4. Make up dialogues based on the following assignments:

1. Meet your future customer. Ask him what he thinks of your draft contract. On the whole the draft is acceptable but the customer wants you to change the delivery date. Finalize the outstanding points.

2. Greet Mr. Fisher at your office. Find out what equipment his firm is going to buy from you. Discuss the prices.

3. Meet your future customer. Ask him what he thinks of your draft contract. On the whole the draft is acceptable but the customer wants you to change the terms of delivery. Finalize the outstanding points.

4. Contact Mr. Johnson and find out their terms of delivery and payment. Tell him that you would become their regular buyers if their terms are acceptable.

5. Read and translate the text: The Modern Way to Do It

One corporation wrote to another: “Our electronic brain has computed that the cost of the work you want done will be $ 25,650.50”.

The following reply was received a few days later: “As this is more than we anticipated, we would like to suggest that your electronic brain make an appointment with our electronic brain to discuss ways and means of cutting costs.”

III. Orders Replies to Offers

When a prospective buyer receives an offer, he will examine it carefully and perhaps compare it with offers from other suppliers. If the terms of the offer suit him, he will place an order. An order following a firm offer, provided it is placed on time and constitutes an unqualified acceptance of the offer, results in a contract. If the offer was made without engagement, there is no contract unless buyer's order is accepted by the seller.

Sometimes certain points in the offer have to be clarified or additional information has to be obtained from the supplier before the buyer can place an order. (By making his offer clear and complete, the supplier can save his customer and himself time and trouble.)

If the buyer cannot make use of the offer, he should, as a matter of politeness, inform the seller of his refusal.

Perhaps the buyer is interested in the goods offered, but does not agree to the prices or terms proposed by the seller. In such cases he may try to obtain concessions from the supplier or make a counter-offer. When the supplier receives a counter-offer, he must decide whether or not he wants to accept it.

Orders

Orders are placed either in response to an offer, as mentioned above, or on the buyer's own initiative, without a preceding offer. In the latter case, the buyer declares that he is prepared to buy certain goods if they can be supplied at the prices and on the terms stated.

The order which opens business between two firms is called the first order or initial order. Orders for goods previously bought from the same firm are repeat orders or re-orders. A trial order is an order for a small quantity for testing purposes, which is followed by a larger order if the buyer is satisfied with the quality of the goods, or if he finds that there is a market for them. Advance orders are placed in advance of the time when delivery is desired. A standing order is an arrangement with the supplier, according to which the supplier delivers goods in specified quantities at certain intervals until further notice.

Orders can be placed orally or in writing. Verbal or telegraphic orders should be followed up by a written confirmation. The order letter is being replaced more and more by printed forms (order forms, order blanks, purchase order forms). Order forms are numbered to facilitate reference; they are usually accompanied by a brief note.

A complete order should cover the same points as those listed under offers. Orders following a detailed offer or placed with a regular supplier need not be so specific. In the latter case the supplier will assume that the goods are to be delivered as usual. Gener­ally speaking, however, it is advisable to repeat in the order the main points of the offer.

After the order has been placed, follow-up letters may have to be written. The buyer may want to know when the goods will be delivered, he may want to increase or reduce his order, change his original instructions, give additional information, etc.

Follow-up is also necessary if the supplier fails to acknowledge the order or does not deliver the goods on time.

Sometimes unforeseen circumstances arise which force the buyer to revoke his order. (The cancelled order may be replaced by a new one.)

When an order has to be cancelled, this should be done as quickly as possible, if necessary by telegram. The supplier will, as a rule, accept the cancellation if it does not cause him any loss. (On the other hand, the cancellation of an order may also be the consequence of the seller's failure to perform his contractual duties.)