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BUSINESS CONTACTS 3

INITIATING A DEAL

FOCUS 1. Read and discuss the letters

1.1 PREPARING A REPRESENTATIVE’S VISIT

INTERNATIONAL COMPUTING SERVICES PLC City Road, London EC3 4HJ tel.[phone], fax.: [phone]
	Our ref. KH 305/7 Your ref. _________   20 October, 20__   S.A.Importers Ltd 31-4 Park Road Bangkok Thailand   Dear Mr. Lee   This is to introduce Mr. Goodman, who is a representative of INTERNATIONAL COMPUTING SERVICES PLC. and who intends to tour the SEA area in the forthcoming week and to call on a number of firms.   We suggest that he should visit you because, having taken careful note of your past orders, we are sure you will be interested in discovering our latest products before we put them on general release in the autumn. Any suggestions you care to make concerning these demo versions will be much appreciated.   Our Mr. Goodman will certainly be delighted to give you all the information you need on these projects. He will phone you to make an appointment as soon as he arrives in Thailand next Wednesday. We do hope you will be able to spend some time with him.   Sincerely yours Peter Keyser P.S.Keyser Marketing Manager

VISIT CONFIRMATION

S.A.Importers Ltd. 31-4 Park Road, Bangkok, Thailand tel.[phone], fax.: [phone]
	Our ref. HR 965-j8 Your ref. KH 305/7   22 October, 20__   INTERNATIONAL COMPUTING SERVICES PLC City Road London EC3 4HJ   Dear Mr. Keyser   We are writing to acknowledge receipt of your letter of 20 October, 2003, for which we thank you.   We shall be happy to welcome your representative Mr. Goodman to our office. We are extremely interested in your new lines as we find that all your products are of superior quality. Our specialists are ready to cooperate with Mr. Goodman and express their opinion on the goods.   We look forward to seeing your representative and hope that this will be productive.   Sincerely yours J.Lee J.Lee Manager

THANKING A BUSINESS CONTACT

INTERNATIONAL COMPUTING SERVICES PLC City Road, London EC3 4HJ tel.[phone], fax.: [phone]
	Our ref. KH 323/5 Your ref. HR 965-j8   30 October, 20__   S.A.Importers Ltd 31-4 Park Road Hong Kong   Dear Mr. Lee   We would like to thank you for taking the time to welcome our representative Mr. Goodman so cordially last week.   Your specialists’ views on the future development of our new product were most enlightening. We would like to take this opportunity to enclose our latest description and technical characteristics of the product. We hope you will find these documents acceptable.   Once again our warmest thanks for your courtesy and assistance. We look forward to a long and mutually beneficial business relationship.     Sincerely yours Peter Keyser P.S.Keyser Marketing Manager

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