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13) Please amend the credit to read: \the extension of the time of shipment and validity to July 10 and 25 respectively.

14) It is imperative for you to instruct your bankers immediately to airmail the original of L/C No.21865 to Bank of China, Guangzhou.

III. Point out which of the following expressions are firm offers: Key:

Firm offer: 1), 4), 7)

Non-firm offer: 2), 3), 5), 6)

IV. Read the five offers and fill in the Information Form. Keys: offer No. 1 2 3 4 5 Name of goods Ladies Cotton Jacket scrap steel plate pure cotton white sugar Specification black/pink 3/8'' ¡­ FAQ 1995 crop 2500 tons Unit price 900/dz $120 per s/t RMB 8000 per m/t $300 per ton $550 per set $580 per set Price term (CIF/FOB) CIF CFR CIF CIF FOB FOB Delivery June/July immediately Aug./Sept. 20d/s after order Jan/Feb Payment 100%irrevocable LC LC as usual sight LC Firm/ Non firm N N F F folding chairs NMR 5 & tables NMR 6 Draft 60 N days LC V. Making counter -offers

Keys: 1. Area of disagreement: date of delivery

advise if you could not quote goods for prompt shipment. 2. Area of disagreement: specification

We hope your future offer will have better chances of concluding business. 3. Area of disagreement: payment

Please advise if you will grant us this favor. 4. Area of disagreement: price

Should you be ready to reduce your limit by 4%, we might come to terms.

VI. How to reply to counter-offer: Keys: Letter 1:

1. The previous letter is summarized in the first paragraph.

2. The writer has stressed that the prices he has quoted are already as low as it is possible to make them.

3. Despite the difficulties involved, he agrees to allow the higher discount requested, but with the stipulation that it will be for an order of the value previously mentioned.

4. A reason is given for allowing the additional discount, i.e. that this is a first order, and a warning that there can be no guarantee that it will be possible in the

future for the reason stated.

5. There is a clear statement of how long the revised terms are offered for and a consequent strong recommendation to place an early order.

6. There is a cordial conclusion which invites future orders. Letter2 :

1. The first person singular is used, giving the letter a more intimate note.

2. There is a suggested apology, I am afraid¡­, which is justified, for he clearly will want to apologize for having to disappoint his customer in not being able to meet his request for more favorable terms.

3. There is an assurance that the prices have already been reduced as much as possible and that any further reduction would affect the quality.

4. Writer refers to his company's production costs, the need to use skilled craftsmen and fine materials, the inevitable increase in cost, the reluctance to make the consumer carry these extra costs, but the inability actually to reduce them, which is all intended to excite the reader's understanding and sympathy for his company's position.

5. There is reference to others' lower prices but poorer quality products.

6. There is an assurance that his company's products have sold well elsewhere, and the reason why they have.

7. There is a suggestion to place at least a trial order, and the sympathetic and confidence expressed that this customer will be successful in selling his products.

VII. Write a counter-offer according to the following particulars: Keys:

Dear Sirs,

We thank you for your quotation March 10 for 1,000 sets of Panasonic color TV. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.

Our past purchase of other household electrical applicances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedlly high bank interests.

In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either ¡°cash against documents on arrival of goods¡± or ¡°drawing on us at 60 day¡¯s sight¡±.

Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.

Yours sincerely,

Chapter Six Conclusion of Business

Section Five Exercises I. Solve the supply problems

Keys:

1. approach another manufacture in this instance. We are sorry not to be helpful, but hope you will understand our position.

2. offer you a special discount of 5% on your orders placed before the end of March. Please let us know if you agree to this offer by cable.

3. keeping your order before us. Should our supply position improve, we will get in touch with you immediately.

4. recommend you our new Model XXL580 instead. We wish to inform you that there is a better demand for this new model, because it is not only similar to the old one but also superior in quality. Besides, it gives more satisfactory service to customers. )

II. Sending the Sales Confirmation Keys: 1. Seller

2. To countersign the S/C 3. 2 copies are enclosed

4. means add another signature to a document already signed by the Seller to

give it more authority

5.£¨Ê¡ÂÔ£©

III. Countersignature

Keys: 1.S/C. This shown by the phrase 'properly executed'.

2. The writer will pay the bill.(A bill is always paid by the Buyer. 3. S/C

4. properly; rewarding; routed; executed

IV. Translate the following sentences into English: Keys:

1) Thank you for your letter of March 11 and your Order No. C2/32 attached thereto (enclosed therewith).

2) We confirm having accepted your order for 5 M/T Dried Chilies, new crop, at $ 80 CFR Damascus for May shipment.

3) Enclosed is our S/C No. AG-9960 in duplicate, one copy of which please sign and return to us for our file.

4) Despite the current high bid, but in order to promote the development of future business, we would like to accept your order in accordance with the conditions of your past orders.

5) I would like to repeat the offer: 15 Tunnel Frilling Rigs, specifications detailed in the technical information, at €57,000 each FOB European Major Ports.The

deal will be concluded on the this conditions.

6) All the shipping documents should be prepared well in order to present to the banks for negotiation, which will last one week sometimes.

7) We are very pleased to conclude the business and hope there will be more chances for cooporation between us in the future.

8) We should invite your attention to the point that the terms of the L/C must be in strict accordance with those in the contract so as to avoid subsequent amendment in the future.

9. We confirm having accepted your order for 5 M/T Dried Chillis, new crop, at $80 C&F London for May shipment.

10. Enclosed is our S/C No,AG-9460 in duplicate, one copy of which please sign return to us for our file.

11. We believe that the good business relations between us will lead to many more transactions on the basis of equality and mutual benefits.

12. We have received your letter of July 20, 2007 together with an order for 1,000 Sewing Machines. Enclosed please find our S/C No.345 in duplicate, one copy of which please sign and return to us for our file.

13. We confirm having accepted your Order No.85 for 100,000Yards of Cotton Prints, Art No.1002. Please let us know the color and assortment and open the covering L/C in our favor according to the terms contracted.

14. The 5% discount can be deducted from the L/C and after shipment we will send you a check to cover the 3% commission.

15. 3% is too low, I think. You see, we have a lot of work to do in promoting the sales, such as advertising on radio or TV, printing booklets, leaflets, catalogues and so on. It all costs. 3% is not enough.

V. Write a letter based on the following particulars: Keys: Dear Sirs,

Thank you for your letter of March 15 enclosing your order for 500 Tractors.

On receipt of your letter, we contacted our manufacturers at once but they declined you order owing to heavy commitment and shortage of raw materials. However, after our efforts at persuasion, we have succeeded in getting their consent to accept the order for delivery in five equal lots, i.e. 100 Tractors each month commencing from January next year. We telexed you this morning accordingly and are now awaiting your confirmation. We are aware that you are in urgent need of Tractors and we are approaching other manufacturers for possible supply of earlier deliveries. Please do not hesitate to send us your specific enquiry to which we will pay our prompt attention.

Yours faithfully,