Sales director: 'So, Mr. Albasa, you would like to act as a (A.) person who negotiates sales for N.E. Wear in the south Asian market?'

Mr Albasa: 'That is correct. Of course, I am talking about (B.) selling things in large amounts to wholesalers, you understand.'

Sales director: 'Of course, and what commission were you thinking of taking on these sales?'

Mr Albasa:'Well, this will depend on what margins I am able to obtain. Some (C.) sales areas are more (D.) difficult to sell to if the goods are expensive than others.'

Sales director: 'If you wish we can offer you everything above (E.) the amount it costs to make something plus fifteen per cent, though in this case you would have to arrange your own distribution channels.'

Mr Albasa: 'Will you discount that to 10% for (F.) requests to buy a large quantity of over 5,000 units?'

Sales director: 'I think we can arrange that, though we can't offer (G.) a way to pay over a long time . It will have to be cash on the nail from your customers.'

Mr Albasa: 'That is not a problem, one of my (H.) people I think I can sell to is a buyer for a large retail chain. He likes your (I.) combination of pricing, advertising and promotions , and I'm getting strong buying signals. I'll (J.) give my sales talk next week, and I hope I can (K.) have a sale agreed by Thursday. If I do, you will get a firm order on Friday.'

Sales director: 'So who are you planning to close the sale with, exactly?'

Mr Albasa: 'Ah, if I were to tell you this, you might decide to cut out the (L.) man who helps two others to make a deal and leave the matter to your own sales force.'

1. Prospects
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

2. Middleman
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

3. Territories
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

5. Clinch a deal
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

6. Unit cost
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

7. Price sensitive
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

8. Marketing mix
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

9. Rep
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

10. Bulk orders
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

11. Make my pitch
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.

12. Terms
a.  b.  c.  d.
e.  f.  g.  h.   
i.  j.  k.  l.