BusinessEnglishToday

July 2013
7/2013
Business English Today
Souverän kommunizieren, verhandeln und präsentieren für Fach- und Führungskräfte
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Payment
Mit diesen 3 Tipps kommen Sie ab
sofort noch schneller an Ihr Geld
You can save yourself the trouble of having to write reminder and collection letters if you make it clear from the start when payments are due.
Waiting for payment is costly. As well as the missing revenue, you have
the expense of writing reminders and collection letters. But you can encourage your customers to pay promptly, saving both of you unnecessary
hassle and costs, with these three simple tips.
Tip no. 1: Make the payment terms clear in both contracts and
agreements
Always make it clear exactly how
long the customer has to pay. Here
is an example of what you can write
in contracts and agreements.
After we have shipped the goods, we will
send you an invoice. This invoice is payable
in full within 30 days. A discount of 2% will
be applied to payment received within 7 days.
English
Deutsch
collection letter
|kəˈlɛkʃ(ə)n ˈlɛtə|
costly |ˈkɒs(t)li|
hassle |ˈhas(ə)l|
reminder
|rɪˈmʌɪndə|
revenue |ˈrɛvənjuː|
term |təːm|
Mahnung
teuer
Unannehmlichkeiten
Zahlungserinnerung
Umsatz
Bedingung
Continued on page 2
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Adva
nced
Living language
Test
Kennen Sie eigentlich Bob und diese
anderen wichtigen Personen?
If you hear English native speakers talk about Tom, Dick and Harry, they
don’t always mean real people!
Put these names in the correct spaces to complete these English expressions.
Alec
Bob
1
2
3
4
5
6
7
8
Hobson
Jack
McCoy
Pete
Tom, Dick and Harry
Jack Robinson
Don’t worry, I’ll be there before you can say __________.
Both options were bad, so it was __________’s choice. (BE)
Alex can do everything. He’s a real __________ of all trades.
She has a great job. Why is she complaining, for __________’s sake?
Tom thinks he knows everything. He’s a real smart __________.
These burgers are made from American beef. They’re the real ________.
Shhh! We don’t want every __________ to hear us.
To use the camera, look through the lens, press here and _________’s
your uncle. (BE)
Read the full expressions with German translations on page 6.
www.business-english-today.de
Give away your time
You know the feeling:
there are never enough
hours in the day to get
everything done. But
according to research
done at the University
of Pennsylvania, you’ll
feel less rushed if you
give away some of your time.
Cassie Mogilner, who lead the
research, says that in experiments, those who donated some
of their time each day to making
other people happier felt that
they had more time than before.
The same applies to money; in a
similar experiment, individuals
who gave money to charity felt
richer than those who spent the
money on themselves.
By giving just a few minutes each
day, we can win time for ourselves! I like it!
Best regards
Jean Lennox
Editor-in-Chief
and Business English Coach
English
Deutsch
to donate
|də(ʊ)ˈneɪt|
research |ˈriːsəːtʃ|
rushed |rʌʃ d|
similar |ˈsɪmɪlə|
spenden
Forschung
unter Zeitdruck
ähnlich
IHRE VORTEILE
1. Fachwissen
2. Englischwissen
3. Kostenloser Übersetzungsservice
AE = American English – BE = British English
July 2013
Business English Today
Podcast
Vocabulary focus
Default – benutzen
Sie dieses Wort
immer richtig?
The word default |dɪˈfɔːlt| (which
can be used as a verb, a noun and
an adjective) can be confusing.
In the article on the right, it is
used in the sense of failure to pay
an obligation. Here are two similar examples.

The company will have to restructure its debts to avoid default.
 One of the results of the current economic crisis in the US
is that many homeowners defaulted on their mortgages.
A completely different meaning
is a preselected option in a computer program or other mechanism.

The default font setting on my
computer was Times New Roman 12 points, but I changed
it to Arial 12 points.
 When you open a new document, the program defaults to
its own style.
Pronunciation focus
Note that the words debt and
mortgage both have a letter
that is absolutely silent. In debt,
it’s the letter “b”. In mortgage,
it’s the letter “t”. Download
the podcast to hear me pronouncing both words.
Continued from page 1
Tip no. 2: Include the exact due date in your invoice
My first tip was that you request payment within a certain number of days
and write this into your purchase agreement or contract. The second logical
step is to specify in your invoice the exact date on which the sum is due.
Example
 Payable immediately upon receipt.
 The invoice amount is due by 4 July 2013, less 2% cash discount.
 Payable in full within 24 days (2 August 2013) net.
Tip no. 3: Include a default of payment clause
A default clause states what will happen if the customer fails to pay on
time, or does not pay the full amount. It includes what you can do if the
other party fails to fulfil the terms
English
Deutsch
of the contract. For instance, you
default |dɪˈfɔːlt|
hier: Nichterfüllung
can stop work, demand interest, or
due date |djuː deɪt|
Fälligkeitsdatum
ask for your goods back.

If payment is not made within
30 days, we reserve the right to
charge 6% interest.
 We reserve the right to halt construction if payment is not made
within 30 days of invoice.
Handelsrechnung
das Recht
vorbehalten
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Gestalten Sie Ihre englische
Einladung wirklich einladend
Here is an example of a simple but warm invitation. Let it inspire you if you
have something to celebrate.
Look at this email that Business English Today reader Ria L. asked me to
check for her. I like it because it is nice and simple but also warm and
friendly. It should help you know what to write if you plan to send an invitation to international guests this summer.
Download
Dear colleagues and friends of the HGS Institute,
We are delighted that the funding for the HGS graduate school has been extended. We want
to celebrate this good news with you and your friends and families.
You are warmly invited us to join us for a barbecue.
Date: Wednesday, 17 July
Time: 6.30 pm
Place: HGS Goethestrasse 14, 53177 Bonn
Deutsch
to avoid |əˈvɔɪd|
debt |dɛt|
mortgage
|ˈmɔːgɪdʒ|
obligation
|ɒblɪˈgeɪʃ(ə)n|
similar |ˈsɪmɪlə|
umgehen
Schuld
Hypothek
RSVP at [Doodle-link] by 8 July.
Verpflichtung
Ria L.
on behalf of Professor Peter B.
and the HGS team
July 2013
hier: unterlassen
erfüllen
Zinsen
From reader to reader
English
ähnlich
to fail |feɪl|
to fulfil |fʊlˈfɪl|
interest
|ˈɪnt(ə)rɪst|
invoice |ˈɪnvɔɪs|
to reserve the right
|rɪˈzəːv|
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nced
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2
We’re all very much looking forward to welcoming you to the Institute.
English
Deutsch
to extend |ɪkˈstɛnd|
funding |fəndɪŋ|
verlängern
Finanzierung, Aufbringung von Mitteln
Hochschule oder
Studienprogramm
für Aufbaustudenten
im Auftrag von
graduate school
|ˈgradʒʊət skuːl|
on behalf of
|ɒn bɪˈhɑːf əv|
www.business-english-today.de
Business English Today
||
med
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From reader to reader
Podcast
Business correspondence
So erklären Sie in gutem und
verständlichem Englisch Ihren
neuen Wareneingangsprozess
More often than not, your suppliers will not be native English speakers,
so make sure you write in such a way that they will understand you.
Business English Today reader Peter W. asked me to help him write an
email to suppliers from Pakistan and China. He wanted me to keep the
language as simple as possible, as his business partners don’t speak very
good English. This is what I wrote for him. It saved him €52 and will,
hopefully, get his suppliers to cooperate without any difficulties.
Wie sage ich auf
Englisch: „Vielen
Dank für Ihr Verständnis?“
I have to write to some customers
explaining about a delivery delay.
When I write in German, I always finish with ‘Vielen Dank
für Ihr Verständnis’. Can I say
‘Thank you for your understanding’?
Email introducing a new procedure for incoming goods
Download
Subj: Please take part in the test run of our new procedure for
incoming goods
Dear Mr Zhang
We are in the process of standardising our incoming goods procedure, and we will need all
our suppliers to fill in (BE)/out (AE) a new label.
Before the new procedure comes into effect on 1 August 2013, we want to see if the new
labels are practical for your company. Please fill in and return the attached test label (VDA
KLT Label) to us.
If you have any questions about how to fill in the label please contact Mr Frank M. in our
Logistics Department. You can reach Frank M. on +49 (0)2355 …. or by email:
[email protected].
Please send us your reply by 22 July 2013.
Thank you very much in advance for helping us to improve our procedures.
Your sincerely
Michael Schumacher
Logistics Manager
English
Deutsch
supplier |səˈplaɪ(ə)r| Lieferant
test run |tɛst rʌn |
Versuch
Under a minute – the quick language tip
I see ‘Thank you for your understanding’ at the end of many German emails and on websites. But
it is not quite right.
Instead, a common, and very suitable English phrase is:

This is why
Native speakers do not usually
thank people in advance for
showing consideration. But we
do say thank you to people after
they have shown some kind of
understanding, or while they are
being considerate.
For example, if you have apologised to your boss because you
are behind on a project, and your
boss has said that he or she will
wait and that they understand,
you could say:

I want to thank you for being
so understanding.

I really appreciate your understanding.
How do you say “Meine neue Kollegin ist richtig sympathisch!” in English?
What you should not say is: “My new colleague is really sympathetic.”
This would mean “Meine neue Kollegin ist sehr einfühlsam.”
We apologise (BE) / apologize
(AE) in advance for any inconvenience.
So how do you say sympathisch in English? You can usually use simple words like nice or
like or likeable.
English
Deutsch
Here are some examples:
 My new colleague is really nice.
 I really like my new colleague.
 My new co-worker is very likeable.
to be behind on
|bɪˈhʌɪnd ɒn|
common |ˈkɒmən|
consideration
|kənsɪdəˈreɪʃ(ə)n|
im Verzug sein
www.business-english-today.de
häufig
Rücksicht,
Verständnis
July 2013
3
Business English Today
Podcast
Sie sind enttäuscht?
So drücken Sie sich
diplomatisch aus
You’re at a conference or a meeting, and everything is really boring. But you can’t risk offending
others, who might have a different opinion and think everything
is great. So you should be careful
how you voice your criticism.
The best approach is a tentative
one. For instance, you can say
something is interesting when in
reality you don’t like it at all. This
gives the person with whom
you’re talking the chance to react
and develop the conversation.

What do you think of the presentations?

Some of them were interesting.
And I thought the last one was
very good.

Yes, I enjoyed that, too. But
to be honest, I didn’t like the
others too much. I’d really like
to see more case studies.


Yes I agree. I suppose it’s actually not quite as good as last
year.
Adva
nced
Commercial correspondence
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Communication
||
4
Auf diese 2 Arten bekommen Sie einen
Kredit bei einem neuen Lieferanten
As a new customer, you will need to prove you are creditworthy before
you can purchase goods on credit. This is how to show that you are
trustworthy.
If you want to purchase goods on credit, the company you are buying
from must be reasonably sure of your financial stability and willingness
to pay. If this is your first order with a company, you should send it
together with a letter asking for a credit account. Include credit references,
for instance banks and other businesses that have extended credit to you
in the past. Here is an example.
Sample letter requesting a credit account
Download
Dear Sir or Madam:
Enclosed is our purchase order 123 for 200 boxes of part no. 567ABC.
We would like to place this order on open account according to your regular terms. Our import
business has been operating since August 2011, and you may check our credit rating with
Mr Berhard K.,
Bank Manager
Deutsche Bank
10000 Neustadt
Telephone number:…..
Email:…..
You may also check our credit standing with the following companies:
[Name and contact details of companies you have credit with.]
Please let us know your decision regarding our credit, as well as an approximate delivery
date for our first order.
Yes, there were more practical
examples last year, weren’t
there?
Dennis Müller

Exactly. I thought that was
much more interesting.
Enclosure: Purchase order no. 123

Well, it has fallen short of my
expectations, so far. But let’s
see what the afternoon brings.
Maybe things will brighten up.
Purchasing Manager
Fill in an application form
If you are ordering on the Internet, you may be asked to fill in an online
application form. On the next page is an example of a typical form.
English
Deutsch
English
Deutsch
English
Deutsch
boring |ˈbɔːrɪŋ|
to fall short of
|fɔːl ʃɔːt ɒv|
to offend |əˈfɛnd|
tentative |ˈtɛntətɪv|
to voice something
|vɔɪs|
langweilig
nicht erfüllen
credit account
|ˈkrɛdɪt əˈkaʊnt|
credit rating
|ˈkrɛdɪt ˈreɪtɪŋ|
to extend credit
|ɪkˈstɛnd ˈkrɛdɪt |
to prove |pruːv|
Kredit
to purchase
|ˈpəːtʃɪs|
reasonably
|ˈriːz(ə)nəblɪ|
standing |ˈstøndɪŋ|
willingness
|ˈwɪlɪŋn1s|
einkaufen
July 2013
beleidigen
vorsichtig
etwas zum Ausdruck
bringen
Bonitätsbeurteilung
Kredit gewähren
beweisen
hier: ziemlich
Status
Bereitschaft
www.business-english-today.de
Business English Today
||
Adva
nced
False friends
A typical application form
...
Test
Tappen Sie bloß
nicht in diese
Sprachfalle!
Here’s an exercise for you to do
to see if you are in danger of falling
into the trap of false friends –
words that sound the same in different languages but have different
meanings.
Each of these sentences contains
one word that sounds similar to
a German word, but that has a
different meaning. See how many
you can recognise and correct.
1 You’ll find the project reports
in the blue map on my desk.
Adva
nced
||
Commercial correspondence
Mit diesem Schreiben können
Sie überprüfen, ob ein neuer
Kunde kreditwürdig ist
2 I’ve completed the translation,
but I think the introduction
needs to be overworked.
3 We have sent a concept of the
contract to our partners in Taiwan.
Before you deliver goods on credit to a new customer, always make sure
they are creditworthy. This letter will help you.
On this and the previous page we looked at how you can ask for goods
on credit. If you’re the supplier and not the buyer, this is how you can
check your potential new customer’s references.
Letter asking for credit information
Download
4 Next year, we plan to open
two new offices and a fabric
in Romania.
5 Shall we have the meeting at
one of the conference rooms
in the hotel, or would you prefer to come to my bureau in
Frankfurt?
XYZ Company in Chicago has placed an order with us for $5000 worth of merchandise and
listed you as a credit reference, as indicated on the attached letter.
6 I am very much looking forward to meeting you and to
introducing you to my chef,
Johannes Meyer.
We would appreciate you sending us information regarding XYZ’s credit rating. We would
especially like to know how long the owner, Joe Doe, has had an account with you and
whether or not any of his debts are past due. We will, of course, keep any information we
receive in the strictest confidence.
7 I will do my best to get to your
house in time for the barbecue,
but I will eventually be a little
late.
Dear Mr K.
Yours sincerely
English
Robert Müller
debt |dɛt|
Schulden
merchandise
Ware
|ˈməːtʃ(ə)ndʌɪs|
past due |pɑːst djuː| nach Fälligkeit
Sales Manager
www.business-english-today.de
Deutsch
Turn to page 6 for the answers.
English
Deutsch
similar |ˈsɪmɪlə|
ähnlich
July 2013
5
Business English Today
Answers
Page 1
1 before you can say Jack Robinson
= sofort
2 to have Hobson’s choice
= keine Wahl haben
3 Jack of all trades
= Tausendsassa
4 for Pete’s sake
= um Himmel’s willen
5 smart Alec
= Schlaumeier
6 the real McCoy
= der wahre Jakob
7 every Tom, Dick and Harry
= Hinz und Kunz
8 and Bob’s your uncle (BE)
= und fertig!
Page 5
1 in the blue folder (map = Landkarte, Stadtplan)
2 needs to be revised (overworked
= vor Arbeit übermüdet)
3 a draft of the contract (concept
= Auffassung)
4 2 new offices and a factory
(fabric = Stoff)
5 my office (bureau = a government department, e.g. the Federal
Bureau of Investigation (AE)
Schreibpult/Sekretär (BE))
6 my boss (chef = Chefkoch)
7 I might possibly be a little late
(eventually = schließlich, letztendlich)
Page 7, Main page
1 fine
2 illegal
3 evidence
4 jury
5 allege
6 duty
7 sentence
8 bring
9 guilty
10 negligence
Page 7, Column
1
2
3
4
5
6
sentence
illegal
jury
fined
guilty
bring/action
July 2013
med
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International etiquette
||
6
Trinkgeld in den USA: So fallen
Sie nicht unangenehm auf
Ideally, tips are given to someone who performs a good service. In the USA,
though, many employees rely on tips to make a living as a supplement
to their low pay.
In cultures where it is normal to tip – such as in the USA – it’s not just
embarrassing when you don’t, it’s actually insensitive. Make sure you
get it right with this tipping guide. Download it and study it before your
next USA trip.
Download
Staff
Appropriate tip
Waiter/waitress
Bartender
Wine steward
Room service
Valet parking
Taxi driver
Hotel doorman
Hotel bellhop
Hotel maid
Skycap (AE)
15% to 20% of pre-tax bill
$1 to $2 per round or 15% to 20% of tab
15% of cost of bottle (less for very expensive bottles)
16% to 20% of pre-tax bill (if not already included)
$2 to $3 when car is returned
15% plus $1 to $2 per bag
$1 to $2 to hail a cab; $1 to $2 per bag for help with luggage
$1 to $2 per bag
$2 per night, paid daily, clearly marked “Housekeeping”
$1 to $2 per bag, $2 minimum, in addition to any fee charged by the
airline
15% to 20%
15% to 20%
10% to 15% with $2 minimum
$5 – $10 (only if they arranged tickets or reservations)
$10 – 20 for a free ride from the airport
Hairdresser
Manicurist
Food delivery
Concierge
Hotel limo driver
Often, a clearly displayed “Service Charge” or “Gratuity” will be automatically added to your bill, especially for a party of 8 or more. Check
your bill for these charges before you tip. If “Gratuity” has been included
but you weren’t happy with the service, check with the manager. By definition, a gratuity is an amount you can choose whether or not to pay.
These recommendations are based on those published by the Emily Post
Institute (www.emilypost.com), the American equivalent of our Knigge.
English
Deutsch
English
Deutsch
bartender |ˈbɑːtɛndə|
bellhop |bɛl hɒp |
doorman |ˈdɔːmən|
insensitive
|ɪnˈsɛnsɪtɪv|
limo |ˈlɪməʊ|
maid |meɪd|
room service
|ˈruːm səːvɪs |
Barkeeper, Barmixer
Hotelpage
Portier
gefühllos
skycap |ˈskʌɪkap|
Gepäckträger am
Flughafen
Ergänzung
Limousine
Zimmermädchen
Zimmerservice
supplement
|ˈsʌplɪm(ə)nt|
tip |tɪp|
valet parking
|ˈvalɪt pɑːkɪŋ|
wine steward
|ˈwʌɪn stjuːəd|
Trinkgeld
Einparkservice
Weinkellner
Impressum ISSN: 1864-6522
Erscheinungsweise 12 – 16 Mal im Jahr • VNR Verlag für die Deutsche Wirtschaft AG, Theodor-Heuss-Str. 2-4, 53095 Bonn, Leserservice:
0228 9550160 • Vorstand: Helmut Graf, Bonn; Herausgeber: Joachim Müller, Bonn; Chefredakteurin: Jean Lennox, Bonn (V.i.S.d.P.); Produktmanagement: Kerstin Enk, Bonn; Satz: Reinhard Kruse, Wallenhorst; Druck: Weinmann Druck GmbH, Hockenheim-Talhaus. • Fragen
an Jean Lennox: [email protected] • Alle Angaben in „Business English Today“ wurden mit äußerster Sorgfalt
ermittelt und überprüft. Eine Gewähr kann jedoch nicht übernommen werden. • © 2013 by VNR Verlag für die Deutsche Wirtschaft AG,
Bonn, Warschau, Bukarest, Moskau, London, Manchester, Madrid, Johannesburg, Paris.
www.business-english-today.de
Business English Today
Adva
nced
Test
||
Legal English
Können Sie englischen Gerichtsverhandlungen folgen? Finden Sie
es jetzt heraus!
Following court proceedings or reading about them in the press is a
real challenge. This basic vocabulary will go a long way towards
helping you understand what’s going on.
I hope that you never find yourself in a court of law! But even if you
avoid going to court yourself, you might want to follow the proceedings
of a court case in the media. This test will show you if you already have
the basic vocabulary.
Small talk
So zeigen Sie
Interesse, wenn es
um internationale
Gesetze geht
Here’s your chance to put into
practice some of the language you
learned on the left-hand side of
this page. Rearrange the letters
to complete these sentences, all
of which are useful for making
small talk on the subject of the
law in different countries.
Match these words with their definitions:
allege
evidence
illegal
sentence
bring
fine
jury
duty
guilty
negligence
1 A sum of money an individual or organisation has to pay as a penalty
for doing something wrong is a _________.
2 Something that is ________ is against the law.
3 Information given by a person, often based on documents or objects
used to establish facts in an investigation, is ________.
4 A group of people (often 12) picked to give a verdict in a legal case is
the ___________.
5 If you ________something, you say that someone has done something
wrong or illegal, even if you don’t have any hard proof.
6 If you are obliged to do something for moral or legal reasons, it is
your ________.
7 The punishment fixed by law for a particular offence is a ________.
8 If you ________ an action against someone, you start legal proceedings.
9 If someone is found beyond reasonable doubt to have committed a
crime, we say they are __________.
10 Failure to take proper care when doing something is called ________.
English
Deutsch
English
Deutsch
beyond reasonable
doubt |bɪˈjɒnd
ˈriːz(ə)nəb(ə)l daʊt|
to commit
|kəˈmɪt|
court of law
|kɔːt (ə)v ˈlɔː|
crime |krʌɪm|
ohne nennenswerten Zweifel
legal proceedings
|ˈliːg(ə)l prəˈsiːd ɪŋz|
obliged |əˈblʌɪdʒ d|
penalty |ˈpɛn(ə)lti|
proof |pruːf|
punishment
|ˈpʌnɪʃm(ə)nt|
verdict |ˈvəːdɪkt|
Gerichtsverfahren
begehen
Gericht
Verbrechen
www.business-english-today.de
verpflichtet
Strafe
Beweis, Beweise
Strafe
1 Do you know what the maximum n e c e n e t s for tax
evasion is in the UK?
2 Is it true that it’s l e g l a i l to
drink alcohol in parks in the
US?
3 Do they have trial by y j u r
in your country?
4 Do you get d e f i n for not
wearing your seatbelt in Australia?
5 Are you considered innocent
until proved l u g i t y in
Japan?
6 If you say something negative
about your job on facebook,
can your boss g r i b n legal
t o n i c a against you?
English
Deutsch
tax evasion
|taks ɪˈveɪʒ(ə)n|
trial |ˈtrʌɪəl|
Steuerhinterziehung
Gerichtsverhandlung
Joke
Smith goes to see his boss. ‘We’re
doing some heavy house-cleaning
at home tomorrow, and my wife
needs me to help with the cellar
and the garage, moving stuff.’
‘We’re short-handed, Smith,’
the boss replies. ‘I can’t give
you the day off.’
‘Thanks, boss,’ says Smith, ‘I
knew I could count on you!’
Urteil
July 2013
7
Business English Today
Vocabulary focus
Podcast
Ground – so vielseitig ist das Wort!
In the article on the right, I used
the expressions to stand ground
and to find common ground.
There are many more expressions
using ground.
To be thick (or thin) on the
ground means existing (or not
existing) in large quantities.
 New textbooks on particle
physics are thin on the ground.
If you break ground, you dig or
do other work in preparation for
building something. You can also
use the term to describe doing
something innovative.
 We have broken ground at a
new hotel site in Amsterdam.
 This new AIDS medication is
a groundbreaking discovery.
If something gets off the ground,
it starts.
 It was hard work, but we have
now got the negotiations off
the ground.
If you are on your own ground,
you are in your own territory or
in your own range of knowledge
and experience.
 I feel reasonably relaxed if
I’m interviewed on my own
ground.
Finally, if you run yourself into
the ground, you exhaust yourself
by working too hard.

I’ve run myself into the ground
with this project. I just hope
it was worth it.
Podcast
Mit diesen Gegenargumenten
halten Sie Ihr Gegenüber
vom ewigen Feilschen ab
The price of your product or service is important, but it’s not the only aspect
you need to take into consideration.
Here is a typical conversation between a salesperson (Seller) and a purchasing manager (Buyer). Look at the phrases the salesperson uses to
move the focus away from price and onto value.
Buyer
Seller
Buyer
Seller
Buyer
Seller
Buyer
Seller
Buyer
Seller
Conversation
Comments
Your price is twice as high as any other vendor.
Because our solution offers far more value.
Let’s look at the pricing of your components and
compare them with your competitor’s prices.
We could do that. But it would be like comparing
apples with oranges.
We have to put you into our supplier database.
But with those prices, you’ve no chance. What are
you going to do about it?
I can gladly give you a breakdown of our solution,
with a cost-value analysis.
But what about the price?
As our current clients know – the investment is
competitive. It provides you with a guarantee of
quality and long-term performance.
For all that you’ve talked about value, all I can see
is an impossibly high price.
I get the feeling that I’m struggling to convey the
benefits you’ll get, and the savings you’ll make. I
realise that price is important to you but I don’t
think we’re going to reach common ground
unless we bring in a third party. Could we perhaps
talk with a key user from your operations unit?
The seller brings the word
“value” into the game.
The seller stands his or
her ground.
The seller continues to
stand his ground.
Mentioning “our other
clients” suggests that
they have better judgement than the seller.
The seller remains
non-confrontational (I get
the feeling, I realise, I
suggest) even though
things are stuck.
Talking on different wavelengths wastes time and is frustrating. The expressions the seller uses will help you talk about your view and move the
negotiation forward.
English
Deutsch
common ground
Gemeinsamkeit
|ˈkɒmən graʊnd|
current |ˈkʌr(ə)nt|
aktuell
non-confrontational nicht herausfordernd
|nɒn ˈkɑnfrənˈteɪʃənl|
Haben Sie Fragen?
Für Fragen zur Lieferung und Bestellung, rufen Sie bitte den
Leserservice an: 0228 9550160.
Haben Sie Fragen oder Vorschläge zum Inhalt? Sie erreichen mich
montags von 10 bis 12:30 Uhr unter 0228 1806863.
Oder schreiben Sie mir: [email protected]
July 2013
Adva
nced
English for Sales
||
8
English
Deutsch
to stand ground
|stand graʊnd|
vendor |ˈvɛndər|
wavelength
|ˈweɪvlɛŋθ|
konsequent bleiben
Lieferant
Wellenlänge
Vorschau – Next month read about
 Diese 10 Networking-Regeln sind ein Muss!
 Wer bezahlt eigentlich, wenn Sie eingeladen sind?
 12 wichtige Formulierungen, die Ihnen bei Vertragsverletzungen helfen
Bye for now!
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