Unit 6 International TradeUnit 6 International Trade

ObjectivesObjectives FocusFocus Warming upWarming up 6.1 Exchanging information6.1 Exchanging information 6.2 Making enquiries6.2 Making enquiries 6.3 Answering enquiries6.3 Answering enquiries 6.4 Placing and filling orders6.4 Placing and filling orders Sum-upSum-up AssignmentAssignment

ObjectivesObjectives

When the learners finish learning this unit, When the learners finish learning this unit, they should be able tothey should be able to ：：

ask for and give informationask for and give information make and answer enquiriesmake and answer enquiries make and accept offersmake and accept offers place, acknowledge and fill orders place, acknowledge and fill orders

FocusFocus

Face-to-face negotiation on prices, Face-to-face negotiation on prices, terms of delivery, etc.terms of delivery, etc.

Practice dealing with overseas Practice dealing with overseas customers on the phone and by fax customers on the phone and by fax or letter.or letter.

Warming upWarming up

Q: What are different methods of Q: What are different methods of distribution?distribution?

(Hints: by road, by sea, by air)(Hints: by road, by sea, by air)

Q1: what kinds of goods are more likely Q1: what kinds of goods are more likely to be transported by road? to be transported by road?

Q2: what kinds of goods are more likely Q2: what kinds of goods are more likely to be transported by sea?to be transported by sea?

Q3: what kinds of goods are more likely Q3: what kinds of goods are more likely to be transported by air?to be transported by air?

6.1 Exchanging information6.1 Exchanging information

A ListeningA ListeningB language functionB language functionC Speaking C Speaking （（ role playrole play ））

A A ListeningListening

Q 1: Which of the words describe the impresQ 1: Which of the words describe the impression the two men give in each version of tsion the two men give in each version of the conversation?he conversation?

friendly informal helpful friendly informal helpful aggressive formal hostileaggressive formal hostile polite impatientpolite impatientQ2Q2 ：： How does each speaker make himself sHow does each speaker make himself s

ound more friendly and helpful?ound more friendly and helpful?

B Language functionB Language function If you require some information:If you require some information:

When someone gives you some information, you can comment or reply:When someone gives you some information, you can comment or reply:

If someone asks you for informationIf someone asks you for information ：：

If you want to give someone some information: If you want to give someone some information:

If someone hasn’t given you If someone hasn’t given you enough information: enough information:

Could you tell me if / when / how much / why…?I wonder if you could tell me…?I ‘d like to know…I’d like some information about…

Oh ， I see.That’s interesting.Thanks for letting me know.

As far as I know, …Well, I can tell you that…I’m afraid I don’t know.I’ve no idea, I’m afraid.I don’t have that information available just now, can I call you back?I’m afraid I can’t tell you that, it’s confidential.

I’d like you to know that…I think you should know that…Did you know that…?

Could you tell me some more about…?I’d like some more information about…I’d also like to know…When / How much / Why exactly…?There’s something else I’d like to know…Can you give me some more details about…?

C Speaking (role play)C Speaking (role play)

Student A looks at File 12 Student A looks at File 12 Student B looks at File 44 Student B looks at File 44 Each of you has a partially illegible Each of you has a partially illegible

price list. You have to find out all the price list. You have to find out all the missing information from each other by missing information from each other by askingasking polite, friendly polite, friendly questions.questions.

AssignmentAssignment

Read through the company description, the Read through the company description, the article in article in A2A2 and the letter in B in and the letter in B in 6.26.2. .

6.2 Making enquiries6.2 Making enquiriesA ListeningA Listening

B Reading B Reading

C WritingC Writing

D Role playD Role play

E Reading & discussionE Reading & discussion

A ListeningA Listening

Q 1: what ‘Fritz’ is saying to Mr. NorthQ 1: what ‘Fritz’ is saying to Mr. North

during the call.during the call. Q 2: Reads the newspaper article. Q 2: Reads the newspaper article.

What to tell Mr. North when he What to tell Mr. North when he

returns to the office? returns to the office?

— —to find alternative suppliers.to find alternative suppliers.

B ReadingB Reading Q 1: Why is this letter written?Q 1: Why is this letter written? Q 2: What kind of relationship are there Q 2: What kind of relationship are there

between Mr. North and Jacques Roget?between Mr. North and Jacques Roget? Q 3: What changes would need to Q 3: What changes would need to

make if you have to write to other make if you have to write to other unknown companies? unknown companies?

Q1: This is a typical letter in which Q1: This is a typical letter in which enquiries about price, delivery date and enquiries about price, delivery date and other requirements are made. other requirements are made.

Q2: Business acquaintance. (The letter Q2: Business acquaintance. (The letter is very friendly and informal. “is very friendly and informal. “Give my Give my regards to your wife and family.”regards to your wife and family.” ) )

Q3: It would be more serious and formal. Q3: It would be more serious and formal.

Answers to: Answers to:

C WritingC Writing

Read through the requirements Read through the requirements Draft your own letter. Draft your own letter.

… 3 November 20__Dear Sirs,Lightweight batteries

We are the manufacturers of BROADWAY delivery vehicles and electric vehicles for disabled people. Our company is a subsidiary of Broadway International Inc. of Portland, Oregon. We are seeking an alternative supplier of lightweight batteries to power our vehicles. As far as we are aware you do not have a local distributor of your products in this country.

A full specification of our requirements is given on the attached sheet. Quantity required: 4,800 units Delivery: by 15 January 20__ Please quote us your best. CIF price, giving a full specification of your product and shipping date.

We would need to have samples of the batteries to test in our laboratories before placing a firm order. We usually deal with new supplies on the basis of payment in our currency by confirmed 60-day irrevocable letter

of credit.

If our laboratory tests are satisfactory and you can provide us with a good price and service, we will be happy to place more substantial orders on a regular basis.

We look forward to receiving an early reply to this enquiry, Yours faithfully, Fred North Fred A. North Buying ManagerEnclosed: specification and technical brochure

Answer:Answer:

D Role playD Role play

Work in pairs. Work in pairs. Role-play the phone call to practice Role-play the phone call to practice

making enquiries and quoting on making enquiries and quoting on phone.phone.

E Reading & discussionE Reading & discussion

Read the letter from Artemis Read the letter from Artemis Batteries. Batteries.

Discuss the offers of Rex, Dale & Discuss the offers of Rex, Dale & Sons and Artemis and decide what Sons and Artemis and decide what action to take. action to take.

Should Mr. North's old chum be Should Mr. North's old chum be favored with sole supplier status? If favored with sole supplier status? If so, what advantages and so, what advantages and disadvantages might there be?disadvantages might there be?

AssignmentAssignment

Step A in Step A in 6.36.3 should be prepared at hom should be prepared at home.e.

6.3 Answering enquiries6.3 Answering enquiriesA ReadingA Reading

B Writing B Writing

C Listening & writingC Listening & writing

D Speaking (Role play)D Speaking (Role play)

E DiscussionE Discussion

A ReadingA Reading1. Q: what products are described in the 1. Q: what products are described in the advertisement ?advertisement ? Vocabulary: Vocabulary: bug eavesdropping bug eavesdropping scrambler scrambler. . Some useful phrases and sentences: Some useful phrases and sentences: special introductory pricespecial introductory price money-back warrantymoney-back warranty refundable against purchaserefundable against purchase All our prices are carriage paid by airAll our prices are carriage paid by air Full no-argument money-back warranty onFull no-argument money-back warranty on all our products.all our products.

2. Look at the notes for a letter answering an 2. Look at the notes for a letter answering an enquiryenquiry::

What would you add or not include in the model letter. What would you add or not include in the model letter. Give some learned sentences as examples of each step.Give some learned sentences as examples of each step.

----Thank you very much for your enquiry about our Thank you very much for your enquiry about our products. products.

--We are pleased to inform you that our products can --We are pleased to inform you that our products can meet your requirements completely.meet your requirements completely.

--Enclosed please find our latest catalog and price list.--Enclosed please find our latest catalog and price list. --At our showroom center all our products are on show --At our showroom center all our products are on show

now.now. --We are going to attend the trade fair in your city for an --We are going to attend the trade fair in your city for an

exhibition of our products next Saturday and Sunday. exhibition of our products next Saturday and Sunday. --If you need any more information please do contact us.--If you need any more information please do contact us.

3. 3. Look at the document about the Look at the document about the

current stock position. current stock position.

--to check on the availability of the --to check on the availability of the productsproducts

Vocabulary:Vocabulary: inventory positioninventory position

import licenseimport license

special orderspecial order

cash with ordercash with order

B WritingB Writing

look at the inventory position in A3 to look at the inventory position in A3 to answer the enquiries, using the information answer the enquiries, using the information given in the advertisement. given in the advertisement.

Answer enquiries by letter, e-mail or fax. Answer enquiries by letter, e-mail or fax. Do the letters meet the requirements? Do the letters meet the requirements?

Answer to BAnswer to BEnquiry #1

Dear Mr. Hanson,Thank you very much for your enquiry about AntiSpy Products.As you requested we are sending you our latest catalog of security products. We have debited your American Express card #667589980 for the sum of $50 US. This $50 will be discounted from your first purchase from the catalog.Do please get in touch with me if you have any queries about any of our products which are not covered in the catalog.Sincerely,

Enquiry #2

Dear Mr. Perez,Thank you very much for your enquiry about AntiSpy Products.I am pleased to inform you that we do supply a portable, listening device detector: The AntiSpy™ CJ 4000P is a battery-driven device which will detest any eavesdropping devices within 20 feet. It is very compact, looks just like a Walkman arid costs only $359. For an order of five or more items we are happy to offer you a rebate of 20'%, making the price per item $287.20. All our prices include shipping by air. I can also confirm that this product is available from stock at this time.If you would like to see a copy of our complete 120pp catalog this is available for $50 – which is refundable when you place an order. However, if you decide to order one of our CJ 4000Ps a free catalog will be included with your order.Sincerely,

C Listening & writingC Listening & writing

Listen to the recording. Listen to the recording. What exchange should be made to What exchange should be made to

the stock position? the stock position?

----Now we only have one LR 44 ----Now we only have one LR 44 “OCTOPUS” TELEPHONE SCRAMBLER “OCTOPUS” TELEPHONE SCRAMBLER in stock. Draft replies to the two in stock. Draft replies to the two enquiries. enquiries.

Enquiry #3

Dear Ms Graham,Thank You very much for your enquiry about AntiSpy Products .

We do carry a telephone scrambler: the LR 44 Octopus Telephone Scrambler.

The price for this is $299including shipping by air.

I can confirm that this product is suitable for both tone dial and pulse dial and will adjust automatically to any mains voltage from 100 to 250 volts.

We have only one of these items available at this time but will have full stocks from August 15.

Please let me know by fax today if you would like to purchase one at this time – I have reserved our one remaining LR 44 for you for 24 hours. Please note that you would need an import license for this product.

If you would like to see a copy of our complete 120 page catalog this is available for $50 – which is refundable when you place an order. However, if you decide to order one of our LR 44s a free catalog will be included with your order.

Sincerely,

Enquiry #4

Dear Mr. Ovambo,Thank you very much for your enquiry about AntiSpy Products.

I regret that we are unable to supply our Screen Protector at this time. This is because of the import restrictions into Nigeria which are currently in force.

However, our former distributors may still have stocks and I suggest you contact them. They are: Kano Security, Independence Square, Kano.

Do please contact me if you have any further enquiries about our products.

Sincerely,

D Speaking (Role play)D Speaking (Role play)

Answer two more enquiries on the phone. Answer two more enquiries on the phone. In the first call,In the first call, --student A (Agencia Leon) looks at File 14 --student A (Agencia Leon) looks at File 14 --student B (AntiSpy Products) looks at File 42--student B (AntiSpy Products) looks at File 42 In the second call,In the second call, --This call concerns certain details mentioned in the fax --This call concerns certain details mentioned in the fax

in the Student's Book. in the Student's Book. --Student B calls student A with answers to the queries. --Student B calls student A with answers to the queries. Comment on each other's telephone performance.Comment on each other's telephone performance.

E DiscussionE Discussion

Arrange the class into groups for this folloArrange the class into groups for this follow-up discussion. w-up discussion.

Every group chooses a representative to gEvery group chooses a representative to give their idea. ive their idea.

6.4 Placing and filling orders6.4 Placing and filling orders A ReadingA Reading

B WritingB Writing

C Case study (writingC Case study (writing

A ReadingA Reading

The fax contain some errors. Discuss it The fax contain some errors. Discuss it and correct the errors. and correct the errors.

What important is that: What important is that:

--In formal letters and faxes, the --In formal letters and faxes, the numbers are always followed by the numbers are always followed by the capital words, that is, the numbers are capital words, that is, the numbers are described by words in detail. described by words in detail.

Answers to AAnswers to A

……179179 ，， 800800 （（ in wordsin words ：： one seven one seven ninenine thousand thousand eighteight hundred hundred ）…）…

… …each PB 5000 for each PB 5000 for exportexport in a 40-foot in a 40-foot open top container…open top container…

… …and valid for 90 (and valid for 90 (ninetyninety) days from t) days from the date of your order …he date of your order …

……Mr. Mr. RichardsonRichardson sends his best regards sends his best regards ……

B WritingB Writing

Read through the requirement and Read through the requirement and draft a fax to Alpha Marine.draft a fax to Alpha Marine.

Answer to BAnswer to B

To: Alpha Marine From: SunWorld Powerboats

We wish to order TWO of your stainless steel anchors:

Product Number 3456: 120 kg stainless steel anchor at a price of £135 including delivery.

Please confirm by return that these are available from stock and let us know when we can expect delivery.

Yours sincerely,

C Case study (writing)C Case study (writing)

File 46 contains a fax from Alpha Marine, answFile 46 contains a fax from Alpha Marine, answering the fax from step B, and a fax from the frering the fax from step B, and a fax from the freight forwarders. eight forwarders.

Now you have all the information needed to bNow you have all the information needed to be able to acknowledge the Costa Rica order. Te able to acknowledge the Costa Rica order. They send a confirmation by fax and also a covehey send a confirmation by fax and also a covering letter to accompany the proforma invoice ring letter to accompany the proforma invoice which will be sent by airmail.which will be sent by airmail.

Answer

Dear Mr. A-

Thank you very much for your order for two PB 5000 vessels with stainless steel anchors: I can confirm that the total price for the two vessels will be $187,850 CIF, as stated in our quotation number 0067. This sum is payable by irrevocable Letter of Credit confirmed on a T_ bank and valid for 90 (ninety) days from the date of your order.

I can confirm that the two vessels will be shipped in 40-foot open top containers from our factory on 23 August. Passage has been reserved on s/v Caribbean Star to Puerto Limon where the containers will be unloaded on 10 or 11 September.

A proforma invoice is being sent to you by airmail today.

Again, thank you for your order. If you have any queries please contact me.

Yours sincerely,

Sum-up:Sum-up:

In this unit, we learnt:In this unit, we learnt:

How to make and answer enquiries.How to make and answer enquiries. How to place and fill orders.How to place and fill orders.

AssignmentAssignment

Role-play the telephone Role-play the telephone conversation, exchanging conversation, exchanging information.information.

Write to make and answer enquiries Write to make and answer enquiries by letter and fax.by letter and fax.