Business English(Lecture 4).pdf

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(1)

Making credit inquiry

Making offer

Making counteroffer

Accepting counteroffer

How to draw up a business letter

for each step

(2)

From: Alexander Sergei

To: Jo, Heungcheol

Date: April 3, 2017

Subject: Inquiry for water purifiers Dear Mr. Jo,

We thank you very much for your email of

March 27, 2017, in which you offered to open an account with us.

(3)

We would appreciate receiving your best

CIF Vladivostok price on vacuum cleaners for twenty(20) container unit. And we

require the shipment within 3 months after you receive L/C. If your prices are competitive, we will be able to place a large order.

CIF: Cost, Insurance and Freight

運賃 保險料 包含 引渡條件

(4)

For any information as to our financial standing and reputation, please refer to RosBank, Vladivostok Branch, Russia

Thank you very much for your attention, and we look forward to receiving

your reply soon.

(5)

Best regards,

Alexander Sergei, overseas sales team Vashilov Corporation

(his company address)

(his contact information)

(6)

• reliability/ responsibility • business conduct

• debt service(債務辨濟)

C

haracter

• assets/ financial status • capital strength

C

apital

• business ability, condition • business items

• business showings(賣出額)

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Bank reference

usually used reference Trade

Bank reference Yearbook/ Directory Chamber of Commerce Credit Bureau

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- Referring to the banks with which the prospect has an account as to his credit

Traders usually use this method

▶The party that makes inquiry usually lets the exporter know his/her bank as a reference.

(9)

- Asking one of your existing business

connections abroad about the prospect’s credit

- Asking a firm that has an account with the prospect about his credit

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- Referring to various yearbooks or directories of commerce

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- Asking the chamber of commerce at home or abroad to investigate the

prospect’s credit

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- Ask credit bureaus to investigate the prospect’s credit.

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Credit bureaus

Dun & Bradstreet Information Services Tokyo Merchantile Agency

Korea Trade Insurance Corporation ▶ You can use the embassy or the

chamber of commerce to find credit bureaus.

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(1) Introductory part

Tell the receiver how you got to

know him/her and why you are writing this email.

(15)

(2) Main part

Write the items of inquiry

and request the reference to provide information on the prospect’s credit

• Assure the reference that all the

(16)

(3) Closing part

Close with expressions like

“thank you for your cooperation” or “look forward to your sincere response”

There should be double space

(17)

From: Jo, Heungcheol

To: RosBank

Date: April 3, 2017

Subject: Request for credit information Dear Sir/Madam,

Vashilov Corporation has given your name as a

reference in opening an account with us for

the business of vacuum cleaners. We believe that

(18)

our business relations with them will largely

depend on their credit standing and reputation Therefore, we would appreciate your

information about your experience with them and their financial capacity as well as an

reliability. All information you may provide

for us will be held in strict confidence.

Thank you very much for your cooperation.

(19)

Best regards,

Jo, Heungcheol, overseas sales team

Hanguk Electronics Corp.

33, Geumsam-Ro, 5 Gil, Geumjeong-Gu

Busan, South Korea

(20)

Items to be mentioned in offer

commodity description/ specifications

price / currency quantity amount terms of payment packing shipment inspection validity(有效期間)

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Firm offer(確定 offer) is usual.

Firm Offer

Free Offer

Counter Offer Conditional Offer

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- binding an offeree to accept the offer within a specified period

- validity (有效期間) is stated

- an offeree must reply to an offeror within the period

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- not binding an offeree to accept the offer within a specified period

- an offeror merely states the terms and conditions on which he sells certain

merchandise

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- a proposal against a firm offer

- an offeree can set forth revised terms to an offeror

(25)

Offer subject to market fluctuation

- offer made when the market is expected to fluctuate

- an offeror does not bind himself to accept an offeree’s order at the said

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Including offer in a reply email

• Including quotation in a reply to

inquiry from a prospect

Drawing up an offer sheet and attach it to a reply email

(27)

(1) Introductory part

- Thank a prospect for inquiry

- State the type of offer and validity

(28)

(2) Main part

State the specific terms and conditions

of offer including price, amount, quantity, etc.

(29)

(3) Closing part

Close by saying “looking forward to your acceptance”, “looking forward to your order” etc.

(30)

(1) Introductory part

- Thank the exporter for presenting offer

(31)

(2) Main part

State the contents of offer

Explain the reason for counteroffer

(32)

(3) Closing part

Close by saying “looking forward to your early reply”

(33)

From: Alexander Sergei

To: Jo, Heungcheol

Date: April 3, 2017

Subject: Request for price discount Dear Mr. Jo,

We received with thanks your firm offer of March 27, 2017, for vacuum cleaners.

(34)

As a result of our examination of your offer, we would like you to give us discount of 3% off

the price. You must remember that competition in this line is very keen and that your

competitors are offering lower prices than

yours. If you accept 3% discount, we are sure that we order your products soon.

Thank you very much for your attention and look forward to your early reply.

(35)

Best regards,

Alexander Sergei, overseas sales team Vashilov Corporation

(his company address)

(his contact information)

(36)

,

Negotiations can be made several times until the two parties reach a final agreement.

Making sales contract Acceptance

Counteroffer Offer

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(1) Introductory part

- Thank the importer for presenting counteroffer

(38)

(2) Main part

State your intention to accept the

counteroffer

(39)

(3) Closing part

Close by saying “looking forward to your early reply”

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