Exercise XII.
a) Read the dialogue:
On Tuesday Borisov received Mr. Taylor who had come to Kiev to offer office equipment to Ukrainimport.
| Taylor: | Good morning, Mr. Borisov. |
| Borisov: | Good morning, Mr. Taylor. Will you take a seat, please. |
| Taylor: | Thank you, sir. We know you are interested in our office equipment and I have brought some catalogues with me. I think you would like to look through them. You will see that our prices are reasonable. |
| Borisov: | I hope so. It would take me a day or two probably. Could we meet at our office, say, at 11 on Friday? |
| Taylor: | Fine. Good-bye. |
On Friday Mr. Taylor came to Borisov's office again.
| Borisov: | Good morning, Mr. Taylor. |
| Taylor: | Good morning, Mr. Borisov. |
| Borisov: | I have looked through your catalogues. We can buy from you office furniture. But I think that your prices are rather high. |
| Taylor: | I can't agree with you; Mr. Borisov, our prices, are not so high as you say. Other companies quote higher prices. And I'd also like to stress that we usually give a good discount to customers who place big orders with us. |
| Borisov: | What discount will you give us, if we place a trial order for 500 desks and 1,000 chairs. |
| Taylor: | Well, for that order we can give you a 2% discount off the value of the goods. |
| Borisov: | We expected a 4% discount. |
| Taylor: | If you agree to open a L/C for the full value of the goods we are ready to give you 4% discount. |
| Borisov: | I think we can do that |
| Taylor: | Then it settles the matter |
b) Think and answer:
1. Who was Ukrainimport interested in buying office furniture from Taylor and Co?
2. What information did Borisov find in the catalogues which Mr. Taylor had brought with him?
3. Why did Taylor and Co usually give a discount to Buyers who placed big orders with them?
Exercise XIII. Answer the following questions:
1. To what company did you sell your goods last?
2. Are you satisfied with the transaction?
3. What business matter had you discussed before you signed the contract?
4. Was the price acceptable to the buyers or did they find it high?
5. Had you ever done business with that company before?
6. What goods do you sell?
7. What foreign companies are interested in your goods?
8. Are your goods of high quality?
9. Do the Buyers always find your prices reasonable or do they sometimes find them high?
10. What do you usually do if the buyers don't want to accept your prices?
11. What are your terms of payment?
12. Do the sellers usually give a discount to customers for trial orders?
13. They usually open a L/C for the full value of the contract, don't they?
14. What is a trial order?
15. In what other cases do the sellers give a discount to their customers?
Exercise XIV. Speak on the topics:
“Discussing terms of payment”
“The contract we made last”