Business Letter Writing

The Enquiry and the Offer

 The Enquiry
 the most frequently used letter is the
enquiry, also called the “first time letter”

 can also be made by telephone, fax or e-

mail or printed enquiry forms

 most letters of enquiry are short and

simple, so that many firms have adopted the
practice of sending printed enquiry forms,
thereby eliminating the need for a letter
 if you need to give more information
about yourself or ask the supplier for
more information, you have to write a letter

 the contents of the letter will depend on:

 how well you know the supplier

 whether your supplier is from your own
country or abroad
 the type of goods you are inquiring about
 a formal letter, written to enquire and get details regarding something that a
person is interested in

 it could be written with respect to an item that a person is interested in

buying, a course that a person wants to study, a vacation trip that a person
wants to go on, etc.

 as the sender needs information about something, the enquiry letter must
mention the contact details of the sender where the said information has to
be sent

 it must contain the particulars of the thing enquired about

 it must also list down all the aspects of the thing about which the sender
wants detailed information
Guidelines for enquiries
state clearly and concisely what you want - general
information, a catalogue, price list, sample, quotation ,
etc.

if there is a limit to the price you are prepared to

pay for the goods, do not mention it, otherwise the
supplier may raise the quotation to the limit you state

most suppliers state their terms of payments when

replying so there is no need for you to ask for them
unless you are hoping for special discounts

 keep your enquiry brief and concise

Enquiry Letter Writing Tips
 it should be written like a formal letter

 it must include the sender’s contact details, address or email address

 it must contain all the aspects of the enquiring item

 it should contain the date and address of the receiver

 add the subject of the letter precisely to give some idea of what will be
discussed in the letter

 it should be written concisely and clearly

 mention the reason and enquiry details

 Write specifically about the design, size, quantity, quality, etc. about the product or
service in which the buyer is interested. –

 The period or the date, till which information is required, may also be mentioned.
 The general enquiry
 the enquiries sent out ask for general or specific
information about the goods in question and
may be general or specific enquiries

 a general enquiry is a request for:

 catalogues
 the latest price list
 samples, specimens
 The specific enquiry
 a specific enquiry a request for:

 a quotation
 the latest price
 terms of payment
 discount for prompt cash
 discounts made for large orders
 a pro-forma invoice
 The Structure of an Enquiry
Subject Line
 should inform the reader that this is an enquiry or
request

 examples:

Enquiry about Textbooks

Request for Brochure
Query about Website
Question regarding Product Components
A first enquiry should include:
 a. a brief mention of how you obtained your
potential supplier’s name

 your source may be a Chamber of commerce, an

embassy, a consulate;
 you may have seen the products in a trade fair or an
exhibition;
 you received a recommendation from a business
partner;
 an advert in the mass media or the Internet
 “Your name has
Examples
been given us by the British Chamber of
Commerce in Hamburg…”

 “You were recommended to us by the Timişoara Chamber

of Commerce and Agriculture”

 “The British Embassy in Copenhagen has advised us to get

in touch with you concerning …”

 “We saw your products demonstrated at the Hannover Fair

earlier this year, and would like to know whether…”

 “We have seen your advertisement in last Sunday’s

Observer, and would be grateful if you would let us have
details of …”

 “You were recommended to us by Mr John King, of Lawsom

& Davies, Merchant Bankers ...”
b. tell your supplier what sort of
organization you are:

“We are a co-operative wholesale society based in

Zürich.”

“Our company is a subsidiary of Universal Business

Machines and we specialize in ...”

“We are one of the main producers of industrial

chemicals in Germany, and we are interested in ...”
c. some indication of the demand in
your area for the goods which the
supplier deals in
 “There is a brisk demand here for high-quality sports
shirts of the type you manufacture”

 “There is no market here for articles of this type in

the higher price ranges, but less expensive models
sell very well throughout the year.”

 “You can count on a brisk turnover if prices are

competitive and deliveries prompt.”

 “Demand for this type of machine is not high, but

sales this year will probably exceed …”
d. details of what you would like
your prospective supplier to send
you
 this paragraph tells the reader why you
are contacting his or her organization,
and gives further details of the enquiry

 normally you will be interested in a

catalogue, price list, discounts,
methods of payment, delivery
times, and samples
 Examples
 “Will you please let us have your most advantageous quotation for
5 lathes.”

 “We would be grateful if you would send us your latest

catalogue/price list/brochures.”

 “We should be pleased to receive your folders and prospectuses”

 “We are also interested in your terms of payment and in discounts

offered for regular purchases and large orders.”

 “We would appreciate a sample of each of the items listed above.”

 “We would also appreciate if you could send some samples of the
tools so that we can examine the material and quality.”
e. make suggestions for obtaining
advantageous terms based on potential
mutual advantages
 “If your prices are competitive we shall probably give you large
orders.”

 “As we anticipate a considerable demand for such goods we

should require a quantity discount.”

 “As we hope we shall attain a considerable turnover we trust you

will quote us your lowest prices.”

 “Provided you can offer favourable quotations we will place

regular orders with you.”

 “Could you let us know if you allow cash discounts?”

 “As we intend to place a substantial order, we would like to

know what quantity discounts you allow.”
f. a closing sentence to round off the
enquiry

this paragraph should contain a polite

expression and/or an expression of thanks
to the reader

the degree of politeness (and therefore the

length), depends on how unusual or difficult
your request is
 Examples
 “We are looking forward to hearing from you.”
 “We would appreciate a prompt answer.”
 “We hope to hear from you shortly.”
 “An early reply will be appreciated.”
 “Since the season will soon be under way, we must ask
you to reply by the end of this month.”
 “Hoping for a fruitful collaboration.”
 “We look forward for your reply.”
 “Finally, we would like to point out that delivery before
Christmas is essential, and hope that you can offer us that
guarantee.”
 “If you can agree to the concessions we have asked for,
we will place a substantial order.”
 you can also indicate further business or other lines you would be
interested in

 if a supplier thinks that you may become a regular customer, they will
be more inclined to quote competitive terms and offer concessions

 If the product is satisfactory, we will place further orders with you in

the future.

 If the prices quoted are competitive and the quality up to standard,

we will order on a regular basis.

 Provided you can offer favourable quotations and guarantee delivery

within four weeks from receipt of order, we will place regular orders
with you.
 Format of a letter of
enquiry
 in the first paragraph, identify yourself and, if appropriate, your
position, and your institution or firm

 in the second paragraph, briefly explain why you are writing

and how you will use the requested information

 list the specific information you need; you can phrase your
requests as questions or as a list of specific items of information

 conclude your letter by offering your reader some incentive for

responding
Specimen letters
 Dear Sir/Madam,

 We learned from Favior of Orăştie that you are producing for export
handmade bags in a variety of natural leathers. There is a steady
demand in this country for handbags of high quality, and although
sales are not particularly high, good prices are obtained.

 Please send me a copy of your latest catalogue with details of your

prices and payment terms. It would also be helpful if you could
supply samples of the various skins in which the handbags are
supplied.
 
 Yours faithfully
 Dear Sir/Madam

 we are a large music store in the centre of Poitiers and

would like to know more about the re-writable and
recordable CDs you advertise in this month's edition of
'Lectron'.

 Could you tell us if the CDs are leading brand names, or

made by small independent companies, and whether they
would be suitable for domestic recording? We would
appreciate it if you could send us some samples. If they are
of the standard we require, we will place a substantial
order. We would also like to know if you offer any trade
discounts.

 Yours faithfully
 Dear Sir/ Madam

 We are a chain of retailers based in Birmingham and are looking for a

manufacturer who can supply us with a wide range of sweaters for the
men's leisurewear market. We were impressed by the new designs
displayed on your stand at the Hamburg Menswear Exhibition last month.

 As we usually place large orders, we would expect a quantity discount in

addition to a 20% trade discount off net list prices. Our terms of payment
are normally 30-day bill of exchange.

 lf these conditions interest you, and you can meet orders of over 500
garments at one time, please send us your current catalogue and price list.

 We hope to hear from you soon.


Informative materials required by inquirers
a leaflet is a single sheet of paper on which details on goods offered
by a company are printed

 a folder contains information on goods offered presented on a sheet

that is folded

 a brochure presents data contained on several pages stitched

together

 a catalogue is a book with lists of goods that can be supplied by the

issuing company, accompanied by prices, illustrations, specifications

 a prospectus is a book published by a company giving details on

services and goods offered for sale

 a sample is part of a whole shown as evidence of the quality of the

goods offered for sale

 a pattern is a sample of a fabric; hence some companies offer

pattern-books

 a quotation is the statement of a price demanded for a commodity

 Discounts
 discounts are sums of money usually expressed in
percentages deducted from the price of goods in certain
circumstances

 a trade discount is allowed by manufacturers to

wholesalers or by wholesalers to retailers

 a cash discount is allowed for prompt payment in cash

 a quantity discount is allowed for sizeable orders

 a loyalty discount is allowed when firms have a long

time association
 Examples
 “We allow a 3% cash discount for payment within
one month.”

 “The net price of this model is 170.00 Euro, less 10%

discount for quantities up to 100 and 15% discount
for quantities over 100.”

 “We do not normally give discounts to private

customers, but because of your long association with
our company we can offer you 12% off the retail
price.”
 Incoterms
Group E = Departure
 indicate to what extent charges for freight, insurance etc. are
included in the price quoted

 ex-works/ex-factory/ex-mill = price without any

transport

 the seller delivers when he places the goods at the disposal

of the buyer at the seller’s premises or another named place
(e.g. works, factory)

 the seller must bear all risks of loss of or damage to the

goods and has to pay all costs until they have been delivered
 Group F = Main carriage
unpaid
 FCA (Free Carrier)

 the seller delivers the goods, cleared for export, to the carrier nominated by the
buyer at the named place. The seller must pay all costs relating to the goods and
bears the risk of loss of or damage until they have been delivered to the carrier

 FAS (Free Alongside Ship)

 the seller delivers when the goods are placed alongside the vessel at the named
port of shipment. This means that the buyer has to bear all costs and risks of loss
of or damage to the goods from that moment

 FOB (Free On Board)

 the seller delivers when the goods pass the ship’s rail at the named port of
shipment
 Group C = Main carriage paid
 CFR (Cost and Freight)

 the seller must pay the costs and freight necessary to bring the goods to the named
port of destination but the buyer must bear all risks of loss of or damage to the goods
from the time they have passed the ship’s rail at the port of shipment (price includes
all costs up to the named destination, but not insurance)

 CIF (Cost, Insurance and Freight)

 the seller must pay the costs and freight and has also to procure marine insurance
against the buyer’s risk of loss of or damage to the goods during the carriage (price
includes all costs including insurance, up to the named destination)

 CPT (Carriage Paid To)

 the seller delivers the goods to the carrier nominated by him and must in addition pay
the cost of carriage necessary to bring the goods to the named destination. The
buyer bears all risks and any other costs occurring from the time the goods have
been delivered.
 Group D = Arrival
 DDP (Delivered Duty Paid)

 the seller delivers the goods to the buyer, cleared for import, and not unloaded
from any arriving means of transport at the named place of destination. Whilst
the EXW term represents the minimum obligation for the seller, DDP represents
the maximum obligation.

 DAP (Delivered At Place)

 the seller pays for the carriage to the named place, except for costs related to
import clearance, and assumes all risks prior to the point that the goods are
ready for unloading by the buyer.

 DAT (Delivered At Terminal)

 the seller pays for carriage to the terminal, except for costs related to import
clearance, and assumes all risks up to the point that the goods are unloaded at
the terminal
 DDP, CIF, EXW, FAS, FOB,
FCA, CFR
 a. The buyer pays for insuring and transporting the
goods from the moment they leave the factory

 b. The seller pays for delivering the goods to a depot

and loading them on to trucks for the next stage of
transport

 c. The seller pays for delivering the goods to a

railway station and loading them on to waggons for
the next stage of their journey
 DDP, CIF, EXW, FAS, FOB,
FCA, CFR
 d. The seller pays all transport and insurance costs
until the goods reach the carrier and have been
loaded for the next stage of transport

 e. The seller pays transport and insurance costs

until the goods are alongside the ship; the buyer
pays for loading, insurance and transport from
then on

 f. The seller pays all transport and insurance costs

until the goods have been loaded on to the ship at
the port of embarkation
 DDP, CIF, EXW, FAS, FOB,
FCA, CFR
 g. The seller pays all transport costs to the port of
destination, but the buyer is responsible for insuring
the goods

 h. The seller pays all transport and insurance costs to

the port of destination

 i. The seller pays all transport and insurance costs up

to and including unloading the goods from the ship at
the port of destination
DAP CFR CIF EXW
FAS FOB
 a The buyer pays all delivery costs once the goods have
left the seller's factory or warehouse.
 b The seller pays all delivery costs to the port.
 c The seller pays all delivery costs, except for import duty,
to a named destination.
 d The seller pays all delivery costs to a named destination,
except for insurance.
 e The seller pays all delivery costs to when the goods are
on board ship.
 f The seller pays all delivery costs to a named destination.
 Points to remember
 letters of enquiry should clearly state the information required

 write specifically about the design, size, quantity, quality, etc. about the
product or service in which the buyer is interested

 the period or the date, till which information is required, may also be
mentioned

 enquiries can be made by telephone, fax, e-mail; it is a brief enquiry,

but for fuller ones write a letter

 give details of your own firm as well as asking for information from your
supplier (prospective supplier)

 ask for samples if you are uncertain about the product and/or its quality

 close with a simple “Thank you” or “I look forward to hearing from you”
1. catalogue a. details of conditions of sale

2. trade discount b. price reduction to a company in the same business

3. order
Match the following terms
c. a small amount of something offered free

4. quantity discount d. book giving details of items for sale

5. sample e. request from a customer to supply goods

6. terms of trade f. price reduction for a large order

7. subsidiary g. deliver

8. enclosure h. branch

9. receiver i. addressee

10 send out j. documents included in the envelope

 1. Which of these are the most common type of business letters?
a) Letters of application
b) Letters of enquiry
c) Letters of order
d) Letters of adjustment

 2. Which of these is not a type of letters of enquiry?

a) General enquiries
b) Personal enquiries
c) Sales related enquiries
d) Status enquiries

 3. Which of these is not a letter of enquiry?

a) General enquiry
b) Status enquiry
c) Friendly enquiry
d) Sales related enquiry

 4. General enquiry letters do not result in any business return.

a) True
b) False
 5. Which of these seek information regarding purchase of a product?
a) General enquiry
b) Status enquiry
c) Sales related enquiry
d) Private enquiry

 6. What is the best way to seek information regarding finance?

a) Schools
b) Banks
c) Shops
d) Post office

 7. Which of these details is not required in a letter of enquiry?

a) Mode of packing
b) Mode of payment
c) Mode of transport
d) Age of owner

 8. Where should the name and address of the firm writing the letter be mentioned in
a letter of enquiry?
a) Top left corner
b) Top right corner
c) Bottom left corner
d) Bottom right corner
Which of the following statements about
enquiries do you consider to be correct?
 i. By writing enquiries, a buyer gets information about the prices of
goods.

 ii. In enquiry letters the writer cannot ask for sample of goods.

 iii. The writer doesn’t give information about the quantity of possible
purchases.

 iv. The seller supplies the relevant information to the buyer through
such a business letter.

 v. The letter written in response to enquiry letters is called

quotation letter.
Replies to enquiries: offers

Structure and presentation

 a company receiving an enquiry will answer it as soon as
possible hoping to win over a new customer

 it will try to meet the inquirer's demands, being aware that

the enquiry has been sent out to many potential
suppliers

 such a letter very often takes the form of an offer

 in an offer there are two parties: the offeror and the

offeree
 Classification of offers
 from the point of view of their validity:
firm offers
offers without engagement

 from the point of view of who had the

initiative for the offer:
solicited - reply to an enquiry
unsolicited offers - is written by the offeror
on his own initiative
 a reply to an enquiry 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/her correspondent's requirements,
his/her reply will generally:
 a. thank the writer of the letter for
his/her enquiry:

 "Many thanks for your enquiry of 22

August...“

 "We are pleased to have your enquiry

about..."

 "I would like to thank you for your enquiry of

22 August..." ;

 “We thank you for your letter of 6 January, in

which you enquire about …”
 b. supply all the information requested , and refer both
to enclosures and to samples, catalogues and other items
being sent by separate post

 let the writer know as soon as possible if you have the

product, or can provide the service s/he is asking about

 "We thank you for your enquiry and are pleased to inform
you that we have a wide selection of the products you are
interested in.“

 "We thank you for your letter of 22 August and we are

sending you the brochures you requested and our revised
price-list.“

 "We can offer door-to-door delivery services.“

 “We have pleasure in confirming that we can …”

 “We can offer you immediately …”
 c. provide additional information , not specifically
requested by the customer, so long as it is relevant

 a simple answer that you have the goods in stock is not

enough; mention one or two selling points of your product,
including any guarantees you offer

 "We think you have made an excellent choice in selecting

this line, and once you have seen the samples we are sure
you will agree that this is unique both in quality and texture.“

 "Once you have tested the new Dacia Duster we know you
will be impressed by its excellent performance and we assure
you that it is one of the most outstanding cars on the market
today.”

 “ … samples of all our wax polishes.”

 “ …patterns of all our new silk fabrics.”
 “… a full range of samples”
 the first thing you’ll want to do is thank the customer or associate for their
enquiry

 this lets them know that you have received their letter and have
investigated their enquiry

 when you explain what action has or will be taken as a result of the enquiry,
try to be brief and get right to the point

 the recipient is interested in the answer to their inquiry, not much else

 Thank you for your enquiry about our newly developed range of fire safety
and prevention products. I have enclosed our most recent catalogue, and
you will find that we have quite a comprehensive inventory, including our
most recently released range of construction related products.
 d. if you do not have the product the enquirer has
asked for, it is either you offer an alternative or
refer him/her elsewhere:

 "The model has now been improved, its steel parts

having been replaced by plastic, which is lighter,
more durable, and stronger.'‘

 "I regret to say that we no longer produce the items

you asked, since we find there is no longer sufficient
demand for it. I am sorry we cannot be of help to
you.“

 "We no longer manufacture this type of cotton

garments, all our garments are now poly-cotton
which needs little ironing. However if you are still set
on pure cotton, we advice you to contact Vegona
Ltd. at...."
 once you’ve made it clear that you received the enquiry, have understood its
question, and explained the action taken or provided the answer required,
you can let the customer know what other benefits they will receive from
doing business with your firm

 this is a great opportunity to sell your products or services, but don’t go

overboard

 overselling will offend the reader, and may have the undesired effect of
alienating them

 We offer our existing customers a 10% discount on all orders of products

from our new range of construction related products. We would be happy to
extend this offer to you if you register an account with us before June 30,
2012, and additionally as a new customer you will receive a further 5%
discount on your total order.
e. conclude with one or two lines
encouraging the customer to place orders
and assuring him of good service

always thank the customer for writing to you; if you

have not done so in the beginning of the letter, you can
do so at the end:

"Once again we would like to thank you and would

welcome any further points you would like us to
answer.”

"We hope to hear from you soon, and can assure you
that your order will be dealt with promptly."
 the reply to an enquiry has acknowledged receipt of the enquiry,
confirmed and explained what action was or will be taken, and
encouraged the customer or associate to take action

 in closing you would simply establish goodwill between yourself

and the enquirer, and suggest contact

 I hope you will find the information I have provided useful. I would be
happy to have one of our account managers contact you with a view to
establishing an account with us, or if you have any further questions
about our products or services, you may call me directly on 2255 4423
ext 001. Thank you for considering Newfangled Safety Equipment Co.
as your safety product provider, we look forward to doing business
with you.
 Quotations
 in your reply to an enquiry, you may want to give your prospective
customer a quotation

 quotation is the supplier’s written estimate which includes all

applicable charges and taxes on the goods

 the price may or may not include other costs and charges such as
transport, insurance, VAT

 prices which include these extra-costs are known as gross prices;

those which exclude them are known as net prices

 "We can quote you a gross price, inclusive of delivery charges £

150 per 100 items. These goods are exempt from VAT.“

 “The net price of this article is € 10, to which VAT must be added,
making a gross price of € 11.9.”
 a company’s quotation is not legally binding, which means
they do not always have to sell you the goods at the price they
quoted in their reply to an enquiry

 however, when prices tend to fluctuate (due to exchange rates),

the supplier will add a provision to their quotation, stating that
their prices are subject to change

 “The prices quoted above are provisional, and we may increase

our prices due to increased costs of raw materials.”

 “The price of this car is 15,000 Euro at today’s rate of exchange.”

 Methods of payment
when quoting terms, you may require or at least suggest several methods
of payment: cash, cheque, letter of credit, bill of exchange

“If you send us your personal cheque for the amount quoted, we will then
send the item by mail.”

“We usually offer a 10 % trade discount and we prefer payment by money

transfer.”

“On receipt of a cheque for the amount quoted, we will send the article by
registered mail.”

“Payment for initial orders should be made by sight draft, payable at Den
Norske Creditbank, cash against documents.”
“We are willing to consider open account facilities if you can provide the

necessary bank reference.”

Specimen letter
 Dear Mr. Radu
 
 Thank you very much for your enquiry. You will find enclosed a
catalogue giving detailed information about our gardening devices and
including the excellent results we have achieved in rigorous factoring
and gardening tests. Please note the items on safety and fuel economy
which have proved the main selling points of these products.

 With regard to trade discounts, we are allowing 25 % off list prices for
orders over 1,000.

 We will be pleased to supply any information you may need.

 Yours sincerely
Specimen letter
 Dear Ms. Gal

 I enclosed a catalogue and price list of our lawnmowers, as requested in your letter
of 22 August.

 The machine bought by your acquaintance was a 38 cm BROWN, which is an

excellent machine. You will find details of the smaller size of 30 cm shown on page
10 of the catalogue. Alternatively, smaller than this is the CAT JUNIOR shown on
page 12.

 We have both these models in stock and should be glad to show them to you, if you
would call at our showroom.

 Please contact me if you need any further help.

 Yours sincerely
 Dear Mr. Gerard

 Thank you for your enquiry of 12 May in which you asked about the CDs we
advertised in this month's edition of 'Lectron'.

 I can confirm that they are of high quality, and suitable for domestic
recording. They are 'Kolby‘ products, a brand name you will certainly
recognize, and the reason their prices are so competitive is that they are
part of a consignment of bankrupt stock that was offered to us.

 Because of their low price, and the small profit margin, we will not be
offering any trade discounts on this consignment. But we sell a wide range
of electronic and computer products and have enclosed a price list giving
you details of trade, quantity, and cash discounts.

 We have sent, by separate post, samples of the advertised CDs and other
brands we stock, and would urge you to place an order as soon as possible
as there has been a huge response to our advertisement.

 Thank you for your interest.

 Points to remember
 a reply to an enquiry, besides telling your customer whether you can
provide the goods he/she asks about, also indicates what type of firm
you are; whether you are aware, serious and efficient

 make sure that you do not leave out information and have
supplied the documents that may help your customer

 a reply to an initial enquiry is the first impression your customer will

have of you

 check the reply to make sure you have answered all the
customer’s questions, and included all the points you wanted to
make

 read the letter and ask yourself if you would order something from a
supplier that has sent you the letter you have written
 Points to remember
 in salutations, use the customer's name rather than Dear Sir /
Madam

 let the customer know early in the letter whether or not you can
help them

 make sure that you have supplied all the information you think will
help your customer including, if relevant, catalogues and price lists

 thank the customer for contacting you , and encourage

further enquiries

 when giving a customer a quotation, in addition to the price quote

transport and insurance costs, any discounts, method of
payment, and delivery date
1. bargain a. order for payment

2. bulk purchase b. buying in large quantities

3. Match the following terms

call on c. resist

4. demand d. potential

5. discount e. payment

6. draft f. at a price below its value

7. prospective g. advertising material

8. sales literature h. number of orders

9. settlement i. reduction in price

10. withstand j. to visit

 A B

thank you my CV

I would be faithfully

I look in advance

I have enclosed sincerely

best regards

kind grateful if you could

yours wishes

yours forward to
 1. Quotations are letters of enquiry.
a) True
b) False

 2. Where is the name of the company inviting mentioned in an invitation of quotation?

a) Top left corner
b) Bottom left corner
c) Top right corner
d) Bottom right corner

 3. Where is the name of the company which is invited mentioned?

a) Top left corner
b) Top right corner
c) Bottom left corner
d) Bottom right corner

 4. Where is the courteous leave-taking mentioned in an invitation of quotation?

a) Top left
b) Bottom right
c) Top right
d) Bottom left

 5. Quotations are friendly letters.

a) True
b) False
Choose the appropriate word
 Dear Mr. Brown,
 We were very pleased to receive your (correspondence / mail / enquiry) of
22 March, 2005, asking about our leather and sheep skin (range / clothes /
products) and terms of (dealing / conditions / trade).
 First, let me say that our (brand / label) is internationally famous, because of
the quality of our garments, and we are convinced they will sell very well
through your (outlets / factories / warehouses). We think you will agree with
us when you look through the enclosed (manual / catalogue / leaflet) and
examine the (specimens / examples / samples) we are sending separately.
 We will also allow (trade / cash / quantity) discounts for orders over €
10,000, and with the usual trade references we can arrange for payment by
60-day (bill / letter / draft) of exchange.
 Thank you once again for your enquiry, and we are sure you will be
impressed by the (vast / huge / wide) selection of our garments. If there are
any further details you need, please contact us.
 Yours sincerely