Covering letter with market research

OAO YOUR MARKET GUIDE Russia, 121351, Moscow, Partizanskaya st., 11-2-50
	Our ref. _______ Your ref. ______   April 18, 20__   WHOLESALE HEALTH CO. 430 N.High Street, P.O. Box 841, Columbus, Ohio 43085   Dear Ms Canningham,   We have pleasure in presenting the results of our researchinto the health food market. You will recall that in your termsof reference you instructed us to report on three main subjects: on the overall size of the market, on the present trends, and on the companies which are currently supplying the market and which might be your competitive rivals if you were to launch your products in Russia.   In broad outline we find that, though static for several years, the market is now expanding. There are seven major firms presently operating on the market, one of which holds 40% of the trade. However, Wholesale Health Co. sells a number of products which are not available here and which might well fill a promising gap.   Our recommendation is that you should sell directly through your existing sales force to supermarket and hypermarket chains. We consider that your products have every chance of success.   Attached you will find a detailed account of our research, including details on retail and wholesale pricing. Naturally, if you have any queries, we remain at your entire disposal.   Sincerely yours, M.Pushkina Maria Pushkina Market analyst

FOCUS 2. Comprehension questions.

LETTER 1.1

? Which party to the contract has written the letter?

? What do the Buyers think about the new line of the goods?

? What terms of payment are offered?

? What terms of delivery are stipulated?

LETTER 1.2

? What information on the product line modification is provided by the Seller?

? What solution is offered?

? What are the arguments for the substitute?

? What publicity campaign is to back the launch?

? What concessions is the Seller willing to grant?

? What terms of delivery are guaranteed and on what condition?

LETTER 1.3

? Is the order confirmed?

? What problems have the Buyers faced?

? What market trend is outlined in the Buyers’ letter?

? What imperative condition for further business is put forward?

LETTER 2.1

? What is sales incentive?

? Which party to a potential contract has written the letter?

? What sales incentive is put forward?

? On what condition are the Sellers ready to grant discounts?

? In what way will further negotiations be held?

LETTER 2.2

? Are the terms accepted?

? What quantity of the products is ordered?

LETTER 3.1

? Where did the writer of the letter obtain the address of OAO Your Market Guide?

? What do Wholesale Health Co. require?

? What is the immediate objective?

? What shall the market research contain?

LETTER 3.2

? What are the three main subjects of the market research?

? What is the aim of the market research?

? What is the situation on the market of health food sales?

? Is there a niche to capture by Wholesale Health Co.?

? What forecast is given?

Дата добавления: 2015-11-16