Топик : Business English, учебник F.W. King, Units 3-6, для специальности Мировая экономика 

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Business English, учебник F.W. King, Units 3-6, для специальности Мировая экономика

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[6] An enquiry from an import/export agent on behalf of a Client

A. B. White & CO. Ltd. 567 Queen Street

Import and Export London, EC4 8YH

Directors: A.B. White, 7.0. Pearson Telephone: 4946130

JR/ph 31 January 197S

The Exaelso Company Ltd. High Uyoombe, Bucks. B34 1WE

We have just received an enquiry from a multi-national organisation owning several luxury hotels in East Africa. They care opening а пеы hotel next springs and have asked us to submit quotations for furniture and fittings in aooopdanoe with the attached list.

The articles in question must be hard-nearing'and up-to-date in design, and delivery by February of next year is essential. Vill you please let us lovm, therefore, whether you will be able to complete, an order for the. quantities required-within the time at your disposal.

He will also be glad to have an estimate for the number of containers required and the approximate cost of packing.

Please let us have your quotation as soon as possible.

Yours faithfully


[5] Enquiry from an export merchant who has not been able to obtain satisfactory deliveries from his regular suppliers

A.ZIMMERLIA.G. Import-Export Mschants ZURICH

Messrs. W.H. Strong ana Co.

73 Crimea Road

London SE25 3NF

Zhgland 23 april 1978

Dear Sirs

We have been given your nane by our aRanclntgis' J.J. Hieller of Basle, «ho iJifoan us that they have been doing business with you for sane fifteen years. Me asked than if they knew of a manufacturer «ho might be able to supply at very short notice the articles specified on the enclosed list, and they advised us to contact you.

He can explain confidence that our nonnal supplier has rather let us down1 on delivery dates this year, and we are in clanger of getting Into arrean^with seine of our overseas contracts.

If. you can supply the goods we require, please accept: this as our older. Payment will be made in accordance with your usual tezms of business.

We hope you will be able to help us In this instance, and can add that if your products and tanoe are as oompetiti've ae we have been led to believe, we will be interested in a long-term contract with you.

We would appreciate a reply by telex.

[4] Enquiry from an import agent in India to a British export manufacturer


General Import Merchants


Weatherproof Ltd. Newtown Liverpool L30 7KE

We have now been importing your "Litewate" raincoats for a number of years, and our trade connections throughout India have bean more than satisfied with the garments.

However, two от three Indian manufacturers have recently launched ultra-lightweight models, and these are catching en' very fast. In view of the increased competition this involves, we wander whether you have considered marketing a coat of rather lighter material than the "Literate", but equally waterproof. A garment of this type would have a large sale in this country if you could offer it at a competitive price, that. is to say not more than £3.50 for a man's model, and slightly less for a woman's. You will be interested to learn that raincoats being produced here suffer from one major drawback, namely excessive condensation on the inside surface.

We would be grateful for your preliminary comnents as soon as possible. Yours faithfully

[3] Letter to an agent


Photographic Dealer DURBAN

J. White « Co. Ltd.

254 Smuts Avenue

Cape Town 5 May 1979

Dear Sirs

I see fxcm the Camera Review that you are the South African agents for Messrs. Derby and Sens of London.

Would you please send me price lists and catalogues for all DERVIEW products you stock, as well as details of discounts and terms of payment. Are you prepared to grant special terms for annual orders totalling В 35,000 in value?

I would appreciate a visit from your representative when he is next in the Durban area: perhaps he could bring sane samples of DERVIEW colour transparencies, which are attracting a good deal of Interest here.

I look forward to your reply. Yours faithfully

[2] From an Australian engineering concern to a British supplier




HS/ja 25 Jun» 1978

The Aluminium Alloy Co. Ltd. 79 Prince Albert St. Birmingham B21 8DJ Great Britain

We have seen your advertisement in The Metal Worker, and would be grateful if you would kindly send. us details of your aluminium fittings.

Please quote us for the supply of the items listed on the enclosed enquiry fon», giving your prices, c.i.f. Melbourne. Will you please also indicate delivery tines, your terms of payment, and details of discounts for regular purchases and large orders.

Our annual requirements for metal fittings are considerable, and we may be able to place substantial orders with you if your prices are competitive and your deliveries prompt.

We look forward to receiving your quotation.

Yours faithfully


[1] From a French importer of fashion goods to a British exporter


Imfwrlfrs of Fasliimi Goods Avenue Ravigny 14 PARfS Paris XV

JdP/AG 12 October 1978

The Western Shoe Co. Ltd. Yeovil. Somerset S19 3AF


Dear Sirs We have heard from the British Embassy in Paris that you are producing for export hand-made shoes and gloves in natural materials.

There is a steady demand in France for high-quality goods of this type. Sales are not high, but a good price can be obtained for fashionable, designs.

Will you please send us your catalogue and full details of your export prices and terms of payment, together with samples of leathers used in your articles and» if possible, specimens of some of the articles themselves.

We are looking forward to hearing from you.Yours faithfully FOURNIER ET CIE SA


[1] Reply to letter no. 2, page 23 Aluminium Alloy Co. Ltd. Birmingham 79 Prince Albert St. Birmingham B21 8DJ Great Britain The Jameson Construction Co. Pty. 2 July 1978 Harbour, Road Melbourne в Australia We thank you for your letter of 25 June, and are glad to inform you that all the items listed in your enquiry are in stock» We are enclosing a pro— forma invoice for the aluminium fittings you are interested in: if you wish to place a firm order, will you please arrange for settlement of the invoice by draft through your bank, and advise us at the same time. We can guarantee delivery in Melbourne within 3 weeks of receiving your instructions. If you require the items urgently, we will arrange for them to be sent by air, but this will, of course, entail higher freight charges. We are enclosing details of our terms of payment, and would be happy to discuss discounts with you if you would kindly let us know how large yow orders are likely to be. We are also enclosing a copy of the report, which appeared in the Haroh issue of The Metal Worker, on our ALUUOZ fittings. We are looking forward to hearing from you, and assure you that your orders will receive our immediate attention.

Yours faithfully

[2] Reply to letter no. 3, page 24


Photographic Supplies CAPE TOWN

7 May 1978

James Scott

Photographic Dealer


Dear mr Scott

Many thanks far your letter of 5 May. We are interested to hear that you saw our advertisement tn the Camera Review, and appreciate your interest In the DEEWIEK products we stock.

Wfe are enclosing our Terms of Business, where you will find details of our quarterly discounts, and our price list for the complete range of EERVtEW products. йе you will see, we can grant special leans for orders of the value you mention.

I will be in Durban lyself on 17 May, and will be happy to call on you at any time in the afternoon. Perhaps you would like to let he kno» whether this is convenient. I will, of course, bring the complete range of LtWIEW colour transparencies, which are described the catalogue we have sent you today.

I am locking forward to meeting you. Yours faithfully

[3] Suggested reply to letter no. 6, page 27 which was an enquiry made through a buying agent

The Excelso Company Ltd.

Specialists in Modern Design Directors: J. Corner, B. Edge

High Wycombe, Bucks.

Telephone: 04946130

Our RefiH/flSO Your Ref-.JR/ph 3 February 1978

Attention Miss Jennifer Ring, Overseas Dept.

A.B. White & Co. Ltd.

567 Queen Street

London EC4 8YH

Dear Sirs

We thank you for your enquiry of 31 January, and can confirm our telephone conversation of yesterday, in which we informed you that we can deliver part of the goods required from Stock, in accordance with the enclosed detailed offer. Por the balance we would require approximately three weeks from the date of receiving your confirmation that this arrangement is acceptable.

Prices as quoted are f.o.b. London.

Packing in wooden cases.

Delivery as specified above.

Payment against documents, by banker's draft.

We hope your client will find our terms and delivery dates satisfactory, and we can assure you that yon may count on our full co-operation and attention in this matter.

Yours faithfully

[4] Dear Sirs

We are very glad to have your letter of 1 December and to hear that you have been receiving enquiries about our Weatherproof coats. The Utewate range you mention has been a great success wherever it has been introduced, and we are already exporting it to several tropical countries, in both Asia and Africa. Unlike many waterproof coats, the Utewate does not cause excessive condensa­tion on the inside surface, and so would be suitable for your climate. We can quote you the following prices: f p

250 Litewate coats, women's, medium 375 00 250 „ „ „ small 375 00 250 „ „ men's, medium 493 75 250 „ „ „ small 431 25

F.O.B. Liverpool 1,675 00 Freight Liverpool-Calcutta 50 20 Insurance 18 30

1,743 50

We will be able to ship the raincoats within 2-3 weeks of receiving your order.

We are grateful to you for your suggestion concerning an ultra-lightweight coat for the Indian market, and are pleased to inform you that we have been looking into the question of a suitable material for some time now. Our Research Department assure us that they will have a model ready in the very near future, and we will come back to the matter as soon as we have some definite news for you.

We are enclosing full details of our terms of business, and have sent you by separate post a set of descriptive brochures of our products, and a supply of sales literature.

We look forward to hearing from you again.

Yours faithfully

[5] From a manufacturer to a large retailer


Manufacturers of Plasticware Melox House


RBG/hk 12 January 1978

Messrs. L. Thoms & Son

150 Beachview Avenue

Bournemouth H77 60P

Dear Sirs

We are very pleased to have your enquiry, and are enclosing the price-list you requested, together with our terms of sale.

As you have evidently realized, plastic kitchenware Is here to stay -it has already ousted heavy and expendable metal, glass and china from the modern kitchen. Dealere who have displayed our brightly coloured range have reported good sales even in the present season, when hardware sales are usually at their lowest.

After studying our prices and our liberal teme to the trade, you will understand why we are working to capacity to meet the demand. We would advise you, therefore, to let us have your order by the end of the month, as this will enable you to have stocks of our attractive lines by Easter.

We look forward to the opportunity of being of service to you.

Yours faithfully


[6] Dear Sirs

In your letter of 1 May you ask us to send you samples ot ow rubberised floor coverings tor use on rough surfaces. We appreciate your interest, and have today despatched a range of qualities which we have selected specially to meet your needs.

All of these materials are robust and hard-wearing, and we particularly recommend no. 7—COMPOwhich is a synthetic substance developed by our research department to withstand the wear and tear of rough and uneven floors.

Please give the samples any test you wish: we are confident that they will stand up to the roughest handling.

Our price-list is enclosed with this letter, together with our trade terms, as we think you will need these when you have completed your tests. It will be a pleasure to quote you terms lor contact supplies, and our technical representatives are at your service at all times.

Yours faithfully

A request for a special discount may call for some thought, and a counter-proposal may be made in reply, as in letter no. 7.

[7] Dear Sirs.

Many thanks for your letter of 15 July, in which you ask us for an extra discount of 24% over and above the usual trade discounts in connection with your order for 30,000 envelopes no. 2M.

While we appreciate your order, we feel we must point out that our prices have already been cut to.the minimum possible, and that envelopes are unobtainable elsewhere at these rates.

However, we woutel be willing to allow you a special 2-4% discount if you could see your way to increasing your order to 50,000.

We await your reply. Yours faithfully

[8] Offer of Brazilian coffee Dear Sirs

You will be interested to hear that we have been able to obtain a further supply of Brazilian coffee of the same quality as that we supplied you with last year. The total consignment is only 10,000 kg., and we are pleased to offer it to you at 60p per kg. With the increases in freight charges which become effective next month, the next consign­ment will be rather dearer, so we recommend you to take advantage of this offer, which is firm for five days only, and to telex your order without delay.

Yours faithfully

[9] French wine exporter's offer to British importer Dear Sirs

Messrs. Hankinson and Co. of Towgate St., with whom we have been doing business for a number of years, have informed us that you will probably be replenishing your stocks of French white wines in the near future.

You will already know that we had an exceptionally good season in 1973, and that the fine quality of our white vintages of that year is renowned both in your country and in ours.

We are now shipping these wines, and would be very glad to welcome you as customers. Our full export price-list is enclosed, but we would like to draw your attention particularly to our

White Bordeaux @ £60.00 per gross bottles, and

Sauteme @ £70.00 ,, ,,

These wines have always sold very wett in Britain, and the prices quoted above for bulk purchase will enable you to sell at highly competitive prices, while obtaining a good margin of profit.

We will be pleased to supply you with a first order against settlement within 30 days of date of invoice, and with 21% discount. Immediate shipment from Bordeaux Is guaran­teed.

We advise you to place your order promptly, since we expect considerable response from other foreign customers to this special offer.

Yours faithfully

[10] Fruit broker's offer to wholesaler Dear Sirs

Confirming our telephone conversation of this morning, we are pleased to be able to offer you the following South African fruit, which arrived yesterday with the S.S. Durham Castle:

300 boxes 'Early Rivers' plums £0.55 per box

100 boxes 'Golden Glory' peaches £1.10 per box

200 boxes 'Prime Yellow' apricots £0.50 per box.

These brands are well known to you, and the consignment in question is well up to the high quality of previous years. The fruit is excellently packed and would reach you in perfect condition.

We would be glad to send the goods by rail on receipt of your order, which should be sent by telephone or telex. The price includes carriage, and is firm for 24 hours only. Yours faithfully

[11] Battery manufacturer’s offer to overseas dealer



Amperlite Ltd.

146 O'Leary St.

Dublin 2

Ireland 27 December 1978

Dear Sirs


Improved methods of production enable us to offer you our range of Drilite batteries at a reduced price for large quantities.

Details of the new prices for your market are enclosed, and you will see that the average price reduction is 5%. As our prices are quoted c.i.f. Dublin, you will agree that they are considerably lower than those of manufacturers of similar batteries, both here in Japan and elsewhere.

The quality of our products remains the same - only the finest chemicals are used. The new prices are for minimum orders of £1,000 and are effective as from 1 January. Immediate despatch is guaranteed, and we hold ample s tocks.

We appreciate your past custom, and look forward to supplying you in the new year at the new prices.

Yours faithfully

[12] Circular from a large store informing customers of sale of stocks

at reduced prices Dear Sir or Madam

On 1 June this year we are moving to larger and more modem premises at nos. 50-55 Oxford Street. Our business has grown so considerably in recent years that we can no longer provide our customers with the service we are used to giving them in our present building.

In view of this move we are selling off our entire stock at greatly reduced prices to save us the trouble and expense of packing and removal.

Come and visit us any day next week. The sale will last for 7 days onlyless it stocks are cleared sooner. This is an exceptional opportunity for you to obtain real bargains: reductions range from 15% to 30%, while certain surplus lines will be going at up to 50% off list prices.

Don't miss this chance! Our doors open at 9 a.m. on Monday 20 May.

[13] Offer of special trade discount Dear Sirs

In last summer's exceptionally fine weather we were so overloaded with late orders from most of our regular customers that we were unable to keep pace with the demand.

While we understand our customers' tear of overstocking, we are sure they will appreci­ate our position when we are suddenly flooded with urgent last-minute orders.

To encourage all customers to lay in a good opening stock this year, we are prepared to offer a special trade discount of 4% on all orders over £500 net value received before the end of the month.

Help us by helping yourselves!

Yours faithfully

[14] Wholesaler's special offer of woollen blankets Dear Sirs

A few weeks ago we were fortunate enough to have the offer of the entire stock of the Hartley Blanket Company, which has now ceased to manufacture woollen products. We took advantage of this exceptional opportunity, and are now in a position to offer these famous all-wool blankets well below the market price.

This is a 'once-in-a-lifetime' opportunity, and we expect to dear our stock in a few days.

We must ask you, therefore, to give the enclosed special price list your immediate attention and to let us have your order at once.

Orders will be executed in strict rotation and can only be accepted as long as stocks last. Yours faithfully

[15] Specimen of a follow-up letter to a distributor to whom a catalogue was sent in response to his enquiry.

Dear Mr Morton

You wish to modernise your store-rooms with the most up-to-date shelving system yet devised: that is clear because you asked for our catalogue, which was sent to you earlier this month.

The next step lies, of course, with you. You could have a demonstration of the fitting of the lockshelf system in your own store-room, or see the combined units here in our showrooms.

You could test for yourself the wonderful adaptability of our system to all storage problems, by sending us a trial order for one 5 metre section, which comprises three units. Or if you have any special problems, you are welcome to our advice without any obligation.

You may be sure that whichever of our services you decide to use, you will receive our immediate attention. Yours sincerely


[1] Importer's order for bell-wire

Many thanks for your prompt reply of 20 April to our enquiry for bell-wire. We enclose our official order for 15,000 metres, which we understand you can supply from stock.

As we pointed out In our first enquiry, the quality must be up to the sample we sent you, and the weight and colour of the cotton insulation identical to that of the sample. Our order is placed on these conditions.

[2] Exporter's order for cloth, subject to price reduction. Thank you for your quotation of 75p per metre for cloth no. 110.

Before we place an order with you, we would like to know whether you can quote us a slightly better price for the material. We are thinking in terms of an order for some 2,000 metres, and as the cloth is for export to a highly competitive market, a keen price is essential.

A prompt reply would be greatly appreciated.

[3] Exporter's request for lower price

We have received your quotation of 1 February and the samples of men's suitings we asked tor, and thank you for these.

While we appreciate the good quality of your products, we find the prices of these materials rather high for the market we supply. We have to point out .that very good materials of this type are being exported by European manufacturers at prices from 10% to 15% below yours, so the prices you quote would make it impossible for us to compete on the market in question.

We would like to place our order with you, but must ask you to consider making us a more favourable offer. As our order would be worth around £8,000, you may find a concession worthwhile.

[4] Rejection of offer of coffee (Reply to letter no. 8, page 39)

We thank you for your letter of 21 November, in which you offer us Brazilian coffee at 60p per kg.

We are sorry to tell you that we cannot take you up on this, as the price you are asking is above the market level here for the quality in question. The coffee we bought from the same source last year was not of the quality we had expected for the price quoted.

[5] Dealer asks for guaranteed delivery date (Reply to letter no. 5, page 3-7).


Hardware Merchants

150 Beachview Avenue Bournemouth H77 6DP

30 January 1978

Modern Plastics Ltd.

Melox House

Portsmouth P92 *CC

Dear Sirs. Thank you for your letter of 12 January and for the details of your plastic ware.

We have now seen samples of your product» and are prepared to give them a trial» provided you can guarantee delivery on or before I March. The enclosed order is placed strictly on this condition, and we reserve the right to cancel and to refuse delivery after this dace.

[6] Manufacturer acknowledges order and guarantees delivery

Thank you very much for your order of 2 March for:

5 doz. tea services no. 53.

3 „ dinner services no. 65.

4 gross cups and saucers, export seconds, white.

All these items are in stock, and we can guarantee delivery to your Liverpool warehouse

well before 15 March. As requested, we will advise you ot date of despatch.

We are at your service at all times.

[7] Manufacturer acknowledges order and confirms priority

We were very glad to receive your order for:

2 horizontal drilling machines,

to be supplied to your own specification.

As we mentioned in our previous letter, delivery for machines made to supplied specifica­tions is not normally possible in less than 3 months, but we should like to help you and are giving your order priority. You may be sure that your machines will be ready for shipment by 1 April.

We will advise you when your order is ready for collection and shall be pleased to assist you to the best of our ability at all times.

[8] Further acknowledgements of orders

We thank you for your interest in our special offer of tinned beef, and are pleased to advise you that your order has been despatched today by Road Transport Services, Ltd.

[9] Thank you very much for your order for:

2 printing machinescatalogue no. 79/B.

These will be despatched immediately upon receipt of your remittance for £375, as per

enclosed pro-forma invoice.

[10] The sellers promise punctual despatch Many thanks for your order of 3 March for: 2,000 litres assorted distempers. It is already being attended to and there will be no difficulty in getting the goods to you by

your stipulated date.

[11] Price concession agreed (Reply to letter no. 2, page 52)

Many thanks for your letter of 18 May, in which you ask us for a keener price for our pattern 110.

Much as we would like to help you in the market you mention in your letter, we do not think there is room for a reduction in our quotation as we have already cut our price in anticipation of a substantial order. At 75p per metre this cloth competes well with any other product of its quality on the home or foreign markets.

We are willing, however, to offer you a discount of 5% on future orders of value £5,000 or over, and this may help you to develop your market. Meanwhile we will execute your present order with this concession, and we await your acceptance of this offer.

[12] Price reduction refused (Reply to letter no. 3, page 52)

Many thanks for your letter of 5 February.

We have now given careful consideration to your comments on our offer of men's suitings.

We are keen, of course, to meet your wishes and to supply you with material which will enable you to compete in Eastern markets, but regret that any reduction in the prices quoted is not possible at present. The qualities offered are the finest available at these prices, and considerably better than those of foreign makers who supply the markets you mention.

We think you would do better to order wool mixtures nos. 31-50 in our pattern-book, and we are arranging for our representative to call to discuss these with you, as they are ideal for your market and the prices are right. We will do our very best for you.

[13] Manufacturer informs customer that goods are ready for despatch

We have pleasure in informing you that your order no. 844772 has been completed and is awaiting collection. The consignment consists of 5 crates, each weighing 255 kg. Transport, insurance and freight are being arranged by our forwarding agents, Heinz Lederer AG of Hamburg. We can vouch for their expertise and efficiency.

As soon as we receive details of forwarding charges from our agents, we will send you our invoice and the shipping documents. The amount of the invoice will be charged to your account, and in future we will draw on you quarterly, as previously agreed.

We assure you that your orders will be given prompt attention, and look forward to hearing from you again.

[14] Apology for delay by strike

The recent strike of transport workers here has caused delays in the despatch of a number of our export orders, and we regret that yours, too, is temporarily held up.

Your order was despatched from here 2 days ahead of the guaranteed time, and we are told that the goods are now In London awaiting shipment. We are making private arrangements for their transport to the docks and should be able to get them on the next ship, which sails on 3 March.

We apologise for this unfortunate delay and are doing our utmost to get your order away.

[15] Delay caused by Government regulations

We are very sorry indeed to have to advise you of a delay in executing your order no.... of...

As you may know, the Government has recently put an embargo on the free export of certain metals to the Far East and we have to obtain a special licence to proceed with your order. We think the delay will not be more than 2-3 weeks, and we shall give your order priority as soon as we receive authority to go ahead. Meanwhile, please accept our apologies for the inconvenience caused.

[16] Manufacturer is forced to refuse an order for technical reasons

We thank you very much for the order contained in your letter of 20 December.

After carefully considering it, however, we have come to the conclusion that it would be better for you to approach another manufacturer in this instance. To machine to the limits required in your specification would require the setting up of special equipment at our works, and this would not only be impossible before September, but would seriously interrupt our normal production.

We are really sorry not to be more helpful, but hope that you will understand our position. Do let us have other enquiries at any time, as we shall be only too pleased to meet you if it is within our power.

[17] Seller refuses to supply on buyer's terms

We are very grateful to you for your indent no. 32 for 10,000 boxes of paper fasteners. To our regret, we are unable to accept your order at the price requested: £25 per 1,000. You will find on referring to our previous correspondence (21 June last) that we gave you our lowest price for this quantity as £27 per 1,000. Since then, prices have tended to rise rather than fall, and our profit margin does not warrant any concession by way of quantity reduction or discount.

We should, of course, be glad to fulfil your order if you will confirm at £27 per 1,000, settlement at 30 days.

[18]An exporter offers a new model instead of an earlier one he is unable to supply

It was a pleasure to receive your order for 300 Model С 'Reflex" cameras and to hear of your success in disposing of the last consignment. As we advised you at the time of your last purchase, this type of camera, with its large viewfinder, has become a best-selling model, and you cannot go wrong in stocking it. While sales throughout the world have been good, there has been a persistent demand for a lens of larger aperture than the f6.3, which was fitted as standard on the Model С last year. On careful examination of this demand we came to the conclusion that the average camera-user of today wants an instrument with which he can do serious picture-making. We have therefore produced a new version of our famous camerathe Model D, which is fitted with an f4.5 lens.

Model 'D' has replaced 'C', and at a price of DM 80 net to the trade, represents the finest value on the market for cameras of this type. We think you will agree that the difference in price, DM 10, between this and the old model is very small for the amazing difference In performance which is now possible. It has received an enthusiastic welcome here already.

Our new publicity campaign is due to begin in a few weeks and the 'D' Reflex will be advertised extensively in national newspapers in your country as well as in technical magazines. Your stock will reach you in good time for the commencement of our campaign, so we should be glad if you would confirm the order for 300 of Model 'D' in place of the discontinued Model 'C'.

We shall be happy to grant you an extra 5% discount for 300, and can promise you

immediate despatch. Once again we say you cannot go wrong with a Reflex.

We are always at your service.

[19] Counter-offer of silk at a higher price

Very many thanks for your letter of yesterday, enclosing your order tor 1,000 metres of 'Willow' pattern silk cloth.

In turning to us for a supply of this famous line, you evidently realise that if such an article is to be had at all, we are the people to supply it. We appreciate your interest, and would have liked to be able to supply your order from stock as we did years ago. However, times and tastes change. The 'Willow' pattern is now out of fashion, and in common with other manufacturers we have so little demand for it that we have ceased to produce it.

We think, however, that your customers would like our new material 'Rayon Porcellan', a sample of which we have pleasure in sending you with this letter. This material has all the good qualities of the old 'Willow' pattern and is very much smarter In appearance, without being as vivid in colour as many modern silks and rayons.

The price is 83p per metre or £41 per 50-metre piece, f.o.b. Liverpool. Prices for all silk fabrics have increased considerably in the past year and it Is no longer possible to supply a really good material at the figure you name. As you know, we supply only first-class and guaranteed fabrics.

A full selection of our silk patterns is also being sent you by parcel post. All Oi these are selling well in your country and we can safely recommend them to you.

We can ship your order within a week of hearing from you.


[1] Exporter informs prospective customer of packing and marking procedures


6 June 1977

Aschelm у Negrin SA

Diputacion 235



Dear Sirs

We thank you for your letter of 20 May, and can confirm that we are still

offering our range of luxury foods at the prices quoted in our initial offer to


We understand your concern with packing, and can assure you that we take

every possible precaution to ensure that our products reach our customers all

over the world in prine condition.

For your Information, "Ariel" caviar is packed as follows:

Each jar is wrapped in tissue paper before being placed in its individual

decorative cardboard box. The boxes are then packed in strong cardboard

cartons, twelve to a carton, separated from each other by corrugated paper


The cartons are then packed in strong wooden crates. Since the crates are

specially made to hold twenty-four cartons, there is no danger of movement

inside them. In addition, the crates are lined with waterproof, airtight

material. The lids are secured by nailing, and the crates are strapped with

metal bands.

In the case of consignments being sent to you, transhipment at Buenos Aires

will be necessary, so each easy will be marked with details required by the

Argentinian authorities, as well as with your own mark, details of weights,

etc., and symbols representing the following warnings and directions:


We hope this has answered your questions, and look forward to receiving

orders from you.Yours faithfully


Ex 2: U r J.duPont…write to the Western Shoe…telling them where u have obtained their name

We have seen your advertisment in Commercial News last week & we believe u produce the models we need.

Today there is a good market in France for your products that will stay the same for at least 3 years.

Would u plz send us your catalogue, price lists & if possible some samples of your models to assure us that they are really competitive.

We would appreciate a prompt answer.

Ex 3: enquery for a firm, to the Drake Cycle Company,Wellington,NZ. Sports mod.

We saw your new sports models demonstrated at the Birmingham Trade Fair last month & would like to deal with u.

Products like yours are in steady demand here in England & especially high sales are expected for models of 50, both men’s & women’s.

We would be glad to learn details of all models, receive catalogue & price lists from u & to discuss the terms & times of delivery. Are u ready to grant discounts for large & steady purchases? We are also interested in your future supply position for next 5 years.

We hope to hear from u shortly.

Ex 4: enquery on behalf of u firm to the Yorkshire Woolen Company…

We heard from your agent in London that u produce fine cloth for men’s & women’s suits.

There is a steady demand here in London for fashionable men’s suits & competitive prices provide great sales.

Will u plz send us your price list, catalogue & some patterns of cloth u produce. We’ll discuss the terms of business with your agent.

Since the season will soon be under way, we must ask u to reply by in a forthight from today’s date.

Ex 5: RITESWIFT typeweriters…

I see from “Monday News” that u are the Paris agent for Riteswift Co Ltd of France.

Will u plz send us your price list & catalogue & also tell us your delivery dates, terms of business & terms of discount.

We would also be glad if u agree to meet our representative in France & show him a sample of your typewriter next month.

We hope to hear from u shortly.

Ex 6: your firm is Swiss manufac. Com. & is in urgent need of certain fittings…

We have heard about u from British chamber of Commerce in Switzerland & would be pleased a lot if u agreed to deal with us.

There is a brisk demand here for certain products that require certain metal fittings. Our normal suppliers are not able to deliver them urgently so we hope we can obtain them from u as your delivery times are considered to be prompt.

Will u plz send us your price lists & also your terms of business.

We hope to hear from u as shortly as possible as the season will soon be under way.

Ex 7: u have seen an AD in the trade press for small electric motors…

We have seen your AD in Commersant for your products & would be thankful to deal with u.

There is a good market in Paris for our machinery that will continue in at least next 10 years. But we need mini-motors like yours to improve our products.

Would u plz send us your price lists, catalogues, detailed schemes of your products, inform us about your terms of business, delivery dates & details of discount for placing large & regular orders. We are also ready to distribute your products in France. If u can provide us with big amount of motors.


Ex 8: luxury good before X-mas…

As X-mas will be in 8 weeks, it's going to be a brisk demand here in London for luxury goods.

Our associates in France informed us that they stock a big number of the items we need so we ask u to buy as much products as possible in 2 weeks & send us FOB London all items listed in the enclosure.

We hope u realize that prompt delivery is of the utmost importance in this case.


Ex 2: watchmakers from a British retailer…

Many thx for your enquiry of 8 November about our products.

We appreciate your order, & are enclosing our price-list & even some best speciments of our watches as well as our terms of business.

We are sure that they will meet demand in Britain as we had business with a British company last year & our stocks were cleared within 3 months only.

Ex 3: foreign letter of enquiry…sewing machines…

We are pleased to have your enquiry of 4 December about the line we manufacture.

We are ready to deal with u as we respect the DRAGON Ltd which u represent & are enclosing requested price-list & terms of payment.

We'd like u also to place your order promptly since we are flooded by orders from oversea companies.

Ex 4: Reply to enquiry from an export merchant …satisfactory deliveries from his supplier

We thx u for your letter of 23 April & have sent u today, by separate post, our price-list & terms of business.

We are able to dispatch the articles requested in a few days by air to Heathrow as soon as u confirm your order according to our terms of business.

We appreciate your trust & will give u an exceptional opportunity of considerable discounts for large orders in case u negotiate a long-term contract.

We'd appreciate your prompt reply.

Ex 5: letter to u firm, who r producers of tinned food products

I've been informed by our associates in South Africa that there will be probably great demand there in connection with disaster in Britain-your main exporter for tinned food products.

Therefore, we have pleasure in offering u the goods listed in enclosure. Our prices are quoted f.o.b. Capetown & we are able to dispatch all requested articles within 4 weeks from receiving your order.

As this a special offer there is no subject to our usual discount. Nevertheless, we'd like to grant a special 1% discount for large orders up to f 5000.

The term firm for 2 weeks as our products are in good demand everywhere they are presented.

If u think our offer meets your requirements, plz let us have your order at an early date.

Ex 6: Textile importer. Circular letter…

We appreciate your regular dealing with us & have pleasure in offering u an exceptable opportunity of obtaining our goods at prices below its value.

We are able to do this because we need much free room for our new products with which u'll be introduced in 2 months & its too expensive to rent stocks in London or close area.

So u will be able to consume our textile products at extremely reduced prices. The discounts vary from 20% to 50%. But we are to warn u that u should place your orders immediately. The sale firms for 3 weeks from tomorrow.

Its a good chance to increase your capitals!

Ex 7: write answer to enquery from a manufac-r to a large ratailer

We thx u for your enquiry, & are pleased to inform u that our stocks are full of products u require.

Requested specifications of our new SE11 typewriter together with our current export price-list & details of trade discounts are enclosed.

If need more information out representative in your place will call on u next month between 22th & 29th.


Ex 2: write a letterbased on these notes: thx for order,goods despatched,invoice enclosed…

Many thx for your order no.13 of April 1 for: 500 luxury chairs.

We are pleased to advise u that the goods were despatched 3 days ago with "Carolina" that is due to come to Liverpool on April 26. Invoice is enclosed to this letter.

U should be sure that the goods were carefully selected to meet your request & safe arrival of the packed crates is guaranteed.

As u know, we supply only goods of excellent value & all our customers rely on it.

We hope u good sales & are at your service at any time.

Ex 3: letter to foreign manuf-r of some article u r familiar with. Enclose an order & state your requirements…

Many thx for your quotation for window glasses.

We admit that we were rather surprised to see the figures u requested. As we have told u we had been dealing with manufacturer of almost the same glass & its prices were considerably lower. Howewer, we'd like to place an order with u on terms of 2% discount for such large quantity we need 1000. In case u accept this our order is enclosed to this letter.

We hope there's no need to warn u that excepttionally glass of really high quality is requested & marks or plemishes on the surface may make us reject the good which is reflected in the order-blank.

Plz note that delivery is requested by 3 June.

Ex 4: the Government of your country has now removed an embargo ob the import of certain luxury…

We heard much of u & at last are ready to deal with u after our government has now removed an embargo on the import of mahogany furniture.

After careful study of your catalogue we have chosen no.313. The order is enclosed to this letter. If u can't despatch 100 sets by August 19 plz supply any 50 patterns nos. 300-315. Note that only guaranteed quality is acceptable & will be sorry to reject the offer after August 19.

If the sales are good here, u can await for more orders.

Ex 5: write an answer to letter 1 of this chapter

Many thx for your order of April 28 for: 15,000 metres of bell-wire, the insulation color-red,weight-25 g.

All your terms are accepted & we are pleased to advise u that the goods have been despatched today by "Parokhod" that is to arrive in Liverpool on May 13.

Ex 6: write an answer to letter 2 of this chapter

Thx u for your letter of May 18. We appreciate your intention to become our whole-buyer but we are regret to say that no price reduction is possible as we have already cut the prices to the smallest value for this quantity.

Howewer, we can grant 4% discount for consignment of 3000 metres & 5%

discount for 4000 metres & more.

We know u'd like 2000 at the moment but as our products sells good in your country we think another 1 or 2 thousands of metres won't be unnecessary. Otherwise u should accept the present price of 75p per metre.

Ex 7: write an answer to letter 5 of this chapter

Many thx for your letter of January 30. We have pleasure in assuring u of a prompt delivery within a month after your confirming of the order.

Ex 8: your firm has received an order for machine tools from an overseas buyer. Write a letter of acknowledgment…

Many thx for your order for our machinery tools, pattern no.317.

We appreciate your interest in this patter which is our best model & have pleasure in telling u that the goods will be delivered by March 17 as the latest.

It's a pleasure to deal with u.

Ex 9: u have received an order for a brand which u no longer export. Write an answer, explaining why u r unable…

Many thx for your order for pattern no.300 of April 7. We appreciate your interest in our goods but we regret to say that we no longer export this brand. This article is out of fashion now & haven't god any orders for it almost an year. That's why we ceased to produce it but we are pleased to inform u that our research department has developed a new pattern-300a that meets demand in your country. We are sending u its sample by Parcel Post. U can give it a trial & then plz advise us if u agree to place order for such a product. We are sure u will & look forward to h.f. you soon.

Ex 10: your company has received an order based on an out-of-date price list. Prices increased by 10-15%. Write a reply.

Very many thx for your order for the pattern no.3 of April 10.

U've made a really good choice but we are sorry to say that your order was based on an out-of-date price-list. Prices have been increased by 15% since the time we composed it. A less price wouldn't give us any profit but demand for our products is rather high & there's no room for price reduction.

Plz confirm your order according the new price-list which is enclosed.

Ex 11: acknowledge an order for cotton textiles & explain why a slight delay in execution is unavoidable.

Thx u for your order for our cotton textiles. We appreciate u interest in our products but we much to our regret, a slight delay in excellent of your order is unvoidable because of agent fire at our docks that disable the ship we had arranged to deliver your goods with. As u see its not our fault & we will do our best to rearrange about your order delivery as soon as within a week.

Meanwhile accept our apologics.

Ex12: Write a letter to a firm which has often supplied your company with tinned food products. Say why u have to refuse their latest offer.

many thx for your offer of December 12.

We had a great pleasure in trading with u & your products …well during a number of years.

But world changers & demand for tinned good products has fallen to so little that we can't sell it at usual price. Only lower prices could increase sales but as u turned us down to reduce the price we are really sorry to reject the other.

Howewer, we are ready to continue dealing with u if u re-consider your attitude to discounts.

Ex13: your firm has despatched goods ordered by a buying agent has sent substitutes for several items.

thx u for your order of November 11 for patterns nos 4-8 in cat.2

we are sorry to inform u that the items 516 are no longer manufactured. Howewer, pattern no.27 in cat.4 is almost the same as no.5 in cat.2 & we have sent u it together with the rest order. We are sure u won't be disappointed in it.

Ex14a: your have received an order for a piece of machinery, but your firm has recently sold last one…a) write a suitable letter to your customer

thx u for your order of April 17.

We appreciate your interest in our goods but we bery much regret to say thatwe have recently sold the last one in stock. At the moment such price of machinery is being produced but we wont be able to supply it for at lest 3 months.

Howewer, we have another machine in stock, which is the nearest to the one u requested & only f3 more expensive. We send u its sample & wait for you reply.

14b: write the customer’s answer, refusing your offer

thx u for your letter of april 23 in which u offer us a substitute.

We gave it a trial & now see that it is not exactly what we need & the higher price doesn't let us have a deal.

We'll have to buy it from some other manufacturer. As we need it urgently. But we are pleased to let u know that we'll surely need it again in another 4 months & we would like to have it from u it would kindly agree to keep 70 machines in stock.



Ex 1: You have seen samples of Finnish wine glasses at a trade fair, and would like to import a large quantity of them. However, you have heard that the manufacturer in question tends to pack his products rather carelessly, with the result that consignments often include large numbers of broken glasses.

We have seen samples of your wine glasses at London Tr.Fair last month & we appreciate the quality of your products & would like to have 1000 items no.99 in your catalogue which was kindly presented by your agent here, messrs.Crate & Sons.

If your prices & terms that are quoted in this catalogue keep the same regard this letter as an order, order-blank is enclosed.

We'd like to have your products delivered within 2 months as the maximum & proper packing is necessary.

The goods are to be packed into 50 wooden cases, 20 to a case. Plz ensure that no movement inside is able & each glass must be wrapped by a quite thick soft material.

The cases must be strapped with metal bands & marked by appropriate marks & symbols including.

FRAGILE! GLASS-WITH CARE HANDLE WITH CARE & also details of the country of origin, weight, our distinctive marks.That are shown in the blank enclosed.

Plz observe all these requirements or we’ll have to refuse the offer with no charges payed.

Ex 2: Write a letter for your firm to an English engineering firm, ordering a special machine. Give packing and marking instructions.

thx u for offer of april 1.we r very interested in this sort of machine & would like to order 5 machines w/out discussing your terms of business although they r not very comfortable for us.

Plz play a careful attention to packing & marking. Only containers for each machine r accepted & all our distinctive marks r to be presented. They r shown in the enclosed blank.

We’ll be waiting for your confirm for 2 weeks.

Ex 3: Send an order to a Swiss manufacturer of optical instruments, giving full packing instructions.

Many thx for your catalogue & terms of payment u sent to us on april 1. After examing the catalogue we decided to order 500 items no.5 & 500 items no.33 or if they r not in stock 300 items no.34-37.

Plz note that the matter in question requires extremely careful packing.

All goods should be packed separately & wrapped by cotton wool. No little scratch is accepted so plz avoid any touches. The goods then can be put in bags but then we’d like to receive them in metal boxes. Proper marking is expected.

We hope we’ll have u products in perfect condition.

Ex 4: Describe how your firm wants its order for textiles packed. The goods are for export to a tropical country.

many thx for your letter of june 12 where u ask us about how we want our order to be packed. We appreciate your wish to mmet all our requirements & now look forward to dealing with u again.

The textiles should be packed into big sacks made of desirably waterproof material. If u have no such sakcs, sppreciate lihing is OK. And as the textiles are for export to a tropical country we have to ask u to use lihing to prevent the goods from insects. The sacks must be wrapped by some light material. Note once again that no bundles is accepted.

Ex 5: Answer an enquiry for industrial chemicals, quoting prices of various containers, sizes, and method of packing.

Many thx for your letter of February 15 where u ask us to quote prices etc.

We r pleased to inform u that all our containers r famous for their quality & appropriate prices r quoted.

Your order no.323 will be packed in our best carboys that exclude any problems with transporting & contain 20 litres of chemicals. They will cost u only f6 each.

The order no.214 will be packed into carboys that can contain 15 litres of chemicals & they will cost u f3 each.

All carboys r marked with appropriate marks & symbols.

Ex 6: A cycle manufacturer has just despatched some bicycles and acces­sories to an overseas customer

Many thx for your order of … for our bicycles & accesoires.

We r pleased to say that your order was despatch yesterday by …. Which will arrive in NY on …

We looked forward to observing all u required but we have to bye our own methods of packing & marking. We packed your order not in crates & cases but in containers to ensure safe despatch. All accessories r wrapped with waterproof covering materials & marked with weight & name The bicycles r packed in strong cases that exclude moving in containers & lined with waterproof materials as well. The containers r marked with your own marks, weight warning & directions.

As dockers in NY & our port r most likely to be foreigners symbols r also available. The containers r not returnable & included in charge of price f9 each.

We hope u’ll get your order in perfect condition & wait for further orders.

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