KEY TO EXERCISES

CHAPTER ONE: THE STYLE OF THE LANGUAGE OF

BUSINESS LETTERS
1.3.1
1. We have received your letter of 1 st June and considered the points
you made.
2. We have received / we thank you for your letter of 1 st June
3. We thank you for your invoice number …
4. We have received your letter of …, for which we thank you very
much
5. Please accept our sincere apologies for …
6. This was due to the unfortunate death of Mr…, our Chief
Accountant
7. We are now looking for a gardener for our main office in Ho Chi
Minh City
8. We would/should ask you to send us your latest catalogue
9. We are enclosing our latest price list
10. wish, wish to, have the pleasure in, have received
11. letter (fax, telex, email …)
12. end
13. buy (import)
14. use
15. soon
16. now / presently
17. (a definite date is better e.g. by 15th August)
18. If we do not receive your payment...
19. or the nearest offer
20. any other business
21. to be advised
22. We regret that we cannot meet your requirements (demand…)
because …. / Unfortunately, we are unable to help you on this
occasion
23. The problem might not have happened if the wires had been
connected properly / the cause of the problem may be sought to
the wires being improperly connected. / The problem would be
resolved by connecting the wires in accordance with the
instruction provided.
24. The guarantee for your excavator has expired so unfortunately
you would have to bear the cost of any repairs.
25. You probably know that …
26. The loan will be repaid.
27. We are going to invest in property
28. Two hundred pounds
29. Prices are very low
30. Prices have increased rapidly
31. I would be grateful if you could send me your prospectus for this
academic year
32. We shall investigate the problem and advise you of the result
33. I will send her a letter
34. We are not in the position to offer further discounts as our prices
are competitive and they leave us with minimal profits
35. Our business is grounded on payment on due date
36. We both agreed on …
37. Thank you for your letter concerning my trip
38. We know that you can supply fertilizers and we are interested in
the purchase of …
39. We will substantially need some of your lines for the Christmas
season
40. One of my customers is interested in your drilling machine
MD01… (we should not disclose the customer who is interested in
the goods because the supplier may contact him directly)
41. (We do not usually thank someone twice)
42. Yours sincerely/ faithfully
CHAPTER 2: A SAMPLE LETTER OF JOB APPLICATION

Transformatorweg 28
1014 AK Amsterdam
The Netherlands
Phone: +34 933 22 36 15 Fax: +34 933 22 38 58

Your ref: 34D/er

Our ref: JS/MR

1 October, 2011

BCN Travel and Service Co. Ltd

Comte D'Urgell, 220 08036 Barcelona
Spain

For the attention of Mr Jose Perez

Dear Sirs

I am writing to apply for the position of interpreter which I

inadvertently read on BC News issued on 30 September 2011.
According to your requirements, I am enclosing my certificate,
CV and two references.

It is a good opportunity and I feel self-confident to become a

competitive candidate for this position. The key and ultimate
standards can draw your attention, create a good impression and
help me possess this position include:

- MBA degree, Spanish and English interpreter degrees

- Three years’ experience of working as a tour guide
- A qualification in Hotel and Tourism Management

I am incessant to improve my ability and eager to get more

sound knowledge. I am enthusiastic, active, co-operative, and
capitalize any opportunities as possible. I am looking forward to
hearing from you soon.
Yours sincerely
J..Do
Jane Do
Enc: certificate, CV and two references
CHAPTER 3: ENQUIRIES
3.4.1
discount / brand name / substantial / leading / sample

3.4.2 range / displayed / list price / / bill of exchange /

leisurewear
3.5.2
a. We are pleased if you send us your latest catalogue and current
price-list for the above-mentioned items.
b. We are a regular importer of the goods and would be pleased if
you could send us your samples and let us have the most
favourable prices that you could offer.
c. We are interested in the purchase of your ready-made clothes
(garments) for men and women. We would, therefore, ask you to
send us the samples and details of prices and payment.
d. We have received and should thank you for your letter dated 1 st
December, ... asking about our Lao Cai apatite, Hoang Thach
cement, kitchen utensils, rattan chairs and woollen carpets of
assorted types.
e. We would like to buy 10 pumps model X30 and 10 K25. Would
you be willing to offer us a 5% discount on such quantities?
f. We want the goods to be delivered as soon as possible but not
later than 1st December, ...
g. We would be grateful if you could deliver half of the quantity
immediately; the remaining of the order will be despatched to us
weeks thereafter.
3.5.4
A. Dear Sirs
We are under good impression of your range of sewing machines for
industrial purposes displayed on your stand at Quang Trung Trade
Fair last week.
We are a Ho Chi Minh City-based company specializing in the
manufacture of ready-made garments for export. Currently, we are
thinking of improving our production efficiency and competitive power
and therefore we are proposing a heavier investment in machinery.
We would be grateful if you could supply us with more detailed
information of (about) your products. We are particularly interested in
the technical data, warranty terms and would like to see the machines
in operation.
If your prices are reasonable and your terms favourable, we shall
place a trial order for 100 items (ref….)
We look forward to hearing from you.
Yours faithfully
 (signed)
Nguyen Quang
Import Manager
B. Dear Mr. ___
We are a trading company in Vietnam, dealing in a wide range of
consumer goods, including motorcycles.
We saw your advertisement for your 100-cc YMH motorcycles in the
Vietnam News of 15 February, 2007 and it created a good impression
on us. Your “Mio” looks compact, stylish and more importantly, it is
moderately priced and we think that its price is suitable for the
majority of consumers in Vietnam, earning moderate incomes. In
addition, the fact that the “Mio” is supplied in a wide range of colours,
with anti-theft equipment being incorporated scores a good point.
We urgently need your catalogues, price lists, details of discounts,
etc. Please let us have some specific information concerning your
capability of supplying spare parts, with your warranty arrangements.
Hopefully, we can place an initial order with you and this will mark the
beginning of good and happy business relations with you in the
forthcoming years.
We look forward to your early reply.
Yours sincerely
C. Dear Mr. …
We are a regular buyer of ink for photocopiers and presently we are
looking for a reliable supplier who is capable of supplying us with the
goods at more competitive prices than those in the market and who
can meet bulky orders.
Mr. Sakayo of Fareastern Trading Co., one of our business partners,
informed us that you were the supplier we were looking for.
Therefore, we are writing to ask you to send us your quotation. The
prices should be taken as C.I.F Ho Chi Minh City, packing included. We
would also be obliged if you could supply us with your samples.
We have an intention of placing regular, substantial orders with you in
the forthcoming years as long as your prices and terms are favourable
and on the basis of mutual benefits. Customer’s satisfaction is our
motto (guideline/working principle) and no doubt it will bring about
our success.
We look forward to your early reply and best wishes for the New Year
Yours sincerely
CHAPTER 4: REPLIES TO ENQUIRIES & QUOTATIONS
4.3.1
enquiry / quoted / mix
4.3.2
sight draft / review / (trading) association / quoting/ to find a ready
sale; to reach an agreement
4.5.2
a. Delivery is to be effected within one month from receipt of your
order
b. Our fine art products and handicrafts sell very well in America and
Japan – the markets with most fastidious / demanding /
connoisseur customers.
c. We can deliver immediately the items in standard designs,
colours, but the delivery of the items made specifically to your
requirements can be made within 3 months upon receipt of your
order.
d. We are sorry to advise you that we are not in the position to
supply you with the goods in question immediately as the
demand in domestic market is so high that we cannot meet.
e. We usually deal on payment by L/C at sight with new customers.
However we are willing to reconsider this once we have
established a firm business association.
f. We are sorry that we discontinued producing the goods you
enquire about several years ago. However, we are in the position
to offer you similar items at the price of GBP 500 per metric ton,
CIF Liverpool.
g. We have sent to you, by parcel post, a range of samples of our
carpets made from different materials, including synthetic fibres
of various artistic themes.
h. We (have grounds to) believe you will agree that our products are
of high artistic value. At the prices offered they undoubtedly
represent the value for money.
i. We are sorry to inform you that we are out of stock of the goods
you asked for, but we are in the position to offer you our “Blue
Dragon” cement with the same quality and at the same price.
This cement is selling very well and has received an enthusiastic
welcome from our customers.
j. We regret to inform you that we do not handle business directly
with consumers. However, we recommend a company whose
name is Leading Brands Co., …at … They are our authorized
dealers (agents) and will contact you directly in a few days
4.5.4
A. Dear Mr. Mitchell
We are writing to thank you for your interest shown in your enquiry of
1 September, 20 ... in our products for retailing in yours chain stores
in France.
In reply to your request for a 20% trade discount, we regret that we
cannot offer more than 15%. However, we do give a 5% quantity
discount on orders of over USD 10,000. We are confident that you will
find our terms highly competitive.
We also confirm that we can deliver the goods within 2 months as you
require, but wish to emphasize that payment will have to be made by
sight draft until we have established a firm business relationship.
We look forward to your early order, which will surely receive our best
attention.
Yours sincerely
Nguyen Quang
Sales Manager
B. Dear Mr. ...
We are writing to thank you for your letter of 1 st September, 20...
enquiring about our fine arts and handicrafts. We are glad to know
about your intention of opening a big store retailing Vietnamese
handicrafts. We also consider your specific requirements concerning
designs, decorative patterns (vignettes) and your proposal for a
meeting in order to establish a long-lasting business association
(relation, co-operation) with us.
With regard to your requirements, we can say that we shall not have
much difficulty in meeting them. However, we need more time for
research and our handicraftsmen need time to adapt to new
production techniques and procedures. Furthermore, as the products
will be manufactured to your specific requirements, the benefits do
not seem to be persuasively corresponding to our efforts. The goods
will be sold to you only and we shall become dependent on a
customer – a fact that hardly would anyone want to accept.
On the other hand, we do not want to let slip an opportunity of
working with such a reputable company as you. Therefore, we commit
to meeting your requirements, but we are regretfully forced by the
additional costs to raise the overall prices by 50 %.
We are sending you a collection of photos of our newly designed
products for 20… and a price list. We have good grounds to believe
that these products will sell very well in your markets, as they do in
the States – a market with fastidious (discriminating/connoisseur/
demanding) customers. Our first quarter’s sales in this market have
shown a twofold increase in comparison with the same period last
year. We have also received so many orders from new customers
from Germany and Russia recently.
We hope that we have given you a full picture of the situation and
wish to hear from you soon.
Yours sincerely
Enc. Photo albums
C. Dear Mr. A. Murdoch
We are writing to thank you for your interest in our frozen marine
products shown in your email of 1st September, 20 ---.
You are right when you think that our products are on offer at lower
prices than those from Malaysia and the quality is, without doubt, the
same. As far as the quality is concerned, you may rest assured that
you do not need to worry and we can offer you our trade reference if
you think it necessary. Our list of customers now include giant
importers of the goods in question in France and Russia. To support
our claim that we are one of the leading and well-established
businesses in this field, we enclose some documents describing our
production scales and activities for your reference.
We, on our part, shall take pride in doing business with such a
reputable company as you and hopefully we will soon set up a good
working relation with you. Enclosed please find our price list and we
are confident that nowhere could you find lower prices.
We look forward to your reply.
Yours sincerely
(signed)
Nguyen Nam
Sales Manager
D. Dear Mrs. Gate
We are writing to thank you for your letter dated 1 September, 20… in
which you said you were interested in purchasing our garments made
of pure cotton.
However, we regret to inform you that we are now incapable of
submitting an offer of the commodity to you. This is due to the rising
costs of materials, thus increasing the retailing prices and lowering
purchasing power. Pure cotton items are suitable for the up-market
customers only.
Our market research shows that synthetic materials are in fashion
now and this is what we are offering to customers world-wide. They
are more durable and allow a considerable diversity in designs in
comparison with cotton.
We hope our arguments will convince you of the value of garments
made from synthetic fibres. We enclose our price list, (and a card of a
company called Vietgarments are enclosed in case you set yourself to
pure cotton)
Do not hesitate to contact us if you have any further requirements.
Yours sincerely
(Signed)
Enc. Price-list
CHAPTER 5: OFFERS
5.4.1 Example 1: customary / irrevocable / in our favour / at sight

Example 2: as per / specified / lot / transhipment

5.6.2

1. In reply to your enquiry about tinned ground nuts, pineapples

and cucumbers dated May 20, 20_, we are glad to offer you
these three articles on advantageous terms and conditions as
follows:
2. We are pleased to receive your enquiry of … asking about our
linseed oil and pine oil (abietin oil) and as requested, we are
sending samples to you by [separate/parcel] post.
3. We regret we cannot offer you any quantity discount on/for such
a small quantity. If you raise the quantity to 30 machines, we
are prepared to grant you a 2.5% discount.
4. We are happy to learn of your interest in our fancy rush mats
expressed in your letter of 20th June, … We, hereby, offer you
the goods on the terms and conditions, subject to our final
confirmation on [upon] receipt of your order, as follows:
5. (We require that) 20 mats are to be packed one bale and
wrapped in strong rush matting and steel-hooped. (with iron
hoops)
6. We look forward to receiving your orders which, we guarantee,
will receive our best attention. (We look forward to receiving
your early order and we offer you our guarantee that any orders
from you will be carefully attended to)
7. We regret to let you know that the items you are interested in,
namely shopping bags and fruit trays have been sold out.
Fortunately we are in a position to offer you similar items, made
of well-selected bamboo (materials). You can see, from the
enclosed photo collection, that the items marked X202 and X
203 are much more beautiful than those commonly found on the
present market.
8. We can deliver promptly standardized items. As for the products
made according to your specific requirements concerning
designs and colours etc, the order lead time will be 3 months.
9. We are happy to offer you our shoes for women, cat. No. 305,
which is more fashionable at the same price.
10. The goods on offer are superior to those of the same type in
durability and simplicity in operation and maintenance.
11. This quality is achieved thanks to the fabulous combination of
the high quality of materials and superb workmanship.
 12. We are pleased if you let us make arrangements for our
representative in the Pacific Asian region to visit you with a
selection of samples.
13. With regard to your query about our F.O.B price, you were right
when you maintained that, in your case, the price should have
been understood as F.O.B Newcastle. We mentioned F.O.B
Liverpool because 80% our exports leave from Liverpool.
14. The collection and packing of the goods will take approximately
3 weeks from receipt of your order.
15. These items are unexpectedly selling well because of their
dominant quality by (in) comparison with other products of the
same type because they are uniquely featured with our
Vietnamese cultural traditions

5.6.4
A.
Dear Mr. Cliffs
We acknowledge receipt of your enquiry dated 16th May, 20 __ asking
for our table tennis bats ref. no. VS44TD and badminton bats ref. no.
VB 50MT. We are pleased to offer you, firm until 29th May, our
badminton bats reference no. VB 50MT on the terms and conditions
as follows:
1. Commodity: badminton bats ref. no. VB 50MT
2. Quality/specifications: as per our catalogue No. 12/05 VS
3. Quantity: as per your specific requirements.
4. Price: US$ 2 per pair, FOB Hai Phong, packing included.
5. Payment: by irrevocable letter of credit at sight to be opened
through Royal Bank, Ontario, to the a/c of the Bank for Foreign
Trade of Vietnam, in our favour, 7 days before shipment date and
valid for 45 working days.
6. Packing: in customary export packing.
7. Delivery: in July, 20 __.
As for table tennis bats VS44TD, we regret to inform you that stock of
this has been sold out and there will be 2 months before they are on
offer again. Fortunately, we are now able to offer you our table tennis
bats VS45MH with the same high quality at the price of US$8. The
terms and conditions are basically the same as those stated in this
offer.
We look forward to your early order, which will receive our best
attention.
Yours sincerely
B. Dear Mr. Jonathan
We thank you for you enquiry of 1st March, 20__asking for our bed
sheets, made of plain and embroidered materials featuring
Vietnamese folk traditions as bamboo ramparts, buffalo fighting, etc.
We have much pleasure in enclosing our offer No. 09/06-AS for the
commodities in question and we would wish to say that you made a
right decision to choose our products. Our embroideries are among
the best of this type and our craftsmen have many times won glorious
international prizes in exhibitions held in Japan and other countries.
The materials are sweat absorbent, embroidered with imported thread
which does not easily discolour.
As you can see in the enclosed offer, our products are economically
priced and the prices include packing charges and transportation to
main American sea ports. We are willing to give you a 3% discount for
orders of US$100,000 or up, and an additional allowance of 3 % for
payment within 7 working days. Please find enclosed herewith our
photo collection representing our best-selling designs for your
convenience.
We look forward to receiving your early order.
Yours sincerely
(Signed)
Nguyen Thao
Enc: offer 09/ 06-AS; Photo collection
C. Dear Mr. Jonathan
We acknowledge with thanks your inquiry about our ranges of
bamboo and rattan wares made for exports and we have pleasure in
enclosing our offer number HM 564 for the commodities you are
interested in.
We are confident you will agree that our products are valuable and we
can proudly recommend them as our Vietnamese traditional export
prides, which are worldly renowned. They are made from very
carefully selected materials, thus durable for at least 15 years.
May we draw your special attention to the items with reference
numbers GM 05-GM 11 and BM02-BM8 featured on pp 3-7 and 9-11?
Their designs, colours were made to our French and Dutch customers’
specific requirements. The fact that we have received so many repeat
orders from those customers is an evidence of the widespread
popularity of our products world-wide.
Please also note that the prices quoted are for complete sets. We can
also meet orders for individual items. For items made according to
your specific requirements, the order lead time will be 30 days.
Yours sincerely
(signed)
Nguyen Thao
D. Dear Mr. __
We were pleased to receive your enquiry of 1st March, 20 __ asking
about our cashew nuts grades A1 and A2 for export. We, therefore,
offer them to you on the terms and conditions as follows:
1. Commodity: cashew nuts
2. Quality: grade A1, of Vietnamese origin, in conformity with our
national standard number TCVN 0231, of 2005’s crop; foreign
matters 0.2 % max; moisture 10% max, broken nuts 0.2 % max.
3. Quantity: 20 MT
4. Price: US$ 1,000 per MT, CIF London packing excluded.
5. Payment: by a 100% irrevocable L/C at sight opened through
London Commercial Bank, valid for 60 days, to the a/c of
Eximbank Ho Chi Minh City branch in Seller’s favour, which
mentions ‘partial shipment and transhipment allowed ’
6. Delivery: in two lots; the first (10 MT) is to be effected in
November, 20 __ and the second (10MT) in December, 20__.
7. Packing and Marking: The goods will be packed in double bags
with the inner bags being polyethylene bags of 50 kg net each
and the outer being jute bags, suitable for sea freight. We shall
supply 200 spare empty bags. The marking is to be advised
accordingly by you.
As for cashew nuts grade A2, we regret to inform you that we are out
of stock. However, we can supply you with our grade A3 with similar
quality and at lower prices.
We have good reasons to believe that you will find our terms and
conditions highly competitive and this will provide enough persuasion
for you to place orders with us. Any orders from you will receive our
best attention because we always want to be of efficient services to
you.
Yours sincerely
E. Dear Mr. __
We thank you for your reply, dated 25 August, 20__, to our offer for
our leather products such as wallets, handbags, mittens and gloves.
The catalogues for these items were sent to you on 15 August, 20__.
We feel much encouraged by your comments on our leather wares.
Certainly, we commit to supplying commodities of good quality,
attractive designs. Selling prospects of those products are promising
in the British market.
With regard to your proposal that the discount should be increased to
10% on orders of £ 20,000 instead of 6% (as stated in our offer), we
would like to explain that the offered prices leave us with a minimum
profit margin. The high quality of the materials imported from abroad
for the manufacture of our products is also an element that attributes
to the relatively high prices. Taking into account every aspect of the
matter, we at first felt that it was not easy to accept your proposed
rate, but, on the other hand, did not want to let opportunities to
cooperate with such a reputable company as yours slip.
Under such circumstances, we decide to raise the discount to 8%
provided your order is for £ 30,000 or up and we require payment at
30 days instead of 60 days as proposed by you. We hope that you will
find our concession really an act of willingness.
Our new proposal remains open for your acceptance in 20 days and
we look forward to hearing from you soon.
Yours sincerely
CHAPTER 6: ORDERS AND THEIR FULFILMENTS
Sample order 1: Marine / irrevocable / partial / be effected
Sample letter 14: completed / forward / as per / with the exception
of / sails for
Sample letter 20: concerning / cancel / fulfil /confident / assembled
6.9.1
1. We thank you for your offer number PX-2006 of sanitary and
bathroom equipment made from porcelain (china) and ceramic
and we have pleasure in enclosing our order number LA/ 02 for
some of the items on the conditions and terms as follows:
2. We are writing to thank you for your offer of OF/221 and we are
pleased to enclose our order number OD/235/Qh for a number
of household electronic appliances and industrial electronic
equipment.
3. We would be pleased if you could accept and execute promptly
our enclosed order DH-2006 for fancy rush mats as illustrated in
your latest catalogue number CT/06.
4. We thank you for your catalogue, price list and offer no. 72 but
we regret to say that your prices are slightly higher than those
of other manufacturers.
5. Would you please fax your acceptance of this order before 25
May 20__ so that we can make necessary arrangements in case
of your non-acceptance.
6. Having considered your offer of your cashew nuts, we find your
terms and conditions satisfactory. Please find enclosed our
order for 40 metric tons, grades A1 and A 2. Our terms and
conditions are clearly stated in this order.
7. Kindly arrange to have the consignment shipped to us. We are,
by the way, sending you our detailed instructions concerning
packing and marking for your attention.
8. We agree to effect payment by D/P but we would like you to
review this once we have established a happy business relation
and we shall allow us to make payments on D/A basis.
9. If the goods we require are not available, please do not send
substitutes in their place.
10. We submit this order on a clear understanding that the goods
must be delivered exactly within a specified period of time and
we reserve the right to reject delivery after 15 June, 20__
11. Please send your draft and relevant documents for this
consignment to Northminster Bank, London.
12. Our customer urgently needs 15 CM-55A cutting machines. We,
therefore, require you to send them to us immediately.
13. We need three sets of technical documents and specific
instructions concerning assembly, installation and maintenance
 of the machines in question. One set is to be sent to us early so
that we can translate it into Vietnamese for domestic
customers, the remaining two will be sent with the goods.
14. The machines are to be under warranty within 12 months from
dispatch or 6 months from the commencement of use.
15. The goods are required to be insured under marine all risks
terms. The insurance must be taken out with a reputable
Vietnamese insurance company or a foreign company.
16. We would be grateful if you could arrange for the rice to be
shipped to us within the next 6 weeks. We look forward to
receiving your sales confirmation.
17. We wish to say that this is our first order with you and if
everything is done to our expectations, we shall place bigger,
regular orders with you.
18. We have today received the consignment of components for
colour television supplied to our order number LK /002 and we
wish to express our thanks for the care and promptness with
which you have treated treat our order. Enclosed you will find
another order for 500 sets and we hope it will be executed at
peak of efficiency.
19. We thank you for your order for diesel engines manufactured by
us.
20. We have grounds for believing that the high quality goods will
sell very well and we hope to receive further orders from you.
21. We acknowledge receipt of and thank you for your order
OD/01/06 for our handicrafts and we will let you know of our
decision in a day or so.
22. We inform you that thev120 generators Yanmar-CD supplied to
your order OD/02-04 have been shipped on board of the M/V
Maru Nippon, which is scheduled to sail from Osaka on 15 th May.
23. We have received and thank you for your order number QH /
008. However, we regret that we cannot meet your present
requirement and this is due to the heavy home demand for the
commodity that we are obliged to satisfy.
24. We wish to notify you that the goods supplied to your order
number PH-02/06 are now ready to be despatched next week.
Therefore, we should ask you to open a credit with the terms
and condition previously agreed upon.
25. We have now in possession of the documents for the
consignment of household electronic equipment supplied to
your order number OD/1534. These documents will be
submitted to you via Vietcombank, Ho Chi Minh City upon
payment of our sight draft number BE 0345613.
26. We hope that you will be satisfied with the goods in general and
with our care and promptness in the execution of your order in
particular.
 27. We hope that this delay will not cause you any serious
inconvenience and that you will still give us your customs
(patronage)
28. Hopefully you will appreciate that this unlucky circumstance is
beyond our control and we cannot do anything else.
29. We hope you will agree that the goods meet your expectations
in all aspects and that you will continue to give us more
opportunities to be of service to you.
30. We hope that our perfect execution of this order will lead to our
increasingly happy business co-operation and mark the
beginning of a long-lasting relation.

6.9.2
A. Dear Mr …
The first shipment of your multi-purpose tractors CT- 860 was sold
within a week of its arrival. We are enclosing another firm order on
the terms and conditions as follows:
1. Commodity: multi-purpose tractors CT-860.
2. Quantity: 30 units.
3. Specifications/ Descriptions: as per your catalogue number 4/48
and your technical documents enclosed with your offer number 4756
of the 2nd March, 20 …
4. Price: unit price USD 2,200; total value USD 66,000, C.I.F Ho Chi
Minh City, packing included.
5. Delivery: in two lots. The first lot of 10 units shall be delivered in
August, 20… and the second lot of 20 units shall be delivered in
December, 20 …
6. Packing: in customary export packing suitable for sea voyages.
7. Marking: the containers are to be marked on consecutive sides
with letter height not shorter than 10 cm as follows:
 Order number: TD44/50
 Consignor: Machinex Co., Ltd
 Consignee: Machinoimport-Export Hanoi
 Case number: 1 and up
 Net weight:
 Gross weight:
 Measurement:
8. Payment: in United States’ dollar by a 100% irrevocable L/C
opened with the Bank for Foreign Trade of Vietnam to the account of
 Tokyo Commercial Bank in seller’s account 15 days prior to the first
shipment which mentions ‘partial shipment allowed’
9. Documents required for payment :
 Commercial invoice in triplicate
 Original B/L (01original)
 Packing sheet in triplicate
 Certificate of quality (01original)
 Certificate of insurance (01 original)
10. Technical documents: two sets of technical documents along with
two sets of instructions for assembly, operations and maintenance
shall be incorporated with the goods. One complete set of the said
documents will be airmailed to the buyer not later than 10 August,
20__
11. Warranty: the machines are required to be under warranty within
12 months after despatch or 6 months after the commencement of
operation. This warranty does not apply to damage caused by users’
carelessness.
We look forward to your sales confirmation.
Yours faithfully
B.
Dear Mr. __
Re: order number TD 4284
As it was stated in the above mentioned order, we shall have to
deliver 50 metric tons of black sesame and 50 metric tons of yellow
sesame in the forthcoming October.
We are, however, sorry to inform you that we cannot meet the
delivery dates agreed upon. As you know, the climatic conditions in
Vietnam at the beginning of the year were unusually unfavourable for
agricultural production. Cold spells spread to March and then drought
reigned for several months.
In spite of our special efforts in the collecting of the commodity all
over the country, we are now still unable to ship the sufficient
quantity to you on schedule. We hope that we shall be able to do this
by mid-November. We should, therefore, ask you to extend the
validity of your L/C number HH4523146 opened on 20 September,
20__ to the end of November, 20 __
We sincerely beg your sympathy and hope this delay will not cause
you any serious inconvenience.
We look forward to your reply
Yours sincerely
6.9.4 _B
WORLDWIDE DEALERS LTD
Harbour View House, 45 Ton Duc Thang Street, Ho Chi Minh City,
Vietnam
Tel: ----Telex: -- Fax: Website : ------Email: -----
25th October, 2004

Mr Andy Moors Your ref:

Vs/2004
The Sales Manager Our ref:
WWD/tl
Victoria Cycle Works
P.O. Box 9271
Melbourne
Australia

Dear Mr Moors

(Your offer VS/2004)

We are writing to thank you for your above-mentioned offer of
bicycles which we received yesterday. Having put your proposals into
careful consideration, we decide to give you a trial order on the terms
and conditions that follow, with the hope that yourcareful and prompt
execution of this will lead to further transactions in the coming years.
1. Commodity: men's and women's Champion 303 bicycles.
2. Specifications: as per your catalogue number WCW/100; the
bicycles are illustrated on pp 202 and 203.
3. Quantity: 300 men's and 700 women's bicycles.
4. Price: US$ 280 per unit (men's); US$ 250 per unit (women's). The
prices are taken as C.I.F Ho Chi Minh City, export packing included.
Total: US$ 259,000 (say United States' dollar two hundred and eighty-
nine thousand only).
5. Payment: In the United States' dollar by an irrevocable letter of
credit established with Eximbank, Ho Chi Minh City branch to the
account of Melbourne Commercial Bank, 15 days prior to shipment
date in your favour for the whole value of the good to be shipped. This
credit is payable at sight from B/L date against your presentation of
the following documents: clean shipped on board B/L (01 original);
commercial invoice in triplicate; certificate of insurance in duplicate;
works' test certificate (02 copies).
6. Delivery: The goods are to be delivered in one lot during
February, 2002.
7. Remarks: Since we require the goods for onward shipment to
Singapore and some ports in China, we should ask you to pack the
goods in seaworthy containers. Each bicycle is wrapped in plastic
sheeting and packed in a corrugated cardboard box; 25 boxes are
banded together. A container holds 250 units and the whole cargo
would therefore comprise 4 containers, each weighing 8 metric tons.
We also want to stress the importance of the time of delivery and we
reserve the right to reject delivery after 20th December, 2004.
We very much look forward to your sales confirmation by cable and
such confirmation should reach us not later than 15 th November, 2004.
Yours sincerely

(For Worldwide Dealers Ltd.)

(Signed)
Import Manager
C.
THIEN NAM ELEVATOR CO., LTD
897 Dien Bien Phu Street, District 10, Ho Chi Minh City
Vietnam
Telephone: 84-8-8 354 371
4 th March, 20—
Your ref: TD/tl
Our ref:
QV/mt

Mr. R. Lee
Export Manager
Otis-Lilimas Elevator Joint-Venture
1240 Royal Street
Hong Kong HK-NW 002

Dear Mr. Lee

We are writing to thank you for your offer number 2431, dated 15 th
February, 20__ offering us your elevators model MD 2744 035 and
escalators model MD 7723541. We have much pleasure in placing our
order No. 2417/NK on the terms and conditions as follows:
1. Commodity: Otis elevator model MD 2744 035 (900kg/ 12
persons).
2. Quality/Specifications: as per your catalogue number CT/2006 and
specifications attached to your offer number 2431.
3. Quantity: 2 (two) units, spare parts included.
4. Price: unit price: USD 134,000; total value USD 268,000 (say United
States’ dollar two hundred and sixty-eight thousand only). The price is
taken as C.I.F Ho Chi Minh City, export packing included.
5. Payment: by irrevocable L/C at 30 days’ sight to be established
through the Bank for Foreign Trade of Vietnam, to the account of
Hong Kong Commercial Bank (HCB) in your favour. The L/C is to be
opened 7 working days prior to shipment date, valid for 90 days for
the full value of the goods intended for shipment.
Documents required for payment include:
- Clean, shipped on board B/L in triplicate
- Commercial invoice in duplicate.
- Insurance certificate and policy.
- Certificate of quality and works’ test certificate.
6. Delivery: in one lot, not later than 15 th May, 20__. Port of discharge:
Tan Thuan Port, Ho Chi Minh City
7. Packing: in two 40-feet containers.
8. Insurance: insurance to be effected with a first class insurance
company under Marine All Risks from warehouse Singapore to
warehouse Vietnam.
9. Guaranty: please note that we require the goods to be under
guaranty for 36 months from despatch, not 30 months as stated in
your offers.
As for your escalators model MD 7723541, we regret that presently
we have no requirements. However, we are looking into the possibility
of purchasing two escalators model MD 772-3542, for delivery in June,
20__. We, therefore, request you to supply us with your offer and to
state the concessions you are likely give. Also note that the
construction industry in Vietnam now has good prospects and there is
an apparent, great demand for your products and we are very likely to
become regular importers of the commodities.
We are convinced that you will agree to the terms and conditions
specified in our enclosed order as they are basically the same as your
terms and conditions stated in your offer. We expect that your perfect
execution of our initial offer will surely lead to the increased business
volume between us.
We look forward to your early sales confirmation, which should reach
us not later than 28th March, 20—

Yours sincerely
(Signed)
To Quang Vinh
Sales Manager
D.
6th March, 20___

Mr. James Miller

Sales Manager
Newtrend Trading Co., Ltd.
Nesson House; Newell Street
Birmingham B3 3EL
England

Dear Mr. Miller

We are happy to inform you that the consignment of 15,000 pairs of

sports shoes supplied to your order number NT/006/FEB of 1/2/20__
have been readily packed to be shipped to you by the M/V Hau Giang
of the Mekong Shipping Co., which is scheduled to sail from Saigon
Port for Osaka on 15 April, 20 __.

We accordingly ask you to open an L/C with the details as previously

agreed upon with the Royal Bank of Osaka to our account at A&Z
Bank, Ho Chi Minh City branch. The documents, together with our
time draft for your acceptance, shall be rendered to you via the Royal
Bank of Osaka.

Yours sincerely
(Signed)

Nguyen Quang
Director