Substitutes and Counter Offers

Of course, it is not always necessary to refuse an order. A sensible firm will only do so in cases where either they simply cannot supply anything like the required goods or, for their own good reasons, they do not want the business. If they receive an order for something they cannot supply, there are two courses open to them: (a) Send a substitute. (b) Make a counter-offer. Sending a substitute carries the risk that the buyer may be annoyed or even refuse it. In international trade it is also a violation of commercial practice. With a regular customer one may be reasonably safe in sending the nearest one has to what he wants (i.e. a substitute). The seller may make a counter-offer rather than risk sending a substitute. A counter-offer is an offer of other goods or services which are not precisely what the customer asks for. In other cases the question of the urgency of the customer's need may help the seller to decide whether to send a substitute, make a counter-offer or regretfully decline the order.

necessary – необходимо sensible – благоразумный in case – в случае reason – причина receive – получать course – образ действий substitute – замена counter-offer – контроферта carry the risk – влечь за собой риск annoyed – недовольный violation – нарушение reasonably – обоснованно safe – благополучный, допустимый nearest – ближайший precisely – в точности urgency – безотлагательность, крайняя необходимость need – нужда decide – решить regretfully – к сожалению

16. Study the following clichés:

Making counter-offers or sending substitutes:

1. We cannot supply exactly to your order... (our stock is completely exhausted; these designs areout of fashion; these colours are no longer available).

2. We can offer you instead ...

3. We recommend you to buy a synthetic material such as...

4. Quality 15X is equally (hard wearing) (waterproof) (damp-resisting) (acid-proof) (attractive) (serviceable).

5. We strongly advise you to accept catalogue no. 32, as the model you selected is no longer obtainable.

6. If you can raise your order to 1,000 we can offer you a price of Fr. 2.30 each.

Substitutes:

1. As your order is marked URGENT, we have sent you type XX, which is the nearest we can supply at present. We hope you will approve.

2. Following several complaints, we have withdrawn these chemicals from stock and are substituting with 'AL' brand in your consignment.

3. We would like your confirmation before supplying so large a quantity in the alternative designs now proposed.

4. As size 5 cm. x 8 cm. is no longer manufactured, we are sending 6 cm. x 9 cm. as a substitute.

5. We cannot quite match the finish of your sample, but are sending you our nearest.

17. Study this letter. What is the reason for the counter-offer? What does the counter-offer contain?

Dear Sirs Very many thanks for your letter of yesterday, enclosing your order for 1,000 metres of 'Willow' pattern silk cloth. In turning to us for a supply of this famous line, you evidently realise that if such an article is to be had at all, we are the people to supply it. We appreciate your interest, and would have liked to be able to supply your order from stock as we did years ago. However, times and tastes change. The 'Willow' pattern is now out of fashion, and in common with other manufacturers we have so little demand for it that we have ceased to produce it. We think, however, that your customers would like our new material 'Rayon Porcellan', a sample of which we have pleasure in sending you with this letter. This material has all the good qualities of the old 'Willow' pattern and is very much smarter in appearance, without being as vivid in colour as many modern silks and rayons. The price is 83p per metre or £41 per 50-metre piece, f.o.b. Liverpool. Prices for all silk fabrics have increased considerably in the past year and it is no longer possible to supply a really good material at the figure you name. As you know, we supply only first-class and guaranteed fabrics. A full selection of our silk patterns is also being sent you by parcel post. All of these are selling well in your country and we can safely recommend them to you. We can ship your order within a week of hearing from you. Yours faithfully