Тема 5. Деловы письма (business letters) (стр. 5 )

Your (ассортимент) displayed on your stand at the Fair (нам очень понравился). When you place (рекламное объявление) in the trade press you have to mention (привлекательные стороны) of your product. We would be grateful to you if you would give us information about your (условиях, ценах и скидках). A buyer is ready to place (значительный заказ) provided the supplier allows (торговые скидки и скидки за количество). We have seen your equipment (на вашем стенде) and would like you to send your (текущий каталог и новый прейскурант). If you want (создать впечатление эффективно работающей фир­мы) you should always give (быстрый ответ) to the enquiry. We have seen your advertisement and would like to know if you (ра­ботаете на условиях консигнации). As we have never dealt with you before we would like to have (торго­вые рекомендации) from your business associates. (Оптовый торговец) usually allows a (30% торговую скидку). Your company (была рекомендована) by the Russian Chamber of Commerce and Industry. We would be pleased (направить нашего представителя) to help you (установить оборудование). We were impressed by the efficient way you (выполнили заказ без задержки).

Ex. 4. Fill in the blanks with preposition

The subsidiary ____ BBS Ltd. _____ Germany specializes ____- producing washing powder. You were recommended __ us___the Russian Chamber         ___Com­merce and Industry. We are interested ____ buying a new range        ____products         ____your company. Our associates         ____Warsaw were impressed ____the selection ____your pot plants that was displayed _____this year's Gardening Exhibition held ____Moscow. We usually deal ___a 20% trade discount basis____an additional dis­count  ___orders____200 units. The buyer would like to deal         _____a consignment basis        ______a period ____six months. If you are not certain ____        the product ask _____a sample. You can encourage the demand ____a new range         ____calculators if you allow a discount ____the first order. We enclose____the letter our current catalogue and price-list. We have pointed         ___ ____your representative that the prices are subject_____change. _____reply____an initial enquiry the supplier should create an impression____an efficient company. The latest catalogues and price-lists have been sent        ___you____separate post. We learn____your advertisement that you are interested____        antique furniture. If you place a substantial order____ceiling lights we are ready to give you a trade discount______25%.

Ex. 5. Translate the following sentences into English

Наша фирма является филиалом фирмы DIY и специализирует­ся на продаже стиральных машин. Ваши деловые партнеры рекомендовали Вашу фирму. Наш директор посетил выставку «Идеальный дом», и ему понра­вился ассортимент Ваших электробытовых приборов (electrical household appliances). Наша компания готова разместить значительный заказ, но мы хотели бы, чтобы Вы прислали нам образцы и текущий каталог. Для того чтобы убедить будущего покупателя вести дела с Ва­шей фирмой, Вы должны отметить привлекательные стороны Вашего товара. Фирма направила своего представителя, чтобы установить но­вое оборудование. В ответ на Ваш первоначальный запрос высылаем образцы от­дельной почтой. Мы ознакомились с Вашим рекламным объявлением и хотели бы получить каталоги с указанием цен, условий, а также скидок для розничных и оптовых торговцев. В письме была ссылка на уступки, которые предоставляются оп­товым покупателям. Если вы разместите заказ на 150 штук или более, мы готовы дать дополнительные скидки за количество. Если цены, указанные в Вашем каталоге, подлежат изменению, Вы должны сообщить об этом своим клиентам. Мы заинтересованы в том, чтобы стимулировать спрос на наши товары в Вашей стране, поэтому готовы послать товары на кон­сигнацию.

Example 1. An inquiry letter

Airport of Domodedovo Domodedovo area Moscow region Russian Federation 142015 Garment factory Customs officers' Clothing 306, Pererva Street Novosibirsk R F 961500 21 Oct. 2010 Gentlemen:         We saw your Customs officers' uniform for men and women in your October catalogue. The lines you showed would be most suitable for our employees. Would you kindly send us your quotation for spring and summer clothing that you could supply to us by the end of January next. We would require 2,000 dresses and suits in each of the sizes 10—14, and 500 in sizes 8 and 16. Please quote c. i.f. Russian prices. Payment is normally made by letter of credit. Thank you for an early reply. Yours truly, P. Zernov P. Zernov HR manager

NOTES: In the first part of a letter there is a kind of introduction as a prospective customer approaches supplier for the first time, and it is from this part that we found out that the correspondents are en­gaged in textile industry.

The second part expresses request for detailed in­formation about the goods in question, their prices and terms of possible transaction.

In this example we come across the abbreviation concerning the terms of delivery that are commonly accepted in business world.

c. i.f. — cost, insurance, freight.

If consignment is to be delivered according to c. i.f., then the supplier insures the goods and pays for the: whole delivery.

f. o.b. — free on board.

If consignment is to be delivered according to f. o.b., then the supplier pays for transportation to port, ship or air shipment and dispatch; and the customer pay» for onward transportation and insurance.

f. o.r. — free on rail.

It is the same as f. o.b., but for railway transporta­tion.

с & f — cost and freight.

If consignment is to be delivered according to с & f, then the supplier pays for the whole delivery and the customer — for insurance.

Example 2. The answering letter

Garment factory Customs officers' Clothing 306, Pererva Street Novosibirsk R F 961500 Airport of Domodedovo Domodedovo area Moscow region Russian Federation 142015 28 Oct. 2010 Dear Sirs, We are pleased to make you an offer regarding our products in the size you require. Nearly all the models are obtainable and could be delivered to you in March. All other models can be supplied by the mid­dle of January 2011, subject to our receiving your form order by 15th of November. Our c. i.f. prices are understood to be for land transport to Russia. If you would prefer the goods to be sent by air freight, this will be charged extra at cost. Suits sizes 8-16 in green, navy blue, black, and white. per 100 price - 650.000 rubles Suits sizes 12, 14 also in red, yellow. per 100 price - 845.000 rubles You will be receiving price-list, cutting of our ma­terials and a colour chart. These will be delivered to you by the courier in two days. Yours faithfully, DA Lavrova D. A. Lavrova Sales Manager

NOTES: As you can see it is the second phase of business correspondence — the answering letter. It is very important, because it adjusts the relationships between two partners. It does not only characterize the company, but also advertises it. The purpose of the letter is to persuade the partner that you are the best in business.

This letter contains the quotation in reply to an in­quiry. In lots of similar letters the quotations are sim­ply prices and another information asked for. But this sample is quite the opposite: it shows the customer that he met the sales-caring businessman, who uses every opportunity to stimulate his correspondents in­terest in his goods by including the sales message. And between the lines we can read the assurance that the customer will receive personal attention. In order to draw the attention of the customer to the products in question the supplier offers «cuttings of our materials and a colour chart». On the whole a firm offer is sub­ject to certain conditions, a deadline for the receipt of orders, or a special price for certain quantities.

Sum up the exchange of the letters.

Phone and discuss the enquiry on behalf of the manufacturer.

ORDERS

Orders are usually written on a company's official order form, which has a date, and a reference number that should be quoted in any correspondence which refers to the order.

The advantages of order forms are:

such forms are pre-numbered and therefore reference is easy; printed headings ensure that no information will be omitted.

Printed on the back of some forms are general conditions under which orders are placed. Reference to these conditions must be made on the front, otherwise the supplier is not legally bound by them.

Smaller companies may not have printed forms but instead place orders in the form of a letter. When sending an order by letter, accuracy and clarity must be ensured by including:

an accurate and full description of the goods required catalogue numbers quantities prices delivery requirements (place, date, mode of transport, whether the older will be carriage paid or carriage forward, etc.) terms of payment agreed in preliminary negotiations.

Even if the order is telephoned, it must be confirmed in writing, and an order form should always be accompanied by either a compliments slip or a covering letter. A covering letter is preferable as it allows you the oppor­tunity to make any necessary points and confirm the terms that have been agreed.

In the covering letter you may not want to make all the points listed but it is better if you mention the method of delivery and payment, insurance and packing, special documents (such as Certificate of Origin, Invoice).

After the order has been received, and its receipt acknowledged it is first checked to see whether it is correct and whether it agrees with the original quotation. If the order is for future delivery it is entered into order books of the firm; orders which can be executed from stock are passed I the warehouse.