Unit 3

ENQUIRIES
An inquiry (also spelt enquiry) is sent when a businessman wants some
information, especially about
 the supply of goods
 leaflets or catalogues
 quotation or prices
 samples
 terms and discounts
 availability of goods
 delivery times and deadlines
 method of transport
 insurance.
If a prospective customer approaches suppliers for the first time, it is useful to
tell them something about his own business, the kind of goods he needs and for what
purpose they are required. In the case of customers of long- standing or repeat orders,
the inquiry may be very simple. Often a phone call or a postcard will do.

I. LETTER STUDY

1. Read the following letters of enquiry and find the matching

expressions:

a) to reply to an advertisement, letter, enquiry

b) to request action or sending
c) to request information

A.

Dear Sirs,
With reference to your advertisement in yesterday’s Times, would you
please send me full details, prices and samples of your promotional gifts.
Yours faithfully

B.

Dear Sirs,
Could you please send me a copy of your 20__ catalogue and details of
any special trade discounts you are offering. I would also like to know
whether all your models are now covered by your standard two-year
guarantee.
Yours faithfully
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C.

Dear Sir,
We wish to inform you that we are regular buyers of Wheat and we know
your sample No 425.
We would like to buy 5,000 tons of Wheat of this quality. Also, we ask
you to send us samples of other grades of Wheat quoting your lowest
prices and best terms of payment.
Your prompt reply will be appreciated.
Yours faithfully

D.

Dear Sir,
We are interested in the equipment produced by your company and
advertised in the latest issue of "Industry".
Please send us your latest catalogues and price-lists of this equipment. We
would be much obliged if we could have them by return.
We are looking forward to hearing from you soon.
Yours faithfully

II. CHECK YOUR VOCABULARY

1. Below you will see parts of three letters of enquiry. Put the correct word or
phrase in each blank. Choose from the following list. Use each item once only.

advertisement discount latest catalogue price list

advise faithfully model price range
current issue forward particularly reference
Dear information payment still available

A.
1............... Sir
I have seen your 2......... in the 3......... of 'Office Weekly' and am interested in
your range of office stationery.
Could you please send me your 4...…... and 5.....…. .I look 6......... to hearing from
you.
Yours 7......... .

В.
With 8......... to your advertisement in today's 'Times', could you please send me
9......... about your office furniture. I am 10......... interested in your adjustable typist's
chairs.

C.
Some time ago we purchased from you some JF72 solar-powered pocket
calculators.
 Unit 3
As this 11......... was so popular with our customers, we would like to know if it
is 12........ If so, would you kindly 13....... us of your terms of 14......... and any
quantity 15......... available. Could you also include details of any new models in the
same 16......... .

2 . Match these words to their definitions.

A catalogue 1) is usually quite thin and probably contains about 20 pages

on paper measuring about 21x15 cm.
An insert 2) is usually one piece of paper, perhaps folded into two or
three sections, which gives information on a product,
A booklet service or event.
3) quite is generally large, containing at least 50 pages. It
contains a list of goods (possibly together with prices and
A leaflet illustrations) that can be bought from a manufacturer or
supplier.
A brochure 4) is similar to a booklet but is more closely associated with
advertising. It is probably printed on glossy paper.
5) an advertisement that is included loose between the pages
of a magazine.

Choose one of the words above to complete the sentences. Be sure to use
the correct form.

1. A short 15-page __________with instructions for use and addresses of

authorised distributors is enclosed.
2. The 1,500 page Sears _________ contains about 120,000 articles for sale
3. I saw the union representatives handing out _________calling for strike
action.
4. The _________was destined for inclusion in The Economist, Fortune,
Business Week and Management Today.
5. We will need several hundred glossy ________for the coming Trade Fair.

3. Complete this word puzzle. Use the clues to help you.

Clues
1. Things from which goods are made which have not already been
manufactured
2. This person buys from the manufacturer and sells to the retailer
3. In large quantities
4. To give or send goods to someone
5. A place where goods are made
6. A shop which sells goods to individual customers
7. To make
8. If you sell goods in the country where they are produced, you sell them on the
…..
9. A place where goods and raw materials are stored in bulk
10. A person or company selling goods abroad
11. The parts of which finished goods are made
12. A forwarding agent
 Unit 3

Hidden word: A person or company producing goods

1 R
2 W
3 I
4 S
5 F
6 R
7 P
8 D
9 W
10 E
11 C
12 F

Hidden word

4. Complete this letter to Hermis travel requesting full details and prices of
flights to Sydney.

Hermis travel Your (2) ……:

(1) ……………….. ………. …………..
……………………. (3)……………. 20__

Dear (4)…………
With (5)………………………………………… yesterday’s Guardian, would you
(6) ……………………… of (7) ……………………………………………
Yours (8)………………

M Saunders
Export Manager

5. Match the following expressions with their Russian equivalents.

1.We are interested in ... and would ask A. Просим Вас выслать нам
you to send us your offer (tender, образцы Вашего товара с
quotation) for these goods (for this указанием Ваших крайних цен и
machine, for this equipment). лучших условий платежа.

2.We require ... B. Мы заинтересованы в ...

разрекламированной Вами в ...
3.We are regular buyers of...
C. Mы прочитали Ваше рекламное
4.We are in the market for ... объявление в ...

5.Please send us samples of your goods D. Просим Вас сообщить нам

stating your lowest prices and best terms обратной почтой, по какой цене, на
of payment. каких условиях и в какой срок Вы
могли бы поставить ...
 Unit 3
6. Please let us know if you can send us E. Мы получили Ваш адрес от ...
your quotation for ... (if you can offer
us ...) F. Мы намереваемся купить...

7. We are interested in ... advertised by G. Мы узнали от ..., что Вы

you in... являетесь экспортерами ...

8. We have seen your machine, Model 5 H. Нам требуются ...

at the exhibition and ...
9. We have read your advertisement in...
10. We have received your address
from ...
I. Мы заинтересованы в ... и
просили бы Вас выслать нам Ваше
предложение на этот товар
(котировку на эту машину, на это
оборудование)…

11. We learn from ... that you are J. Мы видели Вашу машину
exporters of. модели № 5 на выставке и ...

12. Please inform us by return at what K. Просим Вас сообщить нам,

price, on what terms and when you could сможете ли Вы сделать нам
deliver… предложение на ... (сможете ли Вы
предложить нам...)

L. Мы являемся постоянными
покупателями...

III. LETTER WRITING PRACTICE

1. Write sentences as directed.

a) Reply to an advertisement in the:
Daily Mail – last Friday
Radio Times – yesterday
b) Ask a company to send you:
Free samples and price list
Full details and prices
c) Ask for information about whether:
They could send the order by air
The price includes delivery charges

2. Translate these letters into English.

1) Стандартный запрос о характеристике товара и дате поставки

Пожалуйста, пришлите нам все подробности о ... (товар) и укажите дату
поставки.

2) Запрос на котировку и дату отгрузки

Просим прислать нам предложение на поставку ... (количество и товар) с
доставкой ... (дата).
 Unit 3
3) Просьба прислать каталог и т. д.
Мы были бы Вам очень признательны, если бы Вы прислали нам ... (каталог,
прейскурант, полную информацию) о ... (товар).
С уважением

4) Сообщение продавцу о том, как Вы узнали о них, их продукции, запрос

на образцы, модели и т. д.
Мы увидели Ваш (товар, стенд, экспозицию, выставку) на (Торговой ярмарке,
Выставке автомобилей, мебели, дизайна) и хотели бы,чтобы Вы прислали нам
(модели, образцы) товара.
С уважением

5) Уважаемые господа!
Мы прилагаем список товаров, которые мы хотели бы получить до конца
апреля.
Мы также просим Вас прислать предложение с самыми низкими ценами
обратной почтой.
С уважением

6) Уважаемые господа!
Мы будем Вам очень признательны, если Вы пришлете нам каталог ... (товар),
чтобы дать нам возможность показать нашим заказчикам самые новейшие
машины.
С уважением

7) Уважаемые господа!
Мы ссылаемся на Вашу рекламу современных женских плащей в журнале ....
Пожалуйста, пришлите Ваши каталоги и прейскуранты на полный
ассортимент плащей и подходящих к ним головных уборов.
Мы будем Вам также признательны, если Вы сообщите нам, сколько времени
требуется для выполнения заказа и могут ли быть предоставлены условия
открытого счета.
Mы являемся одним из самых больших универмагов во Франции и стремимся
к постоянному расширению ассортимента женской одежды.
Если Ваши цены конкурентные, Вы можете быть уверены, что сразу получите
большой заказ.
С уважением

8) Уважаемые господа!
Мы видели в журнале «Современная одежда» Вашу рекламу новых тканей,
имеющихся у Вас.
Mы будем признательны, если Вы пришлете нам каталоги всех образцов этих
материалов вместе с прейскурантами.
Просим принять во внимание, что мы являемся импортерами
высококачественных тканей, и нам требуется большое их количество для
наших многочисленных магазинов во всех частях Англии.
С уважением
 Unit 3
9)Уважаемые господа!
Во время моего пребывания в Лондоне 2 недели назад я посетил выставку, где
мне очень понравились товары, которые демонстрировались на Вашем стенде.
Я прилагаю список наименований, которые мне требуются, и был бы очень рад
получить полную информацию, касающуюся экспортных цен, условий платежа,
самого раннего срока поставки и скидки для постоянных покупателей.
Моя компания интересуется всеми видами этого товара, и если у Вас есть
другие изделия, мы хотели бы получить детальную информацию о них.
С уважением

3. Write a letter to Allwood and Sons Ltd. (22 Highland Way, Ashford,
Kent) asking for full details and prices of their radios and televisions.
Ask also whether air freight can be arranged to your country. (Use your
own name and company and today’s date)

IV. POINTS AND WORDS TO REMEMBER

1. Enquiries can take the form of telephoned, telexed, or faxed requests for
information. Only use these forms if you can make your enquiry very brief.
For fuller enquiries, write a letter.
2. Give details of your own firm as well as asking for information from your
prospective supplier.
3. Be specific and state exactly what you want. Quote box numbers, catalogue
references, etc. to help your supplier to identify what you want.
4. Ask for samples if you are uncertain about a product.
5. You can suggest terms and discounts, but be prepared for your supplier to
make a counter-offer.
6. You can be direct in your letter, yet still polite. Notice how the use of the
passive can soften a request: / want a prompt reply is impolite; A prompt
reply would be appreciated is better. Notice also how short sentences can
create an abrupt effect, while a complex sentence can modify: We are large
wholesalers. We are interested in your range of shirts is not as good as We
are large wholesalers and are interested in your range of shirts.
7. Close with a simple "thank you or I look forward to hearing from you', unless
you want to indicate the possibility of substantial orders or further business.

to make an enquiry about a product a showroom

to enquire about a product a demonstration
a current issue a circular letter
a company a trade journal
a supplier samples / patterns
a customer to forward
a wholesaler to offer concessions
a retailer to quote a price
a bulk buyer to quote for the supply of goods
an exporter to suggest/state terms
a domestic market quotation
an agent delivery charges
a principal cash discount
an associate trade discount
 Unit 3
a representative quantity discount
a forwarding agent monthly/quarterly statement
a freight forwarder documents against acceptance
a subsidiary bill of exchange
a co-operative society a price-list
a Trade Association to place an order with smb
a catalogue to supply/buy goods in bulk
a brochure goods on approval
a booklet goods on sale or return
a prospectus warehouse
a leaflet to stock a product
an insert to hold/carry (a) stock of a product
glossy paper quotation for the supply of goods
a long-standing order to invite / seek a tender or estimate
a repeat order to provide / supply a tender or estimate
price range a reference/trade reference
Trade Fair to ask for trade references
Motor Show to provide/supply trade references
Design Centre to advise