4.1 Order following a special offer

AO MOSKVA-PRESTIGE Russia 109004, Moscow, Volgogradsky Prospect, 8
	Our ref. Order MP-1728/L Your ref. IR/bm 19 May 20__ Glaston Cosmetics Ltd. 14 Cambridge Court London WC2H 8HF U.K. Dear Ms Broderick, Thank you for your offer of 20 April which we accept on the terms quoted. We enclose our order No. MP-1728/L for «Falcon» cosmetics. We would like the goods to be delivered within two weeks of receipt of the order. We look forward to receiving your acknowledgement. Yours sincerely, Olga Lunina Olga Lunina Export Manager

4.2 Counter-offer from the supplier

GLASTON COSMETICS LTD. 14 Cambridge Court London WC2H 8HF
	Our ref. IR/bm/1 Your ref. Order MP-1728/L 23 May 20__ AO Moskva-Prestige Russia 109004, Moscow, Volgogradsky Pr., 8 Dear Ms Lunina, Thank you for your order No. MP-1728/L for «Falcon» cosmetics. We have to inform you that as these products have proved so popular we have received a huge response from other customers to our special offer. At present owing to this inflow of orders we are completely out of stock and, therefore, unable to accept your order. We think, however, that you would like «May Flower» cosmetics which have all the good qualities of «Falcon» products. This is a well-known brand name, and the offered goods are very fashionable throughout the world. The prices of «May Flower» products are 5% higher than those of «Falcon» cosmetics, but we hope you will find them quite competitive if you take into account the popularity and first-class quality of these goods. We can ship your order within a week of hearing from you. We hope you will be interested in our offer and look forward to your early reply. Yours sincerely, Anita Broderick Anita Broderick Sales Manager

FOCUS 2. Comprehension questions.

LEAD-IN 1

? What points are generally mentioned in an order?

? Why is it necessary to state a date and a reference number on an order form?

? What is an order accompanied by?

? What is included in a covering letter?

? Why is it important to state the methods of delivery and packing clearly?

LETTER 1.1

? What is the order placed for?

? Why does the importer want the trade discount to be reviewed in the future?

? What terms of payment are confirmed?

? What is to be sent to the bank?

? On what condition will the importer accept an alternative?

? What firm condition is stated in the letter?

? What will the importer do if the exporter fails to deliver the goods before June?

LETTER 1.2

? What conditions are stated on the order form?

LEAD-IN 1.1

? What is a supplier supposed to do after the receipt of an order?

LETTER 1.3

? What is promised by the exporter?

LEAD-IN 1.2

? What is a supplier supposed to do after making out an order and arranging shipment?

? How is it done?

LETTER 1.4

? What arrangements have been made by the exporter?

? What has been sent to the bank?

LETTER 1.5

? What delivery terms are stated in the letter?

? What terms of payment are confirmed?

? What is requested from the supplier?

LETTER 1.6

? How is delivery of the goods effected?

? How are the goods packed?

? What documents are inside the boxes?

LETTER 2.1

? What is enclosed with the letter?

? What sort of payment is confirmed?

? What arrangements has the retailer made in respect of payment?

? What delivery dates are stated in the letter?

? Why is it easy for the manufacturer to effect delivery within the stated time?

? What condition is specified with respect to packing and marking?

LETTER 2.2

? What is promised by the supplier?

LETTER 2.3

? What caused the delay in delivery?

? What steps have been taken by the supplier to correct the situation?

? What delivery dates can the supplier guarantee now?

? What would he appreciate?

LEAD-IN 3

? What are the most common reasons for refusing an order?

? Why is careful phrasing necessary when refusing an order?

LETTER 3.1

? Why has the supplier decided to place an order?

? On what condition is the importer ready to place the order?

? What will the importer do if the required delivery dates are not guaranteed?

LETTER 3.2

? Why is the importer’s order refused?

LETTER 3.3

? What kind of order is placed?

? What terms of payment are confirmed?

? What other terms and conditions are stated in the letter?

LETTER 3.4

? Why is the order declined by the exporter?

? What is suggested by the exporter?

LEAD-IN 4

? What can be done if it is not possible to supply the ordered goods?

? What is a substitute?

? What is a counter-offer?

? Why is it unwise to criticize the product which cannot be supplied?

LETTER 4.1

? How did the importer learn about the product?

? What delivery dates are requested by the importer?

LETTER 4.2

? Why is the supplier unable to accept the order?

? What is offered by the supplier?

? Why does the supplier think that the alternative products will meet the importer’s requirements?

? How does the supplier try to persuade the importer that the prices of the alternative products are competitive?

FOCUS 3. Study the notes, writing patterns and vocabulary.

NOTES

1. Condition vs qualification

Данные слова могут переводиться на русский язык как «условие». Однако слово «condition» в деловой переписке означает условие, на основании которого достигается договоренность о чем-либо, подписывается соглашение или контракт, а слово «qualification» подразумевает оговорку о том, что при определенных обстоятельствах оговоренные условия не действуют.

2. Acknowledgement

Следует отметить, что в коммерческой корреспонденции это слово означает подтверждение получения чего-либо (например, письма) и не подразумевает согласие совершить какие-либо действия или подтверждение ранее достигнутой договоренности. Однако словосочетание «acknowledgement of an order» употребляется в более широком контексте: «получение заказа и принятие его к исполнению», т. е. близко по значению к слову «confirmation».

3. To reject, to refuse, to decline, to turn down

Лексическое значение этих глаголов – «отклонять». В том случае, если Вы вынуждены отклонить заказ, следует быть тактичным и осторожным в выборе слов и построении фраз. Поэтому следует помнить, что глаголы «to refuse», «to reject» имеют негативную окраску и в письмах более корректно употреблять слова «to decline», «to turn down».

4. Latin expressions

В деловой переписке следует избегать сокращенных форм и быть очень осторожным при использовании сокращений, чтобы не показаться невежливым и не допускать неверных истолкований. Однако сокращение латинских выражений распространено достаточно широко. Следует помнить, что в официальных документах необходимо заменять латинские выражения английскими эквивалентами и писать их полностью.

Наиболее часто встречаются следующие сокращения:

cf. – compare (сравните); e.g. – for example (например); et.al. – and others (и другие); etc. – and so forth (и так далее); i.e. – that is (то есть); viz. – namely (а именно); vs. – versus (против).

WRITING PATTERNS

1.	We look forward to your acknowledgement.	Просим подтвердить получение заказа.
2.	We would like to state that …	Просим учесть, что…
3.	We hope we can be of service in the future.	Надеемся на продолжение нашего сотрудничества.
4.	We hope that you will be satisfied with the arrangement.	Надеемся, что Вы будете удовлетворены нашими действиями.
5.	If we can be of further service, please do not hesitate to contact us.	Просим связаться с нами, если Вам понадобятся наши услуги.
6.	The instructions must be strictly observed.	Просим строго следовать данным инструкциям (указаниям).
7.	We will submit further orders, if this one is completed to our satisfaction.	Мы продолжим сотрудничество с Вами, если будем удовлетворены исполнением этого заказа.
8.	We will advise you of the date of dispatch/shipment.	Мы сообщим Вам дату отправки/отгрузки.
9.	We would appreciate it if you could bear with us till then.	Мы будем признательны, если Вы согласитесь предоставить нам эту отсрочку.
10.	Thank you for your consideration.	Надеемся на Ваше понимание.
11.	Thank you for letting us have…	Благодарим за присланные Вами…
12.	The order is placed strictly on this condition/This is a firm condition of the order.	Мы готовы разместить заказ в случае соблюдения данного условия.
13.	…we shall have to cancel the order.	…мы будем вынуждены аннулировать заказ.
14.	We are sorry to say that we must turn down your order./ To our regret, we must decline your order.	К сожалению, мы вынуждены отклонить Ваш заказ.
15.	We regret to inform you that we are unable to accept your order.	К сожалению, мы не можем принять Ваш заказ к исполнению.
16.	We hope you will contact us…	Надеемся, что Вы обратитесь к нам (пришлете новый заказ).
17.	Thank you for your offer which we accept on the terms quoted.	Благодарим Вас за предложение, которое мы акцептуем на указанных Вами условиях.
18.	We accept the delivery dates stated by you.	Нас устраивают предложенные Вами сроки поставки.
19.	If the goods sell as well as we hope we shall send further orders/we will submit further orders.	Если Ваши товары будут пользоваться большим спросом, Вы можете ожидать от нас новых заказов.