I. Mr. Chan has sent a letter to Hubner GmbH, enquiring about some earth-moving equipment he saw at a trade fair. In his reply, Hubner’s Sales Director, Gustav Fest, refers to specific questions asked by Mr. Chan. Read Fest’s letter and tick the items which Mr. Chan asked about. Hubner GmbH Co.,Ltd 125 Cheaside London ENGLAND 18 August 2011 Mr. Wong Chan Purchasing Manager Central Equipment Ltd 89 Wall Street DENMARK Dear Mr. Chan Thank you for your enquiry of 16 August concerning about our earth-moving equipment displayed at the International Farm Machinery Fair in Bonn. In answer to the specific questions in your letter, first let me say we are willing to consider substantial discount on orders over $300,000. All our machinery is guaranteed for three years against normal use, and we have several agencies in your country with mechanics trained to service all our products. With regard to the terms of payment, which you mentioned, we would consider payment by 30-day bill of exchange, document against acceptance, provided you could offer two referees. I confirm that we can fulfill orders within three months, unless there are unusual specifications, and you can buy equipment from us direct or through our agents in your country. As requested, I am sending our current catalogue and price list to you by express mail. I think you will find the equipment on pages 101-15 particularly interesting for the work you have in mind. If you require any further information, please contact me. Yours sincerely Gustav Fest Gustav Fest (Mr.) Sales Director ANSWER: 1 – 2 – 3 – 4 – 6 – 7 – 9 – 11. 1.  How soon the goods can be delivered 2.  Details of prices 3.  Where the goods can be purchased 4.  After-sales service 5.  How the goods will be transported 6.  Terms of payment 7.  Quantity discounts 8.  Cash discounts 9.  Details of the range of goods available 10.  Which bank will handle the transaction 11.  Guarantees I. Make words from the jumbled letters and match them with the definitions below. a. TMINEROC b. TEN RCIPE c. RIGACREA ROFDRAW d. TNQOAOIUT e. SORSG IERPC f. LTAYOLY NUTCOSID 1. Condition of sale when the customer pays for the transport of the goods. 2. Internationally used term which indicates which price is being quoted to the customer. 3. Price which does not include additional costs such as transport and insurance. 4. Amount taken off the usual price of goods when they are sold to a regular customer. 5. Price which includes additional costs such as transport and insurance. 6. Price for work to be done or a service to be provided. ANSWER: a. 2. Incoterm d. 6. Quotation b. 3. Net price e. 5. Gross price c. 1. Carriage forward f. 4. Loyalty discount II. Read this not from Gerd Busch, Marketing Manager of Busch AG, to his personal assistance. Imagine you are the PA and use the information he gives to write a letter replying to Anne Croft of Shape-up Fitness Centre on Gerd Busch’s behalf. Brigit Please reply to this letter. Send Ms Croft a catalogue and price list (tell her that all prices are quoted CIF London). Also mention the following: 5 year guarantee on all our equipment Highest quality materials used No credit terms (our prices highly competitive due to small profit margins). 5% quantity discount off net prices on orders over $5,000 Encourage her to contact us again. Thanks Gerd Busch BUSCH AG 123 Nottingham, United Kingdom Tel: (205) 726 2011 Fax: (205) 726 2012 Website: busch.ag.com Our ref: BB/GB 28 June 2011 Ms Anne Croft Sales Manager Shape-up fitness Centre 87 Avenue South Rome ITALY Dear Ms Croft Thank you for your enquiry dated 25 June 2011, which you asked about our shape-up fitness equipment. There is no trouble in supplying you from our stock. Our equipment is made by the highest quality materials; therefore we allow a five year guarantee on all our equipment. Our prices highly competitive due to small profit margins, we have no credit terms. However, we offer a 5% quantity discount off net prices for orders over $5,000. Please find enclosed our current catalouge and price list quoting CIP London. If you have any further questions, please contact us on (205) 726 2011. Yours sincerely Brigit Brown Brigit Brown p.p. Gerd Bush Marketing Manager Enc. catalogue (01 copy) Price list (01 copy) III. There are no capitals or paragraphs in this reply to a request for information. Write it out correctly, adding the capitals, and dividing the body of the letter into four paragraphs. dear mr russell thank you for your phone call of thursday 4 march enquiring about hiring our delivery vans. my colleague ms anglea smith, who took the call, said you were mainly interested in 5-ton vehicles like the “tobor” so I am enclosing our booklet “small truck hire” giving you details of our charges. these also appear on our website at www.vanhire.co.uk. you will notice that the summer months of june, july and august are the least expensive and that we offer a 20 percent discount on weekend hire starting saturday at 08.00 and ending sunday at 20.00. our main offices in the uk are in london and birmingham, but we also have branches in france, germany, and italy. if you are thinking of hiring abroad you will find details on our website. please let me know if i can be of further help. yours sincerely micheal craddock transport manger van hire unlimited ANSWER: Dear Mr Russell Thank you for your phone call of Thursday 4 March enquiring about hiring our delivery vans. My colleague, Ms Anglea Smith, who took the call, said you were mainly interested in 5-ton vehicles like the “Tobor”, so I am enclosing our booklet “Small Truck Hire” giving you details of our charges. These also appear on our website at www.vanhire.co.uk. You will notice that the summer months of June, July and August are the least expensive and that we offer a 20 percent discount on weekend hire starting Saturday at 08.00 and ending Sunday at 20.00. Our main offices in the UK are in London and Birmingham, but we also have branches in France, Germany, and Italy. If you are thinking of hiring abroad, you will find details on our website. Please let me know if I can be of further help. Yours sincerely Micheal Craddock Transport Manger Van Hire Unlimited IV. Steve Smart, of MG Heating Engineers, is telling his secretary to send a customer, Mr. Frost, an estimate. As Steve Smart’s secretary, write Mr. Frost a letter based on the instructions below. Set out the prices in tabulated form, including both subtotal and total with VAT. Please send Mr. Frost an estimate for upgrading the central heating system in his offices. Thank him for his phone call and tell him that we can fit the seven thermostatic valves at $20 per valve – and the lockshield valve would also cost $20. Drawing down the system before we do the fitting is $40, and filling and balancing it afterwards is $50. Oh, and add VAT at 17,5% to all that. Tell him that we can do it before the end of September, but if he wants it done over a weekend he’ll have to pay an additional $80 for overtime, and don’t forget to say that all prices quoted include materials and labour. Oh yes, and tell him to contact me if he has any more questions. Hai Nam Limited Company No 254, Nguyen Trai Street, Ha Noi, Vietnam Tel: 84-4-8.321456 Fax: 84-4-8.321457 Our ref: HT/mh 6 November 2005 Mr John Smith Sales Manager F.Lynch & Co.Ltd Nesson House Newell Street Birmingham B3 3 EL UNITED KINGDOM Dear (1) _____________ Reply to your (2)_________ No SP07 Thank you for your enquiry No SP07 and we are pleased that you were (3)________ in our range of assorted garments. We confirm that we could (4)________ you from stock. We can offer you a (5)_______ discount of 5% (6)_______ net prices for orders over $2,000 in addition to the usual trade discount of 15%. We always deal on (7) ______ by irrevocable letter of credit, at sight, opened at a reputable (8)_____. However, this term is subject to change once we have established a (9) ______ trading association with you. (10) _______ you will find our summer catalogue and price list quoting prices FOB Haiphong. We feel sure there will be a ready sale for our product in the United Kingdom and we hope that we can reach (11) _________ on the above terms. We look (12) _______ to hearing from you soon. Yours sincerely HoangThang Hoang Thang (Mr) Director Encl. Catalogue (01 copy) Price list (01 copy) ANSWER: 1. Mr. Smith 7. payment 2. enquiry 8. bank 3. interested 9. firm 4. supply 10. Enclosed 5. quantity 11. an agreement 6. off 12. forward . july and august are the least expensive and that we offer a 20 percent discount on weekend hire starting saturday at 08.00 and ending sunday at 20.00. our main offices in the uk are in london and. at $20 per valve – and the lockshield valve would also cost $20. Drawing down the system before we do the fitting is $40, and filling and balancing it afterwards is $50. Oh, and add VAT at 17,5%. Vietnam Tel: 84-4-8 .32 1456 Fax: 84-4-8 .32 1457 Our ref: HT/mh 6 November 2005 Mr John Smith Sales Manager F.Lynch & Co.Ltd Nesson House Newell Street Birmingham B3 3 EL UNITED KINGDOM