Claims connected with delay in delivery

ENQUIRIES

Expressions used in enquiries:

Opening lines                                                     

1) Your name has been given us by the British Chamber of Commerce in Hamburg...

2) The British Embassy has advised us to get in touch with you concerning...

3) We saw your products demonstrated at the Hanover Fair earlier this year, and would like to know whether……..

4) Messrs. Rawlingson and Townsend of Bletchley, who we understand have been doing business with you for some years, inform us that you may be able to supply us with……….

5) We have seen your advertisement in last Sunday's Observer, and would be grateful if you would let us have details of...

6) Your advertisement in this month's issue of The Shoemaker states that you can offer...

Indicating the state of the market

1) There is a brisk demand here for high-quality sports shirts of the type you manufacture.

2) Demand for this type of machine is not high, but sales this year will probably exceed $25,000.

3) These fancy goods are in demand during the tourist season, but for the rest of the year sales are moderate, and often rather low.

4) There is no market here for articles of this type in the higher ice ranges, but less expensive models sell very well throughout the year

5) You can count on a brisk turnover if prices are competitive and deliveries prompt.

Asking for information

1) Will you please send us your catalogue in duplicate and price list for...

2) We would be glad to receive specifications of your new SE11 typewriter, together with your current export prices and details of trade discounts.

3) We are also interested in your terms of payment and in discounts offered for regular purchases and large orders.

4) We would appreciate a sample of each of the items listed above.

 

When a buyer wants to know at what price and on what terms he could buy the goods required by him, he usually sends out enquiries to firms, companies or organizations manufacturing such goods or dealing in them. Most letters of enquiry are short and simple, so much so that many firms have adopted the practice of sending printed enquiry forms, thereby eliminating the need for a letter. As a prospective buyer, the writer of an enquiry states briefly and clearly what he is interested in, and this is all the receiver of the letter needs to know. Often the buyer asks the seller to send him illustrated catalogues, price lists or other publications and, if possible, samples or patterns of the goods he is interested in. When asking the seller to send him a quotation, the buyer gives as far as possible a detailed description of the goods required by him.

A first enquiry — a letter sent to a supplier with whom you have not previously done business — should include:

a) A brief mention of how you obtained your potential supplier's name. Your source may be an embassy, consulate or chamber of commerce; you may have seen the goods in question at an exhibition or trade fair; you may be writing as the result of recommendation from a business associate, or on the basis of an advertisement in the daily, weekly or trade press.

b) Some indications of the demand in your area for the goods which the supplier deals in.

c) Details of what you would like your prospective supplier to send you. Normally you will be interested in a catalogue, a price list, discounts, methods of payment, delivery times, and, where appropriate, samples.

d) A closing sentence to round off the enquiry.

Exercises

Exercise 1: Read and translate the following letter from English into Russian

 

1)

W. JONES AND SONS LTD.

285 Queen Street

London, E.C. 4

10^th January 2009

ABC,

Moscow, Russia

 

Dear Sirs:

 

We learn from your representative that you are producing for export woolen hand-made carpets.

There is a steady demand for high class goods of this type.

Will you please send us your catalogue and full details of your export prices and terms of payment.

We look forward to hearing from you.

Your faithfully,

W. Jones

2)

May 29, 2008...

 

GlastonMenswearLtd

59-54 Riverside

Cardiff CFI IJV

Attention: Sales Manager

 

Dear Sirs:

 

We are interested in the sweaters that we have seen here on your stand at the "Menswear Exhibition".

We are big importers of menswear and we are looking for a manufacturer who can supply us with a wide range of sweaters for men.

As we usually place large orders, we expect a quantity discount and our terms of payment are for collection.

If you agree to these conditions and you can meet orders of оver 1000 sweaters at one time, please send us your current catalogue, and price-list.

We hope to hear from you soon.                               .

Yours sincerely,

L. Sidorov

General Director

"ABC import”

Wilson & Co Ltd.,

 15 Leadenhall Street

London, E.C.3

England

 

Dear Sirs:                                                                       

 

Further to our conversation with your Sales Manager during the Exhibition of electronic equipment at Olympia in London we shall be obliged if you send us your quotation for the Model R800 computer.

Please let us know if you can supply us with three computers and quote your best prices. delivery will be required within two months after we place the order. If you can guarantee prompt delivery and quote really competitive prices we shall be able to place an order with your company.. We would also like to know when our specialists could be sent to your country to be trained as operators and programmers.

We are looking forward to hearing from you soon and hope that our future relations will be of mutual benefit.

Yours sincerely,

ABC

Reply to above:

ABC

32 Smolenskaya Street Moscow 119034,

Russia

 

Dear Sirs:

 

Thank you for your enquiry of March 20, 2008 in which you inform us that you are interested in purchasing the Model R800 computers from us. We enclosed with this letter all particulars concerning technical characteristics of this model

We are happy to inform you that we are able to meet your quantity requirements and offer you three computers at the price of.. per unit The price includes packing. We can promise delivery in two months if you place your order immediately. We hope you wi11 be able to accept our offer.                                          

Yours sincerely,

Wilson & Co Ltd.

 

Exercise 2: Translate into English.

1) Мы будем признательны, если Вы пришлёте нам список фирм, торгующих этими товарами.

2) Нас интересует ассортимент свитеров, которые мы видели на ярмарке в Нижнем Новгороде.

3) Просим прислать нам подробное описание товаров, которыми Вы заинтересовались.

4) Мы являемся крупными импортёрами станков.

5) Мы ищем производителя, который сможет поставить нам широкий ассортимент зимней обуви.

6) Поскольку мы обычно размещаем крупные заказы, мы надеемся на получение скидки за количество.

7) Мы получили образцы тканей, посланных Вами отдельным пакетом, и просим прислать нам Ваш прейскурант на эти товары.                                                                         

8) Прилагаемый каталог содержит подробное описание интересующих Вас товаров.

9) Сообщите, пожалуйста, сможете ли Вы поставить нам необходимое количество товара и принять платеж в форме инкассо.

10) Мы хотели бы знать, по какой цене и на каких условиях Вы могли бы поставить нам 1000 тонн пшеницы.

11) Сообщите нам, можете ли Вы выполнять заказы на количество свыше 1000 изделий в каждой партии.

12) Согласно Вашей просьбе посылаем наш иллюстрированный каталог, содержащий подробное описание требующихся Вам машин.

13) Мы признательны Манчестерской торговой палате за сообщение Вашего адреса и были бы благодарны, если бы прислали нам Ваш каталог насосов.

14) В ответ на Ваше письмо от 15 мая, адресованное Торговому представительству России в Англии, мы с удовольствием посылаем Вам три экземпляра нашего каталога станков. Мы надеемся, что каталог окажется полезным для Вас.

15) Мы просим Вас сообщить нам, по какой цене, в какой срок и на каких условиях Вы могли бы поставить нам 2000 тонн сахара.

 

Exercise 3: Insert the missing prepositions where necessary and translate the sentences into your language.

1. this from has been dealing … timber … twenty years.

2. Please let us know … what price you could sell … us 300 tons … rubber.

3) We shall be obliged if you will make … us an offer … these goods.

4) We are sending … you some samples … the goods you are interested ….

5) We shall be glad to know... what terms we could buy...youthe following goods required... us.

6) We have no publications... the types... machines, which you refer …... your enquiry.

7) We are sending you... your information a copy... a letter. which we have written... Messrs. Smith & Co.

8) Please send... us... duplicate all publications you have... thisquestion.                                                                                 

9)... compliance... your request we are sending you our new catalogue... Compressors.

10) We are indebted... the Russian Chamber... Commerce … your name and address.

11) We have pleasure... sending you... triplicate our Brochure No. 126 containing a description... our range... Gas Turbines.

12)... reference... your letter... the 15th May we are sending you,... separate cover, the shipping documents relating... the m.v. "Krasnovodsk".

13) We regret to advise you that... present these instruments are not available... sale.

14) We have marked... X the types... machines which may be... interest... us and would like to receive... you their description... duplicate.

Exercise 4. Fill in the missing words and translate the letter.

We have been... your name... our associates Howard & Co.... Carlisle, who... us that you have been … them with stationery... a number of years.

There is a... demand here... Edinburgh... the qualities you..., and we believe we could... large orders... you if your... are competitive.

... you please send us your illustrated... together with your... list and details of your... of business.

We look forward to..... …..you.

 

 

OFFERS

A reply to an enquiry from a regular customer is normally fairly brief, and does not need to be more than polite and direct. Provided the supplier is in a position to meet his correspondent's requirements, his reply will generally:

a) thank the writer of the letter of enquiry for the letter in question;

b) supply all the information requested, and refer both to enclosures and to samples, catalogues and other items being sent by separate post;

c) provide additional information, not specifically requested by the customer, so long as it is relevant;

d) conclude with one or two lines encouraging the customer to place orders and assuring him of good service.

In" many types of business it is the practice of the seller to offer goods to regular customers and to others who may be interested, without waiting for an enquiry. Similarly, suppliers regularly make special offers of goods when prices are particularly favourable. In these cases the customer's interest has to be aroused.

Offers made in writing usually state the nature and description of the goods offered, the quantity, the price, the terms of payment and the time and place of delivery. Offers may be firm (or binding) or without engagement.

A firm offer is made by a seller to one potential buyer only and usually indicates the time during which it will remain open for acceptance. If the buyer accepts the offer in full within the stipulated time, the goods are considered to have been sold to him at the price and on the terms stated in the offer.

According to English and American law, a person making a firm offer has the right to revoke it at any time before it has been accepted. According to Russian law, a person making an offer is hound by it until the expiration of the time stated in the offer. When time for acceptance is stipulated in the offer, the acceptance must be made within a reasonable time.

An offer without engagement does not bind the seller and therefore may be made to several potential buyers. If the buyer accepts such an offer, the goods are considered to have been sold to him only when the seller, after receipt of the buyer's acceptance, confirms having sold him the goods at the price and on the terms indicated in the offer.

Expressions used in offers:

General opening lines

1) We have pleasure in offering you the following goods...

2) You will be interested to hear that...

3) You will find enclosed with this letter a sample of...

4) As a result of the favourable supply situation we are able to offer you...                                        

Expressions used infirm offers

1) We have pleasure in offering you, subject to your acceptance by cable...

2) This offer is made subject to an immediate reply...

3) We offer you the goods subject to receiving your confirmation within... days of the date of this letter.

4) We are holding this offer open for your acceptance until the 15th May.

Expressions used in offers without eng a gement

1) We have pleasure in offering you, without obligation...

2) This offer is made without any engagement on our part.

3) This offer is subject to the goods being unsold on receipt of your reply.

4) This offer is made subject to prior sale.

Prices and terms

1) Our prices are quoted c.i.f. London.

2) Our prices include packing and carriage.

3) Price includes delivery to nearest railhead.

4) Prices are subject to variation without notice, in accordance with market fluctuations.

5) Prices for the quality you mention range from 75c to $ 5.

Supply and demand

1) In view of the heavy demand for this line, we advise you to order at once.

2) The exceptional demand this season has nearly cleared our stocks of...

3) This article is in great demand.                                             

4) Owing to the increased demand for this type of car, our stocks have run very low.

5) As we have a good supply of these machines we can effect shipment within 5 days.

6) The model you ask for is out of production, but we can supply... instead.

7) We cannot promise delivery before 1st January unless your order reaches us within 5 days.

Asking for instructions

1) Will you kindly let us have an early decision.

2) Please send us your instructions by fax.

3) Kindly confirm your order at the price quoted.

4) We await your instructions by return.

5) Please let us know your wishes by Friday without fail.

6) Kindly use the enclosed order form when you make out your order as this will facilitate prompt and accurate execution.

7) If our proposal is acceptable to you, please confirm by return.

Concluding sentences

1) Our whole experience is at your service. We hope you will make use of it.

2) We should appreciate the opportunity of showing you how efficiently we can serve you.

3) Words alone will not prove what we claim for our products: only a trial can do that, and a trial will convince you.

4) You may rely on us to give your requirements immediate attention.

5) We will hold a quantity in reserve for you, as we feel sure y₀u would not wish to miss such an opportunity.

6) If you think our offer meets your requirements, please let us have your order at an early date, as supplies are limited.

7) As we execute all orders in strict rotation, we strongly advise you to order early.

Exercises

Exercise /. Translate the phrases used in offers.

Exercise 2. Read and translate the offer.

December 25, 2008

ABC,

Moscow

Attention: Mr. Borisov

Dear Sirs:

We thank you for your enquiry of August 27, 19 concerning the supply of pumps and now are pleased to submit our offer.

With this offer we enclose drawings and specifications together with out leaflet.

Price:  The total price of a pump is $... which includes packing and delivery Russian port

Delivery: Delivery of the pumps will begin three months after the contract is signed and will be completed within a period of four months.

Validity: This offer is valid 90 days from the day of this letter.

Payment. Payment is to be made in cash within 30 days оf receipt of the following shipping documents: an Invoice, a Bill of Lading, an Insurance Policy and a Packing List.

We have quoted for the majority of spare parts in accordance with the details of your enquiry. But we cannot guarantee the supply of all items as in some cases our stocks of spares are limited

We recommend you therefore to place an order as" soon as possible to obtain the items you require.

I would personally very much like to visit you at your office in Moscow and discuss our possible future business relations

Perhaps you will be kind enough to advise me of a suitable date and time for such a meeting.

Yours faithfully,

on behalf of Black & Co

G.E. Fox,

Overseas Sales Manager

Exercise 3. Translate into English.

1) Мы рады направить Вам наше предложение на новую модель компьютера.

2) Наше предложение действительно в течение 60 дней от Даты данного письма.

3) В соответствии с Вашим запросом мы прилагаем к пись­му каталог, в котором содержится дополнительная информа­ция о нашем оборудовании.

4) Платеж производится в течение 10 дней после получения следующих отгрузочных документов: счета, коносамента, страхового полиса и упаковочного листа.

5) Продавец сообщил, что у них имеется очень небольшой резерв запасных частей, и поэтому они рекомендуют нам раз­местить заказ как можно быстрее.

6) Не будете ли Вы любезны сообщить нам удобное для Вас время нашей встречи?

7) Мы предлагаем Вам этот товар при условии получения Вашего подтверждения не позже 15 марта.

8) Все цены, указанные в этом каталоге, могут подлежать изменению без предупреждения.

9) Это предложение действительно лишь в том случае, если машина еще не будет продана по получении Вашего ответа.

10) Мы согласны, чтобы наша оферта от 10 марта остава­лась открытой для акцепта до 25 марта как самого позднего срока.

Exercise 4: Insert the missing prepositions where necessary and translate the sentences into Russian.    

1) Please inform us … cable … what price you could offer … us 20 tons … Copper.

2) … … the information received … us, the vessel will arrive … St. Petersburg … the 15^th September.

3) We are quoting you the price … $5 … ton subject … you accept the offer … full … five days … today.

4) The goods were offered … engagement… the part … the sellers.

5) We request you to indicate the time … which your offer will remain open … acceptance.

6) We regret to state that our clients are not satisfied … the quality … the samples sent … you.

7) We shall be obliged if you will quote us … 100 tons of Rubber.

8) Please cable … us your price … a cargo … 8,000 tons … Manganese Ore.

9) We would like you to make … us an offer … 500 bales … Cotton … immediate shipment.

10) Shipment will be made … Odessa … five weeks … receipt … your order.

11) Our representative will call … you … 5 o’clock tomorrow.

12) The goods could be shipped … October or November … our opinion.

13) We can supply you … these goods … the price … $25.. ton... 1,016 kilograms c.i.f. Manchester.

14) … … our contract you are to pay … the goods … cash … shipping documents.

15) The goods are to be shipped … the 31^st May … the latest.

Exercise 5. Translate into Russian.

1) All quotations are made without engagement and contracts  based thereon are subject to our G eneral Conditions of Sale.

2) All quotations are subject to alteration without notice.

3) The prices quoted may be subject to revision on receipt of formation as to the actual quantities required.

4) The prices are for prompt acceptance only and subject to change without notice.

5) The machine could be dispatched not later than 30th September, subject to our receiving your order within 20 days from this date.

6) The goods will be shipped in the second half of November subject to navigation being opened.

7) We have a wide selection of sweaters that will appeal to all ages, and in particular the teenage market which you specified.

8) We can supply from stock and will have no trouble meeting your delivery date.

9) We think you have made an excellent choice in selecting this linе, and once you have seen the samples we are sure you will agree that this is unique both in texture and colour.

10) We no longer manufacture pure cotton shirts as their retail prices tend only to attract the upper end of the market. All our garments are now poly-cotton, which is stronger, needs little ironing, and allows variations in patterns. However, if you are still set on pure cotton garments, we advise you to contact...

11) We have sent you our summer catalogue which unfortunately is only printed in English. However, we have enclosed a Russian translation for the relevant pages (41-45) and hope this will prove helpful.

12) The prices quoted above re provisional, since we may by compelled by increased costs of raw materials to increase our prices to customers. I will inform you immediately if this happens.

Exercise 6. Translate into English.

1) Мы можем предложить Вам этот товар по цене 50 долл. США за английскую тонну сиф Копенгаген.

2) Посылаем Вам с этим письмом 2 экземпляра наших Общих условий поставки, в которых изложены наши условия платежа.

3) Мы удовлетворены качеством товара и готовы размес­тить у Вас заказ, если Ваши цены и условия платежа будут приемлемы.                                                              

4) Мы можем отгрузить этот товар из Одессы в течение шести недель по получении Вашего заказа.

5) Согласно условиям договора Вы должны уплатить за то­вар наличными против отгрузочных документов.

6) Все запасные части перечислены в спецификации, по­сланной с нашим письмом от 19 августа.

7) Отгрузка может быть произведена в мае или июне 2009 по нашему выбору.

8) До настоящего времени мы не получили от Вас подтвер­ждения нашего предложения от 25 мая и должны поэтому ото­звать нашу оферту.

9) Мы держим это предложение открытым до получения от Вас акцепта до 1 сентября текущего года.

10) Подтверждаем получение Вашего письма от 20 мая, в котором Вы акцептируете нашу оферту от 10 мая на 10 000 фунтов икры. С сожалением сообщаем Вам, что этот товар продан другому покупателю, поскольку наша оферта была действительна лишь до 16 мая.

ORDERS

If the seller's offer is right, an order may be expected to follow. The really difficult part of the business is now over and the remaining correspondence is largely routine.

In placing of an order, first of all, accuracy is essential. An error in quoting a catalogue number, or a mistyped figure in the quantity column can cause trouble which it may be impossible to put right later. All this is very elementary, but such errors are known to occur; a double check at all stages is the only prudent course.

Clarity is also essential. The buyer must make clear to the seller exactly what he wants. Most firms will agree that there is room for improvement here. In the export business there are also other things needed besides an accurate description of the goods: for example, method of transport, packing, delivery and insurance, or possibly method of payment, if this has not been settled already. Then the buyer may require some special documents for his own use or to satisfy import regulations. These must be asked for — the exporter cannot always know what the buyer requires in this respect. Large firms will most probably use an export order form for ordering; the special requirements are printed on this form, and possibly also the details of terms and conditions of purchase.

When ordering goods, a customer will generally include the following in his letter:

a) A reference to a visit by the supplier's representative, or to an advertisement or catalogue, or to a sample, or to previous correspondence. This applies particularly to a first order. In subsequent orders the buyer may begin his letter with:

b) Details of the goods required: quantity, quality, catalogue number, packing, etc.

c) Conditions and qualifications.

d)  Alternatives which are acceptable if the goods ordered not available.

e) A closing sentence, perhaps encouraging the supplier to execute the order promptly and with care.

Expressions used in orders

Opening lines:

1) Thank you for your offer of 1 July, which we accept on the terms quoted.

2) We enclose our order No. 47791 for...

3) We have pleasure in ordering the following articles from your winter catalogue:

4) Thank you for letting us have samples of.... We would be glad if you would supply us with...

5) Will you please arrange immediate dispatch of...

Referring to quality:

1) The quality must be up to sample...

2) Weight and colour must be as sample supplied...

3) A medium quality would be suitable...

4) Only fruit packed so as to be in fresh condition on arrival can be accepted.

5) There is no market here for the higher-priced cameras. Please send only models in the medium price-range.

6) We enclose a trial order. If the quality is up to our expectations, we shall send further orders in the near future.

7) The material supplied must be absolutely waterproof and we place our order subject to this guarantee.

Alternative goods:

1) If pattern No 63 A is not available please send 64, 65 or 66A instead.

2) Please supply the nearest you have to the enclosed sample.

3) We leave it to your discertion to supply a suitable substitute, should you not have what we want, but the price must not exceed $1.75 per kg.

4) If you have a similar article but of better quality, please l t instead, provided the price is not more than 10% higher.

Rejecting an offer:

1) Many thanks for your offer of 3 March. We are sorry to have tell you that we cannot make use of it at present.

2) We thank you for your offer and will bear it in mind, should _we have need of such equipment at any time.

3) Thank you for your quotation for the supply of... but we have been obliged to place our order elsewhere in this instance.

4) Many thanks for your reply to our enquiry for steel furniture. We will keep your catalogue for further reference, but think your products too highly priced for this market.

5) We appreciate your offer of a reduced price, but are of the opinion that the market would not stand an article of this quality at all.

Cancellation, Warning of Cancellation:

1) Please delete from the order any goods which you (cannot supply ex-stock) (cannot ship within 14 days) (cannot supply exactly to sample).

2) We must insist on the observance of our terms and conditions. If you cannot do this, we regret that we shall have to cancel the order.

3) As you have failed to deliver within the specified time, we have no alternative but to cancel our order.

4) The recent slump in the market here makes it unavoidable for us to cancel the remainder of our order.

5) We regret having to cancel our order for the two further machines, but the worsening of the trading position here gives us no alternative.

Exercises

Exercise 1. Translate the following letters.

  Dear Sirs:

We are in receipt of your letter of May 14, and shall be glad if you will buy for our account the quantity B.O.P. Darjeeling Tea mentioned by you at Rs. 3 per kg payable at 30 days, and send us about one third of it by rail and the rest you keep in godown on our behalf.

Please effect insurance against fire at purchase rate plus 20% and retain the same at our disposal.

Yours sincerely,

Reply to above:

Dear Sirs:

We are glad to receive your acceptance of our offer, and note that you have decided to buy this parcel of B.O.P Darjeeling Tea. We hope you will be satisfied with the quality in consideration of the price, and assure you that in any future business it will be our endeavour to give the best possible service and the quality goods.

This day we have dispatched 25 cartons of tea at your account and risk through passenger train. The remaining cartons have been kept in the godown as per your instructions. We have also taken out the insurance of the goods and the policy is with us to be forwarded to you if you wish so.

Enclosed here is our account for this bargain.

Yours sincerely,

Exercise 2. Insert the missing prepositions where necessary and translate into Russian.

1) The price... which the equipment was ordered... was fixed d not subject... any alterations.

2) As the goods were bought... f.o.b. terms, the Suppliers laced them... board... steamer... their expence. They also had to -y the port and dock dues... the cargo.

3) According... the contract, payment is to be made... cash... London... 45 days... the dispatch... Rossimport... all the shipping d technical documents.

4) As you had not delivered the goods... the 1st July, you are to у us agreed and liquidated damages... delay... delivery.

5) The damages were calculated... the rate... 0.5 per cent... eek... the value... the equipment.

6) The Buyers informed the Sellers that they would reject... the goods if the delay... delivery should last... twelve weeks.

7) We shall be obliged if you will inform us... the readiness... e equipment... inspection... least ten days... advance.

8) Rossimport informed the Suppliers that the damage... the goods was due... inadequate packing.

9) Taking... account your client's requirements, we agree to prepare the goods... your final inspection... our works... August.

10) We shall be glad to hear whether the changes... the specification proposed... us are acceptable... you.

Exercise 3. Fill in the missing words and translate the letter.

Our order... 50 "Marie" dresses... various colours and sizes is... with this letter. You will see... the order that... is required... 1 May... the latest.

Will you please quote us... 1000 "Audrey" dressing gowns, and... us know whether you have these models... stock.

 

Exercise 4. Translate the Expressions used in orders

1) Your order is receiving immediate attention and you can de­pend on us to effect delivery at Southampton well within your time limit.

2) We have taken special note of your packing instructions and these will be strictly observed.

3) We note that the goods are to be collected at your works by your forwarding agent, and we shall accordingly notify Carter & Sons when the order is ready to be called for.

4) We cannot guarantee delivery by next Friday as your order was received too late for this week's dispatch, but we are sending your goods by rail, and they will reach you more quickly that if we waited for the next van delivery.

5) We have not yet had precise shipping instructions and are holding your order until these arrive.

6) As you do not give any special instructions for forwarding, we are passing your order to our forwarding agents in the usual way.

7) As you need the goods so urgently we have arranged trans­port by road to the port. This will make shipment by S.S. Lincoln possible.

8) To avoid storage charges at the port, we are holding your goods here pending arrival of your forwarding instructions.

9) As we have not had the pleasure of doing business with you before, we enclose a copy of our invoice, and will be glad if you ar­range payment either by banker's draft or by opening and irrevocable letter of credit in our favour. Please also state what document you require.

10) As requested, we shall draw on you at 60 days for the amount of our invoice, one copy of which is enclosed, the draft to he accepted by your bankers as arranged.

11) Our terms are net. You will appreciate that our low prices make it impossible for us to grant any discount.

12) Our prices are ex-works; should you wish us to undertake shipping arrangements we will gladly do so, adding the costs in­volved to our draft on you.

13) Prices of raw materials have risen steeply since our quota­tion of 11 May, and we could now accept your order only at the rates quoted on the attached list. We await your confirmation be­fore executing your order, but shall be pleased to give you priority if your reply reaches us within 3 days.

Refusing an order

1) In this instance we are unable to accept your order, as we a mot match your pattern.

2) Much as we should like to do business with you, we fear we cannot turn out brushes of reasonable quality at the price you ask.

3) Supplies of raw materials are becoming difficult to obtain and we have no alternative but to decline your order.

4) As we would not be able to promise delivery before next spring, we feel we must return your order, with our apologies and thanks.

5) We have a waiting list of several hundred for these machines and can give no guarantee of delivery this year.

6) Production difficulties force us to decline further orders for this model for the time being.

7) The political situation has caused supplies of beef to "dry up" entirely, and we are forced to discontinue the manufacture of these goods.

8) There is no demand for the material of the type you submit as a sample, and we shall not manufacture further supplies.

9) Any alteration in design would mean re-setting our machines, and the cost of this would be prohibitive unless you could place an order for some 5,000.

Начальный курс коммерческого перевода. Английский язык

10) It would be impossible for us to supply this small quantity, in wrappers of varying design and colour, without considerable raising the prices.

11) While thanking you for your order, we have to explain that we supply only to authorised dealers in each town, and at present we are not considering increasing the number of dealers in your area.

Exercise 5. Translate from English into Russian.

1) Thank you for your reply of 14 May regarding the cassettes we wrote to you about. Enclosed you will find our official order...

2) Your letter of 12 October convinced me to place at least a trial order for the "Letherine" material you spoke about.

3) Once we have received your advice, we will send a banker's draft (банковская тратта) to...

4) Although the rather low trade discount of 15% disappointed us, we will place an order and hope that this allowance can be reviewed at some time in the near future.

5) Delivery before February is a firm condition of this order, and we reserve the right to refuse goods delivered after this time.

6) We advise delivery by road to avoid constant handling of this fragile consignment (товар; партия товара).

7) The machines must be well greased with all movable parts secured before being loaded into crates, which must be marked.

8) Your order No 6712/1 is now being processed and should be ready for dispatch by next week.

9) We are pleased to advise you that the watches you ordered — No 8815/24 — were put on flight BA 165 leaving Zurich 11.00, 9 August arriving Manchester 13.00. Please find enclosed air waybill DC 15161/3 and copies of invoice A113/3.

10) If the goods sell as well as we hope, we shall send further orders in the near future.

Exercise 6. Translate from English into Russian.

1) Dear Sirs:

We have pleasure in informing you that your order № 844722 has been completed and is awaiting collection. The consignment consists of 5 crates, each weighting 255 kg.

Transport, insurance and freight are being arranged by our forwarding agents, AG of Antwerp. We can vouch for their expertise and efficiency.

As soon as we receive details of forwarding changes from our agents, we will send you our invoice and the shipping documents. The amount of the invoice will be charged to your account, and in future we will draw on you quarterly, as previously agreed.

We assure that your orders will be given prompt attention, and look forward from hearing from you again.

Yours faithfully,

2) Dear Sirs,

It was pleasure to receive your order for 300 Model С 'Reflex' cameras and to hear of your success in disposing of the last consignment. As we advised you at the time of your last purchase, this type of camera, with its large viewfinder, has become a best-selling model, and you cannot go wrong in stocking it.

While sales throughout the world have been good, there has been a persistent demand for a lens of larger aperture than the f.3, which was fitted as standard on the Model С last year. On careful examination of this demand we came to the conclusion that the average camera-user of today wants an instrument with which he can do serious picture-making. We have therefore produced a new version of our famous camera - the model D, which is fitted with an f4.5 lens.

Model '0' has replaced 'C\ and at a price of DM 80 net to the trade, represents the finest value on the market for cameras of this type. We think you will agree that the difference in price, DM 10, between this and the old model is very small for the amazing difference in performance which is now possible. It has received an enthusiastic welcome here already.

Our new publicity campaign is due to begin in a few weeks and the '0' Reflex will be adevertised extensively in national newspapers in your country as well as in technical magazines. Your stock will reach you in good time for the commencement of our campaign, so we should be glad if you would confirm the order fo_r 300 of Model 'Din place of the discontinued Model ‘C’.

We shall be happy to grant you an extra 5% discount for 300, and can promise you immediate dispatch. Once again we say you cannot go wrong with a Reflex. We are always at your service.

Yours faithfully,

Exercise 7. Translate from Russian into English. Уважаемые господа!

Мы подтверждаем получение Вашего письма от... (дата) и просим Вас принять к выполнению заказ на 3 насосные маши­ны. Мы согласны с назначенными Вами ценами.

Доставка должна быть осуществлена по вышеуказанному адресу к... (дата). Поскольку Вы ничего не упомянули о гаран­тийном сроке, который обычно предоставляется при поставке машин, мы хотим указать, что просим дать двухгодичный срок гарантии, в течение которого Вы обязаны выполнять любые ремонтные работы бесплатно.

Мы будем рады, если Вы известите нас о получении наше­го заказа и Вашем мнении о наших условиях.

С уважением,

CLAIMS

In ideal business conditions everything should be done carefully — details of offers and orders checked, manufacture of the goods carried out properly, packing and marking verified.

However in spite of all possible care and attention that is given to contracts letters of complaint happen to arrive rather frequently because of various infringements.

There are various reasons for complaints. The following kinds of claims are often made by Buyers:

1) claims arising from the delivery of wrong goods, damaged goods or substandard goods;

2) claims connected with delays of one kind or another;

3) claims owing to goods missing from delivery (i.e. short-shipment or short-delivery);

4) claims that concern errors in carrying out the order. These ay be caused by mis-typing of figures, mis-reading of numbers, mis-direction of goods, wrong goods, wrong packing d so on.

Sellers most frequently make claims on Buyers because of default of payment.

As a rule a customer will not complain unless he has a good reason. If the customer's complaint is well-grounded, the settlement is comparatively easy: the error will be admitted and the responsible party will meet the claim fully or partly. In other words, the dissatisfied party will get full or partial compensation for the losses they suffered. Thus the matter is settled amicably.

Much more difficult is the case where the customer's complaint is not justified. It would be wrong policy to reject the claim off­hand.

The responsible party must carefully explain why the claim is declined and try to persuade the dissatisfied party to withdraw the claim.

Setting commercial disputes by arbitration is practiced if the parties in dispute cannot meet mutual understanding. In this case the parties may refer the matter to Foreign Trade arbitration Commission at the Chamber of Commerce and Industry in Moscow. The award of the Arbitration Commission is final and binding upon both parties.

Exercises

Exercise 1. Translate from Russian into English.

1) Покупатели часто предъявляют претензии продавцам по поводу поставки товаров, не предусмотренных контрактом, повреждённых и недоброкачественных товаров.

2) Претензии могут быть вызваны недопоставкой товаров.

3) Во избежание претензий со стороны покупателей следует проверить упаковку и маркировку товаров.

4) Продавцы могут предъявлять претензии покупателям по поводу задержки платежа.

5) Если претензия обоснована, ответчик должен полностью или частично компенсировать убытки.

6) Сторона может отклонить претензию, если считает, что она не обоснована.

7) Если сторонам не удалось прийти к соглашению, дело может быть передано на рассмотрение Внешнеторговой арбит­ражной комиссии при Торгово-промышленной палате.

8) Решение Арбитражной комиссии окончательно и обяза­тельно для обеих сторон.

Exercise 8.

Dear Sirs:                                 

Following your letter of October 7, we are disappointed to learn that your customers have in any way with the quality of our leather.                      

You complain that it does not meet the Specifications on the basis of which the Contract was concluded. You

enclose results of visual examination and laboratory tests indicating the poor quality of the product. We have carefully studied the material and find your claim justified.

We hope that the complaint will be discussed during our personal meeting and we shall consider to what extent we shall satisfy your claim.

On the other hand we would like to remind you that throughout the period since February we have most carefully fulfilled the orders which we had from you under very adverse conditions and at considerable loss to ourselves.

We have always understood that you were good enough to place great importance to continuity in out mutual relationship. We shall be sorry to know that you are proposing that our association is now ended.

Sincerely yours

Exercise 9. Give the English for:

по контракту; не соответствовать спецификации; выпол­нять контракт; вынуждены сообщить Вам; образец, на основе которого был заключен контракт; мы получили серьезные пре­тензии от наших клиентов; осмотр товаров показал; призна­вать претензию обоснованной; мы с огорчением узнали; мы предъявляем Вам претензию по поводу низкого качества това­ров; качество товаров не соответствует качеству образца; сум­ма ущерба составляет; с сожалением мы узнали; товар был по­врежден в пути; достаточная компенсация.

Exercise 10. Translate the letters.

Dear Sirs: he 100 electric motors we ordered on July 12 (Order No 734) arrived yesterday. However, on opening the cases we found that 12 motors had been damaged by seawater and seem to be a complete write-off.

We have arranged for Lloyd's surveyor to investigate the extent of the damage and we shall forward his report, together with our claim, as soon as the survey has been held.

In the meantime we would ask you to dispatch a further consignment of 50 motors as soon as possible.

Yours sincerely

Exercise 11. Translate the letter into Russian.

Dear Sirs:

We acknowledge your letter of November 1 regarding the shortage of wolfram your customer advise you on the parcels ex vessel "Stabrovsky". We regret we must decline your claim as the material was delivered on board FOB in the condition as described in the Bills of Lading, which stated that the bags had been repaired. If, in fact, any bags were damaged in loading this would have been noted by the ship's captain and the Bills of Lading would have been claused accordingly. This was not the case and therefore any loss or damage could only have occurred during the voyage or in discharge in Russian port or in transit to final destination.

We accordingly return your debit note and supporting documents in order that you can lodge this claim with the shipping company or your insurers.

Yours sincerely

 

 

Essential Vocabulary

English Word	Translation
enquiry
quotation
to quote a price
chamber of commerce
business associate
brisk (steady) demand
article
turnover
competitive price/ attractive price
in duplicate/ in triplicate
to place an order with sb
discount off / from/ on the price
quantity discount
payment for collection
to meet an order
to meet requirements
cif (cost, insurance, freight)
earlier this year
specifications
trade fair/ at the fair
trade press
to deal in sth
regular customer
so long as
subject to
railhead
by return
an offer
a firm (binding) offer
offer without engagement
to submit an offer
to stipulate for
to evoke
order form
to effect shipment
to execute orders in strict rotation
a trial (order)
gross ton
to revoke an offer
shipping documents
shipping instructions
invoice
bill of lading
dispatch
to leave sth to sb’s discretion
furniture
in this instance
to keep sth for further reference
trading position
storage charges
a forwarding agent
B.O.P. (Bought Our Parts)
f.o.b. (free on board)
at sb’s account and risk
an insurance policy
a packing list
spare parts
to advise sb of sth
a catalogue number
method of transport
import regulations
ex-stock
ex-vessel
slump
for sb’s account
payable at 30 days
a godown
it will be one’s endeavour
as per
pending
banker’s draft
opening letter of credit
irrevocable letter of credit
to turn sth out
a parcel, a batch, a consignment
wrappers
authorized dealers
to be greased
draw on sb
warranty period
publicity campaign
take out the insurance
van
lorry, truck
freight-liner (freight train)
carrier (ship, vessel, craft)
dry-cargo ship
hovercraft
bag
bale
carboy
carton
case
cask
crate
drum
hogshead
keg
sack
bag
make a claim on sb to lodge a claim with sb to submit a claim to sb
marking
to verify
substandard goods
wrong goods
short-shipment (short-delivery)
misdirection of goods
to reject a claim/ to decline a claim
well-grounded/ justified claim
to withdraw a claim
default of payment
responsible party
dissatisfied party
to suffer losses
to refer the matter to
Foreign Trade Arbitration Commission
The award of the Arbitration is final and binding upon both parties
to take all possible steps/ to make every effort/ to do one’s utmost
a hold-up/ to hold-up
to keep the delivery dates to observe delivery deadlines
sailing notice
port of loading/ loading port
breach / infringement/ violation of a contract
to place sth to sb’s charge/ to place sth to the debit of sb’s account/ to charge sth to sb’s account
regretful
unproductive expenses/ dead costs
transshipment
e.t.a. (estimated time of arrival)
a write-off/ to write off
surveyor
inspection certificate / survey report / report of survey
meet mutual understanding
advice of dispatch
to meet the commitments
variation in price
adverse conditions
against the contract
to be inferior to the sample
the damage amounts to

 

ENQUIRIES

Expressions used in enquiries:

Opening lines                                                     

1) Your name has been given us by the British Chamber of Commerce in Hamburg...

2) The British Embassy has advised us to get in touch with you concerning...

3) We saw your products demonstrated at the Hanover Fair earlier this year, and would like to know whether……..

4) Messrs. Rawlingson and Townsend of Bletchley, who we understand have been doing business with you for some years, inform us that you may be able to supply us with……….

5) We have seen your advertisement in last Sunday's Observer, and would be grateful if you would let us have details of...

6) Your advertisement in this month's issue of The Shoemaker states that you can offer...

Indicating the state of the market

1) There is a brisk demand here for high-quality sports shirts of the type you manufacture.

2) Demand for this type of machine is not high, but sales this year will probably exceed $25,000.

3) These fancy goods are in demand during the tourist season, but for the rest of the year sales are moderate, and often rather low.

4) There is no market here for articles of this type in the higher ice ranges, but less expensive models sell very well throughout the year

5) You can count on a brisk turnover if prices are competitive and deliveries prompt.

Asking for information

1) Will you please send us your catalogue in duplicate and price list for...

2) We would be glad to receive specifications of your new SE11 typewriter, together with your current export prices and details of trade discounts.

3) We are also interested in your terms of payment and in discounts offered for regular purchases and large orders.

4) We would appreciate a sample of each of the items listed above.

 

When a buyer wants to know at what price and on what terms he could buy the goods required by him, he usually