Points to remember

1. Enquiries can take the form of telephoned, telexed, or faxed requests for information. Only use these forms if you can make your enquiry very brief. For fuller enquiries, write a letter.

2. Give details of your own firm as well as asking for information from your prospective supplier.

3. Be specific and state exactly what you want. Quote box numbers, catalogue references, etc. to help your supplier to identify what you want.

4. Ask for samples if you are uncertain about a product.

5. You can suggest terms and discounts, but be prepared for your supplier to make a counter-offer.

6. You can be direct in your letter, yet still polite. Notice how the use of the passive can soften a request: “I want a prompt reply” is impolite; “A prompt reply would be appreciated” is better. Notice also how short sentences can create an abrupt effect, while a complex sentence can modify: “We are large wholesalers. We are interested in your range of shirts” is not as good as “We are large wholesalers and are interested in your range of shirts”.

7. Close with a simple “thank you” or “I look forward to hearing from you”, unless you want to indicate the possibility of substantial orders or further business.

Vocabulary

bill of exchange, n – вексель

bulk buyer, n – оптовый покупатель

cash discount, n – скидка при оплате наличностью

co-operative society, n – совместное(кооперативное) общество

enquire about a product – запрашивать о продукции

equal to sample – полностью соответствующий образцу, одинаковый с образцом

goods on approval – товары на одобрение, утверждение

goods on sale or return – товары на продажу с правом возврата

in bulk, n – без упаковки, насыпью, навалом

leaflet, n – рекламный листок, проспект (на одном листе)

make an enquiry about a product – сделать запрос о продукции

monthly/quarterly statement – ежемесячно, ежеквартально утверждение (заявление)

pattern, n – образчик, образец (узора, рисунка)

price-list, n – прейскурант

principal, n – руководитель

prospectus, n – проспект

quantity discount, n – скидка при продаже большого количества товара

retailer, n – розничный торговец

samples – образцы

stock(s) – акция, ценные бумаги, обязательства, фонды

to be available for sale – иметься в продаже

to place an order – размещать заказ

to quote a price – назначать цену

to stock a product – снабжать(запасать) продукт

to suggest/state terms – предлагать/заявлять сроки (термины, условия)

trade discount, n – торговая скидка

wholesaler, n – оптовый торговец

6. Offers

DISCOVERING CONNECTIONS

1. Can you guess what a company would do if they wanted to offer some goods to the customer?

2. Do you know how to write an offer?

3. Have you ever got an offer? From who?

4. What would one do if he/she doesn’t want to accept an offer?

5. What to do if you accept an offer?

THEORY

Types of offers

Offers made in writing usually state the nature and description of the goods offered, the quantity, the price, the terms of payment and the time and place of delivery. An offer usually contains the following parts:

• Introductory part in which the sender thanks his correspondent for an inquiry.

• Informative part in which the sender provides basic information about his products, including information on prices, terms, conditions, etc.

• Conclusion in which the sender encourages the customer to place an order with his company.

Usually an offer is accompanied by samples, brochures and catalogues.

Offers may be firm (or binding) or without engagement.

A firm offer is made by the Seller to one potential Buyer only and usually indicates the time during which it will remain open for acceptance. If the Buyer accepts the offer in full within the stipulated time, the goods are considered to have been sold to him at the price and on the terms stated in the offer.

According to English and American law, a person making a firm offer has the right to revoke it at any time before it has been accepted. When no time for acceptance is stipulated in the offer, the acceptance must be made within a reasonable time.

Offers are also sent without a preceding enquiry when a supplier wants to draw the attention of customers and new customers to a special product or range of goods. A firm offer is subject to certain conditions, a deadline for the receipt of orders, or a special price for certain quantities.

An offer without engagement does not bind the Seller and therefore may be made to several potential Buyers. If the Buyer accepts such an offer, the goods are considered to have been sold to him only when the Seller, after receipt of the Buyer’s acceptance, confirms having sold him the goods at the price and on the terms indicated in the offer.