ENGLISH FOR ECONOMY AND BUSINESS

By
Dra. Yuliar Kartika W ,MM

ECONOMIC FACULTY
UNIVERSITAS 17 AGUSTUS 1945
SURABAYA
 PREFACE

It is really important to master good English for English special purpose students in
Economics. This book, English for economy and business is the book for English subject
that the student us in the class to master good English for economics English text book and
for continuing the study in post graduate program for the every university.
In this book we combine all kind of materials for business people including how to make
business letters. This book will help the students to achieve it.
This book is so concise so that the first learners will study it happily and easily.
We hope with this concise book the student can master it well.

The writer
Dra. Yuliar Kartika W, MM
 ENGLISH FOR ECONOMY AND BUSINESS

TABLE OF CONTENTS

LESSON 1 The meaning of Economics 1

Business letter 5
LESSON 2 The Limits of Economic Freedom 8
Business letter 10
LESSON 3 The Basic Problem of Economics 12
Business letter and Vocabulary 13
LESSON 4 Central Control Of Economy 16
Business letter 17
LESSON 5 Industry 18
Case Problem 19
Business letter 20
LESSON 6 Franchising 26
Case Problem 28
Business letter 30
LESSON 7 Malaysian takeover 34
Case Problem 36
Business letter 41
Curriculum Vitae 50
 LESSON 1

A. Read the following text carefully.

The Meaning of Economics

A world in which no one has to work, in which all time is leisure time, in

which scarcity is unknown and nature freely gives to man all the goods and services

that they would like to have is a beautiful dream world. But it is not the world in

which we live.

Man has to work for a living. Nature supplies him with various resources with

which he can do for a work : soil, minerals, water, air, sunlight, wild animals and

plants. But man must use a part of his time to convert these resources into things that

can satisfy his desires. He must have food, clothing, living quarters, house

furnishings, medicine, and many other things that can make life more enjoyable.

However, although we sacrifice our leisure, we still do not produce enough to

satisfy all our wants. Millions of people have not enough food, clothing and shelter.

They are in bad health and are always suffering from hunger. Other Millions have

just enough to maintain their health and strength. Even those people who have a very

high standard of living have many unsatisfied desires : they want more leisure, better

clothes, bigger houses, more cars, more travels, more books, more music, more plays

and many other things. In short, we live in a world of scarcity .

It is not only in our present society however, that there is scarcity, scarcity has

always existed, and there is no reason to believe that will disappear in the future.

The productivity of economic systems is increasing more and more, but people’s

desires will probably rise still faster, so that scarcity will persist.
Vocabulary
Economics - Ilmu ekonomi Enjoyable - dapat di nikmati,
menyenangkan
Leisure time - waktu luang
Scarcity - Kelangkaan To sacrifice - Mengorbankan
Scarce - Langka
a Living - Nafkah a sacrifice - Pengorbanan
To Supply with - memberi kepada a shelter - Tempat
perlindungan
Resources - Sumber-sumber To suffer - Menderita
Part (noun) - 1. pihak To maintain - Mempertahankan
- 2. Bagian
To convert into - Merubah A play - sandiwara
Menjadi To exist - ada
To satisfy - Memuaskan Reason (noun) - alasan
Memenuhi To disappear - Hilang
Living Quarters - Tempat tinggal To increase - Meningkat
Probably - Mungkin
House Furnishing - Alat rumah To rise - Meningkat
Furnishings tangga To persist - Tetap ada

B. Answer the following questions basing your answers on the text.

1. What is the dream world the author use is talking about ?

2. What does nature supply man with ?

3. What must man do in order to make use of these resources ?

4. Why don’t we produce enough to satisfy all our wants ?

5. What are the three economic classes mentioned in the text ?

6. What is the reason that scarcity will always persist ?

C. Say whether the following statements are true (T) or false (F), If they are false

say why.

1. We live a dream world ( )

2. We all have to work for a living ( )

3. Nature converts all resources into useful things ( )

4. Because we sacrifice a great deal of our leisure time, we produce enough to

satisfy all our wants ( )

5. Nobody lives below the minimum standard of health ( )

6. There will always be scarcity in all societies ( )

7. People’s desires will one day be entirely satisfied ( )

D. In each of these sentences a word is missing. Provide a word from the text

a. ………… is a science which is based on the facts of our every day lives

b. The good which he …. Are valuable

c. Most of Indonesia’s …… is fertile and good for farming

d. Indonesia is rich in natural …. Such as oil and tin

e. The enjoyment of leisure also necessitates the …. of other thing

f. In some countries the government decides what factories will …… and what

they need

g. The patient was …. From a mental disease

h. In a garage a man may buy a car, or some service that helps him ……… his

car

i. Many people say that in the year 2000 there will be a …… of gas

j. The cost of living has been ….. In the last ten years

k. The boys …… (ed) in their habit of smoking

E.

a. satisfactory b. economical c. productive d. reliable

e. necessary f. desirable g. capable h. avoidable
i. dependent j. convenient k. rational l. legal
m. possible n. complete

Use the appropriate adjective in their negative forms in these sentences the letter
in brackets at the end refer to the of the list of adjective above

I am afraid you have to deal with …… Merchant (d)

It is ……….. To spend so much money on cloths (e)

Quarrels between these two people who are so different from each other are ……. (h)

Our motor – car is ……… because it used too much gasoline (b)

You will find it ……… To recognize the man in the crowd (m)

We worked hard, but the results were still ……… (a)

The crook was involved in ……… businesses (l)

Your arguments don’t make sense to me, they are ……. (k)

His enterprise became increasingly ……… until he finally went bankrupt (c)

A businessman finds it very ..……… living in Cilandak. One of the suburbs of Jakarta
without a car (j)

The …… grocer is rapidly disappearing from the American scene (i)

The headmaster is too severe, he will be ……… of understanding this difficult child
(g)

……… Elements will be sent away at once (f)

You have give me an ……… list of the persons present. Mr. Ali isn’t on it (n)

F. Fill in each blank with the right preposition

a. You cannot do this heavy work …… any effort … your part

b. We all have to work …… a living

 c. His father has provided him …… sufficient money

d. In spite …… our sacrifice we do not produce enough

e. This poor man lives …… the minimum standard of health

f. Scarcity has always existed …… our society

g. Economists are concerned …… people’s material speeds

h. It is sometimes necessary in Jakarta to bargain …… prices

Business letter

G 1. Printed letter Includes name, address. Telephone number of the

Head sender, and may contain a description of the

business, trade mark, telegraphic address, telex

elc

2. Reference Initial, number on both. Addressee’s reference,

where known, is typed fist

3. Date Abbreviations may be used for Jan. Feb. Aug.

Sept. Oct. Nov. Des. but do not write the month in

figures no mention of town

4. Inside address See page 6 and 7 for examples

5. Attention line May also be omitted

6. Salutation Starts with a capital letter and usually followed

by a comma (see also page 8)

7. Subject line May also be omitted

8. Body of letter First paragraph start with a capital letter

9. Complimentary close Starts with capital letter and usually followed by a

comma (see also page 8)

 10. signature Followed By writer’s position or status in

company

11. Enclosure Enclosed

a) Salutation
British American
Formal Dear Sir, Dear Sirs Dear Sir : Gentlemen:
Or Routine Dear Madam, Mesdames Dear Mr. Brown
Dear Miss Smith
Dear Mrs. Brown
Informal Dear Mr. Brown Dear Mr. Brown
Dear Miss Smith Dear Miss Roberts
Personal Dear Mr. Brown Dear Mr. Brown,
My Dear Brown My dear Mr. Brown,
Dear Jim Dear George

b) Complimentary Close
British American
Formal Or Your faithfully, Very Truly yours,
Routine Sincerely yours
Yours very truly
Informal Your Sincerely Sincerely yours
Your Truly Cordially yours
Personal Your Sincerely, Sincerely yours
Sincerely With kind regards,
With best wishes Xxx best regards,
Yours, Sincerely
Yours,
MATTHEWS & WILSON
Ladies’ Clothing
421 Michigan Avenue
Chicago, III, 60602

Messrs Grant & Clarkson

148 Mortimer Street
London WIC 37D
England October 21.20..

Gentlemen,

We saw your women’s dresses and suits the London Fashion show held in
New York on Oktober 17. The lines you showed for teenagers, the swinger’
dresses and trouser suits, would be most suitable for our market
Would you kindly send us your quotation for spring and summer clothing that
you could supply to us by the end of January next. We would require 2.000
dresses and suits in each of the sizes 10-14, and 500 in sizes 8 and 15. Please
quote C.I.F Chicago prices. Payment is normally made by letter of credit.
Thank you for an early reply.

Very truly yours,

P. Wilson, Jr
Buyer
 Questions on the letter
1. What do Messrs Matthews & Wilson deal in ?
2. How did they hear of Messrs Grant & Clarkson ?
3. Why are they interested in the ‘Swinger’ models ?
4. What do Matthews & Wilson want a quotation for ?
LESSON 2

The Limits On Economic Freedom

A. A person is economically free, if he can do what they wishes with his own
property, time and effort. In all communities, of course, limits are set upon this
personal freedom, in some countries the limits are complex; in others they are
relatively simple.
All individual citizens are required to conform to the laws made by their
governments.
Complete economic freedom of action can cause great difficulties, because the
freedoms of various individuals will conflict.
If citizen were completely free, some landowners might build factories in
unsuitable places.
If there was not system of control, factory-owners might make their employees
work too long each day.
If they were completely free, work might stop working when they got their
first pay, and come back to do more work only when they needed more money.
Such economic freedom could create a very unstable economy.
Laws related to economic condition are sometimes concerned with workers’
health, wages and pensions.
They are sometimes concerned with contracts between employers and
employees.
They are sometimes concerned with the location of places of work also
insurance.

B. Exercises
1. Answer these questions basing your answers on the text.
a. Under what conditions is a person economically free ?
b. What is the opposite of simple ?
c. What are all citizen required to do ?
d. Why does complete economic freedom of action cause great difficulties ?
e. What three things might happen if citizen were completely free ?
f. What kind of economy might complete economic freedom create ?
g. What three workers needs are sometimes the concern of the law ?
h. Between whom are contracts arranged ?
i. What else might the law relate to, besides workers needs and work contracts?
j. What other important point should we note about laws related to economic
conditions ? (can be not from the text)

C. Find words in the text for these words could be substituted

a. Societies (lines 3-5) b. Cause (7-9)
c. Enjoyed (7-9) d. Frequently (8-10)
e. Unsatisfactory (9-11) f. Lawlessness (12-15)
g. Written agreements (16-19) h. Reguler pay in old age (17-19)
i. Mainly (17-21) j. Inclined (21-25)

D. Make These Adjectives negative by adding the prefix un

EXAMPLE stable  un + stable  unstable
a. economic b. economical c. satisfactory d. systematic
e. necessary f. scientific g. enjoyable h. available
i. suitable j. equal k. productive l. conditional
m. suitable n. usual o. desirable

Use the appropriate adjectives in their negative forms in these sentences. The
letters in brackets at the end refer to the list of adjectives above.
(1) People do not like working in (4) Compared with our need for food,
__________ conditions (c). clothes and shelter, some of our
wants are quite __________ (m)
 (2) The employers decided to close that (5) We say that goods are sold at ____
factory because it was prices, when the price is less than
___________ (k) the cost of producing
(3) Complete economic freedom is an (6) The goods which he wanted were
___________ situation (o) _______ at the price which he was
willing to pay (h)

E. Business letter

BURNBURY ESTATE BUILDERS

17 Fen Road

London

ESC SAP

Central Installations

Clasgow

21st November, 20__

Dear Sirs,

With regard to your advertisement in the “Builders Journal” of 3 rd November,

we would ask you to let us have a quotation for the new bathroom showers

which are described.

As building contractors erect a bout a hundred house and two or three blocks

of flats a year. If your equipment it of good quality, and we receive a favorable

offer, we may be able to place large to hearing from you soon.

Yours faithfully

P.R. Morgan
Questions on the letter

1. How did Burnbury Estate Builders hear of the Central Installations

Compact?

2. What do they want a quotation for?

3. On what conditions will they place orders?

WORLDWIDE DEALERS LTD

CONNAUGHT CENTRE

HONG KONG

The Victoria Cycle Works

P.O. Box 9271

Melbourne June 14, 20__

Dear Sirs,

Our business agents in India have asked us for quotations for 10,000 bicycles,

to be exported to Sri Lanka, India, Pakistan and Nepal.

Please let us know what quantities you are able deliver at regular intervals,

quoting your best terms f.o.b. Brisbane. We shall handle export formalities, but

would ask you to calculate container transport to Brisbane for one ward

shipment.

Yours faithfully
 P/ King

Asst. Export Manager

Questions on the letter

1. Why do the worldwide Dealers approach the Victoria Cycle Works?

2. What do they want apart from prices?

3. How should the bicycles be transported?

LESSON 3

A. Read the following text carefully

The basic problems of Economics

Economic would have no place in a world in which everything was freely
available without limit and without work. It exists because of the fact of scarcity.
Human wants are so great that careful management must be exercised if we
want to achieve the greatest satisfaction. Now we must decide which of our wants
have to be satisfied shall we have more travel and less of other things? More
clothings and less of other things? More leisure and less of other things? We cannot
have all we wants of everything.
In the second place we must utilize our limited quantities of human energy,
time, knowledge, natural resources and capital effectively in order to satisfy our
wants as much as possible.
In the third place, we must determine whose wants should be satisfied that is,
we must distribute or divide the available goods and services among the various
member of the community.
These are the basic problems of economics we may say then, that economics is
a study of the process of making a living, and the problems of economics are those
which arise from the fact of scarcity.
(condensed from A Preface of Economics’
letter P. Chandler Chapter 1)
Shall we have more travel and less of other things?
 Vocabulary

To be available - Terdapat To achieve - Mencapai

Management - pengaturan To utilize - Mempergunakan

To exercise - Melakukan Limited - Terbatas

B. Answer the following questions in English.

1. Why does economics exist ?

2. Why do we have to exercise careful management ?

3. Why cannot we satisfy all our wants ?

4. There are three things to be thought of in economics, find the three paragraph in

the text relating to the basic problems of economics

5. Explain the word ‘scarcity’

C. Say whether the following statements are true (T) our false (F). if they are false
say why
1. We do not need the science of economics in this world ( )

2. Man easily satisfies all his needs and wants ( )

3. We need not choose which of our wants to satisfy ( )

4. Human energy, time knowledge and natural resources should be utilized in the

most effective way ( )

5. Determining whose wants will be satisfied is one the many basic problems of

economics ( )

D. Business Letter Vocabulary

Phrases
Inquiries Permintaan Keterangan

We are retailers ,importers, Kami adalah pengecer, importer,grosir

wholesaler in the trade, and would dalam Perdagangan …… dan ingin

like get in touch berhubungan

With suppliers manufactures of …… Dengan para pensuplai.pabrikan

We have heard of your products Kami telah mendengar tentang produk

anda

Please send us prices and samples of Sudilah mengirimkan harga-harga dan

contoh-contoh ……..
Would you please let us have a firm Sudilah menyampaikan kepada kami
offer for … you current catalogue tawaran tetap untuk ……katalog and yang
showing …. yang berlaku menunjukkan …….
We read you advertisement Kami telah membaca iklan anda
We require … for immediate delivery Kami memerlukan …. untuk penyerahan

and are interested in buying and would Segera dan berminat membeli dan ingin

like to have further details and would memperoleh keterangan-keterangan

like to introduce these goods terperinci dan ingin memperkenalkan

barang-barang ini.
Would you kindly quote your best pri-
Sudilah memberikan catatan harga dan sya-
ces and terms of payment for ….
rat-syarat pembayaran anda yang paling

baik untuk ……..

What qualities are you able to supply
Jenis-jenis apakah yang dapat anda serah-
from stock?
kan dari persediaan ?
We are in the market for ……
Kami memperjual belikan ……….
We are interested in importing ……
Kami berminat mengimpor …….
If your prices are competitive if the
Quality of the products comes up to Jika harga barang-barang anda bersaing/

our expectations/if the samples meet Jika mutu barang-barang anda memenuhi

with our customers’ approval we can harapan jika contoh-contoh mendapat per-

probably let you have regular orders setujuan langganan-langganan kami,

There is a promising market here for mungkin dapat kami membuat pesanan-

Good quality office machines, and we pesanan secara teratur kepada anda di

may be able to place large orders with tempat kami terdapat pasaran yang baik

you. Untuk mesin-mesin kantor yang bermutu

dan kami dapat membuat pesanan-pesanan

We look forward to receiving your besar kepada anda.

quotation/prices/reply by return/as Kami berharap menerima penawaran/harga

soon as possible -harga/jawaban and seterima ini/segera

Thank you in advance for any inform- mungkin

ation/ you can give us Terlebih dahulu terima kasih atas keterangan

apa saja yang and dapat berikan kepada ka-

An early answer would be appreciated mi

we normally effect payment by letter Suatu jawaban segera akan sangat di hargai
off credit. Kami biasanya melaksanakan pembayaran
Payment will be made by cheque bank Dengan surat kredit

transfer Pembayaran akan dilakukan dengan cek su-

Please send us a pro-forma invoice for rat kiriman uang bank (s.k.u. bank)

Customs purposes Sudilah mengirimkan kepada kami faktur

Pro-forma untuk menghadapi duane

 LESSON 4

Central Control Of The Economy

A. In states which have a communistic system, private property and private

enterprise are greatly reduced.

They are still exist, but are limited to a small area in the economy.

The Marx imagined a world in which there would be no private property at all.

In theory, Communism demands that all property should belong to the State,

In practice, the citizen of states like the Rusia are permitted to have personal

property.

The important thing about the Communist system is central planning.

The state organizes the whole economic efforts of the people who comprise

the nation.

A central authority with complete power decides what goods and services will

be produced.

The authority decides what quantities of good will be produced.

It also controls the quality of the goods, and decides how they will be

distributed.
 It decides what prices will be charged for them.

The state provides all (or most of) the services which the citizens require.

It is responsible for the economy and is concerned with methods or

production as well as with quality and quantity.

The central authority must plan the national economy over a number of years.

B. Exercises

1. Answers these questions, basing your answers on the text

a. What two things are greatly f. What does the State do in the
reduced in a communistic communist system of central
system ? planning ?
b. What area do they occupy in g. What two decisions does the
the economy ? central authority make ?
c. What did Karl Marx propose h. What does the authority control ?
about private property ?
d. What is the theoretical i. What can the authority control
communist view on price ?
property? j. What is the State responsible for
e. What is the position in and what must it do ?
practice ?

C. The table shows how words are formed around the verb produce list all the words

you can make from the table and us them in suitable blanks in the sentences

e r

Produc t iv (e) ity

ion
 Note the difference in pronunciation between produce (pra’dju:s) and product

(prodakt).

a) The company ____________ a new d) That factory --------------five years

commodity every year. ago.
b) The company’s newest ----------- is a e) The __________ of that factory
special blue soap powder. has gone down over the last five
c) The factory is not ----------- as it was years
five years ago. f) The manager of the factory has
decided that they must increase
their _________ of packets of soap
powder.

LESSON 5

A. Read the following text following text carefully

INDUSTRY

In modern society work is highly organized. We have to produce enough

goods to meet the needs of a large population. We call any organized and productive
activity an industry. There is for example, the timber industry, the iron and steel
industry and the motor-car industry.
Some industries make direct us of natural resources. The timber and mining
industries are examples. Other industries take raw materials and make them into
finished products. All these industries are called manufacturing industries. Then iron
and steel industry processes iron are mined from the ground, and turns it into steel.
Then it manufactures many kinds of other products from the steel.
Shipbuilding and clock making are two quite different kinds of manufacturing
industries. Shipbuilding is called a heavy industry. It uses large amounts of materials
such as steel plate, and with the aid of heavy machines, makes them into massive
products. Clock making, on the other hand, is called a light industry. It uses only a
small amount of materials to make quite small products. The main feature of industry
today is the widespread use of machines. By using machinery, men can produce
goods in greater quantities, more quickly and more cheaply than they could by using
their hands. The introduction of machines on a large scale about two hundred years
ago brought about the industrial revolution. The main feature of industry today is
the widespread use of machines.

(‘Our Worls - Encylopedia’Macmillant)

Vocabulary
To meet - memenuhi Thetimber industry - Industri kayu

Manufacturing - industri ke The main feature - Ciri utama

Industry pabrikan The Widespread - Penggunaan yang luas

Use of …….. dari

To process - Mengolah -Secara besar-besaran

Iron ore - Biji besi One a large dalam skala besar

Steel plate - Lembaran baja Scale

Massive - Besar dan kuat

On the other hand - Sebaliknya To bring about - Mengakibatkan

B. Answer the following questions, basing your answers on the text.

1. In a modern society why is it necessary to produce plenty of goods ?

2. Give a definition of ”an industry.

3. What materials does a manufacturing industry make use of ?

4. How is steel produced? (line 9,10)

 5. What kind of industry do we call ship building ?

6. Is clock making a heavy industry ?

7. What is the main feature of industry today?

8. What happened when more and more machines were introduced into industry ?

C. Say whether following statements are true (T) or false (F). if they are false
say why
1. It is not necessary to produce many goods in a developed country with a large

population ( )

2. The motor – car industry is an organized productive activity ( )

3. The timber industry makes finished products ( )

4. Shipbuilding is called a light industry ( )

5. Clock making which is called a light industry, uses massive machinery ( )

6. When using machines we can produce more cheaply and quickly than when

using our hands ( )

7. The use and production of machinery marked the beginning of the industrial

Revolution ( )

XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX

D. Business letter

Quotations, Offers

The quotation in reply to an inquiry may be a simple one, containing simply

the prices and other information asked for. The sales-conscious businessman, how

ever, will take the opportunity to stimulate his correspondent’s interest in his goods

or services by including a sales massage and the assurance that the customer will

receive personal attention.

 Offices are also sent without a preceding inquiry when a supplier wants to

draw the attention of customers and new customers to a special product or range of

goods. A firm offer is subject to certain conditions, a deadline for the receipt of

orders. of a special price for certain quantities.

a) Export quotation : firm offer Reply to

GRANT & CLARKSONS

148 MORTIMER STREET

LONDON QIC 37 D

Messrs Matthews & Wilson

421 Michigan Avenue

Chicago III 60602

Attention : Mr. P. Wilson. Jr. 30 th October 20_

Dear Sirs,

We are pleased to make you and offer regarding our ’Swinger’ dresses and

trouser suits in the sizes you require. Nearly all the models you saw at our

fashions show are obtainable, except tour suits in pink, of which the smaller
size have been sold out. This line is being manufactures continually, but will

only be available again in February so could be delivered to you in March.

All other models can be supplied by the middle of January 20-, subject to our

receiving your firm order by 15th November, our e.i.f. prices are understood to

be for sea/land transport to Chicago, If you would prefer the goods to be sent

by air freight, this will be charged extra at cost.

Trouser suits sizes 8-16 in white, yellow, red

Turquoise, navy blue, black

Size 12-14 also in pink Per 100.32.650.00

Swinger dresses sizes 8-16

In white, yellow, red turquoise,

Black

Per 100.31.645.00

Prices : valid until 31st December, 20-

Delivery : c.i.f. Chicago

Transport : Sea freight

Payment : by irrevocable letter of credit, or cheque

with order

You will be receiving cutting of our materials and a colour chart, these were

airmailed to you this morning.

We hope you agree that our are very competitive for these good quality

clothes, and look forward to receiving your initial order.

Yours Faithfully
 Grant & Clarkson
F.T. Burke
Export
Department

Questions On The Letter

1. Which models is not obtainable at the moment ?

2. When could the order models be supplied ? subject to what condition ?

3. What items have already been dispatched to Matthews & Wilson ? and

when were these sent ?

XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX

b) Enclosing Quotations

Central Installations Glasgow

Burnbury Estate Builders

14 Fen Road

London

EC3 SAP 21 th November 20-

Dear Sirs,

In reply to your letter of 21 st November, we have pleasure in enclosing a detailed

quotation for bathroom showers, besides those advertised in the ‘Builders’

Journal’ our illustrated catalogue also enclosed shows various types of bathroom

fittings and the sizes available Most types can be supplied from stock, 4-6 should

be allowed for delivery of those marked with an asterisk.

Building contractors all over Britain have found our equipment easy to install and

attractive in appearance / Naturally all part are replaceable, and our quotations

includes prices of spare part we can allow a 2% discount on all orders of 600 in

value and over, orders exceeding 2.000 are subject to 3% discount.

Any orders you place with us will be processed promptly.

Yours Faithfully,

S. Stuart

Sales Manager

Central Instalations Glasgow

Burnbury Estate Builder

14 Fen Road

London

EC3 SAP 21 th November 20

QUOTATION

Bathroom shower, Type G 17, length 2 ft, 6 in £1.20

Bathroom shower, Type G 17, length 3 ft, £1.40

Bathroom shower, Type G 17, length 4 ft, £1.60

Bathroom shower, Type G 42, length 2 ft, 6 in £2.2.00

Including wall bracket length 3 ft £2.2.35

 length 4 ft £2.2.70

Parts : Hose with protective

Steel spiral per foot £0.30

Tap and shower connecting

Rings £0.50 each

Shower spray, type G £0.85 each

Shower spray, type A £1.10 each

Shower spray, type A £0.60 each

All prices : c.i.f. UK railways stations

Terms of payment 30 days net

S. Stuart

Sales Manager

Questions on the Letter

1. What is enclosed with letter, apart from a quotation for bathroom showers ?

2. Certain fittings cannot be supplied from stock. How are these indicated ? How

much time should be allowed for their delivery ?

3. Why is the equipment made by Central Installations popular with building

contractors ?

4. What discount rates are quoted ?

5. What makes shower A 42 more expensive ?

6. Explain the terms of payment?

 LESSON 6

FRANCHISING

Suppose you have a friend who to run his/her business. He / she has little experience

or capital (perhaps £ 10,000 - £ 15,000). What advice would you give to a friend ?

Franchising is a means of marketing and distributing goods. The franchisor, normally

a large business, supplies the franchisee, usually an individual, with products or

services for sale to the public. The franchisee pays for the right to sell the product or

service in a certain are, and also makes annual payments-known a s royalties – to the

franchising company.

The type of business has always been popular in the United States. It

developed particularly in the 1950s and 1960s when there was a boom in fast-food

restaurants such as McDonald’s and Kentucky Fried Chicken. Now about one – third
of all retail sales in the US are through franchised outlets, and there are about

500,000 enterprises operating in this manner.

The system is spreading quickly throughout the world. In Europe companies

using franchising include : wimpy international (fast-food), Dayilles (ice cream),

Budget Rat-a-Car (car hire), Pronuptia (wedding dresses), Ziebart (car rust proofing).

Other countries are beginning for follow Europe’s example. China is producing and

bottling Coca-Cola under a franchise agreement with the American company.

It is not surprising that franchising growing fast. If it works properly I has

advantages for both sides. The franchising is able to expand his business without

educing his capital or borrowing money. In fact he gets additional capital from an

outside source-the franchiser. Another advantage is that the franchise holders will

probably be hard – working. This is important, especially in fast – food outlets

where the hours of opening are long.

The franchisee gains from the arrangement as well. Franchisees are usually

interested in business, but do not have much experience or capital. They want to

work for themselves, but are afraid to take to many risks.

To purchase a franchise, they may have to pay £ 20,000 or £30,000 – part of

which they can borrow from a friendly bank.

For their investment, franchise, buy they right to us the trade name of the

franchisor, and they get advice about running the business. Also the franchising

company will provide them with training, materials and equipment. They will be able

to take advantage of the company’s specialized knowledge and its ability to buy in

bulk. Finally, he franchisor will very likely be promoting the brand name of the

business with national advertising.

 The franchising system gives people the chance to set up in business without

taking great risks. If they choose their franchise wisely, they will have the opportunity

to make a small fortune.

A. Comprehension

1. Explain the meaning of these words or phrases :

(i) Franchisor (1 1), (ii) Franchisee (1. 2) (iii) fast-food outlet (1. 21)

(iv) brand name (1. 32), (v) buy in bulk (1 32)

2. What fact show that franchising is becoming popular ?

3. Why do companies use franchising to expand their business ?

4. Why do people buy franchises ?

5. What are the problems, do you think, of (a) being a franchising company, (b)

running a franchising

B. Vocabulary

1. Complete the sentences using the words in italic. (make any changes necessary)

Investment outlet franchise capital retail royalty promote purchase boom

distribute

a. Franchised business are very common in the ……… trade.

b. Many fast-food ……… are run as franchises.

c. You must pay a lot of money to buy the ………… Of a big hotel.

d. The annual ……...… which a franchises pays is usually a percentage of profits

or turnover.

e. Many companies decide to ……… This goods by offering franchises to

investors.
 f. It is wise to get advice before you ……………. A business.

g. Franchises appeal mostly to people who have limited …………. To invest a

business.

h. In recent years, fast-food businesses have become popular in Britain. No one

knows how long the …………… will continue.

i. A franchise can be a good ………… for a person with little business

experience.

j. Franchising companies generally spend a lot of money ………… their goods.

Case Problem

Back home in Florida, USA, the Pap juz franchises have been a success. There
are now over 50 outlets selling the papaya drink. Most operators are earning a living,
and some of them, on the best site, are making large profits.
Sean Tuke and Jeff Collins know why the franchises are doing well in Florida.
First. Americans like fresh juice, which is just what they get at a Pap juz shop or stall
Each outlet has a special machine which peels the fruit, squeezes it, and produces the
juice. Customers enjoy watching the machine in action. Secondly, Tuke and Collins
have promoted the drink very cleverly. Their advertising creates an image of
sunshine, good health and freshness.
The two Americans hope that pap juz will become popular in Britain. They
know that they will make a lot of money if they can sell 200 franchises in the in the
next year or two. This is the offer they will make to investor the franchisee will pay
£5000 plus an annual royalty of £3000. In return he or she will receive a machine,
cooling equipment, promotional materials servicing and repairs Pap juz will ask help
to find sites for the shops and stalls.
Tomorrow is Saturday. In a London hotel, tuke and Collins will meet the first
group of people who answered their advertisement. Will the two Americans be able
to persuade these people to invent money in their franchises ?
What Do You Think ?

It this meeting. Sean Tuke and Jeff Collins try to persuade a group of people

that Papjuz franchises are a good investment. The investor asks questions about the

business and check carefully the information they are given.

Instructions :

Work in two groups, franchises (Tuke/Collins) and investors. Before starting

the meeting, read the notes for your group only when the discussion has ended, the

investors must decided if they wish to buy a Papjuz franchise.

Notes :

Franchisors

The figures below refer to expected costs, sales and profits, of a Papjuz

franchise in the United Kingdom. Use the figures for your discussion with the

investors. Try to have answers ready for all the questions they may ask you.

Estimated sales 3000 cups of papaya £

Per week at a price of 80p per cup 24000
Estimated costs franchise fee + royalty 1500
Per week
Paper cups 60
50 cases of fruit 1.500
(£30 per case)
Wages 100
Rent 100
Total cost per week 1,90
Gross profit per week £490
C. Business Letter
Quoting terms for hotel accommodation

ATLANTIC HOTEL
10 Gresham St.
London W1

Mr. B. Yasmin,

Thank you for your letter 1st May asking for hotel accommodation in May or June.

We were pleased to hear that you wish to stay at the Atlantic Hotel again during your

forthcoming visit to London. Our terms ate as follows.

Bed and Room and

Breakfast Full board
 Up to two nights
Per person, single £ 5.00 £7.50
room £ 8.00 £12.00
2 persons, double room
Three nights or more £5.00 £7.50

Per person, single £ 8.00 £12.00

room
2 person, double room
Accommodation is still available for June, but we are almost booked up for May. We

have several double rooms free from 23red May onwards, and three single rooms for

the week 26thMay – 3rd June. Would you therefore let us know your wishes as soon as

possible, so that we can reserve the rooms need.

We look forward to the pleasure of seeing you here again soon.

Yours sincerely

Reception Desk

Questions On The Letter

1. What indicates that Mr. Yasmin has stayed at the Atlantic Hotel before ?

2. Compare the terms quoted for up to two nights with those for three nights or

more. What do you notice about the cost of the midday and evening meals ?

3. What accommodations is still available in May and June ?

Vocabulary phrases
Quotations and Offers Catatan harga dan Tawaran

Thank you fore you inquiry about your Terima kasih senang mengajukan harga-
interest in ………… harga kami yang paling akhir/untuk
 barang-barang anda tanyakan.
We can make you a firm offer for Kami dapat membuat pesanan tetap
……... untuk……………
This offer is firm subject to acceptance Tawaran ini tetap kalau diterima oleh .....
by ………….
Kindly remember this offer expires on Tolong ingat : tawaran ini habis
September 30th waktunya pada tanggal 30 September
Subject to prior sale Dengan syarat belum terjual
Prices subject to change without notice Harga-harga dapat diubah tanpa
pemberitahuan lebih dahulu
The goods you inquired about are sold Barang –barang yang anda tanyakan
out, but we can offer you a substitute sudah habis terjual tetapi kami dapat
tawarkan barang serupa kepada anda
Please let us have your order as soon as Sudilah mengajukan pesanan secepat
possible, since supplies are limited mungkin, karena persediaan terbatas
While stock last Sementara masih ada dalam persediaan
We look forward to receiving a trial Kami berharap menerima pesanan
order from you percobaan dari anda
Discounts Potongan (-Harga)
For a quantity of 60 or more , we can Untuk jumlah sebanyak 60 atau lebih
allow you special discount of 20£ on the kami dapat berikan potongan sebesar 2£
prices quoted. dari harga yang disebutkan
The quantity discounts vary according Potongan berdasarkan jumlah adalah
to the size of the order. berlainan sesuai dengan besarnya
pesanan
Your initial order is subject to a special Pesanan anda yang pertama mendapat
discount of 2£. potongan istimewa sebesar 2£.
We can grant you 3£ discount on orders Kami dapat memberikan potongan 3£
exceeding £100 in value on specific kepada anda atas pesanan yang melebihi
orders. nilai £100/atas pesanan ulang.
We have quoted prices and there fore Kami telah menyatakan harga-harga
the offer is not subject to the usual istimewa, dan karena itu tidak mendapat
discounts potongan biasanya.
Syarat-syarat Pembayaran
Terms Of Payment Tunai di muka
Cash in advance Tunai beserta pesanan (t.b.p)
Cash with order (c.w.o) Tunai terima (t.w.t)
Cash on delivery (c.o.d) Pembayaran suku tahunan/bulanan atas
tunjuk
Payment quarterly / monthly / at sight
Syarat-syarat biasa kami ialah tunai
 berdasarkan dokumen (t.b.d)/faktur pro-
forma
Our usual terms are cash against
documents (c.a.d) / pro-forma invoice Kami dapat benarkan tiga bulan kredit
kepada anda untuk pesanan-pesanan
y.a.d.
We allow you there months’ credit for
future orders Oleh karena harga-harga kami
menyenangkan, syarat-syarat
pembayaran kami adalah 30 hari netto
As our pences are so favourable. Our
terms of payment are 30 days net
Pembayaran
c.i.f/CIF (Harga, asuransi, angkutan)
Delivery c.&f./CF (harga dan angkutan)
f.o.b./FOB (penyerahan di atas kapal)
c.i.f/CIF (cost, insurance, feight)
f.o.s./FAS (penyerahan di sisi kapal)
c.&f./CF (cost and freight)
f.o.r./FOR (penyerahan di gerbong)
f.o.b./FOB (free on board)
f.o.s./FAS (free alongside ship) harga sampai pintu, penyerahan alamat
f.o.r./FOR (free on rail) pembeli lepas tempat kerja/lepas pabrik
Franco domicile, free (buyer’s address)
harga ini lepas gudang
angkutan dan asuransi di bayar oleh
These prices are ex warehouse pembeli/oleh anda

Freight and insurance to be paid by penyerahan dapat dilakukan dari

buyer/by you persediaan /tidak dimasukkan dalam
harga.
Delivery can be made from stock / is
not included in the price. penyerahan akan dilakukan dalam masa
dua bulan sesudah diterima pesanan
anda.
Delivery can be made within two
months of receipt of your order
Menawarkan penginapan di hotel
Kami dapat menampung semua anggota
Offering Hotel Accommodation kelompok anda dalam kamar-kamar
Shall be able the accommodate all the dengan satu atau dua tempat tidur.
members of your in single or double . Kamar-kamar di bagian belakang hotel
adalah sepi sekali.
Bathrooms at the back of the hotel are Ada tambahan bayaran £2 untuk kamar
very quiet. mandi sendiri.
There is an extra charge of £2 for Sudilah memberitahukan kepada kami
private bathroom perkiraan tanggal tibanya anda dan
berapa lama anda tinggal.
Please let us know your expected date
of arrival and the duration of your stay. Kami akan menyediakan penginapan
untuk anda sebagaimana diminta
We shall reserve accommodation for
you accordingly

LESSON 7

MALAYSIAN TAKEOVER

What is a take over bid? Why some bids succeed and others fail ?

The Guthrie Corporations owns rubber, tea and cocoa plantations in Malaysia. Until

1981, it was British – based, being owned mainly by British shareholders. These
were either big institutions, like investment trusts and insurance companies, or small

private investors. However one morning in September ownership of Guthrie

suddenly changed hands. In the space of four hours, a Malaysian Government

agency, Permodalan, bought control of the business. People say it was the fastest

takeover in the history of the London stock Exchange.

This is what happened. The Malaysians already owned 25% of the corporation.

They began the London Stockbrokers, Rowe and Pitman, to increase their stake in it.

They began the day by offering to buy 5% of the company’s share for 901 pence

each. The market price was then 662 pence. The big investors jumped at the same

time, permodalan managed to buy a further 10% of the shares from Malaysian

shareholders. Since it now had a shareholding of well over 50%, it controlled the

Guthrie Corporation.

After making a successful bid, Guthrie’s directors recommended shareholders

to accept the offer, though they thought the price of 901 pence did not reflect the true

value of the business. They explained that only a small number of shares would

remain in independent hands, so the market for those shares would be limited their

price would probably fall below 901 pence.

Everyone in the financial world was surprised at the speed of the takeover

Newspapers described it as a ‘down raid’ in the stock Exchange. Most people

admired the way in which it bed been planned and carried out. However some

critized the bid. One person said ‘it is wrong that people can get control business

so quickly without informing the majority of the shareholders’

 Why did Permodalan take over Guthrie? First, the Malaysian Government

wanted to have control of important resources such as rubber and cocoa. Secondly, it

was worried that corporation was moving further away from South – East Asia. In

recent years, Guthrie had diversified its business activities, buying companies in

other part of the world. For example, it had just invested 568 million in the

American company, page Airways. Permodalan decided a takeover was necessary to

protect its already large investment in Guthrie.

A. Comprehension

1. What was unusual about this takeover ?

2. Why was the bid successful?

3. In what ways was the takeover a skilful action ?

4. Explain the meaning of these words or phrases :

Investment trust (1.3)

Stake (1.9)

Independent hands (1.21)

Dawn raid (1.21)

To protect its already large investment (1.33)

5. Can you suggest reasons why Guthrie had been moving away from South- East

Asia and diversifying its activities ?

6. How did people feel after the takeover bid was announced ?

B. Vocabulary

1. Use the words in italics to complete the sentences (Make any changes

necessary)

Activity, bid,control ,investment ,offer, shareholding, stake ownership.

 a. The Malaysia already had a ………… of 25% in Guthrie .

b. The corporation was involved in many business ………………

c. You obtain ……… of a company by acquiring more than 50% of its shares.

d. Guthrie had a ……… in many companies operating outside Malaysia.

e. We made an …… of £6 per share, but it was not accepted by the shareholders.

f. A takeover ……… is likely to succeed if a high price is offered for a

company’s shares.

g. There is a lot of foreign ………… in Canada and France, but little in Japan.

h. ………………of oil and steel companies is often in the hands of governments

C. Make sentences

I’m probably going to ……

It’s rather unlikely that ………

I might ………

………could

……… is definitely going to ……

There’s no chance of ………

D. Case Problem

Andrew Cowly is chairman of Kondor plc, an engineering firm based in

Birmingham, England Kondor makes products for the car and aircraft industries, as

well as military equipment for foreign governments. At present, it is negotiating with

a Middle East country to supply components for a new weapons system. If it wins

the contract, the company will have full order books for the next five years.

The American – based IIC group intends to take over Kondor. IIC has huge

cash reserves, which it uses to snap us smaller companies. In recent years, it has

acquired a number of firms in different areas of business. ‘we have a finger in very

pie, ‘Frank Bowman told Cowley at their meeting.

The voting shares of Kondor are distributed among share holders as follows:

shareholder Shareholding Notes

IIC 10% The holding was acquired
by IIC’s stockbrokers a
month ago at a price of
130 pence
Investment agency 8% The agency acts for a
south American
government
Two insurance companies 7%
Kondor’s directors 2%
Others shareholder 73% These are all small
private shareholders

Kondor would be a good acquisition for IIC. Its present share price – 140

pence – is low and does not reflect the true value of the company. Kondor’s profit

record during the last there years has been poor. Lost contracts, heavy expenditure on

research to develop new produce, and rising operating coast have been the cause of

this.

IIC are not only attracted by the low share price. They also know that Kondor

has valuable assent: an impressive office bloc in the centre of Birmingham; three

modern factories; a large piece of land outside Birmingham, suitable for building on.
All these assets were entered into the accounts years ago, and have not been

revalued.

Cowley’s meeting with Bowmen had been friendly until he had mentioned that

Kondor’s board would probably advise shareholders to hold on their shares.

If you do that, we shall increase our offer to 220 pence a share. They’ I

certainly sell at that price, Bowman had said ‘probably’, Crowley had replied.

Of course they will , said Bowman ‘but I warn you ….. If we have to pay too

much to get control of Kondor, then we’! have to get our money back somehow,

Perhaps by selling some – of Kondor’s assets or by reducing the workforce-not just

factory works, but managers and even directors!’

What do you think

There are eight members of Kondor’s board of directors. The board now meets to

consider this question; show they advice the shareholders accept IIC’s offer of 180

pence a share when that offer is announced?

Instructions

Each student plays one of the roles described below. The leader of the discussion is

Kondor’s chairman. (Note : To reach a decision, you may have to take a vote at the

end the meeting)

Roles :

Chairman
You lead the discussion Ask all the directors to give their opinions and encourage

them to speak frankly. Personally, you want to advise the shareholders not to accept

IIC’s offer. If they are told the full facts about the company – the contract with the

Middle East company, the undervalued assets, etc-they will definitely hold on to

their shares. You think the shares are worth at least 250 pence.

Join managing director

In your opinion, the board should advise shareholders to accept the offer if IIC pays

only 180 for the shares, they will be pleased and will probably keep the present

directors. You don’t want to lose your job. Besides receiving a high salary, you live

in a company-owned hose and have the use of a chauffeur – driven car.

Join managing director

The board should advise shareholders to accept the offer. You think Kondor needs

IIC’s financial backing. It is become more and more expensive to manufacture

military equipment and develop new product. If IIC invests money in Kondor, the

company will probably be more competitive, and should be able to spend more on

marketing its products.

First director

You want to advise shareholders not to accept the offer. The will certainly hold on

to their shares if the board gives then full information about the company’s assents

and future prospects. The directors should recommend that they refuse all offers

below 250 pence a share.

Second director
Kondor should advise the shareholders to accept the offer. In your opinion, the

company’s future prospects are poor. They have no chance of winning the contract

with the Middle East country (several other companies are competing for it). You

have heard that the investment agency and the two insurance companies have

privately agreed to sell their shareholding to IIC. Sooner or leter, IIC will buy

enough shares to get control of Kondor.

Third director

Kondor should advise the shareholders not to accept the offer. You think the shares

are worth at least 280 pence. You are certain the shareholders will follow the

chairman advice . you are worried about IIC. Who really owns the group? Is there an

unknown foreign government in the shadows?

Fourth director

You are not sure what advice to give. (Decide at the end of the meeting) On the one

hand, you do not like IIC’s reputation. They often companies, then sell off their

assets. Also, they are likely to get rid of workers if they take over Kondor. On the

other hand, Kondor’s profit record has ban poor. New owners might make changes

which would improve its performance.

Additional Discussion Topics

1. Should down raids on the Stock Exchange be allowed?

2. Is a person gambling when he buy shares on the stock Exchange? Give reasons for

your answer.

Mistakes may occur in day to day business, and these give cause for complaint.

There might have been 3 misunderstanding about the goods to be supplied; perhaps
the warehouse clerk made an error in addressing the parcels; some times a

consignment is dispatched to late or delays are caused in transit; damage may have

occurred during delivery: a manufacturing defect is discovered when a machine is

used. The customer is understandably annoyed yet this is no reason to write an angry

letter of complaint. He will get better results if he take trouble to explain his

complaint clearly, and to propose ways in which matters can be put right. His

company may make mistake toot firms often have to manage with insufficiently

trained personnel or to con tend with a staf shortage, so mistakes and accidents

happen.

It is particularly necessary to exercise tact in handling complaints. A

disappointed customer cannot be put off with mere apologies-he is entitled to know

his the mistake will be remedied when he will receive the goods ordered what he isto

do with the wrong consignment or the damaged goods he received; when he will

receiving a replacement for his defective machines, or if it can be repaired quickly.

a) Complain letter

From Matthews & Wilson to Grant & Clarkson

November 22, 20___

Gentlemen :

Thank you for your delivery of “Swinger” dresses. Which we ordered on

November 4, However, we wish to draw your attention to two matters.

Of the red dresses supplied, one lot of 100 (size 12) included clothes of a

lighter red than the other sizes. Since we deliver a collection of various sizes to
 each store, it would be obvious to customers that the clothes are dissimilar. In

addition, the red belt supplied does not match these dresses. We are returning

two of these by separate m ail, and would ask you to replace the whole lot by 100

dresses size 12 in the correct colour.

As far as your charges for air freight are concerned, we agreed to pay the extra

costs which you invoiced. However, your coast for packing and insurance must

have been lower for air cargo, and we request you to take this fact into

consideration and to make an adjustment to the invoice amount. Would you

please send us a rectified invoice, reduced accordingly.

We look forward to your dealing with these questions without delay.

Very truly yours,

Questions on the Letter

1. Why are the dresses unsatisfactory?

2. Why would this be obvious to customers?

3. What do Matthews & Wilson ask Grant & Clarkson to do ?

4. Why do freight charges seem to be high ?

5. What adjustments do Matthews & Wilson want to make ?

b) Handling a complaint

From Grant & Clarkson to Matthews & Wilson

 2nd December, 20__

Dear Sirs,

The colour of the dresses about which you complain is indeed lighter than it

should be. Apparently this was overlooked by the controller responsible. Please

accept our apologies for the oversight.

We are sending you a new lot by air this week, and would ask you to return the

faulty clothes at your convenience, carriage forward. Alternatively you may

keep this lot for sale as seconds at a reduced prices of S1.120.

You are perfectly correct in saying that packing and insurance cost are

normally less cargo sent by air. May we remind you, however, that in this

case your request to send the goods by air was made at very short notice. It was

not possible for us to use the lighter air freight packing materials, as most of the

dresses were ready for shipment by sea freight (please see our letter of 9 th

November). Furthermore, our insurance is on an open policy at a flat rate, and

depends on the value of the goods, not the method of transport. For these

reasons our invoice No. 14596 dated 15 th November 20_ is still valid, and we

look forward to receiving your remittance when due.

Yours faithfully.

Questions on the letter

1. How do Grant & Clarkson explain the fact that the dresses are of a lighter

colour?

2. How do they deal with the complaint ?

3. Why don’t they comply with request to reduce the invoice amount?

Answering a complete about poor service

KNOWLES DOMESTIC APPLIANCES

1108 Wilshire Boulevard Los Angele, California 90041

Mrs. C. Brien

119 Norht Laurel Avenue

Los Angeles, Calif, 90048 April 3,20__

Dears Madam,

You were right to let us know about the unsatisfactory service you experienced

when your washing machine had been repaired. Your annoyance is perfectly

understandable, however we hope you will also try to see our point of view.

You phoned our Service Department on Friday, March 13. The clerk handling

your complaint arranged for a repairmen to come to your home on the

following Tuesday, but on account of illness he was not able to come on until

Monday, March 23. However, on arrival at your address he found no one at

home, and was not able to carry out the work until a new appointment had been

made.
Of course you should have been notified of the delay. We apoloqize for failing

to inform you time. We have heard from our service Engineer that your

washing machine is in good working order now, and he will personally see to

it that you are not kept waiting again if you needs repairs in future.

Sincerely yours,

Hal Parks

Claims department

Questions on the Letter

1. What did Mrs. Brien complain about?

2. Why couldn’t the repairman come on time?

3. Who wasn’t there at home when the repairman called?

4. What personal attention do Knowles promise Mrs. Brien?

Phrases

Vocabulary

Complaints Keluhan

We are disappointed to find that theKami kecewa setelah menemui, bahwa

quality, of the goods you supplied doesbarang-barang yang anda serahkan tidak

not correspond with that of the samplescocok dengan contoh-contoh yang

submitted. disampaikan.

To prove our statement we are enclosing Untuk membuktikan penyertaan kami ini,

one of those samples and a cutting of kami lampirkan salah satu contohnya dan

the material received yesterday. sepotong bahan kain yang diterima kemarin
We are prepared to ration those Kami bersedia menahan barang-barang yang

unsuitable goods, but only at a tidak sesuai ini, tetapi hanya setelah harganya

substantially reduced price banyak diturunkan.

This delay is causing us great Kelambatan ini I sangat mengganggu kami,

inconvenience, as we have promised our karena kami telah berjanji membuat

customers early delivery. penyerahan segera kepada langganan-

langganan kamil.

Please look into the non-delivery of the Sudilah meneliti tentang tidak tibanya 20

20 typewriters which we ordered on mesin ketik yang kami pesan tanggal 19

April 19th. April

This order was placed on condition that Pesanan ini telah dibuat atas syarat, bahwa

we received the machines by May 1st kami menerima mesin-mesin itu menjelang 1

Mei

We shall be compelled to cancel our Kami terpaksa membatalkan pesanan kami,

order if the goods are not received by jika barang-barang itu tidak kami terima

the end of next week. menjelang akhir minggu depan.

Two cases in the consignment were Dua peti dari kanan itu kedapatan rusak

fount to be damaged on arrival. We sesudah sampai. Kami telah menandai nota

have marked the consignment note pengiriman sesuai dengan itu

accordingly

Handling Complaints Menjawab Keluhan

After investigating your complaint, we Setelah memeriksa keluhan anda, kami telah

have ascertained that an coft was made memastikan bahwa suatu kekhilafan telah

in our dispatch department. dibuat di bagian pengirim kami.

We very much regres having given you Kami sangat menyesal telah menyebabkan
 cause for complaint. anda mengajukan keluhan

Steps are being taken immediately to Langkah-langkah telah diambil segera untuk

that such mistakes do not occurs n menjamin, bahwa kesalahan –kesalahan

future demikian tidak lagi terjadi di masa depan

Tase accept our sincare apologies for Terimalah penyesalan kami yang tulus untuk

this lay and the trouble it has caused you kelambatan ini dan kerusakan yang

menimbulkannya pada anda.

Once this delay is beyond our control , Oleh karena kelambatan itu di luar

we cannot assume any liability. kekuasaan kami, maka kami tidak dapat

menerima sesuatu pertanggungjawaban.

Our claim has been passed on to our Tuntutan anda telah diteruskan kepada

insurance company, who will get in perusahaan asuransi, yang segera akan

touch with u soon. berhubungan dengan anda.

Apologize for the delay and enclose our Kami minta maaf atas kelambatan ini dan

edit note/rectified invoice bersama ini kami lampirkan nota

kredit/faktur yang diralat.

Replacement for the faulty equipment Suatu penggantian untuk alat yang rusak itu

was patched today. telah dikirimkan hari ini.

You keep the damaged goods, we are Jika anda bersedia menahan barang-barang

prepared to invoice them at 50% of the yang rusak itu, kami bersedia membuat

list ice. faktur sebesar 50% dari harga daftar

4. Employment Applications, Letters of Recommendation, Giving Notice

 When writing a letter of application, the applicant would like to say what job

and conditions he or she would like to have. But a good letter of application should

contain facts the prospective employer want to know, for instance what experience

the applicant has, how useful he will be to the company. If he has held several

positions, it would be advisable for the applicant to submit a personal data sheet, our

curriculum vitae, containing full personal details and information on past experience,

education and certificates or degrees, special qualifications, and possibly references.

The letter can than serve to draw the reader’s attention to the candidate’s suitability

for the vacancy. If you are starting you career and have had one or two jobs, or none

at all, all the particulars can be included in the letter itself.

A contract of employment defines the conditions of work, the working hours,

holidays allowed, responsibilities and notice. It may contain a job description and

give information on fringe benefits such as company pension scheme, bonuses,

expenses and commission where applicable. When employment is terminated by

either party, notice has to be given in writing and the set period observed.

SO YOU’D LIKE TO BE A SALESMAN ?

A REAL PROFESSIONAL WITH career Prospects and Security – that is what we

offer

A sea months induction and field training scheme when you will be paid a salary at

the rate of 13,00 p.a. PLUS a Company car and expenses.

On completion of this six months, a much higher earning potential which include a

substantial salary with service increments, supplemented by generous commission

and performance bonus payments.

There is a pension fund – life insurance sick ness benefit scheme-generous holidays.

YOU NAME IT-WE HAVE IT. YOU need to have a University Degree and be in

the age group 21 – 30.

If you quality write or telephone for an application from when we can arrange to

meet locally and exchange information.

DO IT TODAY

Questions

1. What form of training will applications undergo?

2. What fringe benefits can they expect?

3. What educational qualifications are required?

4. How and where will a meeting be arranged?

a) Application
17 Princes St.
Edinburgh
August3,1973

Sales Recruitment and training manager

W.&T. Avery Limited
21 Conduit St.
London W.I.

Dear Sirs,

In reply to your advertisement in today’s Daily Telegraph. I am interested in

become a salesman for your company.

As you can see from the an loosed curriculum vitae, I have selling experience in

pharmaceuticals and cosmetics-a very competitive field. However, I would like to

change to industrial products sine I believe they offer a greater potential. Your six

months’ training scheme should certainly help me to devote the best of my ability

to your company, particularly since my educations qualifications are higher than

those you require.

My present position in subject to one month’s notice, after which I would be able

to train in London and, if necessary, relocate to any part of the country.

As you request in you advertisement, I shall telephone your shortly to make an

appointment for a personal meeting. Meanwhile I think you for considering my

application.

Your Faithfully,

Peter S. Ryder

Enc. Curriculum vitae

CURICULUM VITAE
 PETER . RYDER

Personal detail

Date of birth : February 2.1951 Address : 17 Princes St. Edinburgh

Material status : Single Phone : 021-765-1626

Education Honours Degree :

Dundee University Honours Degree :

Chemistry

III Class

Business experience Newton Pharmaceuticals Ltd.

1972 – 1976 Sales assistant with Windmill Estate

Solihull

Birmingham.

Special qualifications

Have attended an evening course in Marketing at R.S.A., intermediate level, and

shall sit for this examination next month.

Questions on the Letter and Curriculum Vitae

1. Why does Peter Ryder want to change jobs”

2. In what way are his educational qualification higher than required?

3. What relevant training and experience has he had?

4. How soon would he be able to start employment with a very?

 5. Membership of trade unions is encouraged by the company, but a final decision

on the this matter is left to the employee.

6. Any complaint should be made though the head of department.

REMUNERATION OF FIELD STAFF

(salesmen, Maintenance Staff)

7. During the first six month of induction and training a salary of...Per annum will

be paid.

8. Subsequently a salary of … per annum will be paid, plus 10% commission on

normal sales and 15% for all new customers. Service increments are payable

after two years. Performance bonuses are awarded at the discretion of the sales

management.

9. Car expenses of … are paid per week/per month /per annum, and are reviewed

every two years

___________________ ___________________
W & T Avery Limited Employee
_______________19__ _______________19__

Question on the Contract

1. What would happen if Mr. Ryder worked until 7.30 p.m twice in a month?

2. What are statutory holidays?

3. How much notice would Mr. Ryder have to give if he wanted to leave the

company after the trial periode was over?

4. What is the company’s attitude to their employees joining a trade union?

5. To whom should one complain if working conditions are unsatisfactory?

d) Giving notice
 17 Princes St.
Edinburgh

August 26,19__

REGISTERED MAIL

The personnel Manager

Newton Pharmaceuticals Ltd.
Solibull
Birmingham

Dear Sir,
According to the terms of my employment contract, I hereby give one. Month’s
notice that I wish to terminate my employment with the company on September
30,19__
Please be assured that no dissatisfaction with the company is invoived. The reason
for my leaving is that I would like to extend my professional activities to a wider
field of industry. At the same time I very much appreciate the opportunities I have
had at Newton to again experience in marketing and sales. I shall remember my
superiors, colleagues and my work here with pleasure.
Yours faithfully,

Peter S. Ryder
Question on the letter

1. Why does Mr. Ryder have to give on month’s notice?

2. Why does he want to leave the company?

3. Why does he send the letter by registered mail?

To whim it may concern

We hereby testify that Miss Marie Obregon has been employed in our export

department for three years

Miss Obregon joined our staff as a junior secretary on March I, 19__ it has

continuously been her aim to improve her professional ability. She took evening

courses in secretarial practice and English and a year ago became private secretary to

our export manager, frequently handling Spanish and English correspondence

independently, she was responsible for arranging sales promotion meetings, and

preparing reports and minutes.

Mis Obregon was willing and able to take on increased responsibility where

necessary, often acting as an interpreter in our connection with English-speaking

people.

She is giving up her position to get married in May. In taking leave of Miss Obregon,

our company gratefully recognizes the help given and offers a wholehearted

recommendation.

Brintex International
Avenida Juarez 1022
Mexico 12, D.F.
March 20.19__

Vocabulary Phrases

Applications Lamaran

With reference id your advent cement Menunjuk kepada anda dalam ‘The

in “The Times” of Friday, January 4th, I Timers’ hari Jum’at tanggal 4 Januari,

would like to apply for the position of saya ingin melamar jabatan ….. dalam

…… Company perusahaan anda.

I recently heard from …. That there is a Baru-baru ini saya dengar dari

vacancy in your account department. …..bahwa ada lowongan di bagian

 pembukuan anda.

Please refer to the enclosed curriculum Sudilah mengacu pada lampiran

vitae personal data sheet for their riwayat hidup/lembaran data-data

particulars. pribadi untuk keterangan selanjutnya.

I am used to working on my own. Saya telah bisa bekerja sendiri

I would like the opportunity to work on Saya ingin mendapat kesempatan

my own initiative and to take on a bekerja atas daya saya sendiri dan

certain amount of responsibility. memikul beberapa tanggungjawab.

During training for my present job I Semasa latihan untuk pekerjaan saya

took courses in marketing and sales yang sekarang, saya telah mengikuti

promotion. kursus-kursus dalam pemasaran dan

pelancaran penjualan.

In view of my qualifications, I would Mengingat kelayakan saya, maka saya

expect a salary of about…… with the mengharapkan gaji kira-kira …..

usual fringe benefits. beserta tunjangan-tunjangan tambahan.

I am at present earning ….. per annum, Pada masa ini pendapatan saya ialah

plus expenses. ….. Setahun, ditambah dengan ongkos-

ongkos

I would prefer to discuss the question Saya lebih suka memperbincangkan

of salary at a personal meeting soal gaji dalam suatu pertemuan

pribadi

The company with which I am Perusahaan tempat saya bekerja

employed at present does not, I fell sekarang ini, saya rasa tidak

offer me enough scope to develop my memberikan bidang yang cukup bagi

own ideas. saya untuk mengembangkan buah

 pikiran saya.

Since my present position offers little Oleh karena itu jabatan saya yang

prospect for advancement, I should sekarang ini hanya sedikit memberikan

prefer to e employed in an expanding harapan untuk kemajuan, amaka saya

organization such as yours. lebih suka bekerja dalam organisasi

yang sedang berkembang seperti

perusahaan anda.

Acceptance/Refusal Penerima/Penolak

Thank you for your letter of January Terimakasih atas surat anda tanggal 28

28, and the enclosed information Januari, dan keterangan terlampir

relating to your company mengenai perusahaan anda

Thank you for offering me the Terima kasih kepada anda menawarkan

post/position of ….. jabatan ………… kepada saya

I have pleasure in accepting the Terima kasih kepada anda menawarkan

position of …. jabatan ………… kepada saya

I Should like to accept the post, and Saya ingin menerima jabatan itu, dan

look forward to joining you firm/staff berharap akan masuk bekerja pada

Om January I firma/staf anda pada tanggal 1 Januari

I am unable to accept you offer/the Saya tidak nisa menerima tawaran

post anda/jabatan itu.

I regret to inform you that I cannot Sayang saya harus memberitahukan

accept the position, since I have kepada anda, bahwa saya tidak dapat

received another, more attractive offer. menerima jabatan itu karena saya telah

menerima tawaran lain yang lebih

menarik
I feel that my experience in this field Saya rasa pengalaman saya di bidang

would not be used to its file capacity in ini tidak akan digunakan sebaik-

the position you offer. Therefore I baiknya dalam jabatan yang anda

must decline tawarkan itu. Oleh karena itu terpaksa

yang menolaknya

REFERENCES

1. Cotton David, The world of Business, Bill And Hyman London, 2000

2. Mc Kellen Joy and Spooner Mavis, Business Matters, Pergamon Press, 2001

3. Mc Arthur Tom, A Rapid Course in English for the Students of Economics, 1973

4. Wahyudi, Siahaan Nalom, Business Letter for All, 1972

5. Some exercises compiled from some Economic books