1、Unit Three,Enquiries and Replies,Learning Objectives,To identify Status enquiry, general enquiry and specific enquiry To learn writing skills for this kinds of letter,General View,Enquiries are usually made by the buyers without engagement to get information about goods to be ordered, such as price,

2、 specification, quality, packing, shipment and other trade terms. Enquiries are of two types: General Enquiry Specific Enquiry,General View,General Enquiry is sent to acquire some general information about products, such as asking for a catalogue, or price list, a sample, terms of payment. Specific

3、Enquiry expresses a definite wish to purchase a specific product if conditions are met and it requires more detailed information such as price terms, quantity, port of destination, packing.,Guidelines for Writing,1.How to write an enquiry letter (1) Be specific and state clearly what you want, the g

4、oods needed, a catalogue, a price list, a sample, a quotation or an offer, etc, so that the seller can offer what you need. (2)Keep the enquiry concise and to the point.,Guidelines for Writing,(3)If it is a first enquiry, start your letter by informing how you obtained their name and address. Meanwh

5、ile, you can give a brief introduction of your own business. Some details about what you would like to get from the exporter would be mentioned in the end. (4)The tactic often used in order to invite better terms is to give the seller some hope of substantial orders or continued business by saying “

6、Should your prices be competitive, we shall place an order” or “If your quotation is favorable, well place regular order with you.”,Guidelines for Writing,(5)In an enquiry letter, the following structures are often used instead of the term ”enquiry” : Please advise Interested in ,please Pleased quot

7、e,Guidelines for Writing,A letter of enquiry is usually composed of three main parts: Opening paragraph/sentences, with mention of how you get the name and address, the items you are interested in, brief introduction to your company if necessary and your initial intention or the purpose of writing.

8、Second part/message part, with details about your specific requirements. Close part, where you express thanks in advance and hopes of receiving an early reply.,Guidelines for Writing,2. How to reply an enquiry (1). Express thanks to the inquirer for his or her interest in your products. (2). Answer

9、the questions asked and provide other relevant and necessary information.,Guidelines for Writing,(3). State briefly to first enquirers the strengths and advantages of your products. (4). If you are unable to supply the products required, give a reason or explanation in addition to expressing regret.

10、 Always end your letter positively by offering other products as substitutes so as to create a good impression, which hopefully result in more business.,Specimen Letter-1 (General Enquiry and Reply),Messrs. Smith (4) Shower-bath; (5) Synthetic fabrics; (6) Underwear for men, women and children. Pref

11、er to receive the following information by 31 December： (1) FOB Prices; (2) Minimum order quantity; (3) Delivery time. We are looking forward to your early reply, Yours faithfully, John Purchase Manager,Specimen Letter-6 （Enquiry for Cosmetics）,March 28, 2008 Dear Sirs, Re: COSMETICS We are one of t

12、he leading importers of Daily Chemicals in this city and shall be pleased to enter into business relations with your corporation. At present we take an interest in your cosmetics, details as per our Enquiry Note No. 1288 attached, and shall be grateful if you could send your lowest quotation as soon

13、 as possible. We would like to mention that should your price is attractive and delivery date acceptable, we shall place an order with you immediately. Faithfully yours, Celia Clemens Enclosure,Specimen Letter-7 （Enquiry for Digital Cameras）,13 November 2007 Dear Sirs, We intend to import Sony Digital Camera you displayed at the Trade Fair. Therefore, please inform us of CIF London price, discount, time of shipment and other details. Could you possibly send us some booklets and catalogues for our reference? Should there be any items new to the U.K. marke