Seminar 4

Letters of Offer
An offer is a reply to an enquiry and is normally fairly brief. This reply will
generally:
(a) Thank the writer of the letter of enquiry for the letter in question.
(b) Supply all the information requested (type of goods, quantity of goods, prices,
discounts, delivery times, terms of delivery, terms of payment, type of packing, etc.),
and refer to enclosures, samples, catalogues and other items, including those being
sent by separate post.
(c) Provide additional information, not specifically requested by the customer, so
long as it is relevant.
(d) Conclude with one or two lines encouraging the customer to place orders and
assuring him of good service.

Exercise 9 Read the letter of offer paying attention to the information

provided in each paragraph.

Western Shoe Company Ltd.

YEOVIL, SOMERSET S19 3AF
ENGLAND

SG/EO 15 October
2010

Fournier et Cie SA
Avenue Ravigny 14
Paris XV
France

Dear Sirs
We thank you for your enquiry of 12 October, and appreciate
your interest in our products.
Details of our export prices and terms of payment are
enclosed, and we have arranged for a copy of our catalogue to be
sent to you today.
Our representative for Europe, Mr J.Needham, will be in Paris
from the 24th to the 30th of this month, and we have asked him to
make an appointment to visit you during this period. He will have
with him a full range of samples of our hand-made lines, and is
authorized to discuss the terms of an order with you or to negotiate
a contract.
We think our articles will be just what you want for the
fashionable trade, and look forward to the opportunity of doing
business with you.

Yours faithfully
 WESTERN SHOE COMPANY LTD.

S. Granville
Export Sales manager

Exercise 10 Here are some suggestions for sentences which you might
include in a routine enquiry. Read and translate them.
Opening lines:
1. Many thanks for your enquiry of …
2. We thank you for your letter of … , in which you enquire about …
3. In reply to your enquiry of … we are enclosing …
4. We thank you for your letter of …, and have sent you today, by separate
post …
Начало:
1. Большое спасибо за ваш запрос…
2. Благодарим вас за письмо от…, в котором вы спрашиваете о…
3. В ответ на Ваш запрос… прилагаем…
4. Благодарим вас за письмо от… и отправили вам сегодня отдельной
почтой…
Prices and terms
1. Our prices are quoted f.o.b. Liverpool.
2. Freight and packing cases are included in the price.
3. Prices are subject to variation without notice, in accordance with market
fluctuations.
4. Our terms are cash on delivery.
5. Our terms are 33% discount to approved accounts, with 3% for
settlement within 15 days of date of invoice.
Цены и сроки
1. Наши цены указаны на условиях f.o.b. Ливерпуль.
2. Транспортные и упаковочные ящики включены в стоимость.
3. Цены могут быть изменены без предварительного уведомления в
соответствии с колебаниями рынка.
4. Наши условия - наложенный платеж.
5. Наши условия предусматривают 33% скидку на утвержденные счета с 3%
для оплаты в течение 15 дней с даты выставления счета.
Supply and demand
1. In view of the heavy demand for this line, we advise you to order at
once.
2. Owing to the increased demand for this type of car, our stocks have run
very low.
3. As we have a good supply of these machines we can effect shipment
within 5 days.
4. We can offer you a wide selection of sizes and types from stock.
5. We cannot promise delivery before … unless your order reaches us
within 7 days.
Спрос и предложение
1. Ввиду большого спроса на эту линейку, советуем сразу заказывать.
2. В связи с повышенным спросом на этот тип автомобилей наши запасы
стали очень низкими.
3. Поскольку у нас имеется хороший запас этих машин, мы можем
осуществить отгрузку в течение 5 дней.
4. Мы можем предложить вам широкий выбор размеров и типов со склада.
5. Мы не можем обещать доставку до… если ваш заказ не будет доставлен
нам в течение 7 дней.
Concluding sentences
1. We should appreciate the opportunity of showing you how efficiently
we can serve you.
2. We are sure that these goods will meet your requirements, and we look
forward to your first order.
3. We look forward to the pleasure of serving you.
4. If you think our offer meets your requirements, please let us have your
order at an early date, as supplies are limited.
5. As we execute all orders in strict rotation, we strongly advise you to
order early.
Заключительные предложения
1. Мы должны ценить возможность показать вам, насколько эффективно мы
можем вам помочь.
2. Мы уверены, что данный товар будет соответствовать вашим
требованиям, и ждем вашего первого заказа.
3. Мы с нетерпением ждем удовольствия служить вам.
4. Если вы считаете, что наше предложение соответствует вашим
требованиям, дайте нам возможность заблаговременно получить ваш заказ,
так как поставки ограничены.
5. Поскольку мы выполняем все заказы в строгой ротации, мы настоятельно
рекомендуем делать заказы заранее.
Exercise 11 Are these offers solicited or unsolicited?
solicited offer – затребувана пропозиція (відповідь на запит)
unsolicited offer – пропозиція за власною ініциативою
1. I thank you for your letter dated 10th April concerning (solicited offer) 2.
We have been given your address by (unsolicited offer) 3. As one of the
leading manufacturers of earthenware pots in Spain we would like to offer
you (unsolicited offer) 4. In your enquiry you stated that you are looking
for (solicited offer) 5. We are glad to hear that our catalogue was of
interest to you. (solicited offer) 6. The Chamber of Commerce informed us
that you are an importer of (unsolicited offer)
Exercise 12 Can you match the two columns?
1. Type of goods G A. Cash on delivery
2. Quantity C B. CIF Dover
3. Prices H C. 800 units
4. DiscountsE D. 2 weeks after receipt of order
5. Terms of delivery D E. 5% off orders placed within the next 7
days
6. Terms of payment A F. seaworthy containers
7. Delivery time B G. wooden kitchen chairs
8. Packing F H. $50 per unit

Exercise 13 Here is a typical offer letter. Read it and answer the

questions below.

McLeod Knetwear
27 Pitlochry Road
Edinburgh EH1 9FG
Scotland
21st January 2001
The Scottish Shop
643 Caledonian Road
New York, NY 53275
USA

Dear Sirs,
The foreign trade department of our bank informs us that you are an
importer of quality Scottish goods. Our company is one of the leading
manufacturers of traditional Scottish knitwear and we are sending you
our catalogue in the hope of doing business with you.
Should you be interested, we can offer you the following very
favourable terms:
- Children’s aran sweaters @* $59 each
- Ladies’ aran sweaters @ $79 each
- Gentlemen’s aran sweaters @ $99 each
The prices stated above are CIF Glasgow and include seaworthy
packing. We can grant you a quantity discount of 5% off orders of 200
sweaters or more. Delivery can be effected within 6 weeks of receipt of
order. Payment is to be effected by letter of credit.
This offer is subject to confirmation.
We hope to hear from you soon and assure you that your order will
be executed to your best satisfaction.
Yours faithfully,
McLeod Knetwear
 * @ = at

1. Is this a solicited or an unsolicited offer? How do you know?

It is an unsolicited offer, because this is offer letter and the company offer
their goods and offer their catalogue. They also offer favorable terms to
cooperate.
2. Is it a firm offer or an offer without engagement? How do you know?
I believe, this is firm offer, because in the concluding sentences they
wrote “This offer is subject to confirmation.
We hope to hear from you soon and assure you that your order will be
executed to your best satisfaction.”
3. What kinds of goods are being offered and how much do they cost?
- Children’s aran sweaters @* $59 each
- Ladies’ aran sweaters @ $79 each
- Gentlemen’s aran sweaters @ $99 each
4. What are the terms of delivery?
The prices stated above are CIF Glasgow and include seaworthy packing.
5. What is the delivery time?
Delivery can be effected within 6 weeks of receipt of order.
6. What are the terms of payment?
Payment is to be effected by letter of credit.
7. What incentive does the seller offer in the hope of convincing the buyer
to place a large order?
They grant them a quantity discount of 5% off orders of 200 sweaters or
more and assure them that their order will be executed to their best
satisfaction.
Exercise 15 Use the appropriate form of the words in the box to fill in
the gaps.
market ▪ low ▪ range ▪ enclose ▪ look ▪ enquiry ▪ do ▪ glad ▪ delivery
hear ▪ send ▪ for (2) ▪ with ▪ in (3) ▪ to (2) ▪ about ▪ of (2) ▪ by ▪ on
Thank you for your enquiry of 16 November, in which you enquire about
toys imported to Hong Kong. We are glad to hear that there is a range for
goods of this type in Northern Ireland. We are enclosing our prices list and
terms of delivery, and our catalogue has already been sent separate post.
As you will notice, our prices are extremely low, and since we hold large
market of all models for all times, we can promise delivery in a week of
receipt by orders. We hope to hear from you soon, and looking forward to
business with you.
Exercise 16 Translate the following offers.
1. Шановні панове! У відповідь на Ваш лист-запит каталогу №54 ми
висилаємо один екземпляр та сподіваємося, що він буде корисним
для Вас. Усередині ви знайдете формуляр замовлення, який
допоможе вам при виборі товарів, що Вам сподобались. З повагою …
1. Dear Sirs! In response to your request letter from the №54 catalogue, we are
reviewing one copy and hope it will be useful to you. Inside you will find an order
form that will help you choose the products that you like. Your faithfully…
2. Шановні панове! Дякуємо за Ваш запит від 12 вересня та за інтерес
до нашої продукції. Сьогодні ми вишлемо Вам екземпляр нашого
проілюстрованого каталогу разом з декількома зразками шкіри, яка
використовується для виробництва наших курток. Ми вважаємо, що
елегантність, добрий дизайн, та відмінна якість задовольнять
найбільш вимогливого покупця (hard-to-please customer). Наступного
тижня наш представник буде у Вашому місті. Він залюбки зайде та
розповість про нашу фірму та продукцію. Він також уповноважений
обговорити умови замовлення та заключити контракт. Завжди раді
оказати вам послугу. З повагою …
2. Dear gentlemen! Thank you for your request from September 12 and for your
interest in our products. Today we will send you a copy of our illustrated catalogue
along with several samples of leather used to make our jackets. We believe that
elegance, good design, and excellent quality will satisfy the hard-to-please customer.
Next week our representative will be in your city. He will be happy to come and tell
about our company and products. He is also authorized to discuss the terms of the
order and enter into a contract. We are always happy to do you a favor. Your
faithfully …