advertising may in voice working in valve working for advertising, media, advertising agencies, or suppliers and special services. In the opinion of American specialist, at most, only 35 colleges and universities in the USA have effective courses in advertising education. Fewer than 10 offer any truly significant amount of gradate work in advertising. However, advertising draws people from a variety of educational backgrounds

Advertiser. Part II

Most companies that advertise extensively have advertising managers. Since there people help to coordinate the company's advertising program with its sales program and with the company's advertising agency, they must have aptitudes for both advertising and management.

Media.

All media uses salesmen to sell advertising space or broadcasting time. Media salesmen must be knowledgeable about business and skilled in salesmanship.

Part III Advertising Agencies.

A variety of specialist are required in on advertising agency because it develops advertising programs, prepares advertisements, and places them in the media. Those interested in advertising research and fact gathering should know both statistics and consumer petence in media planning and evaluation is essential for a career in media. The media buyer must identify and determine the most effective media in which to expose the advertising messages, and purchase space or time in these media.

Copywriting reveres creative writing skills and the ability to visualize ideas. The copywriter is a developer of advertising ideas and messages.

Also, every agency needs the account executive to be a mediator between on advertiser and on agency who should have background in accounting any managerial skills.

Part IV

Supplies and Special Services.

Positions similar to some of those already described are offered by the following services that support advertising: marketing research organizations, television and radio producers, film producers, art studios, photographers, producers of display materials, typographers, photoengravers, and product and package designers.

Job Prospects.

0.1 % of the U. S. population works in advertising, but their members are expected to grow rapidly. Opportunities for rapid advancement are generally greater in advertising than in most other industries. How rapidly a person moves up in responsibilities and pay is based largely on his own efforts, more than on age or length of employment. For women, opportunities in advertising at least in advertising agencies and in retailing tend to be greater than in most other business enterprises.

I n general the rate of pay is comparable to that of business executives and professional men, such as physicians and lawyers in the same community.

24. Give the translation of the wards &ward-combinations.

Vocabulary

Advertising………………………………………………………………

Presentation………………………………………………………………

Promotion………………………………………………………………..

Indelentify (-able)……………………………………………………….

Flourish (-es)……………………………………………………………..

Fluorinated……………………………………………………………….

Accelerate (-ing)…………………………………………………………

Distribution……………………………………………………………….

Awareness………………………………………………………………..

Preference…………………………………………………………………

Involve……………………………………………………………………

Supply……………………………………………………………………..

Extensive (ly)……………………………………………………………..

Brand………………………………………………………………………

Aptitude (-s)……………………………………………………………….

Media……………………………………………………………………

Broadcasting……………………………………………………………

Skill (-ed)………………………………………………………………..

To sale…………………………………………………………………..

Salesman………………………………………………………………..

Salesmanship……………………………………………………………

Require…………………………………………………………………

Research………………………………………………………………

Executive……………………………………………………………….

Support…………………………………………………………………..

Photoengraver (-s)……………………………………………………..

Package……………………………………………………………….

To grow………………………………………………………………

Opportunity………………………………………………………..

Rapid…………………………………………………………………

Advancement………………………………………………………

Retailing (-tend)………………………………………………………..

Business………………………………………………………………

Enterprise (-s)………………………………………………………….

Rate…………………………………………………………………………

Comparable…………………………………………………………….

Consumer………………………………………………………………

Evolution………………………………………………………………

Essential…………………………………………………………………….

Identify……………………………………………………………………..

Purchase……………………………………………………………………

Ability………………………………………………………………………

25. Read and translate the dialogue.

Dialogue

—  Let me introduce our Sales Trainee to you, sir. His name is Fred. He examines
packaging and checks transportation documents.

—  How do you do?

—  Are salesman paid salaries instead of being on commission?

—  Yes, we get a regular weekly salary. That's great, and was used to traveling a lot as,
we have to deliver the goods to customers.

—  I see, how do you personally understand the term "marketing"?

—  The origin of this word is the Latin word "mercury", meaning "to track and barter".
Marketing, therefore, is made up, on the one hand, of such physical activity as
transporting, storing, and selling goods, and, on the other hand, of a series of decisions
that must be reached by any organization undertaking any part of the process of
moving goods from the producer to the consumer. It's also necessary to have a "hot
line" for consumer inquires and complaints to facilitate feedback from the market to
the producer.

—  Thank you, Fred. 1 would like to have such a competent trainee as you in our
company. Now I must phone and talk to the Advertising Manager...

—  Can I see the Advertising Manager today? This is Mr. Brawn speaking.

—  Unfortunately, Ms Abbot is off. She is having her lunch with a designer. Will you
leave a message for her?

—  Yes, please. I would like to invite her to dinner and to listen to her ideas as to how to
train our advertising agents. What time will she be back from lunch?

—  At 2.30 I suppose.

—  So what time may I all again?

—  After 5. From 5 to 6.

—She is a difficult person to get hold of, isn't she?

—Yes, sir, but it's her work.... Oh, you are lucky today. Here is an Agency's
Executive, Andrew. He is waiting for Ms Abbot too and could tell you about his work,
if you are interested.

Some time later

—Nice to mutt you, Andrew. Your position is something new for me. So I'd like to
know more about it.

—Certainly. And for more information you should come to our agency. I could arrange
an appointment for you with the Manager.

—Fine. I am going to create a network of agents in our company to promote our
products.

—Sure. There are basically 2 types of agency agreement. These are agreements for: 1)
merchant firms and 2) sales agents. The first one stipulates that they become the
owners of the goods and can dispose of them at their option. On the other hand, a sales
agent may conclude agreement on consignment basis which means that the goods
remain the absolute property of the principal until delivered to end users.

—Yes. I should think about than for the future. Sorry, but I have to leave...

Exercises

26. Составьте рекламу на автомобиль, подобно следующей:

ALPHA ROMEO 1991

Blue. One owner

Excellent condition

20.000 miles

No accidents

$2800

……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………..

27. Напишите вопросы к каждому пункту информации. Например:

What sort of car is it?

28. Мы используем выражение to be going to do smith, когда говорим о вещах, о которых решено до момента разговора. Напишите, что должно случиться в этих ситуациях, используя слова, приведенные ниже. Not accept, correct, close, sell, update.

Example: My car is broken. I am going to repair it.

1.  We don't need this bank account any more.

……………………………………………………………………………………….

2.  I've found two mistakes in this report.

…………………………………………………………………………………..…..

3.  We don't like their offer.

…………………………………………………………………………..………….

4.  My credit card is damages.

…………………………………………………………………………..…………..

5.  Her figures are out of company.

………………………………………………………………………..……………..

6.  He cannot run a company.

……………………………………………………………………………………….

29. Ниже приведены слова и выражения, которые используются для обозначения
состояния дел на рынке или любой другой области, связанной с цифрами.
Постарайтесь их запомнить.

30. Составьте предложения с этими словами и выражениями.

Market Movements

Get better go up go down fluctuate

Hold firm increase fall

Remain steady rise decline

Remain stable raise drop deteriorate

Level off jump slump

Level out grow

Improve expand

Shrink get worse

Contract

31. Вставьте соответствующие предлоги в следующих предложениях.

1. TS shares dropped_____ 10 % afternoon.

a) to b) by с) on d) with

2. The advantage_____ direct marketing is that it enable us to cut out the

middleman.

a) on b) from c) for d) of

3. The government spent less____ defense last year.

a) to b) on c) for d) at

4. The telephone lines can be so busy that people have to wait__ an hour to get

through.

a) up to b) in on c) out for d) in at

5. What effect could these new EC directives have___ the company?

a) about b) over c) on d) to

32. Найдите предложение для каждого слова из второй колонки. Заполните предложение словами из колонок.

Look a company

Have venture

Get mistakes

With forward

Joint a quick word

Run something clear

Accept in touch

make reference to

a) May I....... with Mr. Harrison?

b)........ your letter we agreed to give you a discount.

c)  Our partners and I decided to establish a....