Lesson 1

82. What considerations are usually taken into account when an enquiry is sent?

83. What points does an enquiry include?

84. Are enquiries usually sent to one or a few different firms?

Lesson 3

85. How are offers initiated?

86. What items are usually included in an offer?

87. Are prospective Buyers usually invited to inspect the equipment before the contract is signed?

88. Do offers usually contain an element of advertising?

89. What factors determine a discount?

Lesson 4

90. What do contracts guarantee?

91. What groups can contracts be divided into?

92. What important items do contracts cover?

93. What are the main items of the above contract?

94. In what way is payment to be made under the contract?

95. What kind of Letter of Credit is to be opened by the Buyer?

96. When is the Letter of Credit to be opened by the Buyer?

97. For what value is payment to be made?

98. How long is the Letter of Credit to be valid?

99. In what case do the contracting parties have the right to renegotiate the price?

100. Why do the Sellers sometimes have an option to ship 5% more or less of the stated quantity of the goods?

101. In what case are the Buyers supposed to extend the Letter of Credit?

102. Why does the contract state the right of both parties to renegotiate the price?

103. What factors can affect the prices for the goods (e.g. asbestos, equipment, coffee, nylon, chemical, etc.)?

104. What can affect the construction of projects?

105. What factors can affect the production capacity of the plant (the delivery schedule, production programme, etc)?

106. What factors may affect the prices on the market?

107. What information does a shipping schedule contain?

108. When are shipping schedules drawn up?

109. Do Buyers easily agree to later deliveries?

110. Do Sellers often propose to change the port of shipment?

111. Is there any difference between an order or a contract?

112. Why is it important to draw up contracts in foreign trade? In what way do they protect the interests of the partners? What information is usually contained in contracts?

113. Who charters a vessel if goods are sold on FOB terms? What terms of delivery do Russian import (export) organizations practice?

114. What kind of Letter of Credit do Buyers of Russian goods usually open? With what bank do they open their Letter of Credit? How long may the Letter of Credit be valid?

115. Do businessmen sometimes have to renegotiate the price stipulated in the contract? What factors can affect the prices on the market?

Lesson 5

116. Why do Buyers often visit Sellers' premises before (after) a contract is signed?

117. What clauses of the contract are more liable to changes?

118. What is the procedure of making amendments to contracts?

119. With what countries are our trading organizations doing business?

120. Are many contracts made every year?

121. Are the amendments often made to these contracts?

122. In what cases are amendments, alterations and modifications made?

123. Is a lot of work done before a contract is concluded? Support your point.

124. Do Sellers often extend invitations to visit their premises?

125. How are programmes for visits worked out?

126. Why are visit programmes sometimes modified?

127. Are Buyers invited to Sellers' premises more often before or after the Contract has been signed? For what purpose are they invited?

128. What arrangements are usually made before specialists come to the Sellers' premises?

129. Are Sellers usually willing to show our people round their premises? Why?

130. Do businessmen always send letters to express thanks for the hospitality shown to them?