- •Enquiries and replies to enquiries 2
- •1.1. Enquiry in reply to an advertisement
- •1.2. Reply to letter 1.1
- •2.1. Enquiry from an import/export agent to a foreign manufacturer
- •2.2. Reply from a foreign manufacturer to letter 2.1.
- •3.1. Enquiry from an established customer to an established supplier
- •3.2. The supplier suggests an alternative
- •4.1. Enquiry from a building company to a foreign manufacturer
- •4.2. The foreign manufacturer declines to quote
- •Vocabulary
3.2. The supplier suggests an alternative
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ATLAS PHOTOCOPIERS, INC. 89 Warren Street New York, New York 10003
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Our ref. 23G/7AP Your ref. AM/5
10 April 200__ Mr. Marooch Al Meloos Import Co. P.O. Box 2350 Riyadh 1726 Kingdom of Saudi Arabia
Dear Mr. Marooch,
Thank you for your enquiry of 6 April. Most of the goods you require are available and can be shipped at short notice. However, we are no longer able to obtain the models listed under items 20-25 due to production problems in the country of origin.
We are extremely sorry for this state of affairs and regret that we cannot comply with all your requirements. We suggest that you replace these models with those in the enclosed catalogue under the numbers 21P-24P. The technical characteristics are similar and we can guarantee both the quality of these photocopiers and their availability. At a price of USD 300.00, they also represent the finest value on the market for copiers of this type.
If we are to respect the delivery dates stipulated in your enquiry, please let us know your decision as quickly as possible.
We look forward to your reply.
Sincerely yours, Thomas Grandy Thomas Grandy Sales Manager |
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LEAD-IN 4
It is possible, of course, that a firm may not be able to answer the enquiry. Your correspondent may be asking about a product you do not make or a service you do not give. If this is so, point out the error and if possible refer him elsewhere. You may try to encourage or persuade your correspondent to do business with you. Be tactful so as not to lose a prospective customer.
4.1. Enquiry from a building company to a foreign manufacturer
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AO STROYPROGRESS
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Russia, 117437 Moscow st. Ostrovityanova, 22 | ||
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Our ref. Your ref.
4 May 200__ Steel Accessories Ltd. 13 Crescent Grove London NW3 J24 United Kingdom
Dear Sirs,
We are a large building company in Russia, and we are looking for a manufacturer of PVC pipes in your country. Our associates in the construction industry have informed us that you may be able to supply us with this product.
Could you send us your current catalogue and price-list quoting your most competitive prices? We are also interested in your terms of payment and in discounts offered for regular purchases and large orders. Provided your products and terms are competitive and you can guarantee prompt deliveries, we will place regular orders with you.
We would appreciate an early reply.
Faithfully yours, S.Sokolov S.Sokolov Senior Export Manager |
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4.2. The foreign manufacturer declines to quote
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STEEL ACCESSORIES LTD. 13 CRESCENT Grove, London NW3 J24
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Our ref. Your ref.
10 May 200__ AO Stroyprogress Russia, Moscow 117437 Ostrovityanova st., 22
Dear Mr. Sokolov,
Thank you for your enquiry of 4 May concerning PVC pipes. To our regret we are unable to quote in this instance as the items you require are outside our range of manufacture. (We make steel fittings and accessories only.)
Enclosed, however, you will find some general information regarding our company as well as detailed product specification of our range of manufacture. These will enable you to contact us, should a more suitable occasion arise.
Once again thank you for the interest you have expressed in our company and our product. We look forward to being of service to you in the future.
Yours sincerely, John Dudley John Dudley Commercial Manager
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FOCUS 2. Comprehension questions
LEAD-IN 1
What information must a reply to an enquiry contain to encourage a potential customer to place an order?
LETTER 1.1
How did the enquirer get to know about the product?
What is requested from the supplier?
On what condition is the enquirer ready to place a substantial order?
LETTER 1.2
What is sent to the enquirer by separate post?
In what way does the supplier encourage the potential customer to place an order?
Why is it necessary to place an order promptly?
LETTER 2.1
On whose behalf does the agent act?
Why are the principals interested in purchasing electronic air-comfort systems?
Why has the agent applied to this particular manufacturer?
What information is requested from the manufacturer?
What price is to be quoted?
What do CIF prices include?
When do the principals require the goods?
What are the usual terms of payment of the principals?
Why does the agent ask to send the manufacturer’s representative?
LETTER 2.2
What is enclosed with the letter?
What is needed to place a firm order?
What time of delivery can the manufacturer guarantee?
Is the manufacturer ready to grant any discounts for large orders?
Can the manufacturer install the equipment within the time frame specified by the agent?
Why does the manufacturer propose to send their chief engineer?
LETTER 3.1
Why does the customer apply to the supplier?
What are the customer’s requirements?
LETTER 3.2
Can the supplier meet the customer’s requirements?
Why is the supplier unable to fully comply with the requirements?
What is suggested by the supplier?
How does the supplier encourage the customer to accept the proposal?
What reasons are given by the supplier to persuade the customer to take a decision as soon as possible?
LEAD-IN 4
What can be done if a firm is not able to accept an enquiry?
Why is the style of a letter of reply of great importance in such cases?
LETTER 4.1
What business is the company in?
What goods is the company interested in?
Why have they applied to this particular manufacturer?
What information is requested from the manufacturer?
On what conditions is the company ready to place regular orders?
LETTER 4.2
Why does the manufacturer refuse to quote?
What is the manufacturer’s range of goods?
How does the manufacturer show willingness to do business with the company in the future?
FOCUS 3. Study the notes, written patterns and vocabulary
NOTES
Requirement. Основное лексическое значение этого слова – «требование». Однако во множественном числе оно может означать «технические требования». Следует также обратить внимание на перевод этого слова в следующем словосочетании:
- to meet the requirements – 1. удовлетворять требования
2. удовлетворять требованиям
(например, техническим)
Как всегда, следует опираться на контекст.
Principal. При переводе этого слова следует учитывать, что оно может означать:
a) юридическое или физическое лицо (принципал, партнер фирмы, владелец частного бизнеса и т.д. в зависимости от контекста)
б) номинальная или «основная» сумма кредита, займа, депозита, инвестиций, в отличие от процентных платежей или дохода.
WRITTEN PATTERNS
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We would appreciate an early reply. |
Мы будем признательны за быстрый ответ. |
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We would be grateful for an early answer. |
Мы будем благодарны за быстрый ответ. |
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We hope to hear from you shortly. |
Мы надеемся получить Ваш ответ в ближайшее время. |
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We assure you that your order will receive our immediate attention. |
Заверяем Вас, что незамедлительно приступим к выполнению Вашего заказа. |
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We are replying to your advertisement in the… issue of…
We have seen your advertisement in the … issue… of |
Мы узнали о Вашем товаре из рекламного объявления, напечатанного в … выпуске журнала … |
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It would be helpful if you could send us…
We would be grateful if you would kindly send us… |
Мы были бы Вам признательны, если бы Вы прислали … |
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Will you please indicate… |
Просим указать … |
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We are pleased to inform you… |
С удовольствием сообщаем Вам … |
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We would urge you to place an order promptly. |
Рекомендуем Вам незамедлительно разместить заказ. |
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Call us at the above telephone number. |
Позвоните нам по указанному выше телефону. |
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Thank you for the interest you express in our product. |
Благодарим Вас за интерес, проявленный к нашему товару. |
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We would be happy to discuss the matter if you could give us an indication of… |
Мы будем рады обсудить с Вами этот вопрос, если Вы укажите нам … |
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Please let us have… as soon as possible. |
Просим прислать … в кратчайшие сроки. |
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We are extremely sorry for this state of affairs. |
Мы очень сожалеем о подобном положении дел. |
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If we are to respect the delivery dates stipulated in your enquiry, please let us know your decision as quickly as possible. |
Просим незамедлительно сообщить о Вашем решении, чтобы мы могли соблюсти сроки поставки, указанные в Вашем запросе. |
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At a price of …, they also represent the finest value on the market for the goods of this type. |
Их цена наиболее конкурентоспособная по сравнению с ценами на другие товары подобного вида. |
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We look forward to being of service to you in the future.. |
С нетерпением ждем Ваших запросов |
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Will you please arrange for the settlement of the invoice by draft through your bank and advise us at the same time. |
Просим осуществить оплату счета траттой через Ваш банк и незамедлительно сообщите нам об этом. |
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These will enable you to contact us should a more suitable occasion arise. |
Представленная информация может оказаться полезной, если Вы заинтересуетесь в нашем товаре. |