4.1. Reply from a foreign manufacturer to letter 2.1.
THUNDERBOLT COMPUTERS LTD. 18 Chesholm Rd London N17 ZB2 United Kingdom
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Our ref. our ref. ET C341
20 October 200__ The Chief Buyer AO Electronica-Trade 119511 Moscow Lesnaya st., 8 Russia
Dear Mr.Mishin,
We thank you for your enquiry of 17 October, and appreciate your interest in our products.
We enclose with this letter details of our export prices and terms of payment together with a booklet explaining technical characteristics of our latest Model Thunderbolt Pro 350X. We have arranged for a copy of our catalogue to be sent to you today. We can assure you that this model is one of the most outstanding computers on the market today, and our confidence is supported by our two-year guarantee.
The enclosed booklet will give you an idea of the type of personal computers we produce but may we suggest that you visit our agents’ showroom in Moscow where you can see a wide range of units and obtain information about our after-sale service. The address is Osennaya st., 25.
We hope you will be able to accept our offer and look forward to the opportunity of doing business with you.
Yours faithfully, P.Adler P.Adler |
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LEAD-IN 5
Firms may be keen to increase sales, or may be putting a new product on the market. A great deal of time, know-how and money has been spent on promoting the product or products concerned, and the task of actually selling the goods begins with answering the enquiries. It is important to encourage or persuade your prospective customer to do business with you. A simple answer that you have the goods in stock is not enough. Mention one or two selling points of your product, including any guarantee you can offer.
5.1. REPLY FROM AN EXPORTER TO LETTER 2.2.
FINE TEXTILES LTD. Hope on Road Stroke-on-Trent ST7 1QF England
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Our ref. Your ref.
25 May 200__ Johanssen Forlag 21 Kirkegate Stravanger 5026, Norway
Dear Mr.Olssen,
We thank you for your enquiry of 21 May and have sent you today, by separate post, our current price-list and a full selection of our silk patterns. All of these are selling well throughout the Scandinavian countries and we can safely recommend them to you. Once you have seen the samples we are sure you will agree that our cloth is unique both in texture and colour.
Details of our terms of payment and discounts are enclosed. We can guarantee delivery within a week of receiving your order.
Our representative for Europe, Mr. K.Spider, will be in Norway in a week, and we have asked him to make an appointment to visit you. He is authorized to discuss the terms of an order with you.
Thank you for your interest. We hope to hear from you again soon, and can assure you that your order will be dealt with promptly.
Yours sincerely, M.York M.York Export Manager |
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FOCUS 2. Comprehension questions.
LETTER 1.2.
What information is the sender of the enquiry interested in?
What is considered to be the most important factor?
LEAD-IN 2
What is the purpose of writing a letter of enquiry?
What do the contents of a letter of enquiry depend on?
What points does a first enquiry normally include?
What particulars might be worth mentioning in a letter of enquiry and why?
What is usually requested from a prospective supplier?
LETTER 2.1.
Where has the retailer obtained the supplier’s name?
What is the retailer interested in?
On what conditions may the retailer be able to place a substantial order?
What is the supplier requested to send?
What details are of interest to the retailer?
LETTER 2.2.
How has the importer got to know about the exporter?
What product is the importer interested in?
Why does the importer want to have more information about the exporter’s products?
What is requested from the exporter?
Why does the importer ask the exporter to send some patterns?
Why does the importer expect certain concessions?
What terms of payment does the importer practice?
Why does the importer stress the importance of prompt deliveries?
What is expected in this instance from the exporter?
LEAD-IN 3
What points should a reply to an enquiry include?
Why is it necessary to mention the date of the letter of enquiry and quote other references (if any)?
What additional information may be provided to the customer?
LETTER 3.1
What does the supplier enclose with the letter?
What information, not requested by the customer, is given by the supplier and why?
LETTER 3.2
Can the supplier meet the customer’s requirements?
What time of delivery can the supplier guarantee?
What means of transport is suggested by the supplier?
What are the proposed terms of payment?
Do the quoted prices include freight and insurance?
When does the customer take transit risks?
LEAD-IN 4
What steps can be taken if certain products need demonstrating?
LETTER 4.1.
What is enclosed with the letter?
How does the manufacturer indicate high quality and superior technical characteristics of the model?
Why is it advisable for the retailer to visit the manufacturer’s showroom in Moscow?
LEAD-IN 5
What are the ways of encouraging a prospective customer to do business with a supplier?
LETTER 5.1.
What has been sent by separate post?
What enclosures have been made?
How does the manufacturer persuade the importer to place an order?
Can the manufacturer guarantee prompt delivery?
FOCUS 3. Study the notes, written patterns and vocabulary.
NOTES
1. Pattern, sample. Следует обратить внимание на то, что слову «образец» в английском языке соответствует ряд слов. Ваш выбор будет определяться контекстом:
sample, specimen - торговый образец;
pattern – образец узора, рисунка;
model – образец (модель) машины;
standard – эталонный образец;
exhibit – образец, отобранный для выставки;
contract form - образец контракта.
2. Item. В коммерческой корреспонденции данное слово чаще всего употребляется в значении
вид товара, товар (отдельное наименование товара в ассортименте);
единица оборудования, агрегат.
Следует отметить и другие значения слова “item”:
статья (в счете, балансе);
пункт; позиция; параграф;
статья (экспорта, импорта);
бухгалтерская запись, проводка.
WRITTEN PATTERNS
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Please advise … by return. |
Просим сообщить … обратной почтой. |
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Could you please send us… together with…
Will you please send us as well as… |
Просим прислать нам…, а также… |
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You will find enclosed…
We enclose with this letter…
Please find enclosed… |
Прилагаем к нашему письму… |
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We are interested in purchasing… |
Мы заинтересованы в покупке… |
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Prompt delivery is the most important factor. |
Немедленная поставка является самым важным условием. |
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Prompt deliveries would be necessary as… |
Нам необходима немедленная поставка, поскольку… |
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We would need your assurance that you could meet all delivery dates. |
Мы должны быть уверены в том, что Вы сможете поставить товар в оговоренные сроки. |
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Please let us know… |
Просим сообщить нам… |
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We would expect a discount. |
Мы рассчитываем получить скидку. |
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We would like to draw your attention… |
Хотим обратить Ваше внимание… |
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Within … days/weeks/months of… |
в течение … дней/недель/месяцев с даты… |
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We will be glad/ pleased to supply any further information you require. |
Мы будем рады предоставить Вам любую дополнительную информацию. |
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We are looking forward to your reply. |
С нетерпением ждем Вашего ответа. |
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We are looking forward to hearing from you soon.
We hope to hear from you soon. |
Надеемся получить Ваш ответ в ближайшее время. |
VOCABULARY
LEAD-IN 1 |
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enquiry |
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printed enquiry form |
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letter of enquiry |
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buyer syn purchaser syn customer |
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prospective buyer |
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potential buyer syn would-be customer |
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to state |
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LETTER 1.1 |
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customer |
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established customer |
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current price-list |
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current catalogue syn latest catalogue syn up-to-date catalogue syn newest catalogue |
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programmable calculator |
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LETTER 1.2 |
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supplier
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coupling |
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to advise syn to inform syn to notify |
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availability |
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delivery |
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prompt delivery syn immediate delivery |
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LEAD-IN 2 |
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to do business syn to conduct business |
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chamber of commerce |
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associate
syn business partner |
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trade press syn business press |
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demand
ant low (poor, scanty) demand
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to deal in smth syn to trade in smth
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to point out syn to indicate syn to specify syn to list |
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discount syn allowance syn rebate syn reduction
syn to grant (make) an allowance syn to grant a rebate syn to grant (allow) a reduction syn to grant a rebate
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method of payment |
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concession
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condition |
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order
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delivery time (date) syn time (date) of delivery |
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machinery |
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showroom |
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LETTER 2.1 |
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retailer |
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chain of retailers |
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electronic equipment |
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substantial order syn large order |
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competitive
syn competitive edge
syn rival
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details syn particulars syn detailed information syn full details |
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export price |
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terms of payment syn payment terms |
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warranty syn guarantee |
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after-sale service
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LETTER 2.2 |
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cloth syn material syn fabric
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first-class syn first-rate |
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high-quality syn high-class syn high-grade syn of superior quality |
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texture |
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quantity discount |
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payment on/against invoice
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turnover
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to meet delivery dates |
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LEAD-IN 3 |
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regular customer |
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to meet requirements syn to satisfy requirements |
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to meet demand |
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to send by separate post syn under separate cover |
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to be relevant
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LETTER 3.1 |
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trade discount |
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LETTER 3.2 |
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from stock |
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to ship |
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airfreight delivery |
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cash with order |
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to quote a price
syn to state a price |
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price ex-warehouse |
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LEAD-IN 4 |
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installation
syn to mount syn to erect syn to set up |
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to advise syn to consult |
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LETTER 4.1 |
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booklet |
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to arrange for |
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outstanding |
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to give an idea of smth |
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LEAD-IN 5 |
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to have in stock syn to stock |
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selling point
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LETTER 5.1 |
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selection of patterns syn range of patterns syn range of samples syn set of samples
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to be authorized |
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FOCUS 4. Fill in the gaps with one of the following words and word combinations. Use the appropriate tense form.
further model urgent discounts together with orders to state latest to supply competitive texture export return to advise patterns particulars to quote chain of retailers to meet importers to place demand dates invoice to list deliveries quantity stock availability to interest |
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FOCUS 5. Fill in the gaps with prepositions where necessary
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FOCUS 6. Translate into English
LEAD-IN 1 |
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LETTER 1.1 |
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LETTER 1.2 |
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LEAD-IN 2 |
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LETTER 2.1 |
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LETTER 2.2 |
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LETTER 3.1 |
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LETTER 3.2 |
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LEAD-IN 4 |
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LETTER 4.1 |
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LEAD-IN 5 |
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LETTER 5.1. |
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Наши торговые партнеры сообщили нам, что Вы являетесь одним из ведущих производителей электротехнического оборудования в Японии.
Наша компания владеет сетью магазинов в крупнейших городах России, и мы хотели бы получить подробную информацию о последних моделях производимых Вами телевизоров. Просим прислать нам Ваш последний каталог и текущий прейскурант, а также документацию, касающуюся технических характеристик Ваших телевизоров. Мы хотели бы также получить полную информацию о Ваших условиях платежа и видах предоставляемых Вами скидок. Сообщите, пожалуйста, какие сроки поставки Вы можете гарантировать. В настоящее время спрос на телевизоры в нашей стране очень оживленный, и соблюдение сроков поставки является важнейшим условием для своевременного удовлетворения спроса (to keep pace with the demand).
Если предложенные Вами цены окажутся конкурентоспособными, и Вы сможете поставлять оборудование в приемлемые для нас сроки, то мы готовы разместить большой заказ. С нетерпением ожидаем Вашего ответа. |
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Благодарим Вас за Ваш запрос от 12 октября 20__ года.
Прилагаем к данному письму текущий прейскурант, а также материалы, касающиеся наших условий платежа и скидок. Отдельной почтой мы отправили наш последний каталог и брошюру, содержащую подробную информацию о новейших моделях телевизоров. Данная брошюра позволит Вам получить представление о технических характеристиках наших изделий. Однако мы хотели бы предложить Вам посетить демонстрационный зал наших агентов в Москве. Там Вы сможете не только ознакомиться с последними моделями наших телевизоров, но и получить подробную консультацию по всем интересующим Вас вопросам. Качество наших изделий очень высокое, поэтому мы предоставляем гарантию сроком на 2 года. Мы можем поставить Вам наши изделия в течение 3 недель с даты получения Вашего заказа. Строгое соблюдение сроков поставки является одним из приоритетных условий нашего бизнеса.
Еще раз благодарим Вас за Ваш запрос. Мы будем рады установить с Вами деловые отношения. Ожидаем Вашего ответа в ближайшее время. |
FOCUS 7. Letters to make up
You are one of the main producers of detergents in Russia and you are interested in purchasing packing machines.
Write a letter of enquiry to a foreign manufacturer of this equipment stating where you have obtained the company’s name and what you know about its business.
Indicate that urgent delivery is the most important factor (give reasons).
Ask the manufacturer to send you a catalogue and any relevant information you think you should have.
Round off your letter with an encouraging sentence before signing it.
Your firm, a large exporter of leather, has received an enquiry from a Russian importer asking for patterns of your goods.
Write a letter of reply to it.
Quote your terms, and add any information which might persuade your correspondent to place an order to you.
FOCUS 8. Role play
You have sent an enquiry to a foreign manufacturer of cosmetics.
The company’s representative in Moscow calls on you to discuss the matter in detail.
He has brought some samples of their products so that you can make a selection.
You are impressed by the range of cosmetics and want to discuss the particulars of an order.
You are an American manufacturer of PCs. You have received an enquiry from a Russian retailer. You are interested in entering the Russian market and arrange a meeting to discuss the following questions:
the price for the goods and the possible discounts;
the terms of payment and delivery (the retailer requires delivery by a certain date);
the quality and the guarantee period;
Think of any concessions you are ready to make.