Warm-up Questions
We write an enquiry when we want to ask for more information concerning a product or service that interests us. Read the enquiry letter and answer the following questions.
Reference answers:
(1) ask for more information concerning the product in the advertisement in yesterdays's New York Times.
(2) Jackson Brothers.
(3) if I am the receiver, I will send the latest catalogue to the writer and answer all the questions that interest him.
Warm-up Question 2
How do you make preparations for a negotiation?
For reference:
(1) Know your company and products well before you negotiate.
(2) Research your counterparts and find out as much as you can about the person/peple who you will be negotiating with.
(3) Set a bottom line according to the capital strength of the customers and your profit.
(4) Work out several negotiating plans and prepare countermeasures in case of certain changes during the negotiation.
Warm-up Question 3
What are the differences between a firm offer and a non-firm offer?
For reference:
In a firm offer, the exporter often promises to supply certain quantity of goods at a fixed price within a stated period of time. Other terms such as specifications, packing, and payment must be sufficiently clear and definite as well. A firm offer is binding upon the seller: he is not allowed to revise or withdraw his offer once it is accepted by the buyer within the validity; he is obligated to enter into a contract with the buyer when his offer is accepted. A non-firm offer is an offer without engagement. Unlike a firm offer, it usually contains a reservation clause like "We offer without engagement…", "The offer is subject to our final confirmation", etc., which makes it possible for the offer to be revised or withdrawn at any time.
Warm-up Question 4
Look at the following pictures and discuss the questions with your partner.
Which ways does an enquirer apply to make an enquiry?
What will enquirers say if they want to know some information about products from the exporter?
How does an enquirer persuade the supplier to lower the price?
