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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

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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.

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.

168

Yours faithfully,

Anita Broderick

Anita Broderick (Ms)

Sales Manager

169

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 high-grade 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

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

170

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

171

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

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