ENQUIRY FROM A BUILDING COMPANY TO A FOREIGN MANUFACTURER

AO STROYPROGRESS	Russia, 117437 Moscow st. Ostrovityanova, 22
	Our ref. Your ref. 4 May 200__ Steel Accessories Ltd. 13 Crescent Grove London NW3 J24 United Kingdom   Dear Sirs,   We are a large building company in Russia, and we are looking for a manufacturer of PVC pipes in your country. Our associates in the construction industry have informed us that you may be able to supply us with this product.   Could you send us your current catalogue and price-list quoting your most competitive prices? We are also interested in your terms of payment and in discounts offered for regular purchases and large orders. Provided your products and terms are competitive and you can guarantee prompt deliveries, we will place regular orders with you.   We would appreciate an early reply.   Faithfully yours, S.Sokolov S.Sokolov Senior Export Manager

THE FOREIGN MANUFACTURER DECLINES TO QUOTE

STEEL ACCESSORIES LTD. 13 CRESCENT Grove, London NW3 J24
	Our ref. Your ref. 10 May 200__ AO Stroyprogress Russia, Moscow 117437 Ostrovityanova st., 22     Dear Mr. Sokolov,   Thank you for your enquiry of 4 May concerning PVC pipes. To our regret we are unable to quote in this instance as the items you require are outside our range of manufacture. (We make steel fittings and accessories only.)   Enclosed, however, you will find some general information regarding our company as well as detailed product specification of our range of manufacture. These will enable you to contact us, should a more suitable occasion arise.   Once again thank you for the interest you have expressed in our company and our product. We look forward to being of service to you in the future.   Yours sincerely, John Dudley John Dudley Commercial Manager

FOCUS 2. Comprehension questions

 

LEAD-IN 1

What information must a reply to an enquiry contain to encourage a potential customer to place an order?

 

LETTER 1.1

How did the enquirer get to know about the product?

What is requested from the supplier?

On what condition is the enquirer ready to place a substantial order?

 

LETTER 1.2

What is sent to the enquirer by separate post?

In what way does the supplier encourage the potential customer to place an order?

Why is it necessary to place an order promptly?

 

LETTER 2.1

On whose behalf does the agent act?

Why are the principals interested in purchasing electronic air-comfort systems?

Why has the agent applied to this particular manufacturer?

What information is requested from the manufacturer?

What price is to be quoted?

What do CIF prices include?

When do the principals require the goods?

What are the usual terms of payment of the principals?

Why does the agent ask to send the manufacturer’s representative?

 

LETTER 2.2

What is enclosed with the letter?

What is needed to place a firm order?

What time of delivery can the manufacturer guarantee?

Is the manufacturer ready to grant any discounts for large orders?

Can the manufacturer install the equipment within the time frame specified by the agent?

Why does the manufacturer propose to send their chief engineer?

LETTER 3.1

Why does the customer apply to the supplier?

What are the customer’s requirements?

 

LETTER 3.2

Can the supplier meet the customer’s requirements?

Why is the supplier unable to fully comply with the requirements?

What is suggested by the supplier?

How does the supplier encourage the customer to accept the proposal?

What reasons are given by the supplier to persuade the customer to take a decision as soon as possible?

 

LEAD-IN 4

What can be done if a firm is not able to accept an enquiry?

Why is the style of a letter of reply of great importance in such cases?

 

LETTER 4.1

What business is the company in?

What goods is the company interested in?

Why have they applied to this particular manufacturer?

What information is requested from the manufacturer?

On what conditions is the company ready to place regular orders?