FOCUS 7. Letters to make up.

1. Make up a letter from the Sellers to the Buyers offering a substitute. Follow the plan:

Ø refer to the number of the order;

Ø inform the Buyers that it is impossible to deliver the goods ordered;

Ø offer a substitute (give reasons);

Ø don’t forget about a complimentary close.

2. Write a counter offer from the Buyers to the Sellers offering to change the terms of delivery and payment. Follow the plan:

Ø refer to the number of the offer;

Ø inform the Sellers of your readiness to place an order with them on your own terms (more preferable to you; the Sellers offered payment in advance);

Ø ask if it is possible to speed up the delivery and suggest that the terms of delivery should be changed (the Sellers offered ex-works);

Ø don’t forget about a complimentary close.

FOCUS 8. Role play.

1. Hold negotiations based on the situation specified in Letters 1.1, 1.2. The Buyers need the goods urgently, so they ask the Sellers to speed up the delivery. The Sellers cannot agree to it due to pressure of orders, but they offer a compromise. Discuss the terms of payment and delivery.

2. Hold negotiations based on the situation specified in Letters 2.1, 2.2. The Sellers offer a substitute for the ordered goods. The Buyers want to reduce the amount ordered, as the substitute is more expensive. The Sellers encourage the Buyers to place repeat orders. Discuss the terms of payment and delivery.

FOCUS 9. Act as an interpreter.

DIALOGUE 1

– Мы получили Ваше предложение на краски и лаки (Paints and Lacquers). Цены в принципе приемлемы, но сроки поставки необходимо, на наш взгляд, пересмотреть.

– We have been on the market with our goods for five years. Delivery ex-works within 6 weeks by truck is our usual practice.

– Учитывая большие объемы заказов, было бы целесообразно поставлять товар немедленно со склада.

– The present state of affairs enables us to hold stocks in Moscow, which we plan to replenish in April. But your deadline, if I’m not mistaken is 1^st March.

– Да, Вы правы, мы должны быть готовы к сезонному наплыву заказов. Мы готовы разместить у Вас заказ только при условии ускорения отгрузок.

– We really appreciate the prospect of establishing mutually beneficial relations with you and will try to meet your deadline.

DIALOGUE 2

– Mr Fokin, the customers have informed us of some prompt modifications of the order. Here is a list of items to be cancelled.

– Ваши заказчики в курсе, что в связи с уменьшением заказа возможен пересмотр цен?

– Will it still be possible to supply the items requested at the prices quoted in your offer? As we have obtained a new substantial order for your equipment we hope it will make up for the cancellation.

– У вас с собой новый заказ? Срок действия нашего прейскуранта до 31 декабря.

– Here is the new order. You can see the size of it is really large but it is absolutely essential that you respect the delivery dates.

– Я думаю, что со сроками поставки проблем не будет. Товар в наличии на складе. Мы можем поставить даже ранее указанного крайнего срока.

– I will get in touch with my customers and inform them of this option. So when can we have your estimates with the itemized prices?

– Вы можете получить наше встречное предложение уже сегодня вечером. Я отправлю Вам сообщение по электронной почте.

DIALOGUE 3 9

Дата добавления: 2015-11-16