QUOTATIONS AND OFFERS 2 FOCUS 1. Read and discuss the leads-in and the letters LEAD-IN 1 An offer of goods is usually made either by way of advertisements, circulars and letters, or in reply to an enquiry. In response to an enquiry you may want to give your prospective customer a quotation which constitutes an offer to deliver goods at the price and on the terms and conditions stated. Your quotation should cover the following subjects: (a) PRICES. When a supplier quotes a price, he may or may not include other costs and charges such as transport, insurance and taxes. Prices which include these extra costs are known as gross prices; those which exclude them are known as net prices. A firm’s quotation is not necessarily binding, i.e. they do not always have to sell you the goods at the prices they quoted in their reply to an enquiry. However, when prices tend to fluctuate, the supplier will add a provision to their quotation stating that their prices are subject to change. If the company makes a firm offer, it means they will hold the goods for a certain time until you order. Again, this is not legally binding, and this provision varies in different countries depending on local regulations and trading practices, but suppliers generally keep to their offer to protect their reputation. When prices are quoted in the customer’s currency they should allow for exchange fluctuations. (b) TRANSPORT AND INSURANCE COSTS. The International Chamber of Commerce use a set of terms for delivery in overseas contracts – these are called Incoterms. Their use is optional, but suppliers normally refer to them in their quotations. 3 -2(c) DISCOUNTS. Manufacturers and wholesalers sometimes allow discounts to be deducted from the net or gross price. They may allow a trade discount to sellers in similar trades; or a quantity discount for orders over a certain amount; or a cash discount if payment is made within a certain time, or a loyalty discount when firms have a long association. (d) METHODS OF PAYMENT. When quoting terms, you may require, or at least suggest, any of several methods of payment. (e) DELIVERY DATES. If the enquiry specifies a delivery date, confirm that it can be met, or if not, suggest an alternative date. Do not make a promise that you cannot keep. (f) FIXED TERMS AND NEGOTIABLE TERMS. It is possible to quote terms in two ways: by stating your price and discounts without leaving room for negotiation, or suggesting that the customer could write again and discuss them. 4 1.1. QUOTATION FOR A PACKING LINE DALLOWAY MANUFACTURING CO. LTD. 21, Crescent St., London SW4. Our ref. Your ref. 16 January 20__ AO Russkoe Chudo Russia, Tula, Arsenalnaya st., 6 Dear Sirs, Thank you for your enquiry of 6 January. We have pleasure in sending you our quotation for a complete packing line to pack your products in polyethylene film. QUOTATION No. M-223-01 ONE COMPLETE PACKING LINE Model CP-A - ₤15,500.00 Spare parts - ₤5,530.00 Total - ₤21,030.00 The prices stated are f.o.b. London, export packing included, and are firm 21 days. Terms of payment Payment is to be made in pounds sterling by irrevocable letter of credit opened in our favour with a first-rate bank. Delivery Delivery can be effected within 4 weeks of receiving your order. We hope to hear from you shortly. Yours faithfully, S. King S.King Manager 5 1.2. QUOTATION OF TERMS IN REPLY TO AN ENQUIRY ASKING FOR CERTAIN CONCESSIONS MAXINE SPORTSWEAR MANUFACTURING CO., INC. 842 Seventh Avenue, New York, NY 10018 Our ref. Your ref. 21/7T 12 April 200__ AO Intersport 129511 Russia Moscow Universitetsky pr. 21 Dear Ms. Kiseljeva, We are pleased to receive your enquiry of 10 November and to hear that you liked our range of swimwear. The goods stated in your specification are available immediately from stock. We can offer you the quantity discount you asked us for which would be 5% off net prices for orders over $2,000 and 10% off net prices for orders over $3,000. We are enclosing our summer price-list quoting f.o.b. prices New York. We normally offer a 15% trade discounts on f.o.b. prices and would prefer payment by sight draft, cash against documents. However, we would be prepared to review this once we have established firm trading relations with you. As there is a heavy demand at this time of year for swimwear, you will have to allow at least six weeks for delivery. We hope we can reach an agreement on the terms quoted. Thank you again for your letter; we look forward to your early reply. Yours sincerely, Samuel Long Samuel Long Export Manager 6 LEAD-IN 2 In many types of business it is the practice of the seller to offer goods to his regular customers and to others who may be interested, without waiting for an enquiry. Similarly, suppliers regularly make special offers of goods when prices are particularly favourable. In these cases the customer’s interest has to be aroused. 2.1. OFFER OF GOODS AT SPECIAL PRICES GLASTON COSMETICS LTD. 14 Cambridge Court London WC2H 8HF Our ref. IR/bm Your ref. 20 April 20__ AO Moskva-Prestige Russia 109004, Moscow, Volgogradsky pr., 8 Dear Sirs, You will be impressed to hear that we can offer you for immediate delivery a wide range of cosmetics at very special prices from stock. All the items listed in the enclosed specification are “Falcon” products which is a brand name you will certainly recognize, and the reason their prices are so competitive is that they are part of a bankrupt stock that was offered to us. Details of our export prices and terms of payment are enclosed. Please note that this is a special offer and cannot be repeated. 7 GLASTON COSMETICS LTD. Continuation sheet No. 2 As we have comprehensive stocks we can make up your order to your specification and effect shipment within 7 days. This is a unique opportunity, and we would ask you to give the enclosed price-list your immediate attention and to let us have your order at once. The demand for these products is exceptionally high and orders can be accepted as long as stocks last. Yours faithfully, Anita Broderick Anita Broderick (Ms) Sales Manager 8 2.2. OFFER OF GOODS AT COMPETITIVE PRICES THANKS TO A FAVORABLE SUPPLY SITUATION RADBURY LTD. 13 Bradfield Road London W4 1HV Our ref. CM-328 Your ref. 6 April 20__ AO Slastjena Russia 121099 Moscow, Smolenskaja sq., 5 Dear Sirs, We are one of the largest producers of confectionary in Great Britain and we will be pleased to supply you with our highgrade chocolate on the best terms. Cocoa beans are in great supply on world markets now. Supplies of this commodity have greatly exceeded the demand causing a slump in its prices. Our production costs have fallen thanks to this favourable supply situation, and we can offer you firm our chocolate at very competitive prices. We enclose details of our range of products and our export prices. The quoted prices are f.o.t. London. Payment for initial orders should be made on invoice. Immediate shipment from London is guaranteed as we have a good supply of our products. However, we would recommend you to place an order promptly as there has been a huge response from other foreign customers to this special offer. We look forward to your reply. Yours faithfully, C.Marlow C.Marlow Export Manager 9 2.3. OFFER OF AN EXPANDED RANGE OF PRODUCTS ON FAVOURABLE TERMS ETERNA MEDICAL EQUPMENT, INC. 2297 Front Street Phoenix, Arizona 99065 Our ref. 1/25-FN Your ref. 4 May 20__ Mr. N. Pirogov Medicina budushego Russia 117254 Moscow Leninsky pr. 9 Dear Mr. Pirogov, Last year we offered you our medical instruments. You expressed interest in our goods, but did not place orders. Now we can offer you an expanded and improved range of our goods on more favourable terms as our factory has recently been reorganized and new manufacturing methods have been introduced. We enclose our current price-list quoting f.o.b. prices. C.i.f. prices can also be quoted but will be 15% dearer. We are offering a special 10% discount off all net prices. We have the instruments in stock and will ship them as soon as we receive your order. We should appreciate the opportunity of showing you how efficiently we can serve you. Yours sincerely, F.Nightingale F.Nightingale (Ms) Senior Export Manager 10 2.4. OFFER OF GOODS AT A REDUCED PRICE FRANKLIN AND GORDON ELECTRONICS SUPPLIES, INC. 72-01 Lefferts Boulevard, Rego Park, New York, 11206 Our ref. MK/85 Your ref. 22 February 20__ AO Interelectronica Russia 121517 Moscow Sevastopolsky pr., 8 Dear Sirs, We are glad to inform you that thanks to improved methods of production we are able to offer you our range of video cassettes at a reduced price for large quantities. The average price reduction is 7% .We would like to stress that the quality of our items remains the same – only the finest materials are used. Please find enclosed details of the new prices. You will see that they are considerably lower than those of manufacturers of similar video cassettes in our country or elsewhere. Our prices are quoted c.i.f. Moscow. The new prices apply to minimum orders of $20,000 and are effective as from 15 March. Payment by irrevocable letter of credit is requested. We can guarantee immediate delivery as our ample stocks enable us to execute all orders promptly. If our offer is acceptable to you, please confirm by return. We look forward to supplying you at the new prices. Yours faithfully, M.Kennedy M.Kennedy Sales Manager 11 2.5. OFFER OF GOODS FROM AN ESTABLISHED SUPPLIER KINBOTE PRODUCTS LTD. 45 Bedford Road Bristol BS7 9PP Our ref. 180/NW Your ref. 21 July 20__ Mr. A. Nikitin Exotic-Trade Russia 121355 Moscow Ivana Franco st., 8 Dear Mr. Nikitin, We would like to inform you that we have been fortunate enough to obtain a further supply of Indian tea of the same quality as that we provided you with last year. The total consignment is only 20,000 kg. Immediate delivery is guaranteed. We are pleased to offer you a net price of ₤ 1.50 per kilo. The price is ex-warehouse Bristol and we can allow a 15% trade discount with payment on a documents against payment basis. As the demand for this commodity on world markets has increased greatly we shall not be able to offer further supplies at such a favourable price, and the next consignment will be rather dearer. This offer is firm for 7 days. We will urge you to place your order as soon as possible. Yours sincerely, Nigel Woods Nigel Woods Export Manager 2.6. THE CUSTOMER DECLINES AN OFFER 12 EXOTIC-TRADE Russia, 121355 Moscow, Ivana Franco st., 8 Our ref. 51/AN Your ref. 180/NW 24 July 20__ Mr. N. Woods Kinbote Products Ltd. 45 Bedford Road Bristol BS 7 9PP United Kingdom Dear Mr. Woods, Thank you for your letter of 21 July in which you offer us Indian tea at ₤ 1.50 per kg. To our regret we are not able to accept your offer as we have just been offered a better price and more favourable terms by an Indian exporter of tea. We may revert to this matter again, if you quote us a lower price and improve your terms. Yours sincerely, A.Nikitin A.Nikitin Manager 13 FOCUS 2. Comprehension questions LEAD-IN 1 ? ? ? ? ? What is a quotation? What subjects should a quotation cover? What is the difference between the gross price and the net price? What is a firm offer? Is it legally binding on the supplier? What provisions for prices can be added by the supplier to a quotation? ? What discounts may be allowed by the supplier? ? What are the ways of quoting terms? ? What is the difference between fixed and negotiable terms? LETTER 1.1. ? What prices are quoted in the quotation? ? What is included in the price? Is it a gross or a net price? ? How long will the supplier keep to the stated prices? ? What method of payment is stated? ? What is the quoted time of delivery? LETTER 1.2. ? What concession was requested from the supplier? ? What discount can the supplier offer? ? What does the amount of the offered quantity discount depend on? ? What prices are quoted? ? What discount is offered on the prices? ? What is the proposed method of payment? ? Are the stated terms firm or negotiable? ? What delivery dates are specified and why? ? How does the supplier suggest that the method of payment could be changed in the future? ? What enclosures have been made? LEAD-IN 2 ? Why can the supplier offer goods without waiting for an enquiry? ? When do suppliers make special offers? 14 LETTER 2.1. ? What is the purpose of the letter? ? What products are offered? ? Why are their prices so competitive? ? Will the quoted price apply to other offers? ? Why can the supplier meet the offeree’s specification and effect shipment within a week? ? In what way does the supplier persuade the offeree to place an order at once? LETTER 2.2. ? What is offered in the letter? ? Why can the supplier offer competitive prices? ? What kind of offer is made? ? What prices are quoted by the supplier? ? What sort of payment does the supplier ask for? ? Why can the supplier guarantee immediate shipment? ? How does the supplier encourage the offeree to place an order promptly? LETTER 2.3. ? What does the salutation suggest? ? What does the supplier offer and why? ? What is enclosed with the letter? ? What prices are quoted? ? Why will c.i.f. prices be dearer? ? What discount is offered? LETTER 2.4. ? Why is the supplier able to offer goods at a reduced price? ? What is the average price reduction? ? How does the supplier indicate the high quality of the goods? ? What prices are quoted? ? What orders do the new prices apply to? ? How does the supplier stress that his prices are competitive? ? When do the new prices become effective? ? What method of payment is requested from the offeree? ? Why can the supplier guarantee immediate delivery? ? What is requested from the offeree if he accepts the offer? 15 LETTER 2.5. ? Why is it obvious that it is a letter from an established supplier? ? What is offered by the supplier? ? What price is offered? ? On what condition will the supplier allow a 15 % trade discount? ? How does the supplier encourage the customer to place an order immediately? ? How long will the supplier hold the consignment? LETTER 2.6. ? Why is the customer unable to accept the offer? ? What can make him revert to the matter? FOCUS 3. Study the notes, written patterns and vocabulary NOTES 1. Offer vs quotation Данные слова могут переводиться на русский язык как «предложение, оферта» и быть взаимозаменяемыми (при этом слово quotation имеет и другие значения: «котировка», «курс», «расценка», «цена»). Однако следует обратить внимание на смысловые нюансы. Слово offer имеет более общее значение и подразумевает предложение приобрести товар на каких-либо условиях, а слово quotation употребляется в тех случаях, когда покупатель просит указать конкретные условия, на которых товар может быть поставлен. 2. Gross price, net price Следует отметить, что в зависимости от контекста данные словосочетания переводятся следующим образом: 1. gross price – цена-брутто, фактурная цена, цена без учета скидок (syn. invoice price) net price – цена-нетто, цена за вычетом всех скидок, окончательная цена. 2. gross price – цена без вычетов налогов и расходов. net price - цена за вычетом налогов и расходов. 16 3. Effect, to effect, to affect Необходимо отметить, что употребление этих слов в деловой переписке может вызвать затруднения. Следует помнить, что effect – имя существительное со значением «результат, эффект, воздействие, влияние» (i.e. to have an effect). Глагол to effect означает «заключать, оформлять, осуществлять, совершать» и употребляется в официальной речи, а глагол to affect имеет значение «влиять, воздействовать, действовать», часто употребляется, когда речь идет о неблагоприятной ситуации. 4. consignment, lot, cargo – партия товара. Эти три синонима имеют разные оттенки значения. lot – наиболее нейтральное слово из вышеперечисленных, может быть отнесено к любому виду товара cargo – как правило партия массового/сырьевого товара consignment – партия штучного товара WRITTEN PATTERNS 1. Prices are subject to change/alterations. 2. We hope we can reach an agreement on the terms quoted. 3. You will be impressed to hear that we can offer you… 4. This is a special offer and cannot be repeated. 5. We can make up your offer to your specification. 6. We would ask you to give … your immediate attention. Orders can be accepted as long as stocks last. 7. 8. There has been a huge response from … customers to this … offer. Цены могут быть изменены. Надеемся, что Вы согласитесь на указанные нами условия. Рады сообщить, что мы можем предложить Вам… Указанные нами условия распространяются только на это особое предложение. Мы можем укомплектовать заказ в соответствии с Вашей спецификацией. Просим безотлагательно рассмотреть … Мы можем принять заказы к исполнению лишь при наличии товаров на складе. Это предложение вызвало большой интерес … покупателей. 9. 10. 11. 12. 13. 14. 17 We should appreciate the Мы будем рады оперативно opportunity of showing you выполнять Ваши заказы. how efficiently we can serve you. The prices apply to … order… Цены распространяются на … заказы … The prices are effective as Цены действительны с … from… We look forward to supplying Рады поставлять Вам you at … prices. товары по … ценам. We would like to inform you Сообщаем, что нам удалось that we have been fortunate … enough … The offer is firm for … days. Эта оферта действительна в течение … дней. VOCABULARY LEAD-IN 1 offer offer of goods offer of services circular costs insurance costs charges transportation charges net price gross price предложение, оферта предложение товаров предложение услуг реклама (печатное издание), циркуляр расходы, издержки, затраты расходы по страхованию зд. расходы транспортные расходы зд. цена за вычетом расходов и налогов зд. цена без вычета расходов и налогов 18 binding on/upon smb обязательный для кого-либо, обязывающий, связывающий legally binding обязательный по закону to bind 1.обязывать (законом); связывать (договором) 2.скреплять, подтверждать (сделку) binding offer (quotation) твердое предложение syn firm offer (quotation) to fluctuate колебаться, изменяться fluctuation колебание, изменение fluctuations of supply колебания спроса и предложения and demand exchange fluctuations колебания курса market fluctuations конъюнктурные колебания, изменения конъюнктуры price fluctuations колебания цен provision положение, условие, оговорка cash discount скидка за платеж наличными loyalty discount скидка, предоставляемая давним торговым партнерам LETTER 1.1 packing line упаковочная линия complete комплектный, укомплектованный complete with all комплектно со всеми accessories принадлежностями, укомплектованный всеми принадлежностями to complete комплектовать syn to make up completeness комплектность completeness of комплектность оборудования equipment completeness of комплектность технической technical documentation документации 19 packing export packing (packaging) firm price syn fixed price syn set price letter of credit irrevocable letter of credit in smb’s favour упаковка экспортная упаковка твердая цена аккредитив безотзывный аккредитив на чье-либо имя, в чью-либо пользу to open (to establish) L/C открыть аккредитив в банке with a bank first-rate bank первоклассный банк to effect выполнять, осуществлять to effect delivery осуществлять поставку to effect shipment осуществлять отгрузку to effect payment осуществлять платеж syn to make payment LETTER 1.2 to be available from stock быть в наличие на складе payment by sight draft платеж по предъявлении тратты cash against documents платеж наличными против документов to review пересматривать syn to revise syn to reconsider to establish зд. установить trade (trading) relations торговые отношения (contacts) syn commercial relations syn trading relationship firm зд. устойчивый syn stable LEAD-IN 2 favourable price выгодная цена wide range широкий ассортимент syn great variety 20 cosmetics syn cosmetic products bankrupt stock косметические товары зд. товарные запасы, принадлежавшие обанкротившейся фирме special offer особое предложение to make up an order to укомплектовать заказ в one’s specification соответствии с чей-либо спецификацией syn to complete an order to one’s specification stock запас syn supplies ample (fair; adequate) достаточные запасы supplies deficient (short) supplies недостаточные запасы commodity stocks товарные запасы (supplies) syn stocks of commodities comprehensive stocks обширные запасы товаров comprehensive range обширный ассортимент to have comprehensive иметь в наличие обширный stocks ассортимент товаров to accept an order акцептовать заказ ant to decline an order отклонить заказ ant to turn down an order ant to reject an order ant to refuse an order LETTER 2.2 favourable supply situation зд. превышение предложения над спросом supply 1. снабжение, поставка 2. предложение confectionary кондитерские изделия best terms самые благоприятные условия cocoa beans какао-бобы to be in supply поступать в достаточном количестве to be in great supply commodity syn goods syn product slump in prices production costs to offer firm f.o.t. (free on truck) price initial order LETTER 2.3 expanded range improved range manufacturing method dearer (prices) syn higher LETTER 2.4 reduced price method of production syn production method to apply (to) effective to bring into effect to come into effect to be effective as from… to execute an order execution of an order acceptable to to confirm an order LETTER 2.5 consignment syn lot syn cargo 21 поступать в большом количестве товар резкое падение цен издержки производства делать твердое предложение цена ФОТ, цена франко-грузовик первый заказ расширенный ассортимент улучшенный ассортимент технологический метод производства зд. выше, более высокие (цены) сниженная цена технология производства, методы производства 1.распространяться 2.применяться 3.обращаться действующий, имеющий силу, действительный осуществлять вступать в силу действовать с …, иметь силу с… выполнять заказ выполнение заказа приемлемый подтвердить заказ зд. партия товаров 22 documents against payment документы против платежа, (D/P) документы за наличный расчет dearer зд. дороже syn more expensive LETTER 2.6 to accept an offer акцептовать оферту to revert to the matter возвращаться к данному вопросу FOCUS 4. Fill in the gaps with one of the following words and word combinations. Use the appropriate tense form Costs net prices exchange to include available to effect complete insurance to accept firm pleasure special brand name to exclude subject to to place provision to establish sight to state slump foreign to quote gross prices trade to review charges to repeat production expanded huge to make up commodity enclosed stocks to revert to manufacturing favourable 1. When a supplier quotes a price, he may or may not include other … and … such as transport, … and taxes. 2. Prices which include these extra costs are known as …; those which … them are known as … 3. When prices tend to fluctuate, the supplier will add a … to their quotation stating that their prices are … change. 4. When prices are … in the customer’s currency they should allow for … fluctuations. 5. We have … in sending you our quotation for a … packing line. 6. The prices stated are f.o.b. London, export packing …, and are … 21 days. 7. The goods … in your specification are … immediately from stock. 8. We normally offer a 15% … discount and would prefer payment by … draft. 9. We would be prepared to … this once we ... firm trading relations with you. 10. All the items listed in the … specification are “Falcon” products which is a … you will certainly recognize. 11. This is a … offer and cannot … 12. 13. 14. 15. 16. 17. 18. 23 As we have comprehensive stocks we can … your order to your specification and … shipment within 7 days. Orders can … as long as … last. Supplies of this … have greatly exceeded the demand causing a … in its prices. Our … costs have fallen thanks to this … supply situation. We would recommend you … an order promptly as there has been a … response from other … customers to this special offer. We can offer you an … and improved range of our goods on more favourable terms as our factory has recently been reorganized and new … methods have been introduced. We may … this matter again in the near future. FOCUS 5. Fill in the gaps with prepositions where necessary 1. … response … an enquiry you may want to give your prospective customer a quotation which constitutes an offer to deliver goods … the price and … the terms and conditions stated. 2. If the company makes a firm offer, it means they will hold the goods … a certain time … you order. 3. When prices are quoted … the customer’s currency they should allow … exchange fluctuations. 4. The International Chamber … Commerce use a set … terms … delivery … overseas contracts. 5. They may allow a trade discount … sellers … similar trades; or a quantity discount … orders … a certain amount; or a cash discount if payment is made … a certain time. 6. It is possible to quote terms … stating your price and discounts … leaving room … negotiation. 7. Payment is to be made … pounds sterling … irrevocable letter … credit opened … our favour … a first-rate bank. 8. We can offer you quantity discount you asked us … which would be 5% … net prices … orders … $ 2,000 and 10% … net prices … orders … $ 3,000. 9. We normally offer a 15% trade discounts … f.o.b. prices and would prefer payment … sight draft, cash … documents. 10. … many types … business it is the practice … the seller to offer goods … his regular customers and … others who may be interested, … waiting … an enquiry. 11. Payment … initial orders should be made … invoice. 12. 13. 14. 15. 16. 17. 18. 24 We are glad to inform you that … improved methods … production we are able to offer you our range … video cassettes … a reduced price … large quantities. The new prices apply … minimum orders … ₤ 20,000 and are effective as … 15 March. If our offer is acceptable … you, please confirm … return. We can allow a 15% discount … payment … a documents … payment basis. As the demand … this commodity … world markets has increased greatly we shall not be able to offer further supplies … such a favourable price. This offer is firm … 7 days. We are pleased to offer you a net price … € 2.30 … kilo. FOCUS 6. Translate into English LEAD-IN 1 1. В ответ на запрос поставщик посылает покупателю котировку с указанием цены товара и условий его поставки. 2. Поставщик сделал оговорку о том, что назначенные цены могут быть изменены. 3. Поставщики часто предоставляют различные скидки с цен, указанных в предложении. 4. Если Вы оплатите счет в течение 10 дней, мы предоставим Вам 10% скидку за платеж наличными. 5. Если поставщик не может гарантировать поставку в сроки, указанные в запросе, он обычно предлагает приемлемые для него условия. LETTER 1.1. 6. Благодарим за Ваш запрос от 20 марта и посылаем нашу котировку на лазерные принтеры. 7. Цены действительны в течение 14 дней. 8. Указанная цена включает стоимость упаковки и транспортные расходы. 9. Платеж осуществляется путем открытия безотзывного аккредитива. 10. Сообщаем, что мы открыли аккредитив в Вашу пользу в первоклассном банке. LETTER 1.2. 25 11. Рады сообщить, что указанные в Вашем запросе товары могут быть поставлены со склада в короткие сроки. 12. Мы можем предложить Вам 10% скидку с количества при условии, что стоимость Вашего заказа превысит 10000 евро. 13. Мы обычно предоставляем 15% скидку с цены ФОБ при оплате наличными. 14. Мы всегда предлагаем подобные условия платежа в случае первых заказов. 15. Мы готовы в дальнейшем пересмотреть размеры скидок и условия платежа, если нам удастся установить прочные деловые отношения с Вашей фирмой. 16. Поскольку сейчас спрос на данный товар очень высокий, мы сможем осуществить поставку не ранее чем через 4 недели. 17. Мы надеемся, что Вы согласитесь на предложенные нами условия и пришлете заказ в ближайшее время. LETTER 2.1 18. Рады сообщить, что мы можем предложить Вам широкий ассортимент бытовой техники с немедленной поставкой по очень выгодным ценам. 19. Мы уверены, что эта торговая марка Вам хорошо знакома. 20. Рекомендуем Вам воспользоваться этой уникальной возможностью и немедленно разместить заказ у нашей фирмы. 21. В связи с очень большим спросом на данный товар, мы можем принять Ваш заказ к исполнению только при наличии запасов на складе. 22. Мы сможем укомплектовать Ваш заказ в соответствии со спецификацией в течение 2 дней благодаря наличию обширных товарных запасов. LETTER 2.2 23. Мы рады предложить Вам наши шелковые ткани на очень выгодных условиях. 24. В связи со значительными поставками риса из стран ЮгоВосточной Азии, цены на этот товар резко снизились на мировых рынках. 25. Мы можем предложить конкурентоспособные цены на наши копировальные аппараты благодаря сокращению издержек производства. 26. Поскольку это Ваш первый заказ, мы предпочитаем платеж против предоставления счета. 26 27. Наше особое предложение вызывает большой интерес у иностранных покупателей, поэтому мы советуем Вам разместить заказ как можно скорее. LETTER 2.3 28. В настоящее время мы можем предложить Вам расширенный и улучшенный ассортимент наших изделий благодаря новым методам производства. 29. Вы можете заметить, что данные условия выгодно отличаются от ранее предложенных. 30. Мы можем назначить Вам цену СИФ, но она будет на 20% выше указанной цены ФОБ. LETTER 2.4 31. Рады сообщить, что благодаря реорганизации производства мы можем предложить Вам компьютеры по сниженным ценам. 32. Несмотря на то, что цены снижены в среднем на 10%, качество наших товаров по-прежнему очень высокое. 33. Наши цены значительно ниже цен производителей в России и в других странах мира. 34. Новые цены распространяются на заказы свыше 10000 долл. США и начинают действовать с 12 декабря. 35. Мы можем гарантировать выполнение заказов в короткие сроки. 36. Просим подтвердить по факсу, что наши условия приемлемы для Вас. LETTER 2.5 37. Мы предлагаем партию какао-бобов самого высокого качества по цене 1 долл. США за кг. 38. Мы рекомендуем Вам разместить заказ в самые короткие сроки, поскольку данный товар в настоящее время пользуется очень большим спросом. 39. В настоящее время цены на кофе на мировых рынках увеличиваются, поэтому следующие партии будут намного дороже. LETTER 2.6 40. К сожалению, мы не можем акцептовать Вашу оферту, т.к. нас не устраивают предложенные Вами цены и условия. 41. Просим снизить цену и предложить более выгодные условия. 27 42. Уважаемые господа! Благодарим за Ваш запрос от 14 июля. Рады сообщить, что мы можем поставить Вам широкий ассортимент детской одежды. Прилагаем наш текущий прейскурант и последний каталог, в котором указаны цены СИФ Санкт-Петербург. Цены действительны в течение 30 дней. Мы можем предоставить Вам скидку в размере 10%, если стоимость заказа превысит 5000 евро. Мы готовы также предложить Вам 15% скидку с цены по каталогу при условии оплаты аккредитивом. Мы можем гарантировать поставку в сроки, указанные в Вашем запросе. Все интересующие Вас наименования товара имеются в наличие и могут быть отгружены немедленно по получении Вашего заказа. Надеемся, что Вас устроят предложенные нами условия. Еще раз благодарим Вас за интерес, проявленный к нашему товару. С нетерпением ждем Вашего ответа. С уважением, 43. Уважаемые господа! Рады предложить Вам наши изделия из кожи на очень выгодных условиях. В настоящее время цена кожи на мировых рынках резко снизилась в связи со значительным превышением предложения данного товара над спросом, что привело к сокращению наших издержек производства. В связи с этим мы предлагаем Вам обширный ассортимент наших изделий по очень конкурентоспособным ценам. Все товары могут быть поставлены со склада в самые короткие сроки. Данное предложение действительно в течение 20 дней. Советуем Вам воспользоваться немедленно разместить заказ. С уважением, этой возможностью и 28 FOCUS 7. Letters to make up 1. You have received an enquiry for washing machines from a Russian importer asking for a quotation. Write a letter stating your prices and terms. Some of the terms are negotiable, so you must indicate the conditions on which you may review them. Encourage your correspondent to place an order with you. 2. You are a large manufacturer of watches. Make an offer to a Russian company giving reasons which may persuade your offeree to take interest in your goods and to place an order. FOCUS 8. Role play 1. Your firm wants to place an order for ski equipment with a Canadian manufacturer. You ask the manufacturer to give you a 15% quantity discount. The manufacturer does not agree to the discount as it would be uneconomical for them to offer their goods at the discount you suggest as they work on a fast turnover and low profit margins. Then you offer the manufacturer to increase the size of your order up to 10,000 units so that they could grant you the discount. The manufacturer (choose either variant): agrees to your request on certain conditions (state them); refuses to agree to your proposal (give reasons). 2. You have received an offer for wallpaper from an American firm. You are interested in the offered goods but you cannot accept the stated price and terms. You arrange a meeting with the firm’s representative and try to make him review the quoted terms and offer more favourable prices. More: http://vk.com/english_is_fun
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