Sach Thu Tin - 2010 - 2011

Chapter 1: THE FORM OF A BUSINESS LETTER
PART I. Sample letters

1. Formal letter
1 RELIANCE HOLDING FINANCE GROUP
88 Martin Lane London EC2V 6BH United Kingdo
!e"e#$one and Fa%& '()*88 +,82
2 !OCON!AP -AIGON 3 Your ref: LE/Inq.123
125 Nguyen Hue Street Our ref: SC/RP
Ditri!t 1
Ho!"i#in" City
$ietn%# & 1& No'e#(er) 2*++
5 ,ttention: -r. Nguyen Hong) Dire!tor
. De%r Sir
/ Re: 01+to+2%te 3it of %22ree
4 5e t"%n6 you 'ery #u!" for your 3etter of 11 No'e#(er 2*++) %6ing
for %n u1+to+2%te 3it of %22ree of our (r%n!"e.
5e %re 13e%e2 to en!3oe t"i (ro!"ure) "o7ing t"e 3o!%tion of %33
our (r%n!"e %n2 %gen!ie %t "o#e %n2 %(ro%2.
5e 3oo6 for7%r2 to re!ei'ing your e%r3y re13y.
8 Your f%it"fu33y
1* 9:or RELI,NCE HOLDIN;S<
11 9Signe2<
12 S.S. C%ron 9-r.<
13 S%3e -%n%ger
1& En!3.
=*1 !o1y of (ro!"ure
9
2. Less formal letter
!HE HANOI PRODUC!ION)-ERVICE-)IMPOR!)E.POR!
CORPORA!ION
Ho/$iin$ Cit0 Bran/$
(12 L0 C$in$ !$ang -treet !e" 3Fa%& 81)8)8+*22,6
Di4tri/t + Ca5"e4& HAPRO-IME. Co
Ho/$iin$ Cit0 !e"e%& +1+2+* HAPRO
Vietna
-r. > ?ing Your ref: >?/*3&
-%n%ging Dire!tor Our ref: NS/t3
S"i1ton Cro Country Lt2
358 -otting Ro%2 ;reen7i!"
Lon2on SE*2,: 0nite2 ?ing2o# 2* De!e#(er) 2*++
De%r -r. ?ing
@"%n6 you for your 3etter of 15 De!e#(er enquiring %(out our Ru((er.
I %# 13e%e2 to en!3oe our 3%tet (ro!"ure %n2 1ri!e 3it. P3e%e note t"%t
t"e 1ri!e %re CI: S%igon Port.
I "o1e t"%t you 7i33 fin2 our 1ri!e re%on%(3e %n2 our ter# #ot
generou.
, 7e "%'e re!ei'e2 % 3%rge nu#(er of enquirie fro# %33 o'er Euro1e in
re1one to our %2'ertie#ent) I 7ou32 %2'ie you to 13%!e %n i##e2i%te
or2er 2ue to 3i#ite2 u113y.
I %# 3oo6ing for7%r2 to "e%ring fro# you.
Your in!ere3y
9Signe2<
Nguyen S%ng
S%3e -%n%ger
En!. Aro!"ure B 1ri!e 3it
10
PARTS OF A BUSINESS LETTER
1. Letter head
Included name, address, telephone number of the sender, and may contain a
description of the business, trade-mark, telegraphic /cable address, telex, etc.
Note if the letter is sent to the other country, the name of sender!s country
must be added
".g.
--------------------------
#$$%&%"' '($)*+%I$N& ,%)
- )riscoll .ouse 19 &outhampton &treet ,ondon /+0" 123 *nited
4ingdom
%elephone 011--56-990
--------------------------
$r
--------------------------
%he 7ietnam National 8achinery "xport and Import +orporation
.ead office - %rang %hi &treet, .anoi, 7ietnam
+able address 89+.IN$.9N$I
%el : #ax -;-;--<006<
--------------------------
2. References
Initials, number or both. 9ddressee!s reference, =here kno=n, is typed first.
11
%he first initial is of the =riter >usually in upper case? and the second is of
the typist. 9 file or department reference may also be included.
".g.
--------------------------
@our (ef A&/ mk
$ur (ef 3B)/<06
--------------------------
3. Date
9bbreCiation may be used for Aan. #eb. 9ug. ................... but do not =rite
the month in figures. No mention of to=n.
--------------------------------------------------
".g. 1; Aanuary, 0000D or &eptember 0, 00--
--------------------------------------------------
Note: usn! the comma: e.!: don"t use: #1 Septem$er 2%%1&' use: #1
Septem$er' 2%%1&
(. Insde address
%he name of receiCer, his/her position >if kno=n? name of his/her company,
company!s address >street, district, area, city/proCince, country?.
".g.
10
-----------------------------------
8r. Aames ,eighton
3eneral 8anager
,eighton "ngineering +o ,td
10 Bracken .ill
89N+."&%"( 860 -9&
%he *nited 4ingdom
--------------------------------------
). Attenton lne
may be used if you =ish to address the letter to a particular member of the
company. %his should be placed one clear line space aboCe or belo= the
inside address, as preferred.
".g.
-----------------------------------------------------------------
15
For the attenton of *r. +ohn T,ler' Sales *ana!er
3arden &upplies ,td
0; 9udrecia &treet
(otterdam
(;< 9A%
3reat Britain
-----------------------------------------------------------------
-. Salutaton
.rtsh Amercan
#ormal
>unkno=n
person?
)ear &ir >unkno=n man?
)ear 8adam >unkno=n =oman?
)ear &ir or madam or )ear
&ir/8adam >unkno=n sex?
)ear &irs >to a department or a
company?
)ear &ir
3entlemen
,ess formal
>kno=n
person?
)ear 8r./8rs./8iss/8s E &urname
".g.
)ear 8r. Bro=n
)ear 8rs./ 8iss/ 8s &mith
)ear 8r. Bro=n
)ear 8rs./ 8iss/
8s/ &mith
/. Su$0ect lne 1headn!2
%his giCes a brief indication of the content of the letter. It is usually placed
on clear line space after the salutation. It may also be omitted
1;
".g.
)ear 8r. ,eighton
$()"( N*8B"( ;<6;
3. Letter $od,
)iCided into 5 main pares $pening/ main/ ending
4. 5omplmentar, 5lose
Salutaton .rtsh Amercan
)ear &ir
)ear 8adam
)ear &ir or madam
)ear &ir/8adam
)ear &irs
@ours faithfully
>formal?
7ery truly yours
@ours Cery truly
)ear 8r. Bro=n,
)ear 8rs./ 8iss/ 8s
&mith
@ours sincerely
>informal?
&incerely yours
+ordially yours
1%. For
/hen signing on behalf of an employer it is usual to =rite F#orGD #or the
letter to a person the first time you deal =ith, F#$(G should be highly
recommended It means on behalf of your firm
".g. #or 9B+ +o./ for .$9N39N. ,td.
1<
11. S!nature
%his is for the hand =ritten signature of the =riter
12. T,ped s!nature
9fter leaCing ;/< blank lines for signature, the name of the sender should be
sho=n. F8s/8iss/8sG must al=ays be added in brackets after a =oman!s
name, F8r.G may be added only for the first time.
".g. Nguyen %hao 7an >8s.?D Aohn ,ennon >8r.?
13. Poston 6Ttle
%his sho=s the position or title of the =riter
".g.
-----------------------
@ours faithfully
3"$(3" (9IN"
+hairman
-----------------------
-----------------------
@ours sincerely
89I ,9N >8iss?
&ales 8anager
-----------------------
1(. 7nclosure
%his indicates that an enclosure is being sent along =ith the letter.
>"nc. / "ncl.?
".g. "nc. 9 price list
1). 5opes to $e crculated
16
/hen a copy of a letter is to be sent to a third party >perhaps someone in the
same organiHation?, it is usual to indicate this by typing FccG >carbon copy?
follo=ed by t=o spaces and the name of the recipient of the copy. %he usual
position for this is at the foot of the letter after the designation or after any
enclosure indicated.
".g. cc 8iss %hao 7an, +hief 9ccountant
If the =riter does not =ish the recipient of the letter to kno= that a third
person is receiCing a copy of the letter, then FbccG >blind copy circulated?
must be typed. %his should be sho=n only on copies of the letter and not on
the original >top? copy.
".g. Bcc 8r. 4eith ,a=son, 8anaging )irector
11
PART II. 8oca$ular,
P9N5T9ATI:N
9postrophe dIu mJc lKng
9sterisk dIu hoa thL
+omplimentary close lMi chNo cuOi thP
)ash dIu ngQch ngang
"llipsis dIu ba chIm
"xclamation mark dIu chIm than
.yphen dIu gQch nOi
Inside address RLa chS ngPMi nhTn
InCerted commas dIu ngoUc kVp
,etterhead RWu thP
2uotation marks dIu ngoUc kVp
(eferences tham chiXu
&alutation lMi chNo RWu thP
&emicolon dIu chIm phYy
&peech marks dIu ngoUc kVp
&ubZect line ch[ R\
%itle ch]c C^
1-
PART III. 7;ercses
I. Read the follo<n! statements and decde <hch are true and <hch are
false. *ar= the true ones >T> and the false ones >F>.
1. If a letter begins =ith the re!i1ientC name, e.g. De%r -r Ro) it =ill close
=ith Your f%it"fu33y.
0. %he abbreCiation !.!. stands for !orre!t !%r(on.
5. If you =ere =riting a letter to 8r 'eter &mith, the salutation =ould be
De%r -r Peter S#it".
;.%he head of a company in the *4 is kno=n as the 1rei2ent.
<. In t"e 0S,) it is correct to open a letter =ith the salutation ;ent3e#en.
6. In t"e 0?) a date =ritten 0.6.0< means . :e(ru%ry 2**5.
1. If a secretary signs a letter and the signature is follo=ed by 1.1. D%nie3
H%rri) it means that the secretary is signing on behalf of )aniel .arris.
-. %he term 13! after a *4 company_s name, e.g. H%t"%7%y 13!) stands for
Pu(3i! Li#ite2 Cor1or%tion.
9. %he term Lt2 after a *4 company_s name means 3i#ite2 3i%(i3ity.
10. If you do not kno= =hether a female correspondent is married or not, it
is correct to use the courtesy title - instead of -i or -r) e.g. 8s @e%
;ro'e.
11. %his address is an example of blocked style.
'eter 7oss
$berl=einfeld=eg 55
<001 %her=il
&=itHerland
19
10. It is al=ays impolite to close a letter Aet 7i"e.
00
II. ?rte out the follo<n! names and addresses n the correct order.
9se the $loc=ed st,le.
ED,-PLE &earch &tudios ,td / ,eeds /1<; &$8 / 8r , &cott /1<0 (oyal
9Cenue
8r ,. &cott
&earch &tudios ,td
1<0 (oyal 9Cenue
,eeds
,&; -28
1. /ar=ick .ouse / &oundsonic ,td / ,ondon / <1- <9 /ar=ick &treet /
&"05 *#
0. 'iaHHa ,eonardo da 7inci 0<; / 8anaging )irector /1-00155 / 8ilano /
&ig. ). #regoni / #regoni &.p.9. /
5. Bente &pedition 3mb. / .err .einH Bente / )-6ooo #rankfurt i /
#eldbergstr. 50 / +hairman
;. &portiùe et +ie / 001 rue &ambin / %he &ales 8anager / #-0iooo )iZon
<. Intercom / ;1006 &eCilla / 5<1 9Cda ,uis de 8orales / +hief 9ccountant /
8rs &. 8oreno
6. 8s 8aria Nikolakaki / -<100 (hodes / 3reece / Nikitara <;1
1. "xcel .eights <01 / "doga=aku 159 / 1-5-- Nakakasai / Aapan / %okyo /
8rs Aunko &hiratori
-. 501 ,eighton (oad / 7.' 7ehicles ,td / ,ondon N/& 02" / %he
%ransport )irector / 4entish %o=n
III. *atchn!
01
*atch <ords from $o; A <th phrases from $o; . <th the same
meann!. Then use the <ords n $o; A to complete the sentences $elo<.
1. 'rospectus a. a complete list of items, for example of things that
people can look at or buy
0. Brochure b. a statement of ho= much money a particular piece of
=ork =ill cost
5. Booklet c. a copy of sth, usually smaller than the original obZect,
something such as a system that can be copied by other
people
;. +atalogue d. a small magaHine or book containing pictures and
information about sth or adCertising sth
<. 2uotation e. a formal offer to supply goods or do =ork at a stated
price
6. %ender f. a public eCent at =hich things are sold to the person =ho
offers the most money for them
1. 8odel g. a small thin book =ith a paper coCer that contains
information about a particular subZect
-. 9uction h. single example of sth, especially an animal or a plant
9. &pecimen l. a class or group of people or things that share particular
ùalities or features and are part of a larger group
10. %ype m. a book or printed document that giCes information about
a school, college, etc. in order to adCertise it
11. /e are inCiting aaaaaaa. for the proCision of training courses
for staff.
10. %he stores =ill be put up for aaaaaaa by the parent company.
15. %he latest aaaaaaa =ill be on display at the motor sho=.
1;. %he first aaaaaaa you get is rarely the most competitiCe.
1<. %he company sells home furnishings through/Cia an online
aaaaaaa.
00
16. %he company has outlined its plans for expansion in its
aaaaaaa.
11. It is the first car of its aaaaaaa to haCe this design feature.
1-. %he aùarium has some interesting aaaaaaa of unusual tropical
fish.
05
Chapter 2: CONTENT and STYLE
PART I. .usness <rtn! st,le
1. Len!th
9ll correspondence should be long enough to explain exactly =hat the
sender needs to say and the receiCer needs to kno=. @ou must decide ho=
much information you put in the letter. @our style and the kind of language
you use can also affect the length.
%he follo=ing letters are =ritten by different people in reply to the same
enùiry from a 8r 9rrand about their company!s products.
a. Too lon!
%here are a number of things =rong =ith this letter. %hough it tries to
adCertise the products, and the company itself, it is too =ordy. %here is no
need to explain that stores are buying in stock for +hristmas - 8r 9rrand is
a=are of this. (ather than dra=ing attention to certain items he might be
interested in, the letter only explains =hat he can already see, that there is a
=ide selection of =atches in the catalogue coCering the full range of market
prices. In addition, the =riter goes on unnecessarily to explain =hich
countries the company sells to, to giCe its history, and to ùote its rather
unimpressiCe motto.
De%r -r ,rr%n2
@"%n6 you 'ery #u!" for your enquiry of 5 No'e#(er 7"i!" 7e re!ei'e2
to2%y. 5e often re!ei'e enquirie fro# 3%rge tore %n2 %37%y 7e3!o#e
t"e#) 1%rti!u3%r3y %t t"i ti#e of t"e ye%r 7"en 7e 6no7 t"%t you 7i33 (e
(uying in to!6 for C"rit#%.
5e "%'e en!3oe2 our 7inter !%t%3ogue %n2 %re ure you 7i33 (e eEtre#e3y
0;
i#1ree2 (y our 7i2e r%nge of 7%t!"e. You 7i33 ee t"%t t"ey in!3u2e
r%nge for #en) 7o#en) %n2 !"i32ren) 7it" 1ri!e t"%t "ou32 uit %33 your
!uto#er) fro# 7%t!"e !oting on3y % fe7 1oun2 to t"oe in t"e 3uEury
(r%!6et 1ri!e2 %t e'er%3 "un2re2 1oun2. Aut 7"%te'er 1ri!e (r%!6et you
%re interete2 in) 7e gu%r%ntee %33 our 1ro2u!t for t7o ye%r.
En!3oe2 you 7i33 %3o fin2 our 1ri!e 3it gi'ing fu33 2et%i3 of 1ri!e to
Lon2on 9in!3ui'e of !ot) inur%n!e) %n2 freig"t< %n2 eE13%ining our
2i!ount) 7"i!" 7e t"in6 you 7i33 fin2 'ery generou %n2 7"i!" 7e "o1e
you 7i33 t%6e fu33 %2'%nt%ge of.
5e %re %37%y %'%i3%(3e to offer you furt"er infor#%tion %(out our
1ro2u!t %n2 !%n 1ro#ie you 1eron%3 %ttention 7"ene'er you require it.
@"i er'i!e i gi'en to %33 our !uto#er t"roug"out t"e 7or32) %n2 % you
1ro(%(3y 6no7) 7e 2e%3 7it" !ountrie fro# t"e :%r E%t to Euro1e %n2 L%tin
,#eri!%. @"i f%!t %3one (e%r out our re1ut%tion) 7"i!" "% (een
et%(3i"e2 for #ore t"%n % "un2re2 ye%r %n2 "% #%2e our #otto C@i#e
for e'eryoneC + f%#i3i%r 7or327i2e.
On!e %g%in) #%y 7e t"%n6 you for your enquiry %n2 %y t"%t 7e 3oo6
for7%r2 to "e%ring fro# you in t"e ne%r futureF
Your in!ere3y
0<
$. Too short
%here are a number of problems =ith this letter
1. It should haCe begun De%r -r ,rr%n2 and ended Your in!ere3y as the =riter
kne= 8r 9rrand_s name from his letter of enùiry.
0. Neither the date nor the reference number of the enùiry is ùoted.
5. Ideally, a catalogue should be enclosed =ith a reply to an enùiry about a
company_s products or indication of a =ebsite if the company has one.
;. /hen a catalogue is sent, attention should be dra=n to items =hich might
be of particular interest to the enùirer. Ne= products should
also be pointed out.
<. 9 price list should be included if prices are not giCen in the catalogue. 9ny
discounts should be ùoted and, if possible, deliCery dates.
De%r Sir
@"%n6 you for your enquiry. 5e "%'e % 7i2e e3e!tion of 7%t!"e 7"i!" 7e
%re ure you 7i33 3i6e. 5e 7i33 (e en2ing % !%t%3ogue oon.
Your f%it"fu33y
06
c. The r!ht len!th
.ere is a more suitable letter. It is neither too short nor too long. It proCides all
the releCant information 8r 9rrand might need, and dra=s his attention to
some specific products =hich may be of interest to him.
De%r -r ,rr%n2
@"%n6 you for your enquiry of 5 No'e#(er.
5e en!3oe our 7inter !%t%3ogue) %n2 % 1ri!e 3it gi'ing 2et%i3 of ;I:
Lon2on 1ri!e) 2i!ount) %n2 2e3i'ery 2%te.
@"oug" you 7i33 ee 7e offer % 7i2e e3e!tion of 7%t!"e) #%y 7e 2r%7
your %ttention to 11. 23+24) %n2 11. 31+3.) 7"ere t"ere %re ty3e 7e t"in6
#ig"t uit t"e #%r6et you 2e!ri(eF On 1%ge 25 you 7i33 fin2 our 3%tet
2eign in 1en2%nt 7%t!"e) 7"i!" %re %3re%2y e33ing 7e33.
,33 our 1ro2u!t %re fu33y gu%r%ntee2) %n2 (%!6e2 (y our 7or327i2e
re1ut%tion.
If you nee2 %ny furt"er infor#%tion) 13e%e !ont%!t u. 5e 3oo6 for7%r2
to "e%ring fro# you oon.
Your in!ere3y
01
2. :rder and Se@uence
9s =ell as containing the right amount of information, your letter should
also make all the necessary points in a logical seùence, =ith each idea or
piece of information linking up =ith the preCious one in a pattern that can
be follo=ed. )o not make a statement, s=itch to other subZects, then refer
back to the point you made a fe= sentences or paragraphs before, as in the
example.

0-
a. 9nclear se@uence
%his letter is difficult to understand because there is no clear seùence or
logical order.
De%r Sir / -%2%#
5e %re interete2 in your e!urity yte#. 5e 7ou32 3i6e to 6no7 #ore
%(out t"e 1ri!e %n2 2i!ount you offer.
, (uine %o!i%te of our) D-S 95"o3e%3er< Lt2) #entione2 your n%#e
to u %n2 "o7e2 u % !%t%3ogue. @"ey 7ere i#1ree2 7it" t"e e!urity
yte# you int%33e2 for t"e#) o 7e %re 7riting to you %(out it. Do you gi'e
gu%r%ntee 7it" t"e int%33%tionF
In your !%t%3ogue 7e %7 t"e Se!ure 15 7"i!" 3oo6 % t"oug" it #ig"t uit
our 1ur1oe. D-S "%2 t"e Se!ure 14 int%33e2) (ut % 7e #entione2) t"ey
%re 7"o3e%3er) 7"i3e 7e %re % !"%in of tore. 5e 7ou32 3i6e o#et"ing
t"%t !%n 1re'ent ro((ery %n2 "o13ifting) o t"e Se!ure 15 #ig"t uit u.
Ho7 3ong 7ou32 it t%6e to int%33 % yte# t"%t 7ou32 er'e %33
2e1%rt#entF Cou32 you en2 %n in1e!tor or %2'ier to ee u oonF
If you !%n offer !o#1etiti'e 1ri!e %n2 gu%r%ntee 7e 7ou32 1ut your
yte# in %33 our out3et) (ut initi%33y 7e 7ou32 on3y int%33 t"e yte# in
our #%in (r%n!".
5e 7ou32 3i6e to #%6e % 2e!iion on t"i oon) o 7e 7ou32 %11re!i%te
%n e%r3y re13y.
Your f%it"fu33y
$. 5lear se@uence
.ere is a better Cersion of the same letter, in =hich the ideas and
information are in a logical order.
09
De%r -r >%rry
5e %re % !"%in of ret%i3 tore %n2 %re 3oo6ing for %n effi!ient e!urity
yte#. You 7ere re!o##en2e2 to u (y our %o!i%te) D-S 95"o3e%3er<
Lt2) for 7"o# you re!ent3y int%33e2 t"e Se!ure 14 %3%r# yte#.
5e nee2 % yte# 7"i!" 7ou32 gi'e u !o#1re"eni'e 1rote!tion %g%int
ro((ery %n2 "o13ifting t"roug"out %33 2e1%rt#ent) %n2 t"e Se!ure 15
fe%ture2 in your !urrent !%t%3ogue 7ou32 %11e%r to uit u. Ho7e'er) it
7ou32 (e "e31fu3 if one of your re1reent%ti'e !ou32 'iit u o t"%t 7e !%n
2i!u 2et%i3 of t"e %'%i3%(3e yte#.
Initi%33y 7e 7ou32 tet t"e yte# 7e e3e!t in our #%in (r%n!") %n2) if it
1ro'e %tif%!tory) int%33 it t"roug"out our ot"er (r%n!"e. Our !"oi!e
7ou32) of !oure) (e inf3uen!e2 (y % !o#1etiti'e quot%tion %n2 fu33
gu%r%ntee for #%inten%n!e %n2 er'i!e.
P3e%e re13y % oon % 1oi(3e % 7e 7ou32 3i6e to #%6e % 2e!iion 7it"in
t"e neEt fe7 #ont".
Your in!ere3y
50
3. Plannn!
%he =ay to make sure you include the right amount of information, and in the
right order, is by planning. 9sk yourself =hat the purpose of the letter is, and
=hat response you =ould like to receiCe. Note do=n eCerything you =ant to
include before you start =riting, then read your notes to check that you haCe
included all the necessary information, that it is releCant, and that you haCe
put it in the right order.
1
t
1%r%. ,!6no73e2ge enquiry
2
n2
1%r%. En!3oe !%t%3ogue) 1ri!e 3it
3
r2
1%r%. Dr%7 %ttention to 7%t!"e uit%(3e for ,rr%n2) %n2
3%tet 2eign
&
t"
1%r%.
-ention gu%r%ntee %n2
re1ut%tion
5
t"
1%r%.
En!our%ge furt"er !ont%!t
a. Frst para!raph
%he opening sentence or paragraph is important as it sets the tone of the letter
and creates a first impression. 3enerally speaking, you =ould thank your
correspondent for their letter >if replying to an enùiry?, if necessary introduce
yourself and your company, state the subZect of the letter, and set out its
purpose. .ere are t=o examples of opening paragraphs.
+ @"%n6 you for your enquiry 2%te2 4 >u3y in 7"i!" you %6e2 u %(out our
r%nge of !o#eti!. , you 1ro(%(3y 6no7 fro# our %2'ertiing) 7e %11e%3 to
% 7i2e %ge grou1 fro# t"e teen%ge #%r6et t"roug" to #ore #%ture 7o#en)
%n2 our 1ro2u!t %re ret%i3e2 in 3e%2ing tore t"roug"out t"e 7or32.
+ @"%n6 you for your 3etter of 18 ,ugut) 7"i!" I re!ei'e2 to2%y. 5e !%n !ert%in3y
u113y you 7it" t"e in2utri%3 f3oor !o'ering you %6e2 %(out. En!3oe2 you
51
7i33 fin2 % !%t%3ogue i33utr%ting our 7i2e r%nge of 1ro2u!t !urrent3y ue2 in
f%!torie %n2 offi!e t"roug"out t"e 7or32.
$. *ddle para!raph
%he main part of your letter =ill concern the points that need to be made,
ans=ers you =ish to giCe, or ùestions you =ant to ask. 9s this depends on the
type of letter that you are =riting, these topics =ill be dealt =ith in later units.
In the middle paragraphs, planning is most important to make sure your
points are made clearly, fully, and in a logical seùence.
c. Fnal para!raph
9t the end of your letter, if it is a reply and you haCe not done so at the
beginning, you should thank your correspondent for =riting. If appropriate,
encourage further enùiries or correspondence, mentioning that you look
for=ard to hearing from him or her soon. @ou may =ant to restate, briefly, one
or t=o of the most important points you made in the main part of your letter.
.ere are some examples of final paragraphs.
+ On!e %g%in t"%n6 you for 7riting to u. P3e%e !ont%!t u if you 7ou32 3i6e %ny
furt"er infor#%tion. @o u##%riGe: %33 1ri!e %re quote2 CI: Yo6o"%#%)
2e3i'ery 7ou32 (e iE 7ee6 fro# re!ei1t of or2er) %n2 1%y#ent "ou32 (e
#%2e (y (%n6 2r%ft. I 3oo6 for7%r2 to "e%ring fro# you oon. I "o1e I "%'e
!o'ere2 %33 t"e quetion you %6e2) (ut 13e%e !ont%!t #e if t"ere %re %ny
ot"er 2et%i3 you require. If you 7ou32 3i6e to 13%!e %n or2er) #%y I ugget
t"%t you 2o o (efore t"e en2 of t"i #ont" o t"%t it !%n (e #et in goo2 ti#e
for t"e t%rt of t"e u##er e%onF I "o1e to "e%r fro# you in t"e ne%r
future.
+ 5e %re !onfi2ent t"%t you "%'e #%2e t"e rig"t !"oi!e % t"i 3ine i % 3e%2ing
e33er. If t"ere i %ny %2'i!e or furt"er infor#%tion you nee2) 7e 7ou32 (e
50
"%11y to u113y it) %n2 3oo6 for7%r2 to "e%ring fro# you.
(. St,le and lan!ua!e
a. Smplct,
+ommercial correspondence often suffers from an old-fashioned, pompous
style of "nglish =hich complicates the message and giCes readers the feeling
that they are reading something =ritten in an unfamiliar language. In this
letter, all the =riter is trying to do is explain =hy he delayed paying his account
but, because of the style, it is too long and is difficult to understand.
.ere is a simpler Cersion of the letter. 8r 9ldine =ill be satisfied =ith it
because it tells him - simply and clearly - =hat he =ants to kno=. #irst, his
customer uses his name. &econd, he has apologiHed. %hird, 8r 9ldine kno=s his
=as not the only account that =as not paid =hen due, and kno=s =hy. #inally,
he has his cheùe.
De%r -r ,32ine
I %# re13ying to your 3etter of 15 >u3y %6ing u to !3e%r our >une (%3%n!e.
I %1o3ogiGe for not ett3ing t"e %!!ount ooner) (ut 2ue to t"e unfortun%te 2e%t"
of -r Noe3) our ,!!ount%nt) t"ere "%'e (een 2e3%y in ett3ing %33 of our
outt%n2ing (%3%n!e.
P3e%e fin2 en!3oe2 our !"eque for H2)12*) %n2 %!!e1t our %1o3ogie for %ny
in!on'enien!e.
Your in!ere3y
$. 5ourtes,
55
@our style should not, ho=eCer, be so simple that it becomes rude. .ere is an
example of a letter that is too short and simple.
De%r -r Ro"n
IC'e %3re%2y 7ritten to you !on!erning your 2e(t of H1)88&. @"i "ou32 "%'e
(een !3e%re2 t"ree #ont" %go. You ee# un7i33ing to !o+o1er%te in 1%ying u.
5eC33 ue you if you 2o not !3e%r your 2e(t 7it"in t"e neEt ten 2%y.
Your) et!.
In the Cersion of the same letter, notice the stylistic deCices that are used to
make it more polite complex sentences, Zoined by conZunctions, rather than
short sentences >e.g. ... t"e (%3%n!e of H1)18&) =hich "% (een outt%n2ing...
rather than.. .your 2e(t of H1)88&. @"i "ou32 "%'e (een !3e%re2...?D the use of
full rather than abbreCiated forms 9e.g. I "%33 "%'e to !oni2er... rather than
5eC33 ue I< and the use of passiCe forms and indirect language that aCoids
sounding aggressiCe >e.g.... for t"e %!!ount to (e ett3e2I rather than... if you
2o not !3e%r your 2e(t...?.
De%r -r Ro"n
I refer to our 1re'iou 3etter ent on 1* O!to(er in 7"i!" you 7ere %6e2 to
!3e%r t"e (%3%n!e of H1)88& on your %!!ount) 7"i!" "% (een outt%n2ing
in!e >u3y. , t"ere "% (een no re13y) I "%33 "%'e to !oni2er "%n2ing o'er
t"e #%tter to our o3i!itor.
Ho7e'er) I %# re3u!t%nt to 2o t"i %n2 %# offering % furt"er ten 2%y for t"e
%!!ount to (e ett3e2.
Your in!ere3y
5;
). 5lart,
@our correspondent must be able to understand =hat you haCe =ritten.
+onfusion in correspondence often arises through a lack of thought and
care, and there are a number of =ays in =hich this can happen.
5<
a. A$$reAatons and ntals
9bbreCiations can be useful because they are ùick to =rite and easy to
read. But both correspondents need to kno= =hat the abbreCiations stand
for.
%he abbreCiations +I# and #$B, for example, are IN+$%"(8& =hich mean,
respectiCely, +ost, Insurance, and #reight and #ree $n Board. But can you
be sure that your correspondent kno=s that 1B1 #e%n 1ot%ge %n2
1%!6ingF
&ome international organiHations, e.g. N9%$ >North 9tlantic %reaty
$rganiHation?, are kno=n in all countries by the same set of initials, but
many are not, e.g. "* >"uropean *nion? and *N >*nited Nations?. National
organiHations, e.g. in the *4, +BI >+onfederation of British Industry? and
%*3 >%rades *nion +ongress?, are unlikely to be familiar to correspondents
in other countries.
$. Num$er
/e sa= on page - that the use of figures instead of =ords for dates can
create problems.
Numerical expressions can also cause confusion. #or example, the decimal
point in British and 9merican usage is a full stop, but a comma is used in
most continental "uropean countries, so that a British or 9merican person
=ould =rite ;.0<< =here a #rench person =ould =rite ;,0<< >=hich to a
British or 9merican person =ould mean/our t"ou%n2 t7o "un2re2 %n2
fifty+fi'eJ.
If there is the possibility of confusion, =rite the expression in both figures and
=ords, e.g. H1*)5/5.8* 9ten t"ou%n2 fi'e "un2re2 %n2 e'enty+fi'e 1oun2)
ninety 1en!e<.
56
c. Prepostons
&pecial care should be taken =hen using prepositions. %here is a big difference
bet=een @"e 1ri!e "% (een in!re%e2 to H&5*.**) @"e 1ri!e "% (een in!re%e2 (y
H&5*.**) and @"e 1ri!e "% (een in!re%e2 fro# H&5*.**.
-. Accurac,
a. Spelln!
+areless mistakes in a letter can giCe readers a bad impression. &pelling,
punctuation, and grammar should all be checked carefully. 8any people
haCe come to rely on the spellchecker in their computers to ensure that there
are no spelling mistakes. But a =ord spelt incorrectly may form a
completely different =ord, e.g. P3e%e gi'e it o#e t"oug" >the =riter means
t"oug"t<K I %7 it t"eir >the =riter means t"ere<. 9 spell checker =ould miss
these mistakes. %here is no substitute for carefully reading, or proofreading
a letter that you haCe =ritten.
51
$. Ttle' names' and addresses
*se the correct title in the address and salutation. &pell your
correspondent_s name correctly >nothing creates a =orse impression than a
misspelled name?, and =rite their address accurately.
If you do not kno= your correspondent, do not assume that they are one sex
or the other, i.e. use De%r Sir/-%2%# rather than De%r Sir or De%r -%2%#.
If you kno= a correspondent_s name but not their sex, use -r. /-) e.g. De%r
-r. /-. A%rron.
c. References
/hen replying to a letter, fax, or email, ùote all references accurately so
that it is immediately clear to your reader =hat you are =riting about.
d. Prces' measurements' etc.
&pecial care should be taken =hen ùoting prices or giCing specifications
such as measurements or =eights. 2uoting these incorrectly can cause
serious misunderstandings.
e. 7nclosures and attactments
9l=ays check that you haCe actually enclosed the documents you haCe
mentioned in your letter, or attached them to your email. +heck, too, that
you haCe enclosed or attached the right documents. If, for example, the
document you are enclosing is inCoice ',/051, make sure you do not enclose
inCoice ',/015.
/hen ordering, make sure you ùote the order number correctly, especially
in international trade =here mistakes can be Cery expensiCe in both time
and money.
5-
59
PART II. Belpful 7;pressons
1. Startn! the reference' e;plann! the reason for <rtn!
- /ith reference to ...................
- In reply to ...................
- I =ould like to thank you for ...................
- I am =riting to apply/ inform / reùest ...................
2. Ac=no<led!n!
- /e ackno=ledge >=ith thanks? the receipt of ...................
- /e haCe receiCed your offer ................... for =hich =e thank you.
- /e =ould like to thank you for ...................
- /e are pleased to receiCe aaaaaaaaaa.
3. Re@uestn!
- /e =ould be grateful / obliged if you could ...................
- /e =ould >highly? appreciate it if you could ...................
- +ould / =ould you please ................... b >8ore informal?
- I shall be glad if you =ill ...................
- /e shall be pleased if you can / =ill a
- It =ould be helpful if you can a
(. Than=n!' nformn!
- %hank you for ...................
- /e =ere Cery pleased to inform you that
- /e haCe much pleasure in informing about
). 7nclosn! documents
- /e haCe pleasure in enclosing ...................
;0
- /e are enclosing a catalogue ...
- 'leased find enclosed/attached ...................
- /e haCe enclosed our price list ...................
- #rom the enclosed/attached a
-. Apolo!Cn! and e;pressn! re!ret
- /e regret our inability to ...................
- /e are regretful that =e shall not be able to ...................
- I regret that I cannot ...................
- I am afraid that ...................
- /e are sorry that ...................
- 'lease accept our many apologies for
- /e =ould apologiHe for
/. 7;pressn! ur!enc,
- /ould you please place your order
- ................... at your earliest conCenience.
- ................... =ithout delay/ at the minimum of delay.
- ................... as soon as possible.
- .................. prompt/promptly.
- .................. immediately.
;1
3. 5onfrmn!
- I am pleased to confirm that ...................
- I confirm that ...................
4. 7mphasCn!
- /e =ould like to dra= your attention to...................
- /ould you please note that...................
- /e =ould like to stress the importance of ...................
- /e =ould point out the ...................
1%. 7ndn! the letter
- I look for=ard to seeing / meeting you ...................
- #inally, I =ould like to thank /remind you ...................
- $nce again, =e thank you for your ................... and look for=ard to
your early reply.
;0
PART III. 7;ercses
I. Sort out the 0um$led <ords $elo< to ma=e s; sentences t,pcal of
$usness correspondence. Add captal letters and punctuaton as
necessar,.
1. gr%tefu3 / oon / % / % / 7e / for / 7ou32 / 1oi(3e / re13y / % / (e
2. for / fin2 / 13e%e / !"eque / H&8.5* / % / en!3oe2
3. furt"er / 13e%e / if / u / infor#%tion / you / %ny / !ont%!t / nee2
&. ,1ri3 / your / you / 3etter / t"%n6 / 5 / of / for
5. you / 7e / for7%r2 / to / fro# / 3oo6 / "e%ring
.. 13e%ure / 1ri!e 3it / en!3oing / "%'e / % / !%t%3ogue / our / I / 1ring /
%n2 / in
II. Re<rte the follo<n! re@uest for pa,ment n a more polte form.
De%r Sir
You "%'e o7e2 u H5./.** in!e :e(ru%ry) 7"i!" #e%n you "%'enCt 1%i2 u
for t"ree #ont".
5e "%'e 7ritten to you t7i!e %n2 you "%'en t (ot"ere2 to %n7er u) yet
youC'e (een % !uto#er for ye%r. ,ny7%y) 7e re not going to 1ut u1 7it"
t"i) o if you 2onCt te33 u 7"y you "%'enCt 1%i2) or en2 t"e #oney you o7e
u in ten 2%y) 7eC33 ue you. ,fter %33) 7eC'e got (i33 to 1%y too) %n2 (ei2e
7e eE13%ine2 our ru3e for gi'ing !re2it) i.e. 1%y#ent on 2ue 2%te) o#e
ti#e %go.
Your) et!.
R. L%n!%ter 9-r<
III. .elo< s the repl, to the letter n 7;ercse II. It <as opened $, *r
Lancaster>s secretar,' <ho sa< stra!ht a<a, that the letter s <ord,
and contans a lot of rreleAant nformaton. Pretend ,ou are the
;5
secretar, and <rte *r Lancaster an emal summarCn! the letter>s
contents. Tr, to ma=e ,our summar, no lon!er than seAent,DfAe <ords.
De%r -r L%n!%ter
I %# 7riting to you in re13y to your 3etter 2%te2 8 -%y) 7"i!" 7e re!ei'e2
on 1* -%y) in 7"i!" you re#in2e2 u of our outt%n2ing (%3%n!e) 7"i!"
no7 %#ount to t"e u# tot%3 of H5./.**.
I "ou32 3i6e to offer #y "u#(3et %1o3ogie for our f%i3ure eit"er to ett3e
t"e %!!ount) or to re13y to your t7o 1re'iou !o##uni!%tion. Ho7e'er) I
fee3 t"%t I #ut eE13%in t"e !%ue. 5e "%'e (een t"e unfortun%te 'i!ti# of %
tr%ge2y. @7o #ont" %go) our 1re#ie 7ere
%3#ot !o#13ete3y 2etroye2 (y fire. ,3t"oug" I %# "%11y to re1ort t"%t 7e
ut%ine2 no !%u%3tie) %33 our re!or2) to!6) or2er re%2y for 2e1%t!"
%n2 o on) 7ere !onu#e2 (y t"e f3%#e.
No7) %t 3%t) our fortune %re (eginning to rie %g%in) %n2 our inur%n!e
!o#1%ny 7i33 "ort3y (e re3e%ing fun2 to f%!i3it%te our re!o'ery. Let #e
%ure you t"%t you 7i33 (e re#uner%te2 in fu33 % oon % 1oi(3e. In t"e
interi#) I 7ou32 (e gr%tefu3 if you 7ou32 %!!e1t % #%33 u# to7%r2 t"e
ett3e#ent of our %!!ount) 7it" #y 1eron%3 1ro#ie t"%t t"e re#%ining
%#ount 7i33 (e for7%r2e2 to you % oon % it (e!o#e %'%i3%(3e.
P3e%e fin2 en!3oe2 % !"eque for t"e u# of H55.**) %n2 on!e %g%in) I (eg
you to %!!e1t #y 2ee1et %1o3ogie for %ny in!on'enien!e !%ue2.
Your in!ere3y
@.D. ;%#e 9-r<
I8. 8etnamese D 7n!lsh Translaton
1. 'hcc Rdp thP hei hNng c[a ùf ngNi R\ ngNy 00/6, chcng tgi xin thgng
bdo Rh ùf ngNi ri rjng sO hNng mN ùf ngNi muOn mua hikn Rl hXt.
0. +hcng tgi sm Rdnh gid cao nXu nhP ùf ngNi cJ thh dNnh cho chcng tgi
m]c chiXt khIu trn som lN <p cho lg hNng nNy.
;;
5. +hcng tgi sm biXt qn nXu ùf ngNi cJ thh som xdc nhTn cho chcng tgi
ngNy giao hNng Rh chcng tgi tikn srp xXp Cikc nhTn hNng.
;. +hcng tgi Cui msng thgng bdo cho ùf ngNi biXt rjng nhtng snn phYm
mN ùf ngNi hei mua hikn cJ sun trong kho.
<. +hcng tgi hvn hQnh thgng bdo Coi ùf ngNi rjng nhtng tNi liku chNo hNng
RJ Rl RPwc gKi Ri ngNy hgm ùa cho ùf ngNi bjng RPMng thP rixng.
6. %heo yxu cWu, chcng tgi Rl gKi bjng bPu kikn nhtng myu hNng nNy Rh
ùf ngNi cJ thh kihm tra chIt lPwng c[a chcng.
1. +hcng tgi xin gKi kzm tM ùnng cdo CN bnng gid moi nhIt cho mUt hNng
91 CN 90 c[a chcng tgi.
-. {in ùf ngNi hly xem thP bdo gid gKi kzm theo Rvy, bdo theo gid +I#
cnng &Ni 3|n.
9. +hcng tgi rIt lIy lNm tiXc lN chcng tgi khgng thh chiXt khIu sO lPwng
1<p cho Rqn hNng nNy RPwc C} gid Rl bdo chS Rh lQi cho chcng tgi m]c
lwi nhuTn nhe.
10. NXu ùf ngNi cJ yxu cWu khdc, xin hly lixn hk Coi chcng tgi bjng "-mail
hoUc #ax cNng som cNng tOt.
11. +hcng tgi sun sNng lNm hXt s]c m}nh Rh cJ cq h~i RPwc ph^c C^ ùf
ngNi.
10. +hcng tgi muOn ùf ngNi chc f toi chIt lPwng cao cng nhP gid cn phni
chng c[a nhtng snn phYm nNy.
15. +hcng tgi xin nhIn mQnh tWm ùan trng c[a Cikc giao hNng Rcng hQn
C} lg hNng nNy lN Rh chcng tgi bdn CNo dLp Ng-en toi.
1;. +hcng tgi thNnh thc xin li ùf ngNi C\ nhtng phi\n hN mN ùf ngNi Rl
phni gdnh chLu do nhtng sq suIt mN chcng tgi gvy ra.
;<
1<. +hcng tgi mong som nhTn RPwc RUt hNng chnh th]c c[a ùf ngNi CN hy
Cng ùf ngNi sm khgng Rh l cq h~i tuykt CMi nNy.
;6
I8. LetterD<rtn!
+gng %y trdch nhikm htu hQn )kt %hNnh +gng >%hNnh +gng 4nitting +o.,
,td.?, RLa chS 0;, RPMng +dch 8Qng %hdng %dm, ùTn %vn B}nh, %hNnh phO
. +h 8inh. ikn thoQi CN #ax -;----.5;-;50 Rl nhTn RPwc Rqn RUt hNng
RWu tixn R\ ngNy 50/-/00-- RUt mua ùWn do may sun c[a cgng ty
3,9&%$N-39(8"N%& ,td. >La chS +layfield, Burnley BB10 1(2,
%exas, *&9?. 7} Rvy lN Rqn hNng RWu tixn c[a 3,9&%$N Coi %hNnh +gng
nxn anh/chL hly CiXt m~t b]c thP cnm qn gKi RXn gng 8ike 4leCen, gidm
ROc Ri\u hNnh c[a 3,9&%$N Coi n~i dung nhP sau
1. %hNnh +gng xdc nhTn Rl nhTn RPwc CN xin cdm qn thP RUt hNng c[a
3,9&%$N sO 8N 105.
0. %hNnh +gng hoNn toNn chIp nhTn nhtng Ri\u khonn CN Ri\u kikn nxu
trong Rqn hNng nJi trxn CN xin gKi kzm theo ld thP nNy thgng bdo giao
hNng chi tiXt Rh 3,9&%$N ch[ R~ng srp xXp Cikc nhTn hNng.
5. %hNnh +gng xin cdm qn C\ cq h~i mN 3,9&%$N Rl dNnh cho m}nh ph^c
C^ hNng hJa mN 3,9&%$N cWn CN hy Cng chIt lPwng cao cng Coi myu
ml hwp thMi trang c[a chuyXn hNng nNy sm lNm 3,9&%$N hoNn toNn hNi
l|ng.
;. %hNnh +gng mong rjng Rqn hNng nNy sm dyn toi nhi\u ùan hk bugn bdn
tOt Rp gita hai bxn trong tPqng lai.
5hE F:
%ham chiXu c[a 3,9&%$N 84/ rp-$N105
NgPMi kf thP %ng gidm ROc bN Nguyn ,an 9nh.
NgNy CiXt 1/9/00--
9nh/+hL cJ thh thxm nhtng chi tiXt cWn thiXt Rh b]c thP trxn RWy R[ CN
thuyXt ph^c hqn.
CHAPTER 3: ENQUIRIES and REPLIES
;1
PARTS :F AN 7NG9IRH
1. %elling the supplier ho= you obtained your potential supplier!s name.
0. Introducing to your supplier =hat sort of firm you are.
5. Indicating the state of the market.
;. 9sking for information >catalogues, pricelists, prospectus, samples,
patterns a?
<. &uggesting terms, methods of payment, discounts.
6. .oping for an early offer/ ùotation/ reply

PARTS :F A R7PLH T: AN 7NG9IRH
1. "xpress thanks to the enùiry.
0. +onfirm that you can help.
5. "nclose reùested documents >pricelist, ùotation, catalogue, sales
literatures, samples, a.?
;. 'romise to faCour the customers.
<. 9dd your faCourable comments on the goods sold.
6. "xpress regret >if any?, offer an alternatiCe >if any?.
1. .ope for an order.
;-
1. Re#"0 to an ad6erti4eent
>@"e !uto#er i re13ying to %n %2'ertie#ent for CD in % tr%2e Lourn%3<
De%r Sir/ -%2%#
5e %re % 3%rge #ui! tore in t"e !enter of Poitier %n2 7ou32 3i6e to 6no7
#ore %(out t"e re+7rit%(3e %n2 re!or2%(3e CD you %2'ertie2 in t"i
#ont"M e2ition of NHi :i Ne7O.
Cou32 you te33 u if t"e CD %re 3e%2ing (r%n2 n%#e) or #%2e (y #%33
in2e1en2ent !o#1%nie) %n2 7"et"er t"ey 7ou32 (e uit%(3e for 2o#eti!
re!or2ingF It 7ou32 %3o (e "e31fu3 if you !ou32 en2 u o#e %#13e. If
t"ey %re of t"e t%n2%r2 7e require) 7e 7i33 13%!e % u(t%nti%3 or2er. 5e
7ou32 %3o 3i6e to 6no7 if you offer %ny tr%2e 2i!ount.
5e 3oo6 for7%r2 to re!ei'ing your e%r3y re13y.
Your f%it"fu33y
9igne2<
P.;er%r2 9-.<
-%n%ger
;9
5omprehenson @uestons
1. /hy does 8. 3erard say 5e %re % 3%rge #ui! toreb
0. .o= did he hear about the +)sb
5. /hat reùirements does he suggest must be met before he =ill place an
orderb
;. /hat does the =ord u(t%nti%3 in the letter meanb
<. /hat concession does he ask forb
<0
2. Re#"0 to a re78e4t 9or /ata"og8e4 and 4a#"e4
De%r -r. ;er%r2
@"%n6 you for your inquiry of 12 -%y in 7"i!" you %6e2 %(out t"e CD 7e
%2'ertie2 in t"i #ont"M e2ition of NHi:i Ne7O.
I !%n !onfir# t"%t t"ey %re of "ig" qu%3ity) %n2 uit%(3e for 2o#eti!
re!or2ing. @"ey %re P?o3(yM 1ro2u!t) 7"i!" i % (r%n2 n%#e you 7i33
!ert%in3y re!ogniGe) %n2 t"e re%on t"eir 1ri!e %re o !o#1etiti'e i t"%t
t"ey %re 1%rt of % !onign#ent of (%n6ru1t to!6 t"%t 7% offere2 to u.
Ae!%ue of t"eir 3o7 1ri!e) %n2 t"e #%33 1rofit #%rgin) 7e 7i33 not (e
offering %ny tr%2e 2i!ount on t"i !onign#ent. Aut 7e e33 % 7i2e r%nge
of e3e!troni! %n2 !o#1uter 1ro2u!t %n2 "%'e en!3oe2 % 1ri!e+3it gi'ing
you 2et%i3 of tr%2e) qu%ntity) %n2 !%" 2i!ount.
5e "%'e ent) (y e1%r%te 1ot) %#13e of t"e %2'ertie2 CD %n2 ot"er
(r%n2 7e to!6) %n2 7ou32 urge you to 13%!e %n or2er % oon % 1oi(3e
% t"ere "% (een % "uge re1one to our %2'ertie#ent.
5e 7ou32 3i6e to t"%n6 you for your interet %n2 3oo6 for7%r2 to re!ei'ing
your e%r3y or2er.
Your in!ere3y
9igne2<
9Herr< R. ;er3%!"
S%3e Dire!tor
En!3. 1ri!e+3it
1. /hat references does .err 3erlach ùoteb
<1
0. /hy are the +)s being sold cheaplyb
5. )oes he offer any discounts on the adCertised goodsb
;. /hat other material has he sent to )isc &.9.b
<. +an )isc &.9. order =heneCer they =ant tob
<0
+: En78ir0 9ro a retai"er to a 9oreign an89a/t8rer
De%r Sir/ -%2%#
5e %re % !"%in of ret%i3er (%e2 in Air#ing"%# %n2 %re 3oo6ing for %
#%nuf%!turer 7"o !%n u113y u 7it" % 7i2e r%nge of 7e%ter for t"e #enM
3eiure7e%r #%r6et. 5e 7ere i#1ree2 (y t"e e3e!tion of 7e%ter t"%t
7ere 2i13%ye2 on your t%n2 %t t"e N-en7e%r EE"i(itionO t"%t 7% "e32
in H%#(urg 3%t #ont".
, 7e uu%33y 13%!e 'ery 3%rge or2er) 7e 7ou32 eE1e!t % qu%ntity 2i!ount
in %22ition to % 2*Q tr%2e 2i!ount off net 3it 1ri!e. Our ter# of 1%y#ent
%re nor#%33y 3*+2%y (i33 of eE!"%nge) 2o!u#ent %g%int %!!e1t%n!e 9D/,<.
If t"ee !on2ition interet you) %n2 you !%n #eet or2er of o'er 5**
g%r#ent %t one ti#e) 13e%e en2 u your !urrent !%t%3ogue %n2 1ri!e+3it.
5e "o1e to "e%r fro# you oon.
Your f%it"fu33y
Peter Cr%ne 9-r.<
C"ief Auyer
:. Lyn!" B Co. Lt2
<5
1. /hat expression does 'eter +rane use to indicate that ,ynch : +o. is a
large companyb
0. /hat market is ,ynch : +o. interested inb
5. /here did ,ynch : +o. get to kno= about &atexb
;. /hat kinds of discounts are they asking forb
<. .o= =ould payment be madeb
<;
1: Re#"0 to t$e genera" en78ir0 in ;$i/$ t$e 580er a4<ed 9or /ertain
/on/e44ion4
De%r -r. Cr%ne
5e 7ere 13e%e2 to re!ei'e your inquiry) %n2 to "e%r t"%t you 3i6e2 our
r%nge of 7e%ter. 5e !%n !onfir# t"%t t"ere 7ou32 !ert%in3y (e no trou(3e
in u113ying you fro# our 7i2e e3e!tion of g%r#ent.
5e !%n offer you % qu%ntity 2i!ount) 7"i!" 7ou32 (e 5Q off net 1ri!e for
or2er o'er H2)***) (ut t"e uu%3 %33o7%n!e for % tr%2e 2i!ount in It%3y i
15Q) %n2 7e %37%y 2e%3 on 1%y#ent (y ig"t 2r%ft) !%" %g%int
2o!u#ent. Ho7e'er) 7e 7ou32 (e 1re1%re2 to re'ie7 t"i on!e 7e "%'e
et%(3i"e2 % fir# tr%2ing %o!i%tion 7it" you.
En!3oe2 you 7i33 fin2 our u##er !%t%3ogue %n2 1ri!e+3it quoting 1ri!e
CI: Lon2on. 5e %re ure you 7i33 fin2 % re%2y %3e for our 1ro2u!t in
Eng3%n2) % "%'e ot"er ret%i3er t"roug"out Euro1e %n2 ,#eri!%) %n2 7e
2o "o1e 7e !%n re%!" %gree#ent on t"e ter# quote2.
@"%n6 you for your interet. 5e 3oo6 for7%r2 to "e%ring fro# you oon.
Your in!ere3y
D. C%uio 9Sig.<
S%3e Dire!tor
En!3. = *1 C%t%3ogue
= *1 Pri!e Lit
1. )oes &ig. +ausio agree to all 8r. +rane!s reùests concerning discountsb
0. /hat method of payment does he ask forb
<<
5. /hat does he suggest about the method of payment in the futureb
;. /hat is enclosed =ith the letterb
<. .o= does &ig. +ausio indicate that his company deals internationallyb
<6
*: Re#"0 to a re78e4t 9or a /ata"og8e and #ri/e"i4t
De%r - Lo7e
5e 7ere 13e%e2 to re!ei'e your enquiry to2%y) %n2 %re en!3oing t"e
!%t%3ogue %n2 1ri!e 3it you %6e2 for.
You 7i33 ee t"%t 7e !%n offer % 7i2e e3e!tion of 2inner %n2 te% er'i!e
r%nging fro# t"e rugge2 P;reytoneM e%rt"en7%re (re%6f%t et to t"e
2e3i!%te P-ingM (one !"in% 2inner er'i!e. You !%n !"ooe fro# #ore t"%n
fifty 2eign) 7"i!" in!3u2e t"e e3eg%n!e of P5e2g7oo2M) t"e 2e3i!%te
1%ttern of P5i33o7M) %n2 t"e ri!"ne of PAro7ntoneM g3%Ge.
5e 7ou32 'ery #u!" 3i6e to %22 your !3ient to our 7or327i2e 3it of
!uto#er) %n2 !ou32 1ro#ie t"e# %n eE!e33ent 1ro2u!t 7it" % firt+!3%
er'i!e. 5e 7ou32 (e g3%2 to %!!e1t or2er for %ny nu#(er of 1ie!e) %n2
!%n #iE et if require2.
You 7i33 ee t"%t our 1ri!e %re quote2 CI: to E%tern C%n%2i%n e%(o%r2
1ort %n2 7e %re offering % 1e!i%3 1*Q 2i!ount off %33 net 1ri!e) 7it"
2e3i'ery 7it"in t"ree 7ee6 fro# re!ei1t of or2er.
If t"ere i %ny furt"er infor#%tion you nee2) 13e%e !ont%!t u) or go to our
7e(ite %t t"e %22re %(o'e. On!e %g%in t"%n6 you for your enquiry.
Your in!ere3y)
9igne2<
>. -erton 9-r.<
S%3e -%n%ger
<1
En!3. = *1 C%t%3ogue
= *1 Pri!e Lit
Regitere2 No./1.&41
$,@ Regitere2 No. 133 53&31 *4
1. .o= does 8r 8erton dra= attention to his company!s many productsb
0. .o= does he imply that his company has an international reputationb
5. /hat terms for deliCery do 3laston 'otteries ùoteb
;. .o= does he encourage further enùiriesb
<. /hich =ords in the letter haCe a similar meaning to the follo=ingb
a. range
b. select
c. time =hen order receiCed
<-
PART II. 8oca$ular,
9ppreciate Rdnh gid cao, hoan nghxnh
Bill of exchange hOi phiXu
+ash against documents thanh todn theo ch]ng ts
+I# +ost, insurance and freight >a
named port of destination?
ti\n hNng, ph bno hihm CN cPoc ph
>a cnng RXn ùi RLnh?
+onsignment lg hNng
"nclose gKi kzm
"nùiry >inùiry? thP hei hNng
"stimate bnng Poc gid
.esitate ngWn ngQi, do d
InCoice hJa Rqn
8anufacturer nhN snn xuIt
'lace an order RUt hNng
'ricelist bnng gid
2uantity discount chiXt khIu sO lPwng
2uotation bnng bdo gid
(eùest yxu cWu
(etailer nhN bdn l, ngPMi bdn l
&ample hNng myu
&ight draft hOi phiXu trn ngay
%rade discount chiXt khIu thPqng mQi
PART III. .usness e;pressons
1. It =ould also be helpful if you
could send us some samples.
HRn nS% T t"Ut "Su V!" nWu quX
ngYi gZi !"o !"[ng t\i #]t ^ #_u
"Yng.
0. If they are of the standard =e
reùire, =e =ill place a substantial
order.
NWu !"[ng à1 bng `cd! !"uen
!"[ng t\i yfu !gu) !"[ng t\i T `ht
#]t `Rn "Yng 3in.
5. /e look for=ard to receiCing your C"[ng t\i #ong !a! ngYi trj 3ki
<9
early reply. i#.
;. %hank you for your inùiry of 10
8ay for .....
C"[ng t\i Ein !a# Rn t"c "li "Yng
!m% !a! ngYi `n ngYy 12 t"ang 5 "li
#u% II
<. /e =ould also like to kno= if you
offer any trade discounts.
C"[ng t\i #u^n (iWt 3iou !a! ngYi
!p !"iWt 6"qu t"cRng #ri 6"\ng.
6. /e are looking for a manufacturer
=ho can supply us =ith a =ide
range of s=eaters for the teenage
market.
C"[ng t\i `%ng ts# #]t n"Y jn
Euqt !p t"t !ung !q1 !"o !"[ng t\i
n"inu !"mng 3ori ao 3en !"o t"u
trckng 6"a!" "Yng t"iWu nifn.
1. 'lease ùote us your price on +I#
,ondon basis.
vn ng"u !a! ngYi (ao gia !"o !"[ng
t\i t"eo ìnu 6ion CI: Luwn v\n.
-. If there is any further information
you need, please contact us, or go
to our =ebsite at the address
aboCe.
NWu quX ngYi !gn t"f# t"\ng tin)
Ein 'ui 3xng 3ifn "o !"[ng t\i) "oh!
'Yo 7e(ite !m% !"[ng t\i t"eo ù%
!"y trfn.
9. If you can meet orders of oCer <00
garments at one time, please send
us your current catalogue and
price-list.
NWu !a! ngYi !p t"t à1 bng `cd!
!a! `Rn "Yng trfn 5** (] !zng #]t
3[!) Ein 'ui 3xng gZi !"o !"[ng t\i
!%+t%+3o 'Y (jng gia "ion "Yn".
10. 8ay I kno= =hat particular line
you are interested in this rangeb
@\i #u^n (iWt #ht "Yng !{ t"t nYo
!a! ngYi #u^n #u% trong 3ort "Yng
nYyF
60
PART I8. 7;ercses
I. Fll n the $lan=s <th the approprate <ords or phrases.
1.
De%r Sir
@"%n6 you for your 91<................... of 1
t
De!. for L%2ieM 7oo3en.
5e "%'e #u!" 13e%ure in en2ing you 92<................... % f%ir3y fu33 !o33e!tion
of our 93<................... %n2 (et e33ing 2eign %n2 "o1e o#e of t"e# 7i33
9&<................... you.
5e 7ou32 3i6e to 95<................... to our eE!3ui'e qu%3ity N;o32 RingO 7"i!"
"% (een %n outt%n2ing u!!e. 5e (e3ie'e t"%t it re1reent t"e (et
9.<................... for #oney in t"i ty1e of goo2 %n2 7e %re ure t"%t you 7i33
fin2 it e33 7e33 in2ee2.
If t"e r%nge of 9/<................... 7e "%'e e3e!te2 2oe not !ont%in %nyt"ing
you 7%nt) 13e%e 2o not 94<................... to 3et u 6no7 your eE%!t
98<...................
5e 3oo6 for7%r2 to your 91*<................... 7"i!" 7i33 "%'e our (et %ttention.
Your f%it"fu33y
2.
De%r Sir
61
5e t"%n6 you for your 91<................... of 2*
t"
De!. for %#13e %n2 % 1%ttern
!%r2 of f3oor !o'ering. 5e "%'e to2%y ent (y %ir % r%nge of
92<...................) 1e!i%33y e3e!te2 for t"eir "%r2 7e%ring qu%3ity (ut regret
7e 2o not "%'e t"e 93<................... you require. :or t"e 1ur1oe #entione2
7e 9&<................... qu%3ity No. 5 7"i!" i 1e!i%33y #%2e to 95<...................
to t"e 7e%r %n2 te%r of roug" %n2 une'en urf%!e.
5e in'ite you 9.<................... t"e %#13e %n2 %re !onfi2ent t"%t t"ey 7i33
9/<...................
-e%n7"i3e 7e 94<................... % !o1y of our 1ri!e3it %n2 98<................... of
tr%2e) %n2 3oo6 for7%r2 91*<................... fro# you.
Your f%it"fu33y
60
3.
De%r -. -orre%u
@"%n6 you for your 91<................... of 2/
t"
>une in 7"i!" you eE1ree2 %n
interet in re3%ting % e3e!tion of our 1ro2u!t in your "o1 in :r%n!e.
P3e%e fin2 92<................... our !urrent (ro!"ure %n2 1ri!e 3it.
93<................... for % 2*Q tr%2e 2i!ount) 7e regret t"%t 7e !%nnot
9&<................... #ore t"%n 15Q. Ho7e'er) 7e 2o gi'e % 5Q qu%ntity 2i!ount
on 95<................... for o'er H1*)***. 5e %re ure t"%t you 7i33 %gree t"%t
t"ee ter# %re "ig"3y 9.<...................
5e %re !onfi2ent t"%t 7e !%n 9/<................... 7it"in t7o #ont" % you
require) (ut 7i" to e#1"%iGe t"%t 94<................... 7i33 "%'e to (e (y ig"t
2r%ft unti3 7e "%'e 98<................... % (uine re3%tion"i1.
@"%n6 you for your 91*<................... %n2 7e "o1e to "e%r fro# you oon.
Your in!ere3y
;3%ton Pottier Lt2
9igne2<
S%3e #%n%ger
65
II. *atchn!
*atch the <ord n column A <th the defnton n column .
A .
1. +atalogue a. +ompany that is partly o=ned by a larger one.
0. %ender b. 'erson =ho buys goods or serCices from a shop
or company.
5. "stimate c. 8oney taken off the usual selling price of goods
=hen the buyer is purchasing a large amount.
;. /holesaler d. 'lace =here a company demonstrates its
products.
<. +ustomer e. 'ublication giCing details of goods or serCices
offered by a company.
6. &ubsidiary f. 'rices giCen for =ork to be done.
1. &ho=room g. /ritten estimate, usually for a large Zob such as
building a factory.
-. 'rospectus h. 'ublication giCing details about school or college.
9. 2uantity discount i. 'erson or company that buys goods from
manufacturers and sells them to retailers.
10. &ale or return Z. %erm used =hen a supplier agrees to buy back
unsold goods.
III. Sentence $uldn!
A. Sort out the 0um$led <ords $elo< to ma=e sentences t,pcal of
$usness correspondence. Add captal letters and punctuaton as
necessar,.
1. offer/ 2o/ you/ 3%rge/ %/ or2er/ 2i!ount/ on
2. 2et%i3/ of/ !%n/ you/ 1ri!e/ 13e%e/ #e/ en2/ your
3. %fter+%3e/ 2o/ %n/ offer/ you/ er'i!e
6;
&. gu%r%ntee2/ %re/ for/ "o7/ goo2/ 3ong/ t"e
5. goo2/ !%n/ "o7/ 2e3i'ere2/ oon/ t"e/ (e
.. ter#/ 7"%t/ 1%y#ent/ your/ of/ %re
/. !%n/ (uy/ 7"ere/ t"e/ I/ goo2
4. you/ 2o/ 7"%t/ qu%ntity/ 2i!ount/ ort/ offer/ of
8. !%n/ en2/ #%i3/ 13e%e/ your/ (y/ #e/ you/ eE1re/ !%t%3ogue
.. Re<rte6 5omplete the follo<n! sentences so that the, haAe a smlar
meann! to the one a$oAe' $ut are more suta$le for formal $usness
correspondence.
1. 9sk them for a cash discount.!
|} Cou32 you ..................................................................................................
0. 9sk &chmidt to send us their catalogue and a price list.!
|} Cou32 you ..................................................................................................
5. /e!re going to giCe them a big order, so find out if they allo= ùantity
discounts.!
|} , 7e inten2 to 13%!e % u(t%nti%3 or2er ..................................................
;. If they can!t deliCer the goods before #riday, tell ,arousse to email us.!
|} P3e%e !ou32 you ........................................................................................
<. It =ould be a lot of help if they could send some samples.!
|} 5e 7ou32 %11re!i%te .................................................................................
6. &ay that =e!d like 9ndoCer to send someone here to giCe us an estimate.!
|} 5e 7ou32 (e gr%tefu3 if ..............................................................................
6<
1. &ay =e!d like to see a demonstration of both models.!
|} 5e 7ou32 (e interete2 ..............................................................................
-. #ind out if /eston!s =ill let us haCe t=enty units on approCal.!
|} 5ou32 you (e .............................................................................................
9. 9sk =hen he =ill let us haCe the cheùe.!
|} I %# 7riting to enquire ..............................................................................
10. &ay our suppliers generally let us settle by monthly statement.!
|} , % ru3e .....................................................................................................
66
I8. Translaton
A. 7n!lsh D 8etnamese Translaton
1. @our name has been giCen to us by the British +hamber of +ommerce.
0. /e haCe seen your adCertisement in the latest issue of the F9gricultureG
5. /e haCe learned your name and address by the introduction of the
Aapanese "mbassy, =ho has adCised us that you are the sole exporter of
a
;. /e are interested in the purchase of your range of a adCertised in a and
=ould like to kno= ifa
<. $ur company is one of the main producers ofa in 7ietnam
6. /e =ould like to take this opportunity to introduce ourselCes as one of
the leading trading companies dealing in all kinds of material for textiles
industry.
1. %here is a brisk demand here for high- ùality %-shirts of the type you
manufacture no=.
-. 9t the moment, =e are in the market fora and =e shall be glad if you
=ill ùote usa
9. /e =ould be glad to receiCe specifications of your ne= personal
computer I'+, together =ith your current export price list and
particulars of shipment.
10. /e shall be obliged if you =ill send us the prospectus, ùote your latest
price and state the time of deliCery =ith your most faCorable terms of
payment.
.. 8etnamese D 7n!lsh Translaton
1. %hgng thPMng chcng tgi RPwc hPng 10p chiXt khIu thPqng mQi cng
Coi chiXt khIu sO lPwng cho cdc Rqn hNng trxn 1000 chiXc.
61
0. %rPMng hwp chcng tgi thanh todn ti\n hNng som theo Ri\u kikn thanh todn
khi giao hNng, ùf ngNi cJ thh dNnh cho chcng tgi m]c chiXt khIu trn
som lN bao nhixub
5. %rihn Cng bdn hNng ùWn do may sun c[a ù ngNi tQi thL trP|ng nNy lN
RWy h]a hn, chcng tgi mong som nhTn RPwc thP bdo gid CN b}a myu
hNng c[a cdc ngNi.
;. +hcng tgi mong som nhTn RPwc chNo hNng c[a ùf ngNi CN hy Cng rjng
trong tPqng lai mOi ùan hk lNm n c[a chcng ta sm tOt Rp.
<. NhM RoNn RQi bihu thPqng mQi NhTt Bnn .N N~i mN chcng tgi RPwc
biXt RLa chS c[a cdc ngNi.
6. +hcng tgi mong cdc ngNi trn lMi som.
1. +hcng tgi muOn mua chz, xuIt x] 7ikt Nam, giao hNng ngay.
-. +hcng tgi chrc chrn rjng cdc ngNi sm thIy mUt hNng nNy bdn chQy thTt s.
9. +hcng tgi rIt Cui msng gKi kzm theo cho cdc ngNi m~t b~ khd RWy R[ cdc
kihu moi nhIt CN bdn chQy nhIt c[a chcng tgi.
10. +hcng tgi Cui msng bdo cho cdc ngNi biXt rjng hgm nay chcng tgi Rl
gKi cho cdc ngNi bjng bPu kikn nhtng myu sau.
6-
8. LetterD<rtn!
1. 9nh >+hL? lN %rPng ph|ng kinh doanh c[a cgng ty (ed &pot +omputers,
m~t hk thOng RQi lf bdn mdy tnh c trung tQi 7ikt Nam, cJ nhi\u RLa Rihm
bdn hNng lon njm khu Cc thPqng mQi CN gido d^c. 2ua ùnng cdo trxn sO
phdt hNnh thdng %P c[a tM L%1to1 0erM >ourn%3, anh >chL? biXt m~t loQi
mdy tnh moi cJ txn lN {99 RPwc chX tQo 9nh, Rang cJ bdn RJ CN RPwc
cgng ty 4ingston +orporation R~c ùy\n phvn phOi. 8dy {99 lN loQi mdy
tnh xdch tay cao cIp nhIt Coi RUc Rihm lN cJ thh giao tiXp d dNng Coi cdc
loQi mdy tnh khdc.
9nh >+hL? biXt lN loQi mdy nNy sm thu hct s ùan tvm c[a khdch hNng CN
nhu cWu sm rIt lon nXu mdy nNy RPwc nhi\u ngPMi biXt RXn.
9nh >+hL? hly CiXt thP cho 3idm ROc Ri\u hNnh c[a cgng ty 4ingston
+orporation Rh hei C\ Cikc xin lNm RQi lf. 9nh >+hL? cWn cJ thxm thgng tin
C\ mdy tnh RJ gm cdc tNi liku chNo hNng >sales literature?, tM hPong dyn,
ca-ta-lo CN bnng gid bdn sS.
69
2. (ead this email from 3erd Busch, 8arketing 8anager of Busch 93, to
his '9. Imagine you are the '9 and use the information he giCes to =rite a
letter replying to 9nne +roft of &hape-up #itness +entres on .err Busch!s
behalf.
Airgit
P3e%e re13y to t"i 3etter. Sen2 - Croft % !%t%3ogue %n2 1ri!e 3it 9te33 "er
t"%t %33 1ri!e %re quote2 CI: Lon2on<. ,3o #ention t"e fo33o7ing:
- 5+ye%r gu%r%ntee on %33 our equi1#ent
- Hig"et+qu%3ity #%teri%3 ue2
- No !re2it ter# 9our 1ri!e "ig"3y !o#1etiti'e 2ue to #%33 1rofit
#%rgin<
- 5Q qu%ntity 2i!ount off net 1ri!e on or2er o'er ~5)***
En!our%ge "er to !ont%!t u %g%in.
@"%n6
;er2 Au!"
1& -%y 2*++
10
CHAPTER : QUOTATIONS
PARTS :F A G9:TATI:N
1. "xpressing your thanks for the enùiry
0. 3iCing details of prices >stating clearly terms of deliCery #$B, +#(,
+I#?, discounts and terms of payment
5. &pecifying the date of deliCery
;. .oping for early order
9 ùotation is a promise to supply goods on the terms stated. %he
prospectiCe buyer is under no obligation to buy the goods for =hich a
ùotation is reùested, and suppliers =ill not normally risk their reputations
by ùoting for goods they cannot or do not intend to supply. 9 satisfactory
ùotation =ill include the follo=ing
9n expression of thanks for the enùiry
)etails of prices, discounts and terms of payment
+lear indication of =hat the prices coCer, e.g. packing, carriage,
insurance
9n undertaking as to date of deliCery
%he period for =hich the ùotation is Calid
9n expression of hope that the ùotation =ill be accepted.
11
(: =8otation 9or a78atite rain;ear
De%r -r. ...
5e 7ere 13e%e2 to 3e%rn fro# your 3etter of 15 >une of t"e enquirie you
"%'e re!ei'e2 for our r%in!o%t.
Our ,0,@I@E r%nge i 1%rti!u3%r3y uit%(3e for 7%r# !3i#%te) %n2
2uring t"e 1%t ye%r 7e "%'e u113ie2 t"i r%nge to 2e%3er in e'er%3
tro1i!%3 !ountrie. 5e "%'e %3re%2y "%2 re1e%t or2er fro# #%ny of t"e#.
@"i r%nge i 1o1u3%r not on3y (e!%ue of it 3ig"t 7eig"t) (ut %3o (e!%ue
t"e #%teri%3 ue2 "% (een 1e!i%33y tre%te2 to 1re'ent eE!ei'e
!on2en%tion on t"e ini2e urf%!e.
5e %re 13e%e2 to quote % fo33o7:
Ite -i>e =8antit0 Unit
Pri/e
!ota"
ao8nt
,0,@I@E !o%t
#enM
#e2iu# 1** /.5* /5*.**
,0,@I@E !o%t
#enM
#%33 +2o+ ..4* .4*.**
,0,@I@E !o%t
7o#enM
#e2iu# +2o+ ..** .**.**
,0,@I@E !o%t
7o#enM
#%33 +2o+ 5.&* 5&*.**
2)5/*.**
Le 33 1/3 Q@r%2e Di!ount 45....
Net Pri!e 1)/13.3&
:reig"t 9Lon2on to ,3eE%n2ri%< 4..**
Inur%n!e 22.5*
@O@,L 1)412.4&
10
@er#: 2 Q one #ont" fro# t"e 2%te of in'oi!e
S"i1#ent: 7it"in 3+& 7ee6 of re!ei'ing or2er.
:or %!!e1t%n!e 7it"in one #ont".
5e fee3 you #%y (e interete2 in o#e of our ot"er 1ro2u!t) %n2 en!3oe
2e!ri1ti'e (oo63et %n2 % u113y of %3e 3iter%ture for 2itri(ution %#ong
your !uto#er.
5e "o1e to re!ei'e your or2er oon.
Your in!ere3y
1. /here are 92*9%I%" products popularb
0. /hat are 92*9%I%"!s selling pointsb
5. .o= much is one medium-siHe 92*9%I%" coat for =omenb
;. /hen =ill the goods be dispatchedb
<. /hat =ill be enclosed =ith the letterb
15
2: =8otation4 9or #rinting #a#er
De%r -r. I
5e t"%n6 you for your enquiry of yeter2%y %n2) % requete2) en!3oe
%#13e of 2ifferent qu%3itie of 1%1er uit%(3e for 1oter 7or6.
5e %re 13e%e2 to quote our Printing P%1er % fo33o7:
=8a"it0 Co"o8r Unit Pri/e #er <g
,1 5"ite 1.21
,2 5"ite 1.15
,3 5"ite 1.1*
@"ee 1ri!e in!3u2e 2e3i'ery %t your 7or6.
,33 t"ee 1%1er %re of goo2 qu%3ity %n2 quite uit%(3e for 1oter 7or6. 5e
gu%r%ntee t"%t t"ey 7i33 not 2i!o3our 7"en 1%te2.
5e !%n 1ro#ie 2e3i'ery 7it"in one 7ee6 fro# re!ei'ing your or2er) %n2
"o1e you 7i33 fin2 (ot" %#13e %n2 1ri!e %tif%!tory.
Your in!ere3y
1. /hen =as the enùiry madeb
0. /hat =ere asked to be enclosedb
5. /hat are the unit pricesb
;. /hat should be noted about the ùality of the paperb
<. /hen can they deliCer the goodsb
1;
+: =8otation 9or Po;er5oat4
De%r -r. I
@"%n6 you for your enquiry 2%te2 / >u3y 2*++ %(out our PA 5*** 3*+foot
Sun$oy%ger Po7er(o%t) in 7"i!" you %6e2 u to gi'e you our (et CI:
1ri!e for t7o of t"ee.
@"e 1ri!e for t7o PA 5*** 7it" 1e!ifi!%tion % in our 2*++ !%t%3ogue
1%ge &2 + &5 i 0SD 1/8)4** 9in 7or2: one e'en nine t"ou%n2 eig"t
"un2re2 0nite2 Do33%r<) CI: S%igon Port.
If you require t"e 1e!i%3 tee3 %n!"or %n2 !"%in 9our !%t%3ogue nu#(er:
55./ %n2 44/.<) t"e tot%3 1ri!e i 0SD14/) 45*.**.
@"e goo2 7i33 (e re%2y for "i1#ent in 3 or & 7ee6 fro# t"e 2%te of your
7ritten or2er. 5e 1%!6 e%!" PA 5** for eE1ort in % &*+foot o1en to1
!ont%iner. 5e un2ert%n2 fro# your freig"t for7%r2er t"%t $ietfr%!t "%'e %
!"e2u3e2 er'i!e to S%igon 1ort on!e % #ont".
5e 7ou32 %11re!i%te 1%y#ent (y irre'o!%(3e Letter of Cre2it !onfir#e2 on
% Lon2on (%n6 %n2 '%3i2 for 8* 9ninety< 2%y fro# t"e 2%te of your or2er.
@"e 1ri!e gi'en in t"i offer %re '%3i2 for % 1erio2 of t"irty 2%y fro# t"e
2%te of t"i f%E.
If you require %ny furt"er infor#%tion) I "%33 (e 13e%e2 to "e31 you.
5e 3oo6 for7%r2 to re!ei'ing your offi!i%3 or2er
Your in!ere3y
1<
1. /hat kind of 'o=erboats =as reùiredb
0. /hat information can be found on page ;0-;< in the catalogueb
5. /hen can the goods be dispatchedb
;. /hich method of payment is reùiredb
<. .o= long is the period of Calidity of the prices offeredb
16
1: =8otation 9or 4;eater4
De%r -r. Cr%ne
5e %re 13e%e2 to re!ei'e your enquiry) %n2 to "e%r t"%t you 3i6e2 our r%nge
of 7e%ter.
@"ere 7ou32 !ert%in3y (e no trou(3e in u113ying you fro# our 7i2e
e3e!tion of g%r#ent 7"i!" 7e #%6e for %33 %ge grou1.
5e !%n offer you t"e qu%ntity 2i!ount you %6e2 for 7"i!" 7ou32 (e 5Q off
net 1ri!e for or2er o'er 2)***) (ut t"e uu%3 %33o7%n!e for % tr%2e
2i!ount in It%3y i 15Q) %n2 7e %37%y 2e%3 on 1%y#ent (y ig"t 2r%ft)
!%" %g%int 2o!u#ent. Ho7e'er) 7e 7ou32 (e 1re1%re2 to re'ie7 t"i on!e
7e "%'e et%(3i"e2 % fir# tr%2ing %o!i%tion 7it" you.
En!3oe2 you 7i33 fin2 our u##er !%t%3ogue %n2 1ri!e+3it quoting 1ri!e
!.i.f Lon2on.
5e %re ure you 7i33 fin2 % re%2y %3e for our 1ro2u!t in Eng3%n2 % "%'e
ot"er ret%i3er t"roug"out Euro1e %n2 ,#eri!%) %n2 7e 2o "o1e 7e !%n
re%!" %n %gree#ent on t"e ter# quote2.
@"%n6 you for your interet) 7e 3oo6 for7%r2 to "e%ring fro# you oon.
Your in!ere3y
D. C%uio
En!3.
11
1. /hy is the =riter pleased to receiCe the inùiryb
0. *nder =hat condition =ould there be a <p discountb
5. .o= =ould they like to be paidb
;. /hen =ill they consider offering a 1<p trade discountb
<. /hat are enclosed =ith the letterb
1-
*: =8otation 9or /ro/<er0
De%r -r. C3%r6e
@"%n6 you for your enquiry of 14 ,1ri3 for % furt"er u113y of our !ro!6ery.
5e %re 13e%e2 to quote % fo33o7:
Ite Cata"og8e N85er Pri/e
@e%!u1 @C+&5 &3./5 1er "un2re2
@e% S%u!er @S+&. 3..** 1er "un2re2
@e% P3%te @P+&/ 3..** 1er "un2re2
@e%1ot)1+3itre @P+&4 2.2* e%!"
@"ee 1ri!e %re un2ertoo2 :OA S%igon 1ort) in!3u2ing 1%!6ing) (ut
1%!6ing i !"%rge2 for) 7it" %n %33o7%n!e for t"eir return in goo2 !on2ition.
5e !%n 2e3i'er fro# to!6 %n2 7i33 %33o7 you % 2i!ount of 5Q) (ut on3y on
ite# or2ere2 in qu%ntitie of 1*)*** or #ore. In %22ition) t"ere 7ou32 (e %
!%" 2i!ount of 2Q on tot%3 !ot of 1%y#ent 7it"in one #ont" fro# 2%te of
in'oi!e.
5e "o1e you 7i33 fin2 t"ee ter# %tif%!tory %n2 3oo6 for7%r2 to t"e
13e%ure of your or2er.
Your in!ere3y
1. .o= many kinds of crockery are ùotedb
0. .o= much does each tea plate costb
5. *nder =hat condition =ould there be a <p discountb
;. .o= long =ould they offer cash discountb
<. /hen =as the enùiry of the crockery madeb
PART II. 8oca$ular,
9llo=ance ginm gid/chiXt khIu
+.I.# >cost, insurance, and freight? ti\n hNng, bno hihm, cPoc ph
+ash against documents thanh todn theo ch]ng ts
19
)escriptiCe booklets sdch mg tn snn phYm
#.$.B >free on board? gid giao lxn tNu
#reight for=arders cgng ty/nhvn Cixn giao nhTn
#reight cPoc ph
InCoice hJa Rqn
IrreCocable ,etter of +redit thP tn d^ng khgng h[y ngang
Net price gid thc >gid Rl trs chiXt khIu?
'rice - list bnng gid
(epeat order>s? Rqn RUt hNng RUt lQi
(eturn ti\n lMi/doanh lwi
&ales literature tNi liku chNo hNng
&ight draft hOi phiXu trn ngay
&pecifications ùy cdch hNng hJa/snn phYm
%rade discount chiXt khIu thPqng mQi
-0
1. %hank you for your enùiry of 1-
9pril for a further supply of our
china=are.
Ca# Rn quX ngYi 'n t"c "li "Yng
ngYy 14 t"ang &) yfu !gu !ung !q1
t"f# #ht "Yng g^# b !m% !"[ng
t\i.
0. /e thank you for your enùiry of
yesterday and, as reùested,
enclose samples of different
ùalities of paper suitable for
poster =ork.
Ca# Rn quX ngYi 'n 3a t"c "li "Yng
'Yo ngYy "\# qu% 'Y t"eo yfu !gu
!m% quX ngYi) !"[ng t\i T gZi 6#
t"eo !a! #_u giqy 'ii !"qt 3cdng
6"a! n"%u 1"z "d1 !"o 'io! 2an a1
1"V!" qujng !ao.
5. "nclosed you =ill find our
summer catalogue and price-list
ùoting prices c.i.f ,ondon.
ng !p t"t ts# t"qy !%+t%+3\ #z% "
'Y (jng gia !.i.f Luwn v\n `cd! gZi
6#.
;. %here =ould certainly be no
trouble in supplying you from our
=ide selection of garments =hich
=e make for all age groups.
C"! !"n 6"\ng !p gs tr ngri gs
trong 'io! !ung !q1 !"o \ng n"inu
#_u "Yng #%y #h! #Y !"[ng t\i
jn Euqt !"o #i 3b% tui.
<. %he goods =ill be ready for
shipment in 5 or ; =eeks from the
date of your =ritten order.
HYng T n Yng gi%o trong 'xng 3
`Wn & tugn 6t t ngYy quX 6"a!" `ht
"Yng.
6. /e al=ays deal on payment by
sight draft, cash against
documents.
C"[ng t\i 3u\n t"! "ion 'io! t"%n"
toan (ng "î 1"iWu trj ng%y) t"%n"
toan t"eo !"bng t.
1. /e =ould appreciate payment by
irreCocable ,etter of +redit
confirmed on a ,ondon bank and
Calid for 90 >ninety? days from the
date of your order.
C"[ng t\i àn" gia !%o 'io! t"%n"
toan (ng t"c tVn 2{ng 6"\ng "my
ng%ng 2o ngwn "Yng Luwn v\n Ea!
n"Un 'Y !p "iou 3! trong 'xng 8*
ngYy 6t t ngYy `ht "Yng.
-1
-. /e can deliCer from stock and =ill
allo= you a discount of <p, but
only on items ordered in ùantities
of 10,000 or more.
C"[ng t\i !p t"t gi%o "Yng ng%y 'Y
T 2Yn" !"o quX ngYi #b! !"iWt
6"qu 5Q) tuy n"ifn !"y a1 2{ng !"o
!a! #ht "Yng `ht ^ 3cdng t
1*.*** !"iW! tr 3fn.
9. %here =ould be a cash discount of
0p on total cost of payment
=ithin one month from date of
inCoice.
C"[ng t\i T !"iWt 6"qu trj i# 2Q
trfn tng !"i 1"V gia tru t"%n" toan
trong 'xng 1 t"ang 6t t ngYy Euqt
"p% `Rn.
10. /e =ould be prepared to reCie=
this once =e haCe established a
firm trading association =ith you.
C"[ng t\i n Yng Ee# Et 'qn `n
nYy 6"i ` t"iWt 3U1 `cd! #î qu%n
"o "d1 ta! 6in" 2o%n" (nn 'Sng 'ii
\ng.
-0
PART I8. 7;ercses
I. Sentence $uldn!: Sort out the 0um$led <ords $elo< to ma=e
sentences t,pcal of $usness correspondence. Add captal letters and
punctuaton as necessar,.
1. @"%n6 you / our / !on!erning /inquiry/ 2i13%ye2 / %t / your /for / e%rt"+
#o'ing equi1#ent / of / 1. ,ugut /t"e Intern%tion%3 :%r# -%!"inery
:%ir.
2. 3it /en!3oe2 /%n2 /our /fin2 /!urrent /!%t%3ogue /13e%e /1ri!e.
3. 5e/u(t%nti%3/ %re /on /7i33ing /to o'er /!oni2er /or2er /2i!ount/
3**)***.
&. 5it" / to /ter# /reg%r2/ 1%y#ent / of / 2o!u#ent / t"e / 7ou32 / (y /3*+
2%y/ !oni2er/ %g%int /7e 1%y#ent /(i33 of eE!"%nge/ %!!e1t%n!e
5. P%y#ent /(y /7ou32 /et%(3i"e2 /nee2 /re3%tion"i1 /to /(e /ig"t 2r%ft
/unti3 /(uine /7e /% /"%'e.
.. ,/I/our /1ri!e/ requete2 /you/ !urrent/ %# /(y /!%t%3ogue /en2ing/
eE1re /%n2 /3it /to /#%i3.
/. I /7it"in /!%n /!onfir# /%re /fu3fi33/ or2er /unuu%3 /7e /t"ree /#ont"/
un3e /t"ere /t"%t /1e!ifi!%tion.
4. %33 /nor#%3 /#%!"inery /i /t"ree /for /our /%g%int /gu%r%ntee2 /ye%r
/ue.
8. require /7e /t"%t /7it"in /%re /!onfi2ent /!%n /3i#it /2e3i'er /7e /7e33
/t"e /t7o+#ont" ti#e /you.
1*. %ny/#e /require /you /!ont%!t /if /furt"er/ 13e%e /infor#%tion.
-5
II. ?ords and defntons
*a=e <ords from the 0um$led letters and match them <th the
defntons $elo<:
a. %8IN"($+
b. %"N (+I'"
c. (I39+("9 ($#)(9/
d. %N2$9$I*%
e. N(")* '9%"&(9" 7("$+
f. &$(&3 I"('+
g. ,%9@$,@ N*%+$&I)
1. +ondition of sale =hen the customers pay for the transport of the goods.
0. International used term =hich indicate =hich price is being ùoted to the
customers
5. 'rice =hich does not include additional costs such as transport and
insurance.
;. 9mount taken off the usual price of goods =hen they are sold to a regular
customer.
<. In a separate enCelope or parcel
6. 'rice =hich includes additional costs such as transport and insurance.
1. 'rice for =ork to be done or a serCice to be proCided.
-;
III. Fll n the $lan=s <th the approprate <ords
(: =8otation 9or #otterie4
De%r -r Croft
@"%n6 you for you enquiry of 1& -%y 91<........................ our fitne
equi1#ent.
I !%n 92<........................ t"%t on3y t"e "ig"et+qu%3ity #%teri%3 %re ue2 in
%33 our equi1#ent) %n2 t"i i ref3e!te2 in our 5+ye%r 93<........................ .
Our 1ri!e %re "ig"3y 9&<........................) 2ue to #%33 1rofit #%rgin) o I
95<........................ t"%t 7e !%n not offer !re2it 9.<......................... Ho7e'er)
7e 2o offer % 5Q 9/<........................ 2i!ount on or2er o'er 5)***.
I "%'e 94<........................ in en!3oing our !%t%3ogue %n2 % 1ri!e 3it. P3e%e
98<........................ t"%t %33 1ri!e %re quote2 CI: Lon2on.
If t"ere i %ny furt"er 91*<........................ you nee2) 13e%e !ont%!t u .
On!e %g%in) t"%n6 you for your 3etter.
Your in!ere3y
-<
2: =8otation 9or o6en)to)ta5"e ;are
De%r -. -orro7
@"%n6 you for your 91<IIIIII of 24 >une in 7"i!" you eE1ree2 %n
interet in ret%i3ing % e3e!tion of our 1ro2u!t in your "o1 in N%n!y.
P3e%e fin2 92<IIIIII our !urrent !%t%3ogue %n2 1ri!e 3it. You #ig"t
%3o (e interete2 in 'iiting our 7e(ite.
In 93<IIIIII to your requet for % 2*Q tr%2e 2i!ount) 7e 9&<
IIIIII t"%t 7e !%nnot offer #ore t"%n 15Q. Ho7e'er) 7e 2o gi'e %
5Q 95<IIIIII 2i!ount on or2er o'er 2*)***. In !o#1%rion 7it"
i#i3%r !o#1%nie in t"e 0?) t"ee ter# %re eEtre#e3y 9.<IIIIII.
P%y#ent 7ou32 nee2 to (e (y ig"t 2r%ft unti3 7e "%'e 9/<IIIIII %
(uine re3%tion"i1.
:in%33y) 7e %re !onfi2ent t"%t 7e !%n 94<IIIIII 7e33 7it"in t"e t7o+
#ont" ti#e 3i#it you 98<IIIIII.
@"%n6 you for your 91*<IIIIII.. 5e "o1e to "e%r fro# you oon.
Your in!ere3y)
>. -erton
S%3e -%n%ger
En!.
-6
+: =8otation 9or de"i6er0 6an4
De%r -r. Rue33
@"%n6 you for your 1"one !%33 of @"ur2%y -%r!" 91<IIIIII %(out
"iring our 2e3i'ery '%n.
-y !o33e%gue - ,nge3% S#it") 7"o too6 t"e !%33) %i2 you 7ere #%in3y 92<
IIIIII in 5+ton 'e"i!3e 3i6e t"e N@o(orO) o I %# 93<IIIIII
our (oo63et N#%33 tru!6 "ireO) gi'ing you 2et%i3 of our 9&<IIIIII.
@"ee %3o %11e%r on our 7e(ite %t 777.'%n"ire.!o.u6. You 7i33 95<
IIIIII t"%t t"e u##er #ont" of >une) >u3y) %n2 ,ugut %re t"e
3e%t eE1eni'e %n2 t"%t 7e 9.<IIIIII % 2*Q 2i!ount on 7ee6en2
"ire) t%rting S%tur2%y %t *4.** %n2 en2ing Sun2%y %t 2*.**.
Our #%in 9/<IIIIIIin t"e 0? %re in Lon2on %n2 Air#ing"%#) (ut 7e
%3o "%'e 94<IIIIII in :r%n!e) ;er#%ny) %n2 It%3y. If you %re
t"in6ing of "iring %(ro%2 you 7i33 98<IIIIII2et%i3 on our 7e(ite.
P3e%e 3et #e 6no7 if I !%n (e of 91*<IIIIII "e31.
Your in!ere3y
-i!"%e3 Cr%22o!6
@r%n1ort #%n%ger
-1
I8. Translaton
A. 7n!lsh D 8etnamese Translaton
O#ening
1. /e thank you for your enùiry No.105 dated 15 8arch, 00- and haCe
pleasure in submitting our estimates as under.
0. In reply to your enùiry ofa =e are glad to inform you that =e are in a
position to supply you the %,00 teleCision sets.
5. %hank you for your enùiry ofa but =e regret to say that =e haCe run
out of stock of 415< and for 4156 =e do not expect deliCery until later
this month.
Pri/e4? #a0ent and di4/o8nt
;. /e are sending you a copy of our latest price list under separate coCer.
<. Because of their lo= price and the small profit margin =e are =orking on,
=e shall not be offering any trade discounts on this consignment.
6. $ur usual trade discount is 10p. .o=eCer, in addition to this, <p
discount is allo=ed to the =holesalers proCided the minimum order is for
10,000 units.
1. 'lease note that the aboCe-mentioned prices are #$B &aigon 'ort
excluding packing.
-. 'rices are subZect to Cariation =ithout notice, in accordance =ith market
fluctuation.
.. 8etnamese D 7n!lsh Translaton
1. +hcng tgi khgng thh giao hNng trong C|ng hai tuWn khi nhTn RPwc Rqn
hNng C} chcng tgi phni cWn thMi gian Rh chuYn bL nguyxn liku. %uy nhixn,
--
nXu ùf ngNi dNnh cho chcng tgi 1 thdng, chcng tgi Rnm bno giao trong
thMi gian nNy.
0. 3id Rl bdo lN gid xuIt xPng nhPng nXu yxu cWu, chcng tgi cJ thh srp xXp
Cikc chuyxn ch CN bno hihm, CN trs khi cJ ùy RLnh khdc, thanh todn
bjng hOi phiXu trn ngay trong C|ng 50 ngNy trao ch]ng ts khi chIp nhTn
trn ti\n.
5. +hcng tgi thPMng yxu cWu thanh todn bjng hOi phiXu trn ngay, trao ch]ng
ts khi thanh todn. %uy nhixn chcng tgi sm sun sNng xem xVt lQi CIn R\ nNy
m~t khi chcng ta Rl thiXt lTp m~t mOi ùan hk lNm n Ctng chrc.
;. +hcng tgi bdn rIt nhi\u loQi cdt-sVt CN Rl gKi kzm m~t bnng gid bdo cho
ùf ngNi chi tiXt C\ chiXt khIu thPqng mQi, chiXt khIu sO lPwng CN chiXt
khIu trn som ROi Coi cdc snn phYm khdc c[a chcng tgi.
<. +hcng tgi thTt Cui khi lQi nhTn RPwc tin ùf ngNi CN biXt rjng snn phYm
c[a chcng tgi Rang bdn chQy thL trPMng c[a ùf ngNi CN khdch hNng c[a
ùf ngNi rIt thch cdc snn phYm moi c[a chcng tgi.
6. (ixng C\ m]c chiXt khIu thPqng mQi, chcng tgi xin chiXt khIu 0<p so
Coi gid bdn l trxn bnng gid cho nhtng nhN bdn sS CN l cJ thikn ch, Coi
chiXt khIu sO lPwng cho cdc Rqn hNng trxn 00,000
1. +hcng tgi thPMng chiXt khIu bdn sS 1-p trxn gid #.$.B, CN muOn thanh
todn bjng thP tn d^ng khgng h[y ngang.
-. +hcng tgi thPMng chiXt khIu cho khdch hNng rixng l nhPng do mOi ùan
hk lNm n Rl lvu c[a gng Coi cgng ty chcng tgi, chcng tgi sm chIp nhTn
chiXt khIu 00p gid bdn l.
9. +hcng tgi cJ thh cho gng gid g~p, gm ph giao hNng lN 00 Rgla cho mi
100 mUt hNng. &O hNng nNy RPwc min thuX 79%.
-9
10. 7ikc thanh todn cho nhtng Rqn RUt hNng ban RWu phni RPwc thc hikn
bjng hOi phiXu trn ngay tQi ngvn hNng 7ietcombank, thanh todn theo
ch]ng ts.
8. LetterD<rtn!
1. 9nh >chL? lNm Cikc cho +gng ty %rdch Nhikm .tu .Qn B}nh 8inh. +gng
ty anh >chL? nhTn RPwc thP hei hNng c[a gng &.&tuart, +gng ty +entral
Installations 3lasgo=, hei mua m~t sO loQi do giJ A4%,00.
.ly CiXt m~t thP bdo gid gKi cho gng &.&tuart, Rh gng 'han 7, 3idm ROc
kinh doanh kf theo nhtng f chnh nhP sau
1. B}nh 8inh rIt Cui msng CN cdm qn thP hei hNng nJi trxn.
0. Oi Coi loQi do khodc mN A. /hite : +o. ,td. .ei mua, B}nh 8inh xin
chNo gid nhP sau
TIn hJn! Gu, cKch *L sM NOn !K
o khodc nt mNu CNng, c lon %,001 *&)1<
o khodc nam mNu nho, c lon %,00< *&)11
o khodc nam mNu xdm, c nhe %,001 *&)16
90
5. ,Pu f gid nNy lN gid #$B cnng &Ni g|n, khgng kh RJng gJi. %uy nhixn
nXu +entral Installations 3lasgo= muOn tnh theo gid +I# ,ondon th}
B}nh 8inh sun sNng thu xXp Cikc thux tNu CN bno hihm. &O hNng nNy B}nh
8inh cJ thh cung cIp ngay tQi kho. 3iao hNng cJ thh thc hikn trong
C|ng 5 tuWn khi nhTn RPwc Rqn hNng chnh th]c.
;. B}nh 8inh yxu cWu thanh todn bjng thP tn d^ng khgng h[y ngang, m tQi
ngvn hNng thPqng mQi 9nh, toi tNi khonn c[a B}nh 8inh 7ietcombank,
%hNnh phO . +h 8inh, cho B}nh 8inh hPng 100p trL gid hJa Rqn
theo CTn Rqn, hJa Rqn thPqng mQi, phiXu RJng gJia
<. (ixng ROi Coi loQi do khodc nt c Csa CN nhe, lPu f Coi khdch lN hikn
hNng Rl hXt CN phni RXn cuOi thdng ; moi cJ thh giao RPwc. %uy nhixn
B}nh 8inh gKi kzm Coi thP nNy bnng gid CN catalg moi nhIt c[a m~t sO
loQi do khodc thiXu nhi Coi nhtng myu ml, mNu src Ra dQng, phong phc
Rh +entral Installations 3lasgo= tham khno Coi hy Cng rjng khdch hNng
c[a h sm cJ nhu cWu mua.
6. 7} +entral Installations 3lasgo= lN khdch hNng moi nxn B}nh 8inh sun
sNng dNnh m]c chiXt khIu thPqng mQi cng Coi chiXt khIu sO lPwng lN
<p cho mi Rqn hNng cJ trL gid trxn 10.000 Rgla 8.
,Pu f
Brt RWu thP ts FDe%ra G
91
2. &teCe 8art, of 38 .eating "ngineers, is telling his secretary to send a
customer, 8r #rost, an estimate. 9s &teCe 8art!s secretary, =rite 8r #rost a
letter based on the instructions belo=. &et out the prices in tabulated form,
including both subtotal and total =ith 79%.
N,n2 13e%e en2 -r :rot %n eti#%te for u1gr%2ing t"e !entr%3 "e%ting
yte# in "i offi!e. @"%n6 "i# for "i 1"one !%33 %n2 te33 "i# t"%t 7e !%n fit
t"e e'en t"er#ot%ti! '%3'e %t 2* 1er '%3'e+ %n2 t"e 3o!6"ie32 '%3'e
7ou32 %3o !ot 2*. Dr%7ing 2o7n t"e yte# (efore 7e 2o t"e fitting i
&*) %n2 fi33ing %n2 (%3%n!ing it %fter7%r2 i 5*. O") %n2 %22 $,@ %t
1/.5Q to %33 of t"%t. @e33 "i# t"%t 7e !%n 2o it (efore t"e en2 of Se1te#(er)
(ut if "e 7%nt it 2one o'er % 7ee6en2 "eM33 "%'e to 1%y %n %22ition 4*.**
for o'erti#eI. ,n2 2onMt forget to %y t"%t %33 1ri!e quote2 in!3u2e
#%teri%3 %n2 3%(our. O") ye %n2 te33 "i# to !ont%!t #e if "e "% %ny #ore
quetion.O
90
CHAPTER !: OFFERS
PARTS :F AN :FF7R
I. :penn!
- "xpress thanks for inùiry
- 'leasure to offer
II. Terms and 5ondtons
1. +ommodity
0. 2uality and/or specification/description
5. 2uantity
;. 'rice
<. 'ayment
6. )eliCery
1. 'acking
-. 7alidity
9. $thers
- $ffer items not asked for
- 3iCe comments/ remarks
- 'romise
III. 7ndn!
.ope for future business
95
(: O99er 9or 4;eater4
De%r Sir
5e t"%n6 you for your enquiry of 3* ,ugut 2*%n2 %re 13e%e2 to offer
you t"e goo2 on requet un2er t"e fo33o7ing ter# %n2 !on2ition:
1. Coodit0& S7e%ter for %33 %ge grou1
2. -#e/i9i/ation4& , 1er en!3oe2 !%t%3ogue No. 2&./@$ %n2 %#13e ent
to you (y 1ot to2%y
3. =8antit0& % require2 %n2 1e!ifie2 in your or2er.
&. Pri/e& % 1er %tt%!"e2 1ri!e 3it %n2 %33 t"e 1ri!e "ou32 (e un2ertoo2
CI: ?o(e in!3u2ing 1%!6ing.
5. Pa0ent& to (e #%2e (y !onfir#e2 irre'o!%(3e Letter of Cre2it) in
0nite2 St%te Do33%r) o1ene2 t"roug" @o6yo Co##er!i%3 A%n6) 15 2%y
1rior to t"e "i1#ent) '%3i2 for &5 2%y) to t"e %!!ount of $iet!o#(%n6)
Ho!"i#in" !ity (r%n!") in our f%'our for t"e fu33 '%3ue of t"e goo2 to
(e "i11e2) 7"i!" #entione2: @r%n"i1#ent) 1%rti%3 "i1#ent %n2 re+
eE1ort %re 1ro"i(ite2.
.. De"i6er0& in one "i1#ent in -i2 O!to(er) 2*
/. Pa/<ing& in eE1ort !uto#%ry t%n2%r2 !%rton) uit%(3e for 3ong e%
'oy%ge.
4. Va"idit0& @"i offer i '%3i2 %n2 effe!ti'e unti3I %n2 u(Le!t to our fin%3
!onfir#%tion.
5e %re offering our 7e%ter 7"i!" %re eE!e33ent in qu%3ity) %ttr%!ti'e in
2eign %n2 !o#1etiti'e in 1ri!e in or2er to t%rt our %3e in >%1%n.
Pro'i2e2 your or2er i for 2**** 1ie!e or #ore) 7e 7i33 (e 1re1%re2 to
offer you % 2Q 2i!ount fro# t"e tot%3 '%3ue of your or2er.
5e 3oo6 for7%r2 to re!ei'ing your offi!i%3 or2er.
9;
Your f%it"fu33y
En!3.: C%t%3ogue B Pri!e3it
1. /hat does the supplier offerb
0. )oes the &upplier offer the specific ùantity of goodsb
5. #ind =ord in the letter =hich means F=illingG.
;. .o= =ill the goods be packedb
<. /hen =ill the &upplier accept a 0p discount for the orderb
9<
2: O99er 9or garent4
De%r Sir
5e %re 13e%e2 to #%6e you %n offer reg%r2ing our NS7ingerO 2ree %n2
trouer uit in t"e iGe you require. Ne%r3y %33 t"e #o2e3 you %7 %t our
f%"ion "o7 %re o(t%in%(3e) eE!e1t trouer uit in 1in6) of 7"i!" t"e
#%33er iGe "%'e (een o32 out. @"i 3ine i (eing #%nuf%!ture2
!ontinuou3y) (ut 7i33 on3y (e %'%i3%(3e %g%in in :e(ru%ry) o !ou32 (e
2e3i'ere2 to you in -%r!".
,33 ot"er #o2e3 !%n (e u113ie2 (y t"e #i223e of >%nu%ry 2*+++) u(Le!t to
our re!ei'ing your fir# or2er (y 15t" No'e#(er. Our C.I.: 1ri!e to (e for
e%/3%n2 tr%n1ort to C"i!%go. If you 7ou32 1refer t"e goo2 to (e ent (y
%ir freig"t) t"i 7i33 (e !"%rge2 eEtr% %t !ot.
1. Coodit0: @rouer uit iGe 4 + 1. in 7"ite) ye33o7) re2) turquoie)
n%'y (3ue) (3%!6. SiGe 12 + 1& %3o in 1in6
1er 1**: 2).5*.**
S7inger 2ree iGe 1 +1. in 7"ite) ye33o7) re2) turquoie) (3%!6
1er 1**: 1)4&5.**
2. Pri/e4: '%3i2 unti3 31 De!e#(er) 2* ++
3. De"i6er0: C.I.:. C"i!%go) e% freig"t
&. Pa0ent: (y irre'o!%(3e 3etter of !re2it) or !"eque 7it" or2er.
You 7i33 (e re!ei'ing !utting of our #%teri%3 %n2 % !o3or !"%rt. @"ee
7ere %ir#%i3e2 to you t"i #orning.
5e "o1e you %gree t"%t our 1ri!e %re 'ery !o#1etiti'e for t"ee goo2
qu%3ity !3ot"e) %n2 3oo6 for7%r2 to re!ei'ing your initi%3 or2er.
Your f%it"fu33y
1. /hat does the &upplier offerb
96
0. /hat term of payment does the &upplier mentionb
5. /hat model cannot be offeredb
;. +an the goods be sent by air freightb
<. #ind the =ord in the letter =hich means FsamplesG.
91
+: O99er 9or a"8in84 9itting4
De%r Sir
5e t"%n6 you for your 3etter of 25 >une) %n2 %re g3%2 to infor# you t"%t %33
t"e ite# 3ite2 in your enquiry %re in to!6. 5e %re en!3oing % 1ro for#%
in'oi!e for t"e %3u#inu# fitting you %re interete2 inK if you 7i" to 13%!e
% fir# or2er) 7i33 you 13e%e %rr%nge for ett3e#ent of t"e in'oi!e (y 2r%ft
t"roug" your (%n6) %n2 %2'ie u %t t"e %#e ti#e.
5e !%n gu%r%ntee 2e3i'ery in -e3(ourne 7it"in 3 7ee6 of re!ei'ing your
intru!tion. If you require t"e ite# urgent3y) 7e 7i33 %rr%nge for t"e# to (e
ent (y %ir) (ut t"i 7i33) of !oure) ent%i3 "ig"er freig"t !"%rge.
5e %re en!3oing 2et%i3 of our ter# of 1%y#ent) %n2 7ou32 (e "%11y to
2i!u 2i!ount 7it" you if you 7ou32 3et u 6no7 "o7 3%rge your or2er
%re 3i6e3y to (e.
5e %re %3o en!3oing % !o1y of t"e re1ort) 7"i!" %11e%re2 in t"e -%r!"
iue of @"e -et%3 5or6er) on our ,L0-OY fitting.
5e %re 3oo6ing for7%r2 to "e%ring fro# you) %n2 %ure you t"%t your
or2er 7i33 re!ei'e our i##e2i%te %ttention.
Your f%it"fu33y
9-
1. 9re the goods concerned aCailable for supplyb
0. /hat term of payment does the &upplier mentionb
5. /hat are enclosed =ith the letterb
;. .o= does the =riter guarantee deliCeryb
<. /hy does the =riter enclose a copy of the reportb
99
1: O99er 9or rain/oat4
De%r Sir
5e %re 'ery g3%2 to "%'e your 3etter of 1 De!e#(er %n2 to "e%r t"%t you
"%'e (een re!ei'ing enquirie %(out our 7e%t"er1roof !o%t.
@"e Life7%ter r%nge you #ention "% (een % gre%t u!!e 7"ere'er it "%
(een intro2u!e2) %n2 7e %re %3re%2y eE1orting it to e'er%3 tro1i!%3
!ountrie) in (ot" ,i% %n2 ,fri!%. 0n3i6e #%ny 7%ter1roof !o%t) t"e
Life7%ter 2oe not !%ue eE!ei'e !on2en%tion on t"e ini2e urf%!e) %n2
o 7ou32 (e uit%(3e for your !3i#%te.
5e !%n quote you t"e fo33o7ing 1ri!e:
+ 25* Life7%ter !o%t) 7o#enC) #e2iu# 3/5 **
+ 25* +2o+ #%33 3/5 **
+ 25* +2o+ #e2iu# &83 /5
+ 25* +2o+ #%33 &31 25
+ :.O.A Li'er1oo3 1./5 **
+ :reig"t Li'er1oo3+C%3!utt% 5* 2*
+ Inur%n!e 14 3*
1)/&3.5*
5e 7i33 (e %(3e to "i1 t"e r%in!o%t 7it"in 2 + 3 7ee6 of re!ei'ing your
or2er.
5e %re gr%tefu3 to you for your uggetion !on!erning %n u3tr%+ 3ig"t7eig"t
!o%t for t"e In2i%n #%r6et) %n2 %re 13e%e2 to infor# you t"%t 7e "%'e (een
3oo6ing into t"e quetion of % uit%(3e #%teri%3 for o#e ti#e no7. Our
100
Ree%r!" De1%rt#ent %ure u t"%t t"ey 7i33 "%'e % #o2e3 re%2y in t"e
'ery ne%r future) %n2 7e 7i33 !o#e (%!6 to t"e #%tter % oon % 7e "%'e
o#e 2efinite ne7 for you.
5e %re en!3oing fu33 2et%i3 of our ter# of (uine) %n2 "%'e ent you (y
e1%r%te 1ot % et of 2e!ri1ti'e (ro!"ure of our 1ro2u!t) %n2 % u113y of
%3e 3iter%ture.
5e 3oo6 for7%r2 to "e%ring fro# you %g%in.
Your f%it"fu33y
1. /hat products is the buyer interested inb
0. /hat are the characteristics of the productsb
5. /hat does the &eller offer concerning deliCeryb
;. /hat is the Calue of the offerb
<. #ind the =ord in the letter =hich means Fby another mailingG.
101
*: O99er 9or 9"oor /o6ering
De%r -r. @"o#1on
In your 3etter of 1 -%y you %6 u to en2 you %#13e of our ru((eriGe2
f3oor !o'ering for ue on roug" urf%!e. 5e %11re!i%te your interet) %n2
"%'e to2%y 2e1%t!"e2 % r%nge of qu%3itie 7"i!" 7e "%'e e3e!te2 1e!i%33y
to #eet your nee2.
,33 of t"ee #%teri%3 %re ro(ut %n2 "%r2+ 7e%ring) %n2 7e 1%rti!u3%r3y
re!o##en2 No./ 7"i!" i % ynt"eti! u(t%n!e 2e'e3o1e2 (y our ree%r!"
2e1%rt#ent to 7it"t%n2 t"e 7e%r %n2 te%r of roug") %n2 une'en f3oor.
P3e%e gi'e t"e %#13e %ny tet you 7i": 7e %re !onfi2ent t"%t t"ey 7i33
t%n2 u1 to t"e roug"et "%n23ing.
Our 1ri!e+ 3it i en!3oe2) toget"er 7it" our tr%2e ter#) % 7e t"in6 you
7i33 nee2 t"ee 7"en you "%'e !o#13ete2 your tet. It 7i33 (e % 13e%ure to
quote you ter# for !ontr%!t u113ie) %n2 our te!"ni!%3 re1reent%ti'e %re
%t your er'i!e %t %33 ti#e.
Your in!ere3y
1. /hat does the &upplier offerb
0. /hy does the letter end =ith F@ours sincerelyG
5. 9re the prices specifically mentioned in the letterb
;. /hat is the strong point of the materialsb
<. #ind the =ord in the letter =hich means Fof your assistanceG
PART II. 8oca$ular,
9dCise / inform sb of sth thgng bdo cho ai C\ Cikc g}
Bill of lading CTn Rqn
100
By separate post bjng RPMng thP rixng
+ommodity txn hNng/ hNng hJa
+onfirmed letter of credit thP tn d^ng cJ xdc nhTn
+ustomary theo tTp ùdn
)raft hOi phiXu
"xport standard theo tixu chuYn xuIt khYu
#ind sth a ready sale thIy >cdi g}? bdn chQy
.ard-=earing b\n
In your faCour cho ùf ngNi hPng
IrreCocable letter of credit thP tn d^ng khgng h[y ngang
'artial shipment giao hNng tsng phWn
'ro-forma inCoice hJa Rqn bdo gid
&ubstance chIt, CTt liku
%ranshipment chuyhn tni
7alidity thMi hQn hiku lc
/ear and tear hao m|n t nhixn
/ithstand chLu RPwc
105
E%#re44 t$an<4 to an en78ir0
1. 9s a result of the faCorable supply
situation =e are able to offer you
firm, for immediate deliCery.
Do tsn" "sn" (an "Yng rqt t"uUn 3di
"ion n%y) !"[ng t\i !p t"t !"Yo
"Yng !^ ùn" !"o quX ngYi) gi%o
"Yng ng%y.
0. /e thank you for your inùiry of
1< Aune and are glad to learn of
your reùirements / demands
fora >to learn that you are
interested in oura?
C"[ng t\i !a# Rn t"c "li "Yng !m%
quX ngYi `n ngYy 15/. 'Y 'ui #ng
`cd! (iWt rng quX ngYi !p n"u !gu
#u%I
5. /e haCe pleasure in receiCing
your inùiry dateda and glad to
submit the follo=ing offer / our
offer =ith the terms and
conditions as follo=s.
C"[ng t\i 3qy 3Y# "wn "rn" n"Un
`cd! t"c "li "Yng !m% quX ngYi `n
ngYyI 'Y 'ui #ng !"Yo (an "Yng
t"eo n"Sng ìnu 6"ojn 'Y ìnu 6ion
n"c %u.
-a"e4 ter4
;. @ou =ill find enclosed =ith this
letter a sample/pattern ofa
uX ngYi T t"qy 6# t"eo t"c nYy
3Y #_u "YngI
<. /e can offer you for immediate
shipment, 6,000 tons of
lubricant, as per sample ,$5;, at
the price ofa per ton +I# &aigon
port and payment to be made by
irreCocable letter of credit as
usual.
C"[ng t\i !p t"t !"Yo (an !"o quX
ngYi gi%o "Yng ng%y .*** tqn 2gu
n"it) t"eo #_u "Yng ^ LO3&) 'ii
gia 3YI #]t tqn CI: !jng SYi ;xn
'Y t"%n" toan (ng L/C 6"\ng "my
ng%ng n"c t"ckng 3o.
6. 'ayment is made against B/,, an
inCoice, by ,/+ opened in our
faCor at ,ondon +ommercial
@"%n" toan 6"i Euqt trsn" 'Un `Rn)
"p% `Rn (ng LC # !"o !"[ng t\i
"cng tri ngwn "Yng t"cRng #ri
10;
Bank for the full Calue of the
commodity intended for the
shipment.
Lon2on !"o toYn (] tru gia 3\ "Yng
2 tVn" T gi%o.
1. %he price ùoted includes packing
in special export cases.
;ia ` (ao (%o g# !j !"i 1"V
`png gpi trong !a! t"zng "Yng !p
tifu !"uen Euqt 6"eu `h! (iot.
Condition4 and 6a"idit0
-. /e offer the goods subZect to their
being unsold on receipt of your
order.
C"[ng t\i !"Yo (an "Yng tzy t"u]!
'Yo "Yng '_n !"c% è# (an 6"i
n"Un `cd! `Rn "Yng !m% quX ngYi.
9. 'lease note that this offer is firm /
Calid and effectiCe until 05 Auly /
for >=ithin? 1< days.
Din quX ngYi 3cu X rng !"Yo "Yng
nYy !^ ùn"/ 9!p "iou 3!< !"o `Wn
ngYy 23// trong 'xng 15 ngYy.
-8##"0 and deand
10. In Cie= of the heaCy demand for
this line, =e adCise you to order
at once.
Dt `Wn n"u !gu !%o `î 'ii #ht
"Yng nYy) !"[ng t\i 6"uyfn quX
ngYi `ht "Yng ng%y.
11. )ue to demand of this
commodity on the =orld markets
greatly exceeding the supplies,
=e shall be unable to obtain
further supplies.
Do n"u !gu `î 'ii #ht "Yng nYy
trfn t"u trckng t"W giii 'cdt qua
#rn" o 'ii #b! !ung) !"[ng t\i T
6"\ng t"t (an "Yng !"o quX ngYi
`cd! nS%.
A4< 9or in4tr8/tion4
10. 'lease, cable your acceptance
immediately for the present offer
remains open for it =ithin 1<
days.
Din quX ngYi 3Y# Rn ìon !"q1 n"Un
ng%y `î 'ii !"Yo "Yng nYy 's np
!"y !p "iou 3! trong 'xng 15 ngYy.
15. If our proposal is acceptable to
you, please confirm by return.
NWu quX ngYi !"q1 n"Un `n ng"u
!m% !"[ng t\i) Ein "y Ea! n"Un
10<
(ng t"c 'n.
1;. 'lease send us your instructions
by telex so as =e can learn of
your exact reùirement.
Din quX ngYi "y gZi !"o !"[ng t\i
!"y 2_n !m% quX ngYi (ng te3eE `t
!"[ng t\i !p t"t (iWt `cd! yfu !gu
!{ t"t !m% quX ngYi.
Ho#e 9or an order
1<. /e look for=ard to receiCing
your early official order.
C"[ng t\i #ong i# n"Un `cd!
`Rn "Yng !"Vn" t"b! !m% quX ngYi.
16. /e hope that you =ill take eCery
adCantage of this exceptional
offer and let us haCe your
purchase confirmation.
C"[ng t\i "y 'ng rng quX ngYi T
tUn 2{ng `cd! !"Yo "Yng `h! (iot
nYy 'Y gZi !"o !"[ng t\i Ea! n"Un
#u% "Yng !m% quX ngYi.
PART I8. 7;ercses
I. Fll n the $lan=s <th the approprate <ords or phrases
106
(: O99er 9or #"a4ti/ <it/$en;are
De%r Sir
5e %re 'ery 91<...................... to "%'e your enquiry) %n2 %re 92<......................
t"e 1ri!e 3it you 93<......................) toget"er 7it" our ter# of %3e.
, you "%'e e'i2ent3y re%3iGe2) 13%ti! 6it!"en7%re i "ere to t%y + it "%
%3re%2y oute2 "e%'y %n2 eE1%n2%(3e #et%3) g3% %n2 !"in% fro#
t"e #o2ern 6it!"en. De%3er 7"o "%'e 2i13%ye2 our (rig"t3y
!o3oure2 r%nge "%'e re1orte2 goo2 %3e e'en in t"e 1reent
e%on) 7"en "%r27%re %3e %re uu%33y 9&<...................... t"eir
3o7et.
,fter tu2ying our 1ri!e %n2 our 3i(er%3 ter# to t"e 95<......................) you
7i33 un2ert%n2 7"y 7e %re 7or6ing 9.<...................... !%1%!ity to
9/<...................... t"e 2e#%n2. 5e 7ou32 %2'ie you) t"erefore) to
94<...................... u "%'e your or2er (y t"e en2 of t"e #ont") %
t"i 7i33 en%(3e you to "%'e to!6 of our %ttr%!ti'e 3ine (y E%ter.
5e 3oo6 98<...................... to t"e 91*<...................... of (eing of er'i!e to you.
Your f%it"fu33y
101
2: O99er 9or 98rnit8re and 9itting4
De%r Sir
5e 91<...................... you for your enquiry of 31 >%nu%ry) %n2 !%n !onfir#
our te3e1"one !on'er%tion of yeter2%y) in 7"i!" 7e
92<...................... you t"%t 7e !%n 93<...................... 1%rt of t"e
goo2 require2 fro# 9&<......................) in 95<...................... 7it" t"e
en!3oe2 2et%i3e2 offer. :or t"e (%3%n!e 7e 7ou32 require
%11roEi#%te3y t"ree 7ee6 fro# t"e 9.<...................... of re!ei'ing
your !onfir#%tion t"%t t"i %rr%nge#ent i %!!e1t%(3e.
Pri!e 9/<...................... %re f.o.(. Lon2on.
94<...................... in 7oo2en !%e.
De3i'ery % 1e!ifie2 %(o'e.
P%y#ent 98<...................... 2o!u#ent) (y (%n6erC 2r%ft.
5e "o1e your !3ient 7i33 91*<...................... our ter# %n2 2e3i'ery 2%te
%tif%!tory) %n2 7e !%n %ure you t"%t you #%y !ount on our fu33
!o+ o1er%tion %n2 %ttention in t"i #%tter.
Your f%it"fu33y
10-
+: O99er 9or 9a4$ion good4
De%r Sir
5e t"%n6 you for your enquiry 91<...................... 12 O!to(er) %n2 %11re!i%te
your interet in our 92<.......................
Det%i3 of our eE1ort 1ri!e %n2 93<...................... of 1%y#ent %re en!3oe2)
%n2 7e "%'e %rr%nge2 for % !o1y of our !%t%3ogue to (e 9&<...................... to
you to2%y.
Our re1reent%ti'e for Euro1e) -r. N%#) 7i33 (e in P%ri fro# t"e 2&t" to
t"e 3*t" of t"i #ont") %n2 7e "%'e %6e2 "i# to 95<...................... %n
%11oint#ent to 'iit you 2uring t"i 1erio2. He 7i33 "%'e 7it" "i# % fu33
9.<...................... of %#13e of our "%n2 #%2e 3ine) %n2 i %ut"oriGe2 to
2i!u t"e 9/<...................... of %n or2er 7it" you or to 94<...................... %
!ontr%!t.
5e t"in6 our 98<...................... 7i33 (e 7"%t you 7i" for t"e f%"ion%(3e
tr%2e) %n2 3oo6 for7%r2 to t"e o11ortunity of 91*<...................... (uine
7it" you.
Your f%it"fu33y
109
II. Sentence $uldn!
Sort out the 0um$led <ords $elo< to ma=e sentences t,pcal of $usness
correspondence. Add captal letters and punctuaton as necessar,.
1. %re /(et/ t"e / ,33/ qu%3ity/ #%2e/ #%teri%3/ t"e/ fro#/ 'ery/ ite#/.
2. 1re'ent/ 7oo3/ 1e!i%3/ @"e/ trengt"/ 7"i!"/ "rin6%ge/ un2ergoe/ %n2/
%/ 1ro!e/ in!re%e/.
3. %33/ 7e/ one/ e1%r%te/ 0n2er/ e%!"/ ite#/ !o'er/ of / "%'e/ %#13e/ ent/
for/.
&. %/ !o#1ete/ @"e/ 1ro2u!t/ of/ 7e/ eE1orting/ !o#1%nie/ %ny/ qu%3ity/
7it"/ %re/ our/ ot"er/ !%n/ .
5. 3o7er/ for/ i#i3%r/ @"e/ t"oe/ %re/ !o#1etitor/ of/ t"%n/ 1ri!e/
1ro2u!t/ our/ qu%3ity/ offere2/ of/ .
110
III. *atchn!
*atch the <ord n column A <th the defnton n column .
A .
1. )efectiCe a. 9 person =ho receiCes the full Calue/ payment of
the goods
0. 'attern b. %he allo=ed amount of Cariation from the standard
or from exact conformity to the specified
dimensions, =eight, hardness, Coltage etc.
5. %olerance c. +ash on deliCery
;. 9dCise d. 9n actiCity in =hich the goods can be shipped on
different Cessels
<. +$) e. #aulty, imperfect
6. Beneficiary f. )ocuments against acceptance
1. %ranshipment g. &ample
-. +/$ h. Inform
9. )/9 i. )ocuments against payment
10. )/' Z. +ash =ith order
111
8. Translaton
A. 7n!lshD8etnamese Translaton
1. %his price is subZect to change =ithout notice.
0. /e haCe cabled you our ne= price for our ne= se=ing machine this
morning. %he ne= price =ill become effectiCe tomorro=.
5. /e should note you that our offer is subZect to our standard conditions of
sales.
;. /e =ould remind you that the offer made in our last letter is Calid for one
month from the date of the letter.
<. 9t your reùest, =e no= keep this firm open for a further ten days from
10
th
8arch.
6. $ur prices are in force if you order by return mail.
1. $ur prices are binding until 50
th
Aune.
-. %his offer is firm subZect to your reply reaching us not later than the 00
nd
.
9. /e offer you firm for three days on #$B basis.
10. In case of firm offers, =e usually keep our offers open for three days.
110
.. 8etnameseD7n!lsh Translaton
1. %rL gid c[a Rqn hNng c[a chcng tgi ty thu~c rIt nhi\u CNo gid c[a cdc
ngNi.
0. +hcng tgi hihu rjng tQi thL trPMng c[a cdc ngNi Rang cJ nhu cWu lon ROi
Coi giNy thh thao CN nhvn dLp nNy gKi kzm bdo gid sO <019 Rh cdc ngNi
xem xVt.
5. +hcng tgi Cui msng chNo bdn cho cdc ngNi hNng hJa likt kx trong chNo
hNng sO 0<9), CN hy Cng rjng sm nhTn RPwc hi vm som c[a cdc ngNi.
;. +hcng tgi muOn m r~ng Cikc bdn hNng ùWn do thh thao sang thL trPMng
c[a cdc ngNi.
<. +hcng tgi xin gKi kzm thP nNy bdo gid moi nhIt c[a chcng tgi cho loQi do
khodc len hikn Rang cJ nhu cWu thPMng xuyxn tQi thL trPMng cdc ngNi.
6. +hcng tgi tin tPng rjng chNo hNng trxn c[a chcng tgi sm RPwc cdc ngNi
chIp nhTn CN rIt mong muOn nhTn RPwc Rqn RUt hNng mua thK c[a cdc
ngNi.
1. +hcng tgi sun sNng chiXt khIu RUc bikt 5p cho cdc ngNi Coi bIt k Rqn
RUt hNng nNo nhTn RPwc CNo trPoc ngNy 6 thdng <.
-. +hcng tgi Rang chNo bdn nhtng mUt hNng cJ chIt lPwng thc s cao nhIt
theo nhtng Ri\u kikn hXt s]c cJ lwi CN rIt hoan nghxnh cq h~i ph^c C^
cdc ngNi.
9. 7} sO hNng trong kho c[a chcng tgi hQn chX, chcng tgi khuyxn ùf ngNi
nxn RUt hNng ngay.
10. +hNo hNng nNy lN cO RLnh, ty thu~c CNo Cikc chcng tgi nhTn RPwc thP
trn lMi trPoc 1< thdng -.
8. LetterD<rtn!
1. &au khi nhTn RPwc thP hei hNng R\ ngNy 1</9 c[a cgng ty +amellia
Indonesia, cgng ty cq kh Bdch 7ikt nhTn thIy cJ thh chNo hNng Coi nhtng
Ri\u khonn CN Ri\u kikn sau Rvy
115
1. @fn "Yng: -ay En !l 9gr%+!utter<
2. uy !a!" 1"e# !"qt: @"eo n"c !%t%3og `Vn" 6# ^ ,A23&.
3. S^ 3cdng: 5** !"iW!.
&. vRn gia: 3*0SD/ !"iW! :OA !jng SYi ;xn) 6"\ng 6t !"i 1"V `png gpi
(%o (s.
5. vpng gpi: t"eo tifu !"uen `png gpi (%o (s Euqt 6"eu !m% $iot N%#.
.. @"%n" toan: (ng L/C !p Ea! n"Un) trj tinn ng%y n"c t"ckng 3o.
+uOi thP, anh/ chL hly bNy te mong muOn som nhTn RPwc RUt hNng c[a
khdch CN nJi thxm C\ uy tn c[a cgng ty trong Cikc thc hikn cdc Rqn hNng
c[a khdch.
9nh/ chL cJ thh thxm cdc thgng tin cWn thiXt khdc Rh thP cJ h}nh th]c CN n~i
dung hoNn chSnh. %hP brt RWu bjng FDe%r SirG.
2. /rite an offer on the follo=ing basic instructions
@our company is offering s=eaters for =omen at the price of 00 per item.
@ou can deal =ith orders of any siHe. #or orders of oCer 50,000, there =ill
be a ùantity discount of 0p. 'ayment shall be made by an IrreCocable
letter of credit, opened through ,ondon +ommercial Bank. 'acking shall be
at the buyer!s instruction. &ales literature and pattern cards =ill be sent by
airmail for the buyer!s further reference. @ou can introduce other items that
may be of interest to the buyer and add other information
CHAPTER ": OR#ERS
PARTS :F AN :RD7R
I. :penn!
- "xpress thanks for offer/ùotation
11;
- 'leasure to order
II. Terms and 5ondtons
1. +ommodity
0. 2uality and/or specification/description
5. 2uantity
;. 'rice
<. 'ayment
6. )eliCery
1. 'acking and 8arking
-. Insurance >if any?
9. %echnical documents >if any?
10. 3uarantee >if any?
11. 7alidity
III. 7ndn!
.ope for sales confirmation/ adCice of dispatch
A5PN:?L7DQINQ :RD7RS
9n order should be ackno=ledged immediately if it cannot be fulfilled
straight a=ay. #or small, routine orders, a printed ackno=ledgement or a
postcard may be enough, but a short letter stating =hen deliCery may be
expected is better and also helps to create good =ill. If the goods cannot be
supplied at all, you should =rite explaining =hy and offer suitable
substitutes if they are aCailable.
11<
SAL7S 5:NFIR*ATI:N
'arts of a sales confirmation
- 9ckno=ledge receipt of order =ith thanks, confirm to sell, adCise
dispatch.
- +onfirm the essential parts.
- 9dding faCorable comments.
- .ope for the future business, further orders.
D75LININQ TB7 :RD7R
%here may be times =hen a supplier =ill not accept a buyer_s order
1. .e is not satisfied =ith the buyer_s terms and conditions.
0. %he buyer_s credit is suspect.
5. %he goods are not aCailablea
/hateCer your reason, you must be polite the =ords reZect and refuse haCe
a negatiCe tone to them, therefore it is better to use decline or turn do=n
instead. *tmost care should be taken =hen =riting to reZect an order so that
good =ill and future business are not affected.
PARTS :F A D75LIN7
- 9ckno=ledge receipt of order =ith thanks and regrets
- &tate the reasons
- 'ropose an alternatiCe product >if one is aCailable?
- .ope for the opportunity to be of the serCice to them another time.
5:9NT7RD:FF7R
116
/hen a supplier receiCes an order =hich cannot be met for some reason,
any of the follo=ing options are aCailable
1. &end a substitute. +areful Zudgment =ill be reùired, ho=eCer, since
there is the risk that the customer may be annoyed to receiCe something
different from =hat =as ordered. It is only adCisable to send a substitute
if a customer is =ell kno=n or if there is a clear need for urgency. &uch
substitutes should be sent on approCal_, =ith the supplier accepting
responsibility for carriage charges both =ays.
0. 8ake a counter-offer.
5. )ecline the order.
D7LAH IN SBIP*7NT
If goods are held up either before or after they are sent, you must keep your
customer informed. ,et him kno= =hat has happened, ho= it happened, and
=hat you are doing to correct the situation.
(: P"a/ing an order 9or 9an/0 r84$ at4
De%r Sir
Order No: (''(@RM
5e t"%n6 you for your offer No. 3*3/R- 2%te2 1*t" >u3y %n2 "%'e 13e%ure
in 13%!ing our or2er on t"e fo33o7ing ter# %n2 !on2ition:
1. Co##o2ity: f%n!y ru" #%t
2. u%3ity %n2 1e!ifi!%tion: % 1er %tt%!"e2 1e!ifi!%tion %n2 2eign.
111
3. u%ntity: 5)*** 9fi'e t"ou%n2< 1ie!e
&. Pri!e: 0nit 1ri!e: 0SD *.&5/1ie!e
@ot%3 '%3ue: 0SD 1)25*.**. 9In 7or2: one t"ou%n2 t7o "un2re2 %n2 fifty
0S 2o33%r on3y<
@"e 1ri!e i C.I.:. H%#(urg in!3u2ing 1%!6ing) u(Le!t to In!oter# 2***.
5. P%y#ent: Ay %n irre'o!%(3e 3etter of !re2it o1ene2 in f%'or of t"e e33er
to t"e %!!ount %t $iet!o#(%n6) Ho!"i#in" !ity %n2 !onfir#e2 (y Lon2on
Co##er!i%3 A%n6) 15 2%y 1rior to t"e firt "i1#ent) 7"i!" #ention:
P%rti%3 "i1#ent i %33o7e2.
.. De3i'ery: 3)*** P in Se1te#(er) 2*
2)*** P in O!to(er) 2*
/. P%!6ing %n2 #%r6ing: to (e 7r%11e2 in trong ru" #%tting) tee3
"oo1e2) 2* 1ie!e in one (%g) %n2 #%r6e2 1**1/2/18 IN@ERI-
4. Inur%n!e: @"e goo2 %re require2 to (e inure2 un2er -%rine ,33 Ri6
ter# fro# 7%re"oue $ietn%# to 7%re"oue H%#(urg. @"e inur%n!e i
to (e effe!te2 7it" % firt !3% $ietn%#ee or foreign inur%n!e !o#1%ny.
P3e%e !onfir# your %!!e1t%n!e of t"i or2er %n2 u!" %!!e1t%n!e "ou32
%rri'e not 3%tter t"%n 1& 2%y %fter t"e 2%te of t"i or2er.
Your f%it"fu33y
:or Intern%tion%3 I#1ort CO.
9Signe2<
-. Ae3ter
Pur!"%ing -%n%ger
11-
1. /ho is the =riterb
0. /hat does the supplier offerb
5. /hich reference identifies the matsb
;. /hat method of payment has been arrangedb
<. If the letter had been begun =ith De%r -r) 7"%t 7ou32 t"e
!o#13i#ent%ry !3oe (eF
119
2: Order 9or 9or 4;eater4
F: L0n/$ 3 Co: Ltd:
Ne44on Ho84e? Ne;e"" -treet? Biring$a B+ +EF? UK
!e"e#$one& '2( 2+6 ,82 Fa%& '2( 2+6 8*22 !e"e%& +1(61(
Ho%ng ;i% Co.) Lt2. 8 -%r!" 2*++
/. @r%n P"u Street Ditri!t 5
Ho!"i#in" !ity $ietn%#
ORDER No: +6,8
=8antit0 Ite de4/ri#tion
Cat:
No:
Pri/e /:i:9: London
5)***
&)***
$ Ne!6: 3)***
A3%!6/ 1)5** Aeige
Cre7 Ne!6: 1)5**
Note: u(Le!t to 5Q
qu%ntity 2i!ount
R &32
R 5&1
0SD 13.4* e%!"
0SD 12..* + 2o +
@ot%3 '%3ue: ..........
9In 7or2: ............<
Coent4&
15Q @r%2e Di!. P%y#ent: (y D/P
S"i1#ent: . 7ee6 fro# t"e 2%te of t"i or2er
P%!6ing: in !uto#%ry eE1ort !%e.
For F: L0n/$ 3 Co: Ltd
9igne2<
L. Cr%ne
C"ief Auyer
1. /ho is the =riterb
100
0. /hich reference identifies the s=eatersb
5. /hat sort of discounts has been agreedb
;. By =hen should the order be deliCeredb
<. If #. ,ynch : +o. has further correspondence =ith .oang 3ia +o. on this
order, =hat reference =ould they useb
101
+: P"a/ing an order 9or Cro/<er0
De%r -r -erton
P3e%e fin2 en!3oe2 %n or2er 9R1&32< fro# our 1rin!i1%3) -%!?enGie Aro
Lt2.) 1+S 5"%3e Dri'e) D%7on) Ont%rio) C%n%2%.
@"ey "%'e %6e2 u to intru!t you t"%t t"e .* et of !ro!6ery or2ere2
"ou32 (e 1%!6e2 in iE !r%te) ten et 1er !r%te) 7it" e%!" 1ie!e
in2i'i2u%33y 7r%11e2) %n2 t"e !r%te #%r6e2 !3e%r3y 7it" t"eir n%#e) t"e
7or2 Cfr%gi3eC) C!ro!6eryC) %n2 nu#(ere2 1+..
@"ey "%'e %gree to 1%y (y 3etter of !re2it) 7"i!" 7e 2i!ue2 on t"e 1"one
3%t 7ee6) %n2 t"ey 7ou32 3i6e 2e3i'ery (efore t"e en2 of t"i #ont") 7"i!"
"ou32 (e e%i3y effe!te2 % t"ere %re regu3%r %i3ing fro# Li'er1oo3.
If t"e !o3or t"ey "%'e !"oen %re not in to!6) t"ey 7i33 %!!e1t %n
%3tern%ti'e 1ro'i2e2 t"e 2eign %re t"oe ti1u3%te2 on t"e or2er.
P3e%e en2 %ny furt"er !orre1on2en!e re3%ting to "i1#ent or 1%y#ent
2ire!t to -%!?enGie Aro. %n2 3et u "%'e % !o1y of t"e !o##er!i%3 in'oi!e
7"en it i #%2e u1.
Your in!ere3y
100
1. /hat instructions haCe been giCen about packingb
0. /hat method of payment has been arrangedb
5. /hy should there be no problem for the manufacturer to deliCer =ithin
four =eeksb
;. /ill substitutes be acceptable if the manufacturer is out of stock of any
itemsb
<. /hich =ords haCe a similar meaning to the follo=ingb
a. cups, saucers, plates, etc.
b. large, =ooden boxes
c. easily damaged or broken
d. stated
e. completed
105
1: Ad6i/e o9 de4#at/$
De%r -r. I
Order 8(1+2
@"e %(o'e or2er "% no7 (een !o#13ete2 %n2 ent to Li'er1oo3 Do!6
7"ere it i %7%iting 3o%2ing onto SS -%nito(% 7"i!" %i3 for D%7on
C%n%2% on t"e 1. >u3y %n2 %rri'e on 3*
t"
>u3y.
On!e 7e "%'e t"e ne!e%ry 2o!u#ent 7e 7i33 "%n2 t"e# to Aurn3ey City
A%n6) your (%n6C %gent "ere) %n2 t"ey 7i33 for7%r2 t"e# to t"e C%n%2i%n
0nion @rut A%n6.
5e "%'e t%6en 1e!i%3 !%re to ee t"%t t"e goo2 "%'e (een 1%!6e2 % 1er
your intru!tionK t"e iE !r%te (eing #%r6e2 7it" your n%#e) %n2
nu#(ere2 1 + .. E%!" !r%te #e%ure .ft E &ft E 3ft %n2 7eig" 5!7t.
5e #%n%ge2 to get %33 ite# fro# to!6 7it" t"e eE!e1tion of C%t. No. ;1.
7"i!" 7e on3y "%2 in re2. Aut 7e in!3u2e2 it in t"e !onign#ent % it "%2
t"e 5i33o7 1%ttern you %6e2 for.
If t"ere i %ny furt"er infor#%tion you require) 13e%e !ont%!t u. @"%n6 you
'ery #u!" for your or2er) %n2 7e 3oo6 for7%r2 to "e%ring fro# you %g%in
oon.
Your in!ere3y
10;
1. .o= =ill the consignment be sentb
0. /hen is it due to arriCe in +anadab
5. /hat =ill happen to the documents once the seller receiCes themb
;. /hat did the seller do about the item they could not supplyb
<. /hich =ords in the email haCe a similar meaning to the follo=ingb
a. essential
b. for=arded
c. in accordance =ith
d. apart from
10<
*: De"a0 in de"i6er0 ) Rea4on& 5an<r8#t/0 o9 48##"ier
De%r -r. ...
I %# 7riting to you !on!erning your or2er) No. C0 115&/2 7"i!" you 13%!e2
four 7ee6 %go. ,t t"%t ti#e 7e "%2 eE1e!te2 to (e %(3e to !o#13ete t"e
or2er 7e33 7it"in t"e 2e3i'ery 2%te 7e g%'e you 7"i!" 7% 14 >une) (ut
in!e t"en 7e "%'e "e%r2 t"%t our #%in u113ier of !"ro#e "% gone
(%n6ru1t.
@"i #e%n t"%t 7e "%'e to fin2 %not"er u113ier 7"o !ou32 fu3fi33 %33 t"e
outt%n2ing !ontr%!t 7e "%'e to !o#13ete. , you 7i33 %11re!i%te t"i 7i33
t%6e o#e ti#e) (ut 7e %re !onfi2ent t"%t 7e "ou32 (e %(3e to %rr%nge to
get our #%teri%3 %n2 2e3i'er !onign#ent to our !uto#er (y t"e #i223e
of neEt #ont".
@"e unit t"e#e3'e "%'e (een %e#(3e2 %n2 i#13y no7 nee2 !o#13eting.
5e regret t"i unfortun%te itu%tion o'er 7"i!" 7e "%2 no !ontro3 %n2
%1o3ogiGe for t"e in!on'enien!e. If you 7i" to !%n!e3 t"e or2er it 7ou32 (e
quite un2ert%n2%(3e) (ut 7e tre t"%t 7e 7i33 (e %(3e to !o#13ete 2e3i'ery
(y neEt #ont" %n2 7ou32 %11re!i%te it if you !ou32 (e%r 7it" u ti33 t"en.
P3e%e 3et u 6no7 your 2e!iion % oon % 1oi(3e. @"%n6 you for your
!oni2er%tion.
Your in!ere3y
106
1. /hy has the seller not completed the orderb
0. .o= do they intend to oCercome the problemb
5. /hen do they no= expect the order to be completedb
;. +an the buyer cancel the order if they =ant tob
<. /hat is the decision! referred to in the last paragraphb
101
PART II. 8oca$ular,
9lternatiCe la chn khdc
+ase thng hNng >kn?
+ounter-offer holn chNo gid
+rate thng hNng >thPa?
+rockery R chVn Ra
"ffect thc hikn
#ancy rush mats chiXu cJi
#ragile d C
Instruction chS dyn
Item mUt hNng
8ark kf ml hiku
$utstanding >balance/account? c|n nw, chPa thanh todn
'rincipals cgng ty [y thdc
2uantity discount chiXt khIu sO lPwng
&ailings cdc chuyXn tNu
&teel hooped Rai thVp
&ubZect to theo, ty thu~c
/rap gJi
10-
1. /e thank you for your offer No.
505/(8 dated 10
th
Auly.
C"[ng t\i !j# Rn !"Yo "Yng ^
3*3/R- !m% \ng `n ngYy 1*//.
0. /e haCe pleasure in placing our
order on the follo=ing terms and
conditions.
C"[ng t\i rqt 'ui #ng `ht "Yng
t"eo n"Sng ìnu 6"ojn 'Y ìnu 6ion
%u.
5. 'ayment is to be made by an
irreCocable letter of credit opened
in faCor of the seller to the account
at 7ietcombank.
@"%n" toan (ng t"c tVn 2{ng
6"\ng t"t "my ng%ng # qu% ngwn
"Yng t"cRng #ri $iet!o#(%n6 !"o
ngcki (an "cng.
;. %hey haCe asked us to instruct you
that the 60 sets of crockery
ordered should be packed in six
crates, ten sets per crate, =ith each
piece indiCidually =rapped, and
the crates marked clearly =ith
their name, the =ords fragile!,
crockery! and numbered 1 6.
H ` yfu !gu !"[ng t\i !"o \ng
(iWt 3Y .* (] !"n `% `cd! `ht !gn
1"ji `png gpi trong au t"zng) #i
t"zng 1* (]) #i !"iW! 1"ji `cd!
gpi rifng) 'Y !a! t"zng 1"ji `cd!
g"i r tfn !m% !\ng ty ") !p !a!
!"S P"Yng 2 'M) P"Yng !"n `%M)
'Y `cd! àn" ^ t 1 ..
<. If the colors they haCe chosen are
not in stock, they =ill accept an
alternatiCe proCided the designs
are those stipulated on the order.
NWu 6"\ng !p #Yu ! #Y " `
!"n) " T !"q1 n"Un #Yu 6"a!
#in 3Y #_u # `[ng n"c quy ùn"
trong `Rn "Yng.
6. ,et us haCe a copy of the
commercial inCoice =hen it is
made up.
vn ng"u gZi !"o !"[ng t\i (jn %o
!m% "p% `Rn t"cRng #ri 6"i np
`cd! 3U1 Eong.
1. %he aboCe order has no= been
completed and sent to ,iCerpool
)ocks =here it is a=aiting loading
on to && 8anitoba =hich sails for
vRn `ht "Yng trfn "ion ` `cd!
"oYn tqt 'Y !"uytn tii !jng
Li'er1oo3) `%ng !"k `cd! (^! 3fn
tYu SS -%nito(% ì D%7on)
109
)a=son +anada. C%n%2%.
-. /e haCe taken special care to see
that the goods haCe been packed
as per your instructions.
C"[ng t\i `h! (iot 3cu X tii 'io!
"Yng "p% !p `cd! `png gpi (%o (s
n"c t"\ng (ao !m% quX ngYi 6"\ng.
9. /e managed to get all items from
stock =ith the exception of +at.
No. 316 =hich =e only had in
red.
C"[ng t\i ` n Yng gi%o #i #ht
"Yng) tr #ht "Yng ^ ;1. trfn !%+
t%+3\) 3Y 3ori !"[ng t\i !"y !p #Yu
`l.
10. /e regret this unfortunate
situation oCer =hich =e had no
control and apologiHe for the
inconCenience.
C"[ng t\i rqt tiW! 'n tsn" "u^ng
6"\ng #%y n# ngoYi tg# 6it#
oat !m% !"[ng t\i 'Y !"[ng t\i Ein
3i 'n 1"inn 1"b! nYy.
150
PART I8. 7;ercses
I. Fll n the $lan=s <th the approprate <ords
1.
De%r -r De3#%
@"%n6 you for your or2er No. R&8/ 7"i!" 7e %re 91<IIIII 1reent
#%6ing 92<IIII @"e intru#ent 7i33 (e 93<IIIII in2i'i2u%33y in 4
!r%te nu#(ere2 %n2 #%r6e2 9&<IIIII our 3ogo. @"ey 7i33 (e 95<
IIIII %irfreig"t CI: -%rei33e to re%!" you no 9.<IIIII t"%n 14
-%y.
Our in'oi!e "o7ing t"e 12Q tr%2e %n2 3Q qu%ntity 9/<IIIII) t"e
inur%n!e !ertifi!%te) %n2 t"e %ir 94<IIIII+(i33 7i33 (e ent to t"e A%n6
of -%rei33e % 98<IIIII
Your 91*<IIIII
H%r%32 ?L%er
S%3e -%n%ger
2.
:urt"er to our te3e1"one !on'er%tion on :ri2%y) I %# 7riting to you 91<
IIIII your or2er) No. SD18&*) 7"i!" 7% 92<IIIII 7it" u on 1*
>%nu%ry.
On!e %g%in) I #ut 93<IIIII for t"e 2e3%y in 1ro!eing t"i or2er. @"i
7% 2ue to % t%ffing 9&<IIIII . Ho7e'er) in!e I 1o6e to you) 7e "%'e
95<IIIII four ne7 e#13oyee %t our 2e1ot) %n2 I %# 13e%e2 to te33 you
t"%t your or2er i no7 re%2y for 2e1%t!". It 7i33 9.<IIIII you 7it"in
fi'e 7or6ing 2%y.
S1e!i%3 9/<IIIII"% (een t%6en to enure t"%t t"e 94<IIII I "%
151
(een 1%!6e2 98<IIIII to your require#ent. E%!" ite# 7i33 (e
in2i'i2u%33y 7r%11e2 to 91*<IIIII 2%#%ge.
3. 5hoose the $est Aer$ or phrase to complete each sentence
1. /e =ould like to ....................... an order =ith you for <,000 units.
0. 9s =e are unable to supply the ùantity you asked for, =e =ould haCe no
obZection if you preferred to ....................... your order.
5. I am =riting to ....................... your order, =hich =e receiCed this
morning, for 00 $mega "ngineers!.
;. /e are pleased to inform you that your order 4;<1 has already
been ....................... from our depot.
<. 'lease ....................... your order in =riting, so that =e can inform your
distribution depot.
6. @our order =as ....................... yesterday on the 87 $xford.
1. *nfortunately, =e shall haCe to ....................... your order unless payment
is settled in cash.
-. I =ould like to reassure you that your order =ill be ....................... in our
depot by staff =ho haCe experience in handling these delicate materials.
9. 9s soon as the bank ....................... the shipping documents, the credit
=ill be released.
10. If some of the items are out of stock, please do not send .......................
II. 9nderlne the correct <ord n the $rac=ets
INDIAN -!EEL COMPANA In2utri%3 0nit .2) Ao#(%y
H 5%36er Lt2 Your ref: -L/2Y
150
1. :oot ,'enue Our ref: DP/PR
Nort"%#1ton D%te: 15 O!t 2*++
Eng3%n2
De%r 91< 9Sir) -r.I) >o"n<
5e %re 13e%e2 to 92< 9%2'ie) %2'i!e) gui2e< you of t"e 2e1%t!" of 93<
9or2er) !o##%n2) requet< nu#(er -L/D.32* 7"i!" 7% !o33e!te2 t"i
#orning for 9&< 9Let) 13%ne) %ir< freig"ting to Lon2on (y ,ir In2i%.
5e en!3oe2 t"e %ir 7%y+95< 9re!ei1t) (i33) in'oi!e<) inur%n!e 9.< 9note)
!ertifi!%tion) !ertifi!%te<) %n2 9/< 9in'oi!e) (i33) re!ei1t< for freig"t %n2
inur%n!e !"%rge.
5e 3oo6 for7%r2 to 94< 9furt"er) 3%ter) 3%tter< or2er fro# you.
Your 98< 9in!ere3y) f%it"fu33y) reg%r2<
9igne2<
Di33i1 P%te3
EE1ort -%n%ger
En!: 91*< 93) 2) &<
III. *atchn!
A. *atch the <ord n column A <th the defnton n column .
A .
1. +ompliments slip a. 'erson or organiHation that conCeys goods to
their destination.
0. InCoice b. ,etter accompanying a document or goods,
explaining the contents.
5. #or=arding agent c. ,ist of goods or serCices that states ho= much
155
must be paid for them.
;. &ettlement d. )ocument informing a customer that a
consignment is on its =ay to them.
<. 9ir=ay bill e. 9mount taken off the usual selling price of
goods because the buyer is purchasing a large
ùantity.
6. &hip f. &mall piece of paper =ith a company!s details
on it.
1. +oCering letter g. %o send goods by road, rail, air, or sea.
-. 9dCice note h. )ocument that giCes information about goods
sent by air.
9. %rade discount i. 'ayment of an account
10. 2uantity discount Z. 9mount taken off the usual selling price of
goods =hen they are sold by a manufacturer or
=holesaler to a retailer.
.. All the sentences $elo< !Aen reasons for refusn! an order. *atch
the sentences n column A <th sentences n column . <th smlar
meann!s.
A .
1. /e don!t make this product no=
because people don!t buy
enough of it.
a. *nfortunately, =e do not haCe the
capacity to supply an order as
large as this.
0. /e can!t sell you anything
unless you pay cash.
b. /e can!t let you haCe 1<p off
because =e price our products as
cheaply as possible.
5. /e cannot offer the discount
you suggest as our profit
margins are extremely lo=.
c. %here!s no =ay =e can deliCer in
such a short time.
15;
;. /e can!t possibly fill this huge
order it!s more than our total
output for at least six months.
d. /e haCe stopped manufacturing
this product as there is no longer
sufficient demand.
<. *nfortunately, =e cannot
guarantee deliCery =ithin fiCe
=orking days.
e. /e regret that =e =ould only be
prepared to supply on a cash
basis.
15<
I8. Translaton
1. /e are pleased to inform you that =e haCe already made up your order,
No. 9901/1/<, for <0 canteens of &ilCerline! cutlery, and are no= making
arrangements for shipment to (otterdam.
0. @our order No. 6110/1 is no= being processed and should be ready for
dispatch by next =eek.
5. /e haCe pleasure in supplying 60 tons =ith first shipment of 50 tons and
follo=ed by the balance =hich =e =ill further inform you after =e
receiCe shipment notice of the first order of 50 tons.
;. I =as surprised and sorry to hear that your consignment >$rder No. B1;<?
has not reached you. $n enùiry I found that it had been delayed by a
local dispute on the cargo Cessel && .amburg on =hich it had been
loaded. I am no= trying to get the goods transferred to the && &amoa
=hich should sail for @okohama before the end of next =eek. .o=eCer, I
shall keep you informed.
<. I am =riting to tell you that there =ill be a three-=eek delay in deliCery.
%his is due to a fire at our 3reenford =orks =hich destroyed most of the
machinery. NeCertheless, your order has been transferred to our &lough
factory and is being processed there. I apologiHe for the delay =hich =as
due to circumstances beyond our control.
6. /e regret to inform you that there =ill be a hold up/ delay in getting your
consignment to you. %his is due to the cut in supplies from 3ara =here
ciCil =ar suddenly broke out last =eek. /e haCe contacted a possible
supplier in ,agos and he =ill let us kno= if he can help us. If you =ish to
156
cancel your order, you may, but I think you =ill find most manufacturers
are experiencing the same difficulties at present.
1. /e are sorry to say that =e are completely out of stock of this item and it
=ill be at least six =eeks before =e get our next deliCery, please contact
us then.
-. %hank you for your order for heaCy-duty industrial oCeralls.
*nfortunately =e haCe run out of the strengthened denim style you asked
for. 9s you haCe particularly reùested only this material, =e =ill not
offer a substitute, but =ill inform you immediately =e receiCe deliCery of
a ne= consignment. %his =ill be =ithin the next t=o months.
9. /e receiCe your order for 9+N dynamos today, but regret that due to a
strike at the 9+N factory =e are unable to fulfil it at present. /e are
a=are that other models =ill not suit your reùirements, but hope that the
dispute =ill be settled son and that =e =ill be able to supply you. /e =ill
keep you informed of deCelopments.
10. /e neCer offer ùarterly terms on initial orders, eCen to customers =ho
can proCide references. .o=eCer, =e might consider this sort of credit
once =e haCe established a trading relationship.
151
1. +hcng tgi xin cdm qn thP chNo hNng c[a ùf ngNi R\ ngNy 1</10 chNo bdn
loQi chiXu cJi CN xin Cui msng RUt hNng theo nhtng Ri\u khonn CN Ri\u
kikn nhP sau.
0. +hcng tgi xin chIp nhTn gid Rl bdo trong thP chNo hNng c[a ùf ngNi R\
ngNya CN xin gKi kzm Rqn hNng cO RLnh RUt mua mUt hNnga
5. Nhtng ch]ng ts sau Rvy phni RPwc lNm thNnh ba bnn, Rh xuIt tr}nh khi
thanh todn.
;. 8~t b~ tNi liku k thuTt sm RPwc gKi bjng RPMng mdy bay Rh chcng tgi
cho dLch sang tiXng 7ikt.
<. +hcng tgi muOn nhIn mQnh rjng Cikc giao hNng Rcng hQn lN cc k ùan
trng C} Rqn hNng nNy chiXm m~t phWn lon trong cgng tr}nh xvy dng c[a
chcng tgi.
6. +hcng tgi sm lIy lNm biXt qn C\ Cikc giao hNng nhanh chJng C} hikn chcng
tgi rIt cWn hNng Rh hoNn tIt Cikc bdn hNng cho khdch hNng c[a chcng tgi.
1. +hcng tgi hy Cng nhTn RPwc chIp nhTn bdn hNng/ thgng bdo giao hNng
c[a ùf ngNi bjng thP C\.
-. {in hly xdc nhTn chIp nhTn c[a ùf ngNi cho Rqn hNng nNy, chIp nhTn
nNy phni RXn ch chcng tgi khgng tr hqn 1 ngNy tnh ts ngNy RUt hNng.
9. NXu hNng bdn chQy nhP chcng tgi mong Rwi, sau nNy, chcng tgi sm RUt
thxm cdc Rqn hNng khdc.
10. +hcng tgi hy Cng rjng Cikc thc hikn Rqn hNng nNy sm dyn toi cdc ùan
hk lNm n gita 0 cgng ty chcng ta C\ sau nNy.
8. LetterD<rtn!
1. +gng ty anh chL muOn mua 1 sO mdy hct bî >7acuum +leaner? nhln hiku
4&009 c[a hlng &ankey Rh bdn tQi 7ikt Nam. 9nh/chL hly thno m~t thP RUt
hNng Coi n~i dung sau
15-
1. (It cnm qn &9N4"@ Rl gKi ca-ta-lg CN hNng myu cng bdo gid.
0. +hcng ta cJ thh chIp nhTn m]c gid chNo, tuy nhixn cng cWn lPu f
cgng ty &9N4"@ cho ta hPng t lk chiXt khIu lN 6p cho Rqn hNng RUt
mua trxn 0000 chiXc C} Rvy lN Rqn RUt hNng RWu tixn.
5. \ nghL &9N4"@ cho ta hPng thMi hQn chTm trn ,/+ lN - thdng C}
Rvy lN mUt hNng moi trxn thL trPMng ta cWn phni cJ thMi gian moi tixu th^
RPwc.
;. NXu Rqn hNng RWu tixn nNy bdn chQy trxn thL trPMng chcng ta sm sun
sNng k hwp Rng RQi lf tixu th^ Coi &9N4"@ Rh thcc RYy Cikc tixu th^
mUt hNng nNy trxn llnh th 7ikt Nam C} cgng ty .oa Nam cJ mQng lPoi
cKa hNng hWu khrp cdc thNnh phO lon 7ikt Nam.
9nh/chL cJ thh thxm cdc chi tiXt cWn thiXt khdc Rh Rnm bno thP cJ n~i dung
CN Cn phong ph hwp.
Brt RWu thP bjng De%r Sir.
159
2. )ieter 'aust, a buying manager, emails his assistant, Beatrice 8ey,
reminding her to =rite a coCering letter. 9s Beatrice 8ey, =rite the letter
using the detailed instructions.
Ae%tri!e
P3e%e re#e#(er to in!3u2e % !o'ering 3etter 7it" t"e S%teE or2er:
+ ,22re it to Sig. D%nie3e C%uio) S%3e Dire!tor.
+ 0e t"e or2er nu#(er % t"e u(Le!t tit3e No. 5.1.&.
+ @"%n6 "i# for "i 3etter of 1 >u3y) !%t%3ogue) %n2 1ri!e 3it.
+ @e33 "i# you en!3oe t"e %(o'e or2er) %n2 re#in2 "i# t"%t 7e eE1e!t
2e3i'ery 7it"in iE 7ee6. 5e 7i33 1%y (y (%n6erM 2r%ft 7"en 7e
re!ei'e t"e "i11ing 2o!u#ent.
+ EE13%in t"%t if ite# %re not %'%i3%(3e) t"ey "ou32 not en2
u(titute.
+ ,6 "i# to e#%i3 #e if t"ere %re %ny 1ro(3e# 7it" 2e3i'ery.
+ C3oe (y %ying 7e 3oo6 for7%r2 to re!ei'ing %!6no73e2ge#ent of
t"e or2er.
-%ny t"%n6
Dieter
1;0
CHAPTER $: PAYMENT
I. PAH*7NT IN F:R7IQN TRAD7 .H L65
1. Pa,ment $, L65
a. Fore!n .u,er"s :rder
De%r Sir
Re& O8r order No: +6(
5e 7ou32 3i6e to t"%n6 you for your quot%tion for 1%int %n2 2et%i3 of t"e
%rr%nge#ent for 1%y#ent. 5e no7 7i" to 13%!e t"e en!3oe2 or2er 7it"
you. , 7e %re in urgent nee2 of e'er%3 of t"e ite#) 7e "ou32 (e g3%2 if
you 7ou32 #%6e u1 %n2 "i1 t"e or2er %t your e%r3iet !on'enien!e.
5e "%'e intru!te2 $iet!o#(%n6 Ho!"i#in" City to o1en % !re2it for 0S
15)*** in your f%'or) effe!ti'e unti3 1*t" No'e#(er. @"e !re2it 7i33 (e
!onfir#e2 (y A%r!3%y A%n6 Lon2on E.C.3 7"o 7i33 %!!e1t your 2r%ft on
t"e# %t .* 2%y for t"e fu33 %#ount of your in'oi!e. P3e%e %tt%!" t"e
fo33o7ing 2o!u#ent to your 2r%ft:
+ Ai33 of L%2ing in 2u13i!%te
+ Co##er!i%3 In'oi!e) in tri13i!%te
+ Inur%n!e Po3i!y for 0S 15)***.
Your in'oi!e "ou32 in!3u2e C.I.:. Lon2on) %n2 t"e %#ount of your !re2it i
uffi!ient to !o'er in'oi!e !ot %n2 your (%n6 !o##iion on t"e 2r%ft.
P3e%e %2'ie u (y %ir#%i3 7"en t"e goo2 "%'e (een 2i1%t!"e2.
1;1
Your f%it"fu33y
1. /hat method of payment has been arrangedb
0. /hen does the ,/+ expireb
5. /hat is the Calue of the creditb
;. /hat kind of draft is usedb
<. /hat documents are reùired for paymentb
1;0
$. 7;porter"s ac=no<led!ement
De%r -. @"%o $%n
5e "%'e re!ei'e2 your or2er %n2 %re 13e%e2 to !onfir# t"%t %33 t"e ite#
require2 %re in to!6. It i % 13e%ure to "%'e t"e o11ortunity of u113ying
you %n2 7e %re quite ure you 7i33 (e %tifie2 (ot" 7it" t"e qu%3ity of our
goo2 %n2 er'i!e.
Your !"oi!e of 1%y#ent i quite %!!e1t%(3e to u) %n2 7e note t"%t t"i 7i33
(e (y irre'o!%(3e 3etter of !re2it for % u# not eE!ee2ing 0S 15)***) '%3i2
unti3 1*t" No'e#(er. 5"en 7e re!ei'e !onfir#%tion of t"i !re2it fro# t"e
A%r63%y A%n6 Lon2on E.C.3) 7e 7i33 #%6e u1 your or2er %n2 2e1%t!" t"e
goo2 i##e2i%te3y.
5e #%y %ure you t"%t t"i or2er %n2 %33 your furt"er or2er 7i33 re!ei'e
our 1ro#1t %ttention.
Your in!ere3y
1. )oes the supplier accept the suggested method of paymentb
0. /hat kind of ,/+ does the supplier suggestb
5. /hen =ill the order be deliCeredb
1;5
2. Documentar, credt R sta!es n transacton
%he stages in a documentary credit transaction are as follo=s
>1? %he buyer asks their bank to issue a ,/+ in faCour of the &eller.
>0? %he buyer!s bank >the issuing bank? asks the seller!s bank >the adCising
bank? to adCise that the ,/+ has been issued in the seller!s faCour.
>5? %he exporter dispatches the consignment to the buyer and presents the
shipping documents to the adCising bank.
>;? %he adCising bank checks the documents and pays the seller >if it acts as
a correspondent bank of the issuing bank?
><? %he adCising bank notifies the issuing bank that the documents haCe
been presented and for=arded them.
>6? %he issuing bank checks the documents, pays the adCising bank.
>1? %he issuing bank releases the shipping documents to the buyer and
debits their account.
>-? %he buyer collects the consignment by presenting the documents to the
carrier.
1;;
a. .u,er approaches .an=
De%r Sir
5e "%'e Lut !on!3u2e2 %n %gree#ent to 1ur!"%e #ont"3y "i1#ent of I
fro#... o'er t"e neEt iE #ont" %n2 7ou32 3i6e to #%6e ue of intern%tion%3
1%y#ent f%!i3itie (y o1ening % erie of #ont"3y !re2it for 2*** e%!" in
f%'our ofI It "% (een %gree2 t"%t 7e 1ro'i2e !re2it 7it" % (%n6 I
%g%int 7"i!" our u113ier 7ou32 2r%7 for t"e '%3ue of "i1#ent % t"ey %re
#%2e.
P3e%e 3et u 6no7 on 7"%t ter# you 7ou32 (e 1re1%re2 to %rr%nge t"e
ne!e%ry !re2it %n2 to "%n23e t"e "i11ing 2o!u#ent for u.
Your f%it"fu33y
1;<
$. .an= offers to proAde credt
De%r Sir
5e t"%n6 you for your inquiry of 15t" -%r!". 5e "%33 (e 13e%e2 to "%n23e
t"e "i1#ent 9referre2 to< %n2 %rr%nge for t"e ne!e%ry 2o!u#ent%ry
!re2it 7it" our A%n6 %g%int 2e1oit of Ai33 of L%2ing %n2 ot"er "i11ing
2o!u#ent. If you !o#13ete %n2 return t"e en!3oe2 for# 7e 7i33 #%6e t"e
%rr%nge#ent.
Our !o##iion !"%rge for irre'o!%(3e 2o!u#ent%ry !re2it 7ou32 (e 1/4
to 1/&Q on e%!" of t"e #ont"3y !re2it) to 7"i!" #ut (e %22e2 1/&Q for
irre'o!%(3e !re2it %n2 %3o our !"%rge for u!" ite# % te3egr%# %n2
1ot%ge. In return for t"ee !"%rge you "%'e our %ur%n!e t"%t your
interet 7ou32 (e !%refu33y 1rote!te2.
Your f%it"fu33y
c. .u,er nstructs .an=
De%r Sir
I "%'e !o#13ete2 %n2 en!3oe t"e for# of %113i!%tion for % 2o!u#ent%ry
!re2it re!ei'e2 7it" your 3etter of 1/t" -%r!" %n2 "%33 (e g3%2 if you 7i33
%rr%nge (y te3egr%# to o1en for our %!!ount 7it" your (%n6 irre'o!%(3e
!re2it for .2)*** % #ont" in f%'our ofI t"e !re2it to (e '%3i2 unti33 3*t"
Se1te#(er neEt.
@o en%(3e t"e# to ue t"e !re2it t"e !o#1%ny #ut 1reent t"e fo33o7ing
2o!u#ent:
+ Ai33 of 3%2ing in tri13i!%te
+ One !o1y of t"e in'oi!e
1;6
+ Certifi!%te of 1o3i!y of inur%n!e
+ Certifi!%te of Origin
%n2 2r%7 on your (%n6 %t .* 2/ for e%!" !onign#ent for t"e '%3ue of
%(out H2)***.
Your f%it"fu33y
d. .an= a!rees to open credt
De%r Sir
, intru!te2 in your 3etter of 2*t" -%r!" 7e %re %rr%nging to o1en %
2o!u#ent%ry !re2it in your f%'our '%3i2 unti3 3*t" Se1te#(er. You 7i33 fin2
en!3oe2 % !o1y of our te3egr%# o1ening t"e !re2it. 5e "%33 (e g3%2 if you
7i33 !"e!6 it to enure t"%t it %gree 7it" your intru!tion.
, oon % t"e !re2it %re ue2 7e 7i33 2e(it your %!!ount 7it" t"e %#ount
notifie2 to u % "%'ing (een 2r%7n %g%int t"e#.
5e "%33 t%6e %33 ne!e%ry te1 to #%6e ure t"%t your intru!tion %re
!%refu33y !%rrie2 out) (ut 7i" to #%6e it !3e%r t"%t 7e !%nnot %u#e %ny
re1oni(i3ity for t"e %fety of t"e goo2) or for 2e3%y in!e t"ee %re
#%tter (eyon2 our !ontro3.
Your f%it"fu33y
e. .u,er notfes 7;porter
De%r Sir
@"i i to infor# you t"%t 7e "%'e o1ene2 irre'o!%(3e !re2it in your f%'our
for H2)*** % #ont" 7it"I) '%3i2 unti3 Se1te#(er neEt. @"e ter# of !re2it
%ut"orie you to 2r%7 %t 4* 2%y on t"e (%n6 inI for t"e %#ount of your
1;1
in'oi!e %fter e%!" "i1#ent. Aefore %!!e1ting your 2r%ft) 7"i!" "ou32
in!3u2e %3/ !"%rge) t"e (%n6 7i33 require you to 1ro2u!e t"e fo33o7ing
2o!u#ent:
+ One !o1y of t"e in'oi!e !o'ering C.I.:...
+ Certifi!%te of 1o3i!y of inur%n!e
+ Certifi!%te of origin
5e 7i33 eE1e!t your firt !onign#ent %(out t"e #i223e of ,ugut.
Your f%it"fu33y
f. .an= ssues L65
De%r Sir
On intru!tion fro# -er I re!ei'e2 t"roug" our offi!e) 7e "%'e o1ene2
#ont"3y irre'o!%(3e !re2it for H2)*** in your f%'our) '%3i2 unti3 3*t"
Se1te#(er neEt. You "%'e %ut"ority to 2r%7 on u %t .* 2%y %g%int t"ee
!re2it for t"e %#ount of your in'oi!e u1on "i1#ent ofI to... Your 2r%ft
#ut (e %!!o#1%nie2 (y t"e fo33o7ing 2o!u#ent) 7"i!" %re to (e 2e3i'ere2
to u %g%int our %!!e1t%n!e of t"e 2r%ft:
+ Co##er!i%3 in'oi!e
+ Inur%n!e !ertifi!%te of 1o3i!y
+ Certifi!%te of Origin
Pro'i2e2 you fu3fi33 t"e ter# of !re2it 7e 7i33 %!!e1t %n2 1%y %t #%turity
t"e 2r%ft 1reente2 to u un2er t"ee !re2it %n2) if require2) 1ro'i2e
1;-
2i!ounting f%!i3itie %t !urrent r%te.
Your f%it"fu33y
!. 7;porter presents documents
De%r Sir
Referring to your %2'i!e of 3*t" -%r!") 7e en!3oe "i11ing 2o!u#ent for
t"e firt of t"e #ont"3y !onign#ent to...
, require2 (y t"e# 7e "%'e in!3u2e2 %33 !"%rge in our in'oi!e 7"i!"
%#ount to H1)/25./5 %n2 en!3oe our 2r%ft %t .* 2%y for t"i u#. 5e
"%33 (e g3%2 if) %fter %!!e1t%n!e) you 7i33 2i!ount it %t t"e !urrent r%te %n2
re#it t"e net %#ount to our %!!ount 7it"...
5e t"%n6 you for your "e31 in t"i #%tter.
Your f%it"fu33y
1;9
h. .an= de$ts .u,er
De%r Sir
, intru!te2 (y your 3etter of 2*t" -%r!") our (%n6 "% for your %!!ount %
(i33 for H2)/25./5 2r%7n (yI for t"e firt ofI to you on SSI 5e "%'e
2e(ite2 your %!!ount 7it" t"i our !"%rge %#ounting to H&.3*.
@"e "i1 3eft... on 22n2 ,1ri3 %n2 i 2ue to %rri'e inI on 2n2 -%y. @"e
"i11ing 2o!u#ent for t"i !onign#ent %re no7 7it" u %n2 7e "%33 (e
g3%2 if you 7i33 %rr%nge to !o33e!t t"e#.
Your f%it"fu33y
II. IN8:I57S AND STAT7*7NTS
1. InAoces
InCoices are not only reùests for payment but also records of transactions
=hich giCe both the buyer and seller information about =hat has been
bought and sold, the terms of sale and details of the transaction.
1<0
Sample nAoce
INVOICE No: ('26(A+
GLA-!ON PO!!ERIE-
C"a09ie"d? B8rn"e0 88(' (8'
@e3+ *315 &.125 :%E:*315 .3142 @e3eE: 44*1//3
-%!?enGie Aro. Lt2.
11 >u3y 2*+
1+5 5"%3e Dri'e D%7on) Ont%rio) C,N,D,
Ao8r order No: DR(1+2
=8antit0 De4/ri#tion Cat: No: B ea/$ B
35 E%rt"en7%re R18& 25.** et 4/5.**
1* 5e2g7oo2 51.1 3/.5* et 3/5.**
15 Aone/@e% @21 12.** et 14*.**
1* St%ffor2"ire Re2 S/3 22..* et 22..**
!.i.f. 1.5..** 1.5..**
Le Cot B :reig"t
Li'er1oo3/D%7on 1&/.**
Le Inur%n!e 82.**
1*Q 2i!ount off net 1ri!e 1&1/.** Le Di!. 1&1./*
@ot%3 151&.3*
EBO.E. Regitere2 No. /1.&41 $,@ Reg. No. 133 53&1 *4
%his is a rather complicated inCoice. It is from 3laston 'otteries to their
+anadian customers 8ac4enHie Bros. It =ould be sent =ith copies and
shipping documents to %he +anadian *nion %rust Bank Cia the Burnley
Bank =ho are their agents in "ngland.
1<1
1. /hich reference =ould 8ac4enHie use =hen refering to this inCoiceb
0. /hat does the sign mean in the calculationsb
5. /hat is the net total of the inCoiceb
;. /hat charges haCe been taken off the gross priceb
<. .o= haCe 3laston 'otteries indicated they haCe the right to correct the
inCoice if there is a mistakeb
2. 5oAern! letter <th nAoce
It is not normal necessary to send a coCering letter =ith an inCoice,
particularly =hen the inCoice is sent =ith the goods. If the inCoice is sent
separately a short but polite coCering letter may be sent =ith it.
a: For non)reg8"ar /84toer
De%r Sir
Your or2er No. ,525
5e %re 13e%e2 to en!3oe our in'oi!e No. A432 for t"e 1o3yeter "irt
or2ere2 on 13 ,ugut.
@"e goo2 %re %'%i3%(3e fro# to!6 %n2 7i33 (e ent to you i##e2i%te3y 7e
re!ei'e t"e %#ount 2ue) n%#e3y 13&2
Your f%it"fu33y
5: For reg8"ar /84toer
De%r Sir
Your or2er No. ,525
Our in'oi!e No. A432 i en!3oe2 !o'ering t"e 1o3yeter "irt or2ere2 on
1<0
13 ,ugut.
@"ee "irt "%'e (een 1%!6e2 re%2y for 2e1t%!" %n2 %re (eing ent to you)
!%rri%ge 1%i2) (y r%i3. @"ey "ou32 re%!" you 7it"in % fe7 2%y.
Your f%it"fu33y
3. Statements of account
(ather than reùiring immediate payment of inCoices, a supplier may grant
his customer credit in the form of open account facilities for an agreed
period of time. 9t the end of this period, a statement of account is sent to the
customer, listing all transactions bet=een the seller and the buyer for that
period.
-!A!EMEN!
-EAMORE FURNI!URE Ltd:
@i( Street) -%i2en"e%2) Aer6 SL. 5D2
@e3e1"one: *.2. 2./55
Regitere2 No. 1.5/&38/ Lon2on
$, @ No. 131 .144 3/
C.R -en2eG S, 31 -%y 2*++
,'2% 2e3 ELer!ito 43
E+&4*15 Ai3(%o
Date Ite De5it Credit Ba"an/e
2*++
1 -%y ,!!ount Ren2ere2 2/*.**
1<5
2 PM In': L4882 .*.** 33*.**
4 PM D@N 311 12.** 3&2.**
12 PM C%" 1**.** 2&2.**
1& PM In'. L4885 /2*.** 8.2.**
2* PM C@N C51/ &*.** 822.**
25 PM C%" .**.** 322.**
E. B O. E. C%" Di!. 3Q if 1%i2 7it"in / 2%y
1. /hat do )/N and +/N stand forb
0. .o= much did +( 8endeH &9 o=e at the beginning of the monthb
5. .o= much =as the error in their faCourb
;. /hat =as the total amount of their purchases during 8ayb
<. Is there an allo=ance for payment =ithin a certain timeb
1<;
III. S7TTL7*7NT :F A55:9NTS
1. AdAce of pa,ment
De%r -r. I
@"%n6 you for (eing o 1ro#1t in en2ing t"e 2o!u#ent for our 3%t or2er
No. 1&&.3. 5e "%'e %!!e1te2 t"e ig"t 2r%ft) %n2 t"e (%n6 "ou32 (e
en2ing you %n %2'i!e "ort3y.
5e "%'e (een 2e%3ing 7it" you on % !%" %g%int 2o!u#ent (%i for o'er %
ye%r %n2 7ou32 3i6e to !"%nge to 1%y#ent (y &*+ 2%y (i33 of eE!"%nge)
2o!u#ent %g%int %!!e1t%n!e.
5"en 7e firt !ont%!te2 you 3%t :e(ru%ry) you to32 u t"%t you 7ou32 (e
1re1%re2 to re!oni2er ter# of 1%y#ent on!e 7e "%2 et%(3i"e2 % tr%2ing
%o!i%tion. 5e t"in6 t"%t uffi!ient ti#e "% e3%1e2 for u to (e %33o7e2
t"e ter# 7e "%'e %6e2 for. If you nee2 referen!e) 7e 7i33 (e g3%2 to
u113y t"e#.
, 7e 7i33 (e en2ing %not"er or2er 7it"in t"e #ont") !ou32 you 13e%e
!onfir# t"%t you %gree to t"ee ne7 ter# of 1%y#entF
Your in!ere3y
9igne2<
1. .o= does the letter beginb
0. /hat do you think is the other purpose of this letterb
5. /hat term of payment does the =riter =antb
2. Ac=no<led!ement of pa,ment
1<<
De%r -r. I
@"%n6 you for your 3etter of ... en!3oing !"eque for ... in fu33 ett3e#ent of
our in'oi!e 2%te2...
5e en!3oe our offi!i%3 re!ei1t.
Your in!ere3y
3. Dela,ed pa,ment
a: Re78e4t 9or ore tie
De%r -r. I
I %# orry t"%t 7e 7ere not %(3e to !3e%r your No'e#(er t%te#ent for
3)44* %n2 De!e#(er in'oi!e) No.//13 for 248. 5e "%2 inten2e2 to 1%y
t"e t%te#ent % uu%3) (ut % 3%rge !%" "i1#ent to one of our !uto#er in
,utr%3i% 7% 1%rt of t"e !%rgo 2etroye2 in t"e fire on t"e SS @i11% 7"en
"e 2o!6e2+ in Ao#(%y in 3%te No'e#(er.
Our inur%n!e !o#1%ny "%'e 1ro#ie2 u !o#1en%tion 7it"in t"e neEt fe7
7ee6) %n2 on!e 7e "%'e re!ei'e2 t"i) t"e %!!ount 7i33 (e 1%i2 in fu33.
5e 6no7 you 7i33 %11re!i%te t"e itu%tion %n2 "o1e you !%n (e%r 7it" u
unti3 t"e #%tter i ett3e2.
Your in!ere3y
1<6
1. /hat is the outstanding balanceb
0. /hat explanation is giCen for non-paymentb
5. /hy is the =riter confident that she can clear the accountb
;. /hich =ords in the letter haCe a similar meaning to FpayG, Fgoods carried
in a ship or aircraftG and FunderstandGb
5: Re#"0ing to re78e4t 9or ore tie
De%r -. ...
@"%n6 you for your 3etter of 5 >%nu%ry reg%r2ing our No'e#(er t%te#ent
%n2 De!e#(er in'oi!e No. //13.
5e 7ere orry to "e%r %(out t"e 2iffi!u3tie you "%'e "%2) %n2 un2ert%n2
t"e itu%tion) (ut 7ou32 %11re!i%te it if you !ou32 !3e%r t"e %!!ount % oon
% 1oi(3e) % 7e oure3'e "%'e u113ier to 1%y.
5e 3oo6 for7%r2 to "e%ring fro# you oon.
Your in!ere3y
1. Is the =riter sympathetic to the buyer!s problemb
0. /hy does the =riter =ant the buyer to pay as soon as posibleb
1<1
/: Re78e4t 9or an e%ten4ion
De%r -r. ...
I %# orry to te33 you t"%t I 7i33 not (e %(3e to #eet #y (i33) No. AE//1& 2ue
on . >une.
-y go'ern#ent "% 1ut %n e#(%rgo on %33 #%!"ine eE1ort to uri#(%) %n2
!onequent3y 7e "%'e foun2 oure3'e in te#1or%ry 2iffi!u3tie % 7e "%2
t"ree #%Lor !%" !onign#ent for t"%t !ountry. Ho7e'er) I %# %t 1reent
2i!uing %3e of t"ee !onign#ent 7it" t7o 3%rge Ar%Gi3i%n i#1orter)
%n2 %# !ert%in t"%t t"ey 7i33 t%6e t"e goo2.
Cou32 you %33o7 #e % furt"er .* 2%y to !3e%r #y %!!ount) %n2 2r%7 % ne7
(i33 on #e) 7it" interet of) %y .Q %22e2 for t"e eEtenion of ti#eF
I 7ou32 (e #ot gr%tefu3 if you !ou32 "e31 #e in t"i #%tter.
Your in!ere3y
1. /hat expression does the =riter use instead of FpayGb
0. .o= does the =riter intend to get the money for the cargo he cannot sell
to urimbab
5. /hat solution does he suggest to the problemb
;. /hich =ords in the letter haCe a similar meaning to Fnot permanentG,
FlargeG and FprepareG >eg. a B/" or cheùe?
d: Re#"0 to re78e4t 9or an e%ten4ion
De%r -r. :r%n6en
Bi"" No: BE ,,((
1<-
I 7% orry to 3e%rn %(out t"e e#(%rgo your !ountry "% 13%!e2 on eE1ort
to uri#(% %n2 of t"e 1ro(3e# t"i "% !re%te2. Ho7e'er) t"e %(o'e (i33
"% %3re%2y %33o7e2 !re2it for &* 2%y) %n2 %3t"oug" I %11re!i%te your offer
for %n %22ition%3 .Q interet on t"e H&)3.* outt%n2ing) it i fin%n!i%33y
i#1oi(3e to %33o7 % furt"er .* 2%y !re2it % I #ye3f "%'e !o##it#ent.
I t"in6 t"e fo33o7ing o3ution #ig"t "e31 u (ot".
You nee2 not %22 interet on t"e 1reent %#ount) (ut I "%'e en!3oe2 % ne7
2r%ft 9AE//31< for H2)14* 7"i!" i "%3f t"e outt%n2ing (%3%n!e) %n2 7i33
%33o7 you &* 2%y to 1%y it. Aut I eE1e!t you to 1%y t"e re#%in2er 'iG.
H2)14* (y (%n6erC 2r%ft.
P3e%e !onfir# your %!!e1t%n!e (y igning t"e en!3oe2 (i33 %n2 returning it
to #e 7it" your 2r%ft (y return of 1ot.
I 7i" you 3u!6 7it" your negoti%tion 7it" t"e Ar%Gi3i%n i#1orter %n2
"o1e t"%t t"i et(%!6 7i33 oon (e reo3'e2.
Your in!ere3y
En!3. Ai33 AE //31
1<9
1. Is the =riter sympathetic to the buyer!s problemb
0. /hy does he say he cannot =ait further 60 days for paymentb
5. )oes he =ant the 6p interest added onb
;. /hat compromise does he suggestb
<. .o= =ill he kno= that 8r. #ranksen has accepted his offerb
(. Re@uest for pa,ment
a: Fir4t re78e4t
De%r -r. I
I %# 7riting to %6 7"y you "%'e not ett3e2 our in'oi!e No. H831 for
H818..3) % !o1y of 7"i!" i en!3oe2.
I 6no7 t"%t in!e 7e (eg%n tr%2ing you "%'e !3e%re2 your %!!ount
regu3%r3y on t"e 2ue 2%te. @"%t i 7"y I 7on2ere2 if %ny 1ro(3e# "%'e
%rien 7"i!" I #ig"t (e %(3e to "e31 you 7it". P3e%e 3et #e 6no7 if I !%n (e
of %it%n!e.
Your in!ere3y
1. /hat is enclosed =ith the letterb
0. /hy is the =riter so surprised =hen the buyer delayed in paymentb
160
5: Re#"0 to t$e 9ir4t re78e4t
De%r -r. ...
I 7% ur1rie2 to re!ei'e your 3etter of t"e 2*t" No'e#(er in 7"i!" you
%i2 you "%2 not re!ei'e2 1%y#ent for in'oi!e No. H831.
I intru!te2 #y (%n6) @"e 5e3" Co+o1er%ti'e A%n6) S7%ne%) to !re2it your
%!!ount in A%rn3eyM A%n6) C%r2iff) 7it" t"e H818..3 o#e ti#e %go.
, #y (%n6 t%te#ent "o7e2 t"e #oney "%2 (een 2e(ite2 to #y %!!ount) I
%u#e2 t"%t it "%2 (een !re2ite2 to your %!!ount % 7e33. It i 1oi(3e t"%t
your (%n6 "% not %2'ie2 you yet. Cou32 you 13e%e !"e!6 t"i 7it"
A%rn3eyC) %n2 if t"ere %re %ny 1ro(3e# 3et #e 6no7) o t"%t I !%n #%6e
enquirie "ereF
Your in!ere3y
1. /hy =as the =riter surprised to receiCe the supplier!s letterb
0. /hat may the problem be hereb
5. /hat does he suggest the supplier should dob
161
/: -e/ond re78e4t
De%r -r. ...
5e 7rote to you on 1* ,ugut %n2 en!3oe2 !o1y in'oi!e 7"i!" #%2e u1
your >une t%te#ent) t"e (%3%n!e of 7"i!" ti33 re#%in outt%n2ing.
H%'ing 2e%3t 7it" you for o#e ti#e) 7e 7ere 2i%11ointe2 in neit"er
re!ei'ing your re#itt%n!e nor %ny eE13%n%tion % to 7"y t"e (%3%n!e "% not
(een !3e%re2. P3e%e 7ou32 you eit"er en2 u % re13y or !"eque to !3e%r t"e
%!!ount 7it"in t"e neEt e'en 2%yF @"%n6 you.
Your in!ere3y
1. .o= did the =riter feel =hen =riting this letterb
0. /hat does the =riter ask the buyer to dob
160
d: Re#"0 to t$e 4e/ond re78e4t
De%r -r. Cote33o
:irt 3et #e %1o3ogiGe for not "%'ing !3e%re2 your >une t%te#ent or
re13ying to your 3etter of 1* ,ugut. Ho7e'er) I %# ur1rie2 t"%t you 2i2
not re!ei'e our !ir!u3%r 3etter infor#ing %33 our u113ier t"%t 7e 7ere
#o'ing fro# -i3%no to @orino. I "%'e !"e!6e2 our 1ot(oo6) %n2 fin2 t"%t %
3etter 7% ent to you on >une 3*.
, you 7i33 ee fro# t"e !o1y en!3oe2) 7e 7%rne2 u113ier t"%t 2uring t"e
#o'e) t"ere #ig"t (e o#e 2e3%y in !3e%ring %!!ount %n2 re13ying to
!orre1on2en!e) % t"e #o'e 7ou32 in'o3'e re13%!ing #ore t"%n "%3f our
t%ff 7it" ne7 1eo13e 7"o nee2e2 ti#e to get ue2 to our %!!ount %n2 fi3ing
yte#.
You 7i33 (e 13e%e2 to "e%r t"%t 7e "%'e no7 ett3e2 into our ne7 offi!e
%n2 7i33 "%'e % fu33y tr%ine2 t%ff (y t"e en2 of neEt #ont". -e%n7"i3e) I %#
en!3oing % !"eque for 3**)*** on %!!ount) %n2 7i33 en2 % fu33 ett3e#ent
of your >une t%te#ent 7it"in t"e neEt fe7 2%y.
Cou32 you 13e%e note our ne7 %22re) 7"i!" i on t"e "e%2ing of t"i
3etter) for future referen!eF
Your in!ere3y
9igne2<
,!!ount%nt
En!. A%n6 Dr%ft No. &2/322 for 3**)***
1. /hy hadn!t the =riter!s company cleared their Aune statementb
165
0. /hat has the =riter done about the outstanding account and =hat =ill he
do in the near futureb
5. /hat is the Calue of the cheùe enclosedb
;. /hat has he asked 8r. +ostello to do to ensure that letters get to himb
16;
e: !$ird re78e4t
De%r -r. I
A//o8nt No: !A G 226 (1
I 7rote to you on t7o o!!%ion) 21 O!to(er %n2 1& No'e#(er) !on!erning
t"e %(o'e %!!ount 7"i!" no7 "% %n outt%n2ing (%3%n!e of H15&1.&. %n2
i #%2e u1 of t"e !o1y in'oi!e en!3oe2.
I "%'e 7%ite2 t"ree #ont" for eit"er % re13y to eE13%in 7"y t"e (%3%n!e "%
not (een !3e%re2) or % re#itt%n!e) (ut "%'e re!ei'e2 neit"er.
,3t"oug" I %# re3u!t%nt to t%6e 3eg%3 %!tion to re!o'er t"e %#ount) you
3e%'e #e no %3tern%ti'e. @"erefore) un3e I re!ei'e your re#itt%n!e 7it"in
t"e neEt ten 2%y) #y o3i!itor 7i33 (e intru!te2 to t%rt 1ro!ee2ing to
re!o'er t"e 2e(t.
Your in!ere3y
9igne2<
,!!ount%nt
En!3. in'oi!e !o1ie
1. /hat is enclosed =ith the letterb
0. .o= long has the balance remained unpaidb
5. )oes the =riter plan to take legal actionb
;. /hat phrase is used =hich has a similar meaning to Ftake legal actionGb
PART II. 8oca$ular,
9t maturity RXn hQn
+lear a balance thanh todn hXt khonn nw
)ebit one!s account ghi nw CNo tNi khonn
16<
)ocumentary credit tn d^ng ch]ng ts
)ra= on kf phdt R|i ti\n
)ue date ngNy Rdo hQn
#irst/ second/ third reùest thP yxu cWu thanh todn lWn 1, 0, 5
$utstanding 2ud hQn
$pen account >phPqng th]c thanh todn? ghi s
$Cerdue account khonn nw ùd hQn
'resent xuIt tr}nh
(emittance Cikc chuyhn ti\n
&hipping documents ch]ng ts CTn tni
&olicitor luTt sP
&tatement of account bnn sao kx tNi khonn
%ake legal action against sb kikn ai
%o clear/ settle account thanh todn nw
%o extend credit gia hQn nw
%o recoCer a debt thu hi nw
Co6ering "etter ;it$ t$e in6oi/e
1. 'lease find enclosed our inCoice
No. a for 09.
vVn" 6# t"eo `wy quX ngYi T t"qy
"p% `Rn ^... tru gia 28 `\ 3%.
0. %he enclosed inCoice for <6 is
for 0 chairs at ;0 each less 55p
trade discount.
Hp% `Rn tru gia 5. `\ 3% `Vn" 6# 3Y
tVn" !"o 2 !"iW! g"W) &* `\ 3% #]t
!"iW! tr !"iWt 6"qu t"cRng #ri
33Q.
5. $ur inCoice for ;00 is attached.
/e look for=ard to receiCing
your cheùe.
C"[ng t\i gZi 6# t"eo t"c nYy "p%
`Rn tru gia &** `\ 3%. C"[ng t\i
#ong n"Un `cd! ! t"%n" toan !m%
\ng.
166
Ad6i/e o9 #a0ent
1. /e are enclosing our +heùe for
... in payment of your inCoice
No. a dated ...
C"[ng t\i gZi 6# t"eo t"c nYy tq#
! tru gia... `t t"%n" toan !"o "p%
`Rn ^... ngYy I
0. I haCe instructed my bank, today,
to transfer *&) 1,000 to your
account in payment of your
inCoice. +ould you confirm the
transfer has been made as soon as
the correspondent bank adCises
youb
H\# n%y) t\i ` yfu !gu ngwn "Yng
!"uytn 1.*** 0SD 'Yo tYi 6"ojn
!m% quX ngYi `t t"%n" toan !"o "p%
`Rn. uX ngYi !p t"t Ea! n"Un 'ii
!"[ng t\i 'n 'io! !"uytn 6"ojn ng%y
6"i ngwn "Yng t"\ng (ao 'ii quX
ngYi `cd! 6oF
5. /e =ould like to inform you that
=e haCe arranged for a transfer
through our bank. %he transfer is
for... in payment of the inCoice
No. a
C"[ng t\i #u^n t"\ng (ao 'ii quX
ngYi 3Y !"[ng t\i ` t"u EW1 !"uytn
tinn !"o quX ngYi qu% ngwn "Yng.
C"[ng t\i !"uytn ... `t t"%n" toan
!"o "p% `Rn ^...
;. @ou =ill be pleased to hear that
=e haCe accepted your bill and
no= haCe the documents. /e
shall collect the consignment as
soon as it arriCes in &aigon and
honour your draft at maturity.
uX ngYi T rqt "Yi 3xng 6"i (iWt tin
!"[ng t\i ` !"q1 n"Un "î 1"iWu 'Y
` !p !"bng t. C"[ng t\i T n"Un
"Yng ng%y 6"i "Yng `Wn SYi ;xn 'Y
t"%n" toan "î 1"iWu 6"i `Wn "rn.
<. $ur bank informs us that they
no= haCe the shipping documents
and =ill be transfering the
proceeds of our ,/+ to your
account.
Ngwn "Yng t"\ng (ao 'ii !"[ng t\i
3Y " ` !p (] !"bng t 'Un tji 'Y
T !"uytn tinn t"%n" toan t"eo L/C
'Yo tYi 6"ojn quX ngYi.
6. /e haCe instructed our bank to
arrange for a letter of credit for ...
to be paid against your pro-forma
C"[ng t\i ` yfu !gu ngwn "Yng #
tVn 2{ng t"c tru gia ... `t t"%n" toan
!"o "p% `Rn (ao gia ^... 'Y tinn
161
inCoice No..., and the proceeds
=ill be credited to you as soon as
7ietcombank receiCe the
documents.
t"%n" toan T `cd! !"uytn 'Yo tYi
6"ojn quX ngYi ng%y 6"i ngwn "Yng
$iet!o#(%n6 n"Un `cd! (] !"bng
t.
A/<no;"edge o9 #a0ent
1. %hank you for your cheùe for ...
in payment of our inCoice dated...
Cj# Rn quX ngYi ` gZi !"[ng t\i
tq# ! tru gia ... t"%n" toan !"o "p%
`Rn ngYy...
0. $ur bank adCised us today that
your transfer of ... =as credited
to our account. %hank you for
paying so promptly.
Ngwn "Yng ` t"\ng (ao 'ii !"[ng
t\i 3Y ^ tinn ... #Y quX ngYi !"uytn
` `cd! g"i !p 'Yo tYi 6"ojn !m%
!"[ng t\i. Cj# Rn quX ngYi `
t"%n" toan `[ng "rn.
5. %hank you for sending your
cheùe for inCoice No. so
promptly. /e feel sure that you
=ill be pleased =ith the
consignment and look for=ard to
receiCing your next order.
Cj# Rn quX ngYi ` gZi tq# ! `t
t"%n" toan !"o "p% `Rn ^ ... `[ng
"rn. C"[ng t\i !"! !"n quX ngYi
T "Yi 3xng 'ii 3\ "Yng 'Y #ong
n"Un `cd! `Rn `ht "Yng tii !m% quX
ngYi.
;. $ur bank informed us today that
you accepted our bill and the
documents haCe been transfered
to you. %hank you for your
custom and hope you =ill be in
touch =ith us again.
Ngwn "Yng ` t"\ng (ao 'ii !"[ng
t\i 3Y quX ngYi ` !"q1 n"Un "î
1"iWu 'Y ` !"uytn (] !"bng t !"o
quX ngYi. Cj# Rn quX ngYi ` mng
"] !"[ng t\i 'Y "i 'ng quX ngYi T
3ifn "o 3ri 'ii !"[ng t\i.
De"a0ed #a0ent
1. I am sorry that I =as not able to
clear my Auly account.
@\i rqt tiW! !"c% t"t t"%n" toan ^
nd !m% t"ang / `cd!.
0. /e regret =e =ere unable to send C"[ng t\i tiW! 3Y ` 6"\ng t"t gZi
16-
a cheùe to settle our account for
the last ùarter.
!"o quX ngYi tq# ! `t t"%n" toan
^ nd !m% quX trci! `cd!.
5. /e =ere not able to settle the
account because of the
bankruptcy of one of our main
customers...
C"[ng t\i 6"\ng t"t t"%n" toan ^
nd `cd! 's #]t trong n"Sng 6"a!"
"Yng 3in !m% !"[ng t\i (u 1"a jn...
;. %he dock strike made it
impossible to ship our products,
and as our customers haCe not
been able to pay us, =e haCe not
been able to clear our o=n
suppliers_ accounts yet.
Cu]! `sn" !\ng !m% !\ng n"wn (Wn
!jng 6"iWn !"[ng t\i 6"\ng t"t gi%o
"Yng `cd! 'Y 's 6"a!" "Yng 6"\ng
t"t trj tinn !"o !"[ng t\i nfn !"[ng
t\i !ng !"c% t"t t"%n" toan nd !"o
!a! n"Y !ung !q1 `cd!.
<. /e =ill try to clear your inCoice
=ithin the next fe= =eeks.
8ean=hile, the enclosed cheùe
for ... is part payment on account.
C"[ng t\i T !^ gng t"%n" toan "p%
`Rn trong 'xng 'Yi tugn tii. @rong
6"i !"k `di) !"[ng t\i gZi 6# tq#
! tru gia ... `t t"%n" toan #]t 1"gn
^ nd.
6. $nce the strike has been settled,
=hich should be =ithin the next
fe= days, =e =ill be able to clear
the balance.
?"i !u]! `sn" !\ng `cd! giji quyWt)
!p t"t trong 'xng 'Yi ngYy tii)
!"[ng t\i T !p t"t t"%n" toan ^ nd
!xn 3ri.
1. 9s soon as the insurance company
sends us compensation, =e =ill
settle the account.
Ng%y 6"i !\ng ty (jo "it# gZi tiWn
(i t"ckng !"o !"[ng t\i) !"[ng t\i
T t"%n" toan ^ nd `p.
-. %hank you for your letter
concerning the outstanding
balance on your account.
Cj# Rn quX ngYi 'n 3a t"c 3ifn qu%n
`Wn ^ nd !xn 3ri !m% quX ngYi.
9. I =as Cery sorry to hear about the
difficulties you haCe been
@\i rqt tiWt 6"i ng"e tin quX ngYi
`%ng gh1 6"p 6"n trong 'io!... 'Y
169
experiencing in... and realiHe that
=ithout sales it is difficult to settle
outstanding accounts.
n"Un t"qy rng "Yng 6"\ng (an
`cd! t"s T 6"p !p t"t t"%n" toan nd
!xn 3ri.
10. %hank you for your letter
explaining =hy you cannot clear
your Aanuary statement for...
Cj# Rn quX ngYi 'n 3a t"c giji t"V!"
tri %o quX ngYi 6"\ng t"t t"%n"
toan !"o (jn %o 6f t"ang 1 tru gia...
11. /ith reference to your letter of ...
=hich you explained =hy the
outstanding inCoice Noa has not
been cleared, =e understand the
problems you haCe been facing.
u% t"c !m% quX ngYi ngYy...giji
t"V!" 3X 2o "p% `Rn !xn 3ri ^...
!"c% `cd! t"%n" toan) !"[ng t\i rqt
"itu n"Sng 6"p 6"n quX ngYi `%ng
gh1 1"ji.
10. In Cie= of the difficulties you
haCe been haCing, =e are
prepared to compromise and
suggest that you clear half the
outstanding balance immediately
by sending a cheùe for... and
clear the remainder by the end of
next month.
@rong trckng "d1 quX ngYi `%ng
gh1 6"p 6"n) !"[ng t\i n Yng
t"l% t"uUn 'Y `n ng"u t"%n" toan
#]t nZ% ^ nd !xn 3ri (ng tq# !
tru gia... 'Y t"%n" toan 1"gn !xn 3ri
'Yo !uî t"ang tii.
!$e 9ir4t re78e4t
1. /e are =riting concerning the
outstanding $ctober account
for..., a copy of inCoice is
enclosed and =hich should haCe
been cleared last month.
C"[ng t\i 'iWt t"c !"o quX ngYi 'n
6"ojn nd qua "rn trong t"ang 1* tru
gia...) 'Y gZi 6# (jn %o "p% `Rn
#Y 3T r% 1"ji `cd! t"%n" toan t"ang
trci!.
0. /ith reference to your InCoice
No.... for... =hich =e expected to
be cleared three =eeks ago, =e
still haCe not yet receiCed your
remittance.
$n "p% `Rn ^ ... tru gia ... !m% quX
ngYi) !"[ng t\i #ong `cd! t"%n"
toan !a!" `wy 3 tugn n"cng `Wn gik
!"[ng t\i '_n !"c% n"Un `cd!
!"uytn tinn !m% quX ngYi.
5. /e think you may haCe C"[ng t\i ng" rng quX ngYi ` (l
110
oCerlooked inCoice No... for...
=hich =as due last month.
pt "p% `Rn ^ ... tru gia... ` ào
"rn 'Yo t"ang trci!.
;. /ould you please either let us
haCe your cheùe, or an
explanation of =hy the inCoice is
still outstandingb
Din quX ngYi 'ui 3xng gZi ! !"o
!"[ng t\i "oh! giji t"V!" tri %o "p%
`Rn '_n !"c% `cd! t"%n" toanF
!$e 4e/ond re78e4t
<. /e =rote to you on 5 8arch
concerning our Aanuary statement
=hich is still outstanding.
"nclosed you =ill find a copy of
the statement and our letter.
C"[ng t\i ` 'iWt t"c !"o quX ngYi
'Yo ngYy 3/3 'n (jn quyWt toan
t"ang 1 '_n !"c% `cd! t"%n" toan.
uX ngYi T t"qy (jn quyWt toan 'Y
3a t"c `p !m% !"[ng t\i `cd! `Vn"
6#.
6. %his is the second letter I haCe
sent you =ith regard to your
8arch account =hich has not
been cleared.
vwy 3Y 3a t"c t"b 2 t\i gZi `Wn quX
ngYi 'n 6"ojn nd t"ang 3 '_n !"c%
`cd! t"%n" toan.
1. I =ould like to kno= =hy you
haCe neither replied nor sent a
cheùe to clear the outstanding
balance.
@\i rqt #u^n (iWt tri %o quX ngYi
6"\ng trj 3ki t"c !ng 6"\ng gZi !
`t t"%n" toan 6"ojn nd qua "rn.
-. In your reply to my letter of... you
promised that the account =ould
be cleared by the end of 8ay, yet
I haCe not receiCed your
remittance or an explanation.
@rong t"c trj 3ki !m% quX ngYi !"o
3a t"c !m% t\i ngYy... quX ngYi "b%
T t"%n" toan nd 'Yo !uî t"ang
n#) n"cng !"[ng t\i '_n 6"\ng
n"Un `cd! tinn t"%n" toan !ng n"c
3ki giji t"V!" nYo !m% quX ngYi.
9. /e must no= insist that you clear
this account =ithin the next seCen
C"[ng t\i 1"ji yfu !gu rng quX
ngYi 1"ji t"%n" toan nd trong 'xng
111
days, or at least offer an
explanation for not paying it.
/ ngYy tii "oh! Vt n"qt !ng 1"ji
giji t"V!" 3X 2o 6"\ng t"%n" toan
6"ojn nd `p.
10. I =ould like your remittance by
return of post, or failing that, your
reasons for not clearing this
account.
C"[ng t\i #ong n"Un `cd! t"c
!"uytn tinn !m% quX ngYi (ng t"c
'n) nWu 6"\ng) 1"ji giji t"V!" tri %o
quX ngYi 6"\ng t"t t"%n" toan
6"ojn nd nYy.
!$e t$ird re78e4t
11. /e haCe =ritten you t=o letters
on ..., and haCe sent copies of the
outstanding inCoices =ith them,
but haCe not receiCed either a
reply or remittance.
C"[ng t\i ` 'iWt t"c !"o quX ngYi
"%i 3a t"c 'Yo ngYy... 'Y !p gZi 6#
(jn %o "p% `Rn qua "rn) n"cng
'_n 6"\ng n"Un `cd! t"c trj 3ki "%y
tinn gZi.
10. /e no= assume that you haCe no
intention of clearing the balance.
;ik `wy !"[ng t\i !"o rng quX ngYi
6"\ng !p X ùn" t"%n" toan ^ nd
!xn 3ri `p.
15. /e had expected this matter to
haCe been settled at least t=o
months ago, but you haCe sho=n
no indication of cooperating =ith
us.
C"[ng t\i ` #ong 'qn `n nYy `cd!
giji quyWt !a!" `wy Vt n"qt 2 t"ang)
n"cng quX ngYi tl r% 6"\ng !p X
ùn" "d1 ta! 'ii !"[ng t\i.
1;. /e feel that you haCe been giCen
sufficient time to clear this
balance and no= insist on
payment =ithin the next ten days.
C"[ng t\i !j# t"qy quX ngYi ` !p
`m t"ki gi%n `t t"%n" toan 6"ojn nd
nYy 'Y gik `wy n"qt ùn" quX ngYi
1"ji t"%n" toan trong 'xng 1* ngYy
tii.
1<. *nless =e receiCe your cheùe
in full settlement by the end of
NWu !"[ng t\i 6"\ng n"Un !"i 1"iWu
t"%n" toan `m 6"ojn nd 'Yo !uî
110
this month, =e shall be compelled
to instruct our solicitors to recoCer
the debts.
t"ang nYy) !"[ng t\i (u]! 1"ji n"k
3uUt c t"u "i nd.
PART I8. 7;ercses
I. Fll n the $lan=s <th the approprate <ords n ths letter re@uestn!
pa,ment.
1.
De%r Sir
Your in'oi!e No. 52/ 2%te2 2* >u3y for 151. i 2ue for 91<.................. %t t"e
en2 of t"i #ont".
0nfortun%te3y % fire (ro6e out in our De1%t!" De1%rt#ent 3%t 7ee6 %n2
92<..................... % 3%rge 1%rt of % '%3u%(3e !onign#ent 2ue for
93<.................... to % !%" !uto#er. Our 9&<..................... i no7 7it" t"e
inur%n!e !o#1%ny (ut it i un3i6e3y to (e #et for %not"er 3 or & 7ee6.
0nti3 t"en 7e %re 95<.................... 7it" % 2iffi!u3t 9.<................... 1ro(3e#.
I %# t"erefore 7riting for 9/<...................... to 2efer 1%y#ent of your in'oi!e
unti3 t"e en2 of Se1te#(er.
, you %re %7%re) #y %!!ount 7it" you "%'e %37%y (een 94<..................
1ro#1t3y) %n2 it i 7it" 98<................... t"%t I %# no7 for!e2 to #%6e t"i
91*<.................. I "o1e t"%t you 7i33 fin2 it 1oi(3e to gr%nt it.
Your f%it"fu33y
115
2.
De%r -r. >%nen
A//o8nt No: V- +'(2
5e 7rote to you on 25 -%r!" !on!erning t"e %(o'e 91<................ for
2)/**.** 7"i!" "% no7 (een 92<.................. for t"ree #ont". 5"en 7e
%gree2 to offer you !re2it 93<................... 7e 1ointe2 out t"%t it 7% eenti%3
to 9&<................... %!!ount 95<................. t"e eE%!t 2%te) 1%rti!u3%r3y % 7e
gener%33y 2o not 9.<................... !re2it ter#.
, you re%3iGe2) 2e3%ye2 1%y#ent !%n !re%te 1ro(3e# for u
9/<.................... our o7n u113ier) t"erefore 7e 7ou32 %11re!i%te it if you
!ou32 eit"er 3et u 6no7 7"y t"e 94<.................. "% not (een 1%i2) or 3et u
"%'e % re#itt%n!e 98<................ t"e neEt ten 2%y.
5e 7ou32 (e gr%tefu3 if t"i !ou32 re!ei'e your i##e2i%te 91*<............
Your in!ere3y
11;
3.
De%r Sir
5e %re 7riting 91<.................. t"e :e(ru%ry (%3%n!e of 5./ on your
%!!ount) 7"i!" i 92<................ for t"ree #ont". 5e "%'e 7ritten to you
t7i!e %n2 2i2 not re!ei'e % 93<.....................) 7"i!" ur1rie2 u % you "%'e
(een our regu3%r !uto#er for ye%r.
5e 7ou32 3i6e to 9&<............... you t"%t t"e !re2it 7% gi'en on t"e
95<.............. t"%t (%3%n!e 7ou32 (e !3e%re2 on 2ue 9.< ..........K f%i3ure to 2o
o 7i33 !re%te 9/<........................for u 7it" our u113ier.
5e %re 1re1%re2 to 94<................... you furt"er ten 2%y to !3e%r t"e (%3%n!e
or eE13%in 7"y you !%n not 2o o) 98<................... 7e 7i33) re3u!t%nt3y) "%'e
to t%6e 3eg%3 91*<....................
Your f%it"fu33y
11<
II. Translaton
A. 7n!lsh R 8etnamese Translaton
1. 9 =arehouse flood destroyed the maZority of the components that =ere to
be fitted into enith 900. /e are =aiting for our insurance company to
settle our claim so that =e can rene= our stock and pay our suppliers.
0. /hen =e allo=ed open account terms, =e emphasiHed this =as only on
the condition that balances =ere cleared promptly on due dates as credit
facilities put a strain on out o=n cash lo= situation. Because of this =e
cannot extend the credit by another t=o months.
5. 9s you are usually prompt in settling your accounts, =e =onder =hether
there is any special reason =hy =e haCe not receiCed payment of this
account, =hich is already a month oCerdue.
;. %o regular customers such as yourself our terms of payment are 5p one
month, and =e hope you =ill not =ithhold payment any longer, other=ise
it =ill be necessary for us to reCise these terms.
<. /e =ere disappointed that you did not bother to reply to either of our
letters asking you to clear your account, and you haCe left us no
alternatiCe but to take legal action.
6. It is =ith the utmost regret that =e haCe reached the stage =hen =e must
press for immediate payment. #ailing payment by 1 9ugust you =ill
leaCe us no choice but to put the matter into the hand of our solicitor.
1. It =as in consideration of the present economic climate that =e allo=ed
you a t=o-month period to settle, and =hile =e =ould like to offer you
more time to clear the balance, our o=n financial position makes this
impossible. %herefore =e must ask you to settle the account =ithin the
next fortnight.
116
-. /hen =e arranged payment terms =e offered you payment against
monthly statements, yet it has been three months since you promised the
account =ould be cleared.
9. 9s =e haCe traded for some time, =e haCe not pressed for payment.
.o=eCer, =e must no= insist that either you settle the account or offer a
reasonable explanation for not doing so.
10. %he failure either to clear your account or eCen to offer an explanation is
all disappointing because of our past satisfactory dealings oCer many
years.
111
.. 8etnamese R 7n!lsh Translaton
1. +hcng tgi muOn nhrc ùf ngNi rjng chcng tgi Rl chNo bdn cho ùf ngNi
gid thIp trxn cq s thanh todn ti\n som.
0. +hcng tgi rIt mong ùf ngNi khgng cho rjng Cikc chcng tgi khgng thanh
todn nw Rcng hQn lN cO f.
5. +hcng tgi rIt thgng cnm Coi CIn R\ ùf ngNi gUp phni trong Cikc thanh
todn sO nw c|n lQi CN sun sNng gia hQn nw thxm 6 tuWn nta.
;. %s khi chcng tgi CiXt thP cho ùf ngNi ngNy... C\ khonn nw c|n lQi chPa
RPwc thanh todn trL gid ..., chcng tgi Cyn chPa nhTn RPwc thP trn lMi. {Vt
thIy ùf ngNi Rl [ng h~ chcng tgi trong thMi gian ùa, nxn trPoc Rvy,
chcng tgi Rl khgng hOi thcc ùf ngNi thanh todn.
<. +nm qn ùf ngNi Rl CiXt thP CN gini thch cho chcng tgi biXt tQi sao sO nw
trong thdng < Cyn chPa RPwc thanh todn. %uy nhixn, chcng tgi khgng thh
gia hQn nw thxm nta C} chcng tgi cho hPng m]c chiXt khIu cao Ri lQi
Cikc thanh todn Rcng hQn.
6. +hcng tgi sm cho ùf ngNi thxm 1 ngNy nta Rh gKi ti\n cho chcng tgi, sau
thMi gian nNy CIn R\ sm RPwc chuyhn cho luTt sP chcng tgi gini ùyXt.
1. +hcng tgi cnm thIy Rl R[ kixn nhyn CN Rl xem xVt rIt k lPng. %uy
nhixn, bvy giM chcng tgi rIt tiXc phni thc hikn cdc bikn phdp Rh thu hi
nw theo luTt.
-. {Vt thIy ùf ngNi Rl [ng h~ chcng tgi trong thMi gian ùa, chcng tgi sun
sNng cho phVp ùf ngNi thanh todn m~t nKa sO nw bjng cdch gKi chcng
tgi hOi phiXu trn ngay CN thanh todn phWn c|n lQi bjng cdch chIp nhTn hOi
phiXu Rnh kzm kf phdt thMi hQn 50 ngNy.
9. Bi C} chnh sdch c[a chcng tgi lN kinh doanh da trxn lwi nhuTn thIp nxn
chcng tgi tiXc lN chcng tgi khgng thh cho ùf ngNi hPng Ri\u kikn tn
d^ng dNi hQn RPwc.
11-
10. +hcng tgi rIt ngQc nhixn CN thIt Cng C} khgng nhTn RPwc thP trn lMi c[a
ùf ngNi cho 0 ld thP c[a chcng tgi ngNy... nhrc ùf ngNi C\ khonn nw
c|n lQi trL gid...

III. LetterD<rtn!
1. +gng ty anh/chL Rl nhTn RPwc lg hNng ts cgng ty 3laston 'otteries cng
Coi hJa Rqn R\ ngNy... %uy nhixn, cgng ty khgng thh thanh todn nhP thMi hQn
ghi trong hJa Rqn. 9nh/ chL hly CiXt thP gKi gng Aohn 8erton, gidm ROc
kinh doanh c[a 3laston Rh xin li CN yxu cWu cho thxm thMi gian Rh thanh
todn Coi nhtng gwi f sau
- 4ho hNng bL l^t, nhi\u hNng hJa bL hP heng
- +hcng ta chS cJ thh thanh todn khi cgng ty bno hihm bi thPMng cho
chcng ta trong C|ng ; tuWn toi.
- +am kXt chcng ta sm thanh todn RWy R[ khi nhTn RPwc bi thPMng CN
mong ROi tdc thgng cnm.
9nh/ chL cJ thh thxm bot bIt k thgng tin nNo Rh thP RPwc hoNn thikn.
Brt RWu thP bjng FDe%r -r. aG
2. @our company has receiCed a letter dated 0- 9pril from *4 +ycles ,td
concerning your outstanding account for 0,100.00 for three months, in
=hich they asked you to pay =ithin the next ten days. /rite a reply to this
letter, using the follo=ing prompts
- %hank them for their letter >please ùote dates?
119
- "xplain about the fire at .ead $ffice. &ay that it destroyed a lot of
computer data =hich has disrupted all correspondence =ith
suppliers and customers, and =e need time to get back to our
normal routine.
- (eùest a further 50 days to settle as politely as possible.
- &ay your insurer =ill release compensation =ith the coming month,
so =e can pay the outstanding account in full.
- &tart =ith FDe%r -r. aG

1-0
CHAPTER %: COMPLAINTS and CLAIMS
PARTS :F A 5:*PLAINT
- 9ckno=ledge receipt of the goods
- &tate the condition of the goods
- "nclose necessary documents
- &tate the reason to complain
- &uggest solutions
- .ope for the action
PARTS :F A R7PLH
- 9ckno=ledge receipt of complaint
- "xplain the mistake
- &olCe the problem
- (eZect a complaint
- (epeat apologies
- /ait for the acceptance
1-1
1. 5omplant of <ron! !oods
a: Co#"aint
)ear &irs
O8r order No: !L 261+
5e %!6no73e2ge re!ei1t of fu33 2o!u#ent %n2 t"e !onign#ent un2er t"e
%(o'e+#entione2 or2er on %rri'%3 of SS. 5"ite ueen %t S%igon 1ort on 5
t"

De!e#(er 2*.
On firt %!!ount e'eryt"ing %11e%re2 to (e !orre!t %n2 in goo2 !on2ition
eE!e1t !%e No. 13. 5"en 7e "%'e t"i !%e o1ene2) it "% (een foun2 t"%t it
!ont%ine2 quite 2ifferent %rti!3eK %n2 7e !%n on3y 1reu#e t"%t % #it%6e
7% #%2e %n2 t"e !ontent of t"i !%e 7ere for %not"er or2er.
, 7e %re in urgent nee2 of t"e %rti!3e 7e or2ere2 to !o#13ete our %3e to
our o7n !uto#er) 7e #ut %6 you to %rr%nge t"e 2i1%t!" of
re13%!e#ent % oon % 1oi(3e.
5e en!3oe t"e Sur'ey Re1ort iue2 (y 3o!%3 $in%!ontro3 %n2 t"e 3it of
!ontent of !%e No. 13) %n2 "%33 (e g3%2 if you 7i33 !"e!6 t"i 7it" our
or2er %n2 your !o1y of t"e in'oi!e.
In t"e #e%n ti#e) 7e %re "o32ing t"e %(o'e+#entione2 !%e %t your
2i1o%3. P3e%e 3et u 6no7 7"%t you 7i" u to 2o 7it" it.
Your f%it"fu33y
1-0
1. /hat happened to the consignmentb
0. /hat solution does the buyer suggestb
5. /hat documents are attached =ith this letterb
;. /hat is the buyer dealing =ith the case No. 15b
<. #ind the =ord in the letter =hich means 2i!retionb
1-5
5: Re#"0
De%r -r.
O8r order No: !L 261+
5e t"%n6 you for your 3etter 2%te2 .
t"
,ugut. 5e 7ere g3%2 to 3e%rn t"%t t"e
!onign#ent 7% 2e3i'ere2 1ro#1t3y) (ut it 7% to (e regrette2 t"%t !%e No.
13 2i2 not !ont%in t"e goo2 you or2ere2.
On going into t"e #%tter) 7e fin2 t"%t % #it%6e 7% in2ee2 #%2e in 1%!6ing
t"roug" % !onfuion of nu#(er) %n2 7e "%'e %rr%nge2 for t"e rig"t goo2
to (e 2i1%t!"e2 to you 7it"out 2e3%y.
5e "%33 (e #u!" o(3ige2 if you 7i33 6ee1 !%e No. 13 %n2 it !ontent unti3
!%33e2 for (y t"e 3o!%3 %gent of t"e 5or32 @r%n1ort Lt2.) our for7%r2ing
%gent) 7"o# 7e "%'e intru!te2 %!!or2ing3y.
P3e%e %!!e1t our #%ny %1o3ogie for t"e trou(3e !%ue2 to you (y t"e error.
Your in!ere3y
1. )oes the supplier accept the complaintb
0. /hat haCe they done to deal =ith the complaintb
5. /hat does the supplier ask the buyer to deal =ith case No. 15b
;. /hat does the =ord !onfuion meanb
<. #ind the =ord in the letter =hich means qui!63yb
2. 5omplant concernn! @ualt,
a: Co#"aint
De%r Sir/ -%2%#
1-;
5e "%'e re!ent3y re!ei'e2 e'er%3 !o#13%int fro# !uto#er %(out your
fount%in 1en. @"e 1en %re !3e%r3y not gi'ing %tif%!tion) %n2 in o#e
!%e 7e "%'e "%2 to refun2 t"e 1ur!"%e 1ri!e.
@"e 1en !o#13%ine2 %(out %re 1%rt of t"e (%t!" of 5** u113ie2 %g%int
our or2er nu#(er 45.2 2%te2 24 -%r!". @"i or2er 7% 13%!e2 on t"e (%i
of % %#13e 1en 3eft (y your re1reent%ti'e. 5e "%'e oure3'e !o#1%re2 t"e
1erfor#%n!e of t"i %#13e 7it" t"%t of % nu#(er of t"e 1en fro# t"i
(%t!") %n2 t"ere i 3itt3e 2ou(t t"%t #%ny of t"e# %re f%u3ty + o#e of t"e#
3e%6 %n2 ot"er (3ot 7"en 7riting.
@"e !o#13%int 7e "%'e re!ei'e2 re3%te on3y to 1en fro# t"e (%t!"
#entione2 %(o'e. Pen u113ie2 (efore t"ee "%'e %37%y (een %tif%!tory.
5e) t"erefore) 7i" you to %!!e1t return of t"e uno32 (%3%n!e) %#ounting to
3// 1en) %n2 re13%!e t"e# 7it" 1en of t"e qu%3ity our e%r3ier 2e%3ing
7it" you "%'e 3e2 u to eE1e!t. P3e%e 3et u 6no7 7"%t %rr%nge#ent you
7i" u to #%6e for t"eir return.
Your f%it"fu33y
1. /hat products are complainedb
0. )o all the pens supplied contain the same faultsb
1-<
5: Re#"0 Ca//e#ting /o#"aintD
De%r -r. ...
@"%n6 you for your 3etter 2%te2 1* -%y 1ointing out f%u3t in t"e 1en
u113ie2 to your or2er nu#(er 45.2. @"i "% !%ue2 u % goo2 2e%3 of
!on!ern %n2 7e %re g3%2 t"%t you (roug"t t"i #%tter to our noti!e.
5e "%'e no7 tete2 % nu#(er of 1en fro# t"e 1ro2u!tion (%t!" you
#ention) %n2 %gree t"%t t"ey %re not 1erfe!t. @"e 2efe!t "%'e (een tr%!e2
to % f%u3t in one of t"e #%!"ine) 7"i!" "% no7 (een re!tifie2.
P3e%e %rr%nge to return to u your uno32 (%3%n!e of 3// 1en) !%rri%ge
for7%r2. 5e "%'e %3re%2y %rr%nge2 for &** 1en to (e ent to re13%!e t"i
uno32 (%3%n!e. @"e eEtr% 23 1en %re ent 7it"out !"%rge) %n2 7i33 en%(3e
you to 1ro'i2e free re13%!e#ent of %ny furt"er 1en %(out 7"i!" you #%y
re!ei'e !o#13%int.
5e %1o3ogiGe for t"e in!on'enien!e t"i "% !%ue2 you.
Your in!ere3y
1. /hat is the reason for the defectb
0. /hat solution does the supplier makeb
5. /hat does !%rri%ge for7%r2 meanb
1-6
3. 5omplant of nferor @ualt,
a: Co#"aint
De%r Sir
5e %re 'ery orry to "%'e to infor# t"%t your 3%t 2e3i'ery i not u1 to your
uu%3 t%n2%r2.
@"e #%teri%3 ee# to (e too 3ooe3y 7o'en %n2 i in!3ine2 to 1u33 out of
"%1e. Ay e1%r%te #%i3 7e "%'e ent you % !utting fro# t"i #%teri%3) %3o
one fro# !3ot" of %n e%r3y !onign#ent) o t"%t you !%n !o#1%re t"e t7o
%n2 ee t"e 2ifferen!e in teEture.
5e "%'e %37%y (een %(3e to re3y on t"e "ig" qu%3ity of t"e #%teri%3 you
ent u %n2 7e %re %33 t"e #ore 2i%11ointe2 in t"i !%e (e!%ue 7e
u113ie2 t"e !3ot" to ne7 !uto#er. , 7e "%33 "%'e to t%6e it (%!6 7e
#ut %6 you to 3et u 6no7) 7it"out 2e3%y) 7"%t you !%n 2o to "e31 u in
getting o'er t"i 2iffi!u3ty.
Your f%it"fu33y
1. /hat problem occurred =ith the shipmentb
0. /hy has a cutting been sent to the supplierb
5. /hat is the problem =ith the buyerb
1-1
5: Re#"0
De%r -r. ...
5e "%'e re!ei'e2 your 3etter of 1& O!to(er %n2 t"%n6 you for en2ing u t"e
t7o %#13e of !3ot" for eE%#in%tion. 5e "%'e 1%e2 t"ee onto t"e f%!tory
for !o##ent %n2 7e quote t"e fo33o7ing fro# t"eir re13y.
It 7% foun2 t"%t o#e "ort+ t%13e y%rn "%2) (y %!!i2ent) (een 7o'en into
t"e #%teri%3) %n2 t"i !3ot" 7% 1ut on one i2e for 2i1o%3 in % uit%(3e
#%r6et. E'i2ent3y t"roug" %n o'erig"t o#e of t"e !3ot" 7% 1%!6e2 in
your !onign#ent. @"e f%!tory #%n%ger 7% 'ery gr%tefu3 for t"e %#13e)
% it i 1oi(3e ot"er (uyer #%y "%'e re!ei'e2 t"ee i#1erfe!t goo2) %n2
enquirie %re (eing #%2e %!!or2ing3y.
5e to32 t"e #%nuf%!turer "o7 gre%t3y !on!erne2 7e 7ere o'er your
2i%11oint#ent in t"e qu%3ity) %n2 t"e f%!t t"%t you "%2 u113ie2 t"e !3ot" to
ne7 !uto#er. @"ey eE1ree2 t"eir 'ery gre%t regret) %n2 7e "%'e
%rr%nge2 7it" t"e# for t"e i##e2i%te 2e1%t!". :urt"er#ore) t"ey
gu%r%ntee t"e qu%3ity of t"e !3ot" no7 ent.
If you !%re to 2i1oe of t"e inferior !3ot" %t t"e (et 1ri!e o(t%in%(3e for it)
7e 7i33 en2 you % !re2it note for t"e 2ifferen!e % oon % 7e "e%r fro#
you.
5e %1o3ogiGe in!ere3y for t"e trou(3e !%ue2 to you) %n2 7i33 t%6e %33
1oi(3e te1 to enure t"%t u!" % #it%6e i not #%2e %g%in.
Your in!ere3y
1. /hat has the supplier done =ith the t=o samplesb
1--
0. /hat does the supplier ask the buyer to do to deal =ith the inferior clothb
5. /hat does the supplier promise to dob
1-9
(. 5omplant concernn! dama!ed !oods
a: Co#"aint
De%r Sir or -%2%#
O8r order No: R*62
5e or2ere2 35* !o#1%!t 2i! on 3 >%nu%ry %n2 t"ey 7ere 2e3i'ere2
yeter2%y. 0nfortun%te3y) 7e regret t"%t 4* of t"e# 7ere (%23y !r%t!"e2.
@"e 1%!6%ge !ont%ining t"ee goo2 %11e%r to (e in 1erfe!t !on2ition %n2
7e %!!e1te2 %n2 igne2 for it 7it"out quetion. It 7% on un1%!6ing t"e
!o#1%!t 2i! 7"en t"e 2%#%ge 7% 2i!o'ere2) %n2 7e !%n on3y %u#e
t"%t t"i 7% 2ue to !%re3e "%n23ing %t o#e t%ge 1rior to 1%!6ing.
5e %re en!3oing % 3it of t"e 2%#%ge2 goo2 %n2 "%33 (e g3%2 if you 7i33
re13%!e t"e#. @"ey "%'e (een 6e1t %i2e in !%e you nee2 t"e# to u11ort %
!3%i# on your u113ier for !o#1en%tion.
5e 3oo6 for7%r2 to "%'ing your e%r3y re13y.
Your f%it"fu33y
1. /hat happened to the assignmentb
0. /hen =as the damage discoCeredb
5. /hat does the buyer enclose =ith this letterb
190
5: Re#"0
De%r -. ...
AOUR ORDER No: R*62
5e 7ere orry to 3e%rn fro# your 3etter of 1* >%nu%ry t"%t o#e of t"e
!o#1%!t 2i! u113ie2 to t"e %(o'e or2er 7ere 2%#%ge2 7"en t"ey re%!"e2
you.
Re13%!e#ent for t"e 2%#%ge2 goo2 "%'e (een ent (y 1%r!e3 1ot t"i
#orning. It 7i33 not (e ne!e%ry for you to return t"e 2%#%ge2 goo2) %n2
t"ey #%y (e 2etroye2.
De1ite t"e !%re 7e t%6e in 1%!6ing goo2 ent (y !%rrier) t"ere "%'e
re!ent3y (een e'er%3 re1ort of 2%#%ge. @o %'oi2 furt"er in!on'enien!e
%n2 %nnoy%n!e to !uto#er) % 7e33 % eE1ene for oure3'e) 7e %re no7
ee6ing t"e %2'i!e of % 1%!6%ging !onu3t%nt in t"e "o1e of i#1ro'ing our
#et"o2 of "%n23ing.
5e regret t"e nee2 for you to 7rite to u %n2 "o1e t"e te1 7e %re t%6ing
7i33 enure t"e %fe %rri'%3 of %33 your or2er in future.
Your in!ere3y
1. /hat remedy has been taken by the supplierb
0. /hat is the maZor reason for the damageb
5. /hat does the supplier promise to dob
191
). 5omplants concernn! shorta!e of !oods
a: Co#"aint
De%r Sir or -%2%#
Your !onign#ent un2er our Or2er No. 123 !%rrie2 (y SS Song Huong
%rri'e2 %t our 1ort to2%y. ,fter !%refu3 in1e!tion it "% (een foun2 t"%t
%g%int 2&)*** tin of !on2ene2 #i36 or2ere2 %n2 in'oi!e2) t"e
!onign#ent !ont%in on3y 23)&.* tin. In f%!t) out of 5** !%e re!ei'e2)
t"irty !%e (e%ring eri%3 nu#(er CD&4+CD // !ont%ine2 3* tin e%!")
t"u #%6ing % "ort%ge of 5&* tin.
P3e%e eE%#ine t"e #%tter %n2 %rr%nge t"e "i1#ent of #iing tin % oon
% 1oi(3e % 7e !%n %!!e1t t"e# on3y if t"ey %rri'e (efore t"e en2 of
Se1te#(er.
Your f%it"fu33y
1. /hat happened to the consignmentb
190
$. Repl,
De%r -r. ...
5e regret to 3e%rn fro# your 3etter of /
t"
,ugut t"%t in our 3%t "i1#ent
for7%r2e2 to you on SS Song Huong) 5&* tin of !on2ene2 #i36 7ere
#iing.
:ro# t"e en!3oe2 2o!u#ent %n2 1%!6ing 3it) you 7i33 ee t"%t t"e nu#(er
of !%e %n2 t"e tin !oin!i2e 7it" t"%t in'oi!e2 (y u.
5e 7ou32) t"erefore) %2'ie you to %22re your !3%i# to t"e Inurer) %) in
our o1inion) t"i i % !%e of 1i3fer%ge.
5e eE1e!t you 7i33 "%'e no 2iffi!u3ty in o(t%ining fu33 in2e#nity fro# t"e#)
%n2 trut t"e #%tter 7i33 (e ett3e2 to your %tif%!tion.
Your in!ere3y
1. )oes the supplier accept the complaintb
0. /hat solution does the supplier suggestb
5. #ind the =ord in the letter =hich means t"eft.
195
PART II. 8oca$ular,
9nnoyance s bIt tikn, khJ chLu
Batch lg hNng
+ompensation s bi thPMng
+ontents of the case hNng trong thng
+redit note phiXu bdo cJ
)amaged goods hNng bL thikt hQi
)ebit note phiXu bdo nw
)ispatch the replacements gi hNng thay thX
)isposal s RLnh RoQt, ùyXt RLnh
Indemnity bi thPMng
Inferior cloth Cni kVm chIt lPwng
4eep aside Rh rixng
8issing goods hNng bL thIt lQc
'ilferage tr~m crp
(eturn of the unsold goods trn lQi phWn hNng chPa bdn
&urCey (eport bixn bnn gidm RLnh
%o ùote bdo gid
%race phdt hikn
19;
1. /e shall be Cery glad if you =ill
send us replacements for the
broken articles, as =e need these
to complete our sales to our
customers.
C"[ng t\i T 3qy 3Y# 'ui #ng nWu
quX ngYi gZi "Yng t"%y t"W !"o
!"[ng t\i !"o ^ "Yng (u ' 's
!"[ng t\i !gn ^ "Yng nYy `t "oYn
tqt 'io! (an "Yng !"o 6"a!" "Yng
!m% !"[ng t\i.
0. /e =ould like to haCe your
attention to the remaining
shipments.
C"[ng t\i `n ng"u quX ngYi 3cu X tii
n"Sng !"uyWn "Yng !xn 3ri.
5. /e greatly regret the mistake in
the number, =hich resulted in your
receiCing the =rong articles.
C"[ng t\i rqt tiW! 3Y 2o %i pt trong
^ 3iou ` 2_n `Wn 'io! quX ngYi
n"Un %i ^ "Yng.
;. 'lease accept our many apologies
for the trouble caused to you by
the error.
Din "y !"o !"[ng t\i Ein 3i 'n
n"Sng 1"inn "Y gwy r% !"o quX
ngYi 2o 3i nYy gwy 3fn.
<. /e are =riting to complain about
the shipment of the tractors under
the order number .310, =hich
haCe not receiCed it.
C"[ng t\i 'iWt (b! t"c nYy `t 6"iWu
nri !a! ngYi 'n !"uyWn "Yng Ee #ay
6o t"eo `Rn `ht "Yng ^ H;12) #Y
!"[ng t\i !"c% n"Un `cd!
6. /e, therefore, must ask you to do
eCerything possible to hasten the
dispatch.
Do 'Uy) !"[ng t\i (u]! 1"ji yfu !gu
!a! ngYi tiWn "Yn" #i (ion 1"a1 `t
6"en trcRng gi%o "Yng ng%y.
1. /e are extremely sorry about this
delay but you =ill realiHe that it
=as due to circumstances beyond
our control.
C"[ng t\i 3qy 3Y# tiW! 'n !"U#
tr nYy n"cng quX ngYi T n"Un t"qy
rng `wy 3Y 2o n"Sng tsn" "u^ng
n# ngoYi 6"j nng !m% !"[ng t\i
19<
-. /e regret that =e haCe to
complain about the =ay in =hich
the consignment has been packed.
C"[ng t\i 3qy 3Y# tiW! rng !"[ng
t\i 1"ji 1"Yn nYn 'n !a!" `png gpi
!"uyWn "Yng nYy.
9. %he goods =e receiCed are Cery
much inferior in ùality to your
sample.
S^ "Yng #Y !"[ng t\i n"Un `cd! !p
!"qt 3cdng 6# "Rn n"inu o 'ii
#_u !m% quX ngYi.
10. /e haCe today taken deliCery of
the consignment sent against B/,
Noa, dateda
NgYy "\# n%y !"[ng t\i ` n"Un
`d! !"uyWn "Yng gZi t"eo 'Un `Rn
Î) `n ngYyI
196
PART I8. 7;ercses
I. Fll n the $lan=s <th the approprate <ords or phrases
1. 5omplant of fre@uent late delAeres
De%r -r. I
5e or2ere2 . fi3ing 91<........................ fro# you on 2 >u3y on t"e
un2ert%n2ing t"%t t"ey 7ou32 (e 92<.................... 7it"in one 7ee6.
Ho7e'er) t"ee 7ere not re!ei'e2 unti3 t"i #orning.
0nfortun%te3y) t"ere "%'e (een i#i3%r 93<.................... on e'er%3 1re'iou
o!!%ion) %n2 t"eir 9&<.................... frequen!y in re!ent #ont" !o#1e3 u
to %y t"%t (uine (et7een u !%nnot !ontinue in !on2ition u!" %
95<.....................
5e "%'e fe3t it ne!e%ry to #%6e our 9.<.................... 6no7n in!e 7e
!%nnot gi'e re3i%(3e 9/<.................... 2%te to our !uto#er un3e 7e !%n
!ount on 94<.................... gi'en (y our u113ier.
5e "o1e you 7i33 un2ert%n2 our 98<.................... in t"i #%tter) %n2 trut
t"%t fro# no7 on 7e !%n re3y on 91*<.................... 2e3i'ery of our or2er.
Your in!ere3y
191
2. Repl,
De%r -r. ...
Your 3etter of 14 >u3y 91<.................... 2e3%y in 2e3i'ery !%#e % % ur1rie)
% t"e %(en!e of %ny 92<.................... !o#13%int 3e2 u to (e3ie'e t"%t
goo2 u113ie2 to your or2er 7ere 93<.................... you 1ro#1t3y.
It i our uu%3 1r%!ti!e to 9&<.................... goo2 7e33 in %2'%n!e of t"e
1ro#ie2 95<.................... 2%te) %n2 t"e fi3ing !%(inet to 7"i!" you refer
9.<.................... "ere on 5 >u3y. 5e %re 'ery !on!erne2 t"%t our effort to
gi'e 1un!tu%3 2e3i'ery "ou32 (e 9/<.................... (y 2e3%y in tr%nit. It i
'ery 1oi(3e t"%t ot"er !uto#er %re %3o 94<....................) %n2 7e %re
t%6ing u1 t"i 7"o3e quetion 7it" our !%rrier.
5e t"%n6 you for 2r%7ing our %ttention to % itu%tion of 98<.................... 7e
"%2 (een quite un%7%re unti3 you 7rote to u. P3e%e %!!e1t our %1o3ogie
for t"e 91*<.................... you "%'e (een !%ue2.
Your in!ere3y
19-
3. 5omplant of nonDdelAer,
De%r -r. ...
Order No: VC *8+2(
5e %re 7riting to you 7it" 91<.................... to t"e %(o'e or2er %n2 our 3etter
of 22 -%y in 7"i!" 7e %6e2 you 7"en 7e !ou32 92<.................... 2e3i'ery of
t"e .* 2yn%#o 9,rteE #o2e3 55< you 7ere to "%'e u113ie2 on 3 >une for
%n 93<.................... or2er.
5e "%'e trie2 to !ont%!t you (y 1"one) (ut !ou32 not get %nyone in your
f%!tory 9&<.................... 6ne7 %nyt"ing %(out t"i #%tter.
It i eenti%3 t"%t 7e 2e3i'er t"i 95<.................... to our ;ree6 !uto#er on
ti#e % t"i 7% %n initi%3 9.<.................... fro# t"e# %n2 7ou32 gi'e u %n
o1ening in t"e ;ree6 #%r6et.
Our 2e%23ine i 24 >une) %n2 t"e 3orrie "%'e (een !o#13ete2
9/<.................... for t"e 2yn%#o t"%t nee2 to (e fitte2.
0n3e 7e re!ei'e t"e !o#1onent 7it"in t"e neEt fi'e 2%y) t"e or2er 7i33
(e 94<.................... %n2 13%!e2 e3e7"ere. 5e "ou32 7%rn you t"%t 7e %re
"o32ing you to your 2e3i'ery 98<.................... %n2 if %ny 3o reu3t (e!%ue
of t"i 3%te 2e3i'ery 7e 7i33 (e t%6ing 91*<.................... %!tion.
Your in!ere3y
199
(. Repl,
De%r -r. I
@"%n6 you for your 3etter of 2* >une !on!erning your 91< .................... 9No.
$C 54381< 7"i!" "ou32 "%'e (een u113ie2 to you on 3 >une.
:irt 3et #e 92< .................... for your or2er not (eing 2e3i'ere2 on t"e 2ue
2%te %n2 for t"e 1ro(3e# you "%'e 93< .................... in getting in tou!" 7it"
u %(out it. Aut % you #%y "%'e re%2 in your ne71%1er 7e "%'e
eE1erien!e2 %n in2utri%3 9&<.................... 7"i!" "% in'o3'e2 (ot"
%2#initr%ti'e t%ff %n2 e#13oyee on t"e "o1 f3oor) %n2 % % 95<
....................) "% "e32 u1 %33 1ro2u!tion o'er t"e 1%t fe7 7ee6.
I !%n te33 you t"%t t"e 2i1ute "% (een ett3e2 %n2 7e %re (%!6 to nor#%3
1ro2u!tion. @"ere i % (%!63og of or2er to 9.< .................... u1 on) (ut 7e
%re uing %o!i%te of our to "e31 u fu3fi3 %33 outt%n2ing !o##it#ent:
your or2er "% (een gi'en 1riority) o 7e "ou32 (e %(3e to 2e3i'er t"e
2yn%#o (efore t"e en2 of t"i 7ee6.
-%y I 1oint out 7it" 9/<....................) t"%t your !ontr%!t 7it" u 2i2 "%'e %
t%n2%r2 !3%ue t%ting t"%t 2e3i'ery 2%te 7ou32 (e #et un3e 94<
.................... !ir!u#t%n!e %roe) %n2 7e t"in6 you 7i33 %gree t"%t % 2i1ute
i %n eE!e1tion%3 !ir!u#t%n!e. Ho7e'er) 7e quite un2ert%n2 your 1ro(3e#
%n2 7i33 %33o7 you to !%n!e3 your !ontr%!t if it 7i33 "e31 you to #eet your
o7n 98<.................... 7it" your ;ree6 !uto#er. Aut 7e 7i33 not %!!e1t %ny
re1oni(i3ity for %ny %!tion t"ey #%y t%6e %g%int you.
On!e %g%in 3et #e %y "o7 #u!" I regret t"e in!on'enien!e t"i 2e3%y "%
!%ue2) %n2 e#1"%iGe t"%t it 7% 2ue to f%!tor 7e !ou32 not "%'e 6no7n
%(out 7"en 7e %!!e1te2 your 2e3i'ery 2%te.
P3e%e 1"one or f%E #e 3etting #e 6no7 if you 7i" u to 91*< ....................
your or2er or 7"et"er you 7ou32 1refer to #%6e ot"er %rr%nge#ent.
000
I 3oo6 for7%r2 to "e%ring fro# you 7it"in t"e neEt 2%y or o.
Your in!ere3y
). Repl,
De%r -r. I
@"%n6 you for infor#ing u %(out t"e 91<.................... to our !onign#ent
9In'. No. 144/1<.
:ro# our 1re'iou 92<.................... you 7i33 re%3iGe t"%t t"i ort of 1ro(3e#
i quite 93<..................... Ne'ert"e3e) 7e %re orry %(out t"e
9&<.................... it "% !%ue2 you.
P3e%e 7ou32 you return t"e 95<.................... !onign#ent to u) 1ot%ge %n2
1%!6ing 9.<....................) %n2 7e 7i33 %6 t"e "i11ing !o#1%ny to !o#e %n2
in1e!t t"e 2%#%ge o t"%t t"ey !%n %rr%nge 9/<..................... It i un3i6e3y
t"%t our inur%n!e !o#1%ny nee2 to (e 94<.................... 7it" t"i !%e.
If you 7i" u to en2 you %not"er 98<.................... % 1er your or2er No.
1&&/4) 13e%e 3et u 6no7. 5e "%'e t"e g%r#ent in 91*<.................... %n2 it
7ou32 (e no trou(3e to en2 t"e# 7it"in t"e neEt fortnig"t.
Your in!ere3y
001
II. *atchn!
A. *atch the <ord n column A <th the defnton n column .
A .
1. It_s not our fault

a. =e are sending the consignment to
you carriage for=ard
0. @ou should make it right b. =e are not responsible for the error
5. /e =ant our money back c. =e =ould like to complain about
;. @ou haCe to pay =hen the goods
are returned to you
d. =e =ill haCe to take legal action
<. /e =ill sue you e. you seem to haCe made an error
6. @ou made a mistake f. the products are not satisfactory
1. /e =on_t buy anything from
you again
g. =e =ill not re-order
-. %he goods are rubbish h. you haCe not follo=ed our
instructions
9. /e_re complaining about ... i. please correct the error
10. /hy don_t you pay attentionb Z. =e =ould like a refund
III. Re<rte the follo<n! sentences so that the, haAe a smlar meann!
to the one a$oAe' $ut are more suta$le for formal $usness
correspondence.
1. If =e had kno=n they =ere going out of business, =e =ould not haCe
giCen them credit.
| H%2 7e .......................................................................................................
0. /e =rote to you on < Aanuary $ur letter complained about poor
=orkmanship.
000
| In our 3etter.................................................................................................
5. _'lease contact our accounts department,_ the secretary said.
| @"e e!ret%ry to32 #e..................................................................................
;. /e =ant the consignment returned before =e giCe you a refund.
|} Cou32 .....................................................................................................
<. @ou haCe made an error on your &eptember statement.
|} ,n error .....................................................................................................
6. /e =ill deal =ith the problem as soon as =e haCe the details.
@"e 1ro(3e# ................................................................................................
1. %he credit is too large for us to allo=.
@"e !re2it i o ...........................................................................................
-. %hey offered to exchange the goods and giCe us a discount.
Not on3y
9. #ill out the details on the credit application form and return it to us.
,fter you
8. Translaton
1. /e haCe receiCed the documents and taken deliCery of the goods under
the order No.105, =hich arriCed at &aigon port on the && /hite 2ueen
yesterday.
0. /hen =e haCe this case opened, =e found that it contained ùite different
articles.
5. 9fter careful examination, it has been found that against 100 drums
ordered and inCoiced the consignment contains only 9- drums.
005
;. $n checking the goods receiCed =e find that some items on your inCoice
haCe not been included.
<. I am enclosing the surCey report issued by 7inacontrol to the effect that
the damage =as noticed =hen they =ere discharged at the port.
6. In the mean time, =e are holding the aboCe- mentioned case at your
disposal, please let us kno= =hat you =ish us to do =ith it.
1. /e hope that this =ill not occur in the future and that our next orders =ill
be dispatched strictly according to our =ishes.
-. /e =ere sorry to learn from your letter of 10 Aanuary that some of the
compact discs supplied to the aboCe order =ere damaged =hen they
reached you.
9. )espite the care =e take in packing goods sent by carrier, there haCe
recently been seCeral reports of damage.
10. 'lease examine the matter and arrange the shipment of missing tins as
soon as possible as =e can accept them only if they arriCe before the end
of &eptember.
00;
1. h te thikn ch, chcng tgi xin bi thPMng 1000 Rg la Rh gini ùyXt d]t
Rihm khiXu nQi c[a ùf ngNi.
0. B~ phTn RJng gJi khgng Rng f rjng loQi Cni sK d^ng kVm chIt lPwng.
. cho rjng chrc chrn cdc thng hNng Rl bL bOc d cYu thn.
5. 8~t lWn nta, chcng tgi thNnh thc xin li C\ nhtng phi\n hN Rl gvy ra cho
ùf ngNi CN sm thc hikn mi bikn phdp Rh Rnm bno rjng sq xuIt kihu nNy
sm khgng tdi din.
;. B]c thP nNy lN Rh thgng bdo Coi cdc ngNi rjng chcng tgi khgng nhTn RPwc
tin g} c[a cdc ngNi C\ chuyXn hNng theo Rqn RUt hNng nJi trxn, lm ra
chuyXn hNng nNy phni RXn ch chcng tgi cdch Rvy m~t tuWn ri.
<. 4hi chcng tgi RUt Rqn hNng nNy Coi cdc ngNi, chcng tgi nhIn mQnh rjng
Cikc giao hNng ngay lN rIt ùan trng
6. i\u cc k cWn thiXt lN hNng phni giao Rcng thMi gianD nXu khgng chcng
tgi khgng thh thc hikn RPwc Cikc bdn hNng c[a m}nh.
1. +hcng tgi lIy lNm tiXc rjng nXu chcng tgi khgng nhTn RPwc tin c[a ù
ngNi trong thP C\, chcng tgi sm bu~c phni h[y be Rqn hNng nNy.
-. +hcng tgi tin rjng cdc ngNi sm khgng Rh RXn m]c chcng tgi phni kikn ù
ngNi.
9. Bxn nhN mdy Rl thgng bdo cho chcng tgi rjng do nhu cWu trong nPoc tng
ngoNi m]c d tnh, h Rl khgng thh thc hikn RPwc cdc Rqn hNng CN
chTm giao ROi Coi m~t sO chuyXn hNng.
10. +hcng tgi sm lNm tIt cn nhtng g} cJ thh RPwc Rh ngn chUn t}nh trQng
nNy tdi din CN sm gKi cdc Rqn hNng sau nNy c[a ùf ngNi theo Rcng yxu
cWu c[a ùf ngNi.
8I. LetterD<rtn!
1. QapDflln!
00<
9se the a' or t$e' or "ea6e t$e 4#a/e4 5"an< n ths letter of complant
De%r -r @o2%
AEB 1(*6@82
5e %re 7riting to 1oint out t"%t 91<...................... +%(o'e 2e3i'ery) 7"i!"
%rri'e2 yeter2%y) 7% 92<...................... 7ee6 3%te. @"i i 93<......................
e!on2 ti#e 7e "%'e "%2 to 7rite to you on t"i u(Le!t) %n2 7e !%nnot
%33o7 9&<...................... itu%tion to !ontinue.
5e "%'e %3re%2y eE13%ine2 t"%t it i eenti%3 for 95<...................... #e2i!%3
equi1#ent to %rri'e on 9.<...................... 2ue 2%te % 9/<...................... 3%te
2e3i'ery !ou32 !re%te 94<...................... 'ery eriou 1ro(3e#.
0n3e 7e "%'e 98<...................... %(o3ute %ur%n!e t"%t you !%n gu%r%ntee
91*<...................... 1ro#1tne of %33 future 2e3i'erie) 7e 7i33 "%'e to 3oo6
for %not"er u113ier. 5e 7i33 7%nt your !onfir#%tion (efore 7e 13%!e our
neEt or2er.
Your in!ere3y
C%r3o Lotti
He%2 of ,2#initr%tion
006
2. /rite the letter from 8r .irio %oda, the &ales 8anager of the aboCe
company to 8r ,otti, politely explaining that the orders =ere sent to your
factory address, not your administratiCe address, as aboCe, and explain =hat
that means in terms of delay. .o=eCer, sympathiHe =ith 8r ,otti and
suggest a solution to the problem.
001
R7F7R7N57S
00-
009

Sach Thu Tin - 2010 - 2011

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Sach Thu Tin - 2010 - 2011

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Chapter 1: THE FORM OF A BUSINESS LETTER

PART I. Sample letters

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