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All other models can be supplied by the middle of January 1997, subject to our receiving your form order by 15th of November. Our c.i.f. prices are understood to be for sealand transport to Chicago. If you would prefer the goods to be sent by air freight, this will be charged extra at cost

Trouser suits sizes 8-16 in white, yellow, red, turquoise, navy blue, black

Sizes 12,14 also in pink                      per 100 $2,650.00

Swinger dresses sizes 8-16

in white, yellow, red, turquoise, black           per 100 $1,845.00

You will be receiving price-list, cutting of our materials and a colour chart. These were airmailed to you this morning.

Yours faithfully,

F.T.Burke

Export Department

As you can clearly see it we face  the  second  phase  of business correspondence  -  the  answering letter.  It is very important, because it adjusts the  relationships  between  two partners. It does not only characterise the company,  but also advertises it.  The purpose of the letter is to  persuade  the partner that you are the best in business.

This letter  contains  the  quotation  in  reply  to   an inquiry. In lots of similar letters the quotations are simply prices and another information asked for.  But this sample  is quite the  opposite:  it  shows  the  customer that he met the sales-cautious businessman,  who  uses  every  opportunity   to stimulate his   correspondents   interest   in  his  goods  by including the  sales  message. And  the  assurance  that   the customer will  receive  personal attention is read between the lines. In order to draw the attention of the customer  to  the products in  question  the  supplier  offers  "cuttings of our materials and a colour chart".  On the whole a firm  offer  is subject to  certain  conditions,  a deadline for the receipt of orders, or a special price for certain quantities.

Example 3.

A business  transaction often starts with an inquiry which may later be followed by an order.

Both inquiry  and  order are meant to arose and stimulate business activity on the part of recipient. They are typically asking letters.  Orders  convey  the  writer's intention to do business with his correspondent,  usually to  buy  some  goods from them.

MATTHEWS & WILSON

Ladies' Clothing

421 Michigan Avenue

Chicago, III.60602

GRANT &CLARKSON

148 Mortimer Street

London W1C 37D                                      November 4, 1996

Gentlemen:

Thank you for your quotation of October 30. We have pleasure in placing an order with you for

1,900 ‘Swinger’ dresses                             at Price: $38,745

in the colours and sizes specified below:

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