POSLOVNI, ISPITNA PITANJA

1. WHAT ARE THE ELEMENTS OF A FORMAL LETTER?

The elements of a formal letter are:
-sender` s adress, reciever`s adress, date, salutation, subject line, body of the letter,
complimentary close, signature ( + there can be added: enc(s) (documents are enclosed
with the letter) and cc (copies).)

2. GIVE DIFFERENT OPTIONS OF SALUTATIONS IN A BUSINESS LETTER.

We can add: Dear Sirs- we do not know their name; Dear Madam- adressed to a
woman, we do not know her name nor marriage status; Dear Mr/Mrs James- we do
know his/her name;

3. DEFINE ENQUIRY. WHY IS IT USED FOR?

We ( merchants ) use the enquiry when we want: to discover new sources of supply, to
replenish our stock or introduce a new article, to create new connections or to
obtain the most advatageous prices and conditions.

4. COMPARE ENQUIRY AND SALES LETTER. WHAT IS THE MAIN DIFFERENCE?

Sales letters are written by a certain company in order to persuade the reader that he
needs what that company is trying to sell. Enquiries are written in order to buy certain
goods, at special terms and demands (terms of payment, discount, demand for a
semple...). They are sent to carefully selected consumers along with reply cards, reply
envelops and orders forms. Many enquiries are the result of sales letter. The main
difference is that sales letter is written in order to sell something, and enquiry is written in
order to buy something. Sales letters are usually unsolicited, and enquiries are solicited.

5. GIVE THE MAIN FEATURES OF A SUCCESSFUL FORMAL E-MAIL.

A successful formal e-mail should include these points:
There should always be a strong subject line; Our most important statements should
appear in the first paragraph; We should ask for an action; We should limit sentence
lenght and keep paragraphs short for easy reading; We should end our e-mail with
suitable lines, like:Best wishes, Best regards, Regards.

6. WHAT ARE THE QUOTATIONS? WHAT IS A TENDER (BID)?

Quotations are a document which contains the price at which the seller offers the goods,
and the offer containing the price. Quotations are sometimes made in the form of proforma invoice.
Tender (US bid) is a quotation for the supply of goods or the performance of work, made
in responce to an invitation to tender.

7. WHAT ARE THE ELEMENTS OF A COMPLETE OFFER?

The elements are: nature and quality of the goods offered; quantity; prices and
discounts (if discounts are granted); delivery period; terms of delivery; terms of
payment.

8. DEFINE SOLIC. AND UNSOLIC. OFFERS. WHAT IS THE PURPOSE OF

UNSOLICITED OFFERS?
A solicited offer is when the customer asks for an offer(proposal), and unsolicited offer is
when you send them an offer they havent even asked for. A solicited proposal provides
you with a description of what the customer wants. Sometimes you will make a
suggestion to a potential customer and they will ask you to submit a proposal so that
they can consider your suggestion. This counts as a solicited proposal because they are
expecting it and you have a chance to talk to the customer and gain an understanding of
their needs. An unsolicited offer is sent to a customer who has not requested it.
Unsolicited offers must be especially convincing since the customer has not anticipated,
planned, or budgeted for the offer. Uncolicited offers are sent to old customers to inform
them of a special opportunity, i.e. their purpose is to revvive inactive accounts, to win
back old customers who have ceased sending orders.

9. GIVE THE FEATURES OF A SUCCESSIVE SALES LETTER.

A successful sales latter should have some of these features:
The start of the letter should be striking; sufficiently interesting to catch the readers eye,
not too long and too full of details (flamboyant style); it must tell the story in a few words
and be in as entertaining style as possible.

10.

WHAT IS STORAGE? WHY IS IT SO IMPORTANT FOR THE SUPPLIER?

Storage is needed when the transfer of goods from the producer to the consumer
necessitates a great deal of physical handling,i.e. they (goods) need to be stored in a
room (on the premises of the producer or on those of a middleman) until the goods are
transported to be sold to the wider masses.
This (storage) is very important for the supplier because some goods are perishable and
seazonal, they need to be put in cans or frozen, or being take care of in an special way.
Then, storage may improve the quality of some goods, that benefit from aging, like wine,
curing of tobacco... Storage provides space and facillitates. Goods stored in a warehouse
are able to get whenever buyer needs them.

11.

HOW DOES STORAGE INFLUENCE ON SOME COMMODITIES? NAME

SOME SERVICES GIVEN IN WAREHOUSE.

Storage may modify or improve the quality of goods. Many commodities benefit from
aging (as the curing of tobacco, aging of meat or wine...). Storage encourages
standardisation and grading by providing space and facilities. It makes goods available to
a buyer at his placve of business any time he wants. Goods must be inspected at regular
intervals during storage. Special storage equipment may be necessary, especially for
perishable products. The services that are provided in storage are curing, fumigation,
frozing...

1. protect or preserve goods ( particullary important for perishables or valuable items )

2. provide costumers local access thus reducing transport costs via bulk orders

3. reduces time in orders, provides a closer market base

4. Improvement of products
5. Repacking or additional packing ( related to security/information )
6. Temperature control
7. Security measures
8. Disinfection / Fumigate
9. Curing / Cooperage ( barreling )
10. Moisture control

12.

WHAT IS THE DIFFERENCE BETWEEN PUBLIC AND PRIVATE

WAREHOUSES?

Public warehouses operate for the benefit of the general public and change fees. Private
warehouses are operated and owned by an organisation principally for its own use.

13.

WHY IS PACKAGING SO IMPORTANT? GIVE SEVERAL REASONS.

The real art of packing is to get the contents into a nice, compact shape that will stay that
way during the roughest journey and wrap the lot with a good strong cover of some kind.
The general plan in all packing is to make the goods secure for the kind of journey they
have to make, but to keep the package as small and light as possible. Packing protect our
products. Bag, sack,carton,case,box, drums...

14.

WHAT ARE THE ADVANTAGES OF A GOOD TRANSPORT SYSTEM?

A good transport system lowers distribution costs, thus permitting wider markets and
large-scale production. By facilitating the movement of goods and workers, efficient
transport offers industrial firms a wider choice of locations, enabling them to select
districts which give the best balance of economic advantages. With the wider distribution
of commodities, a greater choice of goods is available for customers. Efficient, low-cost
transport makes improved living standards possible.

15.

COMPARE SEA AND AIR TRANSPORTATION. WHAT ARE ADVANTAGES

AND DISADVANTAGES?

Sea transport may be carried in cargo liners or in tramp steamers. Liner offer the
advantages of regular sailing at fixed times, stable freight rates and fixed times of arrival
at points of call. Air transport has the great adventage of speed, but it is expensive and it
is not suitable for bulk products of goods of low value density. Advantages: speed of
delivery and better conditions of carriage. Disadvantages: too expensive.

16.

WHAT IS THE MAIN PURPOSE OF INCOTERMS?

The purpose of incoterms is to provide a set of international rules for the interpretation of
the chief terms used in foreign trade contracts, for the optional use of businessmen who
prefer the certainty of uniform international rules to the uncertainties of the varied
interpretations of the same terms in different countries.

17.

WHAT ARE INVOICES AND PRO-FORMA INVOICES? WHAT IS THE

DIFFERENCE?

Invoice is a detailed bill that accompanies a shipment of goods. Pro-forma invoice is

summary bill that is sent in advance of a shipment, export/import licence approval. A PRO
FORMA invoice is not yet paid. An INVOICE is already paid.

18.

WHAT IS THE PURPOSE OF BILL OF LADING?

A Bill of Lading is a document issued by a consignor (or shipper) and signed by a carrier
at the time of pick up, acknowledging that specified products have been received on
board as cargo for delivery to a named consignee, or destination. It serves as a contract
between the shipper and/ or owners of the goods and the carrier for a number of
purposes:
The Bill of Lading will typically at minimum contain the following information: Shippers
Name and Address, Consignees Name and Address, Description of Goods including
pieces and weight, NMFC Classification, Bill to Party (or Payment Terms), relevant load ID
numbers, and Carriers Name.

19.

WHAT IS MEANT BY INTERNATIONAL BIDDING (IB)?

The objective of International Competitive Bidding (ICB), is to provide all eligible

prospective bidders with timely and adequate notification of a Borrower's requirements
and an equal opportunity to bid for the required goods and works.

20.

IN WHICH AREAS DO IB USUALLY OPERATE?

ICB usually operates in these areas: infrastructure projects (roads) and transport; public
utilities (i.e. gas, electricity, telephone); urban planning and housing; education services;
hospitals and health care.