2. Read the following letters:

1. Enquiries

Business transactions usually start with enquiries. As a rule the prospective buyer gets the name and the address of the prospective seller either at an exhibition, from an advertisement in a newspaper, magazine, and thanks to a television or radio commercial. All these channels of infor­mation and advertising are very important. Enquiries can be sent by mail, by telex or by fax. Sometimes enquiries can be made orally, by telephone. In the enquiry the prospective buyer states in what goods exactly he is interested and asks for details on the price and terms of sale.

Here is a specimen enquiry:

The Sales Department 12 May, 20.. Southern Importers Ltd. Dane Street Northam Southampton S09 4YQ Dear Sirs, We are a large record store in the centre of Manchester and would like to know more about the tapes and cassettes you advertised in this month's edition of Hi Fi News. Could you tell us if the cassettes are leading brand names, or made by small independent companies, and if they would be suitable for recording classical music or only dictations and messages? It would also be helpful if you could send us some samples. If they are of the standard we require, we will place a substantial order. We would also like to know if you are offering any trade discounts. We are looking forward to hearing from you in the near future. Yours faithfully, J. Alien Director A.X.C. Records Ltd.

2. Offers

After considering the enquiry for some time the prospective seller sends an offer in reply.

The offer usually quotes the price and stipulates terms of delivery, terms of payment, time of delivery and some other necessary details.

Here is a specimen reply-offer:

Mr. J. Alien. 16 May 20..

Director

A. C. Records Ltd. 41 Broadway Manchester M2 5BP.

Dear Mr. Alien,

Thank you for your enquiry of 12 May in which you asked about the tapes we advertised in this month’s edition of Hi Fi News.

The cassettes are ferrous based and high quality chromium dioxide which as you know means they would be suitable for any type of recording. They are Kolby products which is a brand name you will certainly recognize. Our prices are low and quite competitive as we are working on a small profit margin, therefore we will not be offering any trade discounts on this consignment.

But we sell a wide range of cassettes and we enclose a pricelist giving you details of trade, quantity, and cash discounts on our other products.

We have sent, by separate: post, samples of the advertised cassettes and other brands we stock. We would urge you to place an order as soon as possible as there has been a huge response to our advertisement. Thank you for your interest and await your reply.

Yours faithfully, B. Lyndon

Southern Importers Ltd.

End, price-list

3. Fax

P. Lynk & Co. Ltd

(Head office), Nesson House, Newell Street, Birmingham БЗ 3EL.

Telephone: 021-327 5385

Cables: MENFINCH Birmingham

Telex: 556241

Fax transmission

Message for: D. Causio

From: K. Pane

Address: Satex S.p.A., Via di Pietra Papa, 00167

Date: 24 January 2006

Fax number: (06) 394 8629

Dear Mr. Causio,

This is an urgent request for a consignment to replace the damaged delivery that we received, and about which you have already been informed.

Please airfreight the following items:

Cat. no. Quantity

PN40 60

AG20 75

L28 100

The damaged consignment will be returned to you on receipt of the replacement.

Yours sincerely,

K. Pane

Chief Buyer