МИНИСТЕРСТВО ОБРАЗОВАНИЯ РЕСПУБЛИКИ БЕЛАРУСЬ

БОРИСОВСКИЙ ГОСУДАРСТВЕННЫЙ ПОЛИТЕХНИЧЕСКИЙ КОЛЛЕДЖ

Учебно-методическое пособие по предмету «Иностранный язык делового общения» деловая корреспонденция

BUSINESS CORRESPONDENCE

Разработала Еникова А.А.

2008

Ex.1. Read the text, write out new words and learn them.

BUSINESS CORRESPONDENCE

Business transactions usually start with inquiries. As a rule the Buyer gets the name and address of the Seller either at the exhibition, from an advertisement, on television or radio commercial. Inquiries can be sent by mail or by fax. Sometimes inquiries can be made orally on the phone.

In the inquiry the Buyer states what goods he is interested in and asks for the details of the price and terms of sale. When the Buyer wants to know at what price and on what terms he could buy the goods required by him, he usually sends out inquiries to firms, companies and organizations manufacturing such goods or dealing with them. Often the buyer asks the Seller to send him (to enclose with the offer) illustrated catalogues, price-lists and, if possible, samples or patterns of the goods he is interested in. When asking the Seller to send him a quotation (or to make him an offer) the Buyer gives a detailed description of the goods required.

After considering the inquiry for some time the Seller sends an offer in reply. The offer expresses the wish of the Seller to sell the goods. But it’s not a legal document and the Seller may for some reason decide not to sell. The offer is only the first step in a contract. The offer usually quotes the price and stipulates terms of delivery and some other necessary details.

The Sellers may offer their goods to the regular customers or to those who may be interested in them without waiting for an inquiry. These are voluntary or free offers. They are formally called without obligation. This kind of offer doesn’t bind the Seller and therefore maybe done to several potential Buyers.

There are firm offers, i.e. binding with obligation. A firm offer is made by the Seller to one potential Buyer only and usually indicates the time during which it will remain open for acceptance. If the Buyer accepts the offer in full within the stipulated time, he is obliged to buy the goods at the price and on the terms stated in the offer. The Sellers have the right to withdraw a firm offer at any time before it has been accepted.

There are also some other types of business letters: orders, confirmations of the order, claims, etc.

Ex.2. Read the words, pay attention to their pronunciation and learn them.

transaction -- сделка deal with – иметь дело с

inquiry -- запрос sample/ pattern -- образец

advertisement -- реклама require -- требовать

exhibition --выставка offer -- предложение

withdraw -- отозвать sale -- продажа

accept -- принимать stipulate -- обусловливать

enclose -- прилагать order – заказ

Ex.3. Give Russian equivalents to the following word combinations.

On a television or radio commercial; can be sent by mail; terms of sale; to send out inquiries; to enclose with the offer; illustrated catalogues and price-lists; samples or patterns of the goods; to send a quotation; to make an offer; to give a detailed description; to send an offer in reply; to stipulate the terms of delivery; regular customers; free offers; to several potential Buyers; does not bind the Seller; to remain open for acceptance; within the stipulated time; at the price and on the terms stated in the offer; to withdraw a firm offer.

Ex.4. Give English equivalents to the word combinations. Use the text for reference.

Деловые соглашения; предполагаемый покупатель (продавец); из различных информационных и рекламных источников; интересоваться ценой, условиями продажи, оплаты и поставки; товары, необходимые покупателю; на каких условиях он мог бы купить; высылать запрос; приложить иллюстрированные каталоги, прейскуранты и образцы товаров; детальное описание товаров; после изучения запроса; послать предложение в ответ; постоянные клиенты; не ожидая запроса; отозвать предложение; время, в течение которого предложение может быть принято.

Ex.5. Agree or disagree, give your reasons.

1. Business transactions usually start with offers.

2. Advertising is an important channel of information of the potential Sellers.

3. The Sellers usually send inquiries to the Buyers.

4. The Buyers ask the Sellers to send detailed information of the goods required.

5. The Seller doesn’t need an inquiry to send an offer in reply.

6. There are free and firm offers.

7. A firm offer doesn’t bind the Seller to sell the goods.

Ex.6. Answer the following questions to discuss the details of the text.

1. What are the two main types of business letters?

2. What kind of business letters do business transactions usually start with?

3. Where does the potential Buyer get the name and address of the prospective Seller?

4. How can inquiries be made?

5. What does the buyer state in the inquiry?

6. To what firms does the buyer send his inquiries?

7. What does the Buyer ask the Seller to send him?

8. What kind of business letter does the Seller send in reply for the inquiry?

9. What does the offer usually quote and stipulate?

10. May the Seller offer his goods to the Buyer without waiting for an inquiry?

11. What are the two types of the offers?

12. What’s the difference between these types of offers?

Ex.7. Study the information bellow.

Структура делового письма.

Адреса в Великобритании и США имеют следующий вид:

Ms J. Simpson

Foreign Rights Manager

Chapman & hail Ltd.

11 New Fetter Lane

London EC4P 4EE

England

Ms A. Arafel

Product Information Manager

McCraw-Hill Book Co

1221 Avenue of the Americas

New-York, N. Y. 10020

USA

Различия между британскими и американскими стилями:

Дата

British American

12^th March, 2008 March 12, 2008

12 March, 2008

Приветствие

Dear Sir, Dear Sir:

Dear Madam, Dear Madam:

Dear Mrs. Smith, Dear Mrs. Smith;

For the attention of Attention: Mr. E. C. Wilson

Mr. E. Wilson,

Dear Sirs, Gentlemen:

Комплементарная концовка

Yours faithfully, Sincerely yours,

Yours sincerely, Yours truly.

Образец общепринятого расположения частей коммерческого письма.

Wilson & Co, Ltd. 5^th May, 2007

15 Leadenhall Street,

London, EC3

England

Dear Sirs,

. . . . . . . . . . . . . . . . . .

Yours faithfully.

(signature)

Ex.8. Set out the following dates and addresses as in the patterns:

Date	The name of the company	The name of the country	The name of the city	The name of the street	House
5/VII20.. 20/X 20.. 22/II 20.. 23/IX20..	Blake&Co Smith&Co Green&Co TST Ltd.	England USA Pennsylvania England England	London Philadelphia Hull Liverpool	Conduit Street Park Street Water Street High Street	40 25 12 19

Ex.9. Read a sample of an inquiry letter and analyze it.

Pet Products Ltd.

180 London Road

Exeter EX4 4JY

England

25^th February, 2008

Dear Sir,

We read your advertisement in the “Pet magazine” of 25^th December. We are interested in buying your equipment producing pet food. Would you kindly send us more information about this equipment:

-- price (please quote CIG Klaipeda price)

-- dates of delivery

-- terms of payment

-- guaranties

-- if the price includes the cost of equipment installation and staff training.

Our company specializes in distributing pet products in Belarus. We have more than 50 dealers and representatives in different regions and would like to start producing pet food in Belarus. If your equipment meets our requirements, and we receive a favourable offer, we will be able to place a large order for your equipment.

Your early reply would be appreciated.

Yours faithfully,

(signature)

V. Smirnov

Export-Import Manager