Exercise 3
Listen to the following extract from the conversation between Grant and John, which shows how the situation progressed after Mr. Mahawi, the government representative, arrived and was entertained royally. Try to complete the gaps, using no more than three words in each case.
Grant: A mahogany desk with … … … , secret drawer … … ! Leather top? Oh, really, John, what … … … does he think we are? Our business is massproduced … … … !
John: I said we'd … … . It's for the … … … . They are prepared … … . It would be additional to … … … .
Grant: Don't be ridiculous. We've dropped … … of line from … … . That was part of … … … .
John: Couldn't … … make it?
Grant: That … … ?
John: Yes. He's … … … of the old school. Look at … … … he made … … . You said at the time we introduced … … , during … … … , that … … redundant Well, here's … … he can be … … on, and he'd be delighted to do it. He'd produce a magnificent … … … , it'd be the envy of all … … … and a splendid advertisement for us.
Grant: Well, you have committed us to it, so we must … … , I suppose.
Exercise 4
Match the terms on the left with an appropriate explanation on the right. Five of the phrases have more than one explanation. Fill in the grid below.
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1. |
overheads |
a. |
overhead expenses incurred in running a business |
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2. |
c.i.f. |
b. |
costs of the day-to-day running of a business or of part of |
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a business, i.e. any cost, other than the cost of the goods |
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offered for sale |
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3. |
f.o.b. |
c. |
asking for information |
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4. |
budget |
d. |
price at which one currency is exchanged for another |
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5. |
letter of inquiry |
e. |
plan of income or expenditure for an exact period of time |
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6. |
rate of exchange |
f. |
every quarter or three months’ analysis of statistics or |
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figures |
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7. |
irrevocable |
g. |
this price includes all costs to a named port of shipment |
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letter of credit |
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free alongside ship - the buyer pays for loading, onward |
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shipment and insurance |
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8. |
quarterly |
h. |
a sample list of goods supplied, with prices and charges |
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breakdown |
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sent to a potential buyer so that he can see clearly what |
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total costs will be |
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9. |
pro forma |
i. |
a contract for the sale or buying of goods at a special all- |
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invoice |
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in price, where any condition is contingent on all the |
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others being accepted |
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10. |
package deal |
j. |
the agreement to pay a certain sum of money that cannot |
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be changed or revoked |
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k. |
the price of the goods includes all the charges (shipping, |
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insurance, forwarding) until the goods reach the port |
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l. |
a fixed relation or proportion in value between the |
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money used in different countries |
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m. |
the cost of the goods includes all charges up to the time |
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when the goods are put on board the ship; after that, the |
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charges must be met by the buyer |
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n. |
in accounting, estimate of future needs calculated for a |
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definite period |
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o. |
this price covers cost, insurance and freight to a named |
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port of destination in the buyer’s country |
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1. |
2. |
3. |
4. |
5. |
6. |
7. |
8. |
9. |
10. |
a, …
POST-LISTENING
1.Consider the following points. Share your ideas with a partner or a small group. Be prepared to explain your answers to the class.
a)the advantages and disadvantages of the order under discussion for Harper & Grant Ltd.;
b)the requirements of the supplier as to the method of payment;
c)the special requirements of a buyer and the way the supplier managed to meet them;
d)measures taken in order to guard against a loss owing to currency fluctuations.
2.Recount the situation as if you were Hector Grant. Account for your choice of the terms of payment and delivery and the reason why you agreed to a lower price.
3.Suppose you are Mr. Mahawi, the government representative. You are making arrangements to order goods from Harper & Grant Ltd. Speak about the particulars of the quotation, the terms of payment and delivery.
4.Act out
a)a conversation between Mr. Mahawi and John Martin. Discuss the quotation, terms of payment and delivery. Try to bargain.
b)an imaginary talk between Mr. Mahawi and his Minister after the visit to Harper & Grant Ltd.
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