30.

11
A growth mindset is the belief that our (1) ability and (2) intelligence can be developed through hard
work, (3) dedication, and learning from (4) mistakes.
People with a Growth Mindset understand that their (5) skills and (6) abilities can improve with (7)
effort, (8) practice and (9) persistence.

4.3.1 What is an offer?

An offer is a business letter offering to sell goods on stated terms and conditions
Two kinds:
- Free offer:
+ Made to many buyers
+ With suppliers’ sales confirmation (only made when the supplier send the sales
confirmation)
+ no time validity
- Firm offer:
+ made to one buyer
+ without sales confirmation (when the buyer accept, the contract is made)
+ with time validity

4.3.2 Structure of an offer

Opening
- Express your thank to the enquiry and pleasure of offering
 We thank you for you enquired date
Message: mention 7 major terms and conditions
1. Name of commodity/goods
2. Quality and specifications: as per enclosed catalogue No 234 LD
3. Quantity: 1000 MT (Metric ton)/pcs/sets/units
4. Price : unit price... including packaging, total price is…
5. Packing: in customary export cartons
6. Delivery: one shipment, date…/ in one lot in Dec.20
7. Payment: is to be made/effected in USD by an irrevocable letter of credit at (30 days) sight,
opened at/through/by the Bank for Foreign Trade of Vietnam (VCB), 15 days prior to/before
shipment, valid for 15 days to the account of Royal Bank, London

Ending:
- Express your hope for order or future business
>> We assure you that any of your orders will be given our best attention
>> We look forward to your order
>> We look forward to opportunities of doing business with you

4.3.3 Essential Language

Opening
- Free offer
+ We thank you very much for your enquiry of… (asking) for … and are happy/glad/pleased
to make you and offer on the following terms and conditions
+ We ... and take pleasure in making you an offer for the said goods
- Firm offer
+ We thank you for… and are happy to offer firm until 25 March 20__ on the terms and
conditions as follows:
+ We are pleased to make you a firm offer, subject to acceptance within 21 days, for 10
machines …
+ We thank you … to make you an offer which is valid until October 20__ on the following
terms and conditions
+ We are pleased to make you an offer which is valid until …
+ We are pleased to offer firm until…
+ The offer is firm for 20 days
+ The offer remains open for acceptance within 15 days…
+ This offer is subject to acceptance within…

Main message:
- Name of the goods/commodity
+ Wooden sweaters, style L-29
+ Model TD236 washing machines
- Quality and specifications
+ Quality and specification: as per samples
+ Quality: as per enclosed technical description
+ Specification: as per enclosed catalogue No. 23/TL
- Quantity
+ 1,000 pieces/units/items/sets…
+ 600 tons/ metric tons/ MT tons
- Price:
+ Price: $110.000 per unit CIF Hai Phong port including packaging
- 5 elements:
+ Currency: $/USD/VND (before amount)
+ Amount: 110.000
+ Unit price: per unit/ per 1.000 units/ per ton
+ Terms of price: CIF Hai Phong port
+ Including/excluding packaging.
- Packaging and marking
+ Packing: in export customary packing
+ Packing: in seaworthy cartons marked/numbered 1-6
+ Packing: in seaworthy wooden cases for long voyage
+ Marking: upon the buyer’s instructions

- Delivery:
+ Delivery in one lot/shipment on Dec 08, 20__
+ For immediate shipment
+ The machines can be dispatched within 6 months from receipt of your formal order
+ Shipment: within 3-4 weeks of receiving order
- Terms of payment
+ Bank draft/banker’s draft
+ Bank transfer (mail, telegraphic)
+ Bill of exchange (sight draft or term draft)
 Sight draft: a bill of exchange payable immediately upon acceptance (accept to pay)
 60 days (after) sight: payable within 60 days of acceptance (60 D/S)
+ Letter of credit (L/C)
+ At sight or at … days’ sight

 Revocable L/C: that can be cancelled

 Irrevocable L/C: that cannot be cancelled
+ Cash on delivery (COD)
- Method of payment
Payment (to be made/effected) in US dollars (pounds sterling) by an irrevocable letter of
credit (at sight/at 60 days’ sight) to be opened with (via/through/at) … Bank, London, 15 days
before (prior to) the shipment, valid for 45 days, to the account of Vietcombank, in our favor
(in favor of the seller) for the total value of the goods to be shipped.
- Technical documents
+ Two copies of user’s manual to be supplied with each unit of goods
- Warranty/Guarantee
12 months from use or 18 minths from dispatch/dispatch

Practice

Dear Mr X,
Re: Rush Mats
We thank you for your enquiry of 25 June 20__ and are happy (glad) to learn that you are
particularly interested in (the purchase of) our rush mats. We are pleased to make you an
offer, subject to our tinal confirmation (acceptance) upon receipt of your order, on the
following terms and conditions:
Commodity: fancy rush mats (patterned rush mats)
Quantity: 5,000 pieces
Specification: as per enclosed specification
Price: £1.00/piece, CIF London, including packing
Packing: 20 pieces to be packed in one bale, which is wrapped in strong rush-mating and steel
hooped.
Delivery: in one lot in August 20_
Payment: in pounds sterling by an irrevocable letter of credit to be opened at (through/with)
the Commercial Bank of London to the account of Vietcombank in our favour, 15 days before
(prior to) the shipment.
We look forward to your prompt order and guarantee that (assure you that) any of your orders
will be given our best attention.
Yours sincerely,
Enc. Specification

Homework
1. Chúng tôi có thế để ra một ngoại lệ và đồng ý chiết khấu cho các ngài 3% chỉ nhằm
đề đáp lại đơn đặt hàng có số lượng lớn của các ngài.
> We can make an exception to discount 3% only for your big quantity orders
It’s just in consideration of your big order that we can make an exception and agree to give
you a discount of 3%
2. Giá của chúng tôi cố định đến ngày 30 tháng 6 và chỉ có giá trị khi các ngài đặt hàng
trong thư trả lời tiếp theo thứ này.
> our price remains until June 30 and only implied if you order in your answer following this
email

Our prices are binding until 30th June and only in force if you order by return mail

3. Giá cố định chỉ khi nào giá nguyên liệu hiện hành không thay đối và giá sẽ phụ thuộc
vào việc chấp nhận cuối cùng của chúng tôi bằng điện.
> Price is only fixed if there is no change in the current material and price

The prices are firm only if the current process of raw materials do not change and the prices
are subject to our final confirmation by cable

4. Chúng tôi sắn sàng chiết khấu đặc biệt thêm 3% cho các ngài với bất kỳ đơn hàng nào
nhận được vào trước ngày 5 tháng 6 để tạo mỗi quan hệ kinh doanh lâu dài.
> We are prepared to give you a special further discount of 3% on any orders received on or
before 6th May to build out long term business relationship.

5. Chúng tôi vui mừng gửi cho quý khách hàng bảng giá thấp nhất với sản phẩm mà các
ngài đang quan tâm và xin khẳng định mức giá hết sức cạnh tranh so với giá thị trường
Châu Âu.
> We are prepared to submit our lowest prices for the goods you inquired about and assured
that the prices are really competitive in comparison with the market price in the European
market.
6. Đối với đơn đặt hàng từ 100 tá trở lên, chúng tôi có thế báo cho quý công ty mức giá
30 đô la Mỹ mồi tá gồm phí vận chuyên tới Los Angeles.
> For an order of 100 doz., and upwards, we could quote you 30 USD per doz. C.I.F Los
Angeles.
7. Giá nguyên vật liệu không ngừng tăng từ tháng 7, nhưng chúng tôi vẫn chưa nâng giá
trong các báo giá của chúng tôi. Vì vậy chúng tôi không thể giảm giá thêm được nữa.
> The prices of raw materials have gone up steadily since July, but we have not yet raised
our quotations. As this is the case we are not in a position to make any further discount.
8. Việc chuyên hàng sẽ được thực hiện vào tháng 9 hoặc tháng 10 từ cảng Hải Phòng tới
San Francisco hoặc từ cảng Sài Gòn chuyên qua Hồng Kông.
> Shipments are to be made during/in September or October from Hai Phong port to San
Francisco or from Sai Gon Port with transshipments at Hong Kong.
9. Vì chúng tôi muốn mở rộng kinh doanh với các ông nên chúng tôi báo giá r thấp.
Chúng tôi sẽ không bán lại mức giá này khi hết số hàng tồn kho hiện nay.
> As we want to expand our turnover/business with you, we have quoted you very low prices.
We shall be unable to repeat them when our present stocks are exhausted.
10. Chúng tôi sẽ xem xét việc cho các ngài hưởng chiết khấu thêm 5% nếu trị giá của
riêng một đơn hàng vượt quá 100,000 USD
> We will consider allowing you an additional discount of 5% if the value of a single order
exceeds $100,000.

Letter: offer without engagement for grinding machine

 Dear Sirs,

We wish to inform you that we have started producing a new model of Grinding Machine
DA75 in which we think you may be interested.
From the Catalogue enclosed you will see that the machine is of high efficiency, performance
and is comparatively easy to handle. Most of the good points of the earlier types have been
incorporated in the model. In addition, it has many advantages as compared with existing
models.

We are pleased to offer you those machines at the price of USD 245 per unit. The price is to
be understood to be CIF Haiphong. We feel sure that our offer will be of interest and
assistance to you and we shall be glad to send you further information should you require it.

This offer is made without engagement on your part.

Your faithfully,

Letter 2: Firm Offer for Drilling Rigs

Dear Sirs,

We thank you for your enquiry of 8th Sept, for our drilling rigs MdB 32. We are pleased to
make you a firm offer, subject to acceptance within 21 days for 10 machines at the price of
USD 12 per unit CIF Saigon including packing.

Payment is to be made against a Bill of Lading, an invoice, and a Work’s Test Certificate, by
an Irrevocable Letter of Credit to be opened in our favor with the Commercial Bank, London,
for the full value of the goods intended for the shipment.

The machines can be dispatched within 6 months from receipt of your formal order. We
enclose a list of firms whom we have been supplying with our machines for the past few years
for your reference.

Yours faithfully,

Main message
 Repeat important terms:
- We would like to make clear the following points.
- We would like to draw attention to the following points.
- We would like to emphasize the following terms and conditions.
 Give explanation, comment or more information: prices, delivery, samples, discounts,
other goods…

- Prices:
+ The net price of this article is $100.00, to which VAT must be added at 17.5%, marking a
gross price of $117.50.
+ We can quote you a gross price, inclusive of delivery charges, of $347.50 per 100 items.
These goods are exempt from VAT.
+ We can offer you a price of $5.200.00 per engine, firm 21 days, after which the price will
be subject to an increase of 5%.
- Delivery time:
+ As there are regular sailing from Liverpool to NY, we are sure that the consignment will
reach you well within the time you specified.
+ As there is a heavy demand for fans at this time of the year, please allow at least six weeks
for delivery.

- Discounts:
+ We allow a 3% cash discount for payment within one month.
+ We do not normally give discounts to private customers, but because of your long
association with our company we can offer you 12% of the retail price.
Note: Remember to mention the offer and other documents you want to enclose at the end of
the letter (Enc.)

+ Trade discounts
+ Quantity discounts
+ Cash discounts
+ Loyal discounts
The prices quoted are CFR Yokohama but are subject to a 20% trade discount off net prices.
We can offer a further 10% discount off net prices for orders of more than 2,000 units.

2.1 Express thanks to enquiry and confirm your sale

- We thank you for your enquiry dated/ 12 August, 20—which you asked us about the range
of our products.
- We are pleased to acknowledge the receipt of your interest from your letter of inquiry in our
catalogue
=> are glad/pleased to inform you that:
- We can supply from our extensive inventory and have no trouble in meeting the delivery
date.
- We will be able to deliver the goods you requested.

2.2 Enclose sales literatures/documents

- As requested, a token of appreciation, we are pleased to enclose our latest product
brochures.
- Enclosed, you will find our comprehensive catalogue, detailed pricelist.
- Details of our terms of sale and payment for your market are enclosed.
>> You will easily find/observe that our terms and conditions are extremely
favourable/flexible/competitive.

(1) Prices We are pleased to quote as follows:

• The unit price for each item/model is USD 500-FOB, Saigon port.
• The quoted price is firm/valid/ applicable until 12 August, 20- only.
• Please note that the prices should be understood CIF London, Inclusive of all shipping and
insurance charges.
• The prices are subject to change as the market demand is fluctuating
(2) Discounts
• Our standard trade discount for this range is 5%, but we are prepared to offer an additional
5% cash discount for orders of USD 10,000.
• To maintain your partnership with us.
• In view of your past collaboration/experience with us, we will be offering an additional rate
of 5% to valued wholesalers like you
• We are willing to offer a trade/quantity discount of 5% on orders of 5000 units or more.