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Curriculum Vitae & The letter of application. – Біографія і супровідний лист.
1.The success of your job seeking depends on the way you make up your Curriculum Vitae.
Curriculum Vitae is:
short information about your life (biography);
short information about your education;
information about your professional skills.
стисла інформація про Ваше життя (біографія);
стисла інформація про Вашу освіту;
інформація про Ваші професійні вміння.
1.The Curriculum Vitae (CV) and the letter of application are very important as they often provide the first direct contact between a candidate and an employer. If these documents are not well written and presented, it will make a poor impression.
1.Життєпис і супровідний лист - це дуже важливі документи, оскільки вони часто забезпечують перший прямий контакт між кандидатом і працедавцем. Якщо ці документи не добре написані і представлені, це справить бідне враження.
As a rule the CV includes such piece of information:
1.Personal information: surname, name and patronymic, address, phone number, birthday and age, marital status (dependents), nationality.
Як правило CV включає таку частину інформації:
1.Особиста інформація: прізвисько, ім'я і по батькові, адреса, телефонний номер, день народження і вік, шлюбний статус (утриманці), громадянство.
2.The aim of job seeking (briefly).
2.Мета пошуку роботи (стисло).
3.Information about education (chronologically): names of schools, year graduated, course taken or degree.
3.Інформація про освіту (хронологічно): назви шкіл, рік закінчення, курс отриманий або ступінь.
4.Information about additional education (chronologically): names of courses, dates of attendance, qualification.
4.Інформація про додаткову освіту (хронологічно): назви курсів, дати відвідування, кваліфікації.
5.Information about your practical skills: knowledge of foreign languages, driving, PC literacy.
5.Інформація про вашу практичні вміння: знання іноземних мов, управління авто, навички опрацювання з персональним комп’ютером.
6.Information about experience (chronologically): names of companies, companies’ addresses, type of industry, dates of work, position held, responsibilities.
6. Інформація про досвід (хронологічно): назви компаній, адреси компаній, вид індустрії, дата роботи, утримувана посада, обов’язки.
7.Information about personal interests and hobbies.
7. Інформація про зацікавленості і хобі.
8.References may be represented as additional information about your personality upon request.
8.Рекомендаційний лист може бути представлено як додаткова інформація про вашу особу на запит.
The letter of application normally contains four paragraphs in which you should:
Супровідний лист звичайно містить чотири параграфи в яких ви повинні:
1.Confirm that you wish to apply and say where you learned about the job.
1.Підтвердити своє прохання і сказати, де ви дізналися про роботу.
2.Say why you are interested in the position and relate your interests to those of the company.
2.Повідомити чому ви зацікавлені в посаді і розповісти про вашу зацікавленість компанією.
3.Show that you can contribute to the job by highlighting your most relevant skills and experience.
3.Переконати, що ви можете сприяти роботі за допомогою вашої найдоречнішої кваліфікації і досвіду.
4.Indicate your willingness to attend an interview (and possibly say when you would be free to attend).
4.Вкажіть про вашу готовність дати інтерв'ю (і можливо сказати, коли ви будете вільні для відвідування).
Read carefully the information below.
A Curriculum Vitae (CV) or resume is a summary of your career history, the skills and experience you have gained during the course of it.
A good CV, resume should:
1.Attract attention.
2.Create a positive impression.
3.Present your skills and qualities clearly and concisely.
The purpose of the CV, resume is to tell the employer why you should be hired. Consider it as your personal marketing instrument. A good CV, resume will help you to open the door to a job interview.
There are two kinds of CV, resume: employment and academic. The employment CV, resume is typically shorter. Academic interview generally includes several additional sections such as:
1.Conferences, seminars attended.
2.Papers given.
3.Publications.
4.Professional affiliations.
The academic CV, resume is used when applying to research bodies, international or educational organizations, etc.
The CV, resume, as a standard summary of information, may be photocopied and sent off to many employers, changing sections of the content according to the different needs of the organizations contacted.
CV, resume writing tips
As you write your resume, keep in mind the following:
1.Use concise language.
2.Minimize or omit everything which is irrelevant.
3.Select and order the major categories so that the most relevant information is placed near the top of your CV, resume where it will receive the majority of the reader’s attention.
4.Your CV, resume must be free of typographical and grammatical errors.
5.Have your CV, resume critiqued by experienced person.
6.Print your CV, resume on white paper.
Sample of Curriculum Vitae
Name: Maria Ivanova
Address: ul. Tverskaya, 55/134
Moscow
Telephone: Home: (095) 292 52 22
Education & Training
December 1991 – April 1994 Moscow State Linguistic University, Department of English
Lexicology.
Qualifications: Linguistic Researcher; PhD diploma was obtained
in April 1994.
September 1981 – June 1986 Moscow State Linguistic University, Department of German Languages.
Qualifications: Higher education diploma: Teacher of English and German.
April 1997 Computer training courses in Xylos
(Microsoft Authorised Training Centre in Moscow).
Employement
July 1996 to present Price Water House Translating & Interpreting Department.
Position: Translator from / to English and German.
Responsibilities: Interpreting, audit documents translation from / to English
and German.
August 1995 – July 1996 British Petroleum.
Position Translator and Administrative Assistant.
Responsibilities: Translating from / to English,
administrative duties performance.
August 1994 – August 1995 Norton Rose.
Position: Translator and interpreter.
Responsibilities: Translation from / to English and German
(commercial contracts, legal documents, etc.)
August 1986 – August 1994 English language teaching at the Department
of English Lexicology of the Moscow State
Linguistic University.
Position: Tutor of English.
Responsibilities: Practical English and Grammar for third year students, Stylistics.
1986 up to present Free – lance interpreter and translator
at the Chamber of Commerce and Industry.
Skills Good typing skills, strong organizational skills, ability to work under pressure, customer – oriented, good time management.
Computer literacy Word Perfect, MS Word for Windows, Lotus Ami – Pro 3.1.,
Lotus 1 – 2 – 3, e – mail, Internet user.
Languages Native Russian, professional level of English and German.
Interests
Social / Cultural Traveling, classical literature, world history, jazz music.
Sporting Swimming, skiing.
Countries visited UK, USA, Spain, Japan, Australia, and New Zealand.
References are available upon request.
2.Cliché & Expressions to the letter of application.
- With reference to your advertisement in "Kiev Post" of Tuesday, January 10, I would like to apply for the position of... in your company.
- Посилаючись на оголошення до «Києва – Пост» від 10 січня, вівторок, я хотів би претендувати на посаду... у вашій фірмі.
- I recently heard from ... that there is a vacancy in your sales department.
- Я нещодавно почув від . про вакансію у вашому торговельному відділі.
- I am used to working on my own.
- Я звик працювати самостійно.
- I appreciate the opportunity to work on my own initiative and to take on a certain amount of responsibility.
- Я високо ціную можливість працювати з належною мірою відповідальності, проявляючи власну ініціативу.
- During training for my present job I took courses in marketing.
- Під час навчання для отримання посади, яку я займаю зараз, я закінчив курси маркетингу.
- Since my present position offers little prospect for advancement, I would prefer to be employed in an expanding organization such as yours.
- Оскільки моя справжня посада не дає мені великих можливостей для просування, я хотів би працювати в такій перспективній організації, як Ваша.
- I am at present earning ... per month.
- В даний час я одержую ... в місяць.
- Thank you for offering me the post/position of...
- Дякую Вам за те, що Ви запропонували мені посаду.
- I have pleasure in accepting this position.
- Із задоволенням приймаю цю посаду.
- I am looking forward to commencing work on September 1.
- З нетерпінням чекаю початку роботи 1вересня.
Written refusal of the offered work
Письмова відмова від запропонованої роботи
- I regret to inform you that I am unable to accept the position, since I have received another, more attractive one.
- З жалем повідомляю Вас, що не можу посісти цю посаду, оскільки отримав іншу, привабливішу пропозицію.
- I feel that my experience in this field would not be used to its full capacity in above position. Therefore I have to decline.
- Спадає на думку, що мій досвід роботи в цій області не буде використаний повною мірою, тому вимушений відхилити пропозицію.
3. Exercises.
The nouns in the two boxes below can be combined with the help of a hyphen (-). Match one noun from each box to form a compound noun.
Fiona Scott decides to apply for the job at Patagonia. Study her CV carefully to see how she has presented the information about herself. Where do you think each of the following headings should be placed?
Personal Details 1
Fiona Scott
52 Hanover Street
Edinburgh EH2 5lm
Scotland
Phone: 0131 449 0237
E – mail: fiona.scott@caledonia.net
______________ 2
1991 – 1992 London Chamber of Commerce and Industry
Diploma in Public Relations
1988 – 1991 University of London
BA (Honours) in Journalism and Media Studies (Class II)
1981 – 1988 Broadfield School, Brighton
Levels in German (A), English (B), History (B) and Geography (C)
______________ 3
1995 – present Public Relations Officer, Scottish Nature Trust
Responsible for researching and writing articles on all aspects of the Trust’s activities and ensuring their distribution to the press
Editor of the Trust’s monthly journal
In charge of relations with European environmental agencies
1992 – 1995 Press Officer, Highlands Tourist Board
Preparation of promotional materials and brochures
Co – ordination of media coverage
Summers of
1990 and 1991 The Glasgow Tribune newspaper
Two three – month training periods as assistant to the Sports Editor
Arranging and conducting interviews
Preparation of articles covering local community sports events
______________ 4
IT Office 2000 and Windows NT, Excel, Internet, PowerPoint
Languages Fluent German and proficient in French
Additional Driving license (car and motorcycle)
______________ 5
Cross – country skiing, rock climbing and swimming
Ski Instructor (grade II)
Secretary of the local branch of ‘Action’, an association organizing sports
Activities for disabled children
______________ 6
Geoffrey Williams Brenda Denholm
Professor of Journalism Sports Editor
University of London The Glasgow Tribune
Below you will find details from Fiona Scott’s letter of application. Look at the outline of the letter on the left and indicate where the information below should go.
Do you think that Fiona has a chance of getting the job? What are her strengths and weaknesses?
4.Write your own Curriculum Vitae and the letter of application.
Business Letter Structure. – Структура ділового листа.
With intensive development of entrepreneurial activity and creation of joint ventures lately the number of external economic and scientifically – technical communications with the firms of foreign countries grows. Any form of business collaboration assumes a permanent exchange by information. Correspondence remains the most accessible and reliable means of communication. Correspondence with a business partner is important part of any business.
З інтенсивним розвитком підприємницької діяльності і створенням спільних підприємств останнім часом росте число зовнішньоекономічних і науково – технічних зв'язків з фірмами зарубіжних країн. Будь-яка форма ділової співпраці припускає постійний обмін інформацією. Найдоступнішим і надійним засобом спілкування продовжує залишатися лист. Листування з діловим партнером є важливою частиною будь-якого бізнесу.
1.Business Letters may consist of the following components:
1.Ділові листи складаються з наступних компонентів:
- The Notepaper
- Шапка бланка
- The Reference
- Посилання
- The Date
-Дата
- The Addressee
- Адресат
- The Salutation
- Звертання
- The Body Text
- Текст листа
- The Complimentary Close
- Компліментарна кінцівка
- The Surname & the Signature
- Прізвище та підпис
2. Exercises.
Study carefully the text to see where each of the following components should be placed.
Study of a Business Letter
Business letters include all kinds of commercial letters, inquiries, replies to inquiries, Letters of Credit (L/C), invoices, Bills of Lading (B/L), Bills of Exchange or drafts, letters of insurance, explanatory letters, orders, letters of packing, letters of shipment, letters of delivery, offers, letters of complaint, replies to those of mentioned above, etc.
A business letter should be as short as possible, intelligible, polite, and benevolent and its language must be simple.
Rules and traditions of correspondence very in time but some basic principles of a commercial letter remain unchanged.
A private business letter is written by hand, each paragraph begins with an indented line. But if a letter is sent by an organization it is typed on the form of this organization. In this case it is not necessary to use indented lines.
A letter is composed of the following elements: heading, date, address, salutation, text, subscription.
A letter can be typed on the organization’s form. Any form has its letter – head printed typographically. The letter – head bears the name of organization or firm, sending this letter, its address, address for telegrams, telephone, telex, fax. If you do not use the form, write your address (as a sender) on the upper right side of the letter. Do not indicate your name here; it will follow your signature. Ukrainian name of foreign trade organizations are not translated into foreign languages. They are written with Latin letters using English transcription. Your telephone number may be written below.
The date is written on the right side above (under your address if the letter is written on a form or under a typographical letter – head of the form).
In Great Britain the date may be indicated as follows: 7th April, 1998 or 23 March, 1998.
In the USA it is usually written like this: April 7, 1998.
As a rule, before the address of the recipient a reference is indicated which the sender asks to mention in the reply to the letter. A common reference represents the initials of the person who wrote the letter and those of the typist who typed it.
The references may be as follows:
Our Ref: MRE/JNK (in the first letter)
Your Ref: BAT/SN (in the second letter after the reply has been received)
MRE are the initials of the author of the letter (M.R.Erickson),
JNK are the initials of the typist.
The address of the recipient (inside address) is written on the left above, under the reference. Lower, the name of the firm is written under which the number of the house, street, city or town, state or country is indicated, the last element being the country.
The salutation is written on the left (not in the centre.
The salutation ‘Dear Sir’ is appropriate, when you write to a real person if you do not know him. If you know the person, you should write ‘Dear Mr. Jones’, for example.
If the letter is addressed to a firm, the salutation should be ‘Dear Sirs’. In modern business correspondence it is needless to use any other forms of politeness.
As was mentioned above, the text of the letter should be as short, simple and clear as possible.
In the subscription the expression ‘Yours faithfully’ is usually used if you are not acquainted with the person(s) or ‘Yours sincerely’ if you write to a man (woman) whom you know at least by correspondence. In American English the above expressions are rarely used. More common are the expressions ‘Sincerely your’, or simply ‘Sincerely’, and sometimes ‘Very truly yours’.
The signature is affixed by hand above the typed name of the author. It is not obligatory to indicate your position.
If near the signature there are two letters ‘p.p.’ (per pro) it means that the letter is ‘by warrant’.
The heading may be written above the main text of the letter. The heading indicates short contents of the letter or its subject.
If some material is added to the letter the words ‘Enclosure’ (‘Enclosures’) or the abbreviation ‘Encl’ are written in the left lower corner of the letter. You can also use the expression ‘We enclose … ’.
Letters in English often begin with the reason for writing. Look at the opening words of seven different letters and complete the sentences, using the phrases on the right.
e.g. I am writing to confirm our meeting next Tuesday.
I am writing to confirm … … your letter of 25 June.
I am writing to apologize … … for the delay.
I am writing to answer to … … our meeting next Tuesday.
I am writing to thank you … … about your English courses.
I am writing to inquire … … the order we received.
I am writing to inform you … … for sending me the books.
I am writing regarding … … that I will not be able to come to your reception.
Study the four letters below and say what kind of letter each is.
- An inquiry (checking facts or requesting information).
- A covering letter (explaining something).
- A thank – you letter.
- An invitation.
3.You are going to write the letter and reply to them. Read the instructions and use the correspondence above to help you.
Write a letter: Write a letter:
You receive this fax from the You want to make a promotional
Grand Hotel. You wanted a single video about your company.
room, 3 – 5 June. Write and check Write and invite Mr. Sherman, a film –
the details. maker, to discuss this with you over lunch.
Reply to a letter: Reply to a letter:
Read the inquiry and write back Read the invitation
giving the correct information (below) and write back saying you
and apologizing for the mistake. cannot help him at the moment
because you have a lot of other work.
Inquiry - letter. – Лист – запит.
1.Inquery is sent by a company, if necessary:
- to obtain detailed information about goods;
- to know about the availability of goods;
- to specify time and delivery dates;
- to obtain information about the terms of delivery and discounts, mean of transporting, insurance;
- to obtain information about prices of goods;
- to get catalogues and samples of goods.
1.Лист – запит надсилається компанією, якщо необхідно:
- отримати докладну інформацію про товари;
- узнати про наявність товару;
- уточнити час і терміни поставки;
- отримати інформацію про умови поставки і знижки, засобів транспортування, страхування;
- отримати інформацію про ціни на товар;
- отримати каталоги і зразки товару.
Writing the inquiry - letter, you need give full details as it possible, that will allow your business partner to shorten time on drafting of answer.
In the case if you apply with the inquiry in this company first time, it is desirable to include in a letter the following points:
1.Mention the source of information about this company and its goods.
2.Essence of the question.
3.Brief information about your company.
4.Express hopes for cooperation.
При написанні листів – запитів слід, якомога більш детально висловити суть питання, що дозволить Вашому діловому партнеру скоротити час на складання відповіді.
У випадку якщо Ви поводитеся із запитом в дану компанію вперше, в лист бажано включити наступні пункти:
1.Вказівку на джерело інформації про дану компанію і її товар.
2.Суть питання.
3.Короткі відомості про Вашу компанію.
4.Вираз надії на співпрацю
2.Cliché & Expressions
To the point 1.
We read your advertisement in …
With regard to your advertisement in … of …, we would ask you …
We have heard of your products from …
We have seen your current catalogue showing …
Ми прочитали вашу рекламу у ...
У зв’язку з публікацією вашої реклами у ... від ... ми хотіли б запитати вас ...
Ми взнали про продукцію вашої компанії з ...
Ми звернули увагу на ваш останній каталог, в якому описується ...
To the point 2.
We are interested in buying (importing, etc.) …
Please inform us (let us know) as soon as possible …
Would you please inform us if it were possible to deliver …
Please let us know what quantities you are able to deliver till …
We would ask you to let us have a quotation for …
Ми хотіли б купити (імпортувати і т.п.)
Просимо повідомити нас якнайскоріше
…
Просимо повідомити нас, чи зможете ви поставити ...
Будь ласка, повідомте нас, яку кількість ви зможете поставити до ...
Повідомте нас, будь ласка, про розцінки на ...
Would you kindly quote your prices and terms of delivery (terms of payment, etc.) for …
We would like to have further details about …
We would like to represent your products in the Ukrainian market.
Please send us samples of … (your catalogues, leaflets, etc.)
Не могли б ви встановити нам ціни і умови поставки (умови оплати і т.д.) на ...
Ми б хотіли отримати більш докладну інформацію про ...
Ми б хотіли представляти вашу продукцію на українському ринку.
Будь ласка, вишліть нам зразки (свої каталоги, брошури і т.д.).
To the point 3.
As distributors we have a large network of …
In connection with this …
We are distributors (importers, retailers, etc.) of …
We would like to get in touch with manufacturers (suppliers, sellers, etc.) of …
There is a large market here for your products.
For over … years our company has imported from western countries …
Our company was founded in …
We usually effect payment by letter of credit (cheque, bank transfer, etc.)
Як дистриб'ютори ми маємо обширу сіть...
У зв'язку з цим ...
Ми виступаємо дистриб'юторами (імпортерами, продавцями і т.д.) ...
Ми б хотіли встановити контакт з виробниками (постачальниками, продавцями і т.д.)..
Ваші вироби знайдуть у нас свого покупця.
Більш ніж ... років наша компанія імпортує із західних країн ...
Наша компанія була заснована в ... році.
Ми звичайно проводимо оплату шляхом відкриття акредитиву (чеком, переведенням і т.д.)
To the point 4.
If your prices are competitive (the samples meet the standards, your equipment complies with our requirements, etc.) we may be able to let your have regular orders.
We look forward to your early reply.
Your prompt answer will be (would be) appreciated.
Якщо ваші ціни влаштують нас (зразки задовольнятимуть вимогам стандартів, ваше устаткування задовольнятиме нашим вимогам і т.д.), ми регулярно замовлятимемо вашу продукцію.
З нетерпінням чекаємо Вашої відповіді.
Будемо вдячливі за швидку відповідь.
3. Exercises.
Match the words on the left with their corresponding definitions on the right.
advertisement the latest
quotation the convenient way of written payment
samples the prices for smth.
letter of credit rival
competitive the period of time agreed for payment
terms of payment in connection with smth.
with regard to piece of useful information about smth.
current the period of time agreed to supply smth.
retailer the convenient way of payment through the bank net
bank transfer seller
terms of delivery patterns
leaflets broaches
Read the first part of the inquiry – letter. Fill in the blanks using the words from the chart.
Sample of Inquiry
Pet Products Ltd.
180 London Road
Exeter EX4 4JY
England
25th February 1997
Dear Sirs,
We read your ________ in the 'Pet Magazine' of 25th December. We are interested in ______ your equipment for pro ducing pet_____. Would you kindly send us more ________ about this equipment:
price (please quote GIF Odessa price)
dates of _______
_______ of payment
guarantees
if the price includes the cost of __________ installation and our staff training.
Complete the second part of the inquiry – letter.
Our company sp_ _ _ _ _ _ zes in distributing pet p_ _ _ _ _ _s in Ukraine. We have more than 50 dealers and rep_ _ _ _ _ _ _ _ _ ves in different regions and would like to start producing pet food in Ukraine. If your equipment meets our req _ _ _ _ _ _ _ts, and we receive a favorable offer, we will be able to place a large order for your eq_ _ _ _ _ _t.
Your early r_ _ _ _ would be appreciated.
Yours faithfully,
V. Smurov
Export – Import Manager
4.Write an inquiry – letter of your company that is interested in the delivery of cars.
Offer - letter. – Лист - пропозиція.
1.Offer - letter is usually used by a supplier to answers on an inquiry - letter. Answering on the general request, he thanks for the personal interest and usually encloses price-lists, catalogues or conditions of the typical agreement. An answer for the special inquiry - letter foresees to answer for all questions of a potential client.
1.Листом – пропозицією постачальник звичайно відповідає на лист – запит. Відповідаючи на загальний запит, він дякує за проявлену зацікавленість і звичайно прикладає прейскуранти, каталоги або умови типового договору. Відповідь на спеціальний запит передбачає відповіді на всі питання потенційного клієнта.
The structure of offer - letter
Структура листа - пропозиції
1. The reason of writing.
2. Answers for the question of target customer.
3. Additional offers.
4. Expression of hope on the order.
1. Причина написання.
2.Відповіді на питання потенційного замовника.
3. Додаткові пропозиції.
4. Вираз надії на замовлення.
2.Cliché & Expressions
To the point 1.
- We were pleased to learn your interest in …
- Нам було приємно почути про Вашу зацікавленість у ...
- We are most pleased that you want to buy …
- Ми дуже раді, що ви схотіли купити ...
- We are glad to say that we can reserve you …
- Ми раді повідомити, що можемо залишити за Вами ...
- It is generous of you to take so much interest in our work …
- Було дуже люб'язно з Вашої сторони виявити таку цікавість до нашої роботи .
- We take pleasure to send you the desired samples and offer …
- Із задоволенням надсилаємо Вам обрані зразки і припускаємо що ...
- As to your inquiry of … we are informing you that …
- На Ваш лист - запит від ... ми повідомляємо, що ...
To the point 2.
- We enclose our catalogue with the latest price – list.
- Ми прикладаємо наш каталог з новішим прейскурантом.
- Our detailed price – list will convince you in diversity of our assortment.
- Наш докладний прейскурант вдосконалить Вас у різноманітті нашого асортименту.
- Our proposal is valid till …
- Наша пропозиція дійсна до ...
- We deliver our goods on CIF terms.
- Ми виконуємо поставки на умовах СІФ.
- The price covers packing and transportation expenses.
- Ціна включає упаковку і транспортні витрати.
- We can give you a 5 per cent discount.
- Ми можемо надати Вам 5% знижку.
- As you can see from our price – list, our prices are at least by 3% lower than market ones.
- Як видно з нашого прейскуранту, наші ціни, принаймні, на 3% нижчі за ринкові.
To the point 3.
- I call you attention especially on item …
- Я особливо звертаю вашу увагу на позицію ...
- Besides above mentioned goods our company produces also (see …)
- Крім згадуваних раніше товарів наша фірма виробляє також (див...)
- We would like to recommend you especially the following position in the price – list.
- Ми б хотіли особливо порекомендувати Вам наступні позиції у прейскуранті ...
- The model ... will most meet your requirements.
- Для Ваших цілей Вам краще за все підійде модель ...
To the point 4.
- We ask you to discuss our proposal once more and inform us whether we could expect getting your order.
- Ми просимо Вас ще раз обговорити нашу пропозицію і повідомити нас, чи можна розраховувати на отримання замовлення.
- I ask you to make the order faster as the quantity of this product at our warehouse is limited.
- Я прошу Вас швидше оформити замовлення, оскільки кількість цього товару на складі обмежена.
- We would appreciate if we get the order from you as soon as possible.
- Ми б були дуже раді отримати від Вас замовлення якнайскоріше.
- If you are not happy with our proposal please inform us about its reason.
- Якщо вас не влаштовує наша пропозиція, просимо повідомити нас про причину.
- We are looking forward to hearing from you soon.
- З нетерпінням чекаємо відповіді.
3.Exercises.
Read attentively the notes and the sample of the offer - letter.
Notes: Answering questions, you should give exact description of goods, if it is possible, to enclose photos and/ or pictures and/ or samples. While determining the price all the discounts are taken into account. The questions of charges on packing should be considered separately, as well as, transport charges, terms of delivery and payment.
Offer – letters are sent without the preceding query also, if a supplier desires to come into notice of potential clients or find new customers on concrete products or their assortment. The firm offer foresees the special
terms, for example, dead-line of order receipt and system of discounts, depending on the quantity of goods and other terms.
Kinds of offers. An offer (a quotation) is a statement by the Sellers usually in written form expressing their wish to sell the goods. But it іs not a legal document, i.e. if the Sellers for this or that reason decide not to sell, the Buyers have no legal remedy. An offer is only the first step in a contract.
Offers (quotations) will as a rule include the fol lowing information:
- the description of the goods offered (their qual ity, quantity),
- details of prices, discounts and terms of pay ment,
- the date or the time and place of delivery.
There are two kinds of offers.
A free offer (sometimes called Voluntary offer) is made when Seller offers goods to regular customers without waiting for an enquiry and sends quotation to those who may be interested in the goods. These of fers were formerly called offers without obligation. There must be an indication in such an offer that it is made subject to the goods being available when the order is received. The opening phrases in voluntary offers may be: «We think yon will be interested in our quotation for the goods» or «We have pleasure in en closing our latest catalogue (or the price-list of our products) ».
A firm offer is a promise to supply goods on the terms stated (i.e. at a stated price and within a stated period of time. This promise may be expressed in a letter in the following words: «We make you a firm offer for delivery by the middle of May at the price quoted» or in some other qualifying words like: «The offer is subject to acceptance within fourteen days», or «The offer is open for acceptance until the fifteenth of January».
The Sellers making a firm offer have the right to withdraw it at any time before it has been accepted. In practice, however, no reputable seller would risk his reputation by withdrawing his offer before the stated time.
Direct mail marketing involves sending publicity material to people directly by mail. It is highly successful for selling magazine subscription, insurance and financial services. The letters contain:
a very personalized first sentence designed to ensure that the reader continues reading.
a persuasive and clear sales massage, adapted to a specific market segment.
direct and convincing language, intended to appeal to the chosen audience.
The profiles below are based on the results of several hundred interviews conducted in a shopping centre by a major insurance company. Following the survey, the company decided to concentrate its direct marketing sales efforts on two specific products: a life insurance plan for young couples and a pension plan for slightly older couples.
Read the profiles and match the letter extracts below to the profiles.
4.Write an offer – letter of your company which is producing some medical remedies for the healthcare.
Order - letter. – Лист – замовлення.
1.Order letter is meant to arouse and stimulate business activity on the part of recipient. It is the typical asking letter. Order expresses the writer’s intention to do business with his correspondents, usually to buy some goods from them.
1.Лист - замовлення спрямований на те, щоб підняти і стимулювати ділову активність на боці одержувача. Це - типовий лист - запит. Лист - замовлення виражає мету автора зробити бізнес з його кореспондентами, звичайно, щоб купити деякі товари у них.
In order to place the order on the purchase of those or other good they fill in the special order forms, where the quantity of wares, their description, price, terms of payment, date of delivery, discounts and so on should be mentioned. In a number of cases, when it is necessary to make certain points quite clear, an accompanying letter with enclosed order form should be written.
Для того, щоб зробити замовлення на закупівлю тих або інших товарів звичайно заповнюють спеціальні бланки замовлень, в яких вказується кількість виробів, їх опис, ціна, умови оплати, дата поставки, знижки і т.д. У ряді випадків, коли необхідно прояснити окремі пункти замовлення, пишеться супровідний лист, до якого додається бланк замовлення.
If Seller or Supplier is able to perform the order, he sends to Buyer the order acknowledgement or confirmation of order, what more frequently is the order copy or duplicate, signed by Seller. Usually confirmation of order is enclosed to the accompanying letter, where Seller expresses gratitude for the order, and also reports to Buyer about those or other changes (the price change, delivery dates change and etc).
Якщо Продавець або Постачальник товару в змозі виконати замовлення, він посилає Покупцю підтвердження замовлення, яке частіше за все є копією замовлення, підписаною Продавцем. Звичайно підтвердження замовлення додається до супровідного листа, в якому Продавець виражає подяку за замовлення, а також повідомляє Покупця про ті або інші зміни (зміні цін, термінів поставки і т.д.).
If Seller or Supplier from some reasons is unable to perform the order, he declines the order, or offers adequate substitute of goods which are not at present.
Якщо Продавець або Постачальник товару з якихось причин не в змозі виконати замовлення, він або відмовляється від замовлення, або пропонує адекватну заміну товару, якого немає а наявності.
2.Cliché & Expressions
Order – letter
Лист - замовлення
In reply (response) to your letter (fax) of (dated) …, we thank you for …
У відповідь на Ваш лист (факс) (від ... ) ., ми вдячні Вам за .
We are pleased to enclose our Order № …
Ми приємно додати наше Замовлення № ...
We enclose (are enclosing) our order for …
Ми додаємо наше замовлення на ...
We accept your offer and have pleasure in placing an order with you for …
Ми приймаємо Вашу пропозицію і маємо задоволення влаштовуючи замовлення з Вами на ...
Please confirm that you can supply …
Підтвердіть, що Ви можете поставляти ...
Please send the copy of this order to us, duly signed, as an acknowledgement.
Відправте копію цього замовлення нам, підписану належним чином, як підтвердження.
Please supply/send us …
Будь ласка забезпечте нас/надішліть нам ...
Acknowledgement or confirmation of order
Підтвердження замовлення
Thank you very much for your order № … of (dated) …
Велике спасибі за Ваше замовлення № ... (від) ...
As requested we enclose (are enclosing) the copy of your order, duly signed, as an acknowledgement.
Як було потрібно, ми додаємо копію вашого замовлення, належним чином підписаного, як підтвердження.
We confirm that delivery will be made by …
Ми підтверджуємо, що доставка буде виконана ...
We hope that you will have a good turnover, and that we will be dealing with your company in the future.
Ми сподіваємося, що ви матимете добрий товарообіг, і що ми будемо працювати з Вашою компанією в майбутньому.
Delivery will be made in conformity (accordance) with your instructions.
Доставку буде влаштовано у відповідності з вашими інструкціями.
Declining of the order
Відмова від замовлення
We are (we regret) to let you know (to inform you) that we cannot execute your order because of (through) …
Ми маємо (ми жалкуємо) повідомити вас (інформувати вас), що ми не можемо виконати ваше замовлення через (через) ...
The goods you ordered are no longer available.
Товари, які ви замовили, більше не доступні.
We can offer you a substitute.
Ми можемо запропонувати вам заміну.
3.Exercises.
Read attentively the notes and the sample of the order - letter.
NOTES:
It is an import order, and as we can notice, placing orders is simple from the point of view of letter writing. The fact is that usually the purchasing department or the buyer fills in an order form. But in this case the correspondent prefers to write a letter in order to make certain points quite clear. There are special import regulations which are touched upon in the last paragraph: it is necessary to complete formalities and to stress delivery instructions.
It should be mentioned here that the supplier must send order acknowledgement as an answer to order promptly to thank his customer for the order and to confirm it.
If some conditions have changed, the customer must be notified. In case the goods ordered are no longer available, a substitute may be offered.
Complete the elements of the order – letter in the right order.
Fill in the blanks in the following order using the words from the chart.
4.Write an order – letter of your company that is interested in the delivery of women’s fur - coats.
Reply to the letter. – Лист – відповідь.
1. Reply to the letter is sent by a company, if necessary:
- to send detailed information about goods;
- to report about the availability of goods;
- to send the information about the terms of delivery and discounts, mean of transporting, insurance;
- to send the information about prices of goods;
- to send catalogues and samples of goods.
1.Лист – відповідь надсилається компанією, якщо необхідно:
- надіслати докладну інформацію про товари;
- повідомити про наявність товару;
- надати інформацію про умови поставки і знижки, засобі транспортування, страхуванні;
- надати інформацію про ціни на товар;
- надіслати каталоги і зразки товару.
2.Cliché & Expressions
1. We refer to your advertisement in ‘Daily News’.
1.Ми звертаємося з приводу Вашої реклами в ‘Daily News’.
2. We learn from your letter that you are manufacturers of the electronic equipment we need.
2. Ми взнали з Вашого листа, що ви є виробниками електронного устаткування, яке нам потрібне.
3. We are interested in the equipment your firm produces.
3. Ми зацікавлені в устаткуванні, яке виробляє Ваша фірма.
4. We shall be obliged if you send us your latest
catalogues, brochures or any other publications containing a description of your equipment.
4. Ми будемо вдячні, якщо ви надішлете нам Ваші пізніші каталоги, брошури або будь-які інші публікації, що містять опис Вашого устаткування.
5. Please let us know if you can offer us your equipment as per specification enclosed in your letter.
5. Повідомте нас, якщо Ви можете запропонувати нам Ваше устаткування як за специфікацією, укладеною до Вашого листа.
6. Please send us samples of your manufacturers stating your lowest prices and best terms of payment.
7. We look forward to receiving our answer.
6. Надішліть нам, будь ласка, зразки Ваших виробників, що встановлюють найнижчі ціни і кращі умови оплати.
7. Ми чекаємо отримання відповіді на наше питання.
8. We expect to hear from you in the nearest future.
8.Ми чекаємо чуток від Вас в найближчому майбутньому.
9.We wish to maintain cooperation with you.
9.Ми бажаємо підтримувати співробітництво з Вами.
10. Your prompt execution of your order will be appreciated.
10. Будемо вдячні за швидке виконання Вами замови.
11.We thank you for your letter of 20th May 1998 but regret to inform you that at the present time we cannot make you an offer for the goods required by you.
11.Ми вдячні за Ваш лист від 20-го травня, 1998, але, на жаль, повинні інформувати Вас, що на цей час ми не можемо виконати пропозицію товару, замовленого Вами.
3.Exercises.
Read attentively the sample of the answering letter and the notes.
NOTES: As you can see it is second phase of business correspondence – the answering letter. It is very important, because it adjusts the relationships between two partners. It does not O only characterise the company, but also advertises it. The purpose of the letter is to persuade the partner that you are the best in business.
This letter contains the quotation in reply to an inquiry. In lots of similar letters the quotations are simply prices and information asked for. But this sample is quite the opposite: it shows the customer that he met the sales - caring businessmen, who use every opportunity to stimulate his correspondent’s interest in his goods by including the sales message. And between the lines we can read the assurance that the customer will receive personal attention. In order to draw the attention of the customer to the products in question the supplier offers ‘cuttings of our materials and a colour chart’. On the whole a firm offer is subject to certain conditions, a deadline for the receipt of orders, or a special price for certain quantities.
Below you will find details from the answering letter. Look at the outline of the letter on the left and indicate where the information below should go.
Read the reply to the letter. Fill in the blanks using the words from the chart.
Dear Mr. Brown
Thank you for _________ about our new tape-recorded. I am enclosing our _________,
which gives general _________ about the product.
In answer to your specific __________.
1.It _________ $300 + VAT at 13.5%.
2.We offer a _________ of 5% on orders of 5 units or more.
3.We will be able to _________ your order within 10 days of receiving it.
4.Unless you already have an _________ with us, we will require _________
with your order.
If you have any further questions, please do not _________ to contact me.
Yours sincerely
Robert Roughson
4.Write a reply to the inquiry – letter of some company that is interested in the delivery of juices.
Contract Structure. – Структура контракту.
1.Contracts and their features. 1.Контракти і їх особливості.
Contract is an agreement between the parties involved that creates a binding obligation. In general, contracts may be either oral or written. Certain classes of contracts must be written and signed. These are contracts involving the sale and transfer of real estate, and contracts to guarantee or answer for the miscarriage, debt, or default of another person. A contract forms the basis of a transaction between the Buyers and the Sellers.
Контракт - це угода між сторонами, залученими до справи, яка створює взаємовідповідальне зобов'язання. Взагалі, контракти можуть бути або усні або письмові. Певні види контрактів повинні писатися і підписуватися. Це є контрактами, що залучають продаж і передачу нерухомого майна, і контракти що гарантують або відповідають за недоставляння товару до місця призначення, борги, або типову помилку іншої особи. Бланки контракту - основа операції між Клієнтами і Торговцями.
Essential clauses of contract.
Some of the items are necessary in any contract: legal title of the contracting parties, subject of the contract, quality, price, delivery and payment terms. As a rule a contract contains a number of clauses, such as:
Важливі умови контракту.
Деякі з умов необхідні в будь-якому контракті: законний заголовок сторін контрактації, предмет контракту, якості, ціни, умови доставки і оплати. Як правило контракт містить цілий ряд умов, як наприклад:
- Subject of The Contract - Предмет Контракту
- Quality and Price of goods - Якість і ціна товарів
- Terms of Payment - Умови Оплати
- Delivery - Поставка
- Inspection and Test - Інспекція і Випробування
- Guarantee - Гарантія
- Packing and Marking - Упаковка і Позначення
- Arbitration - Арбітраж
- Transport - Транспортування
- Insurance and other conditions - Страхування і інші умови
Here is an example of clauses of a contract signed by a Russian trading organization (the Buyers) and a Swedish company (the Seller). Read the contract attentively.
2.Clichй & Expressions
Types of Contracts
-contract for the supply of complete equipment
-contract for rendering technical assistance in project operation
-research and development contract
-contract for the preparation of a detailed project report
-production sharing contract
-contract for the sale of ‘know – how’
-‘turn – key’ contract
-flat fee contract
-fixed – price contract with escalation
-cost – plus – fixed – fee contract
-контракт на поставку комплектного устаткування
-контракт на надання технічного сприяння в експлуатації об'єкту
-контракт на проведення наукових досліджень і розробок
-контракт на виконання технічного проекту об'єкту
-контракт на компенсаційних умовах
-контракт на продаж ліцензії «ноу - хау»
-контракт на будівництво об'єкту на умовах «під ключ»
-контракт з наперед встановленою ціною
-контракт з коректуванням фіксованої ціни по змінній шкалі цін
-контракт з оплатою витрат плюс твердий прибуток
Conclusion of a Contract
-draft contract
-make a contract/conclude a contract
-negotiate a contract
-initial a contract
-sign a contract
-the date of signing a contract
-contract, duly signed by authorized representatives
-appendix (to contract)
-listed in appendix
-attached to contract/annexed to contract
-mentioned in appendix
-contract clause/contract article
-include a clause into a contract
-exclude a contract clause
-проект контракту
-укладати контракт
-обговорювати контракт
-парафувати контракт
-підписувати контракт
-дата підписання контракту
-контракт, належним чином підписаний уповноваженими особами
-додаток (до контракту)
-перерахований в додатку
-прикладений до контракту
-згаданий в додатку
-стаття контракту
-включати в контракт статтю
-виключити статтю із контракту
Fulfillment of a Contract
-due and faithful performance of a contract
-course of the implementation of a contract
-hold a contract
-execute a contract/perform a contract
-infringe a contract/break a contract
-terminate a contract
-obligations (of the parties) under contract/commitment under contract
-bear responsibility for delay in fulfillment of contractual obligations
-revise a contract
-точне і своєчасне виконання контракту
-хід виконання контракту
-діяти за контрактом
-виконувати контракт
-порушувати контракт
-розривати контракт
-зобов'язання (сторін) за контрактом
-нести відповідальність за затримку у виконанні контрактних зобов'язань
-переглядати контракт
-cease to be under any contractual obligations
-suspend the fulfillment of contractual obligations
-evade the fulfillment of contractual obligations
-sanctions for the non – fulfillment of contractual obligations
-within the limits of the contract
-within the extent of the contract
-supplement to contract, addendum to contract
-in accordance with supplement … to contract
-assume obligations under the contract
-default (on) one’s obligations
-prolong a contract term
-припиняти виконання контрактних зобов'язань
-припиняти виконання контрактних зобов'язань
-ухилятися від виконання контрактних зобов'язань
-санкції за невиконання контрактних зобов'язань
-в межах контрактних зобов'язань
-в об'ємі контрактних зобов'язань
-доповнення до контракту
-відповідно до доповнення до контракту
-приймати на себе зобов'язання за контрактом
-не виконувати зобов'язання за контрактом
-продовжити термін дії контракту
3. Exercises.
Study carefully the text to see what function each of the following components should have.
Subject of contract
This section names the product for sale or purchase. It also indicates the unit of measure generally em ployed in foreign trade for specific commodities. Con tracts for bulk cargo contain a stipulation «about» or «plus or minus... per cent», denoting the permitted quantity tolerance.
Quality and Price of goods
The quality of machines and equipment is to be in conformity with the technical specification of the con tract.
The quality of raw materials and foodstuffs is de termined, as a rule, by standards, by sample or by description.
The price stated in a contract may be firm, fixed or sliding.
Firm price. Firm prices are not subject to change in the course of the fulfillment of the contract.
Fixed price. It is the price governing in the market on the day of delivery or for a given period.
Sliding prices. These prices are quoted for machin ery and equipment which require a long period of delivery.
Arbitration.
In case of a breach of contract the injured party may go to court to sue for money damages, or for the contract to be rescinded, for injunction, or for specif ic performance if money damages would not compen sate for the breach. Specific performance of a con tract is the right by one contracting party to have the other contracting party perform the contract accord ing to the precise terms agreed therein.
Terms of payment
Payment in foreign trade may be made in cash and on credit. There are different methods of cash payment:
1.By cheque (but it is not practicable as a cheque is payable in the country of origin. That's why cheques are mostly used for payment in home trade.)
2.By telegraphic or telex transfers or post (mail) remittance which is made from the Buyers' bank account to the Sellers' in accordance with the Buyers' letter of instruction. Actually this method of cash payment may sometimes take several months, which is naturally very disadvantageous to the Sellers. The transfer is carried out at current rates of exchange.
3.By letter of credit (or just by credit) — L/C
The following types of letters of credit are usually used: irrevocable, confirmed and revolving.
An irrevocable L/C is one which can neither be modified nor cancelled without the consent of the party in whose favor it has been opened.
A confirmed L/C is an irrevocable L/C, payment under which is guaranteed by a first class bank in case the opener of the L/C (i.e. the Buyers) or the bank effecting payment defaults, or is una ble to make payment.
A revolving L/C is one under which its value is constantly made up to a given limit after pay ment for each shipment, which saves the charg es on multiple letters of credit.
The Letter of Credit is the most frequently used method of cash payment because it is advantageous and secure both to the Exporter and to the Importer though it is more expensive than payment by trans fer. It overcomes the gap between Delivery and pay ment and gives protection to the Sellers by making the money available for them on the fulfillment of the transaction and to the Buyers because they know that payment will only be made against shipping documents giving them the title for the goods. This method оf payment is often used in dealings with developing coun tries.
4.For collection (Payment for collection does not give any advantages to the Exporter because it does not give any guarantee that he will receive payment in time or at all. That's why the Exporter usually requires that the Importer presents a guarantee of a first class bank that payment will be effected in due time. Also, there is a long period of time between the delivery of the goods and actual payment. But it is advantageous to the Importer because there is no need to withdraw from circulation big sums of money be fore actually receiving the goods).
Payment for collection against documents (with subsequent acceptance or very often telegraphic col lection with subsequent acceptance) is mostly used in trade with East European countries.
The costs involved in effecting payment for collec tion are twice or three times lower than those by let ter of credit. Most modern business is done on a cred it basis which may be:
1)by drafts (by Вills of Exchange — B/E) — the Exporter credits the Importer which is advantageous to the latter.
A draft (a bill of exchange) is an order in writing from a Creditor to a Debtor to pay on demand or on a named date a certain sum of money to a company named on the Вill, or to their order. It is drawn by the Sell ers on the Buyers and is sent through a bank to the Buyers for acceptance (i.e. for acknowledging the debt). The draft becomes legally binding when signed and dated by the Buyers on its face (front) and is to be met when due, i.e. 30, 60 or 90 days after presenta tion. The draft may be negotiable, i.e. it may be used by the Sellers to pay their own debts, but in this case the Sellers are to endorse it by signing it en its back, then they can pass it on to the new holders.
If the exporter wants immediate payment, he can discount the draft in return for a cash advance with a bank for a commission, i.e. sell it to a bank for its face value loss interest, and by supplying a document (a letter of hypothecation) giving the bank the legal right to claim the goods if necessary. Besides, he may leave it with a bank as security for a loan. All this makes the Draft a very practical method of payment in foreign trade. To sum up its advantages — it sim plifies the financing of export and import foreign trade and cuts down innumerable movements of currency.
There may be two main types of drafts:
Sights Drafts, which are payable on presentation (at sight) or on acceptance and
Term Drafts, which are drawn at various periods (terms) and are payable at a future date and not im mediately they are accepted. Term, drafts may pass through several hands before maturity and require endorsement by the Sellers.
2)in advance (the Importer credits the Exporter, for example, the contract may stipulate a 10 or 15 % advance payment, which is advantageous to the Sellers). This method is used when the Buyers are un known to the Sellers or in the case of a single isolated transaction or as part of combination of methods in a large-scale (transaction) contract.
3)on an open account. Open account terms are usually granted by the Sellers to the regular Buyers' or customers in whom the Sellers have complete confidence, but sometimes they are granted when the Sellers want to attract new Buyers then they risk their money for that purpose. Actual payment is made monthly, quarterly or annually as agreed upon. This method is disadvantageous to the Exporter, but may be good to gain new markets.
The two methods of payment (in cash and on cred it) are very often combined in a contract. Drafts, for example, may be presented under a letter of credit and there may be other, sometimes very complicated combinations of various methods of payment stipulat ed in a contract.
The currency to be used for payment is a matter for arrangement between the counterparts.
Payment
A cheque is a written order to a Bank given and signed by someone who has money deposited there to pay a certain amount mentioned in the cheque to a person named on it. In the place of the cheque system Banks provide an international system of Bank Trans fers. The Seller gives TT or mail remittance terms to a Buyer when he is a trusted customer or agent. It involves risk as the Seller ships goods without any assurance of getting payment.
Here is an example of a draft:
Draft
Like a cheque, a draft is an order to pay.
It is made out by an exporter and presented
to the import er. It is also called
a bill of exchange. A sight draft is a bill
which is paid immediately on presentation.
A bill to be paid at a later date is called
a term draft. There are 30-day, 60-, 90-
and 120 day drafts.
A very useful method is to attach the shipping documents (the Вill of Lading, the Insurance Policy and the Invoice) to the Draft and hand them to the Bank for collection. The documents can be handed over to the Buyer either against payment (D.P. — Docu ments against Payment) or against acceptance of the Draft (D.A.-Documents against Acceptance), D.P. re fers to sight drafts. D.A. refers to term drafts.
A sight draft does not require acceptance. A term draft must be necessarily accepted. The drawee writes “Accepted” across it and signs his name.
The draft is then returned to the Seller, who can hold it until maturity.
This method of payment involves risk to the ex porter or his bank as it may happen that a draft іs not honored when it is due.
The shipper has full protection when drafts are pre sented against L/C. With a letter of credit, at least when it is confirmed and irrevocable, the payment is guaranteed.
The Bank at the Sellers' end guarantees payment in case the opener of the credit defaults. Besides, the credit cannot be cancelled before the expiry date.
Transport and delivery terms
Multimodal (Door to Door) transport is wide-spread in shipping now. It involves a transfer of goods from one mode of transport to another.
Traditionally, the ship's rail was considered the critical point of responsibility that is when all risks of loss or damage are transferred from one party to the other. Now it is no longer the ship's rail but the port terminal which may be such a point. In sea port areas the goods are put into containers, on pallets or aboard the ship.
The main carrier often prefers to assume through responsibility for the cargo he carries. In a through movement of the goods a combined transport docu ment is issued instead of a traditional Bill of Lading. Like a traditional Bill of Lading it is a receipt for the consignment. But instead of ports of shipment and discharge it shows the place of delivery and receipt.
Incoterms
The new system of multimodal shipment in inter national trade is reflected in the International Com mercial Terms (Incoterms 1980.).
EX Works
«Ex Works» means that the seller's only responsi bility is to make the goods available at his premises (i.e. works or factory). In particular he is not respon sible for loading the goods in the vehicle provided by the buyer, unless otherwise agreed. The buyer bears the full cost and risk involved in bringing the goods from there to the desired destination. This term thus represents the minimum obligation for the seller.
Free Carrier ... (named point).
This term has been designed to meet the requirements of modern transport, particularly such «multimodal» transport as container or «roll on-roll off» traffic by trailers and ferries. It is based on the same main principle as FOB except that the seller fulfils his obligations when he delivers the goods into the custo dy of the carrier at the named point.
For/Fot
FOR and FOT mean «Free on Rail» and «Free on Truck». These terms are synonymous since the word «Truck» relates to the railway wagons. They should only be used when the goods are to be carried by railway.
Fob Airport
FOB Airport is based on the same main principle as the ordinary FOB term. The seller fulfils his obligations by delivering the goods to the air carrier at the airport of departure. The risk of loss of or damage to the goods іs transferred from the seller to the buyer when the goods have been so delivered.
FAS
FAS means «Free Alongside Ship». Under this term the seller's obligations are fulfilled when the goods have been placed alongside the ship on the quay or in lighters. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that moment.
FOB
FOB means «Free on Board». The goods are placed оn board the ship by the seller at a port of shipment named in the sales contract. The risk of loss of or Damage to the goods is transferred from the seller to the buyer when the goods pass the ship's rail.
С & F
С & F means «Cost and Freight». The seller must pay the costs and freight necessary to bring the goods to the named destination, but the risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods pass the ship's rail in the port of shipment.
CIF
GIF means «Cost, Insurance and Freight». This term is basically the same as С & F but with the addition that the seller has to procure marine insurance against the risk of loss of or damage to the goods during the carriage. The seller contracts with the insurer and pays the insurance premium.
Freight Carriage Paid To
Like С & F «Freight or Carriage paid to...» means that the seller pays the freight for the carriage of the goods to the named destination. However, the risk of loss of or damage to the goods is transferred from the seller to the buyer when the goods have been delivered into the custody of the first carrier and not at the ship's rail. It can be used for all modes of transport including multimodal operations and container or roll on-roll off traffic by trailers and ferries. When the Seller has to furnish a bill of lading, waybill or Carrier's receipt, he duly fulfills this obligation by presenting such a document issued by the person with whom he has contracted for carriage to the named destination.
Freight Carriage and Insurance Paid To...
This term is the same as «Freight or Carriage Paid to...» but with the addition that the seller has to procure transport insurance against the risk of loss of or damage to the goods during the carriage. The seller contracts with the insurer and pays the insurance premium.
EX Ship
«EX Ship» means that the seller shall make the goods available to the buyer on board the ship at the destination named in the sales contract.
EX Quay
«EX Quay» means that the seller makes the goods available to the buyer on the quay (wharf) at the destination named in the sales contract.
Delivered at Frontier
«Delivered at Frontier» means that the seller's obligations are fulfilled when the goods have arrived at the frontier — but before «the customs border» of the country named in the sales contract.
Delivered Duty Paid
While the term «Ex Works» signifies the seller's minimum obligation, the term «Delivered Duty Paid» when followed by words naming the buyer's premises, denotes the other extreme — the seller's maximum obligation. The term «Delivered Duty Paid» may be used irrespective of the mode of transport.
Pay your attention to the next information:
«Incoterms» — «Міжнародні правила тлумачення комерційних термінів». Розроблені Міжнародною Торгівельною Палатою, Збірка «Incoterms 1980» містить правила тлумачення 14 базисних умов поставки
EXW — EX works — франко-завод, із заводу
FRC — Free carrier... named point — вільно у перевізника (в пойменованому пункті)
FOR/FOT — Free on Rail/Truck — франко-вагон, вільно у вагоні або на платформі
FOA — FOB Airport — вільно в аеропорту
FAS — Free alongside ship — вільно на борту судна
RO/RO Roll on/Roll of – метод транспортування вантажів з горизонтальним вантаженням і вивантаженням
FOB — Free on Board — вільно на борту судна
CFR — С and P — Cost and Freight — КАФ-вартість і фрахт
CIF — Cost, Insurance, Freight — СИФ - вартість страхування, фрахт
Freight/Carriage paid to — фрахт/ провізна платня сплачені до...
Freight/Carriage and Insurance paid to — фрахт/ провізна платня і страхування сплачені до...
Ex Ship — з судна
Ex Quay — з пристані
DAF — Delivered at Frontier — поставлено на кордоні
DDP — Delivered Duty Paid — поставлено з оплатою мита
Packing and marking
Goods for export are to be properly packed. If they are poorly packed and marked the carrier can refuse to accept them, or will make qualifications about the unsatisfactory condition of packing in the bill of lading.
Packing can be external (crate (кліть), bag) and internal (box, packet, flask etc,), in which the goods are sold.
In case of consumer goods packing has a double function. On the one hand, it is for protection. On the other — it serves to advertise a product and attract a customer.
Marking should be in indelible paint with recogniz able marks.
Here is an extract from a concerning packing con tract:
Here is an extract from a contract concerning marking:
Insurance of goods
The export trade is subject to many risks. Ships may sink or collide; consignments may be lost or damaged. So, the goods are usually insured now for the full value. The idea of insurance is to obtain indemnity in case of damage or loss. Insurance is against risk.
While the goods are in a warehouse, the insurance covers the risk of fire, burglary, etc.
As soon as the goods are in transit they are insured against pilferage, damage by water, breakage or leak age. Other risks may also be covered.
The insured is better protected if his goods are in sured against all risks. The goods may be also covered against general and particular average.
In the insurance business the word average means loss. Particular average refers to risks affecting only one shipper's consignment.
General average refers to a loss incurred by one consignor but shared by all the other consignors who use the same vessel on the same voyage.
Claims and sanctions
A contract defines rights and obligations of the parties involved.
In case of breach of Contract the sufferer makes a claim on the party which fails to meet its contract obligations. It is more often the case that it is the Buyer who makes a claim on the Seller.
Most often the Buyer makes quality and quantity claims on the Seller. The cause for complaint may be poor quality, breakage, damage, short weight, leak age etc…
What is the claim procedure?
The Buyer must write a statement of claim and mail it to the seller together with the supporting do cuments. Bill of Lading, Airway and Railway Bill, Sur vey Report, Quality Certificate may serve as docu mentary evidence. If necessary, drawings, photos, sam ples are enclosed as proofs of claims. The date of a complaint is the date on which it is mailed. Claims can be lodged during a certain period of time, which is usually fixed in a Contract.
During the claim period the Seller is to enquire into the case and communicate his reply. He either meets the claim or declines it.
The Seller declines liabilities if the B/L is «clean», that is the shipping company hasn't made any remarks about the quantity or condition of the cargo shipped.
The Seller has also a full right to decline a claim if the goods are disorderly stored, mishandled or mis used by the Buyer.
If a claim has a legitimate ground behind it the parties try to settle it amicably.
What are the ways of settling a claim?
In case of short-weight it is recompensed by a load sent separately or at the time of follow-up shipments. In case of damage or faults, the goods at the Buyer's option can be repaired or replaced, all at the Seller's expense.
Sometimes if deviation in quality is within certain limits the goods can be retained but with an allowance proportional to the discrepancy in quality. This is usu ally the case with raw materials, foodstuffs or any other goods sent in bulk.
If the goods are missing the Seller must necessarily locate them. Sometimes it is quite a problem as con signments may be lost when transshipped at some in termediate port or if sent at a wrong address. If the goods are not recovered compensation must be paid by the party directly responsible for it.
What is the sanction against the Seller?
The Seller is penalized if he fails to deliver the goods by the date due. The rate of penalty is fixed in the Penalty Clause or in the Clause of Agreed and Liquidated Damages.
If the delay is longer than 2 months the Buyer has the option of canceling the Contract altogether but the Seller is to compensate for the loss incurred.
What may be the grounds for complaint coming from the Seller and what are the ways of settlement?
The Seller in his turn is entitled to make a claim on his counterpart if the Buyer fails to meet his contrac tual obligations.
The Seller may inflict penalties on the Buyer if there is a default in payment.
In an f.o.b. transaction the Seller is entitled to com pensation for extra storage expenses if the Buyer's vessel bound to pick up the goods fails to call at the port in time.
In a c.i.f. transaction the Seller may claim the de murrage if his own vessel stays idle at the port waiting unloading.
The demurrage claims may emerge from the Buyer as well if a Contract is signed on f.o.b. terms of deliv ery. If it is a c.i.f. contract, the Buyer is liable to extra storage expenses when through the Seller's fault he cannot clear the goods from the customs within the allowable period.
Financially, legitimate claims are in large part set tled by debit or credit notes.
Invoice.
In the context of international trade, the invoice provides information about goods exchanged between the exporter and the importer. It is prepared by the exporter and includes a description of the goods, their price and the quantity supplied. It can act as proof of purchase, informing the buyer that the goods have been sent.
The invoice also informs the customer that the service requested can be available after payment.
Read and translate the sample of the invoice.
NETWORK SOLUTIONS' A VeriSign® Company РО BOX 1656 • Herndon • VA • 20172-1656 Web Address Registration.
Send Payments To:
Network Solutions, Inc.
PO Box 17305
Baltimore, MD 21297-0525
SUBJECT: Web Address Registration.
To The Account Of:
Peter Kovalenko
RUSTRADE
av.Teatralny 40/13
Rostov, 344019
Russian Federation
Invoice Date: 21-Aug-01
Tax ID: 52-1146119
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Invoice Number: 25198745 |
Web Address: RUSTRADE.COM |
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Due Date: 18-AUG-2000 |
Period Covered; 14-JTJL-2000 — 14-JUL-2002 |
Amount Due: $70.00 US Dollars |
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To Pay By Credit Card or Confirm Payment: |
Thank you for registering the Web address shown above. Timely receipt of payment will ensure registration services for the period noted above. By this payment, Registrant agrees to the terms and conditions of the current Service Agreement. This payment is nonrefundable. |
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Invoice Number: 25198745 |
Web Address: RUSTRADE.COM |
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Due Date: 18-AUG-2000 |
Period Covered: 14-JUL-2000 — 14-JUL-2002 |
Amount Due: $70,00 US Dollars |
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To Pay By Credit Card or Confirm Payment: |
We accept all major credit cards 24 hours per day, seven days a week. Go to www.net-worksolutions.com Call 1-888-771.3000 toll-free from the United States, or use Network Solutions Secure On-Line Payment System in Canada, Puerto Rico and the U.S. Virgin Islands. Outside of these areas, call 1-402-496-9798. |
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To Pay By Check: |
Make check payable to Network Solutions, Inc. in US Dollars, drawn on US bank and return the check and payment stub in the enclosed remittance envelope. To pay using the funds in your debit account send e-mail to the Web address, invoice number, and 16-digit Account Number. |
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For billing inquiries, write us http://www.networksolutions.com /helpjcontactus.html. or call 1-600-779-1710 from the United States and Canada. Outside of these areas, call 1-703-742-4777 Monday through Friday from 7:00 am to 9:00 pm Eastern Time. Registering a Web address through Network Solutions, Inc. will get your business automatically listed in the dot com directory ™ the quick way to find a business on the Internet. Visit the dot com directory at www.dotcomdirectory.com. Retain this portion for your records. |
After talks in Brighton Victor Klimenko has signed the contract between Continental Equipment and TST Systems for the supply of process equipment. Here are some clauses of this contract.
Match the clauses of the of the contract with their corresponding translations.
Brighton, England
April 10, 1997
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Continental Equipment Plc, Brighton, England, hereinafter referred to as "the Seller", on the one part, and TST Systems Ltd., Kiev, Ukraine, hereinafter referred to as "the Buyer", on the other part, have concluded the present Contract as follows: 1.Subject of the Contract 1.1.The Seller has sold and the Buyer has bought the machinery, equipment, materials, and ser vices ("Equipment") as listed in Appendix 1 being an integral part of this Contract. 2. Prices and Total Value of the Contract 2.1.The Total Contract Value is as following: Equipment and engineering FOB U.K. port + documentation £______ Supervision, start-up and training £______ Spare and wear parts £______ Freight £______ Total price GIF Odessa £______ Discount £______ Total Contract Value £______ 2.2.The prices are understood to be C1F Odessa including cost of packing, marking, loading on board a ship, stowing and fastening the equipment in the hold, and the cost of the materials used for this purpose. 2.3.The prices are firm for the duration of the Contract and shall not be subject to any revision except on account of any mutual agreed changes or modifications to equipment specification and/or quantities listed in Appendix 1 to this Contract. 3.Time of Delivery 3.1.The equipment specified in Appendix 1 of the present Contract is to be delivered within two (2) months from the date of opening the Letter of Credit spec ified in Clause 4.1 of this Contract. 3.2.The delivery date is under stood to be the date of the clean Bill of Lading issued in the name of the Buyer, destination Odessa port of Ukraine. 4. Terms of Payment 4.1.Within thirty (30) days from the date of signing this Contract, the Buyer is to open in favour of the Seller an irrevoca ble confirmed Letter of Credit with City Bank, London, for hun dred per cent (100%) of the total contract value. The Letter of Credit is to be valid for three (3) months. 4.2.Payment from this Letter of Credit at the rate of hundred per cent (100%) of the total con tract value is to be effected in GB pounds against the following shipping documents: 4.2.1.Original Bill of Lading issued in the name of the Buyer, destination Odessa Port of Ukraine. 4.2.2.Shipping Specification. 4.2.3.Certificate of Quality. 4.2.4.Certificate of Origin. 4.2.5.Packing List. 4.2.6.Insurance Policy. 5.Technical Documentation 5.1.Within five (5) days from the delivery date the Seller shall send two (2) sets of the technical documents as listed in Appendix 2 to the address of the Buyer. 5.2.All instructions on the drawings are to be in English, with all the instructions contain ed in Items 1,2,3, and 4 of Appendix 2 translated into Russian. 6.Guarantee of the Quality of the Equipment 6.1.The guarantee period is twelve (12) months from the date of the start-up of the equipment, that is reflected in an appropriate Act signed by the representatives of the Parties to the present Contract, but not more than eigh teen (18) months from the date of delivery of the equipment. 6.2.If the equipment proves to be defective or faulty during the guarantee period, the Seller has at its expense at the choice of both Parties either to remedy the defects or to replace the faulty equipment with the new equip ment of good quality which is to be delivered without delay to the port of delivery. 7.Packing 7.1.The equipment is to be shipped in export sea packing suitable for the type of equipment delivered. Packing should also be suitable for transshipment in transit and reasonable long storage of the equipment. 7.2.Each container is not to exceed the following dimensions: length = 2,500 mm, width = 2,500 mm, height = 2,500 mm. 7.3.The Seller is responsible to the Buyer for any damage to the equipment resulting from inade quate packing of the equipment. 8.Marking 8.1.All the containers are to be marked on the three (3) sides. Each container should bear the following markings made in indelible paint (in Russian and English): Contract No. Seller: Continental Equipment Plc (Address) Buyer: TST Systems Ltd. (Address) Railway Station of Destination: Kiev Container No.: Gross weight: kg Net weight: kg Case dimensions in cm (length x width x height) 8.2.If a case requires special handling it should bear additional marks: "Fragile", "Top" or "This side up", etc. 9.Shipping Instructions and Notifications 9.1.Within twenty-four (24) hours after shipment, the Seller is to inform the Buyer by fax regarding the date of shipment, the Bill of Lading number, num ber of containers, their weight, the vessel name. 10.Insurance 10.1.The Seller is to take care of and cover expenses for insur ance of the equipment under the Contract from the moment of its dispatch up to the moment of its arrival at the port of Odessa. 11.Sanctions 11.1.In the event of delay in delivery of the equipment the Seller is to pay the Buyer a penal ty at the rate of 1,0% of the total contract value for every week of delay. However, the total amount of penalty for delay in delivery is not to exceed 10% of the total contract value. 11.2.While calculating penalty for delay, the amount of days comprising over half of a calendar week is considered to be a full week. 12.Force Majeure 12.1.The Parties are released from their responsibility for par tial or complete non-execution of their liabilities under the Contract should this non-execution be caused by the force majeure cir cumstances including, but not limited to: fire, flood, earthquake, and if these circumstances have had a direct damaging effect on the execution of the present Contract. 12.2. The Party which is unable to fulfill its obligations under this Contract is to inform the other Party within ten (10) days from the beginning of force majeure circumstances. 13.Arbitration 13.1.The Seller and the Buyer will take all possible measures to settle amicably any disputes or differences which may arise out of the present Contract or in con nection with it. 13.2.If the Parties do not come to an agreement, all the disputes and differences are to be submit ted for Arbitration in Stockholm Sweden, in accordance with the rules and regulations of the Chamber of Commerce in Stockholm and applying the sub stantive laws of Sweden. 14.Other Terms 14.1.The Seller upon written consent of the Buyer shall be per mitted to substitute equipment of comparable quality and conform ing to the technical requirements for any item of equipment that may not be available for one rea son or another. 14.2.Any changes, amend ments or supplements to the terms and conditions of this Contract shall be valid only if set forth in a written document duly signed by authorized representa tives of both Parties to the present Contract. 14.3.After the Contract has been signed all the preliminary agreements, discussions and cor respondence between the Parties concerning this Contract are to be considered null and void if conflicting with this Contract. 14.4.The Contract becomes effective and comes into full force from the date of signing. 15.Legal Addresses of the Parties SELLER (ПРОДАВЕЦЬ): Continental Equipment Plc 9 North Road Brighton BN1 5JF England |
4. Write a contract. Imagine that you are interested in delivery of Butislous coal, 10 tones, 60$ per a tone.
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