12 A buyer for ‘Chemical Empire’ is negotiating with a Sales Manager about pumps purchase. Listen and fill in the gaps.
So you would like to buy our pumps. What information exactly would you like to know?
Firstly I’d like to ask you about 1__________ of your product.
Well, we have 2 main types of pumps. Pumps of type A are intended for pumping over 2__________. Their power is about 3 kW. Pumps of type B are used to for viscous liquids and soles and their 3_________ is 5 kW.
That’s wonderful! Could you tell about discounts? Does your company have any 4___________?
Certainly. If you buy 50 pumps you will get 10% discount, and if you buy more than 100 pumps you’ll get 5__________ discount.
And what about delivery?
You will get pumps in 6___________.
What about 7___________? Should I pay by letter of credit* or by bank draft?
You may choose any way you like. But if you pay by banker’s draft you will get 8__________ free.
OK. I’ll buy 100 A-pumps.
All right. It’s nice to deal with you.
*A letter of credit (in foreign trade) is a written promise by an importer to pay the exporter’s bank on a particular date or within 30 days after the goods have reached for the importer.
13 In pairs, act out the negotiation from activity 12.
SPEAKING
14 Work in groups. You are members of a creative group. Discuss the most effective ways of promoting a chemical product. Mention your target customers and competitors.
15 In pairs role play this negotiation.
A buyer
You want to order 100 containers of potassium chlorate. The list price is US$200 per container. Try to negotiate a better price, discount, delivery and payment. |
A supplier
You offer a 3% discount, delivery in six weeks by sea freight and ask for payment by bank draft. |
16 In pairs role play the situation of buyer’s complaints.
A buyer
You are not satisfied with the order you have made. Complain about some filters (order № PV205) which have a number of defects (don’t fit, not up to usual standard, etc.). |
A supplier
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PROJECT WORK
“Our markets”
17 Prepare a short presentation about a chemical product and design a Power Point presentation following a plan.
main markets (suppliers, buyers, competitors)
target customers (ways of promoting)
WRITING
18 Write an inquiry letter. Use Appendix for help.
19 Write a letter of complaint. Use Appendix for help.
CHECKLIST
Assess your progress in this unit. Tick () the statements which are true.
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I know who our existing and target customers are. |
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I can name our main competitors. |
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I can talk about the ways of promoting our product. |
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I can negotiate about selling or purchasing a piece of equipment. |
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I know how to write business letters (an inquiry letter, a letter of complaint) |
UNIT 10
MATERIALS IN CHEMICAL INDUSTRY
STARTING UP
1 Look at the pictures below. What types of plants do you see?
1) Borosilicate Glass/ Soda Lime Plant 3) Sewage Treatment Plant
Benzene Extraction Plant 4) Hydrogen Plant
a
b
c
d
2 What products do these plants produce? What services do they provide? What raw materials are used for production?
READING
3 What materials in chemical industry do you know? What materials are used in your business? Listen to the text and make the list of materials.
4 Read the text and give a name for each paragraph.