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Section 5. Offers and ordersСтр 1 из 3Следующая ⇒
SECTION 5. OFFERS AND ORDERS BLOCK 1. OFFERS
LEAD-IN
¨ When do companies make offers? ¨ What kinds of offers do you know? Define them. ¨ Read the following text and comment on firm offers; offers without engagement.
Коммерческое предложение или оферта (offer) отправляется продавцом или производителем потенциальному покупателю. В оферте указывается какой товар, какого качества, по какой цене и на каких условиях предлагается к продаже. Отличительная черта твердой оферты (firm offer) состоит в том, что предложение делается только одному потенциальному покупателю, и товар не может быть предложен никому другому в течение указанного в оферте периода. Оферта без обязательств (offer without engagement) или свободная оферта (free offer) рассылается сразу нескольким потенциальным покупателям. При этом продавец не связывает себя обязательствами и продает товар тому, кто первым акцептует оферту. Следует отметить, что имеются существенные различия в законодательствах различных стран. В частности, в России продавец связан офертой или в течение указанного в ней срока, или, если время не оговорено, то в течение необходимого для акцепта разумного периода времени. FOCUS 1
OFFER 1 London, 28th November 20... United Textiles Inc. 55 Broad Street New York 15, NY USA
Dear Sirs
We thank you for your enquiry dated November 25th for Textiles of our manufacture.
We offer you printed cotton cloth[1] equal to any sample you might select. Besides, should you so desire, you can buy different kinds of woolen textiles, produced at our factory in Manchester.
As for prices as well as terms and conditions you will find them stated herein.
QUANTITY: up to 20,000 m of any fabric.
QUALITY: equal to sample, in full accordance with government safety standards.
PRICES: as per Price-List No. 3a enclosed herewith.
DISCOUNTS: if the quantity is over 20,000 m, the price is subject to 5 per cent discount. Further discounts are granted subject to special agreement.
TERMS OF PAYMENT: 5 per cent in advance; 60 per cent by a Letter of Credit; the balance of 35 per cent by drafts.
TERMS OF DELIVERY: within 4 weeks of the acceptance.
All other terms and conditions are stated in the enclosed copy of the General Conditions which form an integral part of our sales contracts. This offer is subject to the goods being unsold upon receipt of your reply.
We hope to hear from you soon. Please, acknowledge receipt.
Yours faithfully John Wright Sales Manager
OFFER 2 Moscow, September 8, 20... Pilkington Bros. Ltd. 40 Cannon Street London, EC, UK
Dear Sirs
Smith & Co., who have been doing business with us for at least 5 years past, have advised us that you will probably be replenishing your stocks of Caviar and tinned fish in the near future. We have been in the business for 20 years and are proud of rich experience in producing delicious tinned products. At present we can offer you without obligation on our part 600 kg of Barrelled Caviar of Russian origin of 20... preparation.
We can supply you with Caviar in equal lots of 100 kg at regular intervals during the year. In addition to Barrelled Caviar, we offer Tinned Caviar with delivery during the year.
If you are interested in tinned fish, a wide range of which is produced by our company, please, let us know. Our full export price-list is enclosed herewith.
The grade of Caviar on the offer has always been sold very well in Britain, and the prices quoted for bulk purchase will enable you to sell it at highly competitive prices, while obtaining a good margin of profit.
We will be pleased to supply you with first order against settlement within 30 days of date of invoice, and with 2.5 % discount. Immediate shipment is guaranteed.
We advise you to place your order promptly, since we expect considerable response from other foreign customers to this special offer. This offer is subject to prior sale.
Yours faithfully B.A.Novikov Vice-President
Encl.
OFFER 3 April 9, 20... CIECH Marszalkowska 5 Warszawa, Poland
Dear Sirs
We thank you for your enquiry of April 3 and are pleased to inform you that our agents in Warsaw hold stocks of all our products.
Details of our export prices and terms of payment are attached hereto, and we have arranged for a copy of our catalogue to be sent to you today. We would be happy to discuss discounts with you if you would kindly let us know how large your orders are likely to be.
We highly appreciate your interest in our products and look forward to the opportunity of doing business with you.
Faithfully yours D.Jones
Encl.
OFFER 4
August 14, 20...
15 High Street Glasgow Scotland
Dear Sirs
We acknowledge receipt of your enquiry of August 8. Please, accept our apologies for the delay in sending a reply to your letter as we were so overloaded with orders from most of our regular customers that we failed to keep pace with the demand.
Now we face a problem of overstocking as two weeks ago we were suddenly flooded with urgent last-minute orders. We must ask you, therefore, to give the enclosed special price-list your immediate attention. To encourage all customers to lay in a good stock we are prepared to offer a trade discount of 4 per cent. All orders over $500 received before 1st September are subject to the discount in question.
Faithfully yours K.Robinson Kate Robinson (Miss)
OFFER 5
New York, 4th January 20...
Finlay & Murrey Ltd. 4 Finsbury Square London, EC2 England
Dear Sirs
As a result of the favourable supply situation we are able to offer you firm for immediate delivery our chemical products as per specification enclosed.
Prices are subject to variation without notice, in accordance with market fluctuations. If you buy over 5,000 packs, we can offer you a discount of 5 per cent on list prices.
Please let us have your order by 31st January, as the price concession will not apply after that date. Our terms of payment are against invoice.
We look forward with pleasure to serving you.
Faithfully yours Peter Gordon
FOCUS 3. WRITTEN PATTERNS
FOCUS 4. EXERCISES
FOCUS 5. WORKSHOP FOCUS 6. ROLEPLAYS Roleplay 1
Card 1. Вы вчера получили оферту от 20 мая от компании «Смит энд Кампани». Вам предлагают новые приборы, которые Ваша фирма может установить на оборудование, что в результате может привести к повышению производительности на 15-20%. При этом издержки (costs) возрастут не более, чем на 5-10%. Сообщите Вашему коллеге эту информацию. Ответьте на его вопросы.
Card 2. Ваш коллега сообщает Вам о том, что он получил оферту от «Смит энд Кампани». Узнайте, когда было получено письмо. Спросите, на сколько возрастут Ваши издержки (costs), если новые приборы будут установлены на Ваше оборудование. Попросите Вашего коллегу написать и отправить ответ «Смит энд Кампани» с просьбой прислать спецификацию и технические характеристики приборов, а также имеющиеся рекламные материалы. Roleplay 2
Card 1. Вы представляете на международной ярмарке российскую компанию и встечаетесь с сотрудниками «Эндрюз энд Кампани», чтобы обсудить возможные поставки икры и рыбных консервов. Ответьте на вопросы, сообщите о своих условиях. Используйте информацию, содержащуюся в OFFER 2 (FOCUS 1).
Card 2. Вы узнали о том, что российская компания, занимающаяся экспортом икры и рыбных консервов, представлена на международной ярмарке, в которой участвует и Ваша фирма. Вас интересуют условия и цены российской фирмы, количества и сроки поставки. Узнайте, могут ли Вам поставить 1 тыс.кг бочковой икры 20... г. приготовления.
BLOCK 2. ORDERS LEAD-IN ¨ When do companies place orders with their partners? ¨ In what form are orders made? ¨ What is the difference between order and offer? What comes first? ¨ What is an order form? Find the answer in the following text.
Заказ представляет собой просьбу поставить определенное количество товара и может быть ответом на оферту или котировку. В отдельных случаях заказ может быть направлен на основании рекламного объявления, прейскуранта, каталога и пр.
Заказ оформляется при его размещении или в произвольной форме, или на специальном бланке (См. ORDER 1). Бланк заказа (form of order) часто используется крупными фирмами при оформлении эспортных заказов. Независимо от того, как оформлен заказ, в него включается следущая информация: наименование товара, его количество, сроки и условия поставки, цена, условия платежа, описание товара и его технические условия. Возможно привлечение других документов, например, свидетельства о происхождении товаров и пр.
FOCUS 1
FORM OF ORDER 1 London, May 20, 20... Smith & Co., Ltd., 18 High Street, Glasgow, Great Britain
Dear Sirs, Order No...., Trans No.... Please supply and deliver the goods described below on the terms and conditions specified herein and on the reverse side of this order as well as those enclosed herewith.
Brown & Sons, Ltd.
_________________ President
_________________ Manager of Sales Department
Encl.
ORDER 2
London, April 23, 20...
Manchester Textiles Ltd. 2345 Willow Street Manchester
Dear Sirs
We have pleasure in ordering the following articles from your winter catalogue: Item 3a Item 6b Item 5 Item 9c
First-class material and workmanship are essential. The quality is to be equal to sample.
We leave it to your discretion to supply a suitable substitute, should you not have what we require, but the price should not exceed $1.75 per piece.
Please note that delivery is required by April 5 without fail. Your early attention to this order will be appreciated.
Faithfully yours Andrew Hughes
ORDER 3 15th December, 20... Modern Garden Implements Ltd. Wendover Avenue Birmingham UTT 8FR England
Dear Sirs
We thank you for your revised price-list, sent to us on the 28th November. Your representative has visited us in London and we are glad to inform you that we would like to place a trial order for Gardening Tools of your manufacture if you could guarantee their delivery to London before the 15th December 20....
We enclose an official order form for the above goods. The order will provide for a Proforma Invoice, including full particulars of discounts, freight rates and insurance.
We reserve the right to cancel the order and/or return the shipment at your risk and expense at any time after the 15th December.
Since this is our first transaction, the most acceptable mode of payment is by an irrevocable Letter of Credit. Our bank will therefore issue a Letter of Credit in your favour for the invoice value CIF London. We hope this to be suitable for you.
We look forward to getting your shipment and doing business with you.
Yours faithfully James Ashey
ORDER 4
8 August, 20...
Petersen A.S. Glostrupgade 154 Copenhagen S
Dear Sirs
We thank you for your kind letter of July 26 which had our closest attention. Enclosed please find our order No.6B for 4 Stadium Clocks, Model K-38, Price... USD per unit.
We would like to stress that this is our trial order which would be followed by an order for another 8-10 clocks if the first consignment meets our requirements.
Delivery should be effected as early as possible, but take place before September 1. Payment is to be made by an irrevocable letter of credit to be opened with the Metropolitan Merchant Bank Ltd., Overseas Branch, London within ten days of receipt of your advice of readiness of the goods for shipment. Import Licence # 208579 has already been obtained. We are looking forward to your early confirmation.
Yours faithfully S. Smith
Encl.
ORDER CONFIRMATION 7 Nov 20... K.Monk & Co., Ltd. Birmingham BI2 OBY England
Dear Sirs
Your Order No.78969-6 We thank you for your order dated October 28 for Gardening Tools enumerated in Enclosure 1.
We confirm that we have the listed items available in stock and we guarantee delivery to London before November 30.
The goods will be dispatched as soon as we receive instructions. We will immediately inform you of the date of shipment.
We are looking forward to an early reply.
Faithfully yours K.Monk
Encl.
FOCUS 3. WRITTEN PATTERNS
FOCUS 4. EXERCISES
DIALOGUE 1
А. Мы видели Ваше рекламное объявление в журнале «Офис Фёрниче». Кроме того, мы посетили Ваш стенд на ярмарке. B. Glad to offer you our furniture. We produce a wide range of desks, chairs and cabinets. А. Да, мы это знаем. Больше всего нам нравится мебель из самого последнего каталога. Мы планируем купить у Вас мебель для наших двух новых офисов. B. You can place an order with us right now. I have order forms with me. You can fill them in if you have some spare time. А. Да, время у меня есть, но я должен вначале обсудить цену и условия с руководителем отдела. B. You should know that if your order is above 10,000 USD we will grant you a special 8 percent discount. The orders above 12,000 USD are subject to 10 percent discount. А. Я заполнил бланки. Посмотрите, пожалуйста, есть ли все отмеченные мною модели в настоящее время в наличии. DIALOGUE 2 А. Нам звонил Ваш представитель г-н Андерсен. Он сообщил нам, что Вы возможно увеличите объем своего заказа. B. We have considered the quality and terms offered by your company and as they are superb, we would like to increase our order by some 15-20%. А. А у Вас есть данные, какие модели и в каком количестве Вы собираетесь заказать? Будете ли Вы увеличивать количество единиц модели А? В. But of course. Model F is the best one. It’s a good value for money. We would increase the number of units of Model A and that of Model B by 20 and 10 per cent respectively. А. А что по поводу модели С? Останется ли ее количество прежним или будут изменения? B. If you could grant us a 5 per cent discount at least, we would increase all items, so the volume of our order would be really considerable. А. Я думаю,что мы можем согласиться на такую скидку, если общая сумма заказа, который Вы у нас размещаете, превысит 12 тыс. долларов.
FOCUS 5. WORKSHOP FOCUS 6. ROLEPLAYS Roleplay 1
Card 1. Вы представляете компанию Intertextile и посещаете Вашего потенциального клиента в Берлине, где обсуждаете возможность размещения заказа в Intertextile. Вы привезли с собой прейскурант с пересмотренными ценами.
Card 2. Ваша компания хочет разместить заказ на поставку тканей по образцам в Intertextile. Вас интересуют альбомы образцов. Вы хотите, чтобы заказ был доставлен до начала нового учебного года.
Roleplay 2
Card 1. Вы по телефону напоминаете о том, что товары будут отгружены по получении инструкций банка компании «Браун энд Кампани». По получении инструкций Вы немедленно сообщите дату отгрузки товаров. Узнайте, почему инструкции до сих пор не отправлены.
Card 2. Вы работаете в «Браун энд Кампани» и вынуждены сообщить Вашим клиентам о том, что сможете организовать отправку инструкций только на будущей неделе, т.к. Ваш технический отдел загружен работой. Вы должны принести свои извинения за задержку.
LEAD-IN ¨ What do you think general conditions of sale provide for? ¨ What are the major specific features of the language of the General Conditions?
Общие принципы и условия осуществления сделки, как часть оферты, включают формулировки условий, регулирующих акцептование коммерческого предложения (оферты); цены; качество товаров; сроки поставки; гарантийный срок и пр. Язык этого документа отличается от ранее рассмотренной корреспонденции обилием юридических и канцелярских штампов.
Как правило, компании используют типовые общие условия, разработанные юристами фирмы и учитывающие специфику продаваемого товара.
FOCUS 3. WRITTEN PATTERNS
FOCUS 4. EXERCISES
Заказ №2495 Мы подтверждаем получение Вашего письма от 3 августа с.г. и сообщаем Вам, что мы можем осуществить отгрузку товара в течение двух недель. Мы вышлем Вам копию коносамента и отгрузочные документы сразу после отгрузки товаров. Все дополнительные складские расходы за Ваш счет. Мы предприняли шаги по фрахтованию тоннажа (tonnage). Как только судно будет зафрахтовано, мы отправим Вам факс. С уважением Р.Ричардсон 8 августа 20... года
Письмо 2
Уважаемые господа! Просим Вас незамедлительно подтвердить заказ от 7 марта с.г. Мы сохраняем за собой право изменять цену и условия заказа, пока Вы не акцептовали заказ. Обратите внимание, что цена включает стандартный набор запчастей, но не покрывает стоимость монтажа и технического обслуживания. Если не будет достигнуто особое соглашение, то платеж осуществляется безотзывным аккредитивом, открытом в Лондонском отделении Московского коммерческого банка.
Просим подтвердить получение. С уважением А.Смирнов 16 марта 20... г.
DIALOGUE 1 А. Каким образом вы оговариваете качество поствляемых вами товаров? Мы всегда указываем, что качество должно соответствовать стандартам, принятым в нашей стране. В. The same with us. The quality shall be in conformity with the corresponding state standards. But in the absence of such standards it should comply with the technical specifications adopted by the manufacturing plant. А. А как отразится на качестве внесение в конструкцию оборудования изменений после заключения контракта? И вообще, возможно ли это? В. Why not? In any case the Seller reserves the right to introduce alterations which do not affect materially the quality and, consequently, the price of the equipment. Special consent of the Buyer is not necessary. А. А должен ли продавец предоставлять сертификат качества? В. Sure. The quality is to be confirmed by a certificate. It is our common practice. DIALOGUE 2 А. Мы получили Ваше письмо, содержащее заказ на электроприборы по каталогу № 64. Мы уже отправили Вам ответ, но поскольку Вы приехали, мы можем все обсудить. B. Glad to hear it. I hope your answer was positive. We are looking forward to establishing mutually beneficial relations with you. А. Спасибо. Мы с удовольствием приняли к исполнению Ваш заказ. Он достаточно большой, но мы обязательно выполним его в срок. В. As for the time of delivery we would like to shorten it to four months instead of 5 months initially stated. We urgently need the goods. А. Я узнаю, сможем ли мы ускорить поставку. Дело в том, что в это время года у нас всегда большой наплыв заказов, но в любом случае мы сделаем все возможное. В. I hope you will. We intend to open a new shop at our factory so if you supply us with the devices ahead of schedule we would appreciate your help. A. Я понимаю. Я незамедлительно обсужу этот вопрос с коллегами и позвоню Вам.
FOCUS 5. WORKSHOP FOCUS 6. ROLEPLAYS Roleplay 1
Card 1. Ваша компания собирается предложить новую модель ксерокса (copier) Вашему постоянному клиенту. Вы привезли с собой все технические характеристики, условия продажи и письменную гарантию на товар. Вы готовы предложить бесплатное техническое обслуживание в течение года, если будет заказано не менее 50 штук.
Card 2. Давний партнер компании, в которой Вы работаете, предлагает Вам новую модель ксерокса (copier). Узнайте, можете ли Вы ознакомиться с техническими характеристиками оборудования. Попросите экземпляр для Вашего руководства. Узнайте, как будет осуществляться техническое обслуживание в течение периода гарантии, а также послегарантийное обслуживание (after-guarantee service).
Roleplay 2
Card 1. Руководство Вашей компании поручило Вам обсудить с представителем фирмы «Смит энд Сонс» Общие условия продажи, присланные Вам с офертой на оборудование для текстильной промышленности (textile machinery). Вас интересуют подробности, связанные со сроком гарантии, сроками поставки, а также условиями платежа.
Card 2. Вы работаете в «Смит энд Сонс». Вы должны ответить на вопросы представителя фирмы, которой Ваша компания послала оферту на текстильное оборудование (textile machinery) и общие условия продажи. Вы можете воспользоваться теми условиями, которые изложены в тексте урока. ACHIEVEMENT TEST ORDERS. REVISION OF PRICES
LEAD-IN ¨ Who usually initiates revision of prices? ¨ Can prices be revised after the Buyer has placed his order? ¨ In what way are offers and orders accepted? ¨ In what way are they modified?
FOCUS 1
LETTER 1 (Request to reduce prices) November 5, 20… Dear Sirs
We have considered your letter dt October 25, 20… offering us your optical equipment for our plant in Glasgow. We should state that the quality of your products is very high and suits us all right.
The problem is that the prices for your Models 452 and 234 are considerably higher than those for similar models by your competitors by some 10 and 12 per cent respectively. We should be prepared to buy 10 units each on the terms and conditions quoted by you if you reduce your prices by at least 5 per cent.
We hope to hear from you soon.
Yours faithfully J. McClellan LETTER 2 (Declining an offer on the ground of high prices) April 26, 20… Dear Mr Black
Thank you for your quotation dated April 18 for sports equipment. I appreciate your trouble in this matter but as your prices are considerably higher than those I have been quoted by other dealers, I regret I cannot give you an immediate order. We are willing to place an order with your company provided your prices are revised.
Anyway, I shall bear your company in mind when I require other products in the future.
Yours sincerely Carl Daniels
LETTER 3 (Revised offer)
Dear Mr. Daniels,
I am sorry to learn from your letter of April 26, 20… that you find our prices too high. We do our utmost to keep prices as low as possible without sacrificing quality. To this end we are constantly investigating new methods of manufacture.
Considering the quality of the goods on the offer we do not feel that the prices we quoted are at all excessive. However, bearing in mind the special character of your trade, we are prepared to offer you a special discount of 4% on first orders for $6,000. This allowance is made because we should like to do business with you if possible, but I must stress that it is the furthest we can go to help you.
I hope this revised offer will enable you to place an order.
Sincerely yours, John Black
LETTER 4 (Order confirmation)
Dear Sirs
We were very pleased to receive your order of June 23 for fabrics, and welcome you as one of our customers.
We confirm supply of the fabrics at the prices stated in your letter. Delivery should be made by our own vehicles early next week. We feel confident that you will be completely satisfied with these goods and that you will find them of exceptional value for money.
As you may not be aware of the wide range of goods we have available, we are enclosing a copy of our catalogue.
We hope that our handling of your first order with us will lead to further business between us and mark the beginning of a happy relationship.
Yours faithfully F. Christie Executive Director
LETTER 5 (Acknowledging an offer) November 27, 20… Dear Sirs
We acknowledge receipt of your trial order No.925-P for 450 wrist watches (Models X29 – Z34), which we received today. Your order is now being processed for immediate dispatch and will be ready for airfreight shipment for delivery to Heathrow Airport London early next week. As requested, we will enclose a packing note with the goods.
We are sure you will be pleased with this new line of wrist watches and look forward to working with your company again soon. We hope that this initial order will lead to further business.
Faithfully yours T. Sawyer Sales Manager
LETTER 6 (Giving most favourable credit terms to a new customer) March 23, 20… Dear Mr Johnson
We welcome you as a new customer and appreciate very much your order of May 15, 20…, which will be shipped on the 24th by air express. As agreed upon, this order as well as future orders will be shipped to you on our most favourable credit terms.
We are packing our latest window display cards with this order. Within the new few days you will hear from our promotion department, a service that is conducted exclusively for our customers. Please feel free to make use of this service at any time without any obligation or charge.
We are looking forward to pleasant business relations with your company.
Sincerely yours D.Thompson
LETTER 7 (Refusing an order) December 19, 20… Dear Mr Galen,
Thank you for Order No.341-34 you placed with us on December 15, 20…. Unfortunately, we do not feel that we can offer the trade discount which you have asked for, viz. 25 per cent as we grant our usual trade discount of 20 per cent to all our customers regardless of the quantity they purchase.
We would like to remind you that our prices are highly competitive. For us it would not be worthwhile supplying on the allowance you have asked for. Therefore, in this instance, I regret that we have to turn down your order.
Sincerely yours, R. Carlson
FOCUS 3. WRITTEN PATTERNS
FOCUS 4. EXERCISES
FOCUS 5. WORKSHOP FOCUS 6. ROLEPLAY Card 1. Вы встречаетесь с представителем компании «Нью Электроник», которая разместила у Вас заказ на комплектующие для своего оборудования, поставляемого на экспорт в страны ЕС. Вы сообщаете о том, что вероятно изменение Ваших цен в течение двух-трех месяцев, поскольку в настоящее время цены на сырье, используемое в производстве, растут. По Вашим расчетам, цены увеличатся на 10-15%.
Card 2. Вы встречаетесь с представителем компании, где Ваша фирма «Нью Электроник» разместила некоторое время тому назад пробный заказ на комплектующие для оборудования, поставляемого Вашей компанией на экспорт в страны ЕС. Вам сообщают о возможных изменениях цен. Вы уведомляете партнеров о том, что, если цены будут повышены, то Вы обратитесь к другим поставщикам. Ваш партнер должен, по Вашему мнению, до повышения цен представить свои рассчеты, подтверждающие будущий рост цен. BLOCK 2. REVISION OF TERMS
LEAD-IN ¨ Why are terms sometimes revised? ¨ What kind of terms is revised most often? ¨ What terms are considered most favourable?
FOCUS 1
LETTER 1 (Advice of the delay in delivery) September 24, 20… Dear Sirs
Thank you for your Order No.234 for video equipment which is now being processed.
We have to inform you, however, that owing to non-delivery of essential components we shall be unable to meet the deadline stipulated for delivery. There will be an estimated delay of about 20 days. The units themselves have been assembled and now need completing.
We regret this unfortunate situation and would ask you to bear with us. We should appreciate your confirmation that you will accept late delivery. If you wish to cancel the order it would be quite understandable.
Please let us know your decision as soon as possible. Thank you for your consideration. We look forward to your early reply.
Sincerely yours R.Thomas
LETTER 2 (Failing to keep pace with the demand)
July 27, 20…
Dear Ms Brownie
We were pleased to receive your order dt 23 July for our new printers AD-324. But as you state that delivery is to be completed within one month, we deeply regret that we are not able to supply the goods so urgently.
The manufacturing plant cannot keep pace with the increasing demand for this popular type of printers. We placed an order for 500 units two weeks ago but were informed that all orders were being filled in strict rotation. Our own order will not be met before the beginning of November.
I understand from our phone conversation this morning that your customers are unwilling to consider other models. In the circumstances I hope you will manage to meet your requirements from other source. May I suggest that you try Northern Computer Services Ltd.? They, as a rule, carry large stocks and may be able to help you. For your information I am sending you their address and office phone number enclosed herewith. If you have any questions, do not hesitate to contact me any time. I hope to be of any further assistance to you.
Sincerely yours J.Chase LETTER 3 (Goods are out of stock) March 10, 20… Dear Mr. Johnson
We were pleased to receive your order of February 26, 20….
Unfortunately we regret that we are at present out of stock of the model you ordered. This is due to the prolonged cold weather which has increased demand considerably. The manufacturers have, however, promised us a further supply by the end of this month and if you could wait until then we would fulfil your order promptly.
We are sorry not to be able to meet your present order immediately, but hope to hear from you soon that delivery at the beginning of the next month will not inconvenience you unduly.
Yours sincerely H.Carter
LETTER 4 (Cancelling an order) November 4, 20… Dear Sirs
We refer to our letter of October 12 when we stressed the importance of dispatching order No. 246 so that it reached here by October 26.
As we have not received confirmation from you that the goods have been sent, we have no alternative but to cancel this order.
We regret this action, but you should know that we have to as our customers insist on delivery by the due time.
Faithfully yours S.Hamilton Sales Manager
LETTER 5 (Offering substitutes) April 10, 20… Dear Sirs
We were pleased to receive your letter of April 3 together with your order for a number of items included in our quotation reference 123 KB.
All the items ordered are in stock except for Cushion Covers in strawberry pink. Stocks of these have been sold out since our quotation, and the manufacturers inform us that it will be another 4 weeks before they can send replacements.
As you state that delivery of all items is a matter of urgency, we have substituted Cushion Covers in fuchsia pink, identical in design and quality with those ordered. They are attractive and rich-looking, and very popular with our other customers. We hope you will find them satisfactory. If not, please return them at our expense. We shall be glad either to exchange them or to arrange credit.
All items will be on our delivery schedule tomorrow. We hope you will be pleased with them. We hope to receive an early reply.
Sincerely yours A.Morgan
LETTER 6 (Making a counter-offer) May 19, 20… Dear Mr. Ring
Thank you for your letter of May 15 ordering 800 metres of 120 cm wide watered silk. We regret to say that we can no longer supply this silk. Fashions constantly change and in recent years the demand for watered silks has fallen to such an extent that we no longer produce them.
In their place we can offer our new brand of rayon[2]. This is a finely woven, hard-wearing, non-creasable material with a most attractive lustre. The large number of repeat orders we regularly receive from leading distributors and dress manufacturers is clear evidence of the widespread popularity of this brand. At the low price of only $8 per metre, this rayon is much cheaper than silk and its appearance is just as attractive.
We also manufacture other textiles in which you may be interested and are sending a complete range of patterns by separate post. All these are selling very well in many countries and can be supplied from stock. If you decide to place an order we can meet it within one week.
Please contact me if you have any queries.
Sincerely yours M.Cherry Sales Department
LETTER 7 (Reply to Counter-Offer) September 1, 20… Dear Mr. Sullivan
We have carefully considered your counter-proposal of August 23, 20… to our offer for woolen sweaters, but regret that we cannot accept it.
The prices quoted in our letter of August 15 leave us with only the smallest of margins. They are in fact lower than those of our competitors for goods of similar quality.
The wool used in the manufacture of our Thermaline range undergoes a special process which prevents shrinkage and increases durability. The fact that we are the largest suppliers of woolen sweaters in this country is in itself evidence of the good value of our products.
We hope you will give further thought to this matter, but if you then still feel you cannot accept our offer we hope it will not prevent you from contacting us on some future occasion. We will always be happy to consider carefully any proposals likely to lead to business between us.
Yours sincerely Adrian Brunt
FOCUS 3. WRITTEN PATTERNS
FOCUS 4. EXERCISES
FOCUS 5. WORKSHOP FOCUS 6. ROLEPLAY Card 1. Вы должны обсудить с представителем компании, производящей ткани, их встречное предложение (См. LETTER 6). Выразите свою заинтересованность. Вы хотите разместить у них пробный заказ на новые виды синтетического шелка. Отметьте, что Вы все равно вынуждены искать компанию, которая поставит Вам требуемый вид натурального шелка.
Card 2. Вы направили встречное предложение (См. LETTER 6) компании, которая заинтересована в приобретении натурального шелка с мокрым эффектом. Вы привезли на встречу образцы, в том числе те, которые Вы только начинаете производить. Обсудите с потенциальным партнером детали сделки. ACHIEVEMENT TEST Complete the following sentences in appropriate ways, using one word for each blank space:
1. The problem is that the prices for your Models 452 and 234 are considerably higher than those for similar models by your competitors by some 10 and 12 per cent _____. 2. Stocks of these have been sold _____ since our quotation, and the manufacturers inform us that it will be another 4 weeks before they can send _____. 3. We have to inform you, however, that owing to non-delivery of _____ components we shall be unable to _____ the deadline stipulated for delivery. 4. We refer _____ our letter of October 12 when we stressed the importance of dispatching order No. 246 so that it _____ here by October 26. 5. I appreciate your trouble in this matter but as your prices are _____ higher than those I have been _____ by other dealers, I regret I cannot give you an immediate order. 6. Your order is now being _____ for immediate dispatch and will be ready for _____ shipment for delivery to Heathrow Airport London early next week. [1] printed cotton cloth - набивная хлопчатобумажная ткань
[2] rayon – вискоза, искусственный шелк
SECTION 5. OFFERS AND ORDERS BLOCK 1. OFFERS
LEAD-IN
¨ When do companies make offers? ¨ What kinds of offers do you know? Define them. ¨ Read the following text and comment on firm offers; offers without engagement.
Коммерческое предложение или оферта (offer) отправляется продавцом или производителем потенциальному покупателю. В оферте указывается какой товар, какого качества, по какой цене и на каких условиях предлагается к продаже. Отличительная черта твердой оферты (firm offer) состоит в том, что предложение делается только одному потенциальному покупателю, и товар не может быть предложен никому другому в течение указанного в оферте периода. Оферта без обязательств (offer without engagement) или свободная оферта (free offer) рассылается сразу нескольким потенциальным покупателям. При этом продавец не связывает себя обязательствами и продает товар тому, кто первым акцептует оферту. Следует отметить, что имеются существенные различия в законодательствах различных стран. В частности, в России продавец связан офертой или в течение указанного в ней срока, или, если время не оговорено, то в течение необходимого для акцепта разумного периода времени. FOCUS 1
OFFER 1 London, 28th November 20... United Textiles Inc. 55 Broad Street New York 15, NY USA
Dear Sirs
We thank you for your enquiry dated November 25th for Textiles of our manufacture.
We offer you printed cotton cloth[1] equal to any sample you might select. Besides, should you so desire, you can buy different kinds of woolen textiles, produced at our factory in Manchester.
As for prices as well as terms and conditions you will find them stated herein.
QUANTITY: up to 20,000 m of any fabric.
QUALITY: equal to sample, in full accordance with government safety standards.
PRICES: as per Price-List No. 3a enclosed herewith.
DISCOUNTS: if the quantity is over 20,000 m, the price is subject to 5 per cent discount. Further discounts are granted subject to special agreement.
TERMS OF PAYMENT: 5 per cent in advance; 60 per cent by a Letter of Credit; the balance of 35 per cent by drafts.
TERMS OF DELIVERY: within 4 weeks of the acceptance.
All other terms and conditions are stated in the enclosed copy of the General Conditions which form an integral part of our sales contracts. This offer is subject to the goods being unsold upon receipt of your reply.
We hope to hear from you soon. Please, acknowledge receipt.
Yours faithfully John Wright Sales Manager
OFFER 2 Moscow, September 8, 20... Pilkington Bros. Ltd. 40 Cannon Street London, EC, UK
Dear Sirs
Smith & Co., who have been doing business with us for at least 5 years past, have advised us that you will probably be replenishing your stocks of Caviar and tinned fish in the near future. We have been in the business for 20 years and are proud of rich experience in producing delicious tinned products. At present we can offer you without obligation on our part 600 kg of Barrelled Caviar of Russian origin of 20... preparation.
We can supply you with Caviar in equal lots of 100 kg at regular intervals during the year. In addition to Barrelled Caviar, we offer Tinned Caviar with delivery during the year.
If you are interested in tinned fish, a wide range of which is produced by our company, please, let us know. Our full export price-list is enclosed herewith.
The grade of Caviar on the offer has always been sold very well in Britain, and the prices quoted for bulk purchase will enable you to sell it at highly competitive prices, while obtaining a good margin of profit.
We will be pleased to supply you with first order against settlement within 30 days of date of invoice, and with 2.5 % discount. Immediate shipment is guaranteed.
We advise you to place your order promptly, since we expect considerable response from other foreign customers to this special offer. This offer is subject to prior sale.
Yours faithfully B.A.Novikov Vice-President
Encl.
OFFER 3 April 9, 20... CIECH Marszalkowska 5 Warszawa, Poland
Dear Sirs
We thank you for your enquiry of April 3 and are pleased to inform you that our agents in Warsaw hold stocks of all our products.
Details of our export prices and terms of payment are attached hereto, and we have arranged for a copy of our catalogue to be sent to you today. We would be happy to discuss discounts with you if you would kindly let us know how large your orders are likely to be.
We highly appreciate your interest in our products and look forward to the opportunity of doing business with you.
Faithfully yours D.Jones
Encl.
OFFER 4
August 14, 20...
15 High Street Glasgow Scotland
Dear Sirs
We acknowledge receipt of your enquiry of August 8. Please, accept our apologies for the delay in sending a reply to your letter as we were so overloaded with orders from most of our regular customers that we failed to keep pace with the demand.
Now we face a problem of overstocking as two weeks ago we were suddenly flooded with urgent last-minute orders. We must ask you, therefore, to give the enclosed special price-list your immediate attention. To encourage all customers to lay in a good stock we are prepared to offer a trade discount of 4 per cent. All orders over $500 received before 1st September are subject to the discount in question.
Faithfully yours K.Robinson Kate Robinson (Miss)
OFFER 5
New York, 4th January 20...
Finlay & Murrey Ltd. 4 Finsbury Square London, EC2 England
Dear Sirs
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