Complete the following sentences in appropriate ways, using one word for each blank space.

1. Further discounts are _____ subject to special agreement.

2. We enclose an official order _____ for the above goods.

3. The date of delivery shall be considered for land transport the date on which the goods _____ the state border.

4. The Sellers reserve the right without special _____ of the Buyers to introduce alterations which do not affect materially the quality and the price of the goods.

5. To encourage all customers _____ a good stock we are prepared to offer a trade discount of 4 per cent.

6. No order shall be binding _____ the Sellers until confirmed by them in writing.

7. The prices quoted for bulk purchase will _____ you to sell it _____ highly competitive prices.

8. All other terms and conditions are stated in the enclosed copy of the _____ Conditions which _____ an integral part of our sales contracts.

9. Prices are subject to variation without _____, in accordance with market fluctuations.

10. The guarantee shall not apply to _____ wear or damage caused by _____ storage, inadequate or careless maintenance.

11. Any machinery not of our own manufacture included in this tender is sold under such _____ only as the makers give us, but is not guaranteed by us in any way.

12. Unless otherwise _____, the quality of the goods shall be in conformity with the corresponding state standards.

13. Please note that delivery is required by April 5 without _____.

14. We can supply you with Caviar _____ equal lots of 100 kg _____ regular intervals during the year.

15. Should the equipment _____ to be defective within the guarantee period, the Sellers _____ to replace or repair any defective part free of charge.

16. We confirm that we have the listed items available _____ stock and we guarantee delivery to London before November 30.

17. Our company will probably be _____ stocks of Caviar and tinned fish in the near future.

18. We _____ the right to cancel the order and/or return the shipment _____ your risk and expense at any time after the 15th December.

19. This offer is subject to _____ sale.

20. The time of delivery stated in this tender is an _____ only.

SECTION 6. NEGOTIATING PRICES AND TERMS

BLOCK 1. ACCEPTING OR DECLINING OFFERS AND

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