Деловые письма. Учебное пособие

11.You are Managing Director of OGGI (1900 South Batavia Ave, Geneva, IL 60134 – USA), telling them that you highly appreciate their production.

Indicate that there is a good market in Russia for their products, and then ask them to send you their catalogue and anything else you think you should have. Round off your letter with an encouraging sentence before signing it.

Remember to include the date and inside address, and make sure you use the correct salutation and complimentary close.

12.Use the following notes to compose a letter of enquiry for a firm of importers:

To the Drake Cycle Company, Wellington, New Zealand: Your new sports models seen at the Birmingham Trade Fair. Request details all models, catalogue, price-list, terms, delivery times. Requirements: 50 each, women’s and men’s. Discounts? Future supply position?

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U n i t 5

AGENCY

5A Study section: asking for agency, offering agency, confirming

5.1.ASKING FOR AGENCY

1.Study how the importer asks for agency and manufacturers replies and answer questions.

1)Where does Petersen look for agency?

2)What country does the manufacturer make a decision about an agency?

Dear Sirs

The excellent quality and modern design of your mechanical garden tools, a selection of which we saw recently in action here, appeals to us very much. We have since seen your catalogue and are interested to know whether you have considered the possibilities of the market in this country.

As a leading firm of importers and distributors of many years’ standing in this trade, we have an extensive sales organization and a through knowledge of the Danish market. We think your products would sell well here, and are prepared to do business with you either on a consignment basis or by placing firm orders, if your prices and terms are right.

We are also interested in handling a sole agency for you, which we think would be to our mutual advantage.

Please let us have your views on these proposals; if you are interested in establishing an agency here, our Mr. Erickson would be pleased to call on you in March, when he will be in England.

We look forward to your reply.

Yours faithfully

L. Petersen A.S.

L. Petersen A.S.

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3. Fill in the gaps with words and word combinations from the table below.

Dear Sirs

We appreciate the confidence you show in us by offering us a sole agency here for your products.

You are right in saying that there is ___________ or your class of preparations in our country, although we think it impossible yet to judge the sales level that could be reached. Women here are not so fashionconscious and it would need an excellent ____________ to create a really wise interest. Then you have _______ the competition of the big firms with international connections.

However, we are willing to give it a trial if you feel disposed to back us up8 with a __________ of advertising in the first year. We are sure you will __________ that your own advertising would be inadequate to meet the needs of getting your lines established, and that we could not be expected to bear these costs.

Your comments will be very welcome, and we think you meanwhile for giving us the first __________ of taking up your agency.

Yours faithfully

advertising campaign, opportunity, reasonable amount, an increasing demand, appreciate, to face.

8 back us up – содействовать, помогать

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4. Read the letter and chose which point should be put into the letter.

Dear Sirs

We are pleased to confirm the agreement reached at the recent discussions at Stuttgart between you and our Mr. P. Henry, and look forward very much to a successful co-operation.

Before the contract is drawn up for signature we should like to re-state the main points of the agreement:

1._______________________________________________________

2.That we receive a commission of 10% on all sales of your machines in the United Kingdom.

3.That we handle no other imported machines of a competitive type.

4.That we render your monthly account sales9 and accept your drafts on us for the net amount of these sales.

5.That we maintain a comprehensive range10 of your products prominently displayed in our main showrooms in Kingsway, London.

We look forward to your letter confirming these points, or your draft agreement.

Yours faithfully

a)That we sell all your products.

b)That we receive a commission of 30% on your sales.

c)That we operate as sole agents for a period of three years from date of agreement.

9account sales – отчет агента о проданных товарах

10comprehensive range – широкий выбор изделий

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5B Activity section

5.1.ASKING FOR AGENCY

5.Match A with B

6. Study the following extracts of the letters and put right headings, using the sentences of the table below (3).

1

Dear Sirs

Your letter describing the new lines you wish to put on the market in this country interests me very much. There is a lively demand for the smaller type of electric household appliances11 and I am keen to assist you to get your products known here.

However, as you probably know, your American, German and Japanese competitors are very firmly established in this market and it will be a hard fight to win business in the face of12 such opposition. I am quite willing to step up13 my advertising and really make a strong sales drive14 because I am sure that there is business to be obtained. This would mean a considerable capital outlay, from which you would also have lasting benefit, and in view of this I must ask you to bear part of the costs. Perhaps the easiest way would be for you to allow me an increased commission on the sale of these new lines. I shall be pleased to hear what you have to suggest in this direction.

Yours faithfully

11household appliances – предметы домашнего обихода

12in the face of – вопреки, наперекор

13to step up – усилить

14sales drive – рекламная компания по стимулированию сбыта

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2

Dear Sirs

With reference to your quotation of 4 May, we now have the pleasure of sending you our indent no. 36 for various tablecloth, table-covers and curtain material.

We had some difficulty in obtaining this order as the prices quoted by you exceed the limits given us by our customer. You will doubtless be aware of the growing competition in this market from Indian and Chinese products, all of which are of quite good quality and considerably cheaper than yours. The pleasing designs of your patterns finally decided your customer to place his order, but we think that you would find a general reduction in prices advisable if you to remain competitive.

Please arrange for early shipment and draw on us at 2 months for the amount of your invoice, less our commission and charges as noted.

Yours faithfully.

3

Foreign agent advises British exporter on prices

Export manufacturer’s reply to agent

Agent asks for increased commission

4

Dear Sirs

From your reply to our letter introducing our new lines we gather that you are willing to make an all-out effort 15 to establish them on your market. We are pleased to have this confirmation of our own judgment.

Taking the long view16, we think that the sturdy construction of our machines and the very competitive prices will ensure steady and increasing sales in your country, despite the opposition. At the same time we appreciate that some judicious17 advertising will speed up the sales process and that it is not reasonable to ask you to bear the whole cost of this.

We find it difficult to allow increased commission on our goods, as prices have been finely calculated, but are prepared to grant you a credit of $500 towards initial advertising costs. We think this is more practical way of meeting the position.

If you decide to accept this offer, please let us know what kind of campaign you would run. Our opinion is that trade papers18 are the best medium, but we are quite willing to rely your judgment.

Yours faithfully

15all-out effort – мощное (гигантское) усилие

16taking the long view – если смотреть в будущее

17judicious – здесь: разумный

18trade papers – профессиональные издания

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5.2.OFFERING AN AGENCY

7.Put the sentences into the right order.

Dear Sirs,

1 Please advise if you are interested in representing us, and if you think the volume of business you can do would warrant our granting you the sole agency for your country.

2 We manufacture the AUTOCOPIER range19 of automatic document copies, and wish to extend sales over the whole Europe. This copier has proved highly successful wherever it has been introduced, and we are confident that you will be able to build a good market in a short time.

3 Our catalogue showing the full range is enclosed, and you will notice that we offer a commission of 7% of all orders. To begin with we should supply you with

sufficient stock on sixth months’ credit, and follow this with payment by quarterly draft20.

4 We have been in touch with your Chamber of Commerce21, who recommend your firm as a possible agent for our products in your country.

Yours faithfully

8. Put into the reply to the above letter misted words.

Dear Sirs,

We were very pleased to receive your letters of the 30 th of May suggesting that we might be interested in representing you.

We are willing to sell your products throughout the country on the basis outlined in your letter, and have asked one of our directors, Mr. J.N. Steinberg, to call on you, as he will be in your country in five days’ time.

You will be no doubt be drawing up an agreement, and we suggest the inclusion on the following points, some of which have already been agreed:

a)We operate as Sole Agents22 for a period of three years, after which _______

the contract to be renewed annually.

b)A commission of 7% to be paid on all sales, whether from us or direct from customers.

c)_________ of sales to be kept and set to you. We will accept your quarterly drafts for the net amount.

d)We agree not ________ any imported competitive machines.

e)All ________ for the first year to be refunded by you, thereafter to be divided equally between us.

19range – тип, разновидность (копировальных машин)

20quarterly draft – тратта с квартальным сроком платежа

21Chamber of Commerce – Торговая палата

22Sole Agents – единственные агенты

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10. Read two letters and decide which of them is the answer to the above letter (1, 2).

1

11. Complete the letters using sentences from the table below.

1 (Russian agent writes to English manufacturer concerning an order)

Dear Mr. Jennings,

Please advise if you can supply this order within the time stated. Yours sincerely,

2 (Reply to the above – principle giving instructions)

Dear Mr. Belov,

We await your instructions.

Yours sincerely,

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