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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Inquiries and Replies,123456,Basic knowledge of the process of doing business,A,Inquiry Enquiry,B,Replies to inquiry,Quotation/offer,A,B,General enquiry,Special enquiry,Counter offer,acceptance,Terms of payment,Orders&their fulfillment,Shipment,insurance,acceptance,declining,What is a business inquiry?,Before buying goods or services,you will have to find out,among other things,the business integrity of the company involved,whether the prices offered are reasonable,and if the liberal terms of payment are possible.You will,therefore,need to write to many companies asking for detailed information regarding the market development or production situation.These letters are Business Inquiry Letters.,sample,Gentlemen:,We are interested in your Forever bicycles exhibited at,theGuangzhou,Fair.Can you supply them from stock?Our address is,260,Catu,Avenue,S.E.,Atlanta,Geogia,30317,U.S.A.,attention,1.Tell where and how you have heard about the company to which you are writing.,2.Introduce your area of business,financial standing,and the potential market at your end.,3.State clearly what is needed.,4.Stress the importance of competitive prices that will lead to substantial orders in the future.,5.Refer to discounts and other terms,such as method of payment and delivery requirements.,6.Conclude cordially with a request for an early reply.,What are the replies?,A golden opportunity is present when a company receives a business inquiry.This is particularly true of an inquiry received from a potential customer who is on the verge of placing an order.,To seize the opportunity a reply should be sent,if possible,within 48 hours.If this is impossible,an acknowledgement letter should be sent saying that the inquiry is being studied and that a detailed answer will son arrive.Failure to reply quickly is a sure way to destroy goodwill and could cost a sale or even a customer.,Dialogue1&2,A:Good afternoon.I am Mr.Brown,the Import manager of Atlantic Industries Ltd,Sidney,Australia.This is my card.,B:Good afternoon,Mr.Brown.My name is Mrs.Anderson,manager of the sales department.,A:Nice to see you,Mrs.Anderson.,B:Nice to see you too,Mr.Brown.Wont you sit down?,A:Thank you.,B:What would you like,tea or coffee?,A:Id prefer coffee if you dont mind.,B:Is it your first trip to the Fair,Mr.Brown?,A:No,its the fourth time.,B:Good.Is there anything you find changed about the Fair?,A:Yes,a great deal.The business scope has been broadened,and there are more visitors than ever before.,B:Really,Mr.Brown?Did you find anything interesting?,A:Oh,yes.Quite a bit.But we are especially interested in your products.,B:We are glad to hear that.What items are you particularly inter-,ested,in?,A:Womens dresses.They are fashionable and suit Australian women well,too.If they are of high quality and the prices are reasonable,well purchase large quantities of them.Will you please quote us a price?,B:All right.,Dialogue 2,A:Im glad to have the opportunity of visiting your corporation.I hope to conclude some substantial business with you.,B:Its a great pleasure to meet you,Mr.Brown.I believe you have seen our exhibits in the showroom.May I know what particular items youre interested in?,A:Im interested in your hardware.Ive seen the exhibits and studied your catalogues.I think some of the items will find a ready market in Canada.Here is a list of my requirements,for which Id like to have your lowest quotations,C.I.F.Vancouver,B:Thank you for your inquiry.Would you tell us the quantity you require so that we can work out the offers?,A:Ill do that.Meanwhile,could you give me an indication of price?,B:Here are our F.O.B.price lists.All the prices in the lists are subject to our confirmation.,A:What about the commission?From European suppliers I usually get a 3 to 5 percent commission for my imports.Its the general practice.,B:As a rule we dont allow any commission.But if the order is a substantial one,well consider it.,A:You see,but I do business on a commission basis.A commission on your prices would make it easier for me to promote sales.Even two or three percent would help.,B:Thats something we can discuss later.,Dialogue 3,A:When can I have your firm C.I.F.prices,that is to say,the final offer,Mr.London?,B:Well have them worked out by this evening and let you have them tomorrow morning.Would you be free to come by then?,A:Yes.Ill be here tomorrow morning at 10.,B:Perfect.Our offer remains open for 3 days.,A:I dont need that long to make up my mind.If your prices are agreeable and if I can get the commission I want,I can place the order right away.,B:Im sure youll find our price most favorable.Elsewhere prices for hardware have gone up tremendously in recent years.Our prices havent changed much.,A:Im glad to hear that.As Ive just said,I hope to conclude some substantial business with you.,B:We shall be very pleased.Is there anything else I can do for you,Mrs.Anderson?,A:Im buying for chain department stores in Canada.T
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