Unit 6 International Trade
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Objectives
Focus
Warming up
6.1 Exchanging information
6.2 Making enquiries
6.3 Answering enquiries
6.4 Placing and filling orders
Sum-up
Assignment
Objectives
When the learners finish learning this
unit, they should be able to：
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ask for and give information
make and answer enquiries
make and accept offers
place, acknowledge and fill orders
Focus
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Face-to-face negotiation on prices,
terms of delivery, etc.
Practice dealing with overseas
customers on the phone and by fax
or letter.
Warming up
Q: What are different methods of
distribution?
(Hints: by road, by sea, by air)
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Q1: what kinds of goods are more
likely to be transported by road?
Q2: what kinds of goods are more
likely to be transported by sea?
Q3: what kinds of goods are more
likely to be transported by air?
6.1 Exchanging information
A Listening
B language function
C Speaking （role play）
A Listening
Q 1: Which of the words describe the
impression the two men give in each
version of the conversation?
friendly
aggressive
polite
informal
formal
impatient
helpful
hostile
Q2：How does each speaker make himself
sound more friendly and helpful?
B Language function
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Could you tell me if / when / how much /
If you require some information: why…?
I wonder if you could tell me…?
I ‘d like to know…
I’d like some information about…
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When someone gives you some information, you can comment or reply:
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.
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If someone asks you for information：
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If you want to give someone some information:
I’d like you to know that…
I think you should know that…
Did you know that…?
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If someone hasn’t given you
enough information:
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)
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Student A looks at File 12
Student B looks at File 44
Each of you has a partially illegible
price list. You have to find out all the
missing information from each other by
asking polite, friendly questions.
Assignment
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Read through the company description,
the article in A2 and the letter in B in
6.2.
6.2 Making enquiries
A
B
C
D
E
Listening
Reading
Writing
Role play
Reading & discussion
A Listening
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Q 1: what ‘Fritz’ is saying to Mr. North
during the call.
Q 2: Reads the newspaper article.
What to tell Mr. North when he
returns to the office?
—to find alternative suppliers.
B Reading
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Q 1: Why is this letter written?
Q 2: What kind of relationship are
there between Mr. North and Jacques
Roget?
Q 3: What changes would need to
make if you have to write to other
unknown companies?
Answers to:
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Q1: This is a typical letter in which
enquiries about price, delivery date and
other requirements are made.
Q2: Business acquaintance. (The letter
is very friendly and informal. “Give my
regards to your wife and family.” )
Q3: It would be more serious and
formal.
C Writing
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Read through the requirements
Draft your own letter.
Answer:
…
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 Manager
Enclosed: specification and technical brochure
D Role play
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Work in pairs.
Role-play the phone call to practice
making enquiries and quoting on
phone.
E Reading & discussion
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Read the letter from Artemis
Batteries.
Discuss the offers of Rex, Dale &
Sons and Artemis and decide what
action to take.
Should Mr. North's old chum be
favored with sole supplier status? If
so, what advantages and
disadvantages might there be?
Assignment
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Step A in 6.3 should be prepared at
home.
6.3 Answering enquiries
A
B
C
D
E
Reading
Writing
Listening & writing
Speaking (Role play)
Discussion
A Reading
1. Q: what products are described in the
advertisement ?
 Vocabulary:
bug
eavesdropping
scrambler.
 Some useful phrases and sentences:
special introductory price
money-back warranty
refundable against purchase
All our prices are carriage paid by air
Full no-argument money-back warranty on
all our products.
2. Look at the notes for a letter answering an
enquiry:
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What would you add or not include in the model
letter.
Give some learned sentences as examples of each
step.
--Thank you very much for your enquiry about our
products.
--We are pleased to inform you that our products can
meet your requirements completely.
--Enclosed please find our latest catalog and price list.
--At our showroom center all our products are on show
now.
--We are going to attend the trade fair in your city for
an exhibition of our products next Saturday and Sunday.
--If you need any more information please do contact us.
3.
Look at the document about the
current stock position.
--to check on the availability of the
products
 Vocabulary:
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inventory position
import license
special order
cash with order
B Writing
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look at the inventory position in A3 to
answer the enquiries, using the information
given in the advertisement.
Answer enquiries by letter, e-mail or fax.
Do the letters meet the requirements?
Answer to B
Enquiry #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 & writing
Listen to the recording.
 What exchange should be made to
the stock position?
----Now we only have one LR 44
“OCTOPUS” TELEPHONE SCRAMBLER
in stock. Draft replies to the two
enquiries.
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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)
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Answer two more enquiries on the phone.
In the first call,
--student A (Agencia Leon) looks at File 14
--student B (AntiSpy Products) looks at File 42
In the second call,
--This call concerns certain details mentioned in
the fax in the Student's Book.
--Student B calls student A with answers to the
queries.
Comment on each other's telephone performance.
E Discussion
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Arrange the class into groups for this
follow-up discussion.
Every group chooses a representative
to give their idea.
6.4 Placing and filling orders
A Reading
B Writing
C Case study (writing
A Reading
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The fax contain some errors. Discuss
it and correct the errors.
What important is that:
--In formal letters and faxes, the
numbers are always followed by the
capital words, that is, the numbers are
described by words in detail.
Answers to A
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…179，800（in words：one seven
nine thousand eight hundred）…
…each PB 5000 for export in a 40foot open top container…
…and valid for 90 (ninety) days
from the date of your order …
…Mr. Richardson sends his best
regards …
B Writing
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Read through the requirement and
draft a fax to Alpha Marine.
Answer 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)
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File 46 contains a fax from Alpha Marine,
answering the fax from step B, and a fax
from the freight forwarders.
Now you have all the information needed
to be able to acknowledge the Costa Rica
order. They send a confirmation by fax
and also a covering letter to accompany
the proforma invoice which will be sent by
airmail.
Answer
Dear Mr. AThank 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:
In this unit, we learnt:
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How to make and answer enquiries.
How to place and fill orders.
Assignment
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Role-play the telephone conversation,
exchanging information.
Write to make and answer enquiries
by letter and fax.