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32
ENQUIRIES AND REPLIES TO ENQUIRIES 1
FOCUS 1. Read and discuss the leads-in and the letters.
LEAD-IN 1
Most letters of enquiry are short and simple, so much that many firms have adopted the practice of sending printed enquiry forms, thereby eliminating the need for a letter. An enquiry can be made by telephone, telex, fax, or postcard. 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.
1.1. SHORT ENQUIRY
WEATHERPROOF LTD.Newtown Liverpool L30 7KE |
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Our ref. Your ref. 14 May 200__ J.White & Co. Ltd. 254 Smuts Avenue Cape Town Dear Sirs, Could you please send us your current catalogue and price-list for your programmable calculators? Kindly let us have this information as soon as possible. Yours faithfully, James Brown James Brown Buyer |
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1.2. ENQUIRY FROM AN ESTABLISHED CUSTOMER
This letter could have been faxed, especially since the writer has a personal contact in the supplier’s company. (Note the informal greeting)
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AO TECHNOSERVICE Russia, 126523, Moscow, Leningradsky Prospect, 98 |
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Our ref. 75/G Your ref. March 25, 200__ Mr G.Bluncett, Commercial Manager Steel Accessories Ltd. 13 Crescent Grove London NW3, J24 United Kingdom Dear Graham, We have an urgent request for the following items in the quantities stated:
Please advise price and availability by return, bearing in mind that prompt delivery is the most important factor. Yours sincerely, A.Gomonov A.Gomonov |
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LEAD-IN 2
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If you need to give more information about yourself or ask the supplier for more information, you will need to write a letter. The contents of this letter will depend on two things: how well you know your supplier; and the type of goods you are enquiring about. A first enquiry – a letter sent to a supplier with whom you have not previously done business – should include:
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2.1. ENQUIRY FROM A RETAILER TO A FOREIGN MANUFACTURER
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AO ELECTRONICA-TRADE 119511 Moscow Lesnaya st., 8, Russia |
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Our ref. ET C341 Your ref. 17 October, 200__ Thunderbolt Computers Ltd. 18 Chesholm Rd London N17 ZB2 United Kingdom Dear Sirs, We have heard from the British Embassy in Moscow that you are one of the main producers of electronic equipment in Great Britain. We are a large chain of retailers in Russia and we are interested in purchasing personal computers of the latest model. There is a brisk demand for this type of equipment in our country and we may be able to place a substantial order with you if your prices are competitive and your deliveries prompt. Will you please send us your catalogue and full details of your export prices and terms of payment as well as particulars concerning technical characteristics of your latest model? We would also like to know about your warranty and after-sale service. We are looking forward to your reply. Yours faithfully, AO Electronica-Trade A.Mishin A.Mishin Chief Buyer |
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2.2. ENQUIRY FROM AN IMPORTER TO AN EXPORTER
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JOHANSSEN FORLAG 21 Kirkegate Stravanger 5026, Norway |
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Our ref. Your ref. 21 May 200__ Fine Textiles Ltd. Hop on Road Stroke-on-Trent ST7 1QF England Dear Sirs, The British Chamber of Commerce has advised us that you are producing for export first-class silk cloth. We are one of the main importers of fabrics in Norway and we would like to have more information about your products as high-quality silk cloth is in great demand in our country. Could you send us your price-list together with some patterns of your fabrics so that we can examine the texture and quality? We would also like to know details of discounts and terms of payment. As we usually place very large orders, we would expect a quantity discount. Please let us know what quantity discounts you allow. Our usual terms are payment on invoice. Prompt deliveries would be necessary as we have a fast turnover. We would therefore need your assurance that you could meet all delivery dates. We look forward to hearing from you soon. Yours faithfully, S.Olssen S.Olssen Manager |
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LEAD-IN 3
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A reply to an enquiry from a regular customer is normally fairly brief, and does not need to be more than polite and direct. If the supplier is in a position to meet his correspondent’s requirement, his reply will generally:
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3.1. SHORT REPLY TO LETTER 1.1
J.White & Co. Ltd.254 Smuts Avenue Cape Town |
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Our ref. Your ref. 18 May 200__ WEATHERPROOF LTD. Newtown Liverpool L30 7KE Dear Sirs, Thank you for your enquiry of 14 May 20… You will find enclosed our current catalogue giving detailed information about our programmable calculators and price-list. We would like to draw your attention to our Special Purchases section pp.21-30 in which you can find details of our trade and quantity discounts. We will be pleased to supply any further information you may require. Yours faithfully, R.Moon R.Moon Sales Department |
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3.2. REPLY FROM AN ESTABLISHED SUPPLIER TO
LETTER 2.2.
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STEEL ACCESSORIES LTD. 13 Crescent Grove London NW3 J24 United Kingdom |
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Our ref. GB/4 Your ref. 75/G 26 March 200__ Mr.A.Gomonov AO Technoservice Russia 126523, Moscow Leningradsky av., 98 Dear Alexander, Thank you for your letter of 25 March. We are glad to inform you that we can deliver all the items listed in your enquiry from stock. Details of our current prices are enclosed. The items can be shipped within 2 days of receiving your order. As you need them urgently we suggest airfreight delivery. Our payment terms are cash with order. Prices as quoted are ex-warehouse London. We hope to hear from you soon. Yours sincerely, Graham Blunkett Graham Blunkett Commercial Manager |
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LEAD-IN 4
Certain products, e.g. heavy equipment, machinery, installations, may need demonstrating. In these cases the company might send a representative, or advise if equipment is to be installed. They could, however, suggest that the customer visit their agent in his own country with a showroom.
4.1. REPLY FROM A FOREIGN MANUFACTURER TO LETTER 2.1.
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THUNDERBOLT COMPUTERS LTD. 18 Chesholm Rd London N17 ZB2 United Kingdom |
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Our ref. our ref. ET C341 20 October 200__ The Chief Buyer AO Electronica-Trade 119511 Moscow Lesnaya st., 8 Russia Dear Mr.Mishin, We thank you for your enquiry of 17 October, and appreciate your interest in our products. We enclose with this letter details of our export prices and terms of payment together with a booklet explaining technical characteristics of our latest Model Thunderbolt Pro 350X. We have arranged for a copy of our catalogue to be sent to you today. We can assure you that this model is one of the most outstanding computers on the market today, and our confidence is supported by our two-year guarantee. The enclosed booklet will give you an idea of the type of personal computers we produce but may we suggest that you visit our agents’ showroom in Moscow where you can see a wide range of units and obtain information about our after-sale service. The address is Osennaya st., 25. We hope you will be able to accept our offer and look forward to the opportunity of doing business with you. Yours faithfully, P.Adler P.Adler |
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LEAD-IN 5
Firms may be keen to increase sales, or may be putting a new product on the market. A great deal of time, know-how and money has been spent on promoting the product or products concerned, and the task of actually selling the goods begins with answering the enquiries. It is important to encourage or persuade your prospective customer to do business with you. A simple answer that you have the goods in stock is not enough. Mention one or two selling points of your product, including any guarantee you can offer.
5.1. REPLY FROM AN EXPORTER TO LETTER 2.2.
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FINE TEXTILES LTD. Hope on Road Stroke-on-Trent ST7 1QF England |
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Our ref. Your ref. 25 May 200__ Johanssen Forlag 21 Kirkegate Stravanger 5026, Norway Dear Mr.Olssen, We thank you for your enquiry of 21 May and have sent you today, by separate post, our current price-list and a full selection of our silk patterns. All of these are selling well throughout the Scandinavian countries and we can safely recommend them to you. Once you have seen the samples we are sure you will agree that our cloth is unique both in texture and colour. Details of our terms of payment and discounts are enclosed. We can guarantee delivery within a week of receiving your order. Our representative for Europe, Mr. K.Spider, will be in Norway in a week, and we have asked him to make an appointment to visit you. He is authorized to discuss the terms of an order with you. Thank you for your interest. We hope to hear from you again soon, and can assure you that your order will be dealt with promptly. Yours sincerely, M.York M.York Export Manager |
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FOCUS 2. Comprehension questions.
LETTER 1.2.
LEAD-IN 2
LETTER 2.1.
LETTER 2.2.
LEAD-IN 3
LETTER 3.1
LETTER 3.2
LEAD-IN 4
LETTER 4.1.
LEAD-IN 5
LETTER 5.1.
FOCUS 3. Study the notes, written patterns and vocabulary.
NOTES
1. Pattern, sample. Следует обратить внимание на то, что слову «образец» в английском языке соответствует ряд слов. Ваш выбор будет определяться контекстом:
2. Item. В коммерческой корреспонденции данное слово чаще всего употребляется в значении
Следует отметить и другие значения слова “item”:
WRITTEN PATTERNS
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Please advise … by return. |
Просим сообщить … обратной почтой. |
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Could you please send us… together with… Will you please send us as well as… |
Просим прислать нам…, а также… |
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You will find enclosed… We enclose with this letter… Please find enclosed… |
Прилагаем к нашему письму… |
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We are interested in purchasing… |
Мы заинтересованы в покупке… |
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Prompt delivery is the most important factor. |
Немедленная поставка является самым важным условием. |
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Prompt deliveries would be necessary as… |
Нам необходима немедленная поставка, поскольку… |
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We would need your assurance that you could meet all delivery dates. |
Мы должны быть уверены в том, что Вы сможете поставить товар в оговоренные сроки. |
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Please let us know… |
Просим сообщить нам… |
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We would expect a discount. |
Мы рассчитываем получить скидку. |
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We would like to draw your attention… |
Хотим обратить Ваше внимание… |
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Within … days/weeks/months of… |
в течение … дней/недель/месяцев с даты… |
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We will be glad/ pleased to supply any further information you require. |
Мы будем рады предоставить Вам любую дополнительную информацию. |
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We are looking forward to your reply. |
С нетерпением ждем Вашего ответа. |
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We are looking forward to hearing from you soon. We hope to hear from you soon. |
Надеемся получить Ваш ответ в ближайшее время. |
VOCABULARY
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LEAD-IN 1 |
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enquiry |
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printed enquiry form |
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letter of enquiry |
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buyer syn purchaser syn customer |
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prospective buyer |
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potential buyer syn would-be customer |
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to state |
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LETTER 1.1 |
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customer |
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established customer |
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current price-list |
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current catalogue syn latest catalogue syn up-to-date catalogue syn newest catalogue |
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programmable calculator |
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LETTER 1.2 |
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supplier
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coupling |
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to advise syn to inform syn to notify |
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availability |
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delivery |
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prompt delivery syn immediate delivery |
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LEAD-IN 2 |
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to do business syn to conduct business |
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chamber of commerce |
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associate
syn business partner |
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trade press syn business press |
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demand
ant low (poor, scanty) demand
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to deal in smth syn to trade in smth
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to point out syn to indicate syn to specify syn to list |
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discount syn allowance syn rebate syn reduction
syn to grant (make) an allowance syn to grant a rebate syn to grant (allow) a reduction syn to grant a rebate
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method of payment |
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concession
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condition |
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order
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delivery time (date) syn time (date) of delivery |
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machinery |
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showroom |
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LETTER 2.1 |
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retailer |
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chain of retailers |
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electronic equipment |
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substantial order syn large order |
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competitive
syn competitive edge
syn rival
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details syn particulars syn detailed information syn full details |
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export price |
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terms of payment syn payment terms |
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warranty syn guarantee |
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after-sale service |
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LETTER 2.2 |
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cloth syn material syn fabric
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first-class syn first-rate |
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high-quality syn high-class syn high-grade syn of superior quality |
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texture |
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quantity discount |
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payment on/against invoice |
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turnover
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to meet delivery dates |
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LEAD-IN 3 |
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regular customer |
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to meet requirements syn to satisfy requirements |
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to meet demand |
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to send by separate post syn under separate cover |
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to be relevant |
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LETTER 3.1 |
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trade discount |
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LETTER 3.2 |
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from stock |
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to ship |
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airfreight delivery |
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cash with order |
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to quote a price
syn to state a price |
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price ex-warehouse |
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LEAD-IN 4 |
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installation
syn to mount syn to erect syn to set up |
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to advise syn to consult |
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LETTER 4.1 |
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booklet |
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to arrange for |
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outstanding |
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to give an idea of smth |
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LEAD-IN 5 |
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to have in stock syn to stock |
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selling point |
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LETTER 5.1 |
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selection of patterns syn range of patterns syn range of samples syn set of samples
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to be authorized |
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FOCUS 4. Fill in the gaps with one of the following words and word combinations. Use the appropriate tense form.
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further model urgent discounts together with orders to state latest to supply competitive texture export return to advise patterns particulars to quote chain of retailers to meet importers to place demand dates invoice to list deliveries quantity stock availability to interest |
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FOCUS 5. Fill in the gaps with prepositions where necessary
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FOCUS 6. Translate into English
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LEAD-IN 1 |
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LETTER 1.1 |
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LETTER 1.2 |
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LEAD-IN 2 |
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LETTER 2.1 |
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LETTER 2.2 |
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LETTER 3.1 |
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LETTER 3.2 |
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LEAD-IN 4 |
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LETTER 4.1 |
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LEAD-IN 5 |
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LETTER 5.1. |
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Наши торговые партнеры сообщили нам, что Вы являетесь одним из ведущих производителей электротехнического оборудования в Японии. Наша компания владеет сетью магазинов в крупнейших городах России, и мы хотели бы получить подробную информацию о последних моделях производимых Вами телевизоров. Просим прислать нам Ваш последний каталог и текущий прейскурант, а также документацию, касающуюся технических характеристик Ваших телевизоров. Мы хотели бы также получить полную информацию о Ваших условиях платежа и видах предоставляемых Вами скидок. Сообщите, пожалуйста, какие сроки поставки Вы можете гарантировать. В настоящее время спрос на телевизоры в нашей стране очень оживленный, и соблюдение сроков поставки является важнейшим условием для своевременного удовлетворения спроса (to keep pace with the demand). Если предложенные Вами цены окажутся конкурентоспособными, и Вы сможете поставлять оборудование в приемлемые для нас сроки, то мы готовы разместить большой заказ. С нетерпением ожидаем Вашего ответа. |
Благодарим Вас за Ваш запрос от 12 октября 20__ года. Прилагаем к данному письму текущий прейскурант, а также материалы, касающиеся наших условий платежа и скидок. Отдельной почтой мы отправили наш последний каталог и брошюру, содержащую подробную информацию о новейших моделях телевизоров. Данная брошюра позволит Вам получить представление о технических характеристиках наших изделий. Однако мы хотели бы предложить Вам посетить демонстрационный зал наших агентов в Москве. Там Вы сможете не только ознакомиться с последними моделями наших телевизоров, но и получить подробную консультацию по всем интересующим Вас вопросам. Качество наших изделий очень высокое, поэтому мы предоставляем гарантию сроком на 2 года. Мы можем поставить Вам наши изделия в течение 3 недель с даты получения Вашего заказа. Строгое соблюдение сроков поставки является одним из приоритетных условий нашего бизнеса. Еще раз благодарим Вас за Ваш запрос. Мы будем рады установить с Вами деловые отношения. Ожидаем Вашего ответа в ближайшее время. |
FOCUS 7. Letters to make up
FOCUS 8. Role play