Добавил:
Upload Опубликованный материал нарушает ваши авторские права? Сообщите нам.
Вуз: Предмет: Файл:
Комкор.pdf
Скачиваний:
110
Добавлен:
08.03.2016
Размер:
3.72 Mб
Скачать

142

LEAD-IN 2

Firms often have agents in other countries who either sell or buy products for them. An enquiry may be sent by an import/export agent on behalf of a client.

2.1.ENQUIRY FROM AN IMPORT/EXPORT AGENT TO A FOREIGN

MANUFACTURER

KATSUMI & DOVE LTD.

Import and Export

 

Directors:

10 Ichiban-cho Tokyo 102, Japan

H.O.Katsumi, D.R.Dove

 

 

 

 

 

 

Our ref.

Your ref.

 

 

 

 

 

 

Osaka Electronics Ltd.

 

12 November 200__

 

 

 

2-33, Namba 4-chome

 

 

 

Chuo-ku

 

 

 

Osaka 544,

 

 

 

Japan

 

 

 

Dear Sirs,

We have received an enquiry from a multinational company owing a chain of restaurants in Russia. They are opening three new restaurants in Sochi this summer and are interested in installing electronic air-circulation systems in them.

We have seen your advertisement in the October issue of Exclusive Electronics, and would be grateful if you would kindly send us details of your electronic aircomfort system.

1/2

143

KATSUMI & DOVE

LTD.

Continuation sheet No. 2

Could you send us your current catalogue and price-list quoting prices c.i.f. Vladivostok? Will you please indicate delivery times, your terms of payment and details of discounts for large orders. If the quality and prices of your equipment are suitable, and you can guarantee delivery by February this year, our principals will place a substantial order with you, and may be able to order on a regular basis. Their terms of payment are normally 30-day bill of exchange, documents against acceptance.

Our principals would also like to know if you could send your representative to install the equipment within three months of its delivery and adapt it to their special requirements.

We would be grateful for an early reply.

Yours faithfully,

D.R.Dove

D.R. Dove

Managing Director

144

2.2. REPLY FROM A FOREIGN MANUFACTURER TO LETTER 2.1.

OSAKA ELECTRONICS LTD.

2-33, Namba 4-chome Chuo-ku Osaka 544, Japan

Our ref.

 

Your ref.

13 November 200__

Katsumi & Dove Ltd.

Import and Export

10 Ichiban-cho

Tokyo 102

Japan

Dear Mr. Dove,

Thank you for your letter of 12 November and for the interest you express in our product. We are enclosing

-Our latest catalogue in which you will find the technical specification of our electronic air-comfort system;

-Our proforma invoice: if your clients wish to place a firm order, will they please arrange for settlement of the invoice by draft through their bank, and advise us at the same time;

-A copy of the report on our equipment published in the September issue of Modern Electronics;

-Details of our terms of payment.

We can guarantee delivery to Vladivostok within three weeks of receiving your order instructions.

Cont.

145

OSAKA ELECTRONICS LTD.

Continuation sheet No. 2

As regards discounts for large orders, we would be happy to discuss the matter if you could give us an indication of how large your clients’ orders are likely to be.

We will be able to install the equipment within 3 months of its delivery but would like to send Mr. Hashima, our chief engineer, to look over the restaurants and prepare a report on the installation, taking into account your clients’ particular requirements.

We are looking forward to hearing from you soon, and assure you that your clients’ orders will receive our immediate attention.

Sincerely yours,

A.Tanuki

A.Tanuki

Export Manager

146

LEAD-IN 3

If you do not have what the enquirer has asked for but have an alternative, offer it to him.

3.1. ENQUIRY FROM AN ESTABLISHED CUSTOMER TO AN ESTABLISHED SUPPLIER

AL MELOOS IMPORT Co.

P.O. Box 2350 Riyadh 1726 Kingdom of Saudi Arabia

Our ref.

AM/5

Your ref.

6 April 200__

Mr. Thomas Grandy

Atlas Photocopiers, Inc.

81 Warren Street New York

New York 10003,

USA

Dear Mr. Grandy,

We are planning to sign a large contract for office photocopiers with one of our counterparts.

We would like to know whether you can supply us at very short notice with the articles specified on the enclosed list. We require the goods by the end of April. Payment will be made in accordance with our usual terms of business.

Please let us have your quotation as soon as possible.

Sincerely yours,

A.Marooch

A.Marooch

Manager

147

3.2. THE SUPPLIER SUGGESTS AN ALTERNATIVE

ATLAS PHOTOCOPIERS,

INC.

 

89 Warren Street New York, New York 10003

 

 

 

 

 

 

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

148

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

AO STROYPROGRESS

Russia, 117437 Moscow

st. Ostrovityanova, 22

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

149

4.2. THE FOREIGN MANUFACTURER DECLINES TO QUOTE

STEEL ACCESSORIES LTD.

13 CRESCENT Grove, London NW3 J24

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

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?

150

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?

151

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?

152

FOCUS 3. Study the notes, written patterns and vocabulary

NOTES

1. 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.

2.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

1. We would appreciate an early reply. Мы будем признательны за быстрый ответ.

2.We would be grateful for an early Мы будем благодарны за быстрый

 

answer.

ответ.

3.

We hope to hear from you shortly.

Мы надеемся получить Ваш ответ в

 

 

ближайшее время.

4.We assure you that your order will Заверяем Вас, что незамедлительно

 

 

receive our immediate attention.

приступим к выполнению Вашего

 

 

 

заказа.

 

5.

We are replying to your advertisement

Мы узнали о Вашем товаре из

 

 

 

in the… issue of…

рекламного объявления, напечатанного

 

 

We have seen your advertisement in the

в … выпуске журнала …

 

 

 

 

… issue… of

6.It would be helpful if you could send Мы были бы Вам признательны, если

 

us…

бы Вы прислали …

 

We would be grateful if you would

 

 

kindly send us…

 

7.

Will you please indicate…

Просим указать …

8.

We are pleased to inform you…

С удовольствием сообщаем Вам …

9.

We would urge you to place an order

Рекомендуем Вам незамедлительно

 

promptly.

разместить заказ.

10.Call us at the above telephone number. Позвоните нам по указанному выше

 

телефону.

 

 

 

11. Thank you for the interest you express

Благодарим

Вас

за

интерес,

in our product.

проявленный к нашему товару.

 

12.We would be happy to discuss the Мы будем рады обсудить с Вами этот

matter if you could give us an indication вопрос, если Вы укажите нам … of…

13.Please let us have… as soon as possible. Просим прислать … в кратчайшие

сроки.

 

153

14. We are extremely sorry for this state of

Мы очень сожалеем о подобном

affairs.

положении дел.

15.If we are to respect the delivery dates Просим незамедлительно сообщить о

 

 

stipulated in your enquiry, please let us

Вашем решении, чтобы мы могли

 

 

know your decision as quickly as

соблюсти сроки поставки, указанные в

 

 

possible.

Вашем запросе.

 

 

 

 

 

16.

At a price of …, they also represent the

Их цена наиболее конкурентоспособная

 

 

 

finest value on the market for the goods

по сравнению с ценами на другие

 

 

of this type.

товары подобного вида.

 

 

 

 

17.

We look forward to being of service to

С нетерпением ждем Ваших запросов

 

 

 

you in the future..

 

 

 

 

 

 

 

18.

Will you please arrange for the

Просим

осуществить оплату

счета

 

 

 

settlement of the invoice by draft

траттой

через

Ваш

банк

и

 

 

through your bank and advise us at the

незамедлительно сообщите нам об этом.

 

 

same time.

 

 

 

 

 

 

19.These will enable you to contact us Представленная информация может

 

should a more suitable occasion arise.

 

оказаться

полезной,

если

Вы

 

 

 

заинтересуетесь в нашем товаре.

 

VOCABULARY

 

 

 

 

 

 

 

 

LEAD-IN 1

 

 

 

 

 

 

 

 

salesman

продавец, торговый агент

 

 

LETTER 1.1

 

 

 

 

 

 

 

 

issue

 

зд.

выпуск

(журнала),

номер

 

 

 

(журнала), издание

 

 

 

desk accessories

канцелярские товары

 

 

 

 

 

 

 

 

 

 

 

 

LETTER 1.2

 

 

 

 

 

 

 

 

to prove successful

пользоваться спросом

 

 

 

syn

to be in demand

 

 

 

 

 

 

 

 

delay

задержка

 

 

 

 

 

∙ without delay

безотлагательно, незамедлительно

syn

immediately

 

 

 

 

 

 

 

 

delay in delivery

задержка в поставке

 

 

 

LEAD-IN 2

 

 

 

 

 

 

 

 

agent

агент (сторона агентского соглашения)

principal

принципал

 

(сторона

агентского

 

 

 

соглашения), клиент, комитент

 

LETTER 2.1

 

 

 

 

 

 

 

 

multinational

транснациональная

 

 

 

electronic air-circulation system

электронная

 

 

 

система

syn

electronic air-comfort system

 

кондиционирования

и

циркуляции

air-conditioner

воздуха

 

 

 

 

 

 

 

кондиционер

 

 

 

 

 

to quote price c.i.f.

назначить цену СИФ

 

 

 

to order on a regular basis

заказывать

на

регулярной

основе,

syn

to place regular orders

 

размещать

заказы

на

регулярной

 

 

 

основе

 

 

 

 

 

 

bill of exchange (B/E)

переводной вексель, тратта

 

syn

draft

 

 

 

 

 

 

 

 

 

 

 

 

154

 

 

 

 

 

30-day bill of exchange

переводной вексель (тратта) со сроком

syn

30 days’ bill of exchange

 

платежа 30 дней

 

 

documents against acceptance (D/A)

документы против акцепта

 

to adapt to/for

усовершенствовать,

приспосабливать,

 

 

 

 

пригонять, внедрять (новую технику)

to adapt to special requirements

зд. усовершенствовать с учетом особых

 

 

 

 

технических требований

requirements

технические требования

 

syn

technical requirements

 

 

 

 

syn

specifications

 

 

 

 

special

особый

 

 

syn

particular

 

 

 

 

syn

specific

 

 

 

 

LETTER 2.2

 

 

 

 

technical specification

техническая спецификация

 

firm order

твердый заказ

 

 

proforma invoice

счет-проформа,

предварительный

 

syn

provisional invoice

 

счет-фактура

 

 

settlement of an invoice

оплата счета

 

 

syn

payment of an invoice

 

 

 

 

syn

settlement of an account

 

 

 

 

settlement by draft

платеж траттой

 

 

to give an indication

указывать

 

 

syn

to indicate

 

 

 

 

sy n

to point out

 

 

 

 

syn

to specify

 

 

 

 

to look over

ознакомиться с чем-либо на месте

 

 

 

 

 

 

LETTER 3.1

 

 

 

 

photocopier

копировальный аппарат

 

counterpart

контрагент

 

 

to supply smb with smth

снабжать

 

 

to supply smth to smb

syn to provide smb with smth

to provide smth to smb syn to furnish smb with smth

to furnish smth to smb

to supply

поставлять

 

 

 

syn

to deliver

 

 

 

 

 

to specify

точно

определять,

детально

 

syn

to stipulate

 

оговаривать, обусловливать

 

 

at short notice

− немедленно, в короткие сроки

 

 

article

предмет (торговли), товар, изделие

 

syn

product

 

 

 

 

 

syn

unit

 

 

 

 

 

syn

item

 

 

 

 

 

quotation

котировка, расценка, предложение

 

LETTER 3.2

 

 

 

 

 

 

 

 

 

 

 

 

155

 

 

 

 

country of origin

страна происхождения

 

syn

home country

 

 

 

 

 

to comply with

исполнять,

соответствовать,

 

 

 

 

подчиняться (правилам)

 

to comply with the requirement

соответствовать требованиям;

 

 

 

зд. удовлетворить требования

compliance

соответствие

 

 

в соответствии с

 

 

in compliance with

 

 

 

 

 

similar to smth

подобныйчему-либо, сходный с чем-

 

 

 

 

либо

 

 

 

value

 

стоимость, цена

 

 

market value

рыночная стоимость

 

to respect the delivery dates

соблюдать сроки поставки; поставить

syn

to meet the delivery dates

 

до истечения крайнего срока

LETTER 4.1

 

 

 

 

 

building company

строительная компания

 

PVC (polyvinylchloride) pipes

трубы из поливинилхлорида

construction industry

строительная

промышленность

 

 

 

 

(отрасль)

 

 

to quote competitive prices

назначать

конкурентоспособные

 

 

 

 

(выгодные) цены

 

 

purchase

покупка, закупка

 

regular purchases

регулярные закупки

 

bulk purchases

массовая закупка

 

competitive terms

наиболее выгодные условия, наиболее

 

 

 

 

благоприятные условия

 

LETTER 4.2

 

 

 

 

 

outside of

за пределами

 

 

to be outside of one’s manufacture

не

входить

в

номенклатуру

 

 

 

 

производимых товаров

 

to decline to quote

зд. отклонять запрос

 

syn

to reject an enquiry

 

 

 

 

 

syn

to turn down an enquiry

 

 

 

 

 

ant

 

to confirm an enquiry

подтверждать запрос

 

fittings

фитинги, арматура

 

accessories

принадлежности

 

 

156

FOCUS 4. Fill in the gaps with one of the following words and word combinations. Use the appropriate tense form

to offer

regarding

regret to stipulate available

to owe principals

 

sorry

to install

to be interested

above items

delays by draft

multinational

to ship

to take into account

clients suitable

firm

to specify

promptly

requirements

to comply with

detailed

regular basis

 

to look over

counterparts outside

short

state of affairs

 

to enclose

notice to guarantee

settlement

to supply

instance

to plan

to make

terms of business

to respect

purchases

to quote

1.The popularity of these … is such that we would urge you to place an order … if you wish to avoid possible … in delivery.

2.Call us at the … telephone number.

3.We have received an enquiry from a … organization … a chain of restaurants in Russia.

4.They are interested in … electronic air-comfort systems.

5.If the quality and prices of your equipment is …, and you can guarantee delivery by February this year, our … will place a substantial order with you, and may be able to order on a …

6.If your … wish to place a … order, will they please arrange for … of the invoice … through their bank.

7.We would like to send our chief engineer to … the restaurants and prepare a report on the installation … your clients’ particular …

8.We are … to sign a large contract for office copiers with one of our …

9.We would like to know whether you can … us at very short … with the articles … on the enclosed list.

10.Payment will be … in accordance with our usual …

11.Most of the goods you require are … and can be … at short notice.

12.We are extremely … for this … and regret that we cannot … all your requirements.

13.If we are to … the delivery dates … in your enquiry, please let us know your decision as quickly as possible.

14.We .. also … in your terms of payment and in discounts … for regular … and large orders.

15.To our … we are unable to … in this … as the items you require are … our range of manufacture.

16.… you will find some general information … our company as well as … product specifications.

157

FOCUS 5. Fill in the gaps with prepositions where necessary

1.Call us … the above telephone number.

2.We have received an enquiry … a multinational organization owing a chain … restaurants … Russia.

3.If the quality and price … your equipment are suitable, and you can guarantee delivery … February this year our principals will place a substantial order … you, and may be able to order … a regular basis.

4.Their terms … payment are normally 30-day bill … exchange, documents … acceptance.

5.Our principals would also like to know if you could send your representative to install the equipment … three months … its delivery and adapt it … their special requirements.

6.Thank you … your letter … 12 November and … the interest you express … our product.

7.If your clients wish to place a firm order, will they please arrange … settlement … the invoice … draft … their bank.

8.We are enclosing a copy … the report … our equipment which appeared … the September issue … Modern Electronics.

9.We would like to send our chief engineer to look … the restaurants and prepare a report … the installation, taking … account your clients’ particular requirements.

10.We are planning to sign a large contract … photocopiers … one … our counterparts.

11.We would like to know whether you can supply us … very short notice … the articles specified … the enclosed list.

12.We are no longer able to obtain the models listed … items 20-25 … production problems … their country … origin.

13.We are extremely sorry … this state … affairs and regret that we cannot comply … all your requirements.

14.We suggest that you replace these models … those … the enclosed catalogue … the numbers 21P-24P.

15.… a price … USD 300.00 they also represent the finest value … the market … copiers … this type.

16.Our associates … the construction industry have informed us that you may be able to supply us … this product.

17.We are also interested … your terms … payment and … discounts offered … regular purchases and large orders.

158

FOCUS 6. Translate into English

LETTER 1.1

1.Мы узнали о Вашем товаре из рекламного объявления, напечатанного в мартовском номере журнала «Деловой мир».

2.Просим прислать нам образцы Ваших изделий.

3.Если Ваши образцы удовлетворят нашим требованиям, мы разместим крупный заказ.

LETTER 2.1

4.Наше оборудование пользуется сейчас большим спросом.

5.Рекомендуем Вам разместить заказ в ближайшее время, чтобы избежать задержек в поставке.

6.Если Вам необходима дополнительная информация, то напишите нам или позвоните по вышеуказанному телефону.

LETTER 2.1

7.Мы действуем от имени наших клиентов, крупной машиностроительной компании.

8.Наши клиенты заинтересованы в покупке и установке оборудования для переработки промышленных отходов.

9.Пришлите нам, пожалуйста, подробную информацию о Вашем оборудовании.

10.Просим прислать текущий прейскурант, указав цены СИФ Новороссийск.

11.Сообщите, какие скидки предоставляются в случае крупных заказов.

12.Если нас удовлетворит качество Вашего товара, и Вы можете поставить оборудование к началу сентября, то мы готовы разместить у Вас крупный заказ.

13.Мы собираемся размещать у Вас заказы на регулярной основе.

14.Мы предлагаем осуществить платеж траттой со сроком платежа 45 дней.

15.Сообщите нам, можете ли Вы гарантировать установку оборудования в течение 3 недель с даты поставки.

16.Просим прислать своего представителя для установки данной системы и ее усовершенствования с учетом наших технических требований.

LETTER 2.2

17.Благодарим Вас за интерес, проявленный Вами к нашему товару, и прилагаем к письму наш счет-проформу.

18.Просим оплатить счет траттой и незамедлительно сообщить нам об этом.

19.Мы готовы разместить твердый заказ.

20.Мы предоставляем скидки только на очень большие заказы.

21.Мы направим к Вам нашего представителя, чтобы он на месте ознакомился с объемом работ и представил подробный отчет.

22.Мы готовы усовершенствовать нашу машину в соответствии с Вашими требованиями.

23.Установка оборудования займет два месяца.

24.Мы незамедлительно приступим к выполнению заказа, как только мы получим Ваши

инструкции.

LETTER 3.1

25.Мы собираемся заключить крупный контракт на поставку канцелярских товаров.

26.Наши контрагенты заинтересованы в немедленной поставке товара.

27.Просим сообщить, можете ли Вы поставить нам изделия, указанные в приложении, в самые короткие сроки.

28.Укажите, пожалуйста, страну происхождения данного оборудования.

29.Мы больше не поставляем этот товар в связи с проблемами в его изготовлении.

30.Просим сообщить нам о положении дел.

31.К нашему глубочайшему сожалению, мы не может удовлетворить Ваши требования в связи с производственными проблемами.

32.Мы предлагаем заменить модель 55/К на модель 55/М.

159

33.Технические характеристики модели 55/К подобны техническим характеристикам модели 55/М.

34.Данная модель указана в каталоге под номером 22, и мы гарантируем ее качество и наличие.

35.Цена этой стиральной машины составляет 400 долл.США и является самой выгодной по сравнению с ценами на другие модели подобного класса.

36.Мы надеемся, что Вы сможете гарантировать соблюдение сроков поставки, оговоренных в нашем запросе.

LETTER 4.1

37.Мы предоставляем скидки на большие заказы и регулярные закупки.

38.Мы будем размещать заказы на регулярной основе, если Вы укажите наиболее благоприятные условия и самые выгодные цены.

LETTER 4.2

39.К сожалению, мы вынуждены отклонить Ваш запрос, так как требующиеся Вам изделия не входят в номенклатуру наших товаров.

40.Мы прилагаем подробную информацию о нашей компании, и надеемся, что Вы заинтересуетесь выпускаемой нами продукцией.

41.Мы надеемся на сотрудничество с Вами.

42.Уважаемые господа!

Два дня назад мы подписали крупный контракт на поставку лазерных принтеров с одним из наших зарубежных партнеров. Мы рассчитывали закупить этот товар у нашего постоянного поставщика, однако сегодня он сообщил нам, что не сможет подтвердить наш заказ в связи с производственными проблемами.

Наш торговый партнер, компания «Суперэлектроникс», которая сотрудничает с Вами в течение нескольких лет, рекомендовала нам обратиться к Вам по данному вопросу, поскольку Вы являетесь крупнейшим производителем электротехнических товаров. Просим сообщить, можете ли Вы поставить лазерные принтеры в количестве, указанном в приложении, в самые короткие сроки. Товар требуется нам к началу следующей недели.

Мы готовы осуществлять платежи на предложенных Вами условиях. Если Вы в состоянии поставить данный товар, просим рассматривать данный запрос как заказ (to accept as an order). Мы готовы к долгосрочному сотрудничеству с Вашей фирмой, если нас удовлетворят Ваши условия и качество Ваших товаров.

Снетерпением ожидаем Вашего ответа.

Суважением,

160

43. Уважаемые господа!

Благодарим за Ваш запрос от 21 апреля с.г.

Рады сообщить Вам, что большая часть наименований заказанной Вами женской обуви имеется в наличии и может быть поставлена в указанные Вами сроки. Однако мы не можем поставить Вам модель, указанную в Вашей спецификации под номером 21, в связи с проблемами, возникшими в процессе ее производства.

Мы хотели бы предложить Вам нашу новую модель, недавно выпущенную на рынок. Она превосходит интересующую Вас модель обуви и по качеству и по дизайну, поскольку отражает последние тенденции моды. При этом ее цена самая конкурентоспособная по сравнению с ценами на изделия подобного вида. Эта модель пользуется сейчас большим спросом, поэтому мы рекомендуем Вам незамедлительно разместить заказ.

Ожидаем Вашего ответа в ближайшее время. С уважением,

FOCUS 7. Letters to make up

1.

You are an import/export agent.

Write a letter of enquiry on behalf of your clients, a large retailer, to a

 

 

manufacturer of leather garments.

Your clients want to place a very substantial order before Christmas.

Stress the importance of prompt delivery.

Give reasons for granting your clients discounts.

2.

You are a large manufacturer of mobile phones.

You have just launched a new model on the market and want to increase sales.

You have received an enquiry from a Russian exporter.

Write a reply and try to persuade your correspondent to place an order.

Give reasons and pay special attention to your style (be convincing!).

161

FOCUS 8. Role play

1. You are a manufacturer of aluminium fittings.

A client phones you to obtain information about the fittings you produce.

He is interested in purchasing steel fittings.

Explain very tactfully why you can’t be of service to him and tell him about your

 

company and your products to encourage him to do business with you.

2. You want to purchase some sophisticated equipment from a foreign manufacturer.

A manufacturer’s representative visits you to discuss the matter in detail.

You want the supplier to install the equipment.

Clarify all points and agree upon the installation.

162

QUOTATIONS AND OFFERS

163

FOCUS 1. Read and discuss the leads-in and the letters

LEAD-IN 1

An offer of goods is usually made either by way of advertisements, circulars and letters, or in reply to an enquiry. In response to an enquiry you may want to give your prospective customer a quotation which constitutes an offer to deliver goods at the price and on the terms and conditions stated. Your quotation should cover the following subjects:

(a)PRICES. When a supplier quotes a price, he may or may not include other costs and charges such as transport, insurance and taxes. Prices which include these extra costs are known as gross prices; those which exclude them are known as net prices. A firm’s quotation is not necessarily binding, i.e. they do not always have to sell you the goods at the prices they quoted in their reply to an enquiry. However, when prices tend to fluctuate, the supplier will add a provision to their quotation stating that their prices are subject to change. If the company makes a firm offer, it means they will hold the goods for a certain time until you order. Again, this is not legally binding, and this provision varies in different countries depending on local regulations and trading practices, but suppliers generally keep to their offer to protect their reputation. When prices are quoted in the customer’s currency they should allow for exchange fluctuations.

(b)TRANSPORT AND INSURANCE COSTS. The International Chamber of Commerce use a set of terms for delivery in overseas contracts – these are called Incoterms. Their use is optional, but suppliers normally refer to them in their quotations.

164

- 2 -

(c)DISCOUNTS. Manufacturers and wholesalers sometimes allow discounts to be deducted from the net or gross price. They may allow a trade discount to sellers in similar trades; or a quantity discount for orders over a certain amount; or a cash discount if payment is made within a certain time, or a loyalty discount when firms have a long association.

(d) METHODS OF PAYMENT. When quoting terms, you may require, or at least suggest, any of several methods of payment.

(e)DELIVERY DATES. If the enquiry specifies a delivery date, confirm that it can be met, or if not, suggest an alternative date. Do not make a promise that you cannot keep.

(f)FIXED TERMS AND NEGOTIABLE TERMS. It is possible to quote terms in two ways: by stating your price and discounts without leaving room for negotiation, or suggesting that the customer could write again and discuss them.