Part II Correspondence relating to enquiries

LETTER 1 "First" Enquiry

LETTER 2 Reply to the first enquiry

BARKERS plc

4-6 Kensington Road London SW3 7PM

tel: 020 73375474; fax: 020 73372101

WM/OP

30 January 20__

RUSSIAN FABRICS ОАО

78 Leningradsky prospect

Moscow 120437 Russia

Dear Sirs

We learn¹ from the Russian Trade Delegation in London that you produce for export cotton and other natural fabrics. There is a steady demand here for good and medium quality goods of this type, especially in pale colours.

Will you please send us your catalogues and full details of your export

prices and terms of payment together with any samples you can let us

have.

We look forward to hearing from you.

Yours faithfully

William Mackenzie

Purchase Department Manager

RUSSIAN FABRICS ОАО

78 Leningradsky prospect Moscow 120437 Russia

tel 095 454 7698; fax 095 454 9008

PZ/UP

5 February 20___

Mr William Mackenzie

Purchase Department Manager

Barkers

4-6 Kensington Road

London SW3 7PW

UK

Dear Mr Mackenzie

We thank you for your enquiry of 30 January for our cotton and other natu­ral fabrics, and enclose our detailed quotation.

A full range of priced patterns has been sent to you by post today. You will see that our fabrics are really of fine quality and attractive designs. All these fabrics can be supplied from stock.

In case of an order for more than 500 metres we would allow a special discount of 5 per cent.

As you may know costs have been rising steadily since last March, but we have not raised our prices, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once.

Yours sincerely

Peter Zernov

Sales Manager

Questions:

1.Where did the prospective Buyer learn the address of the manufacturer?

2. What goods are the Buyers interested in?

3. What kind of information do they need?

Questions:

1. Will the prospective Buyer be satisfied with the reply to his enquiry?

2. In what way does the Manufacturer encourage substantial orders?

Sum up the exchange of the letters.

LETTER 3

LETTER 4 Reply

PANN & EVOR

120-126 Granville Street, Vancouver, Canada V6C 1W6

tel: 604-577-3007, fax: 604-571-7701

EH/NM

10 June 20___

Sales Department

HM BERLIN

Kolonnenstrasse 97

D-10829 Berlin

Dear Sir

For a number of years we have imported electric shavers from the United States, but now we learn that these shavers can be obtained from Ger­man manufacturers. We wish to extend the present range of models and would be glad if you could supply us with a list of German manufacturers likely to be able to help us.

If you cannot supply any information from your records, could you please refer our enquiry to the appropriate quarter in London.

Yours faithfully

Eric Hunnam

Sales Manager

HM BERLIN

Kolonnenstrasse 97, D-10829 Berlin

tel: 40 30 7875411; fax: 49 30 7870089

RB/GD

24 June 20___

Mr Eric Hunnam

Sales Manager

PANN & EVOR

120-126 Granville Street

Vancouver Canada V6C 1W6

Dear Mr Hunnam

We learn through the Embassy in Berlin that you are interested in electric shavers of German manufacture and enclose our illustrated catalogue and price list. All shavers of the present range are mains rechargeable type and can be supplied with or without a presentation case. They are a product of the finest materials and workmanship and we offer worldwide after sales service.

We hope you will send us a trial order so that you can test our claims against the facts.

Yours sincerely

Richard Burr

Manager

Questions:

1. What sort of goods have the Buyers imported for a number of years?

2. What prospective supplier do they bear in mind?

3. Do they intend to extend their business?

4. What information do they want?

Sum up the exchange of letters

Phone the prospective Buyer and discuss your offer

Questions:

1. Would you say that the German manufacturer encouraged his prospective customer to do business with him?

2. What selling points of his product did the German manufacturer men­tion in his letter?

3. Does the reply cover all the points brought up in the customer's enquiry?