Variant 1,3,5,7.9.
Enquiries
Most letters of enquiry are short and simple, so much so that many firms have adopted the practice of sending printed enquiry forms," thereby eliminating the need for a letter. As a prospective buyer, the writer of an enquiry states briefly and clearly what he is interested in, and this is all the receiver of the letter needs to know.
It is rather different when the object of your enquiry is to obtain a special price for regular orders, or selling rights in your area. In cases like these you are asking for concessions, and you have to 'sell' your proposal to the supplier. This requires much more skill than does the writing of a routine enquiry, and we will be returning to letters of this type shortly.
1. A first enquiry — a letter sent to a supplier with whom you have not previously done business — should include:
A brief mention of how you obtained your potential supplier's name. Your source may be an embassy, consulate, or chamber of commerce; you may have seen the goods in question at an exhibition or trade fair; you may be writing as the result of a recommendation from a business associate, or on the basis of an advertisement in the daily, weekly or trade press.
Some indication of the demand in your area for the goods which the supplier deals in.
Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, a price list, discounts, methods of payment, delivery times, and, where appropriate, samples.
A closing sentence to round off the enquiry.
2. Another very common type of enquiry is one in which a customer asks a supplier for a special product line which the supplier may not already be producing. When writing letters of this type it is essential to explain exactly what is wanted, and in what quantities. A supplier will also need to know whether there are long-term prospects for his article on your market, since otherwise it might not be worth his while manufacturing it.
Questions:
What is the main objective of an enquiry?
How many types of enquiries can you name?
What should you write if it is your first letter to a supplier?
What should be remembered while writing an enquiry in demand for a special product?
What do you usually begin your letter of enquiry with?
Why might it be useful to point out that you know the firm's associates?
Do you think other references could be helpful?
Why is it advisable to point out any particular items you are interested in?
Why must you be specific and exact when asking for goods?
Why do the Buyers want to see the goods before placing an order?
Who is a prospective customer?
Can a prospective customer make additional demands as regards prices and conditions stated in advertisements?
Explain the meaning of the words: a line, a wholesaler, a retailer.
What does a buyer do if he wants to see how his goods will sell before placing a firm order?
Why does the supplier have to know the customer well?
How will you close a letter of enquiry?
Read the text and answer the questions
Variant 2, 4,6,8,10.
Offers.
Sometimes a supplier is interested in selling the goods to the customers he has been dealing with on a regular basis. In this case without waiting for an enquiry from his customer he sends him an offer describing the goods offered, the price, terms of payment, delivery time. In this offer there must be something that will certainly appeal to the customer, such as: discounts, unexpectedly low prices, favourable terms of payment.
Offers can be firm (binding) or without obligation (subject unsold). Afirm offer is made by the seller to only one prospective buyer and indicates the time it remains open for acceptance. If the buyer accepts theofferthe goods are considered to have been sold at the price and on the termsstated in the offer.
If an offer without obligation (subject unsold) the seller can make such an offer to several prospective buyers. If the buyer accepts such an offer, the goods are considered to have been sold to him only when the seller upon receipt of the buyer's acceptance, confirms having sold the goods to buyer at the price and on the terms stated in the offer.
Tender
A tenderis usually made in response to a published advertisement. It is an offer for the supply of specified goods or performance of specified work at prices and under conditions set out in the tender. A tender becomes legally binding only when it is accepted; up to that time it may be withdrawn. It is usual for tenders to be made on the advertiser’s own forms which include a specification where necessary and set out terms in full details.
Questions:
- What costs and charges can be included in the quoted price?
- How do you read "gross prices" and 'net prices'?
- When should a prospective Seller inform the Buyer that their prices are subject to change?
- Why is it advisable to quote prices in the customer's currency?
- Give the definitions of a) ex-work prices; b) fob prices; c) c&f prices; d) cif prices; e) DDP price
- What discounts do you know?
- What methods of payment are practised in foreign trade?
- Why is it not advisable when specifying a delivery date to make a promise you cannot keep?
- In what way can the delivery terms be quoted?
- Is there a difference between a quotation and an offer?
- Can a firm offer be made to several potential clients?
- When are the goods considered to have been sold if it is an offer "subject unsold"?
- What is the difference between "a tender" and "an offer"?
