The general process of international transaction: R Establishing business relation 建立商务关系 R Inquiries 询价，询 盘 ROffer Some indication of the demand in your area for the goods which the supplier deals in; Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, price list, a sample, a quotation, and so on. Sample Enquiry Dear Sirs, We have heard from the British Embassy in Paris that you are producing for export hand-made shoes and gloves in natural materials. There is a steady demand in France for high-quality goods of this type. Sales are not high, but a good price can be obtained for fashionable designs. Will you please send us your catalogue and full details of your export prices and terms of payment, together with samples of leathers used in your articles and if possible, specimens of some of the articles themselves? We are looking forward to hearing from you. Yours faithfully, Sample Offer Dear Sirs, We are in receipt of your letter of March 21 and, as requested, are airmailing you, under separate cover, one catalogue and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Art.No. 81000 Printed Shirting Design No. 72435-2A Specifications: 30x36x72x60 35/6”x42 yds Quantity: 18,000 yds Packing: In bales or in wooden cases, at sellers option Price: USD per yard CIF3 Hamburg Shipment: To be made in three equal monthly installments, beginning from May, 2006. Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment. We trust the above will be acceptable to you and await with keen interest your trial order. Yours faithfully, LANGUAGE POINTS FOR AN INITIAL INQUIRY The start: Dear Sir or Madam / Dear Sirs / Gentlemen/To Whom It May Concern - (very formal as you do not know the person to whom you are writing) Giving reference: With reference to your advertisement in./ Regarding your advertisement in . / We have seen your advertisement in (For more expressions, see Language Focus in Unit 7.) Requesting a catalogue, brochure, etc.: Will/Would/Could you please send us.? / Please send us/ I should be pleased if you would send us Requesting further information: I would also like to know ./ Could you tell me whether .? The complimentary close: Yours truly / Yours faithfully - (very formal as you do not know the person to whom you are writing) Signature: The addressers signature, his/her typed name and his/her title . LANGUAGE POINTS FOR ANSWERING AN INITIAL INQUIRY The start: Dear Mr/ Ms / Mrs/ Miss ( Use Ms for women unless asked to use Mrs or Miss) Thanking the potential customer for his/her interest: Thank you for your letter of . enquiring (asking for information) about ./ We would like to thank you for your letter of . enquiring (asking for information) about . Providing requested materials: We are pleased to enclose./ Enclosed you will find. /We enclose . Providing additional information: We would also like to inform you ./ Regarding your question about ./ In answer to your question (enquiry) about . Closing a letter hoping for future business: We look forward to . hearing from you / receiving your order / welcoming you as our client (customer). The complimentary close: Yours sincerely (remember use Yours faithfully when you dont know the name of the person you are writing and Yours sincerely when you do.) Writing Practice Read the following advertisement: Morris Docherty & Company Limited 200 Regent Street, Oxford OX43 19TN FOGLAMPS For Cars and Motorcycles We are manufacturers and can supply a good range of lamps from stock (rectangular, round and high intensity types), with mounts and wiring. Write for further information to the Manager. Compose two letters based on the following situations: 1）You are one of the leading importers of motor-car accessories in your area. After you have read the above advertisement, you write a letter to the company enquiring about their products. You should think about these points in your enquiry： Checklist： Make sure you know who to write to. Refer to the advertisement. Ask for information about the goods. Explain your own business. Explain what sort of order you may place. Ask if you can receive a catalogue, price list, a sample, a quotation, and so on. Ask for such terms as payment and delivery. Mention any other useful points. 2) Now suppose you are the manager of the above company. You reply to this enquiry. You should think about these points in your reply： Checklist： Decide who you write to Refer to the enquirers letter. Give the information the enquirer needs about the goods. Explain your payment terms and delivery