Unit13InquiryandReplyWritingLearningObjectivesknowthefunctionsofaninquiryandthereply;knowbasicelements&principlesofaninquiryandthereplywriting;draftandwriteaninquiryandthereply.SectionOne

GeneralIntroductionInquiriesareusedquiteoftenasusualwaysforthecommunicationbetweenthefuturesellerandbuyer.Generallyspeaking,therearetwokindsofinquiries:generalandspecificinquiries.Areplyistheletterwhichanswerstotheinquiry.I.Format

InquiryInsideAddressSalutationBody:1.thesourceoftheinformationandbriefself-introduction2.briefexplanationofthepurposeofwritingtheletter3.yourgoodwillofcooperationComplimentaryCloseSignatureReplyInsideAddressSalutationBody:1.thanksfortheinquiry2.necessary&specificinformationaccordingtotheinquiry3.yourgoodwillofcooperationComplimentaryCloseSignatureII.TipsIntheinquiriesMakeabriefself-introductionorabriefstatementofyourpurposeatthebeginning.Makeyourrequestsinapoliteway.Stateyourinquiryclearlyandstatethemostimportantmessageinapositiveway.Usingencouragingwordstoconvinceyourreaderstotakeaction.Endonanoptimisticnoteandrequestanearlyreply.Thelanguageshouldbesimple,accurateandguideless,andthetoneshouldbecordial,sincereandcourteous.IntherepliesAreplyshouldmainlyconsistofthreebasicparts:expressingthemeaningofthanks,replyingtherequirementsoftheinquiry,andshowingthedesiretoenterintobusinessandthehopeoffurthercontact.Expressyourappreciationfortheperson’sinterest.Emphasizeoneortwopositivefeaturesofthethingsyoumentioned.Thereplyshouldbepromptandcourteousandcoveralltheinformationaskedfor.Describebenefitsassociatedwiththemessageandemphasizethepositivefeaturesofthethingsyoumentioned.Thelanguageshouldbedirectandaccurate.III.Warm-upExerciseNow,supposeyourcompanyneeds10,000pcs100%cottonwomen’sprintedT-shirt.Youarewritingtoaclothingsupplierasaninquiry.Intheinquiry,youshouldalsoaskforsomeinformationaboutthegoods.PointsThesupplier’sinformationcomesfromtheCantonFair.Youaskfortheinformationaboutspecification,pricelist,samplebook,paymenttermsandotherinformationyouneed.Expressyourdesireofplacingalong-termorderifthepriceisconsiderable.SectionTwo

SamplesDearSirs,WelearnfromoneSwedencompanyofthesametradethatyouareproducingforexporthand-madecarpetsofdifferentsizesinwoolandsilk.Weareinterestedinthem,forthereissteadydemandinourmarketforcarpetsofgoodquality.Wewillbeappreciativeifyousendusacopyofyourcarpetcatalogue,withdetailsofyourpricesandtermsofpayment.Ishouldfinditmosthelpfulifyoucouldalsosupplysomesmallpiecesassamplesofvarioustypes.Inviewofthedemandforyourproducts,animmediatereplyisappreciated.Yourstruly,JohnSmithPurchaseManagerSample1Sample2DearSirs,WeoweyournameandaddresstoonetradepartnerontheChineseImport&ExportCommoditiesFairinGuangzhouwhohasinformedusthatyouareoneofthelargestexportersofplasticproductsinEurope,andyouwishtoextendexportbusinesstoourmarket.Youwillbepleasedtonotethatweareimportersofplasticproducts,havingover50years’experienceinthisarea.Atpresent,wearekeenlyinterestedinhouseholdplasticproductsandwewillbepleasedifyoukindlysendusyourlatestpricelistandcatalogueforallkindsofhouseholdplasticproductsspecifyingthespecificationsanddesigns.Weappreciateyourearlyreply.Yourstruly,JohnSmithPurchaseManagerSample3DearMr.Wood,FurthertoyourinquiryofJuly11th,2011,Ihavepleasureinenclosingdetailsofourcopymachines.Allthemodelsillustratedcanbesuppliedfromstockatcompetitiveprices.Aswecarryalargestockofthegoodsinsuperiorquality,wecanexecuteyourcommandspromptlyandfaithfully,attherock-bottomprices,asshowninthepricelist.MayIsuggestavisittoourshowrooms?Thenweshalldemonstratethevariousmachinesandatthesametimeshowyouourwiderangeofofficeequipment.Yourssincerely,DavidWangSalesManagerSample4DearSirs,Thankyouforyourletterenquiringaboutthestainlesshandtoolsdated11July.Ihavepleasureinenclosingourlatestillustratedcatalogueasyourequested.Thisincludesdetailsofanumberofstainlesshandtoolsindifferentmodels.Asyoumentioned,youmaybeparticularlyinterestedinournewestproduct,theLH-81023model.Youwillfinddetailsofthismodelon13ofthecatalogue,andwillseefromthepricelistthatpricesofthemodelsarealsoreasonable.Ifyouwouldlikedemonstrationsofanyofthemodelsinthecatalogue,Iwouldbehappytoarrangeforourrepresentativetocallonyouwheneverconvenient.Yourssincerely,DavidWangSalesManagerSectionThree

SituationWritingSituation1CompletethefollowinginquirybytranslatingtheChineseintoEnglish.DearSirorMadam,WemetyouintheCantonFair,hopingyoustillrememberus.______________________________________________________________________________（我們公司是中國最大的專門從事家用紡織品進出口的企業之一）.Now,wearewritingtoyoutoestablishbusinessrelationswithyou.Wearemuchinterestedinyour100%cottonembroideryteatowelsandshallbegladifyoutellusanexactspecificationoftheproducts.____________________________________________________________________________________（若貴公司能寄送你們詳細的產品目錄及最新的包含支付方式的價目表，我方將不勝感激）.Lookingforwardtoyourearlyreply.Yourssincerely,JerryLeePurchaseManagerWeareofoneofthelargestspecializingenterprisesinChinainhometextilesimportandexportItwouldbeappreciatedifyoucanpostusyourdetailedcatalogueandthelatestpricelistwithpaymentitemsSituation2Supposeyouarealargesupplierofhouseholdelectricalappliances,andyoulearnedfromtheEBaywebsiteaboutanexporterofthehouseholdovens,icecreammakers,toasterovens,stewcookersandetc..Nowyouwritealettertoaskthemtosendyoudetailsoftheirvariousrangesofproducts.Andaskthemthediscounttheycanallowonpurchasesofquantitiesofnomorethan1,000pcs.ofindividualitems,andquotetheCIFPricetoShanghai.PointsAskthemtosendyoudetailsofthevariousrangesoftheproducts.Askwhetherthereisapossibilityofgivingaspecialdiscount.AskthemtoquotetheCIFprice.Statethepossibilityofplacinganorder.DearSirs/Madams,WehavelearntfromEBaythatyouareanexporterofthehouseholdovens,icecreammakers,toasterovens,stewcookersandetc..WewouldliketotakethisopportunitytointroduceourselvesasoneofthelargestsuppliersofhouseholdelectricalappliancesinShanghaiformanyyears.Weareinterestedinyourproducts.PleasesendusthedetailsofthevariousrangesofyourproductsandquoteusyourlowestpriceCIFShanghai.Wewouldalsoliketoknowifyoucouldofferspecialdiscountonanorderofnomorethan1,000pcsofindividualitems.Wehopethatwewillestablishalongtermbusinessrelationshipwithyou.Ifyouwouldliketoknowanyinformationaboutus,pleasedonothesitatetocontactus.Welookforwardtohearingfromyousoon.Yourtruly,(Signature)Situation3Supposeyouarethesalesmanofonecompany,whichisspecializingintheexportofthecarpet.Andyoureceivedaninquiry(SectionTwo,Sample1)onJan.24th2011.Pleasewriteareplytothisinquiryandnoticethefollowingpoints.PointsExpressthanksfortheinquiry.Answeralltheinformationaskedfor.Pointoutthebrightmarketprospect.Expressintentionoffurthercooperation.DearSirs,WeareverygladtoreceiveyourletterofJanuary24inwhichyouenquiredaboutourproducts.Weareenclosingourcatalogueandthepricelistswithdetailedtermsofpayment.Wearealsosendingyousamplesofthecarpetsweproduced.Wearesureyouwillfindthatweuseonlythebestqualitymaterialsforourproducts.Thehighstandardofworkmanshipwillappealtoyourdomesticbuyers.Asyouhavementioned,abrightprospectforourproductsinyourmarketisforeseeable.Wehopethatwewillestablishalongtermbusinessrelationship.Weinviteyourattentiontoourotherproductssuchascurtainsandtablecloth,detailsofwhichyouwillfindinthecatalogue.Welookforwardtoreceivinganorderfromyousoon.Yoursfaithfully,(Signature)Situation4SupposeyouarethesalesmanageroftheFagorIndustrialCo.,Ltd.,whichisoneofthefivewell-knownplasticproductsenterprisesinU.K..Andyoureceivedaninquiry(SectionTwo,Sample2)inMar.11th2011.Pleasewriteareplytothisinquiry.PointsExpressthanksfornotice.Givethecompleteanswers.PointoutthebrightmarketprospectandmentionthelatestproductLE-009onthecatalogue(page12)tocreatenewbusinessopportunities.Expressintentionoffurthercooperation.DearSirs,WeareverypleasedtoreceiveyourinquiryofMarch11andareenclosingourillustratedcatalogueandpricelistgivingthedetailsyouaskedfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.Ourproductscombinetheadvancedeco-friendlytechnologyandtrendydesign,whichI’msure,willbepopularinyourmarket.WeinviteyourspecialattentiontoourlatestproductLE-009,detailsofwhichyouwillfindinthecatalogue(page12).Welookforwardtoreceivingyourfirstorder.Yoursfaithfully,(Signature)Unit14SalesLetterWritingLearningObjectivesknowthefunctionsofasalesletter;knowbasicelements&principlesofsalesletterwriting;draftandwriteasalesletter.SectionOne

GeneralIntroductionAsaformofadvertising,asalesletterisapieceofdirectletterwhichisdesignedtopersuadethereadertopurchaseaparticularproductorserviceintheabsenceofasalesman.I.FormatSalutationBody:1.aquotationoranattention-grabbingshortstorytocatchthereaders’attention2.adescriptionoftheproductinthereaders’interesttoarousetheirinterest3.evidencesofinspiringthereaders’desiretobuyyourproducttostimulatetheirdesire4.encouragementtoactimmediatelytoinducetheiractionofpurchaseComplimentaryCloseSignatureII.TipsGivetheletteranattractivebeginningandmakeitaspersonalaspossible.Brieflydescribethecompleteproductorservice.Persuadethecustomertotakeaction.Startthebodyoftheletterwithapolitebutpersonaltone.Usethepotentialcustomer’snameandtalktohimorherasafriend.Askaquestionthatliststhegreatestbenefitsofyouroffer.Listtwoorthreegoodreasonsthatdemonstratehowyourproductwillmakethereader’slifebetter.Keepthereasonsshortandpowerful.Askandansweronefinalquestiontoleadthereaderintothefinerpointsoftheoffer.III.Warm-upExerciseSupposingyouaretheadvertiserofthemonthlymagazineTheTourist,writeasalesletterandusethepointslistedbelow.PointsApreciouschancetoknowthemostpopulardestinationsathomeandabroad,thelatesttravelroutes,informationandtourismtrends.SpecialsubscriptionforonlyCNY12.00eachmonth,whichisCNY15.00atnewsagent.Valueofthemagazineitself:tofollowwhatisgoingonintheworldtodayandlatesttravelinformation.SectionTwo

SamplesDearSirs,Didyouknowitequallycosts$10,000.00forefficiencyyourstaffwasteeveryyear?Ofcourseyouknowthedamageofinefficiencyoperationtoyourcompany,pleasecontractourtrainingtosaveyourcompanymoney.Toupgradetheworkefficiencyofyouremployees,youmaynowcontract“HowtoEfficientlyWork”,atrainingseminartailoredtoyouremployees.Further,wewillconducttheseminaratyourcompanyduringthetimemostconvenientforyourbusystaff.“HowtoefficientlyWork”reviewsincreaseofstaffmotivation,developmentofagoodinterestinwork,efficiencystandards,rationalplangoals,andmuchmore.Anefficientstaffwillmeetyourspecificneeds.Over100companiesaroundthecountrywillattesttothepracticalityofthistrainingprogram.Submityourrequestatourwebsite:www.orcallthistoll-freenumber:0099-8899-8384.Youwillgetasatisfactoryanswer!Verytrulyyours,DavidWangSalesManagerSample1Sample2DearSir./Madam,Whatwouldyousaytoagiftthatgivesyouawarmerandmorecomfortablecar,awayfromthedanger,andasavingofover15%infuelcost?Youcanenjoytheseadvantages,notjustthisyearbuteveryyear,simplifybyusingourlatestfuel-efficientengines—LH023.Canyouthinkofabettergiftforyourentirefamily?TheenclosedbrochurewillpointoutsomeofthebenefitswhichmakeLH023themostcompletelysatisfactoryautomotiveenginesystemintheautomotivefield.Rememberthatthelatestfuel-efficientenginesareprecision-madebythelatesttechnologyproductionlineanddesignedbytheexperiencedcraftsmentofityourownparticularneeds.Andpleaseremembertoothatyouwillbedealingwithawellestablishedandlonghistorycompanywhichownsitssuccesstothesatisfactiongiventoscoresofmillionsofcustomers.Thereisnoneedforyoutomakeupyourmindrightnow.Firstwhynotletusgiveyouafreedemonstrationatyoursparetimewithoutanyobligationwhatsoever?Ifyouarelookingforawholefamilysatisfaction,thenhereisyouropportunity.Ifyouposttheenclosedcardtoreachusbytheendofthismonth,youwillgeta2%discount!Yourssincerely,DavidWangSalesManagerSample3DearMr.William,Youcantalkaboutthenews,TVprograms,yourfavoritesuperstars,orshareotherhappyexperiences.Youtakethisabilityforgranted,yetitisdeniedtomillionsofothers—thosewhoareborndeafanddumbintheircolorlesschildhood.Itisestimatedthatevery15minutesinChinaadeafanddumbchildisborn.Thismeansthateveryday96moredisabledchildrenjoininourbigfamily.Doesnotthisstrikeyouasunfair?Mostofwhatisunfairinlifeissomethingwecandolittleaboutbuthereisoneveryimportantinequalitywhicheveryonecanhelpwith.Theenclosedleafletexplainshowyoucanhelp.Pleasereaditcarefullywhilerememberingagainjusthowluckyyouare.Lettheworldbefulloflove!Lookatthosepeopleneedtobehelped!Yoursfaithfully,DavidWangSalesManagerSample4DearSirs,SUEGOInternationalImports&Exports,establishedin1988,isoneofthefastestgrowingagentsinEngland.WecurrentlyrepresentanumberofmajorEuropeanimporters,suchasRELAGSofGermany,DIMFLAGENofFrance,ZARAandothers.WearehappytoannouncethatwearenowofferingthissameservicetoAsianimportcompanieslikeyours.FromourofficeinLondon,theheartoflowcostandgoodqualityready-to-weargarments,wecansupplyyourcompanywithwhateverkindofapparelyouwouldlike.ThewiderangeofEnglishexportcompaniesthatweworkwithinsuresyouofgettingjusttheitemsthatyouarelookingfor.Whetheritbebabywear,children’swear,ladiesandmen’souterandunderwear,leatherwear,socks,belts,bags,shoes,orhouseholditemssuchasbedlinen,towels,bathrobes,ortableclothes,wecanmakesurethatyougetthequantityyouneedatthebestpossibleprice.Andourstaffofqualitycontrolinsurethatthegarmentsarewellmade.IfyouwouldliketotakeadvantageoftheservicesthatSUEGOInternationalImports&Exportsoffersyourcompany,pleasegotoourwebsiteatorcontactusbyfaxat(0044-20)1234567.Thankyou.Welookforwardtohearingfromyou.Yoursfaithfully,DavidWangSalesManagerSectionThree

SituationWritingSituation1CompletethefollowingsalesletterbytranslatingtheChineseintoEnglish.DearFutureCustomers,Ifyou’reusingeitherDSLorcableforyourInternetconnection,notonlyareyoulikelypayingtoomuchforthelevelofserviceandsupportyou’regetting,yournetworkisn’talwaysasfast,reliable,andsecureasitneedstobe.Thatmaybeokayifyou’reonlysurfingtheweborjustusingbasicE-mail.ButifyourInternetconnectionisbusinesscriticalyoucanhardlyaffordtohaveitgodown,perhapsforhoursordaysatatime,orbeforcedtosharebandwidthwithalloftheotherbusinessesinyourarea(nottomentionthekidsplayinggamesanddownloadingvideosafterschool).ChinaTelecom16888Dial-upservicecansolveallyourproblems._________________________________________________________________________________________________________________________________________________________________（使用撥號服務，你將擁有可靠的連接、專門的微軟工具、先進的安全功能以及優秀的服務支持，而你每月的成本則會明顯減少）.Pleasefeelfreetocontactmeifyouhaveanyquestionsorareinterestedinlookingatoptionsforswitchingtoatruebusinessclassservice.UseDial-upfreebyswitchingtoday.____________________________________________________________________________________________（我將在后續幾天內更多地了解您的具體需求并安排一個時間與您面談）.Thankyou.Sincerely,DavidWangSalesManagerYouwillhaveareliableconnection,specialMicrosofttools,advancedsecurityfeaturesandoutstandingservicesupportbyusingadial-upservice,andyourmonthlycostwillbesignificantlyreducedI‘dliketoknowmoreaboutyourspecificneedsandarrangeatimetomeetwithyouinthesubsequentdaysSituation2SupposeyouarethesalesmanofChinaMobile.Youwanttointroduceanewphonecard,withwhichtheuserscanenjoyallthebenefitsofChinaMobile’sleading-edgenetworkwithoutworryingaboutmonthlyhightrafficfees.Andinthisweek’sissueofInTouch,itintroducedthenewphonecardandtriedtoexpanditscampusnetworkservices.PointsGeneroussavingswhenthecustomercallsanotherChinaMobilecustomer.Freecalltoanyoneifthecustomerisinthecampusnetwork.What’snewatyourwebsite.HaveachancetowintheIPhone5.DearCustomer,Youmayhaveseensomeoffersfromusinthepast,butthistimewe’vereallyoutdoneourselves.Signupforournewphonecards,we’llgiveyouallthebenefitsofChinaMobile’sleading-edgenetworkandyoudon’tevenneedtoworryaboutmonthlyhightrafficfees.Withthenewphonecards,allthecallsarefreewhenyouareinthecampusnetwork.Outsidethecampus,youneedonlypayaratherlowfee.It’salwaysbeenouraimtoofferbettervalueforcollegestudentsandthat’swhywe’reyourlocalchampion.Thisofferissomethingreallyspecial,butitwon’tlastforever.Sodon’tmissyourchancetoenjoyagreatnewphonecard!Join