FOCUS 7. Letters to make up.

1. Make up a letter from the Buyers to the Sellers asking for reducing the price in accordance with the following plan:

Ø thank the Sellers for the offer received;

Ø ask for a discount (give reasons);

Ø encourage further co-operation with you;

Ø don’t forget about a complimentary close.

2. Write a letter from the Sellers to the Buyers raising the questions of discounts in accordance with the following plan:

Ø thank the Buyers for the enquiry received;

Ø inform the Buyers of the terms of granting a discount;

Ø don’t forget about a complimentary close.

3. Make up a letter accepting the Sellers’ offer.

4. Write a letter rejecting an offer.

5. Write a letter rejecting an order for one of the following reasons:

Ø the goods are not available;

Ø the Buyers’ financial standing is not sound;

Ø the terms offered are not favourable.

FOCUS 8. Role play.

1. Hold negotiations following Letters 1.1, 1.2. The Buyers give reasons for the discount. The Sellers give counter-arguments but talk the Buyers into placing an order with the company.

2. Hold negotiations following Letters 2.1, 2.2. The Sellers prove that their equipment is of superior quality and offer a quantity discount to promote further co-operation. The Buyers accept the Sellers’ offer insisting on some terms preferable to them.

FOCUS 9. Act as an interpreter.

DIALOGUE 1 9

DIALOGUE 2

– Mr Petrov, we would like the price to be revised. It seems to be too high.

– Г-н Ван, мы всегда поставляем товар со скидкой нашим постоянным клиентам. Но Ваша фирма разместила только пробный заказ.

– Mr Petrov, we would place repeat orders provided you grant us a 5% discount on the price.

– Мы готовы пойти Вам навстречу и предоставить скидку в 3%. Цена при этом будет составлять 53 доллара за единицу. Но данная скидка распространяется только на заказы свыше 100 единиц.

– We are ready to place larger orders should you offer a 5% allowance.

– Пришлите, пожалуйста, Ваш запрос на новое количество товара, и мы постараемся изменить предложение соответствующим образом.

DIALOGUE 3

– I’m glad to see you, Mr Somov. Thank you for your enquiry for machine-tools Model A45. Have you received our offer?

– Да, вчера получили Ваше предложение. К сожалению, мы не можем его принять. Цены слишком высоки, и мы вынуждены отклонить его. Я отправлю Вам сегодня факс.

– You may have noticed that the efficiency, and other working characteristics have been considerably improved.

– Да, качество Вашего оборудования полностью соответствует нашим требованиям. Однако цены неконкурентоспособны.

– We could supply on allowance for larger orders.

– Я предлагаю встретиться и обсудить вопрос поставки оборудования со скидкой. Какое время приемлемо для Вас?

– I could call at your office at 3 p.m.

Дата добавления: 2015-11-16