4. Make up dialogues based on the following assignments:

1. You are selling chemical equipment. Your partner is interested, but reluctant to buy it at the price suggested. However, he is interested and is willing to negotiate.

2. Your customer’s representatives have been to your plant. Ask them about the visit, their impressions of the plant and equipment; answer their questions about the plant and the equipment.

3. Meet a prospective customer in the showroom you run. Tell him about the goods on display; specify the prices and terms of sale. Offer your catalogues and price-lists.

4. You have read an advertisement concerning the goods you are interested in. Get in touch with the firm and ask them about all the particulars.

5. Read and translate the text: What is the Price?

Ill-at-ease amidst big city surroundings, an elderly farm couple approached one of the ticket windows in a railroad station.

«What is the fare to Plattsville?» asked the woman.

«That is $4.65, Ma`am», responded the clerk. Turning to her husband she said, «Well, Dad, we might as well buy the tickets here. I have asked at all these windows and they all charge the same».

II. Offers Replies to Inquiries

Every inquiry holds the promise of future business and should therefore be answered promptly. In his reply to an inquiry, the supplier gives the desired information, sends the price list, catalogue, etc. that the prospective customer asked for, or submits a detailed offer.

If a delay in answering the inquiry is inevitable, the seller should send a brief acknowledgment to inform the prospect that his inquiry is receiving attention. Sometimes the seller has to ask for additional information before he can answer the inquiry. Should it be necessary to refer the inquiry to an agent or distributor, both the inquirer and the agent or distributor are notified.

If the supplier is unable to quote, he should inform the inquirer immediately, suggesting, if possible, other sources of supply from which the latter is likely to obtain the goods he requires.

Offers

By submitting an offer, the seller declares his willingness to sell certain goods at certain prices and on certain terms. The price at which the seller offers the goods, and the offer containing the price, are called quotations. Quotations are sometimes made in the form of a pro-forma invoice. A tender (US: bid) is a quotation for the supply of goods or the performance of work, made in response to an invitation to tender. (The term is also loosely applied to the whole system of awarding contracts on a tender basis.)

Offers can be made orally or in writing. Verbal and telegraphic offers should be confirmed by letter. Frequently offers are prepared on printed forms (quotation forms), which are mailed either with or without a covering letter.

Offers may be submitted in answer to an inquiry (solicited offers), or without an inquiry having been made (unsolicited or voluntary offers).

Unsolicited offers are sent to old customers to inform them of special opportunity, or «to revive inactive accounts» that is, to win back old customers who have ceased sending orders. To create new business, businessmen send unsolicited offers and sales letters to a carefully chosen list of potential customers (mailing list).

An offer is firm that is binding on the seller, unless it contains a clause to the contrary. If the seller makes a firm offer, he undertakes to supply the goods in question at the prices and on the terms stated, provided the offer is accepted within reasonable time. The seller often fixes a time limit for acceptance, for example, I offer you firm until noon Friday next or This offer is firm subject to acceptance by 10^th June.

A firm offer can be withdrawn at any time before the buyer has mailed his acceptance (order). Once the acceptance has been mailed, the seller can revoke his offer only with the buyer’s consent.

A complete offer should cover the following points:

1. Nature and quality of the goods offered.

2. Quantity.

3. Prices and discounts (if discounts are granted).

4. Delivery period.

5. Terms of delivery.

6. Terms of payment.

If necessary, the offer is supplemented by printed material, illustrations, samples or patterns. An order form may be enclosed for the customer's convenience in ordering. Should the offer fail to produce a response, follow-up letters may be sent.