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cabled you on the 18th , but found that the goods were not shipped until 3rd March and , as a result, they did not reach us until the 20th.

This lateness in delivery is most unfortunate as the local agents of several of our competitors have been particularly active during the past few weeks and have taken a good deal of the trade that would doubtless have come our way if the goods had been here in time. What is more disturbing is that our competitors have now gained a footing in a market which, until now, has been largely our own. We have reminded you before of the competition from Japanese manufacturers, whose low prices and quick deliveries are having a great effect on local buyers. If therefore you wish to keep your hold on this market, quick delivery of the orders we place with you is very important.

For questions 16-19, choose the correct answer. 16. The sales of the goods were

A. good. B. fair. C. bad.

17. The goods ordered

A. were sent to another place. B. were not sent over on time. C. were taken away by other firms. 18. The firm got their goods ordered on

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A. 18th February. B. 3rd March. C. 20th March.

19. The writer of this letter wrote A. to order more goods.

B. to complain about slow delivery. C. to complain about the goods quality. For questions 20-23, choose the correct letter

20. Late delivery had a bad effect on the firm’s business 21. The cable was sent over

22. The Japanese manufacturers were strongest competitors 23. The goods did not reach the firm by mid-February

A. because the firm didn’t get its ordered goods as expected. B. because their goods were of good quality and cheap. C. because more goods were demanded.

D. because many local firms sold their goods first. E. because the ship carrying the goods went wrong. F. because they offered cheaper goods and quick delivery. G. because the firm didn’t order enough goods for the market. H. because they hadn’t shipped at all.

Part Four The following is the chart of the normal procedure of the mode of payment by documentary letter of credit.Study the chart and write out each specific