1. The salutation in your letter to Engineer Mohamed Saleh, Ph.D., the managing director of your Arab client should be written as:

   1. Dear Dr. Mohamed,

   2. Dear Mr. Saleh,

   3. Dear Mohamed,

   4. Dear Dr. Eng. Saleh,

Arabs will precede their names with every title imaginable. Don't fall into the informal American habit of addressing Arabs only by their first names. The most appropriate answer is (d) to use a respectful title in front of their first name to show both respect and friendship.

1. Persuading an Arab supplier in writing, you should mention:

   1. The deadline for submitting the quote.

   2. The commission he will receive on the deal.

   3. The problems that will occur if they don't make an immediate decision.

   4. That he will lose you as a client if he doesn't act immediately.

Avoid giving Arabs an ultimatum. Their time frame is probably different than yours. Focus on (b) the commission on the deal, and on the future benefits of dealing with you. Any problems are yours to resolve. Start persuading the Arabs from the beginning of the deal and don't ever wait for the last minute to ask for concessions.

1. What will speed up the delivery of a late shipment from an Arab supplier?

   1. Giving them a two-week ultimatum.

   2. Thanking them for their continued cooperation.

   3. Promising to secure another order with them.

   4. Asking the manager for a personal favor.

You may start by asking (d) for a personal favor and promising to place another order with the supplier if an...