Market Leader Intermediate 3rd edition SB

ACTIVITY FILE
9 International markets, Skills, Exercise E, page 88
Student B
1 You are a buyer for a department store.
Because the market for handbags is very competitive, you want to:
•
pay the same price this year as last year
•
have a shorter delivery time of two weeks
• get a three·year contract with the supplier.
2 You are the director of a kitchen equipment company.
Because business conditions are difficult, you want to:
• continue to pay ali your European agents a commission of 5%
•
communicate with agents more frequently by phone and e·mail
• use as many different distributors as possible to seli your goods
•
offer agents shorter contracts, with a maximum period of three years.
9 International markets, Case study, page 89
Information file: Pampas Leather Company
Models
Quality
Quantity
You can supply three models: the Clubman, the Nightrider and the Look.
The Clubman wili be costly to produce, as it is hand·finished. made of
high·quality leather and has a unique design.
To reduce costs of production, you wili outsource the manufacture of the
cheapest model, the Look, to a Chinese firm.
You want WCA to place an order for at least 3,000 jackets. You need a large
order to cover the costs of the additional workers you wili have to hire
to deal with the order. Try to persuade WCA to buy a large number of the
Clubman model, as you make most profit from this model.
Prices Unit cost of production Prices quoted to WCA
Payment
Discounts
Delivery
Guarantee
Clubman $110 $380
Nightrider $100 $280
Look $80 $150
By bank transfer as soon as the goods have been despatched.
Your policy is to offer new customers a 2% introductory discount on list
prices for a first order, and 3% for further orders.
Prompt delivery within one week of the agreed date.
Three years.
Working across cultures 3, page 90
The six mistakes were:
1 Hospitality is a matter of honour in the Arab world. It is polite to accept at least one
cup of coffee or tea.
2 AI-Jabri was probably surprised that Coliins hadn't bothered to see at least something
of Riyadh, a city that AI-Jabri was proud of.
3 Coliins shouldn't have been upset that AI-Jabri interrupted the meeting to take
telephone calis. This is usual practice in the Arab world.
4 If a guest admires something belonging to an Arab host, the host may sometimes offer
it as a gift.
5 Coliins did not prepare properly for his presentation.
6 He misinterpreted AI-Jabri's comment 'if God pleases'. This did not mean that AI-Jabri
had agreed to place an order.
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