Ex. 1. Agree or disagree with the following statements. Correct them if necessary.

1. Paul is going to Dabu to take part in the conference. 2. The bikes are on their way to Industria and they will be delivered in a week. 3. Paul hopes for the help of a Commercial Attache in Industria named Chris Mayor. 4. Paul and Jack have already calculated the unit price of the bikes. 5. The final price of the bikes will depend on the demand - the larger the orders, the lower the unit cost. 6. At the present rate of exchange one Industria pound is worth 6 utiles. 7. At current prices Jayal Motors will make a 10 percent profit on their bikes. 8. If the Industria pound falls Jayal Motors will have to reduce the price of their bikes. 9. Jayal Motors have already received three export orders. 10. Barratts are going out of business because they are in financial difficulties.

Ex. 2. Answer the following questions.

1. When will the bikes be despatched to the Trade Fair? 2. Where does Mr. Sindon work? Why does Paul want to meet him? 3. Who has prepared the costing sheet? 4. What must Jayal Motors take into account when deciding how much each bike will cost in Industria? Give at least four factors. 5. How much will the bikes cost in Industria? 6. What is the present exchange rate of utiles? 7. In what case will Jayal Motors have to raise the price of their bikes? 8. Are Jayal Motors trying to find new retailers on the home market? 9. Why are Barratts in financial difficulties? 10. What are they having to do?

S c e n e t w o

Paul is at the Trade Fair in Industria talking to potential customers. He meets Carl Sindon, who is the Commercial Attache at the Zuritanian Embassy in Industria. Carl introduces Mr. Fortesquiue who specializes in importing from Zuritania.

1^st potential customer: Excuse me, when do you intend to put these bikes on the Industria market?

Paul: Well, as soon as possible. It depends on the demand.

2^nd potential customer: 100 Industria pounds... a competitive price... They seem quite suitable for our busy streets and their traffic problems.

1^st potential customer: Are these bikes designed to cope with a lot of stopping and starting in city traffic?

Paul: Well sir, this particular model is a new one. It has been designed with city traffic in mind. We have another model more suitable to the open road, although the new model has a high performance all round...

Carl: Paul! Paul Osman?

Paul: Oh, excuse me... Yes, that’s right.

Carl: Hello. I am Carl Cindon, from the Zuritanian Embassy.

Paul: Very pleased to meet you.

Carl: Listen, Chris phoned me at the Embassy. He asked me to find you a good import agent. I’d like to introduce Mr. Fortesquiue. He specializes in importing goods from Zuritania.

Paul: How do you do, Mr. Fortesquiue.

Fortesquiue: How do you do, Mr. Osman. Well, Mr. Sindon has already put me in the way of things. From your promotion brochures it looks as if you have an attractive and efficient product. Yes, there could be a market. Your prices are competitive. I’d be willing to help but Jayal Motors have to guarantee continuous production, maintained high quality, and adequate supply of spare parts and delivery dates must be kept.

Paul: Oh, yes, of course.

Fortesquiue: Look. I can’t do any more for the moment. I have to go to Rome for a couple of days. My assistant Eve Sorrel will contact you and you can discuss things in more detail.

Paul: Thank you, Mr. Fortesquiue. Have a good trip. Carl, it’s very good of you to go to all that trouble.

Carl: No bother at all. Remember, I am the Commercial Attache. It’s my job to encourage trade between Industria and Zuritania.