Don´t sell on price rather than quality Be proactive with local distributors

Review 8

International trade

Task 1

1. 
   Don´t sell on price rather than quality
   
2. 
   Be proactive with local distributors
   
3. 
   Make a firm commitment to export
   
4. 
   Think outside the box
   
5. 
   Trade on open account
   
6. 
   Sign an exclusive deal
   
7. 
   Be prepared to modify product specifications
   
8. 
   Invest time, effort and money
   
9. 
   Ask a credit agency about a customer´s creditworthiness
   
10. 
    Chasing payments can be done by the credit agency
    
11. 
    Focus on one market rather than trying to sell all over the world
    
12. 
    Don´t assume that what works in your domestic market will also work abroad
    

Task 2

1. 
   Creditworthiness
   
2. 
   Commitment
   

Task 3

Issue/ reach/ settle/ query an invoice

assume/ provide/ load/ ship goods

chase/ comply with/ state/meet conditions

negotiate/reach/sign/state a deal

check in/check out/check up on a customer’s creditworthiness

fall behind with/ get behind with/ move behind with payments

Task 4

After the exporter and foreign customer finally reach a deal, the exporter will ship the goods and issue an invoice. The exporter must comply with all the conditions in the contract, and if they do they can expect to be paid on time. It is a waste of time if they have to chase customers who get behind with payments. If there is a problém with payment, the exporter can use a credit agency to check up on a customers´…

Task 5

During the 90x we worked with a…

In 2002 we started…

exclusive agent from that time until now

discretion to ask for payment within…

money from then at the end

Task 6

Direct: I´ll explain it again if you want. Diplomatic: Let me put it another way.

I agree with you up to a point, but I think there are some important issues that you haven´t considered.

You are wrong! Diplomatic: I´m afraid there seems to be a slight misunderstanding.

Would you want to withdraw from the project?

Task 7

I think we might need more time to explore all the implications.

Diplomatic: I´m afraid we feel there are still quite a large number of difficulties to face this project.

Perhaps we should negotiate one or two parts of the contract.

Won’t it be rather expensive?

Task 8

Email 1 (Reminder)

According to our records, our invoice number KL788 is now overdue. The total sum is 25,600. We would appreciate your early settlement of this outstanding balance.

Email 2 (Final demand)

Further to our email of 14 June re invoice KL788, we have still not received payment for the outstanding sum of 25,600. We regret to inform you that we have no alternative but to pass this matter to our legal department.

Task 9

1.overdue

2.outstanding