Writing - M2 Lý thuyết

Tiếng Anh HP2 (Trường Đại học Kinh tế Thành phố Hồ Chí
Minh)

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Unit 8: LETTERS OF ENQUIRY

1. Learning from a sample

1.1

Dear Sir

Please would you send me your Spring catalogue and price list quoting c.i.f prices Le Havre?

Thank
you.
Yours faithfully

1.2

Dear Sir,

Could you please send me details of your tubeless tyres which are being advertised in garages around the
country?

I would appreciate a prompt reply quoting trade rices.

Yours faithfully,

John Cliff

Dear Mr. Cliff

Thank you for your last delivery. You will be pleased to hear that the dressing tables are selling well.

A number of my customers have been asking about your bookcase and coffee tables assembly kits which are
listed in your Summer catalogue under KT 31 and we would like to test the demand for them. Would it be
possible for me to have, say, half a dozen units of each kit on approval before placing a firm order?

I have enclosed an order No. B1463 in anticipating of you agreeing, and as there is no particular hurry for the
units, you could send them along with your next delivery.

Yours sincerely,

R Hughes

R. Hughes

2. Useful language

An enquiry can be made by telephone, telegram (cable), telex, fax or postcard. If you use a postcard, it
is not necessary to begin with a salutation (Dear Sir, etc.). Your address, the date, and reference is
sufficient.

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 will depend on three things: how well you know your
supplier; whether you supplier is at home or aboard; and the type of goods you are enquiring about.

2.1 Opening: Tell your supplier what sort of firm you are.

✓ Our company is a subsidiary of Universal Business Machines and we specialized in …

✓ We are one of the main producers of industrial chemicals in Germany and we are interested in …

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 ✓ How did you hear about the firm you are writing to? It might be useful to point out that you know
a firm’s associates, or that they were recommended to you by a consulate or Trade Association

✓ We were given your name by the Hoteliers Association in Paris.

✓ You were recommended to us by Mr. John King of Lasworn & Davies Merchant Bankers.

2.2 Asking for catalogues, price lists, prospectus

✓ Could you please send your current catalogue and price list for exhibition stand?
✓ We are particularly interested in furniture display stands.
✓ I would appreciate your sending me an up-to-date price list for your building materials.

2.3 Asking for details

✓ Could you please give me more information about course BL 362 which appears in
the language learning section of your summer prospectus?

✓ I would appreciate more details about the University communications system which
you are advertising on Gramplan Television.

2.4 Asking for samples, patterns, demonstrations

✓ When replying, could you please enclose a pattern card?
✓ We would also appreciate it if you could send some samples of the material so that we
can examine the texture and quality.

2.5 Suggesting terms, methods of payment, discount

✓ Could you let us know if you allow cash or trade discount?
✓ We intend to place a substantial order and would therefore like to know what quality
discount you allow.

2.6 Closing
✓ Thank you for your attention. We hope in hear from you in the near future.
✓ We would be grateful for an early reply.
✓ If the product is satisfactory, we will place further orders with you in the future.

3. Practice
Complete the letter.

Dear Sirs

We.....................(1) by the selection of sweaters that were displayed on your stand at the Menswear
Exhibition that was held in Hamburg last month.

We are …………..(2) and are looking for...................(3) who could supply us with a wide range of
sweaters for the teenage market.

As we usually place very large orders, we would expect.......................(4) in addition to a 20% trade
discount off net list prices, and our terms of payment are normally 30-day bill of exchange document
against acceptance.

If these conditions interest you, and you can meet orders of over 500 garments at one time, please
send us............(5). We hope to hear from you soon.

Yours faithfully

L. Crane

L. Crane
Chief Buyer

Unit 9: REPLIES AND QUOTATIONS

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1. Learning from a sample

Reply to 1.1

Thank you for your enquiry of 31 January. We are enclosing our Spring catalogue and current price- list
quoting c.i.f prices Le Havre.

We would like to draw your attention to the trade and quantity discount we are offering in our Special
Purchases section pp19-26which may be of particular interest to you.

Please contact us if we can be of any further help to you.

Yours sincerely

Reply to 1.2
Dear Mr. Wyrner

Thank you very much for your enquiry. You will find enclosed a catalogue giving detailed information
about our tubeless tyres and including the impressive results we have achieved in rigorous factory and track
tests. Please note the terms on safety and fuel economy which have proved the main selling points of this
products.

With regard to trade discounts, we are allowing 25% off list price to bona fide retailers and wholesalers
with quantity discounts for orders over £3.000

We will be pleased to supply any further information you require

Yours sincerely

2. Useful language

2.1 Opening
Thank the writer for his/her enquiry. Mention the date of his/her letter and quote any other references that
appear.

✓ Thank you for your enquiry of June 6th 984 in which you asked about …
✓ I would like to thank you for your enquiry of May 10 and am pleased to tell you that we would be able
to supply you with the …
✓ We were pleased to hear from your letter of 10 December that you were impressed with
our selection of …

2.2 Confirming that you can help

Let the writer know as soon as possible if you have the product or can provide the service he / she is
requiring about.

✓ We have a wide selection of sweaters that will appeal to all ages, and in particular the
teenage market which you specified.
✓ Our factory would have no problem in turning out the 6,000 units you asked for in your enquiry.
✓ We can supply from stock and will have no trouble in meeting your delivery date.
✓ I am pleased to say that we will be able to deliver the transport facilities you require.
✓ We can offer door-door delivery service

2.3 “Selling” your product

Encourage or persuade your prospective customer to do business with you. A simple answer that you have
the goods in stock is not enough. Your customer might have made ten other enquiries, so remember it is not
only in sales letter that you have to persuade. Mention one or two selling points of your product, including

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 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 texture and color.
✓ Once you have seen the Delta 800 in operation we know you will be impressed by its trouble-
free performance.
✓ We can assure you that the Omega 2000 is one of the most outstanding machines on the market
today and our confidence in it is supported by our five-year guarantee.

2.4 Suggesting alternative

If you do not have what the enquire has asked for, but have an alternative, offer it to him. But do not
criticize the product he originally asked for.

✓ … and while the engine has all the qualities of the model you asked for the Powerdrive has the
added advantage of having fewer moving parts, so less can go wrong. It also saves on oil as it …

✓ The model has now been improved to steel casing having been replaced by plastic which is
higher, more durable and stronger

3. Closing
Always thank that 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. You should also encourage further enquiries

✓ Once again we would like to thank you for writing to us and would welcome any further points
you would like us to answer
✓ Please write to us again if you have any questions or call us at the above telephone number
✓ I am sorry we do not have the model you asked for, but I can promise you that the alternative I
have suggested will certainly meet your expectation, and remember we offer a full guarantee for
three years
✓ We hope to hear from you again and can assure you that your order will be dealt with promptly.

4. Practice

This is a reply to the general enquiry (in Practice of Writing Enquiry), in which Mr. Crane asked for certain
concessions. Notice how, in the reply, Mr. Causio does not turn down the requests but suggests a counter-
offer. Complete this letter.

Dear Mr. Crane

We are pleased.......................and to hear that you liked our range of sweaters.

There would certainly be....................to supplying you from our wide selection of garment which we
make for all age groups.

We can offer you...................you asked for which would be 5% off net price for orders over £2.000,
but the usual allowance for a trade discounts in Italy is 15%, and we always deal on payment by sight
draft, cash against documents. However, we would be prepare to review this once we have established
a firm...................with you

Enclosed you will find our summer catalogue and price-list quoting prices c.i.f London.

We are sure you will find a ready sale for our products in England as have other retailers throughout
Europe and America, and we do hope we can.......................on the terms quoted.

Điều kiện giao hàng CIF là gì?

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Điều kiện CIF chỉ áp dụng cho đường biển quốc tế, đường sông. Không áp
dụng cho các hình thức vận chuyển khác.
Về cơ bản, điều kiện CIF tương đồng như điều kiện CFR, nhưng điểm
khác biệt giữa 2 điều kiện này là người bán PHẢI MUA BẢO HIỂM
CHO LÔ HÀNG.
CIF ( Cost, Insurance and Freight ) - Tiền hàng, bảo hiểm và cước phí có
nghĩa là người bán giao hàng lên tàu do chính người bán book tàu và sắp
xếp sao cho hàng yên vị trên tàu tại cảng giao hàng chỉ định thuộc nước
người bán. Người bán chuyển giao rủi ro cho người mua khi hàng được
đặt trên tàu. Người bán chịu toàn bộ chi phí từ lúc hàng xuất kho cho tới
khi hàng được chuyển tới cảng của người mua. Những chi phí bao gồm
trucking, đóng thuế xuất khẩu ( nếu có ), thông quan hàng xuất, chịu chi
phí bốc hàng lên tàu. Người bán thuê phương tiện vận tải quốc tế ( tàu
biển
) và chịu trách nhiệm về chi phí cho tới khi đến cảng nhập khẩu. Quan
trọng hơn, người bán mua bảo hiểm cho lô hàng để bảo vệ quyền lợi cho
người mua.
Trách nhiệm của người bán trong điều kiện giao hàng CIF
+ Trucking đầu xuất
+ Thông quan hàng xuất khẩu
+ Đóng thuế xuất khẩu ( Nếu có )
+ Thuê phương tiện vận tải quốc tế ( tàu biển )
+ MUA BẢO HIỂM CHO LÔ HÀNG
+ Chi phí bốc hàng lên phương tiện vận tải quốc tế
+ Local charge đầu xuất
+ Chịu toàn bộ chi phí từ lúc hàng xuất từ kho người bán cho đến khi hàng
được giao tới cảng chỉ định thuộc nước người mua như trên hợp đồng
ngoại thương quy định.
Trách nhiệm của người mua trong điều kiện giao hàng CIF
+ Chi phí dở hàng từ phương tiện vận tải chính xuống cảng đầu nhập
+ Local charge đầu nhập
+ Thông quan hàng nhập khẩu
+ Đóng thuế nhập khẩu
+ Trucking đầu nhập về kho người mua
+ Dở hàng khỏi phương tiện vận tải nội địa xuống kho của người mua.

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