12. Read the text in detail and do the tasks given below.

12.1. Choose the correct variant of answer to the given questions (only one variant is possible).

1. How many kinds of business introduction letter are there?

a) one

b) two

c) three

d) four

e) five

2. What didn’t the author of the article mention in the text?

a) different types of introduction letter

b) some good sentences to start the letter of introduction

c) some examples of business introduction letters

d) how to follow up to an introduction letter

e) how to answer an introduction letter

3. What is not recommended to do while introducing a person or company?

a) to give the reason(s) for the introduction

b) to give background information about a person or company from your personal experience

c) to indicate any referral action you’ve taken

d) to obligate the reader

e) to express appreciation for any courtesy

4. How can one make the item or service being introduced easy to investigate?

a) by offering a sample

b) by an attached illustration

c) by a “case study” explanation

d) providing a readily available assistance by phone, visits, or display

e) all of the variants given

5. What is the best way of sending a letter of introduction?

a) via email

b) via fax

c) via snail mail

d) none of the variants given

e) giving a phone-call is much better

12.2. Complete the chart with your own advice for every situation described.

What should one do…
1 … introducing a person or company?
2 … introducing a product, equipment or service?
3 … before the negotiations begin and after negotiations have ended for the day?
4 … starting the letter of introduction?
5 … following-up the letter of introduction?

12.3. Decide whether each of the given statements is true or false. Correct false statements.

1. If possible, the reasons for introduction should be expressed in terms of the reader's interest.

2. Writing an introduction letter for a product, equipment or service, do not introduce it at once.

3. In the business letter of introduction, you should explain how the new product, service, or equipment differs from whatever is already available.

4. Most readers approach anything new with a wait-and-see-what-everybody-else-thinks hesitancy.

5. You should never follow up a letter of introduction with another letter providing the same information again, because you may seem too pushy.

6. It is not a good idea to send a letter of introduction via email, because most people would consider that spam and not even look at it.

7. Never follow up your business introduction letter with a phone-call.

12.4. Give extended answers to the questions using the information from the text and your own experience.

1. How do you like the first example of a letter of introduction given by the author? How can the way it is presented characterize the author’s personality?

2. Compare the author’s examples of the letters with his own written answers to his readers’ questions. Do you see any similarities in their structure? Are there any differences?

3. Have you ever written a business-letter? Do you find it difficult to think of good opening sentences to your letters? Do you consider the author’s examples useful?