Reply from a foreign manufacturer to letter 2. 1.

ENQUIRIES AND REPLIES TO ENQUIRIES 2

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

LEAD-IN 1

The letter of reply must very often fulfil the function of a salesman: it must contain information which will sustain the reader’s interest and persuade him to make an immediate decision and to place an order.

ENQUIRY IN REPLY TO AN ADVERTISEMENT

MAHONEY AND MILLMAN, INC. 1951 Benson Street Bronx, New York 10465
	Our ref. Your ref. 13 June 200__ Sandmann Office 128-134 Hackley Road, Wolverkampton WV 16JXZ, England     Dear Sirs,   We are replying to your advertisement in the May issue of Modern Office. We would like to know more about your new range of desk accessories.   Could you send us your latest catalogue and price-list together with your terms of payment? It would also be helpful if you could send us some samples of your products. If they meet our requirements, we will place a substantial order.   We hope to hear from you shortly.   Yours faithfully, H.Rosen (Ms) H.Rosen Manager

REPLY TO LETTER 1.1

SANDMANN OFFICE SUPPLIES 128-134 Hackley Road, Wolverhampton WV 16JXZ Tel: [phone] Fax: [phone]
	Our ref. Your ref. 20 June 200__ Ms H.Rosen Machoney and Millman, Inc. 1951 Benson Street Bronx, New York 10465, USA   Dear Ms Rosen,   Thank you for your enquiry of 13 June concerning our new range of desk accessories.   We are pleased to inform you that we are sending you, under separate cover, the samples you requested as well as our latest catalogue and price list and our terms of payment.   As the new range of Sandmann desk accessories is already proving extremely successful, we would request that you return the samples after two weeks, so that we may satisfy the requirements of other customers. Indeed, the popularity of these items is such that we would urge you to place an order promptly if you wish to avoid possible delays in delivery.   Please write to us again if you have any questions, or call us at the above telephone number, and once again thank you for your letter.   Yours sincerely, R.Levine R.Levine Sales Manager

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 10 Ichiban-cho Tokyo 102, Japan	Directors: H.O.Katsumi, D.R.Dove
	Our ref. Your ref. 12 November 200__ Osaka Electronics Ltd. 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 air- comfort system.   1/2

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

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.

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

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

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