3.11 is his latest fixed annual salary, as stated on his new contract/employer letter, which he will be earning from now on.
3.20 is the total amount he has earned when all his payslips from the last 12 months have been added up.
Since he has only just received a pay rise, the answer to 3.11 will be his new salary of £30,000, while the answer to 3.20 will be the total amount over £18,600 that he has earned over the last 12 months from any and all jobs.
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