8/9/2010 1 BUSINESS COMMUNICATION MGT 269 TOPIC 5 BUSINESS LETTERS AND MEMO LETTERS & MEMORANDA 2 Business Letters & Memoranda 1. Micro Skills of Business Correspondence Essential Qualities Format Principle Parts 2. Types of letters Letters Of Request Reply to Letters of Request Letters of Complaint Reply to Letters of Complaint Memorandum
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8/9/2010
1
BUSINESS COMMUNICATION
MGT 269
TOPIC 5
BUSINESS LETTERS AND MEMO
LETTERS & MEMORANDA 2
Business Letters & Memoranda
1. Micro Skills of Business Correspondence
Essential Qualities
Format
Principle Parts
2. Types of letters
Letters Of Request
Reply to Letters of Request
Letters of Complaint
Reply to Letters of Complaint
Memorandum
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2
LETTERS & MEMORANDA 3
Essential Qualities
1. Writing accurately and correctly
Check spelling, punctuation, grammar
Accurate facts & figures
Create impression
2. Writing briefly /concisely
Short word, sentences, paragraphs but complete and courteous
Instead of e.g. “I would like to tell you that I am interested to sell the Echo Signature Collection in my boutique when I read about it in your article in the NST.”
Write, “ As soon as I saw your article in the NST, I know that “Echo Signature Collection” is the product that I want to sell.
No punctuation marks used for letterhead, reference, date, receiver‟s address, salutation and complimentary closure
E.g “. , ; :” from letterhead to
inside address and complementary
closure
E.g :
The Personnel Manager
Alam Sekitar Sdn Bhd
20, Jalan Murni
42700 Petaling Jaya
Selangor
Dear Sir
For assignment used open punctuation
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Punctuation Styles
2. Closed punctuation
Punctuation mark are placed at the end of every line of the letterhead, inside address, the salutation and complementary closure
E.g :
The Personnel Manager,
Alam Sekitar Sdn Bhd.
20, Jalan Murni,
42700 Petaling Jaya,
Selangor.
Dear Sir,
LETTERS & MEMORANDA 21
Types Of Letter
Letter of request / enquiry
Reply letter of request
Order Letter
Reply order letter
Accepting the order
Declining the order
Counter offer
Letter of complaint
Reply letter of complaint
Letter granting the claim
Letter rejecting the claim
Letter offering a compromiseLETTERS &
MEMORANDA 22
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LETTERS & MEMORANDA 23
1. Purpose is to seek for
General information
Goods, price list, catalogues,
Samples, concession, and etc.
2. Types
1. Solicited request
With reference to an advertisement
To mention the reference
2. Unsolicited request
Writer takes initiative to ask for information without referring to any ads.
Letters of Request
LETTERS & MEMORANDA 24
Types of Letters
State your request at the beginning.
Explain and justify your request.
Courteously request action.
Letters of Request
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Possible Expression Used in Letters of Enquiry
Introductory for Solicited
We have seen your advertisement in …….and would be glad if you could send us particular of……
Please send information about … which you have advertised in…
We saw your product demonstrated at …earlier this year and would like to know whether….
Introductory for Unsolicited
We are distributors of… and are interested in adding to the range of products that we have
We would appreciate a sample of…
Could you please send us…
Possible Expression Used in Letters of Enquiry…cont
Main Section and Closing
When replying, please include delivery details
Please also state whether you can supply the goods from stock as we need them urgently
We hope to hear from you soon
We look forward to hearing from you soon / within the next few days
We hope that you will send us the catalogue as soon as possible
Your prompt reply would be appreciated
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LETTERS & MEMORANDA 27
Your Ref: AE 1223/06
Our Ref: AHC 2334/06
17 Aug 2008
Ahmad Electrical Sdn. Bhd.
44756 Megamall
Jalan Syed Putra Kuala Lumpur
Dear En. Ahmad,
Small-Capacity Microwave Ovens
We are interested in ordering approximately 200 small-capacity
microwave ovens, which were advertised in the August issue of
Collegiate Magazine. Please include the following information:
-Electrical requirements
-A copy of the warranty
-Instructions for use
-Complete description of size and price of units you offer
-Shipping requirements
-Turnaround time for orders
If you have any questions or need additional information, please
contact Mariam Putih at (03) 6998-7633.
Yours sincerely,
Hayati Abdul
Student Services
486 Jalan Ampang, 68000 Kuala Lumpur
(03) 6998-7474 Fax: (03) 6998-7475 www.arrow.edu
Reply to Letter of Enquiry
An inquiry must be acknowledged promptly to establish goodwill (remember being courteous??) and that inquiry letters represent an opportunity to turn requests into orders.
There are two (2) categories:
Replies granting requests.
Involves sending customers the information requested
Replies refusing requests.
These letters say “NO” but yet retain the goodwill of the reader
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Reply to Letter of Enquiry
Main goal
Respond immediately
Encourage sale
Convey good impression of you and your organization
LETTERS & MEMORANDA 30
Types of Replies
Granting requests for Granting requests for information and action
Granting claims Granting claims and requests for adjustments
Providing recommendations Providing recommendations and references
Announcing good news
Sending goodwill
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LETTERS & MEMORANDA 31
Reply To Letter of Enquiry
Main idea
Courteous Courteous close
Explanation and relevant Explanation and relevant
details
Steps to Replying to Letter of Enquiry
1. Thank the customers for his letter / interest.
2. State whether the request can be fulfilled. If not, offer explanation
3. State whether information / materials requested for are enclosed or sent under separate post.
4. Offer additional information that is useful to reader or alternative sources of information if you are unable to help
5. Hope that everything is satisfactory and that you look forward to receiving an order.
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Possible Expression Used in Letters of Reply to Enquiry
Introductory
Thank you for your letter of October 5, 2007 in which you enquire about our product
We are pleased to learn from your letter of October 5, 2007 that you are interested in…
Thank you for your enquiry dated…regarding…
I was pleased to learn…that you are interested in our…
Concluding/Close
We look forward to receiving your order
We have the item in store and can deliver as soon as we receive your order
We should be pleased to send you any further information
Please let me know if you need any further details
LETTERS & MEMORANDA 34
Letter Refusing Request
Provide sufficient detail to make Provide sufficient detail to make reader accept the message
Imply the reader is better off
Explain company policy as Explain company policy as being logical
Offer no apology
Avoid personal assaults
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LETTERS & MEMORANDA 35
Your Ref: HM1223/08
Our Ref: NHT 2334/08
20 Jan 2008
Sri Hartamas Sdn. Bhd.
A-5-2, Suite Condo
Desa Sri Hartamas
54500 Kuala Lumpur
Dear Sir,
Instant Tea
Thank you for your interest in our range of instant tea.
For your information, the “Green” instant tea that you requested
are no longer in production. It has been replaced by a new type of
tea called “Natural Healing Tea”.
“Natural Healing Tea” will create goodness in your daily life. It can
be consumed anytime. Our product is available in all major retail
outlets nationwide. Feel free to read our attached catalogue.
Should you need further clarification, please do not hesitate to
contact the undersigned. Thank you again.
Yours faithfully,
Mohd Nizar YunusPublic Relation Department
Enc.
Unit 3, Bangsar Commercial Center, 59 100 Kuala Lumpur
(03) 6998-7474 Fax: (03) 6998-7475 www.nht.w.edu
Order Letters
Also known as purchase order or PO
The purpose : Give the vendor sufficient details on how to fulfilling an order
LETTERS & MEMORANDA 36
Should give sufficient details so that the person receiving the letter will be able to send the right goods immediately
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LETTERS & MEMORANDA 37
Order Letter
Refer to
advertisement
Refer to quotation received /
advertisement
Courteous Courteous close
Give details Give details regarding delivery, payment
Steps in Writing Order Letter
Open with suitable introduction
Place the order and include full details of goods such as quantity, brand, model, price and colour.
Give full details regarding delivery – when, how and where
Give details of payment –cash, cheque or credit
End with appropriate closing
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Reply To Order Letter
Three (3) categories
1. Letters accepting orders
Give details of delivery and payment
2. Declining orders
Give appropriate reasons
3. Suggest counter offer
Suggest other substitute goods discount, rebate, replacement etc.
LETTERS & MEMORANDA 39
Possible ExpressionsReference
In response to advertisement
We have seen you advertisement in …and shall be glad if you could supply us..
We are interested in…as advertised in…
In response to quotation
We thank you for your letter…
Thank you for your quotation..
We have received your quotation of…
Stating the order
We are interested in placing an order for the following items
Please send us…..(quantity) of…….(items)
Please supply the following items as quickly as possible and charge to our account:
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Possible Expressions…contGiving delivery
Please dispatch the goods to us by…(when and where)
Please send the goods to our warehouse at…(place) by railway express
Please send the above order by parcel post to reach us before…(date)
Giving detail of payment
Our usual method of payment is…(cheque, cash)
We will pay you cash on delivery
We will arrange for settlement by banker‟s transfer
Possible Expressions…cont
Closing
Prompt delivery would be appreciated as the goods are needed urgently
Please acknowledge receipt of this order and confirm that you will be able to deliver by…
We hope to receive your advice of deliver
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Declining the OrderWhen an order has been accepted but is unable to accept the order due to certain circumstances.
The letter should
Express regret at the inability to meet the buyer‟s need
Should explain why the supplier is unable to fulfill the order
May offer help by suggesting an alternative source
Should hope for the opportunity to serve the customer in future.
LETTERS & MEMORANDA 44
Letters of Complaint
1. Written by unsatisfied customers
2. Should result in improvement
3. Assurance that it will not recur
4. Types of complaintRegarding
I. Goods
II. Delivery
III. Services
IV. Financial matters
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LETTERS & MEMORANDA 45
Letters of Complaint
Acknowledged goods received, Acknowledged goods received, order etc.
Hope for corrective action & courteous close
Hope for corrective action & courteous close
Explain what went wrong
Explain what went wrong
Plan of a Letter of ComplaintAcknowledge the goods received and refer to the order
Regret that you have to complain
Make the complaint
Explain what is wrong
Ask the supplier to explain the fault
Inform the supplier of the inconvenience it is causing you
If necessary, make suggestions to put the matter right
Express hope for action
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LETTERS & MEMORANDA 47
Letters of Complaint1. Be courteous
2. Be factual not emotional
3. Use passive voice
4. Avoid direct accusation
5. Don‟t refer to feeling of anger
6. Don‟t use the word complain
7. Don‟t announce that you are writing a letter of complaint
LETTERS & MEMORANDA 48
Your ref: CB/123/08
Our ref: GC/234/08
4 August 2008
Customer Service
Data Life, Inc.
1993 Jalan Raja Muda
51000 Kampung Baru Kuala Lumpur
Dear Sir,
Negotiator Pro
On July 15, 2008, I purchased “Negotiator Pro” at Comp-Asia.
My hardware includes a System 7 Macintosh with 3.7 GB, 8 Mb
Ram, and a 300 MHz processor. Installation of “Negotiator Pro” went
fine, but when I boot the system, “Negotiator Pro” gives me an error
message that reads, “File Protected.”
I am unable to open the program, even though I’ve tried several
different ways. Because I was concerned that the problem might be
a virus, I’ve deleted the program from my hard drive.
I purchased the “Negotiator Pro” disk at Comp-Asia in Jalan Raja
Muda As you know, that store refers problems with opened software
back to the vendor. I’ve enclosed the disk and all paperwork,