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are usually paid commission. This may be paid by the seller or by both seller and buyer.

Unit 4 Negotiating Prices

Part Ⅰ

(1) listen (2) speak (3) interrupt (4) ask questions (5) penny (6) pound (7) assertive (8) aggressive (9) more (10) less

Part Ⅱ

Task1

(1) discount for bulk (2) minimum quantity (3) early-settlement discount (4) commission (5) contract, unit price Task2

8. (1) T (2) F (3) T (4)F (5) F

9. (1) FOB (2)agents (3)extra (4)Korean (5)exceptions

Part Ⅲ

8. (1) b (2) a (3) c (4) a (5) c

9. A: We are very interested in your X358 MP4 and are thinking of making a trial

order of 10000 pieces. What price can you offer us? B: As this is our first

business, we can provide you with some preferential

terms.

How about $40 per piece? A: Oh, I ’m afraid

that ’s way beyond our expectations.

It ’s even higher than

what the other factories give us.

B: Yes, we know there are lower price around but would you please look at the quality?

Ours are much better than our competitors ’. In addition,

the demand

out

for this item from our company is very high. We’ re actually temporarily

of stock right now. Currently, demand is way ahead of supply in the market. A: We know about that. But don

’t you think you should make some concessions

to make your price competitive? Can we make it $35 if we place large orders? B: Well, that

’s a tough deal. However, since we

’re going into a long-term

...

...

relationship, maybe we can try to reach that bottom line for you.

Part Ⅳ

1. (1) b (2) c (3) c (4) b (5) a

2. (1) Welsh (2) 60 days (3) 13.5 (4) 1000 (5) 22.5 (6) 3 (7) 1000 (8) 500 Part Ⅴ

10. (1) 4%, annual (2) expenses (3) publicity, personnel (4) 40% (5) next year 11. Sample dialogue: A: Mr. Brown,

I ’m anxious to know about your offer.

B: Well, we’re been holding it for you. Here it is. Five hundred cases of black

tea, at 30 pounds per kilogram, CIF London. Shipment will be in June. A: That ’s a steep price! It B: I ’msurprised

’ll be difficult for us to make any sales.

to hear you say that. You know the price of black tea has gone

with what you might get elsewhere.

up since last year. Our compares favorably A: I ’m afraid

I can’ t agree with you there. India has just come back into the

market with a lower price.

B: Ah, but everybody in the tea trade knows that

quality. Considering the quality,

America’ s black tea is top

I ’d say the price is very reasonable.

’s keen competition

A: No doubt your tea is of high quality, but still, there

in the market these days. I understand many countries are lowering their prices.

B: OK. Then we ’ll make it 28 pounds for this order. Is that ok? A: That ’s a very small concession. Still,

we think your packaging is excellent. We but hope for a better deal for any further orders.

B: Good, we can talk about further reductions later when we see how business

is developing between us.

we want to do business with you because

’ll go with this price this time

Part Ⅵ

6. (1) F (2) T (3) F (4) F (5) F (6) T (7) F

7. (1) the quality of our product is much better than that of other suppliers

...

...

(2) We can talk about that later.

(3) if you can give me best price for this first order, we can start a

long-term relationship.

(4) That really leaves us with nothing. (5)

I ’ ll make that concession.

Unit5 Placing an Order

Part Ⅰ

(1) negotiate (2) accept and confirm an order (3) sign the contract (4) confirm the order (5) confirm further orders

Part Ⅱ

(1) is a request to supply a specified quantity of goods (2) an enquiry with subsequent quotations (3) printed order forms

(4) description, quantities, mode of packaging (5) agreed upon in previous negotiations (6) are legally bound to fulfill their agreement (7) at the agreed time

(8) accept the goods supplied and then pay for them Task2

10. (1) F (2) F (3) F (4) T 11. (1) b (2) c (3) a (4) b

Part Ⅲ

12. (1) Belster XP is the best copier for general use. With a combination of large capacity,

small size

and efficiency,

it

can be configured

to suit almost all

situations. Furthermore, it has an automatic document feeder. (2) The buyer can download the order form from the seller

’s website, and fill in

the name, address, telephone number as well as the item number of the desired photocopier. Then send the form to the address provided.

...

...

(3) To make a payment, the buyer can write a payable cheque to the seller. Enclose it with the mail order form and send it to the address provided. 12.

A: Hello, I see from the Internet that you are a trading company who deals with sweaters and skirts in Guangdong Province. Is that right? B: Yes, that

’s right. What can we do for you?

’re looking to order some clothes.

So what kind of clothes are you interested

A: We’re a Nigerian company, and we B: Good, we provide a variety in?

of clothes.

A: Sweaters and skirts. But would you please first tell me your minimum order? B: Our minimum order is set at 5000 pieces. A: OK, that ’ s fine.

I ’ ve selected two items from your online catalogue: items 6

and 18. But I would like to make some changes. Will you be able to accommodate me? B: Depending on what type of changes you want, it should

n’t be a problem.

sizes. Would

A: For item 6, the sweater, I want the sweater to come in two additional you please add XXL and XXXL? B: OK. How about item 18?

A: The size is ok with item 18. But we want to order both light and dark colours.

Part Ⅳ

(1) have a problem with (2) protects (3) cost (4) decorative (5) European tastes (6) long-distance (7) sales (8) increase (9) retailers (10) logo

Part Ⅴ

13. (1) acd (2) d (3) c (4) c

14. A: Hello, I ’ d like the order 1000 DSC-T5 Digital

Cameras form your company. But

it ’ s important that we have them before July 31. Can you make it? B: I ’m afraid that we can

’t make it in such a short period of time. That

’s only

a month away. Would you consider any other models? A: What do you suggest? B: The DSC-T7. Actually,

it ’s an updated version of the T5. It has more functions.

...