P aperback Ltd the company which puts the environment first.

Exercise 39

Read and translate these sales letters.

Dear Mr Smith

Sales Development

Companies like yours in the (industry type) sector have achieved significant business growth following the introduction of certain new specialised planning and forecasting methods, by increasing skills, accountability and productivity of sales personnel.

Typically, for an investment of £50 it is possible to achieve sales growth of 20–30% in year one, and 25–50% in year two, directly attributable to this new methodology, which focuses on and integrates:

• New advanced 'facilitative' selling skills

• Measures and systems based on new Key Performance Indicators

• Refining and developing your propositions and market sector targeting

• Time management improvements, especially selling–time optimization

If you are interested in assessing the potential and relevance of these ideas for your own business I'm happy to talk on the phone first and will call you in the next few days.

Yours sincerely,

Ms. Jane Jones June 16, 2002

Executive Vice President Deco Coffee Inc. 1500 Bank Street Ottawa, ON  K9P 2Z4

Dear Ms. Jones:

Jack Perkins, a mutual friend, suggested I call you. Jack indicated that our management software – Office Box – could help you automate many of the tasks your staff currently performs manually, such as scheduling, record keeping and payroll.

We've helped over 500 companies manage fast growth by making them more competitive and saving them money. With our software, you can increase productivity by as much as 42 percent. Many of our clients find that this leaves them with more time to attract new customers and service existing ones.

I will be in Ottawa the week of June 24. I would like to meet with you to discuss how our office software can help your business. I will call you Thursday to schedule an appointment. In the meantime, if you have any questions, you can call me at 369–3698 or e–mail me at hail@acme.ca. I look forward to meeting you.

Sincerely,

Reilly Hail

R eilly Hail Commercial Sales Manager

Exercise 40

Complete each sentence so that it means the same as the one before it.

Example: I haven't seen our Spanish agent for three months.

The last time I saw our Spanish agent was three months ago.

1. We manufacture most of our computers in Korea.

Most …………

2. We didn't send the consignment by rail because there was a strike.

If there …………….

2. 'Do you know what the dollar rate is?' he asked me.

He asked me if ………………..

4. I am very sorry that I didn't reply sooner.

He apologised for …………………

5. I'm afraid that the Manager will leave before you arrive.

By the time ………..

5. I find these latest sales forecasts very interesting.

I am ………..

7. I started working with NCR three weeks ago.

I have ………..

8. My secretary is a very efficient typist.

My secretary types ……………

9. 'When does the sales conference finish?' the representative asked.

The representative wanted …………

10. I am not going to apply for a transfer because I haven't got the right qualifications. I ……….

If .............................

Exercise 41

Read and translate this sales letter.

January 1, 2001 John Smith Smith Car Emporium 123 Main Street Smallville, N.Y. 12345 (000) 000–1234

Dear Steve:

This letter is worth $250 to you, so don't throw it away! Stop by at Smith Car Emporium during the next 5 days, and I'll reduce the price of any new or pre–owned vehicle by $250! And that's in addition to our already rock–bottom prices! So, if you've been thinking about replacing that old clunker of yours with a new, affordable vehicle that you'll be proud to own, call me today.

Imagine driving down the street in a shiny, new car that runs like a dream, instead of a nightmare! You can make that happen by stopping by Smith Car Emporium and test driving one of our many high quality, dependable vehicles. We have a huge selection, so you're sure to find just what you're looking for!

Worried about being turned down for a car loan? Been turned down before because of past credit problems? If bad credit has been standing in your way until now, I have great news for you! Whether you have good credit, bad credit, or no credit, everyone is approved at Smith Car Emporium! We will work with you, every step of the way, to put you behind the wheel of the car of your choice.

Don't miss out this special "Say Goodbye to Summer" Sale. All prices have been slashed, and if you bring in this letter to me before September 1st, I'll save you $250 more! Call me today to set up an appointment!

Sincerely,

John Smith Sales Representative Smith Car Emporium

P.S.: This is a limited time offer, so call me this week to get the best possible deal!

Exercise 43

Desmond Taylor, Sales Director of Data Unlimited PLC, is organizing a sales conference for forty sales representatives to attend a two–day presentation by two advertisers who are promoting a new line of products. As Mr Taylor, write a sales letter based on the following information:

• Your address: Data Unlimited PLC, Data House, Chertsey Road, Twickenham, Middlesex TW1 1EP.

• Conference Centre: The Royal Hotel, Owls Road, Boscombe BH5 1 AD.

• The conference room for forty reps for a two–day presentation.

• Dates of conference: 8 and 9 December 2004 from 09.00 to 18.00 on both days.

• The participants will be supplied with the display materials.

• Refreshments: coffee/biscuits at 11.00, four–course meal in restaurant with table wine, tea/snacks at 16.00.

72