The Way of Writing English Letters and Documents

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Be4exre AoKyMeHTaqnU n rOppdCnoHAeHquil xa anrnnficxotvt f,3btKe = The way of writing English Letters and Documents / fl. M. Boeurax, H. fl. 3eonai, P.-C. Tpoxraria - Mn.: TerpaCnc.

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208 c.

rsBN 985-470-134-4.

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Personal letters

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PERSONAL LETTERS

MyIo ycnyry cryAeHTaM topHAHqecKux c[equaJIbHoCTeI'I By3oBr.I't roprrcraM-npoSeccuoualam.

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Layour oF PERSoNAL LETTERs

pbrx rrpeAycMoTpeHa Bo3MoxHocTb 3aKpenneHl,It nonyr{eHHblx cBe-

A personal letter is as natural, informal, and intimate as conversation. Even details of form, like the three-line heading with its two essential commas, may in many instances be safely ignored. If, for example, you are writing to your sister who is away at college, a carefully inscribed heading telling her your street address and the city in which you live is quite superfluous, although the date may be of importance. Like standard usage in grammar and punctuation, standard practice in the writing of friendly letters recognizes a difference between informal and formal situations.

Aertuit c noMorrlbro KoMnneKca npaKTuqecKrrx'3a&aHfifr. Bo tscnouorareJrbHoM pa3Aene "Vocabulary in Context" Aaercfl, xapaKTepugn4Ka ocHoBHbrx $oprra 6usHeca v napaJrnenbHo ocyuecrBJlterct ItHTeplperaurar gKoHoMltqecxofi TepM[HoJIotuu. B npturoxewugx A n

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While you need not observe all details of standard letter form in writing intimate letters, you will surely want to observe them carefully in writing to a new acquaintance or to your aunt whom you

Aemoput

hdve never seen.

Considerations of neatness, attractive arrangement and proper stationery are important in all leffers. Naturalness and ease are their chief essentials. You are free to use colloquialisms and looser constructions of speech (provided you respect the rules of grammar) but you must avoid the pitfalls of excessive pu.rposes. Personal letters usually have one or more of the following purposes:

to thank;

to send greetings or express your feelings about some occasion or event; to apologize;

to invite; to make arrangements;

i ,1.

i

UNIT

Personal letters

I.

-

to make or renew contact with someone; to give news; to request news,; to accompany enclosed material (photos, gifts, etc.); to reply to another letter.

4. The Glosing

Personal letters usually consist of the following parts:

1. The Heading

Usually placed in the upper right-hand corner of tlre page gives tlrree pieces of information in which your correspondent may be interested: the address of the sender,(your stre,et, your city and state, separated by a comma); the date With a comma between the

5. The Signature

The closing, or leave-taking, follows just below the final line of the letter, It is. begun just to the right of the middle of the page and is usually followed by a comma. Although you may use whatever closing you wish, "Sincerely", "Yours Sincere[y" is always proper. "Yours truly'' and "Very truly yours" should be used only in business letters. Write your name below the closing. Centre it under the closing .

Yours sincerely, Helen

day and the year.

Do not crowd the heading. It should not be placed at the very top ofthe page nor should it reach the right-hand edge ofthe paper. E.g.l 4, Hathaway Drive, Mount Royal, Edmonton Canada

October 16,1999

2. The Salutation

The salutation is placed a short distance down the page from the heading, and it is begun at the left-hand margin. It is usually followed by a comma, not a colon. In a friendly letter almost any salutation is permissible, but Dear -

3. The Body

is always proper.

The body of a friendly letter, the letter itself, should begin directly below the end of the salutation. Avoid such outdated formalities as "Hoping to hear from you, I remain", or "l am", etc.

Sltuple 1.

LETTERS

a) Study the following personal sample letters, get ready to comment on their layout. Pay attention to the way the sender's address is written. Make use of the vocabulary. 22 Church Road Seattle, California, USA June 17, 1993

De4r Jane, Greetings and good wishes to all of you. We have appreciated vefy much your letters, your cards, your expressions of good will, indeed, your friendship. You must be near the end of another term and preparing for sumrner. I hope you get some time for what we call R&R (Rest and Recreation). We hope you aie in good health and managing to survive the many pitfalls of life in a country in the midst of drastic change. At least, you can 3ay you are participating in historic times - little compensation, I know, when the needs of everyday life are so hard to come by.

UNIT

I.

Personal letters

John and I really enjoyed our two and a half month sojoum to the desert this year. We got a good rest, hiked in some interesting new areas, en-

joyed swimming and hot baths, and read a lot of books. We also met a,lot of interesting people from Canada. Many retired Canadians escape their severe weather by coming for winter to our southern deseft areas. First thing we had to do when we returned home was to touch base with all our family. We made the rounds to visit son John Jr. and family in

Iiont garden wall as the blackbirds vie for the pole nesting locations! So today is springlike. Well, now some family news. Firstly, my dear Mum, Margaret, fell ill with the virulent flue virus which has swept through the country in the last few months. She was quite poorly for three weeks and had to stay in bed. Thanks God I live near enough to visit her each day, doing her household chores, shopping, cooking, etc., and generally keeping an eye on her. She is

Sacramento and daughter Janet and family in Redding.

now up and about and gaining in strength, but she feels liustrated that

In addition to all our home and family activities, John is busy with all his wildlife and environmental organizations. They don't take the summer off- just keep plugging away. And, as usual he is working on his research

has l
notes, writing, etc.

It is late at night and I musi get to bed. Tomonow is a busy day. You are often in our thoughts and always in our prayers. We trust you are able to find small pleasures to lighten your days. We hope all of you find fulfillment

Well, I must close and catch the post. Once again, our most grateful thanks for your letters. Now, as the Easter festival approaches, we wish you a joyous celebration as this special time. Please convey our very best wishes to Helen and Max and their family.

From Ebb and myself every good wish. Ebb and Carol

in your work. May the good Lord bless and keep you. Our love and good wishes,

I I

Maria and John

I

u)

she

corrent

c) Whom may the letter be to? Soave Boarding House Beach Avenue,

on the paragraphing

Little

Fence Cross West Harrington,

Wales, BAS 3ED UK

March 21st,1994

Dear Stephen, Firstly thank you so much for your wonderful letters, and for the pictures. I am a little late in replying, so please excuse me. We were very interested in your elucidation of the social, economic and historic scenario in your country, and we have shared this with family and friends who are also so anxious to keep abreast ofthe news. Today is March 21st and "technically" is designated as "the first day of Spring". Even as I write, it is about 9 C outside, the sun is shining across the moors and resting on the fields, and there is feverish activity along the

Brighton, lOth August, 2000

Dear Ralph, On holiday at last! This is what I was looking forward to for weeks. I wonder if a holiday at the seaside is the same in your country as in Britain? I'll tellyou what it's like in Brighton anyway. Everyone goes to the beach, ofcourse, and even when the weather's very warrn you can see the families there wrapped up in sweaters sheltering next to their windbreaks. Some children like to make sandcastles, while others enjoy paddling or playing ball. Sometimes there are donkeys on the sands for the children to ride on, but best ofall is the Punch and Judy Show. Punch is a wicked man who keeps hitting people (even his baby!) - and his wife, Judy. It's very funny!

Off the beach, I like the amusement where you can play games like space invaders, and there are funfairs and rides like the big dipper or the big wheel. You can usually find all these things along the ffont of the pier.

UNIT

Personal letters

I.

There are also certain kinds of what'people eat at the seaside. Of course, no seaside holiday would be complete without fish 'n' chips! They sell a lot of ice-cream as you can imagine, as well as candy floss (made from sugar and water) and rock. Rock is a hard sweet usually shaped like a stick, but the clever thing is that there's writing on it which goes all ,the w4y through. I don't know how they do it. Anyway, to end this letter here is a seaside joke -

For a,May Ball the students wear dinner jackets and bow ties, and long dresses, although they usually wearjeans and Tee-shirts.

Before the Ball, I met the friends I was going with to a typical Cambridge student pub called 'The Bath'. Apparently there's an old joke: 'lf my mother rings, tell her I'm in 'The Bath!'

On Saturday I went down to the river to watch the 'bumps', which is between colleges. Each boat tries to overtake or

a rowing competition

Question: 'What do sea monsters eat?' Answer: "Fish and ships!'

'bump' another boat. Lots of people got wetl

Best wishes,

I have found that you can learn a lotjust being in England. Yesterday learn a new expression - Hobson's choice. Apparently a man called Thomas Hobson lived in Cambridge about 200 years ago. He had about forty horses, and whenever a customer wanted to hire one, he always gave them the one that had rested longest. The only choice was 'Hobson's choice';that is no choice at all, and that's what it means todayl

I

Christopher

Notes: big dipper - small carriages on a big curved track that take you up and down through water at the fair funfair - an amusement park to paddle - to walk in water just in few inches deep piel - metal construction stretching out to sea windbreak - smth. made of cloth which is used to give protection from the wind

I

d) Who may the letter be written to? What new information have you come to know from this letter? Comment on the layout of the letter below.

Please write soon and tell me what you've been doing recently.

Lots of love, Frieda.

Comments: Even though colloquial English is used most of the time, here you should note the characteristics of the more formal type of a friendly letter, eveh though most of the letters you write are very informal. Of course, a friendly letter, like any social contact, should reveal an understanding of good manners.

High Trees,

Hills Road, Cambridge

July 3'd,2oo1

Exencrses

Dear Anna,

I have been studying English in Cambridge for two months now, and I have had a wonderfultime. Perhaps, the most exciting thing that has happened'to me was'going to a May Ball. Let me explain - every year in June (although they're'called May Balls!) the colleges organise big dances with lovely food and champagne served from marquees in the college grounds. The dance goes on all night, and then, at dawn, people take a boat and have breakfast on the river.

l0

Exercise I Read the letters and identify colloquialisms and units of I a formalcharacter.

1.

Exercise

I

Group the words expressing such functions as greetings, gratitude, encouragement.

2.

il

Personal letters

UNIT I.

Read the letter below and discuss which of the,,qul'1 poses are covered in it (Are some purposes rnore lm-

Exercise

Exeibise

Sometimes you need to write very short letters which

5.

Decide what is the,purpose of these letters. (Use the list given in the introduction.) Study the undgrlined words, they will be useful in your own letters.

portant than others? How do you know?)

3.

l l, North Road Southtown SurreY

have; only one purpose.,

a),

A beautiful sunny l9-th of November

June 12, 1988

Dear Chris,

Dear Dianat

At last I have found a quiet moment (Sally snores away upstairs) to write and enclose some photos and to say thank you for the fantastip jumper. It looks great all my friends want one just like it'

-

:

Thbnk you so much for your hospitality and kindness last weekend. It was ve+/ kind ofvou to give rne a bed at such short notice. I hope I can repay vou in the same way.

you left. My work is now finished und ro I find I never know what to do with myself in Sally's sleep times - will I sew, garden, write leffers, do my tax (boring!), clean the house (more boring), etc. of course, sally is usually awake before I've done any-

Life goes on at 107 much the same

as when

Regards,

Nick. 2 Short St,

thing.

New Town

i've become involved in local politics - can you believe it - ME? It's to do with high-rise buildings in the suburb. Unfortunately, the meetings start at 9.30 p.m. (yawn). If I stay .awake they're very Guess what

-

616/87

"

interesting.

Bruqe has taken up Judol We try nol to laugh when he gets into "pyjamas" (as Sally calls them). Anyway, he loves it. Ah. There's Sally - must go. Look forward to seeing you on the long weekend in January. Hope all is well. Thanks again for the jumper'

Dear Mary and family,

I was very sad to hear about your Mother's sudden death. Please acI only met her briefly, but remember her as a

cept mlr deeoest sympathy. warm and generous person. way

to gome down for the funeral. If there is any

I

e know.

Love, Sarah. P.S. The photos were taken

Exercise

4.

Your sincerely,

in September at the lake.

Graham

Discuss the questions: 1. How is the date unusual in the above letter?

2. What other ways of

salutation have you come

7.

you seen others? Where does the information in this P.S. belong to? 12

,

Dear Anna,

across?

How does the writer of this letter set the scene? What purposes does she mention? 4. What is the topic of each paragraph in this letter? 5. What punctuaiion marks seem unusual? b. What are the closing phrases in this letter? Have

3.

c) ,,. : ,

won't be able to nleet you at at 12 a.m.lf it doesn?t anive don't panic! Ring Tim at work (67023) and he can arange something.

the

-

sta

Sorry about all this.

,

r

See,you

Love

t3

soon. F.

,

Personal letters

l)

60 Stacey St,

d)

Banksia 6/5/88

Dear Mr, and Mrs. Price, Hello. I'm writing to introduce mvself. My name is Katherine Peters, a for about 6 months. I'm a friend of Mark's and and I'm s

he told m you'd rnind if

I'll be,in Brisbane on the 24th and I wondered I called in. I shall ring first.

if '

Well, I've finally done it I've got my licence. I wos sick of everyone nagging me

A, Have you been back lately? Lots of changes. You wouldnt

II) The big news is - I'm

B How was yours? I

love!

I'm the happiest!

recognize Xavier St.

bet you can't beat that for excitement!

in

I've

ever been

III) Gina is now at

C How about you? Have you

She loves il

changed your mind about it?

-

school. thank Goodness!

remember how you hated

Best wishes.

lessons.

K. Peters 26th Feb

e)

e birth of Joanna. that everything went well and that you're back at home already. I will send something suitable soon. Till then, take care ofyourselves and ofJoanna. ofcourse.

Tim and

Jane

This paragraph from a personal letter needs punctua-

dog had

6

Read it first for general meanlng.

maybe moving back to Brisbane while

I

Mauro? Are you still together?

you would like to write to at the moment. - Think of the areas of his or her life that you would like

8.

to know: eas.

- Finish your letter:

dfficult

Below are five extracts from personal letters. They have been divided into two parts. Match the parts on the left (news) with parts on the right (related ques-

somdthing about sport, study, family, other

friends, etc. - Write a paraEraph asking questions about these ar-

Well,

14

Which reminds me, how's

- Think of someone

Exercise

am in Brisbane

Now but moving to Perth why is love always so

tions).

E

pups!

Someone in the world like him of course the problem is that he's

7.

he still only 4 (I've forgotten)?

Y) Xmas was exciting in Tower this year. We had a baby born in the next door flat

tion.

Perhaps Gail has told you about the new man in my life Paul Schleger sometimes I cant quite believe that there is really

Exercise

D Has William started yet or is

on Xmas Eve, a surprise overseas visitor for Xmas dinner, and then, on Boxing Day, the

Much love,

6.

IY) I've just returned from a weekend in Perth - had a great time catching up on all the news.

Dear Erica and Jo,

Exercise

I

the

I

must stop now. What's your news?

That's all the news from this end. What about you? No more news to tell. Write soon and tell me yours.

Anyway

- I mustfinish now. Whatb t5

happening in your life?

UNIT

Personal letters

I.

a) The lbtter below is a reply to another:letter. Find the parts that tell you aboutthis. lt will,be helpful to you in (b) bnd exercis"es' 10 and 11 . ' '

Exercise

9.

Dear Ella,

As usual, I've taken to reply - SORRY! It was great to hear from you at Christmas -. hope you had a good .one., I stayed with K M,1ke in the again at Marray Bridge .' lots of swimming, fishing, lazing

. What great news! You may be back at the end of the year. I'll keep on the lookout for jobs - would you like me to send you some advertise-

a) organising your thoughts into paragraphs helps your reader to understand your meaning. - Think of someone who you have not seen for a long time. activity in your life - Wr:ite down about five areas ofperson (work, study, which would be of interest to this family, etc.). Underneath - Use these areas as topic headings. questions comments, events, related each, write down

ments?

and so on.

Exercise

10. All seems a long time ago now - I've been working for 6 weeks. I really enjoy it - though it's very'busy. Glad tci hear you've got some parttime work

-

how's it going?

Pleased to heatthat Katy is her old self. I must write to her soon.

Must stop now

-

I'm

at work and have lots to do.

Write soon, Vin PS Thanks- for those newspaper clippings

i"g. '

PPS You mentioned Tim Payne

-

-

This may help you

Sport soccer team hurt shoulder - had to stoP improving now - begin again in MaY still follow Spartak - go almost every weekend

-joined local

-

they were very interest-

what a surprise him living like that

-

-

had any ngws lately?

b) lf you wish, continue 'with the letter above, using your notes to write more paragraphs.

- Write a b) Sometimes you might begin a letter by referring to all the news contained in the letter you received. Look at this writer's first paragraph.

Exercise Dear Rosa, Thank you for your long, long letter. What a lot of news you had to tell! Congratulations ion your terrific pass - well,done! But what's this about stopping work?r I was shbcked - think carefully about it, won't you? Great newsiabout Ch.M. - I look forward to seeing her.

beginning and an ending for your letter'

(Other letter samples in the unit will help you') - Send your letter.

11

Choose two or three of the situations below and write the letters. Make them realistic by including personal details of your current activities.

a) You have just received some p who visited you last month. You wr and tell your friend briefly what ha life since then. 17

riend

anks your

UNIT

Personal letters

I.

b) You have just heard that a friend is getting married. You write a letter of congratulations and tell him or her

PensonAl OCGASIONS

some news.

c) Years ago you met and travelled with a person from another country. Suddenly you receive a ,letter from him/her, telling you that he or she is coming to live in Australia. You write a letter back and include some ad-

1.

a) LETTER TO

MOTHER

Dear Mothert How are you getting on? My heart yearns to see a line of ink drawn

vice for your friend's first days in the country.

d)You have just moved from another city. you are

LETTERS FoR DIFFERENT

by your hand even

if it gives

no meaning.

Please, do droP a word.

missing some close friends you had there. you write a letter telling them how you feel and describing your first few weeks in your new city.

Yours, Jack

9) You are planning a trip to another part oJ the country. You write to some friends who live there, telling them of

b) REPLY TO ABOVE

the trip and expressing your wish to see them.

Dear Jackie,

f) You received a letter from your parents telling you about a friend's sickness. You write to the friend and

May God look after you wherever you go' Yours, MummY

include some news of your family and of your activities.

g) lt is a friend's birthday. you send your birthday wishes in a letter which includes your news of the year.

h)A family member has gone to live overseas for a year. He or she has been gone for four months now and you have not had a letter. you are rather annoyed

2.

a) LETTER TO FATHER Dear Daddy,

I am running short of something. We are always running short of one thing. You know what that thing is?

and so you write a letter.

Yours,

l) Some friends have written to invite you to spend the holidays with them. You write back expressing your thanks and telling them whether or not you can go.

Mary

j) Someone has sent you a gift for your birthday. you write a letter of thanks and tell them about youi Oirtnday celebration.

h) ls there a personal letter you need to write at the moment? lf so, write it now!

b) REPLY TO ABOVE Dear MarY'

I am sending something by M'O' tomorrow' If it isn't enough, see through the month somehow. lncidentally I am myself running short of that thing. when you grow up, work hard, eam and save, you will understand my words' With best wishes. Yours, DaddY

IB

t9

UNIT

3.

Personal letters

I.

APOLOGYFORLATEREFLY ;. i' .:i

r',ir

6.

Dear Auntie,

a)

INVITATION LETTER

Dear Pat'

I owe you a very sincer6 apology. You,wrote to me last rnonth but I regret very much that I couldn't answer your, letter sooner because I .was very busy with some urgent affairs l

I b summer fact, be

would

Do not think that I am offering you a lame excuse. My excuse has' . really long legs. I had so many guests at home on the occasion of Victory over Japan Day in West Horrington that I couldn't attend to my correspon-

for the us the

lonelY domes

here as soon as possible. Yours affectionately,

dence.

June

I wish you had joined the colourful crowd of people on the field out of town singing to the accordion accompaniment songs so popular among

b) REPLY TO ABOVE

Englishmen to commemorate those who couldn't be with us.

Dear June,

Yours affectionately, Barbara

4.

ENQUIRING ABOUT

HEALTH ,

invitation' But I am afraid the e' I have to take my examinacause it is likely to disturb my

Pl situation tion next time-tabl

:

Dear Uncle, We are all here anxious to know about your health. We have received disturbing news of your suffering from cough and cold during the, curent cold wave in Somerset. Why don't you come over to Brighton? l

'

es there' Mother, you know, is are crying for sea rather than they children to the As of stay at-home nature. for the hills. Anyhow t am trying to take my family with me, and will send you the final reply next week'

yours lovingly,

It will be ideal if you come and stay with us until the weather improves in Somerset.

Pat

Yours lovingly,

7.

Claire

5.

Dear Mother'

CONDOLENCE LETTER Dear Auntie

a) SENDING MEDICINES

am sending you a packet of first-aid medicines as desired by you' Instructions on all these medicines are given and these should be carefully followed. Further I am enclosing a book prescribing remedies for simple ail:

I

)

My heart reaches out to you in your bereavement. I wish to be with you at this moment of great family sorrow.

I could fly

I pray for peace ofthe departed soul and tranquillity at your heart. Yours,

'

ment Jane

Emily

20

21

UNIT

Personal letters

I.

b) RBPLY TO ABOVE

I know of nobody who would

accept the responsibilities of an Execufill in your name as Ex-

tor more conscientiously than you. Therefore may I

Dear Jane,

ecutor of my will?

Your parcel of medicines has reached safe and intact with all the bottles in perfect shipshape order.

It was very nice ofyou to have

sent that nice packet, because here in the mountains medicines are more vital than meals. Thanks a lot.

I know it is a thankless job, but if you say yes, it will go a long way to give peace to my soul after death, because I will have the satisfaction that the future of my son is very safe. Yours,

YoLrrs lovingly.

Uncle John

Mum

b) REPLY TO ABOVE 8.

THANK-YOU LETTER

Dear Aunt Mary: What a simply gorgeous Christmas gift! A fitted bag is something I've wanted for a long time, but could never get for myself. Thanks you so much, Aunt Mary. I,ll have the bag for years and I'll think of you with gratitude and affection every time I use it.

Dear Uncle, Very much aggrieved at your fears. I am afraid you are unnecessdrily bothering yourself about the future of your son. If at all, to our misfortune,

the inevitable comes, believe me, the future of your son will be well guarded.

years, and

Lovingly yours, Carolyn

You hardly need my permission to name me as the Executor of your

will. Yours affectionately, Jim

Dear Mrs. Carter: John and ure and pride.

I have been displaying your christmas gift with great preas-

The cups and saucers are exquisite - and we think it was wonderful of you to remember that collecting Sadler is our hobby.

. Many thanks io you and Mr. Carter for your thoughtful and generous gift, and our best wishes to you for the New year! Sincerely yours,

Carolyn Brewster 9.

a)

MAIilNG AN EXECUTOR OF WILL

Dear Jim, May I ask you for a favour though I sincerely hope that you would grant it. As my own son is not adult yet and death seems hovering over my head, I want to make you the Executor of my will.

22

23

UNIT

Business letters

II

UNIT

II. BUSINESS LETTERS

Lrvour

It is a universal truth that

one of the most pleasant sounds to an individual is his own name. To get the 'you' emphasis, some correspondents include in the letter the name of the person to whom they write:

oF BUSTNESS LETTERS

Today.writing business letters has become a fine aft that embodies the cross techniques of psychology, journalism, advertising, public relations, and the graphic arts. Business letters are the essential means of communications in industry and commerce. In many cases the quality, sinceriry effectiveness of a oompany's letters determine its success or failure. Many organisations retain professional correspondents to handle business letters.

Since business letters represent a cornpany they must make friends, build good will and add to the company's prestige, they must sound relaxed and conversatjonal. Unfortunately, too many business letters still make use of the stated phrases hackneyed expressions and stiff tone of turn-of-century business correspondence.

To make your business letters effective in terms of today's business world, you should make use of four basic psychological techniques:

1.

E.g. YOU: Thank you for your assurance that you had sufficient information for the completion of your order.

2.

N

Accentuate the positive.

Even a letter that has to say "No" can be written from a positive point of view. Make it an absolute rule never to start or end your letter with a negative, avoid words with negative connotation, such as argument, careless, complaint, disagreeable, error, neglect, unfair. Positive: Thank you for your order. The merchandise will go out to you as soon as

Negative: We regret to inform you that we ship your order until

will not be able to

3.

! U"X" your letters smile. A business letter should have a pleasant impression. Get a smile into your letter, a bit of your personality. A sour letteq complaining undertone is comparable to a surly manner in your conversation.

Here are some friendly phrases you can and should

I Wrlt" from the 'you' attitude.

Test the effectiveness of your letter on this point, count the number of Is and yours in your letter and then compare. A good letter should have a preponderance of yours and a minimum of Is. Your letter should have the reader's viewpoint in mind throughout the text.

E.g.I: I was very

Thank you, Mr. Sanders, for bringing odr attention to

huppy to hear that my letter of January 5th

provided suffi cient information for the completion of the order for us.

24

use

freely: We shall be glad to, it is a pleasure, thank you, we appreciate very much, with our compliments, you are certainly a good fellow, your lovely (kind) letter.

4.

I

u"t"

your copy tive.

The reader should feel what you say. lf possible, create a visual experience. Let the reader see himself doing something - running a machine, telling his friend about triumphs, etc.

UNIT

II.

Business letters

A good business letter has a definite character, it reflects the personality of the company as well as that of the individual. A letter should be spoken. Imagine that the reader is right there with you. Many letters begin with 'breath-catcher' - a wasted phrase that helps the writerto get into the body of the letter. Here are some tips: we are pleased to announce, above mentioned, in the near future, according to our records, owing to, as a matter of fact, so advise , us, as the case may be, the above, as per, the party, at an early date, we are writing to tell you, at hand, we beg to advise, at the present writing, we take pleasure, contents noted, we wish to state, due to the fact that, your esteemed favour.

Avoid such trite and irritating expressions as: replying to your letter of, in reference to your order No, this is to inform you, we wish to call your attention to, please be advised that, I should like to say that, have you heard about, here it is; the product you have bqen waiting for, no doubt you have.

Writing a letter your first purpose is to insure that the letter will be read. An attractive letterhead, a good quality of white bond paper, neat typing, wide margins short paragraphs create a good impression.

In a letter of more than one page only the first sheet bears the letterhead. It should contain the nalne of the company, the nature of the business (if the name is not self-explanatory) and the address as well the telephone number, e-mail address, branch offices.

2.

lnside Address: This is a part of the letter that is not a part of a friendly letter. The name (of the person or the firm or both) and address to whom the letter is written. Ordinarily the inside address is placed 4 typewriter spaces below the heading or date and flush with the left-hand margin.

3.

Salutation: The salutation, or greeting is placed below the inside address (2 spaces on the typewriter) and flush with the left-hand margin.

a. If you are writing to a firm or group, the proper

(Dear Madam).

c: If you are writing to an individual

26

-

or My dear

A person's name abbreviations are Mr., Messrs., Dr., Hon. Others should be spelt out: Professor Roger Keen, Reverend Thomas E.Haupt. 4.

Heading: Business firms use stationery bearing their letterhead, the date supplied iri the heading. It may be placed at the right or in the centre. When you write a business letter without a letterhead, you must give a complete heading: street address on the lst line; city and state on the 2nd line with a comma between them; date on the 3d line with a comma between the day and the year.

and have used his name

in the inside address, the proper salutation is Dear Mr. Mr.(dear is not capitalised).

A business letter is made of the following six parts: 1.

salutation

is Gentlernen followed by a colon (for the USA) or Dear Sirs followed by a comma (for the UK). b. If you are writing to a specific person but know only his official position and not his name, the correct salutation is Dear Sii

Body of the letter: This is the actual subject matter. A business letter should .observe the 5 C's of business correspondence: correctness, clearngss, conciseness, completengss" and courteousness. The 1st line of the body of a business letter is placed 2 Iypewriter spaces below the salutation.

To make the picture attractive, make the letter free of erasures. 5.

Signature: A business letter is signed by hand in ink. The writer's name and the title is typed below the signature. 27

UNIT

II.

Business letters

Sample letter structure This can be spread across the top of the page, or else on the right

t

Your refi Our ref:

€

19 September 1991

€

€ €

DAT DELIVERIES INTERNATIONAL Unit2Tl Perimeter Road Street Hemel Hempsted Herts. HE9 4EQ

Other ways are l9th

S u pplenaENTARY coMMENTS

the right.

Piazza 535 Chelsea

Full Stops after Mrs and D and commas after the lines of the address have not been used here, although this is

Proposed system installation

The subject line is underlined (without the use of

Some firms open their letters with a subject title. This provides a further reference, saves introducing the subject in the first paragraph, irnmediately draws attention to the topic of the letter, and allows the writer to refer to it throughout the letter, It is necessary to begin the subject title with Re; Application for the.post of a typist.

Subject or Re)

Thank you

for.

.

The paragraphs all begin at the left margin witho0t in-

,

dentation. Yours sincerely

you use the

Yours sincerely,

if

addressee's

name, Yours faithfully if you begin Dear Sirs. Some variations are acceptable (e.g. US Sincerely yours)

28

There are many variations of the phrase - 'Confidential', 'Strictly Confidential' - but little difference in meaning between

them.

SWIG ITZ

€

1. 'Private and confidential' This phrase may be within the head of a letter, and more importantly on the envelope, in cases where the letter is intended only for the eyes of the named recipient.

also acceptable. Common practice is still to use full stops after Ltd. and Rd.

LONDON Dear Mrs Mascoli

As appropriate.

Sept.

also be placed below the sender's address if it is.on

€

€ possible:

l gth Sept.g l .The date may

Mrs D Mascoli, Sieaker Organizer Beeline Conferences Ltd.

€

Writer's name. One may add Mr or Mrs or Ms in brackets after the name. Writer's job title, underlined.

Not compulsory, unless made so by the question.

1991

Signature

2. Subject titles

3.

Cqpies

c.c. (:carbon copies) is written, usually at the end of the letter, when copies are sent to people other than the named recipient.

will not want the named recipient to know that other people have received copies. In this case. b.c.c. (blind carbon copies) is written on the copies themselves, though not , of course, Sometimes you

on the top copy.

29

UNIT II,

Business letters

4. Complimentary

Exercise

close

The position of the complimentary close - on the left, right or in the centre of the page - is a matter of choice. It depends on the style of the letter (blocked letters tend to put the close on the left, intended letters tend to put them in the centre) and your firm's preference.

5.

Analyse the structure of the sample letter below.

1. SOUNDSONIC Ltd.

IJF S.B.Allen M.Sc., Ignot, r Lichens B.A.

Warwick House, Warwick Street, Foresl Hill, London SE23 ChainmanJohn Fralnks O.B.E. Directors

Telephone (081) 566 1861 Fax (081) 566 13835 Telex: 819713

Signatures

Your rqf:

Always type your name after your hand-written signature and your position in the firm after your typed signature. This is known as the signature block. Even though you may think your signature is easy to read, letters as 'a', 'e' ,'o','r' and 'v' can easily be confused.

It is, to some extent, a matter of choice whether you sign with your initial(s) (D.Jenkins) or your given name (David Jenkins), and whether you include a courtesy title (Mr, Mrs, Ms) in yodr signature block. But if you give neither your given name nor your title, your correspondent will not be able to identifl your gender and may give you the wrong title when helshe replies. It is safer, therefore, to sign with your given name, and the safest of all to include your title. Including titles in signatures is, in fact, more common among women than among men, partly because many women like to make it clear either that they are married (Mrs) or unmarried (Miss). It also possible to include the title in the typewritten signature, usually in brackets, as in these two examples: Yours faithfully,

Yours sincerely

T Shurgold

Howatt

(Miss) T.Shurgold

J.Howatt (Mr)

Mr G.Penter 49 Memorial Road

Messrs W.Brownlow

ORGPINTON

LONDON

Kent

WIN 9UZ

BR6 9UA

UNITED KINGDOM

Our

'

ret

Date: 2l July 2000

Ms B. Casein Bredgade 51

DK

1260

Copenhagen K

Denmark Private and confidential'

Dear Ms Casein, Subject title :- Non-payment of invoice 322/17

I am sorry to say that, despite several

reminders, you have not yet paid the above-mentioned invoice..Unless, therefore, the account is cleared within 14 days of th3 above date, I shall have no alternative but to place the matter in the hands of our solicitors. Yours sincerely, Mary Raynor (Ms) p.p.D.Sampson Sales Manager

& Co

Copies

c.c. Messers.Poole

& Jackson Ltd., Solicitors

600 Grand Street

30

DS/MR

Exercise

Make up a scheme of the letter structure

2. 3l

UNIT

II.

Business letters

Here is the firm''s reply to the letter from the prospective customer in Denmark. It shows some further features of a normal business letter, and its layout (blocked, open punctuation, etc.) which this book regards as Standard. SOUNDSONIC Ltd. Warwick Hguse, Warwick Street, Forest Hill, London SE23 lJF Chuirman John Franks O.B.E. Directors S B.Allen M.Sc.,N.trgnot, R.Lichens"

B.A.

..:

,,-.r

I

Telephone (081) 566 1861 Fax (081) 566 I385 Telex 819713

Letterhead

,

'''

I

ref 6 Mqa 2000 ref DS/MR ' Our Your

Too long

There are a number of things wrong with a letter of this sort. Though it tries to advertise the products and the company itself, it is too wordy. There is no need to explain that stores or shops are stocking for Christmas; the customers are aware of this. Rather than draw attention to certain items the customer might be interested in, the letter only explains what the customer can already see, that there is a wide selection of watches in the catalogue covering the furr range of market prices. In addition, the writer goes on explairring which countries the firm sells to, the history of the company,,and its rather.unimpressive rhotto.

References

Dear

Date llth May 2000

DENMARK Dear Ms. Casein, Thank you very much for your enquiry which we received today.

am,enclosing our catalogue and price-list for the equipment you

said you were interested in. I would like to.draw yopr'attention to pages 35 in the catalogue where you will find full detaild of the Omesa range.

3

l-

We would welcome any further enquiries you have, and look forward to hearing from you. Yours sincerely, Mary Raynor (Ms) p.p. D.Sampson Sales manager

MiArrand,

Thank you very much for your enquiry of 5th in November which we received today. We often receive equiries fiom large stores and alwal,s ,are1come them, particularly at this time of the year when we know that you will be stocking for Christmas

Ms. B.Casein Bredgade 51 Dk 1260 Copenhagen K

I

7.

We have enclosed our winter catalogue and are sure you will be extremely impressed by the wide range of watches that we stock. you will see that they ranqe from the traditional to the latest in quaftz movements and include ranges for men, women, and children, with prices that should suit all your customers, from models costing only a few pounds to those in the upper-marked bracket priced at several hundred pounds. But whether you buy a cheaper or more expensive model we guarantee all merchandise for two years with a full service.

Enclosed you

will also find our price-list giving full detaits on c.i.f. will find

prices to London and explaining our discounts which we think you very generous and which we hope you will take full advantage of.

we are ready to offer you further information about our products and can promise you personal attention whenever you require it. This service is given to all our customers throughout the world, and as you probably know, we deal with countries frorn the Far East to Europe and Latin America, and this fact

alone

been established for more

than a hundred years and has made our motto a household world Everyone.

32

??

-

Time for

UNIT

Business letters

II.

9. The right length

Once again may we thank you for your enquiry and say that we look forward to hearing from you in the near future?

Here is a letter that is more suitable.

Yours sincqrely, R.S.Thompson, Sales Manager

8.

Too

Dear Mr Arrand, Thank you for your enquiry of

'

short

There are a number of points missing from this letter, quite apart from the fact that, since the writer knew the name of his correspondent he should have begin the letter Dear Mr Arrand and ended Yours sincerelv.

1) There is no reference to the date or reference number of the enquiry.

2) Catalogues should be sent with a reply to an enquiry; it is annoying for a customer to have to wait for further information to be

be drawn

if

November.

of

Though you will see we offer a wide selection of watches, may we draw your attention to pp.3 l-36 in our catalogue which we think might suit the market you are dealing with? And on page 25 you will notice our latest designs in pendant watches whjch are becoming fashionable for both men and women.

As you are probably aware, all our products are fully guaranteed and backed by our world-wide reputation.

If

there is any further information you require, please contact

us.

Meanwhile, we look forward to hearing from you soon.

sent.

3) Even

5'r'

We have enclosed our winter catalogue and price-list giving details c.i.f. London prices, djscounts and delivery dates.

Yours sincerely, R.S.Thompson, Sales Manager

a catalogue is sent, the customer's attention should

to particular items that would interest him in his line of

business. He might be concerned with the upper or lower end of the

market. He might want moderately priced items, or expensive ones. There may be a completely new line that should be pointed out to him. 4) A price-list should also be included if prices are not listed .in the catalogue, and any special discounts that are available should be quoted as well as deliveryz dates

if possible.

Dear Sir, Thank you for your enquiry. We have a wide selection of watches which we are sure you will like. We

will be sending

Note: Your letter should be neither too long nor too short. lt is better to include too much information than too little. Your reader

cannot read your mind. lf vou leave out vital information, he won't know what he wants to know, unless he writes back again and he may not bother to do that. lf you include extra information, at least he'll have what he wants, even though he may be ifritated by having to read the unnecessary parts. Provided, of course, that you include the vital information as well as the extras:'the worst letter of all is the one that gives every piece of information about a product: except the price.

f

a catalogue soon.

Yours faithfully, R.S.Thompson, Sales Manager

34

CA

JJ

Business letters

UNIT II,

AoonesstNc

If you can offer competitive prices and guarantees we would put your

ENVELoPES

system in all our outlets, but initially we would only install the system in our rnain branch.

Envelope addresses are written in a similar way to inside addresses but, for letters in or going to the UK, the post-code is usually written on a line by itself at the end of the address, and the country is written in capital letters.

Onoen

We would like to make a decision on this soon, so we would appreciate an early reply.

Yours faithfully, R.S.Thompson, Sales Manager

2.

AND SEQUENcE

Clearsequence

Here is a befter versiorl of the same letter, in wlrich tbe ideas

As well as containing the right amount of information, your letter should also make all the necessary points in a logical sequence' with each idea or piece of information linking up with the previous one in a pattern that can be followed. Do not jump around making a statement, switching to other subjects, then referring back to the point you made a few sentences or paragraphs before.

and information are in logical order. Dear Mr Jarry, We are a chain of retail stores and are looking for an efficient secusystem. You were recommended to us by our associates DMS gWholesalers Ltd, for whom you recently installed an alarm system, the

rity

Secure 18.

1. Unclear

sequence

Consider this badly-written letter. There is no clear sequence in the letter, which makes it difficult to understand. Dear Sir, We are interested in your security system. We would like to know more about the prices and discounts you offer. A business associate ofours, DMS (Wholesalers) Ltd., mentioned your name to us and showed us a catalogue. They were impressed with the security system you installed for them, so we are writing to you about it. Do you give guarantees With the installations?

In your catalogue we saw the Secure 15 which looks as though it

had tioned, they are wholesalers, while something that can prevent robbery might suit our purposes. DMS

nstalled, but as we menof stores. We would like , so the Secure 15 might

We need an installation which would give us conrprehensive protection against robbery and shoplifting throughout all departments and the Secure 15 featured in your catalogue appears to suit us. However, if one of your representatives could come along and see us, he would probably be able to give us more advice and details of available systems.

Initially we will test your system in our main branch, and if successful, competitive quotation and full guarantees for maintenance and service would be necessary. Please, reply as soon as possible as we would like to rnake a decision within the next few mqnths. Thank you.

,

Yours sincerely, R.S.Thompson, Sales Manager

suit us.

How long would it take to install a system that would serve all de' partments? Could you send an inspector or adviser to see us at some time?

36

37

Business letters

PlanuNG YouR

LETTER

b) Thank you for your letter of 19 August which I received tothe industrial floor coverings day. We 6 ll find a catalogue illustrating you asked used in factories and offices our wide throughout the world.

2. Middle

tion in t]re right order. Here, for example, is a plan for a letter 1st para acknowledge enquirY

2nd para enclose catalogue, Price-list

3rd Para draw attention to watches suitable for Mr' Arrand' and latest designs

4th Para mention guarantees and ieputation 5th Para encourage further contact

1. First ParagraPh Thefirstsentenceorparagraphofaletterisanimportantone since it sets the tone of the letter and gives your reader his impression ofyou and Your company.

paragraPhs

This is the main part of your letter and will concern th€ points that need to be made, answers you wish to give, or questions yott wantto ask. It is in the middle paragraphs of a letterthat planning"is most important, to make sure that your most important points are rnade clearly, fully and in a logical sequence.

3. Final paragraph When closing the letter, you should thank the person for writif ing, your letter is a reply and if you have not done so at the beginning. Eneourage further enquiries or correspondence, and mention that you look forward to hearing from your correspondent soon. You may also wishto restate, very briefly, one ortwo of the most important points you have made in the main part of your letter. Here are some examples: a) Once again thank you for writing to us, and please contact us if you would like any further, information. To go briefly over the points I have made - all prices are quoted c.i.f. Yokohama; delivery

would be six weeks from receipt of order; and payment should

be

made by bank draft.

I look forward to lrearing from you soon. b) I hope I have covered- all the questions you asked, but ptease contact me if there are any other details you require. May I point out that the summer season will soon be with us' so.please place an order as soon as possible so that it can be,met in good time for when the season starts. I hope to hear from you in the near future. c) We are sur6 that you have made the right choice in choosing this particular line as it proves to be a leading seller'

38

39

UNIT

II.

Business letters

If tliere is any advice or further ir-rformation you want we shall be happy to supply it, and look forward to hearing from you.

Srvle

AND LANGUAGE

L. Simplicity Commercial correspondence often suffers from an oldfashioned, pompous style of English which complicates the message and gives the reader the feeling that he is reading a language he does not understand. In this letter, all the writer is trying to do is explain why he delayed paying his account, but, because of the style, the letter is too long, and is difficult to write and read. Dear Sir, beg to acknowledge the receipt of your letter of the l5th inst. in connection with our not clearing our account which was outstanding as at the end ofJune. Please accept our profuse apologies. We were unable to settle this matter due to the sudden demise of Mr. Noel, our accountant, and as aresult were unaware of those accounts which were to be cleared. We now, however, have managed to trace all our commitments and take pleasure in enclosing our remittance for $620 which we trust will settle our indebtedness. We hope that this unforeseen incident did not in any way inconvenience you, nor lead you to believe that our not clearing our balance on the due date was an intention on our patt to delay payment.

I

We remain, yours, etc.

Here is the simpler version of the letter. Mr. Aldine will be satisfied with it because it tells him, in a simple and clear style, what he wants to know. First, his customer remembers his name. Second, he apologised. Third, Mr. Aldine knows his was not the only account that has not been paid, and knows why. Finally, he has his cheque. Dear Mr Aldine, ' I am replying to your letter of

I apologise for not settling the account sooner, but due to the unfortunate death of Mr. Noel, our accountant, we were not able to settle any of our outstanding balances. Please, find enclosed our cheque for $620, and accept our apologies lbr any inconvenience. Yours sincerely, R.S.Thompson Sales Manager

2.

Courtesy Your style should not, howeveq be so simple that it becomes discourteous. Here is an example of a letter that is so short and simple that it sounds rude. Dear Sir,

I have already written to you concerning your outstanding debt of $591. This should have been cleared three months ago. You don't seem to want to co-operate in paying us, and therefore we will sue you if your debt is not cleared within the next ten days. Yours, etc.

In this version of the same letter, notice the stylistic devices that are used to make it more polite: complex sentences, joined by conjunction, rather than short sentences; passive rather than active; full fonns rather than abbreviated forms. Dear Mr. Rohn. I refer to the previous letter sent on l0th October in which you were asked to clear the balancb of $591 which has been outstanditrg since July. As you did not reply to the letter you leave little choice for me but to place the matter in the hands of solicitors. However, I am reluctant to do this and am offering you a fufther ten days to settle the accourtt.

Yours sincerely. R.S.Thompson Sales Manager

3. Idioms and colloquial 15th

balance.

40

July asking us to clear our June

ianguage

It is important to try to get the right'tone' in your letter. This means that, generally speaking, you should aim for a neutral tone, 41

Business letters

UNIT II.

avoiding pompous language on the one hand and informal or colloquial language on the other hand. A letter may be given the wrong tone by the use of inappropriate vocabulary, idioms, phrasal verbs, and short forms, among other things. Here are a few examples of each, together with a preferred

alternative:

Risht

Wrons you've probably guessed

you probably know

you'll getyour money back

the loan

to go into property

to invest in properfy

a couple

of hundred quid

prices are at rock bottom prices have gone through the roof

will

be repaid

two hundred pounds prices are very low prices have increased rapidly

These are perhaps extreme examples, but the general point is that you should be very wary of using idiomic or colloquial language in your letters. Apart from the danger of being misunderstood if your correspondent is a non-native speaker of English, you may also give an impression of over-fami liarity.

CmRtrv Your corrgspondent must be able to understand what you have

written. Confusion in correspondence often arises through the lack of thought and care, and there are a number of ways in which it can happen.

1. Abbreviations Abbreviations can be useful because they are quick to write and easy to read. But both parties need to know what the abbreviations stand for. 42

j

The abbreviations c.i.f. and f.o.b., for example, are recognised internationally as meaning cost, insurance, and freight and free on board. But can you be sure that your colrespondent would know that o.n.o. means our nearest offir? Some international organisations, e.g, NATO, are known in all countries by the same set of initials, but many are not, e.g. EEC (European Economic Comrnunity) and UNO (United Nations Organizations, e.g. CBI (Confederation of British Industry) and TUC iTrades Union Congress), are even less likely to be known by the initials in other countries. Note, for telephone purposes, that with a few exceptions (NATO is one of them) these abbreviations are not usually pronounced as a word, but as separate letters:/ti:ju:si:/ not/ t u k/. If you are not absolutely ceftain that an abbreviation will be easily recognized, do not use it.

2. Figures The use of figures instead of words for dates can create problems.

Numerical expressions can also cause confusion. For example, the decimal point in British and US usage is a full point rather than a comma as used in most continental European countries, so that an English or American person would write 4.255 whereas a French person would write 4,255 (Which to an English person would mean four thousand two hundred and fifty-five). If there is a possibility of confusion, therefore, write out the expression in both figures and words, e.g. $10,575.90 (ten thousand five hundred and seventy-five pounds, ninety pence). (Conversely, be wary of the words billion and trillion which mean different things in the UK and USA. For a full treatment of numerical expressions, see Appendix 4 in the Oxford Advanced Learner's Dictionary).

43

Business letters

UNIT II.

Userul

3. Prepositions Special care should be taken when using prepositions' There is a big difference between: The price has been increased to $15.00, The price has been increased by $15.00, and The price has been increased from $15.00.

Accunlcv in a letter can create a bad impression on punctuation, and grammar should all be Spelling, your reader. cheoked carefully, but there are some other ways in which inacouracy may spoil your letter. Careless mistakes

1. Titles,

names, and addresses

Make quite sure that you use the correct title in the address that you spell your correspondent's name correctly salutation, and (nothing creates a worse impression than a misspelt name), and then you write his/her address accurately.

Do not make assumptions about your correspondent's sex if you do not know it. If you are writing , for example, to a Chief Buyer who you do not know, do not assume that he/she must be one sex or the other: vse Dear Sir or Madam rather than Dear Sir or Dear Madam. trf you know the personos name but not his/her sex (either bacause he/she only sings with an initial, or because his/her given name is new to you), then use Mr/Mrs., e.g.

PHRASES

lnquiries We are retailersiimporters/wholesalers in the toy trade, and would like to get in touch with suppliers/manufacturers We have heard of your products. Please, send us prices and samples of ... Would you please let us have a filrn offer for.,. your current catalogue showing... We read your advertisement. We require ,.. for immediate delivery and are interested in buying and woLrld like to have furlher details and would like to introduce these goods Would you kindly quote your best prices and terms of payment for ... What quantities are you able to supply from the stock? We are in the market for . .

.

We are intgrested in importing . .

,

If your prices are competitive / if comes up to our expectations

the quality of the goods

i if the samples meet with our custom-

ers' approval we can probably let you have regular orders. There is a promising market here for good quality office maclrines, and rve may be able to place large orders with you. We look forward to receiving your quotation / prices / reply by return / as soon as possible.

Dear Mr/Mrs Barrory

Thank you in advance for any information you can give us.

2.

An early answer would be appreciated. We normally effect payment by letter of credit.

References

When replying to a letteq make sure you quote all references accurately.

Please

44

will be made by cheque / bank transfer. send us a pro-forma invoice for customs purposes.

Payment

45

Business letters

uNtT'il.

We can alloy you three months' credit for future orders. As our prices are so favourable, our terms of payment are 30

Replies

Quotations and Offers

days net.

Thank you for our inquiry about your interest in . . . We are pleased to submit our lowest prices / to enclose our latest price list / for the goods you inquired about We can make you a firm offer for. . . This firm offer is subject to acceptance by . . . Kindly remember this offer expires on September 30th. Subject to prior sale Prices subject to change without notice. The goods you inquired about are sold out, but we can offer you a substitute. Please let us have your order as soon as possible, since the supplies are limited.

While stocks last We look forward to receiving

a

Peliyey" c.i.f . I CIF (cost, insurance, freight) c. & f. / CF (cost and freight) f.o.b. / FOB (free on board) ex works / ex factory These prices are ex warehouse. Freight and insurance to be paid by buyer / by you. Delivery can be made from stock / is not included in the price

Delivery will be made within two months of receipt of your order.

trial order from you.

We shall be able to accommodate all the members of your group in single or double rooms.

Discounts For a quantity of 60 or more, we can allow you a special discount of20 Yo onthe prices quoted. The quantity discounts vary according to the size ofthe order. Your initial order is subject to a special discount of 2 %o. We can grant you a3 Yo discount on orders exceeding 100 in value / on repeat orders. We have quoted special prices, and therefore the offer is not subject to the usual discounts.

The rooms at the back of the hotel are very quiet. There is an extra charge for private bathroom. Please let us know your expected date ofarrival and the dura-

tion of your stay.

We shall reserve accornmodation for you

Terms of Payment Cash in advance Cash with order (c.w.o.) Cash on delivery (c.o.d.) Payment quarterly / monthly / at sight.

Our usual terms are cash against documents (c.a.d.)

I

pto-

forma invoice.

46

47

accordingly.

Getting, holding and leaving your job

uNlr

UNIT III.

7. Honesty.

1il.

8. Accuracy.

GETTING, HOLDING AND LEAVING YOUR JOB

9. Neatness.

10. Industry.

Personal character:

Tue

APPLTcATToN LETTER

l.

Productive factors

-

intelligence, imagination, ideas, in-

dustry accuracy, speed, enthusiasm. Probably the most important personal letter you write is the one that will get you the job you want.

will

ever

There are two basic types of job-application letters: '1) a letter in response to an advertisement; 2) an unsolicited letter of application.

Usually a r6sum6 of your education and business background is enclosed with or is part of the application letter. The first objective of any letter of application is to obtain an interview. An application letter and r6sum6 should be tailored to the viewpoint of the reader and the first step is to make a work sheet. A work sheet is a rough draft listing all the assets you have that will be of valLre to a prospective employer. Don't list merely the bare facts ofyour education and work experience, but put down your hobbies, travels, high-school and college activities, and those character traits that can be of value to an employei. If you are applying for the position of a controller you might list:

2.

6.

Abilify to address

a meeting.

48

honesty, loyalty, judgement, initiative,

3.

Special abilities and interests to supervise, to setl.

4.

What I know

-

-

to get along with people,

my trade, related trades, business in gen-

eral.

My tastes and aptitudes. My education. My ambitions. My wages. The application itself may include several parts:

l.

The letter of application which carries the burden of attracting attention, and doing substantial part of selling you to your prospective employer.

2. A resume that gives the essential facts about yourself, your education, experience, personal qualities, and what you have actually accomplished. All these factors are presented in a manner aimed at proving that you can make a profit for the company that hires you.

3. Ability to present facts.

Abitity to supervise others. 5..Ability to get along with people.

-

alertness.

2. Ability to analyze facts and figures. 4"

Personal factors

3. 4.

Sometimes you may send along samples of your work.

In certain circumstances you may wish to include references, endorsements, or a photograph.

49

uNtT ilt.

The most common method to start your letter is to mention the point ofcontact.

Helpfultips: Your adveftisement in the Sunday Time . . Four years of specialized training in selling advertisemenfs have equipped me to be an effective addition to your staff. My five years in the bookkeeping department of the pacific Sales Corporation have given me sound and varied experience that can be ofvalue to your company. ,

circulars and letters, checked each against the return, and gradually the style and the rules that bring my average return well over two per cent.

'

My work has been largely concerned with mail-orders services and organizations, printers, and private business concerns. I study advertising at New York University, and I value this training I think I have learned more fiom trial and error and checking returns. The best way for you to judge what I can do for you is to let me write a letter to fit your problem. If you think it is wofth a test, try it against any previous mailing. Then compare the results. I know I can get them from you. May I

see

you to tell more about myself and what I can do? Very sincerely yours, R.S.Thompson, Sales Manager

Words are my business, for I am a working newspaper woman with six year experience.

Your adveftisement intrigued me because it offered advancement in a field for which I am particularly qualified by experience and aptitude

Can you use my seven year experience standing of mercantiJe firms in New England?

For eight years

I

in rating the credit

have been saving substantial sums

for big

shippers in Janesville.

As traffic manager for the A. B. Corporation and before that as shipping manager for the B.C. Corporation, I rerouted thousands of shipments to cut delivery charges by more than 50 per cent. Your letter must appeal to the self-interest of your prospective employer. Your objective should be to present your qualifications so as to convinoe your prospective employer that a) you can justifl, your salary and b) return his profit to him.

Since 1956 I have been responsible for all office details in the administration of sales, including writing of the correspondence. In the course of my work, I have become familiar with the various sales territories and with the problems of handling a group of twenty-seven salesmen on the road.

I was employed at Omega, I was a typist for B.C. Cortland, an accounting firm. There I became familiar with accounting The year before

terms and procedures.

I

graduated from Janesville High School in June 1953.

I

am twenty-

fbur years ofage and single.

I

am leaving my present position because

I feel I can use my

capa-

bilities more fully in a position with a wider scope. My present employer

Dear Si6

In my offrce there is a sign that shouts in letters of increasing

knows of my ambition and is helping me to find a new place. size:

Results-results-RESULTS.

As far as I am concerned, here is only one qualification for a letter or a mailing piece the return it brings. And in the course of many years of copy

writing,

Dear Sir, Four years as secretary to the sales manager of the Omega Products Company in Minneapolis have, I believe, given me the experience to qualifo lor the job advertised in Tuesday's Times.

I think I have what clicks. I have written hundreds of direct-mail 50

May I see you at your offrce to tell you more about myself and show you how well I can do the work you require? Very truly yours, R.S.Thompson, Sales Manager

5l

uNrT lil.

Tne uNsoltctrED

lice. Therefore I am sending a resume of my business background so that you may have it on your desk for consideration when you choose your staff'

LETTER

Unsolicited letters of application are generally sent to all or a selected group of companies in the field of your major career interest.

The unsolicited letter goes to a man who probably isn't looking for an additional employee, the letter must be stronger, more forceful and convincing than an answer to an advertisement' And details of your background should be set down in a separate r6sum6. Since an unsolicited letter is basically a sales letter, it should be positive in tone and aimed at the profit motive of the prospective

The company that can profit most fiom my five years of experience irs manager at the D.C. Corporation is your company. That was the conclusion I came to after a great deal of study, and as a result I am taking the libcrty of sending you this letter. When you visit New York next month, will you give me a few minutes to tell you how my production experience with the Alphs Company can rnake service to you?

A letter of application may also cover:

employer.

Why you are seeking a position Why you parlicularly want to work for this company

Sample Letter Ns1:

Why you feel qualified for this position

did not answer the ad because I do not consider myself a younger aggressive man. I am 39 and I have too much business experience to view aggressiveness as the panacea for getting thejob done.

Why you left your last job - only if it is not a reason that does not reflect on you unfavourably. In essence, say you are qualified for one specificjob.

On the other hand, I do believe I have qualifications in more than carry my weight as an administrative assistant to the company president or any other executive ih your firm who spends too much of his valuable time

Helnful Tips:

I

with burden, some detail that could be better delegated to

a responsible as-

sistant.

I am looking for just such an oppoftunity to prove myself. The enclosed rdsumd of my background and experience will tell

if

there is a basis for your further consideration. Please drop me a line and

I will be glad to come in to

see you at any

time convenient to you. The start of an unsolicited letter of application has to be particularly strong, because it must entice your prospective employer to read further,

Sample Letter Ne 2 My thorough and varied training in many phases of business management should be of considerable value to you in setting up your new of52

As a photographer: Three years as industrial and public'relations bameraman for the John Smith Travel Agency. Author of dozens of articles in all the leading photography magazines, all illustrated with my own pictures. Conductor of a syndicated newspaper column on photography. Picture editor of a daily newspaper. Producer of picture stories published in'more than a hundred magazines.

As a reporter: Studied journalism at the University of Southern California. Worked lrom repofter copyreader to assistant city editor of a daily newspaper. Fulltime free-lance writer for five years - major features in leading men's magazines, science and mechanic magazines, and a variety of general magazines' I am acquainted with the general needs of business- and trade-publication editors through many years of publicity writing. Recently, I have tried writing business features and found that editors like my work.

53

Getting, holding and leaving your job

My motive is now seeking to work intensively in the busirress field after a fair degree of success in the highly competitive general publications in probably the same as your own - I think I can make more money, enjoy greater security, and make fuller use of my abilities. I prefer to work by assignment, but I will feed a stream of material to any editor who can use enough volume ftom the South to justif, my offering complete coverage. For these editors who want a steady correspondent.as good rates, I will become a specialist and make intensive study of your problems.

If you think you can use my services, please send me several copies ofyour publication. Sincerely yours,

D4vid Mclean

uNtT ilt.

OPENING

If replying to an advertisement, as with most correspondence, it is better to simply state what you are doing, and remember to give a date reference.

E.g. I would like to apply for the position of Programmer advertised in this month's edition of Computer Technics.

I am writing to you concerning your advertisement on l2 May in the Guardian, for a bilingual secretary to work in your export department.

I am answering your advertisement for the post 'frainee which appeared in yesterday's Times.

of

Bank

I am replying to the advertisement of 18 June for a Sales Manager which you placed in the Export Journal.

If applying for a position which has not been advertised, you can open like this: I am writing to ask if you might have a vacancy in the (your) general office/sales/export/accounts department for a(n) c erical assistanVsales person/export manager/accounts clerk.

AovennsMENTS

I

Advertisements (Ads) for employment are placed in all the media including radio and television. However, newspapers and magazines are usually the main source for vacancies. Most 'ads' use abbreviated forms to announce conditions of employment, especially in the 'small ad' section for appointments, e.g. Wntd sec. fulltime smll mnfg co Gd slr. 5-day week, hrs 9-5 usl bnfts. (Wanted, secretary for full-time employment for small manufacturing company. Good salary five days a week, hours of work 09.00 to 17.00 and the usual benefits in terms of conditions and holidays).

Other abbreviations that might appear include clk (clerk), accnts (accounts), mngr (manager), asst (assistant), vacs (vacations). Terms like m. (male), f, (female) are no longer permitted by law

Generally, the terms vacancy, post, position, or opening are used for the word job in applications.

54

lf someone associated with the company

told you to write to

them, you can open thus:

I was recommended by . . . . . . . who is currently working in/who has had a long association with your firm/who is one of suppliers/customers, to write to you/contact you concerning a possible post in your/the . . department.

APPLYING FOR AN APPLICATION FORM

If your inquiry is only for

an application form, you can give

some brief details about yourself, then ask for the form. It is worth remembering, at this point, that your letters, in these cases, are not l'or the positions themselves, but for interviews.

The following examples can also be used for unsolicited applications, i.e. when applying for a post that has not been advertised.

55

uNtT ilt.

Gettinq, holding and leaving your job

I am 23 years old, was educated at (secondary school) which I left in (date) having taken (leaving certificate). I graduated from (college/university) in (date) with a (diploma/degree) in (subject and class, mentioning any special topics that would be relevant to the position). At present I am employed by (name of firm) where I d{al with/am employed as (title)/am employed in (department)/concerned with (description of work), and I have been there for (number of years), since (date).

There is no need to give any more information at this stage, so the letter can be closed: Please can you send me an application form and any other relevant details? I would be grateful if you could send me an application form, and if in the meantime you need any further details about me I would be happy to supply them.

USEFUL PIIRASES:

1.

2. 3.

Thank you for attending our qelection on (date), but we regret to tell you that you were not successful in your application. We hope you will be able to secure a position in the near future. We regret to tell you that we are not able to offer you the post of (title) which you applied for on (date). We hope you will soon find the position you are looking for. We are sorry to say that we are unable to offer the position of (title) for which you were interviewed on (date), hope you will be more successful in the future.

4. We have decided not to accept any applicants who were , not interviewed for the post of (title), and are readvertising the vacancy.

OFFERING A POSITION

Marcno A DEcrsroN TURNING DOWN AN APPLICANT There are various reasons why a company may not offer a candidate i job, and these include lack of qualifications, competence, i.e. they do not think the applicant has the ability or experience to handle the post, or there are too many applicants of similar quatifications ind abiliry so the company makes a choice based on nothing more than the personality of the interviewee at the time of selection. Therefore, how you present yourself at an interview is as how you present yourself in your application. It is worth noting that it is rare for a candidate to be told why he or she has been refused.

56

Letters to successful applicants vary in length and detail depending on the type of post, whether the company has a standard printed contract, or ifthe position is so specialized that they need to give details of the terms of employment.

OPENING

l. We are pleased to inform you that you were successful in your interview for (title) which you attend on (date). 2.

Thank for seeing us on (date). We are prepared to offer you the position of (itle) which you applied for.

3. I am pleased to tell you that we are offering you the post of (title) which discussed at your interview on (date).

4.

The selection board have approved ofyour appointment

(title).

57

as

uNtT ilr.

Getting, holding and leaving your job

5.

The bank has agreed to accept you for the post of trainee subject to usual references.

DETAILS As we discussed in your interview your duties will include. . . .Working hours are from 09.00 to 17.00, Monday to Friday, dnd overtime will be paid at time-and-a-half rates. You are entitled to dll Bank'Holidays, plus three weeks' vacatio.n after one year's service. There is a Staff Contributory Pension Scheme, which you will be eligible to join after your first year of employment. Two weeks' notice of termination of employment is required by both you and the company. Enclosed with the letter you will find full details of your conditions and terms of employment. Please read these carefully and if you have any questions, contact me as soon as possible.

Benefits: Subsidized staff canteen. Social Club. Full use of company vehicle.

Notice: One month's notice either side. Your traineeship will commence on Monday, 14 November and terminate on Friday, 1l October 20--. Although this is a temporary position, you will be subject to all terms and conditions of a lull-time bank employee in the Securities Department. CLOSE Generally a company will welcome the new employee's possible questions about the terms and conditions of employment (if anything is not clear) and asking for written confirmation of acceptance. In the UK, the law demands that firms offer contracts of employment, and these are often sent with letters offering a job, asking lhe applicant to sign one copy and return it with their confirmation.

li I look forward to, seeing you in my office at 9.00 a.m. on Monday 10, January 20--.If there are any questionsconcerning the enclosed conditions, please contact me immediately. Otherwise, return the enclosed Contraot of Employment, signed with your letter of acceptance. E.e.

USEFUL PHRASES: Would you please check the following which was agreed at your interview:

Title: Maintenance Engineer. Commence: 8.30, Monday 9th March 200--.

Duties: Servicing all company products.

Hours: 8.30 a.m. to 6.00 p.m. Days: Monday to Friday.

Holidays: Three weeks annual leave, time at discretion of Supervisor, plus all Public Holidays. Sick leave: Ten days per annum. Annual Pay: 12.00 pounds sterling.

Overtime: Time-and-a-half. Double time for Public Holidays' Pension: Non-Contributory Pension Scheme at7 Yo of annual

Your Contract of Employment is attached to this letter. will you sign one copy and return it to the Personnel Officer, Mr.T.Wright, with a note confirming you have accepted the position. I will see you at 8.00 on Monday 9th March, when I can welcome you'to the organization and give Please,

you details of your duties. Please meet me at my office in the bank at 08.30 on Monday, 14 November, so that I can introduce you to the other members of staff, and Mr. Jenson, who you will be working with. If there is anything in the handbook you do not understand about your conditions of employment, please let me know as soon as possible.

pay.

58

59

Getting, holding and leaving your iob

uNtT ilt.

My former employers and those with whom I have done business will vouch for my integrity and good reputation in

ACCEPTING A POSITION Letters confirming that you accept a position can be brief, long as they mention the relevant points.

as

Thank you for your letter of 23 December 20--, offering me the position of (title). I look forward to seeing you at 09.00, on Monday 10, January and enclose one signed copy.of the Conftact of Employrnent. I am ieturning a signed Contract of Employment which you sent me with your letter of 15 February. I confirrn that I will be able to commence with you on Monday 9, March at 08.00, and look forward to seeing you then.

Thank you for offering me the temporary position of trainee in your bank, starting on Monday, 14 November. I have read the handbook and relevant details concerning the position, and accept the conditions. I look forward to meeting you and Mr. Jenson at 08.30,

the trade.

CURRICULUM VITAE Some companies do not send application forms, but prefer applications to supply a curriculum vitae (c.v.) which is your personal

working history. There should be a coverirrg letter with application forms and c.v., either explainirrg points that might not be clear, or giving further information to emphasize your suitability for the post. Remember to quote any reference numbers or job titles that have to be mentioned, and if an application form has been sent, arrd

thank the company.

REFERENCES AND LETTERS OF RECOMMENDATION References are not usually included in a resume.

A letter of recofirmendatiort is valuable only if it is specific, sincere, and somewhat personal in tone. Of course, you can't tell your former boss exactly what to say, but you can show him your application letter and resume and make factful suggestions. Ask the letter of recommendation to be addressed to the prospective employer by name rather than 'To whom it may concern'.

E.g.

Any sales agency that can profit from imagination and will profit by Jim Tuck's services.

producirtg sales technique

I believe Morris Saunders to be the largest single influence in creating good employee morale at Hastings. These men know me and my work from various angles. tutuy I refer to the following men and women with whom I have worked on various occasions?

S

60

61

UNIT IV.

R6sum6 and CV wlitinq

UNIT

are changing careers

IV.

RESUME nruo

cv wRtnNG

The typical chronological r6sum6 has several standard characteristics, many of which constitute major r6sum6 weaknesbes: '=

TYpes

prospective employers.

There are many different types of r6sum6s from which you can select an appropriate format to communicate your qualifications to employers. The most common types include:

- Chronological rdsum6 - Functional r6sum6 - Combination rdsumd - Rdsum6 letter

xnonoLoctcAL nEsu

wtEs

The chronological r6sum6 seems to be everyone's favourite. It is the standard format used by a high percentage of r6sumd wiiters today. It is the easiest type of r6sum6 to produce.

Chronological r6sum6s also are known in some quarters as "obituary r6sum6s". In other words, if you died today and we looked at your chronological r6sum6, your rdsum6 would be an excellent copy for writing a standard three-inch column obituary about what you did in the past. Fufthermore, some people feel this r6sum6 literally "kills" your chances of getting an interview - particularly if you

62

Lacks a job objective and thus lacks internal coherence.

Lists work experience in reverse chronological order and describes it as formaljob duties and responsibilities rather than in terms of individual abilities, skills, and accomplishments. - Puts dates first, followed by job titles and the names and adclresses of former employers. - Emphasizes work history rather than presents one's capabilities in reference to employers'future performance needs. Says a lot about what you did in the past but little about what you can and will

-

or nEsuutEs

A r6sum6 is an advertisement of who you are in terms of your competencies, accomplishments, and future capabilities. It is your chief marketing tool or calling card for opening the doors of

C

- beeause it locks you into your past as well as

lails to communicate your strengths.

do in the future.

While chronological rdsum6s are the easiest to write in this traditional form, they are the least exciting and effective r6sum6s for irrdividuals beginning professional careers or making career changes - unless they have direct and progressive work experience related to ir position in question. They force readers to interpret candidates' backgrounds and qualifications. If, for example, you have little work cxperience, a chronological r6sum6 clearly communicates this fact to potential employers.

If you choose a chronological r6sum6, try to minimize the tmount of interpretation required by. the reader. Control the interprelations yourself by including an objective, relating your experience to the objective, emphasizing major strengths, and using a more appropriate language to express your strengths in relationship to both your objective and employers' needs. For example, describe your job activities and talk in functional terms which highlight your transferable skills. Leave out extraneous information which usually clutters this type of r6sum6, such as height, weight, hobbies, and references. Chronological r6sum6s have several advantages and disadvantages. While they are much maligned by "expert" rdsum6 writers, lhey do have one major advantage: most employers are familiar 63

R6sum6 and CV writing

UNIT IV.

with them and expect to receive them. Sending a functional or combination rdsurnd to a traditional employer may Lrpset him or her because these other types of r6sum6s violate the traditional norm of chronology. After all, a chronological r6sum6 has one major advantage for ernployers: it helps them screen in and screen out applicants based upon job titles and work history. On the other hand, functional and combination r6sumds enable you to structure the thinking"of your audience around your strengths. You take the initiative in interpreting your qualifications throughout the r6sum6 rather than force the prospective employer to draw conclusions about your future performance based upon a reading of historical information. Chronological r6sum6s have other advantages too. They are relatively easy to write. If you have a stable employment history, you can effectively highlight your experience using this format. Employers find these rdsum6s useful outlines for discussing your past employ'ment record during the interview. The disadvantages of the chronological r6sum6 are particularly e'vident for individttals first entering or re-entering the job mar' ket or changing careers. Employment gaps stand out sharply' The format may emphasize too many unrelated job experiences' Your strongest competencies are not to emphasize to your advantage. Overall, tlris format does not provide the best presentation of yor.rr background and abilities ifyou are trying to enter a new occupation. Since the majority of job applicants use this format, you can make your chronological r6sum6 stand out from the rest by writing it well and designing it tastefully. You can do this by doing the following:

- Include a functional work objective. - Write functional descriptions of your work experience im-

mediately following your position titles and places of employment. These principles are illustrated in the two contrasting ihronological r6sum6 examples.

Traditional Ghronological R6sum6s (lail

S. Topper 136 W Davis St.

Weight: I22lbs.

Fleight:5'4"

Washington, DC 20030

Born:814160

202-465-9821

Health: Good

Marital Status: Married Ilducation 1985 - 1988 George Mason University, Fairfax, Virginia. I received my B.A. in Comunications. 1982 - 1984 Northern Virginia Community College, Annandale, Virginia. I completed my M.A. degree.

l9l7 - I98l

Harrisonburg High School, Harrisonburg, Virginia.

Wbrl< Experience

2ll4192 to present: Secretary, MCT Corporation. 2381 Rhode Island Ave., Phi ladelphia, Pennsylv ania 19322.

to 2l9l9l: Secretary, Martin Computer Services, 391 Old Main Rd., Charleston, South Carolina3189l. 2130189

4l2l188 to 2120189: Secretary, STR Systems Rm.

2l,

9128181

Washington, D.C. 2001

to

114188: Typist,

Springfield, Virginia 2245

, lnc.,

NTC Corporation, 992 Fairy Avenue,

l.

ll9l87 to 7130187: Secretary, Foreign Language Department, George Mason University, Fairfax, Virginia 228 I 9 311185 to 9/14186: Salesclerk, Sears Reobuck Avenue, Boston, Massachusetts 08233 513182

& Co., 294 Wisconsin

to 2lll84: Salesclerk, JT's, 332 Monroe St., New

Orleans,

Louisiana 70014. 1977 - l98l: Held severaljobs as cook, counter help, salesclerk, typist, and secretarial assistant.

Community Involvement 1992

to present: Sunday school

teacher. Grace Methodist Church.

Falls Church, Virginia. 1988: Volunteer. Red Cross. Falls Church, Virginia.

64

442 Virginia Ave.,

1.

65

UNIT IV.

Resum6 and CV writing

1984: Stage crew member. Community Theatre Group. New Orleans, Louisiana.

EDUCATION: B.A.Communication.

1988

George Mason University, Fairfax, Virginia.

1983: Extra. Community Theatre Group' Annandale, Virginia.

Hobbies

in interpersonal communication,

-

Courses

-

Worked full-time in earning 100 oh of educational and

psychology,

and public speaking.

I like to swim, cook, garden, bicycle, and listen to rock music.

personal expenses

Personal Statement

I have good manual dexterity developed by working back stage'in theatrical productions and working with various office machines. I can operate IBM Mag Card A and [I typewriters, dictaphones, IBM 6640 (ink jet printer), various duplicating machines, and several copying machines. Familiar with addressograph. I am willing to relo-

TECHNICAL MCT Corporation.238l

.

cate and travel.

Rhode Island Avenue.

management responsiword processing center. Initiated time and cost studies, which saved company

$30,000 in additional labour costs. Improved efficiency of personnel. 1992 to present.

References

John R. Teems, Manager, Martin Computer Services, 391 Old Dominion Rd., Annandale, Virginia 20789 James Stevens, Secretary, STR Systems,Lnc.,442 Virginia Ave', Rm' 21, Washington, D"C. 2001

1.

Alice Bears, Assistant Persoirnel Director, MCT Corporation,

2381

Martin Computer Services.3gl Main Rd.. Charleston. SC 37891: Communicational responsibilities. Handled customer complaints. Created new tracking and filing system for Mag cards. lmproved turnaround time for documents production. Operated Savin word processor. l9g9 to 1991.

Rhode Island Ave., Philadelphia, Pennsylvania 19322

Also contact the Office of Career Planning and Placement at George Mason University.

STR Systems. 442 Virsinia Avenue. Rm. 21. Washinston. DC 20011:

lmproved Ghronological R6sum6

Equipment operation and production responsibilities. Operated Mag card and high speed printers: IBM 6240, Mag A, I, II, IBM 6640. Developed and organized tech_ nical reference room for more effective use of equip_

GAIL

ment. 1988

S. TOPPER

136 West Davis Street Washington, DC 20030 2021465 - 9821

SALES Sears Roebuck

&

-

1989

Co.. 294 Wisconsin Avenue. Boston. MA

08233:

pos'ition . . . leading to management . . and technical experience, administrative . in information processing where for maximizing sales and be used skills will initiative, and interpersonal relations.. good promoting customer

OBJECTIVE: A professional sales

66

EXPERIENCE: Promoted improved community rela_ tions with company. Solved customer complaints. Reorganized product displays. Handled orders. l9g5 to 19g7. .lT's.332 Monroe St.. New Orleans. LA 70014: Recruited new clients. Maintained inventory. Developed direct sales approach. 1982 to 1984.

67

R6sum6 and CV writing

UNIT IV.

Furucrrorual nEsunnEs

!mproved Functional R6sum6s GAIL

The functional r6sum6 tends to be the logical opposite of the chronological r6sum6. De-emphasizing dates, positions, and responsibilities while emphasizing qualifications, skills, and related accornplishments. This rdsumd begins with a functional job objectiVe and organizes skills into functional categories. The functional 16sum6 is internally coherent because all elements focus on an objective and an audience. This r6sum6 essentially outlines abilities and transferable skills and tells employers what you will most likely do for them. Functional r6sum6s are especially useful for individuals lacking work experience or for those trying to enter a new occupation where they lack direct job-related experience. Functional r6sum6s do have certain weaknesses if not done properly. For example, this type of resume can communicate "fluff' if not expertly structured around concrete experience and a clear objective. Some writers have a tendency to make generous use of a functional language which appears "canned" and says little about the specifics employers look for in candidates. Rather than grabbing the attention of employers, some of these rdsum6s may turn off employers because they appear cleverly designed to cover-over the lack of experience. Reading this type of r6sum6, employers may ask "where s the beeJ? " Lacking content, these rdsumds may raise more questions than you want to answer. 'Iherefore, your functional rdsum6 must be a delicate balance between the employer's need to know "the details" and your desire to motivate the employer to invite you to the interview where you will talk about," the details."Nonetheless, a well structured functional rdsumd can be an outstanding document for presenting your skills.

S. TOPPER

136 West Davis St

Washington, DC 20030

/ 465 -9821

OBJECTIVE: A

professional sales position . . . leading to management . . . in information processing where adrninistrative and technical experience, initiative, and interpersonal skills will be used for maximizing sales and promoting good customer relations

EDUCATION: B.A. in Communic4!!q-!l!!! George Mason University, Fairfax, Virginia.

-

Courses in interpersonal communication, psychology,

and public speaking.

-Worked full-time in earning 100 % of educational

and

personal expenses.

AREAS OF EFFECTIVENESS SALES /

Promoted improved community relations with business.

CUSTOMER

Solved customer complaints. Recruited new clients.

RELATIONS:

Re-organized product displays. Maintained inventory. Received and hlled orders.

PLANNING

/

Planned and re-organized word processing center.

ORGANIZING: Initiated time and cost studies, which saved

company

additional labour costs and improved efficiency of personnel. Developed a4d organized technical reference room for more effcctive utilization of equipment. Created new tracking and filing system for Mag cards which resulted in eliminating redundancy and improving turnaround time.

TECHNICAL:

Eight years of experience in operating Mag card and high speed printers; IBM 6240, Mag A, I, II, IBM 6640, and Savin word processor.

I'ERSONAL:

Excellent health . . .enjoy challenges . . . interested in productivity . . . willing to relocate and travel.

ITEFERENCES: Available upon

68

202

request.

69

R6sum6 and CV writing

UNIT IV.

GoMerNmoru nEsuuEs The combination r6sum6 combines the best elements of the chronological and functional formats. Although similar to the functional r6sumd in describing and explaining experience, this format includes a brief employment history section. For many individuals, this is the ideal type of r6sum6 - bridging both the chronological afid functional r6sum6 formats and language. Combination r6sum6s stress skills and competencies, yet include names and dates. These r6sum6s enable you to stress your qualifications in both chronological and functional terms as well as han0le employment history easily. As such, this is a unique and complete rdsum6 for many employment situations. Combination r6sum6s have one major problem: they are usually difficult to write. In addition, their functional and chronological sections may overlap and create annoying redundancy. GAIL

ORGANIZING: Initiated time and cost studies, which saved company additional labour costs and improved efhciency of personnel. Developed and organized technical reference room for more effective utilization of equipment. Created new tracking and filing system for Mag cards which resulted in eliminating redundancy and improving turnaround time.

TECHNICAL:

Eight years of experience in operating Mag card and high speed printerS: IBM 6240, Mag A, I, II, IBM 6640, and Savin word processor.

EMPLOYMENT MCT Corporation, Philadelphia, PA

BXPERIENCE: Martin Computer Services, Charleston, SC STR

EDUCATION: B.A.inCommunication.lg88 - George Mason University, Fairfax, Virginia. - Courses in interpersonal communication, psychology, and public speaking.

-Worked full-time in earning l00yoOf educational

S. TOPPER

Sys-

tems, Inc., Washington, DC NTC Corporation, Springfield, VA

and

personal expenses. Washinston, DC 20030

136 West Davis St

OBJECTIVE: A professional sales position

202t46s-9821

. . .leading to management . .

.in information processing where administrative and technical experience, initiative, and interpersonal skills will be used for maximizing sales and promoting good customer relations.

AREAS OF EFFECTIVENESS SALES /

Promoted improved communiry relations with business.

CUSTOMER

Solved customer complaints. Recruited new clients.

RELATIONS:

Re-organized product displays. Maintained inventory.

Received and filled orders.

PLANNING

/

Planned and re-organized word processing center.

70

PERSONAL: Excellent health . . . enjoy challenges . . . interested in productivity . . . willing to relocate and travel.

REsuurE LETTERS R6sum6 letters should be used if a r6sumd is not available or if a situation,is not appropriate for sending a rdsum6. This is basically a letter that summarizes your employment goals and qualifications. When using this letter, your goal should be to communicate directly to a specific person in an organization your skills and qualifications.

'['his letter should follow the same rules for writing good a rdsum6: be concise, use action verbs, identifo the needs of the employer, talk about your abcomplishments, and show how your abilities and skills can meet the employer's needs. 71

UNIT IV

R6sum6 and CV writing

DeveloP PowERFUL RESUME 136 W. Davis St. Washington, DC 20030

Present Your Best Self

January 7,

James C. Thomas,

President

.

Advanced Technology CorPoration 721 West Stevens Road Bethesda, MD 20110

Dear Mr. Thomas: Advanced Technology's word processing equipment is the finest on the market today. I know because I have used different systems over the past eight years. Your company is the type of organization I would like to be associated with. Over next few months I will be seeking a sales position with an information processing company. My technical, sales, and administrative experience include:

Technical: eight years operating Mag card and high speed printers: IBM 6240, MAG A, I, II, IBM 6640, and Savin word processor. - Sales: recruited clients; maintained inventory; received and filled

-

orders; improved business-community relations. - Administrative: planned and re-organized word processing center; created new tracking and filling systems; initiated time and cost studies which reduced labor costs by $ 40,000 and improved efficiency of operations.

In addition, I have a bachelor's degree in communication with emphasis on public speaking, interpersonal communication, and psychology' Your company interests me very much. I would appreciate an opportunity to meet with you to discuss how my qualifications can best meet your needs. I will call your office next Monday, January 18, to arrange a meeting with you at a convenient time. Thank you for your consideration. Sincerely yours,

Gail S. ToPPer

72

So what are you planning to put on your rdsumd? Should you include an objective? What about your references, hobbies, and salary expectations? Better still, what should you leave offl What are the sources for this information? How should each section be developed and related to other sections? Do you have a clear plan for putting each section of your rdsum6 together? Let's find some good, practical answers to these questions by examining the structure of your r6sum6.

Communicating your qualifications to employers via rdsum6s search letters requires that you produce particular types of documents that will have impact on employers. Your rdsum6 should represent your best self - the best of what you have done, can do, and will do in the future. Your best self includes your strengths and achievements reformulated and targeted around your career goals. 'fhis document must communicate both your goals and strengths directly related to employers' needs. You do this through a process of self-discovery that flushes out: and

job

1.. What you do well.

2. 3.

What you enjoy doing. What you plan to do for the employer.

After doing this, you take this information and reformulate it so that it becomes the basis for structuring each section of your 16sumd and letters.

Specify Contact I nformation The first item appearing on your rdsum6 should be your contact information. Make it both attractive and functional. It always appears at the top of the r6sum6, preferably centered, and includes the following information categories and writing rules: 73

R6sum6 and CV

UNIT IV.

Name: State your full professiohal name. Avoid thd'coldness of abbreviations, such as "I.T.Snell." Do not use more than one abbreviated initial. If you use titles such as Mr., Mrs., Ms., Dr., or Ph.D., you may appear pompous and distant. It is best to aapitalize all letters in your name. Address: Use yo.ur home mailing address - avoid P.O. Bdx numbers. Do not forget to include your zip code. If you are at a temporary location, include both permanent and temporary address: The purpose of your address is to get the mail to you as quickly as possible - and not to indicate where you are "from". Contact Numbers: List the telephone, pager, and fax numbers where you can be reached during the day and evening or a number where a message can be left for you. The long distance area code should be included. If you are highly mobile, use a pager, enlist a telephone answering service, or use a telephone answering machine. Be sure you record a professiottal message - no humorous messages or lots of bells and whistles. If you have e-mail, include your e-mail address.

Make sure your contact information is uncluttered and irleasiflg to the eye; Since it will be the very first piece of information the reader sees on your r6sum6, it should invite one to read further.

State an Employer-Oriented Objective The job objective normally appears immediately following your contact information.,However, some rdsum6 advisers recommend starling with a "Summary of Experience," "Summary ol Qualifications," "Career Highlights," or "Career Profile" section- in lieu of an objective statement. Some consider an objective statement to be an unnecessary, pretentious, and'optional item. Nonetheless; we see an objective statement to be necessary professional, and thoughtful. Following it with these other types of summary statements is an excellent idea.

You havb two options here: (l) place an objective on the 16(2) leave it off but include it in your accompanying cover

sum6 or

74

letter. The leason many people,prefer putting an objective in a cover letter rather than on the r6sumd is that they don't want to re-type tlreir rdsum6 every time they. want to target their objective for a particular position, This is especially prudent if they plan to have their rdsum6 professionally printed. Since many people now word process their r6sum6, changing,the objective on the r6sum6 is relatively easy. If you word process your r6sum6, you can literally design your 16sum6 around specific jobs.

However, changing one's objective for each employer is a sign of trying to fit into a job rather than finding a job fit for oneself. It indicates a lack of clear purpose and direction. We still prefer the objective at the top of the r6sum6. because it should be the central focal point around which all other elements irr the r6sum6 cluster. If you know what you want to do and can state your objective in general terms, it can be used repeatedly for different positions and audiences. At the same time, the use of word processors to create r6sum6s enables you to easily target your objective for each employer. An objective appearing atthe top of your r6sumd makes your r6sumd more complete and balanced.

The relative impact of these different strategies may be the old

proverbial "Six o7e way, half a dozen another" lt may not make rnuch difference in the end. But be sure you communicate, in.some manner, your career direction. Otherwise, you may conduct 4 traditionally disorganized search with a weak chronological r6sum6.

Using Objectives Your objective should be a concise statement of what you want to do and what you have to offer to an employer. The position you seek is "what you Want to do"; your qualification s are "what you have to offef." Your objective should state'your strongest qualifications for meeting employer's needs. It should communicate what you Irave to offer an employer without emphasizing what you expect the cmployer to do for you. In other words, your objective should be work-centered; it should not contain trite terms which emphasize 75

R6sum6 and CV writing

UNIT IV.

what you want, such as give me a(n) "opportunityfor advancement," or "crea"position working with people language " tive position Such terms are ve should which say little of value about reflect your honesty and integrity; it should not be "hyped".

tlifferent levels: a general objective and a specific one for your rdsum6. For the general objective, begin with the statement: "I would like a job where I can use my ability to which will result in The objective in this statement is both a skill and an outcome. lfor example, you might state:

using this approach, you may be misplaced and unhappy with what you find. You will fit into a job rather than find a job that is fit for you. Knowing what you want to do can have numerous benefits' First, you define the job market rather than let it define you. The in-

will get a job

"I would like a job where my experience in progTam developtttcnt, supported by innovative decision-making and systems engitrcering abilities, will result in an expanded clientele and a more profitable organization. " At a second level you may wish,to re-write this objective in order to target it at various consulting finns. For example, on your lcsum6 it becomes: "An increasingly responsible research position in consulting, n,here proven decision-making and system engineering abilities will ltc usedfor improving organizational productivity. "

The following are examples of weak and strong objectiye slatements. Various styles are also presented:

indication

of your interests, qualifications, and purposes' which

Weak Objectives

L

clear objective - based on a thorough understanding ofyour abilities and skills - you can take control of the situation and demonstrate your value to employers. Finatly, few employers really know what they want in a candidate. Like most job seekers, many employers lack clear employment objectives and knowledge about how thejob market operates. Thus, if you know wlrat you want and can help the employer define his or her "needs" as your objective, you will have achieved a tremendously advantageous position in the job market. Your job objective should be oriented toward skills and out' comes. You can begin by stating a functional job objective at fwo 76

"Management position which

will utilize business admini:;lration degree and will provide opportunities for rapid advanceilt(nt. " b. "A position in social services which will allow me to work x,ith people in a helping capacity." c, "A po,sition in Personnel Administration with a progressive " lirm. d. "Sales Representative with opportunity for advancement. " Strong Objectives

a" "A position in data analysi,s where skills in mathematics, will contribute to

('onxputer programming, and deductive reasoning t t, ut sys t em dev e lop ment. " t

77

R6sume and CV writinq

UNIT IV.

"Retail Management position which will use sales / cus' tomer service experienie ancl ireative abilities for product dkplay and merchandising. Long term goal: Progression to merchandise manqgerwithcorporate-wideresponsibilitiesforproductline,Willing to travel and relocate. " c. "A public relations position which will maximize opportuand nities to devilop and implement programs, to organize people in Effective images' and ideas positive events, and to communiiate campromotional / publicity a public speaking and in maiaging paign." d, "A position as a General sales Representative with a pharmaceutiial house which will use chemistry background and 'abitity to work on a self-directed basis in managing a marketing ter-

b'

ritory." e. "To use computer science training in software development " for designing and implementing operating systems'

"Responsible position in investment research and analysis' Intereis and-skills tnitude securities analysis, financial planning, and portfolio management. I ong range goal" to become a Chartered Fitrincial Analyst. Wtling to travel and relocate' "

g.

It is important to relate your audience. while you definitely

for want a good job, your audience wants to know what you can do selfnot work-centered, be them. Rlemember, your objective should centered.

Sunimarize Qualifications The previous exercises for specifying an objectiu" tlt^o generqualifrcations' ate a great deal of information for summarizing your "ExecuProfile," "Qualifications A "Stimmary of Qualifications," should section cations" tive Qualifi cations," or "Professional Qualifi procan section This upp"ui immediately following your objective. uii" u powerful summary of liour t<ey st
Summary of Qualifications

-

Fifteenyears experience in office supervision and personnel

management

-

Highly motivated self-started with aptitude for solving sys-

tern problems

Proficient in the use of office automation software, including Microsoft Word, PowerPoint, Excel, and Microsoft Mail - Skilled in linking performance evaluation systems to career

-

development programs

Alternatively, you might want to summarize your major experience and qualifications'as an expert in a particular position relevant to the employer: Senior Personnel Manager Turn-around Specialist and Senior Manager Dynamic, creative, and results-oriented professional, successl'ul in developing model supervisory and personnel management systems for small business involved in restructuring their core manufacturing operations. Talented in custom-designing performance evaluation systems that dramatically increase employee satisfaction and retention as well as minimize recruitment and training costs.

Describe Experience Avoid listing formal duties and responsibilities. Describe your cxperience in functional terms. Always stress your accomplishments. [-lse action verbs in outlining your experience and qualifications, such as "managed," "created," "supervised," "coordinated," "planned," "analyzed," and "initiated." Be sure everything is related [o your objective. Your experience statements will vary depending on the type of r6sum6 format you use. For example, in a chronological rdsum6, your experience may be stated as follows:

EMPLOYMENT: Engineering Draftsman. Naval Electronics Systems Engineering Command, San Diego, California.Worked with engi-

79

Rtisum6 and CV writing

UNIT IV.

neers and technicians

in developing

electrical ,diagrarns and schematics

(1995 to present).

;Draftsman with Dominion Sheetmetal Corporation, Washington,

DC. Became familiar with nranufacture of NVAC systems. Designed prototype of equipment for employer. Twenty hQurs per week (1993).

In a functional r6sum6 you may choose to use the terms "EXPERIENCE" or "AREAS OF EFFECTIVENESS" instead of you ,n'ill "EMPLOYMENT" or "WORK HISTORY'" ln this "ur" without terms in functional describe your transferable Skills discussion the rnentioning formal titles and dates, Notice that focuses on specific skills and accomplishments rather than on duties and responsibilities related to any particular jobs that would normally be listed by employer name, job title, and inclusive employrnerrt dates on a chronological r6sum6r This section may appear on your r6sumd as lollows:

AREAS OF EFFECTIVtrNESS Planning / Planned, organized, and delegated responsibility successful fund raising organizing projects. Established several for objectives and planned yearly budget which involved balancing club objectives and community needs. Coordinated and planned summer camps for handicapped children which gained favourable recognition. Managing / Coordinated and scheduled individuals for activities such as the Bloodmobile and the Community Ilealth Center. Solicited and evaluated applicants for club scholarship award. lnterpersonal / Developed liaison relationship between city officials and people in the community. Communication Established support of the local business community for club projects. The co-mbtnadpl-rgqqn€ will include both functional catego' ries and work history. However, "EXPERIENCE" or "AREAS OF EFFECTIVENESS" should appear first and "EMPLOYMENT HISTORY" last. 80

Present Educational Background

A statement in reference to your educational background can irppear anywhere after your objective, depending on how much you wish to emphasize it in relationship to your objective and expericrrce. If you appear over or under educated for a job, you may wish Io de-emphasize your training by placing the education category near lhe end. Again, where you place this item depends on your purpose. The same is true for deciding what to include in the education slatement. If you are a recent graduate with little work-related expcrience, you may want to highlight those educational achievements lvlrich indicate your ability to aclrieve result, such as "edited confer('nce papers," "financed B0% of personal expenses," "held leadertlrip positions in various organizations, " and "maintoined a 3.5 GPA ,trr o 4.0 index, " Whatever you choose to include, begin by compilirrg as much information on your education and training as possible rrrrcl tlren condense it in relationship to your objective.

The education statement can appear in different forms. But rtlrnember, you are trying to get everything on one page. Unless you irle a recent graduate, your objective and experience categories will lrc nrore important to readers than your education statement. So plan irccordingly by not making this category excessively large. Examples ol-education statements are as follows:

l,lI)UCATION: B.S. in Business Administration

- Accounting, University of North Carolina, Chapel Hill.

llighlights:

G.P.A.: 3.6 (4.0 index) Member, Accounting Club.

lll)UCATION: M.A.,

Journalism, Columbia University, 1996.

B.A., English Literatui.e, Barnard College, 1990.

If you have trlining other than formal degrees and diplomas, it is pertinent to your objective, you may wish to include it in a sr:ction immediately following "EDUCAIION" and label it

rrrrcl ''

ADDITIONAL TRAINING'': 8r

R6sum6 and CV writlng

UNIT IV.

Education and Addit'onal rraining' ttatement

Special f nterests Statement

EDUCATION: B.S. in Business Administration'- Accotnting, 1995'

SPECIAL INTERESTS: Love the challenge of solving problems, taking initiative, and achieving results . . .be it in developing new rnarketing strategies, programming a computer, climbing a mountain, white water rafting, or modifoing a motorcycle. Such statements can give hobbies and special talents'and intcrests new meaning in relationship to the r6sum6 objective. Whatcver you do, avoid trite statements.

University of North Carolina, Chapel Hill.

ADDITIONAL

Zero-Base Budgeting lntroduction to Data

TRAINING:

Processing, Personnel

I,

Conlmercial Accounts;,

Management. t

Making Persohal Statements You may want to disregard this section altogether since it rei' mains one of the most tradition-bound and non-functionhl sectionsi on r6sum6s. If you include it, keep it brief and to the point. Avoidr extraneous information, such as your height, weight,'hair, colgr, other personal characteristics, unless they are essential to your j objective. In some cases this information merely raises negativel questions. If you are single, divorced, or separated, so what? You sex and marital life are not your employer's business - unless you they make it so. However, if you are singie, and you are applying a job requiring considerable travel, identifring your marital can be a plus in your favor. On the other hand, if a job requires bility, and you are married and haVe children, you may include youl marital statrrs - but don't include the names of your childien, eve{ though you arb proud of them. As for age, if it helps, put it down Leave your age offaltogether ifit serves no useful purposes, parti larly if you are middle-aged or over. You may wish to irrclude some bther personal information strengthening your objective, such as in the following example:

Personat Statelnent PERSONAT: Excellent health . . . married . . .' children, challenges . .

.

.'

interested in productivity.

lncluding References Never list your references on your r6sum6. Always control these yourself. Be sure to inform your references ofyourjob search nctivities. Give them a copy of your r6sum6 so they understand your objective and qualifications. When deciding whether to include a refergnce,section on your resum6, you essentially have two choices: leave this section offaltogether, since it is an empty category without names.

REFERENCES: Available upon request

We see useful purpose served by stating this. It rnerely takes valuable space that can be allocated to a more thorough presentalion of your qualifications. If you drop this category completely; tnost readers will assume you will make your references available upon request. Employers will ask you for references when the time is right - which usually is during the interview. Sometimes they don't tusk for references or don't contact the individuals on your list. Howcver, it is good practice to list the names of your professional refercnces on a separate sheet of paper; carry the list *ith you to'interviews. The list should be typed and include the full name, title, b-usinoss, address, and telephone number ofeach person, tup

Alternatively, you could write a personal statement yourself so that the reader might remember you in particular' 82

.

83

R6sum6 and CV writing

UNIT IV.

Snuple

E

lE

LETTERS

Sample Letter Ne

Sample Letter Ne 2 Thank-You Letter (After Informational Interview)

1

Thank-You Letter (Post Interview)

,

921 West Fifth Street Denver, CO 72105

1947 Grace Avenue

Springfield, MA 01281 November l7 .lames R. Taylor

James R. Quinn, Director

Assistant Manager

Personnel Department

SSOCIATED FINANCIAL ADVISORS 241 Skyline Road l)crrver, CO 71088 A

DAVIS ENTERPRISES 2290 Cambridge Street

Boston, MA 01181

.

'

July 18,

Dear Mr. Quinn: Thank you for the opportunity to interview yesterday for the" Sales Trainee position. I enjoyed meeting you and learning morb about Davis Enterprises. You have a fine staff and a sophisticated' approach to marketing. ing in a direction which appears interview with you an$' d career paral ressions of Davis Enterinitial p your prises, and I want to reiterate my strong interest in working for yoti', My prior experience in operating office equipmbnt plus my trainingl in communication would enable me to progress steadily through your training program and become a productive member of your

Dear Mr. Taylor: Joan Karvin was right when she said you would be most helplirl in advising me on a career in finanqe. I appreciated you taking time from your busy schedule to meet with me. Your advice was most hetpful and I have incorporated your r

suggestions into my r6sum6. I

will

send you a copy next week.

Again, thanks so much for your assistance. As you suggested, I will contact Mr: David James next week in regards to a possible opening with this company. Sincerely, John Perkins

sales team.

Again, thank you for your consideration. If you need any additional information from me, please feel free to call. Yours truly, Gail S. Topper

84

85

UNITJV.

E

R6sum6 and CV writing

E

Sample Letter Ns 3

Sample Letter

Ne 4

Thank-You Letter (Withdrawing from Consideration)

Thank-You Letter (Responding to Rejection) 1947 Grace

Avenue

733 Main Street

Williamsburg,VA23512

I,

Springfield, MA 01281 September 14,

BENTLEY ENTERPRISE,S 529 W. Sheridan Road Washingto-n, DC 20011

Dear Dr. Bostelli:

It was

indeed a pleasure meeting with you and your staff last week to discuss your need for a Director and Government Relations, Our time together was most enjoyable and informative.

Dear Ms. Avery:

Thank you for giving me the opportunity to interview for Customer Sqrvices Representative position. I appreciate your con sideration and interest in mg. I learned a great deal from our ings.

Although I am disippointed in not being selected for your rent vacancy, I want you to know that I appreciated the courtesy a professionalism shown to me during the entire'selection process. eqjoyed meeting you, John Roberts, and other members of your salt staff. My meetings confirmed that Bentley Enterprises would be a exciting place to work and build a career. I want to reiterate my strong interest in working for Plpasp keep me in mind should another position become available the near

futule.

:

1,

l)r. Thomas C. Bostelli, President N ORTHERN STAIES LTNIVERSITY 2500 University Drive (ireenfield, MA 03241

Sharon T. Avery Vice President for Sales

'

December

_

,

Again, thank you for the opportuni$ to interview. Best wi to you and your staff.

As I discussed with you during our meetings, I believe one purpose of preliminary interviews is to explore areas of mutual inlorest and to assess the fit between the individual and the posiiion. Alter careful consideration, I have decided to withdraw from considoration for the position. My decision is based upon several factors, First, the emphasis on fund iaising is certainly needed, but I would prefer more balance irr my work activities. Second, the position would require more lravel than I am willing to accept with my other responsibilities. l'lrird, professional opportunities for my husband would be very limited in northwest Massachusetts.

I want to thank you for interviewiqg me and giving me the opporlunity to learn about your needs. You have a fine staff and facrulty, and I would have enjoyed working with them. Best wishes in your search.

Yours truly, Gail S. Topper

86

Sincerely, Janet L. Lawson

87

R6sum6 and CV writinq

UNIT IV.

E

E

Sample Letter Ne 5

Sample Letter Ns 6 Thank-You Letter (Terminating Employment)

Thank-You Letter (Accepting Job Offer)

1099 Seventh Avenue

2589 Jason Drive Ithaca, NY 14850

August

19,_

KRON CONSTRUCTION CAMPANY Hills Highway Akron, OH 44524 A

-

I 170 South

Administrative Division

Dear Jim, I am writing to inform you that I will be leaving Akron Conslruction Company on September 12to accept another position.

892 South Park

NY

Mr. James T. Thomas ief Engineer

( lh

Sharon A. Waters Personnel Director NEW YORK STATE POLICE

Albany,

Arkon, OH 44522 August 2'

11081

Dear Ms. Waters: I want to thank you and Mr. Gordon for giving me the tunity to work with the New,'York State Police. I am very pleased accept the position as a research and data analyst with your unit. The position requires exactly the kind of work I want to do, I know that I will do a good j.ob for you. As we discussed, I shall begin work on July 1, the meantime, I shall complete all the necessary employment fr obtain the required physical examination, and locate housing. I to be in Albany within thp next two weeks and would like to deli the paperwork to you personally. At that time we could handle remaining items pertaining to my employment. I'll call next week schedule an appointment with you. I enjoyed my interviews with you and Mr. Gordon and forward to beginning my job with the Planning Unit. Sincerely,

Cheryl Ayers cc. Mr. Edward Gordon, Administrator

I have developed an interest in architectural tlrafting which combines my drafting skills with my artistic interests. While I was vacationing in Houston recently, a relative approached tttc about an opening for sorneone with my background with a large trchitecture and engineering firm. I investigated the possibility and, eonsequently, received an offer. After careful consideration, I decided to accept the offer and relocate to Huston. I will be working with Brown and Little Company. As you know,

I have thoroughly enjoyed working with you over the past two ycars, and deeply appreciate your fine supervision and support. you hnve taught me a real deal about drafting,, and I want to thank you for ploviding me with the opportunity to work here. It has been a very positive experience for me both personally and professionally. I wanted to give you more than the customary two weeks nolicc so you would have time to find my replacement. I made the decision to relocate yesterday and decided to inform you immediately. Best wishes. Sincerely, John Albert

Planning Unit 8B

89

R6sum6 and CV writihg

UNIT IV.

tlcscriptive

Wnlrreu PRAcrlcE Exercise

4. The

also

Match the words on the left with the expressions the right.

a. complaint of unfair treatment

2, vacancy

b. paid sick leave, for examPle

3. retire

c.

4. external

d. seeking new emPloYees

5. recruitment

e. accounting, for examPle

6. fringe benefits

f. outside

7. grievance

g. to assign a more imPortant

8. staff departments

h. to stop working after a certain age

Exercise

2. authrotize

the,requirements foq employment. l r"': 5. The interviewer

r:ompetitor

6.

' his will decision on the applicant's personality and qualifications. They hired the new manager from company.

7. A will be made' based'on the experience ofthe applicants.

tlctermine

job opening

I

t'cquire

8. Does the applicant have the skills? Does he meet all the other

t;ualification

9. Are

you_for

an application.

job

will

be contacted

this job?

Fill out

applicants

f*." i"t"*i#.

policy of internal We always try to fill managerial positions with current -em10. This company has a

.

Analyze the following sentences to determine the of speech of the missing words' Supply the co form of the word.

ployees.

Select the answer which best completes the meaning

Exercise

His new job has more responsibility. He is now 1.

ofthesentence.'

3.

sign checks.

applicant

all the d"uties aS well as

basic

1. 1. promote

jcib' ' , ':stated the jotirtitle. It

for 2. People who wish to position should fill out an the personnel dePartment' chosen for interviews will be notified

1)

,

The personnel department must decide which applicants are the most suitable for

'

s. benefits

,

c. employee

h. crnployment

d. promotion

mail. promote

The personnel dePartment is gi , examination to see which d

2)

3.

the current employees to the new position. 90

will

be

To frll the vacancy in the accounting depart: ment, they are seeking the persoil who is best

u. promoted

c. qualified

h. oompetitive

d. authorized

9r

R6sum6 and CV writino

UNIT IV.

3)

9)

The person being promoted receives mor€

a. authority

c. salary

b. responsibilitY

d. all of these

4)

Companies which

r. apply

recruit internally

b.

c. authorize

qualif

d. hire

workers 10)

a. at all levels

c. at beginning levels

b. at the managerial level

d. all of these

5) 'If a companY is recruiting new e they might

b. promote

a

d. none ofthese

new emPloYee

6) a. the supervisor's

b. the duties and

The job description tells about a job at a company. It would most likely state

name

c. what the applicant looks like

responsibilities

7)

d. the applicant's name

As personnel director, he is authorized to

employee identification. Issuing em identification is one of his

a. authorities

c. qualifications

b. requirements

d. responsibilities

8)

The, personnel policies should provide method for setting employee grievances' employee who has a grievance

fill

c. current employees

b. new recruits

d. competitors

Exercise

The following is a sample job interview. After acting this dialogue out in class engage in similar interviewi

a. may be promoted

b. will be fired

d. thinks he was treated

92

4.

applying for other jobs.

INTERVIEWER: We are looking for an executive secretary wlro has excellent skills as well as good organizationar ability. Tell rne about your qualifications.

APPLICANT: I can take shorthand at 120 words a minute and lype 90 words a minute. I have also had experience using Wang and lllM word processing equipment. At my last job I reorganized the

liling system, planned my boss's itinerary, and organized

and

plarrned the agenda for the board of directors' meetings.

INTERVIEWER: In this job you.also need to answer routine correspondence and telephone inquiries. Have you had any experit'ttce ilr these areas? APPLICANT: When I worked as an appointments secretary, I to screen my boss's phone calls and mail, as well as attend to loutine matters. It was my responsibility to decide which matters Itad

wcre important and which were trivial.

out an apPlication

c. should

The personnel department announces a promotional examination next week. This examination is intended for

a. supervisors

c. qualifo for the job

a. advertise in newspaPers

The committee wilt base their decision on the applicant's qualifications. This means they will decide whom to

INTERVIEWER: Do vou have anv questions about the posiIion?

93

R6sume and CV writlnq

UNIT IV.

APPLICANT: Yes. I would like to know what the possibiliti for advancement are within this company. INTERVIEWER: Although this is the top secretariil posit withinlhe organization there are regular salary increments based the amount bf time an employee has served the company, and can look forward to generous pay increases if you remain with Generally, employees are reviewed once a year by their superj and decisions about raises are made at that time'

There are posts available and long-term prospects are good" though

initially all successful applicants will be contracted for a maximum of

9

rnonths.

The salary we will offer is excellent. We will pay for your return airlirre and provide adequate accommodation at a nominal rent. Please apply in your own handwriting. enclosing your rdsum6, to ('harles Fox, European Sales Office, ACME Atlantic Ltd, 45 pentoville Itoad, LondonEC2 4AC.

NOTES

Exercise

L lntroduce myself: name, age, nationaliry etc.

AN INTERESTING JOB

2. Mention my company's contact with ACME. 3. Say what length contract I'd be interested in 4. Describe relevant experience orjustif, lack ofexperience. 5. Describe my skills in my own and other languages. 6. Describe how I meet the requirements of the job. 7. Say when I am available for interview.

5. Imagine that you are interested in applying for this job' Y have heard of ACME Atlantic and your own firm has done busi with them. You know that you can get leave of absence from company for up to 9 months - or you are not currently empl

Write a letter applying for the job, which you will send to sup your application with your cv/r6sum6. You have already made son notes on the points you want to make in your application letter' ' ''{ WORK IN BERMUDA! ACME Atlantic is a well-known and respected trading company' handle imports directly from manufacturers in 35 different countries, to our own specifications, and currently export to 46 different cot

Exercise

Using the information below write a full letter of application, not to be accompanied by a C.V.

6. Nnme

-

Agc

-36

Arldress

-

116 Rockway

Htlucation

-

Worthing Grammar School Lancaster University

Qualifications

-

BA (Hons) Economics MA in Business Administration

[,rrnguages

-

Fluent French and Arabic.

world-wide.

'

We are looking for enthusiastic people to work in our offtce in muda on temporary 3-, 6-, g- month contracts. Applicants must be able speak and write at least one foreign language fluently and can be nation of any country. Experience in import/export will be an advantage, but as training will be available this is not essential. The main requiiements willingness to work as a member of a team, to cope with pressure; to use telephone in a foreign language and in English and to be prepared occas ally to work long hours when necessary.

94

Arthur Foot

,lob wanted

Export Manager for Walter Heath Ltd. (21 Cowslip Way, Exeter, Devon), advertised in yesterday's Guardian

95

Hill, Worthing

Sussex

R6sum6 and CV writing

UNIT IV. Present Position

Exporl Manager for the last 8 years

,

-

References

- Mr. Walker and Mr. Platt (at Art

Bow plc.) Availability

-

to the West Country (i'd. England)'

Start a newjob

-

one month's noti6e:

INTERNATIONAL PUBLISHING Ltd

7, Apptioation form (COMPLETE IN LETTERS) Surname

Forename

Guiliani

Carla

Address

Age

114 Ellesmere Walk

22

Finchley

Date of birth

will

be an Italian and French translation test

before the, interview.

.

Send her a map with details, and tell her there are frequent

trains to Cambridge from Liverpool Street Station.

o

Ask her to phone you to confirm the date, or to arrange another one ifshe cannot attend. b) Following a successful interview, Kevin Wheller, the Managing Director, would like to offer Carla tfie post of bilingual secretary. Write his letter to her.

.

60 Girton Street, Cambridge CB2 3EU

Invite her, on behalf of the Managing Director, to corne for an interview at 14.30 on l8th June, at the offlce. Warn her that there

Wants more responsibility and move

Reason for aPPlication

Exercise

o

- Anhur Bow Plc., l6 Tooth WaY; Littlehampton, Sussex. Assi

. o o

Refer to the post Carla applied for and the date of her intervieq and inform her that she has been accepted. Say when she will be expected to start. Send her two copies of the contract of employment, to be signed and returned to Paula Prentiss. Close with appropriate welcoming remarks.

4 January 19-

London NW3 IDP

Qualifications Degree in English and French (Universita di Genoa) Secretarial diploma (Pitman College, London)

Office Skills

Languages Italian (mother tongue)

Typing (w.p.m.) 60

French

Shorthand (w.P.m.)

English

Word-processing

German

Hobbies and interests Tennis, swimming, horse riding, reading

Paula Prentiss has read carla's application tbrrn and let to and would like to interview her. write the letter inviting her

a)

tend.

96

97

Business meetinqs

UNIT V.

The way a committee operates depends on the chairperson: he

UNIT

or she may control the proceedings very strictly, or let

V.

BUSINESS MEETINGS GeNemL

INFoRMATIoN

and Business people spend quite a lot of time in meetings' commil meetings come in uil .hup"t and sizes, ranging from formal

tee meetings to informal one-to-one meetings' There are several reasons why meetings are held:

that all the participants -reaching decisions in a means

feel more committed to the decision;

- more information is available; - different and unexpected ideas can be contributed; informed dec - meetings can lead to more imaginativeoneand person might fe'

sions - often more courageous decisions than brave enough tq make' Some of the drawbacks of meetings are:

if one person made the decision; _there,smoretalk(andthisissometimesirrelevantand

-

more time is required than

petitive);

.

everyone

speak whenever they want, An effective chairperson should be

there's more group Pressure' d The larger the meeting, the longer it may take to reach a on sion. There seem to be ideal sizes for meetings, depending people to given is being purpose. A meeting where information te iuite large, because there is not likely to be much discussion' qu"rtioo. may Ue asked by a few individuals on everyone else's

-

half.

flexible. In some committee meetings the members have to take a vote before a decision can be made: formal proposals or 'motions, have to be tabled, seconded and discussed before a vote can^uy be taken. Other meetings may require a consensus of the membbrs: everyone agrees with the decision - or at least no one disagrees. Most meetings have an agenda. For a formal. meeting, this document is usually circulated in advance to all participants. For an informal meeting, the agenda may be simply a list of the points that have to be dealt with. The purpose of an agenda is to speed up the rneeting and keep everyone to the point, The agenda for a formal nreeting must be organized in logical order. Often the agenda shows rrot only the topics but the meeting's function regarding each topic ('to receive a report on. . . ', ' to approve . . .', etc.). All items on which a decision is to be taken should appear on the agenda, which would usually have this format:

l.

Minutes of previous meeting

2. Matters arising 3. Items Any other business (AOB) Taking minutes, and writing them up later, are special skills, involving decisions like 'Do we need lvt.ow which person made every point?' and 7s this point worth mentioning?' Minutes usually report details of the time, date and duration of the meeting and the.names of those present, but the content of the report itself may be detailed or brief, depending on the anticipated readership.

Even one-to-one or small informal meetings are structured (usually with an agenda) and planned. They are different from chance 6onversations in a corridor or.over coffee. Small informal ttteetings may also take place or continue during a meal.

98

99

UNIT V.

Business meetings

Mrnures Minutes are a written record of the transactions and recom' ot: m6ndations of a meeting. They are usually taken by a secretary of record permanent a as filed are committee member. The minutes i other and participants tlre meeting. Copies are passed to the ested parties prior to their reconvening' Minutes must be clear' cise, and accurate.

The minutes should contain only major topics

apd

recommendations, not every point that was discussed' The typed minutes are an organized and condensed version of the meeting. Th9 tone should be formal and objective, reporting the major points and the names of the persons making them' After the minutes are completed, they are usually first passeil to the chairmall or president for approval and then circulated to participants as weli as to absent members. The minutes should iubmitted as soon as possible and distributed prior to the next ing of the group. At the next meeting each member will have a oithe minutes; as a first order of business, the minutes will amended or corrected, and approved by vote' The secretary signs the minutes with the notation, approved'

E.g. The anriual meeting of Friends of Northwood Hospice was held on August 3, 1994, in the board room of Riverdale Hospital, Farmigdale, NY.

Attendance The minutes should list the names of those who attended the rneeting beginning with the presiding officer. Present: Sol Terry Reaper, chair; Lucinda McAdams, Julie Mendoza, Su Ling, and Angela Suarez

Chairperson Lillian Goldblum presided with forty-two memlrers in attendance.

President Steven Valente Welcomed ninetlz-seven delegates to plenary the session.

Approval of Minutes

A short statement should be made noting any corrections or amendments to the reading of the minutes of the previous meeting. 'l'he name of the person making the motion for approval of the minrutes should be stated: William Stetson moved that the minutes be approved. The mo-

Parts of Minutes

lion was seconded and carried.

Title

Report

Several styles are acceptable. A topic heading is direct easy to read. Type either at the left margin or center of the page' name of the committee or organization, the type of meeting, d and place may follow it:

E.g. Minut6s: Wordsworth Literary Society, Monthly Meetin November 23,1994. Or you may begin with a complete sentence conveyll information as to the reason for the,meeting, the name of the grou the date and place of the meeting: 100

The text can take several forms. Informal minutes will just summarize chronologically the major points discussed at the meetirrg. Formal minutes will break down the discussion into subtopics based on the meeting's agenda, oral reports, or subjects discussed. l'he headings, placed against the left margin, may be underlined, bold-faced, or italicized for emphasis: Treasurer's Report Treasurer's Report Treasurerb Report

l0r

Business meetings

UNIT V.

After all agenda matters have been covered and all reports or New' presented, .pu"" i"ill be reserved for Unfinished Business

of fundraising captains in each deparlment. He also suggested that we set a minimal fundraising goal of

1,000 this year.

The meeting adjourned at 2:50 PM.

Business.

Date of Next

$

Meeting

'

THE NEXT MEETING WILL BE HELD

:

MAY

A stdtement of the time and place of the next meeting may e placedattheendofthereportoratthebeginning(aftertheatten.l' reader's'' iancel. This information rnay be capitalized to capture the attention,

NEXT MEETING: 7:30 PM, JANUARY 4,

2:OO

PM,

tN SUITE I5, ADMINISTRATION BUILDING 14,

Loretta Sanchez, Secretary

Sample Minutes (formal) 1992'

Minutes: Pottstown Parks Citizens Advisory Committee,

AT BOARD ROOM, .lLrly

VALLEY NATIONAL BANK, WAYNE' NJ

l, 1994, at Town Council Chambers Present: Terri Malqvich, chairperson; Francine Stella, secre-

lary; Boyd Benson, Henry Krizek, Gregory Christakos, AmonthlymeetingoftheDittolndustriesEmployeeSoci'al

welfare Committee *u, lild at2:00 PM, April 15,lgg4, in Suite lfi of the Administration Building. Attending were Joe Ciao (chair Johnr Ezell Jackson, Loretta Sanchez, Malik Stapleton, and Regina ton.

The Committee agreed that we would once again hold a cc poin pany fundraiser for the Fairview Children's Hospital' Ezell He rt out that last year's chocolates campaign was disappointing' an ported that we only raised $440 for the hospital on sales of $940, Lorett iess than half of the employees participated' Regina and ti pointed out that selling chocolates may be a poor choice at a n explore when people seem so diet-conscious' We decided to

tl

possiUitities. Some members suggested that we find a product profits. Su would have more sales appeal aln-d would yield higher spo gestions included stationery' coffee mugs, or T-shirts' Others picnic a like event i"n support of holding a company fundraising alternatives ar sogUait game. Loretta and Malik agreed to study the a new li report back at the next meeting. Joe said he would compile

102

John

Ocharenko, Janet Miller, Rudolph Perkins, Stanley Kowalski, Ryan lrlaherty, Julian Cohen, and soccer league has had to turn down applicants because of the lack of playing fields. Chair Terri Malovich suggested the possibilify of a mixed-use compromise and requested volunteers for a subcommittee to explore the issue. Francine Stella, .lohn Ocharenko, Julian Cohen, and Janet Miller agreed to serve.

Pottstown Street Fair

Teni Malovich noted that the Pottstown Street Fair will

be

lrcld on Saturday, June 1, and she recommended that the Citizen Advisory Commiffee again set up a booth. We would distribute literalure, erect displays, and have volunteers available to answer ques, lions. Boyd Benson, moved that the chair be authorized to approprinte $50 for a Street Fair booth. The motion was seconded and caried without debate.

Unfinished Business Ryan Flaherly stated that he has been trying to find ne\M memhers to join the Committee, but has nothing definite to report. Several people mentioned that they are but have not yet committed.

r03

Business meetings

UNIT V.

-

Minutes Checklist

1) 2) Time, date, Place of meeting 3) Attendants beginning with chair 4) ApProval of Past minutes 5) Agenda toPics or rePorts 6) Unfinished business 7) New business

- it would enhance the company's reputation; - it would broaden the expertise of the company's specialists; - it would open up new international markets.

Organization Name

S)

Adjournment time

9)

Date of next meeting (placement optional) 10) Approval & secretary's signature

the company would be able to expand into areas;

JC agreed that the project was viable for the following reas() tl

s:

- the bankers were favourable and ready to provide finance; - raw materials were cheap and plentiful;

- local labour was inexpensive; -

the level of risk was within acceptable limits.

He claimed that estimates from local sub-contractors indicated lhat profit margins would be high.

SAMPLE MINUTES (formal) Minutes of the meeting held at the Head Office of Consult on 712192 Apologies: Peter Thornborough Present Richard Harris (Chairman) Amanda Bell (Chief Designer) Donald McGregor (Human Relations) Jonathon Coe (Accountant) Wendy Adam (Designer)

Subiect

DM

stated that there would be difficulties

in controlling

lhe project from a distance. Staffwould have to spend considerable lirne abroad supervising progress on site. He also mentioned the problems they had encountered with a similar venture in Togo.

t We outlined her reasons for opposing the scheme. In her v.iqw it had not been thought through sufficiently by the client. She gJlph4gilgd that further research was needed before going ahead. RH closed the meeting and announced that he would make lhe final decisiorr himself after due consideration of the issues.

Exercise

Abidjan design Project The minutes of the last meeting were confirmed' ,k RH opened the meeting and underlined the importance reaching a decision on the project. Each person in attendance was invited to state his/her tion concerning the feasibility of the work in Abidjan' Zl ng (the initiator of the project) pointed out that it would for the a major contract and explained that it should be accepted

1. itrterview

referees

rc:solution

neutral

relevant quorum

lo-option

adequate

audience

agenda

rrrnendment

seconder

liaison

irpologies

motion

minutes auditors

command casting procedures

convene

report

lowing reasons:

r04

adjournment

proposer grievances

105

Business meetings

UNIT V.

defini Match the words listed above with the which follow. The company chairperson will be expected to give this the Annual General Meeting' The breaking-off of a meeting. The postponement of

Someone who supports a formal proposal in the meeting.

To call an Annual General Meeting

This will be necessary between the secretary and chairperson in a committee meeting Should be conveyed to the chairperson

if you cannot

at-

lcrrd a meeting.

ther discussion.

A detailed list of items to be discussed. Notices of meetings must always be this.

The power available to a committee to ask others to attend r)r serve on the committee.

The sort of meeting which might lead to the offer of a job' Those whom you would be concentrating oh when maki

The chairperson's vote when the committee is undecided. The rules governing the conduct of a meeting.

a speech.

A firm considering employing you would contact them

Exercise

fore inviting you for an interview' Might be reduced if people are allowed to participate making decisions. An abbreviated record of what was said during a meeting'

A proposition to be voted uPon. Someone who makes a formal recommendation at

of a committee

AOB, adjourn, agenda, casting vote, consensus, convene, minutes, motion, proxy, power of attorney

a meeting he/she should Before the Chairperson irculate an so that everyone knows what items are to be ofthe pretliscussed. At the beginning of the meeting the e

a

ing.

What the chairperson

2.

Complete this paragraph using the words and phrases:

meeting

strive to be.

A formal decision reached at a meeting' The rninimum number of members needing to be prese to make a committee meeting legal. The sort of meeting called by a manager who wishes face his subordinates. Discussion in a meeting should always be this.

A suggestion to alter the wording of a motion. Will need to be appointed at a company's Annual Gene

vious meeting are confirmed. Then, those present discuss each and try to reach a view Ifan on the issue is important a vote may be taken; those absent may have given to someone present and can,therefore vote by Irr the event of a deadlock the Chairperson may record a tlrat a decision is made.

Exercise

3.

This is the transcript of a meeting held to discuss the possible purchase of a piece of land on which to build a warehouse.

Write suitable minutes for circulation to all concerned.

Meeting.

r06

107

Business meetings UNIT V.

MR TODD: Well, thank you, ladies and gentlemen, for able to attend this meeting at such shoft notice. Unfortunately, A ison Moore couldn't make it because she's still in Taiwan. I'm su we all appreciate that we need to come to an agreement on this n

Userul

woRDS AND PHRASEs

I'ART I. 1.

minutes

2.

to take/keep/draw up the minutes

MR GREEN: Yes, we've investigated four sites in all and position now is that we've narrowed down the number of sui sites to two, one near Burnsley, the other near Whitly' The were either too small or too expensive. Both the Burnsley and Whitly sites are very similar in surface area though the price of Whitly site is considerably lower. MR MARSH: Well, that is probably because the Whitly is not so advantageous as far as communications are concerned' my opinion, access to rail and road routes is too restricted to make

3.

to record in the minutes

4.

to put into the minutes

5.

to read out the minutes

6.

to approve/to sign the minutes

7.

to circulate the minutes to the participants

8.

vote

a viable choice.

9.

vote, voting

ter as soon as possible. Perhaps, you could start, Charles, by remi ing us of the options oPen to us.

MRS GRANT: I'm sorry but I think the Burnsley site is of the question. I've actually visited the place myself and the of work that would be needed before construction would make even more expensive. It needs levelling and compacting, it's not closed and the surface is unstable.

MR GREBN: Are you

sure?

I thought it could

be resurfi

- casting - affirmative - negative - by ballot - by a show of hands - for a list of candidates

10. to put a question to the vote 11. to hold a vote

12. to vote upon some issue

quite easily.

MRS GRANT: Not according to the advice I've been gi And there's another thing, There are plans to build a motorway tension to Whitly within the next five years so in fact there won't a problem in terms of road transport. Quite the opposite. MR MARSH: Except that it's much farther north. And would mean extra transportation costs. MR TODD: Well look, I think the next thing is for us to mission a proper survey of the sites and particularly check Sheila impressions of the Burnsley site. Then the next stage will be to tact a number of contractors and get tenders from them.

r08

13. to vote

-

for (pro) against (con)

14. to approve by acclamation (without voting) 15. to vote unanimously 16. a nominee

t7. to nominate 18. to support/to second

a nominee

r09

Business meetings

UNIT V.

9. Think of an item of news you

19. the quorum is reached

20. a motion 21. to make/to propose/(a motion)/to table/to move/to put ward 22. to move a resolution 23. to second a motion 24. to amend a resolution 23.

to

bY a large majoritY

aim this morning is to... Our objective today is to...

more emphasis to the new products here ...

13. I think that ... I believe that

...

... It seems to me that ... ... we've got to move fast.

My

14. Agreeing and disagreeing. I go along with that. You're right. I couldn't agree more. I disagree. I can't agree with

O.K. Let's get started t I think we should begin. Right. Shall we begin? Let's 3. Setting the agenda. Now we have three items of busi on the agenda this morning' One '.. 4. The agenda this morning consist of two items' There three main topics on the agenda. First, "' There are t things we've got to discuss todaY 5. Assigning roles. Don Chapman will be presenting this 1.

you. I'm not sure I agree.

15. Ask your

colleagues

to give their opinions on these

statements. Agree or disagree with what they say. l) The Pacific Basilwill be the centre of the World Economy by

the year 2000. 2) Women often make better managers than men. 3) Worker pafticipation is essential for the smooth running of industry. ) 16. Moving the discussion forward. Well, let's move on quickly to the finansial aspects. Deborah?

17. Let's go on to ... Can we

that'll lead us ... Richard is going to outline the problem' I'd like you, orah, to summarize the financial position' Could you'

tell us about the R&D situation? 7. Updating. We've had confirmation that an unidenti buyer hai, in the past few days, acquired a 5% stake in company.

just come in that ". We've just heard that "' been confirmed that .'. '.' thers's been a new bid'

8. News

11. Our

view is that

II.

6.

What we have to do this morning is it goes any further.

get hold of the situation before

12. Giving opinions. In qty opinion, we should be giving

- unanimouslY PART

10. Setting objectives.

The main thing we've got to do today is to ...

carrylto adopt/to pass a resolution

-

have heard today. Assume that your colleagues have not heard this news. Bring them up to date on it.

has

attention

to

18. Asking for opiniorts. OK with you, Richard? 19. What's your view on this ... ? How does Marketing

see

this? How do you feel about this ... ?

20. Signaling

a new

topic. Right. Now this brings

us to our

main business.

21. Right then. This leads us on to ... OK, This brings up the problem of ... ,.. the

22. R&Dprogramme.

il0

deal next with ... Let's turn our

... the financial aspects.

ilt

UNIT V.

23. All I can tell you is that the buying

is coming from N

UNIT VI.

York... 24. The present situation is that the share price is falli Whaf's happening is that competition is increasing' 25. Ask your colleagues to make comments on the pres

financial and economic situation in their countri Talk about inflation, rate of exchange, industrial

put and so on. 26. All right. Let's examine what that means' 27. Let's go to the bottom of this' Let's try to identifl main pioblem here. What's the underlying issue here? 28. Just give me those budgets and you'll have those ucts within three Years t give you the we'll I0 % quote by your drop you 29. If as long as months six after rise a tract. You'll have performance is sati sfactory.

LEGAL CONTRACTS In this unit we me of the special problems of reading lcgal contracts. The of contracts is often complicated by specialist vocabulary sentences. Study the following list of words common in legal contracts.

l(ey Words

joint participation joint venture agree-

to allege amendment

duration terms of a contract

ment

to be defined

as

to make a claim

obligation

against

to be entitled to

to enter into an

territory

agreement

t

to be in force

on the part

to claim

party/parties

to undertake

consent

prior

hereby

to default

solely

delivery_-_

to stipulate

of

to furnish

Now explain tbe underlined words in the sentences below.

1. Lin Ltd and Wait dj Co signed a contract entering into a joint venture to manufacture teapots. l 2. The agreement stipulated that Lin would supply technical

experts experienced in the design ofteapots.

112

I t3

UNIT VI.

3.UnderthetermsofthecontractWaitwouldnotattempt' t*pott'p-auced solely by them, without the prior conse

sell any

WHEREAS, 'F' has. acquired valuable experience, technical data amd lcnow-how relating to the designing manufacturing, assembling and marketing of products -defined as JWS-20. WHEREAS, the parties recognising that they could only with dfficulty separately and successfully exploit such business, agree that the most appropriate manner for them to enter into said business while minimising the technical and financial rislcs is through their.ioint participation in the manufacture of U9due6.

of Lin. part 4. To do so would represent default on the Lin would be entitled to demand an explanation'

5.In the event of

such

of Wait'

a default, Lin could make a

cla

force. I ueuinrt wuit, alleging the breaking of an agreement still in to 6. Wait claimed that an amen4ment had been made teapot' particular original contract, permitting them to sell a 7. The two E{tgq are now engaged in a legal dispute' 8. Meanwhile, Wait has given an undertaking not to

with sales of the teaPot.

+ Notice the structure of the extract from a legal document, ski the text and answer the following questions'

An important element in understanding texts, and legal docutnents in particular, is to see the relationships between words in sentences. This is referencing, Here is an example from the beginning of tt Joint Venture Agreement.

What part of the document is this?

This agreement is entered into on tTth March I99I

between Eurolectric of Hull and Pekka Oy of Helsinki. The a-forementioned parties undertake to form a joint partnership to dc,sign, manufecture and market a printer.The said product shall bear the name of both participants in the p19senl conlract.

What is the contract about? a

What is the function of the following paragraphs?

e

paragraph one

o .

paragraph two paragraph three

Ioint

The underlined words in the above paragraph refer to the other words in the same paragraph. Venture Agreement

This agreement is entered into this 28th day

of

1991, by and betwe'en Fornaro Elttrica S'p'A', a compt organis-ed and existing under the lrws of ltaly,-having in Alba, Cuneo, (hereinafter referued t pr-incipal

'E)

ffice

and LTirwick Photographic, a company organised ifrtng under the laws of Canada, having its principatr

to as 'W'-') fice of Ottowa, Ca., (hereinafter referred

I

l4

lltis

refers to

'agreement'

parties ,urid products holh

refers to refers to

'Eurolectric and Pekka' 'printer'

refers to

'Eurolectric and Pekka'

u/brementioned

t

The text below is a copy of a Letter of Preliminary Agreement. l{ead the following questions, then scan the text to find the answers.

il5

UNIT VI.

,p a

1.

What is the purpose of the agreement?

2.

Wfiat are the Parties involved?

4.

What is the Product? How long is the agreement for?

5.

What are the responsibilities of each party?

6.

Who pays the exPenses?

3.

AB 20 byBOOGAARD *Business Plan of PROCOL by PASCUAL

DARATION The parties agree that this LPA should be effective by October 31, 1993 and it is agreed that duration of this LpA can be extended bywritten consent ofthe parties. 3.

Leller of Prelimenary Agreement PASCUAL RUIZ CABESTANY & CiA (PASCUA (BOOGAARD) San Sebastian, Spain and BOOGAARD NV on a pl Utrecht, Holland, conducted friendly discussions

ioint undertaking to develop.a^l:!,Yi*: andfor a joint venture company (PROCOL) to

;",t; 'A820;i*

a

4. COSTS

1.1 The parties agree that the costs they should bear

to assume their responsibilities stipulated in para. 2 shall remain in charge of each party without any claiming possibility in case of termination of LPA cqusecJ by any of the

!!

parties.

facture AB20 in Taiwan' The parties have reached a tentative understanclh (LPA) hereblt sigp this Letter of Prelimenary Agreement establish clearly how they are willing to pursue' AGREEMENTS 1.1 The pdrties will endeavour to conclude nccentable Joint Venture Agreement, Technical Distributor Agreement drafted and pl UAL and the parties anticipate the need obtain appropriate governmental approvals and

4.2. The parties agree that they should bear the costs

for their responsibilities stipulated in para 2 and it is understood that the balance of costs born from the date of signa-

ture of this LPA between the parties could be amortised by Techn ical Masler Agre ement.

1.

+

Select the best meaning from the alternatives given for the lbllowing words from the above text.

l. underlying

commitment/promise wish/need idea

ers'decisions. wil-l 1.2 In this purpose the parties agree that they own their their utmost to successfully assume mutu stipulated in the attached 'Working Guidelines' agreed that the parties should undertake the

ogrrra. It is I ow

/

BOOGAARD

ing resPons ibilities :

2. hereby

today near here' by signing this document

3. pursue

follow proceed

2.RESPONSIBILITIES 2.1 *Engineering of AB20 by PASCUAL *PrototYPe of AB20 bY BOOGAARD

il6

develop

117

Legal contracts

UNIT VI.

invented

4. stipulated

\\

designed

,p".ifi"d useful

5. effective

in force good

t

permission

6. consent

America. The manufacturer shall (7) the distributor with all relevant documentation.' If either party (8)_on any item herein, the other shall have the right to (9)_the agreement. In such circumstances, the terminating party should (10) the other party of its intention at least 90 days prior to the date intended for the termination. The terminating party should also (11)_the reasons for the termination.

Look at the text below, and answer the following frve questions.

id'ea

letter 7. to assume resPonsibilities

to employ PeoPle to meet obligations to make money refuse to PaY costs

8. bear

a

1. 2, 3. 4. 5.

What is the extract from? What is the purpose of the document? What companies are involved? Which part of the documgnt deals with advertising?

How is the document organised?

increase costs meet costs

DrsrrueunoN

Many verbs have been removed from the paragraph b first is al Complete the sentences with appropriate verbs' The

AGREEMENT

+

completed, as an examPle.

allowed to be entitled to be effective from to notify to be

to terminate

to state

to furnish

to default

to undertake to enter into

to speciff

eqt The parties (l) enter into as agreement to sell office work to ment.According to the contract, the parties (2) party gether for a minimum period of three years' Neither *:P",":ti:"^ end the agreement without.tendering [rl-a 31st July 19 The contract, which is (a) udnance. in )uy-s tne responsibilities of each party' Either party (S j Gi-----ro sell the products in any state of South or

'r18

The agree.ment is made and entered into on October

I3th 1993, by and between Pohl Litbarski (Deutchland) GmbH, having the registered ffice at Kassel, Germany, hereinafter referued to as POHL, on the one side, and Bunge Luft AB, having its registered ffice in Bunge, Sweden, hereinafter referred to'as.BWGE LUFT, on the other side

Article Territory and products

I

Section 1.01 POHL hereby appoints BUNGE LUFT its exclusive distributor in Sweden and Norway, hereinafter referred to as the territory, for the sale of all POHL presently ss well as in the future manufactured products such as reciprocating qnd screw compressors, compressor packages

tt9

Legal contracts

UNIT VI

and pumps as well as accessories and spqre parts re therito, hereinafter referred to as the products'

Article 2 Legal situation of the distributor Section 2.01 BUNGE LUFT will buy and sell products in its own name andfor its own account' It will, as an independent ftader as regards both POHL and its t

Article 4 Advertising and Sales Section 4.01 POHL agrees to continuously offer to actively advertising and . . .

+

Scan the text above to find the following information.

What are the precise details of how Bunge Luft will get the products from Pohl and pay for them?

tomers.

Section 2.02 POHL undertakes to sell the within the territory only to BWGE LUFT and shall not point any other distributor or agent for the products in

tenltory. Section 2.03 POHL undertakes to refer all cus within the teruitory, who are enquiring about the product to BUNGE LUFT. Section 2.04 BUNGE LUFT is entitled to sell in countries outside the tewitory' The same products -with regard to the teruitory apply for POHL's distr and agents outside the territorY.

Article 3 Prices and conditions of PaYment Section 3.01 POHL shall sell the products to BU' LUFT according to the price-list issued by POHL and plicable to all European distributors of the Pohl Litb

group and being ffictive by the time of acceptance

AUWC| LUFT's order, presently according to schedule C' Section 3.02 POHL reserves the right to change its price (90) days by givingwritten notice to BUNGE LUFT ninety

How can Pohl alter its prices? Can other buyers of Pohl products sellthem in Norway? Does Pohl charge Bunge Luft higher prices than distributors in Southern Europe?

t

Find a legal contract or other legal document that you are concerned with in your work. Apply some of the skills practised in this runit to find the following information.

r o r o . .

the subject of the document the parties involved the main obligations of each party

the length of time the stipulations in the document are valid examples of potential conflict referred to in the document

ways in which conflict can be resolved

t

Use the following words to complete the draft contract prepared by Watt after his last meeting with Godeck.

pcnalty

advance.

lirr and on behalf

Section 3.03 Payment for the products purchased BUNGE LUFT shall be made 20 per cent cash on deli and 80 per cent by signed draft to be paid at sight n

solredule

of

remuneration

liability

comprise

scope

clause

fail

(90) days from deliverY'

120

121

UNIT VI.

I

9. Should the Company made

this

2oth day"r

r:"Hil:*

_(g)

contracts'

to pay the remuneration in full

on time, there will be a penalty in the form of 5%o increase in price puio uy the Company for each day the paynent is overdue. Signed

between

F.Watt

Turner and Rathbone Ltd of Windmill Street, Warwick (here called'The Consultancy')

(9) Otter Industries Ltd. Signed

and Otter Industries (hereinafter called'The Company')

W.Godeck

SUMMARY

For and on behalfofTurner and Rathbone Ltd.

l.

The Consultants shall conduct and perform consultancy work i the area oforder processing within the structure and organisation and on premises of the Company, the full '' ,(1) and conter:rt of which shall (2). as set out in r 2. The Company shall provide a total in consultancy fees and expenses.

+

Complete the memo that Frank Watt sends to Tom Hunter, his Managing Director, on the results of his negotiations with William

Godeck.

(3) package of $l

MEMO

Otter

3. The Consultants shall perforrn the consultancy work between

ruary lst and l4th200_.

Industries To:

4. The report shall be presented by the Consultants to the full of the Company on February 2lst200 _ and shall_(4) a detailed ten report and overhead projections of all pertinent process changes statistics. 5. The review date shall be six months from the presentation of reporl. The Consultancy shall then perform a short monitoiing exercise provide the Company with a brief report on the state of order processing that time.

6. The Consultancy shall accept all_(5) for the content of the poft and The Company shall accept all liabilities for the implementation such action as it selects from the report.

in

7. The remuneration referred to (6) 2 above shall be in full upon presentation of the report by the Consultancy to the Company.

From: Subject: Agreed the follow'ing with william Godeck of Turner and Rathbone:

Stafting date: Presentdtion date: Price: Payment dates:

Penalty clause

%o:

Hope this meets withyour approval!

8. Should the Consultancy fail to present the report on time there in the form of 502 discount on the amount paid by Company for each day the report is overdue.

be

a_(7)

122

123

Legal contracts

UNIT VI.

VocneuLARY lN coNTExr THE MAIN FORMS OF BUSINESS ORGANIZATION Business is a pattern of complex operations in the lives p"opl.Gi6ing ali those functions that g?n"t: tle nr3fu-cjl Oirt iUrtion, and iale of goods and services for the benefit of cor buyer and the profit of the seller. At present the production busi individual or entrepreneurs ties in the hands of so-called purpose people. They usually otganize and direct industry on the s( nluking business profits. The Industrial Revolution.led.to some ous ch-anges and, first of all, old forms of conducting business -hz been substituted by the new ones. This helped various branchbs industry function better in changing conditions to which they adaptei. The profits increased' Today the main forms of bus organization may be described in the following way' The first form of Individual proprietorship can be in main cha as a form of business organization where the owner is individual of it. Most of the business and he is responsible for far singte proprietorships are the forms of business ownership in and many other industries, Unless an activity ing] "onrtiuction sptifically banned by law, no line of business is closed to an ownt Although individual proprietorship has obvious advantages, certa owners drawba-cks can not be denied. without any doubts, single I not able to invest large amounts of capital or, if they do so' they unli is called This debts.' having a great risk of losinghoney, and still ite"a tluUitity. Only=in agriculture is the individual owner predominant figure' Partnership is a form of business organization where two prt more p-ersons agree to combine their financial assets, labour, cont partnership A erty, and skill oi some or all of these things' usually includes general policies, distribution of profits' fiscal ,ponribiliti"., und u specific length of time during which the pt ,i,ip it in effect. Deipite the fact that most partners handle

124

business than an individual owner5 almost all of partnerships are srnall businesses, usually in the sphere of law, medicine, real estate tnd retailing. Unless a limited partnership has been established, in wlrich one of the partners assumes complete financial responsibility lbr losses, all pafties usually share the burden of Ioss and debts. A partnership can be dissolved if there is an agreement of the partners

ofthe partners goes out ofthe partnership. All the companies of Great Britain and the United States of Arnerica can be divided in the following way:

()r one

l. Partnerships. 2. Limited Companies a-nd.Joint Ventures.

We should point out the,fact that Limited Partnership is a llritish variant, while General Partnership is an American variant of naming a certain type of business organization. Both variants can be lbund in literature. As it has been already mentioned, partners in a partnership nay lose their money. To avoid such a loss, a more stable form of partnership has been introduced, that is Limited Partnership.

A limited partner may be liable only for the money which has been invested by him and at the same time he can be out of running lhe business. If a person wants to participate in running a business with a minimum of risk a corporation should be formed.

Public Limited Company (Plc) is an open company with limited liability. It is a company which has been registered and is a juridical person. The shares of such a conpany can be spread among the wide masses of people. Private Company is a company the shares of which cannot be olfiered or sold to the wide masses of people. Afterthe name of such n company the letters JM ltd (limited) are put. In the United States of America the joint-stock company with limited liability is called Corporation After the name of the Corporrrtion the letters Inc. (Incorporated) are put. It nieans that this compnny has been registered'as a Corporation.If two or more companies want to rcalize a joint project they can form a Joint Venture.

125

UNIT VI

which haye not been related to each other. The number of mergers has grown enormously particularly in the middle"of the 1980's. There is one more corporate combination which was formed at that period of time - that is the cartel. The cartel is a voluntary organization of private business concerns in order to coordinate marlieting practices. It may engage in many spheres of business, namely in price fixing, limitation of production, the division of marketing territories, and the pooling of profits. With the development of foreign relationships a new form of business organization at the international level became of a great oconomic value, that is the multinational corporation. Such companies operate extensive business activities and large-scale produc-' tion facilities elsewhere in the whole world, and their revenues may cxceed the total revenues of certain countries in which they function'

device The Corporation was made to provide a financial par the and did not huG-"tn-"dtu*bucks of the singte ownership U' the tnip in" classical definition was giv6n by Chief Justice of l8l9:'A corporatir John Marshall in the Dartmouth Cottege case in existing only and is an artificial being invisible, intangible, stockholders'-l by contemplation of lawi Corporations are owned decisions of ' have shares of stock of a certain company' The are cal stockholders usually affect business operations' Profits corporation' Coq dividends. Profits may be also reinvested in the owners t individual than ,u,ion, usually handie more business In to establish. the unit ffierships, but they are more difficult single proprietorships' 1' .s,ut", of America there are 12 million The advanti million partnerships and 3.25 million corporations' invested' be can money of of the corporations are: large sums owner' the of death stockholders have limited liabiliry and the business ope withdrawal from the company do not influence the

tions.

The corporate structure has a more permanent combinati deposited the trust in which the stockholders of the corporation trust certil got back stock certificates with one or more trustees and been r have. cates in return. Muny J.u*backs of such a practice further in q vealed and the need to have some changes reflected new form forms that resulted in the breaking up of the trusts' A compat holding business organization has appeared, the so-called the common sto The holding company is a corporation that holds ofother corPorations. due Without any doubts, b'usiness became more competitive ha combinations the fact that new and more complex corporate comp or more been formed. A merger is the absorption of one corporationt"gi" the by another, in an amalgamation-when ll of the new I individual charters anJexchange their stock for that l9i0's there was. a gteat foration.. In the 1960's and ""::y-"f of the me curring different amalgamations under the influence They brot moverient. The conglomerates appeared on.the scene' to indus belonging under one management scores of companies

'

126

There are different levels of business operation. In this conncction it is of great importance to note that the operation of large business firms has certain features, such as great complexity of rurganization and administration. The highest level of management is closely connected with the overall planning and evaluation of protluction and distribution, while various administrative departments pcrform the functions of finance, production, research, and marketing. It is worth saying, that business management is a certain sphere of' study that deals with the investigations of the requirements of efliciency in the relation of technological expansion. Business operations can be regulated by the government' The rcgulation of business by government is a certain sphere which presupposes the involvement of the government (total or partial) in business operations that may be reflected in laws. Such is the dernand of public interests. Many laws have been made for the purpose ol'acknowledging a competitive pluralism in connection to produclion and trade. In the U.S.A. trusts and monopolistic practices are outlawed by the Shennan Antitrust Act (1890) and the Clayton Antilrust Act (191a), stock and bond issues are under the control of the Sccurities and Exchange Commission. The two main things in a free crrterprise economy are Profit and Responsibility. The free enterprise 127

Legal contracts

UNIT VI.

Gompletion

theoryl economy presupposes that business is govefned by the communities' their serve they burine.r"i p.oftt to the extent that become sponsibiliry to consumers plays an important role' lt has principle, and-measures such as guarantees have br repu "rtuUt;rn"i taken to benefit the customer while enhan-cing the seller's. co the by became,$elermined ethics A new notion of business

tive system, which makes

it

t

Select the answer which best completes the meaning

sentence.

l.

profitable to satisff the consu

needs.

Advertising is a kind of public announcement which describes the benefiti' of using a product or service. We can use advertising to increase the sales of our product or service. We expect to find advertising c. on the land a. at school d. on TV and radio

b. in the factory Match the words below with the definition indicated by line before sentences above. Write the nurnber'of ihe word on the

2.

definition. a. something which must be Paid

2. profit

b. having new products and ideas

3. labour

c. begin new business activitY

4. business

d. person who directs the

5. innovative

e. land

a. an entrepreneur

c. a banker

6. entrepreneur

b. an employee

d. a factor

7. raw materials

f. what workers Provide g. a business activitY

8. venture

h. money the entrepreneur

9. loss

i. money which buys machines and tools

10. capital

j.

11. goods

k

12. services 13. bankrupt

d. bankruptcy

b. money

3. .

recelves

.,ri

4, "

things which business provides in tion to goods l. describes a company with not money and too manY debts m. the result of expenses being more

A creditor is a person to whom the busihess owes money. Which of the following is most likely to be a creditor?

Labour changes raw materials into finished goods. Paper is an example of a finished good. The raw material would be c. finished products a. physical work d. land

b. wood

products

sales

5.

Distribution means getting the products from the factory to the store where customers buy them. Which of the following companies would probably be involved in distribution? c. a supermarket

a. a bank

b. a transportation

com-

d. a factory

pany

14. company

n. the activity of Producing goods

15. debt

o. a business

128

b**

There is an expression, 'It takes money to make money.' We know that capital can be used to make something of value. Therefore, capital can refer to c. raw materials a. a basic factor

f . initiate

business

of the

An employee is a person who works for a company and receives payment for his work."Which factor does the employee supply? 129

Glossary of useful expressions for letter-writing

UNIT VI.

a.land b. labour

d. innovation

Large companies require more capital than a single entrepret ,uppiy. The ow'ership of the company is therefore divi .-t -,- L^ -.^:^^ ^^.^:+^l a mich "orld might ^^-^o-., to raise capital, ^ company into shares of stock. In order

8.

9.

Appendix A

c. capital

a. risk its future

c. sell stock

b. bring together land and labour

d. produce goods

Value is the qualitY that makes a thing wanted or worth Value is probablY

GLOSSARY OF USEFUL EXPRESSIONS FOR LETTER.WRITING

Beginninq a letter

We are know

c. price

Answerinq a letter

b. capital

d. profit

l'hank you for your letter of (date) We have received your letter of (date)

Referring

a. an oil company

c. a bank

With reference to

b. a store

d. a factory

lrurther to

10. The owner of a business takes a risk' He hopes that his busi will be successful and that he will make a profit, but there

With regard to I arn

writing in connection with

chance that he maY a. manage and direct ac-

c. make a profit

tivities b. offer new services

d. suffer a loss

and products

Givinq qood/bad news (Jood news

tell

I am pleased delighted

to

inform you that advise

huppy

lf:rd news

tell

I regret am sorTy We regret that

r30

connection

and we would like

interested

a. skill

Businesses provide both goods and services' Examples of are physical products which customers purchase to take An example of a service business would be

in

We are writing to enquire about with

to

inform you that advise

r3r

to

Glossary of useful expressions for letter-writing

if you could We would appreciate it if you could We would like to know (about/if) We would be grateful

We are unable to

let us know (about/if)

inform us (abouVif).

We are able to

Makins a mild complaint

We have been forced to

Unfortunately, something is wrong

Giving reasons This

is

(bad news)

owing to

Warninq

due to

"

because

Unless

fthe fact that)

of of

as a result

you

will

be forced to (take legal actions)

If (not) Personal business letters: the opening

Requesting action Please could

vie

If it is urgent,

(direct)

if You could We would apPreciate if You could

We would be grateful

add:

as soon as possible

without delay immediatelY

T'hank you for your letter/telophone call/telex/fax

It was a pleasure to

(meet you aVon)

It was good to

(seeyou again aVon) (hear from

Apoloqisinq We must apologise

fot--(followed .for-or

by

-ing forms after

iou again)

It was a pity that

(We did not have time to talk atlon)

I urn sorry that

(I

missed you when you visited my

offrce)

that)

Personal business lefters: saving whv vou are writing

We apologise for We are extremelY sorry for

Dcar Sir or Madam I nm

Please, accept our apologies once again

writing in reply to your advertisement in the European

We hope that this has not caused you any inconvenience

I thought you might be interested to hear about

With apologies once again

I

Requestinq information

,was wondering

if

you

could help me

Please, could You

132

Give us some further

I am afraid we have a small

about

problem 1'33

Useful words and word-combinations commonly used in the world of business

Appendix A

APPendix B

I am afraid I know some news

I look forward to seeing you again next time I am in London If you ever are in London, please, give me a ring or call in Please. give mv regards to Diana Smith Please, pass on my best wishes to

Mr' Lund' I hope that he has

recovered from the flu.

USEFUL WORDS AND WORD.COMBINATIONS COMMONLY USED IN THE WORLD OF BUSINESS

Placins of Orders l)lease supply/send us the undermentioned goods.

With reference to your quotation, we enclose our order for immedintc delivery. We can accept your offer on thgse terms, and are pleased to pl'abe an order for...

Format: I regret to advise you that our prices have increased Informal: I am sorry to say that our prices have gone up Formal: We have not yet received your invoice

As the goods are urgently required, we should be grateful for delivery by... Please confirm that you can supply this quantity by the required

Informal: We have not yet got your bill

date.

ll'any items are out of stock, please submit a quotation fo, u ,uUrtittrte.

Acknowledqement of Orders We are pleased to acknowledge- your order

for'.'

Your order is already being carried out/executed/processed, and dolivery will be made in accordance with your instructions. We confirm that delivery will be made by March l5th, as requested. Delivery will be made immediately on receipt of your c h eq ue/remittan celletter of credit. Wc trust that this initial order will lead to further dealings between orrr two companies.

Refusal of Orders Wc regret to inform you that the goods ordered are out Ionger available.

134

L-.-

r35

of stocVno

Useful words and word-combinations commonly used in the world of business

is the same Price and of We can offer You a substitute which quatity to the goods ordered'

Contract for training local operating personnel

s

Contract for the supply of complete equipment l(esearch and development contract Itesearch-development-test-and-evaluation

contract

l

Contract for the sale of know-how Development contract

Hello, is that ' ' .? Can I speak to . . ', Please Hello, this is' . . catlingfrom''' in''' Could you ask ... to call me back, please' Thanks for calling back? Good morning, I'd like to sPeak to "'

"'I'urn-key" contract l{isk contract lrlat fee contract [f

ixed-price contract with escalation

(lost-p lus-fi xed-fee contract

Is ... available, please? My name's "' Could you give '.. a message, Please?

liffective date of contract

My number is ". I'm sorry I've got the wrong number

Proper performance of a contract

lr rr

I

fi I lment, performance, execution, implementation

of contract

of a contract Due and faithful performance of a conftact 'lbrms and provisions, reservations of a document

Clourse of the irnplementation

.

Telephone Communication Oh hello, Mr (Ms)"' this is "' speaking' (still at lu I'm afraid he (she) is at a meeting (not in the ofFrce) just (not available ftof iOuV this week) (away today)

":1). .

io.

(available) I'll just find'out if Mr (Ms) is in the other offrce yet).

-

As stated (specified) in a document

Draw up a document, make up a document Itrterpret a document, construe a document Supplement to contract, addendum to,contract As per supplement to contract ..., in accordance with the supplement ,,, to contract

What's your (extension) number? I'll put You through to .. you back? Can I get your phone number to call

('ontract law

Hold on a moment, Please

Irr the performance

Sclect the law for a contract

of a contract

l,orrg-term contract

Tvpes of Gontracts

l)resent contract

report Contract for the preparation of feasibility Production sharing contract 136

Llrrder the present contract

137

Forms of address

xB

FORMS OF ADpRFSS

.:

Void contract Contract awarded, contract gained Terminal contract, fixed-term contract. Remarks on a

contract

,

Alterations and amendments to a contract

'

!

Annul/cancel a contract

Hold a contract Forward a contract Infringe a contract, break a contract Negotiate a contract

lnitiate a contract Revise a contract

Forms of address do not always follow the set guide lines; the type of salutation is often determined by the relationship between correspondents or by the purpose and content of the letter. However, lr general style applies to most accusations. In highly formal qituations when the addressee is a woman, "Madam" should be substilrrted for "Sir". When the salutation is informal, "Ms", "Miss", or "Mrs" should be substituted for "Mr". If a woman addressee has previously indicated a preference particular form of address, that form should be used. lbr a Source: Webster's 2 New Riverside University Dictionary Copyright @ 1984 by Houghton Miffin Company

Terminate a contract

ACADEMICS

Relevant contract number

(of the Obligations (of the parties) under contract, com'mitment contract under parties) (ofthe ees)irnder contract, liabilities

Dean, college or university.

Address: Salutation:

Dear Dear Dean

Contractual obligations

President.

Address: Salutation:

President Dear President

l)rofessor, oollege or university.

Address:

Professor

Salutation:

Dear Professor

Cease to be under any contractual obligations

Evade the fulfillment of contractual obligations Sanctions for the non-fulfillment of contractual obligations Bear responsibilitY for Outside the extent of the contract

CLERICAL AND RELIGIOUS ORDERS

Abbot.

Within the extent of the qontract Within the limits of the contract

Address: Salutation:

Archbishop,

Archbishop, r38

It-

The

Reverend

O.S.B Right Abbot of Right Reverend Abbot or Dear Father Abbot

Address:

The Most Reverend Joseph, Archbishop of Eastern Orthodox.

Salutation:

Your Eminence

Address:

The Most Reverend

139

Forms of address

Salutation:

Archbishop of Roman Catholic. Your Excellency The Venerable Archdeakon

Venerable Sir

of

llabbi, man or woman.

Address:

The Right Reverend

Salutation:

Bishop of Right Reverend Sir or Dear

Address: Salutation:

The Most Reverend

of Salutation:

Your Excellency or Dear BishoP

Address:

His

Salutation:

'Salutation:

D.D. or Dear Dr

/ Her Excellency

Salutation:

The Ambassador of the US Excellency or Dear Mr / Madam Ambassador

Address: Salutation:

His All Your All Holiness

His Holiness the Patriarch Orthodox. Your Holiness

The Honourable

The Minister

of

Holiness Patriarch JosePh

140

Esq. United States Consul Dear Mr / Mrs

Minister, US or to US.

Dear Mr / Ms or Dear Dr

Patriarch, Russian Address:

Dear Rabbi

or

His

Address: Salutation:

Patriarch, Greek Orthodox. Address: Salutation:

Rabbi

Consul, US. The Reverend The Reverend

D.D.

Protestant.

S.J.

Dear Reverend Father or Dear Father

Address:

Dear Brother Joseph

Clergyman/woman. Address:

The Reverend

The Ambassador The Honourable of the United States Sir / Madam or Dear Mr / Madam Ambassador

Ambassador to the US.

Eminence, Joseph

Stone

Salutation:

Address: Salutation:

Ambassador, US. The Reverend Dear Bishop

Bishop, Roman Catholic.

Cardinal.

His Holiness The Pope Your Holiness or Most Holy Father

I)IPLOMATS

Bishop, other Protestant.

Address:

Address: Salutation:

or Dear A

Bishop, Episcopal.

Address: Salutation:

Address: Salutation:

Priest, Roman Catholic.

Archdeacon, Episcopal. Address: Salutation:

l)ope.

Sccretary General, Address:

of

Sir / Madam or Dear Mr / Madame Minister

Salutation:

His / Her Excellency Secretary General of the United Nations. Dear Mr / Madam / Madame Secretary General of the United Nations

t4l

Forms of address

Governor

Rep resentative (Fo rei gn)

Address:

Address:

His I Her ExcellencY Representative

of

Representative (US). Address: Salutation:

Address:

ExcellencY or MY dear Mr / Madame Representative to the United Nations

Th!

Honourable

of

.ludge, Federal

Nations. Salutation:

Salutation:

to the

Governor

The Honourable Dear Governor

Salutation:

United

Judge of the The Honourable United States District Court for the District of Sir / Madam or Dear Judge

,ludge, state or local

Sir / Madam or Dear Mr / Ms

Address: Salutation:

GOVERNMpNT OFFTCTALS

The Honourable Judge of the Court Dear Judge

of

President, U.S. AssemblYman Address:

Salutation: Associate Justice, US Address:

Supreme Court Salutation:

AttorneY General, US Address: Salutation:

The Pr,esi{qnt

Address: The Honourable Dear Mr / Ms

Mr / Madam

Justice

Salutation: President, U.S., former \

Address: Salutation:

\,

\

Dear Mr / Madam Justice or Sir / Madam

AttorneY The Honourable of the United States Dear Mr i Madam or AttorneY General

Address: Salutation: Vice President, U.S. Address:

Salutation:

Chief Justice, U.S. Address:

Supreme Court Salutation:

The Honourable Sir / Madam or Dear Mr

The Chief Justice of the United States

The Honourable Senate, State Capitol Dear Senator

The

State

The Vice President of the United States Sir or Dear Mr. Vice President

MILITARY AND NAVAL OFFICERS

llank

Full rank, USN (or USCG, USAF, USA,

Address:

USMC) Salutation:

Dear (full rank)

Dear Mr. Chief Justice

I'ROFESSIONS

Commissioner (federal),

Address: th" Hottoutable Salutation:

i Madam

The Hcinourable Dear Mr.

Scnatoq state

Cabinet member Address: Salutation:

Dear Mr. President

Dear Mr'/Ms'

(state'

Attorney

Address:

Mr./Ms. Esq.

Salutation: Dear Mr./Ms.

142

143

Attorney

of law or

Dentist

D.D.S.

I have the honour to be,

M.D.

'lir His Grace, The Duke of Wiltshire, K.G.

Your Grace's most obedient servant.

Dear Dr.

Physician

Veterinarian

Salutation: Dear Dr D.N.M.

Address:

Salutation: Dear Dr. THE REGEIVED FORMS FOR COMMENCING' CONCLUDING, AND ADDRESSING LETTERS:

'l'he Army

'lir a General, Colonel, Major, Captain, or Lieutenant Commencement of Letter Officially Sir.

Commencement of Letter Socially

l)car Gen. Green, Dear Col. White, Dear Major Black, Dear Capt. lllowne, Dear Mr. Robinson

The Sovereign. To IIis MajestY the King

lligh Government officials may be addressed

Commencement Sir,

May it please Your MajestY, or, Lord P., presents his humbte duty to Majesty' Conclusion

as follows:

l'he President 'l'lre President

The Honourable John W. Smith

Washington, D.C.

Senate Office Building

l)car Mr.President:

Washington, D.C.

senator

My dear Senator Smith

I have the honour to remain, servant Your Majesty's most faithful subject and dutiful

SubscriPtion of EnveloPe To His Most Gracious Majesty King George To Her MajestY Queen Mary

tcpresentative 'l'lre Honourable ,lolrn W. Smith

The Honourable John W.Smith

llouse Office Building

Governor of New Jersey

Wlshington, D.C.

Trenton, New Jersey

governor

My dear Govern or Smith: (hrformal)

Madam To Member of the AristocracY

My Lord Duke, or My dear Lord Duke, Will Your Grace, etc' 144

145

Ooprvrur ropl4A[qecK[x EoKyMeHToB u AenoBsrx nnceM

ACCEPTANCE We, , hereby accept the above assignment nnd subject ourselves to all the promises and covenants therein con-

SAMPLES OF CONTRACTS (English and Russian variants)

tained. We fully understand that this assignment is contingent upon the making of timely payments on the lease and complying with all the terms and provisions of the lease.

ooPMbl loPl4AHtlEcKhx AoITMEHTOB n AEnoBblx nhcEM

(]ONSENT

(r'H' < Hacroquuil pa3Aen coAepnfl4r s ce6e 78 Sopv rop?IAuqecKltx ynorpe6un'rslx plate>) pa3JII'tqHbIx sau6olee

lcase hereby consents

MCHTOB U ACIOBbIX TILICEM'

landlord and lessor under the above assignment of said lease from

to the to

Attest

ilEPEAAIIA TIPABA ASSIGNMENT OF RIGHT THIS ASSIGNMENT

NEPEAAIIA TIPABA HA APEHAY ASSIGNMENT OF LEASE

'f'his is made this day of _,20 _., by and be("Assignor"), ("Assignee"): and tween that for valuable consideration in hand paid by the WITNESSES, Assignee to the Assignor, receipt of which is hereby acknowledged, the Assignor hereby assigns and transfers to the Assignee all of his (description) set forth right, title and interest in and to all

and

that certain lease by and between

dated

Lessee, and Pertaining to do hereby assign

Lessor and certain

und interest in and to said lease to ' It is agreed and unde shall henceforth be "fOt.s upon satisfactory compliance ir .o"ti-g"nt the terms and provisions of the lease'

right,

)

titl"

,d;;it;gnment

ln

of

that certain

Agreement, Provided, however, no warranties of any kind whatsoever are made incident to this Assignnrent. IN WITNESS WHEREOF, the Assignor has executed this Assignment on the day and year first above written. Signed, sealed atrd delivered in the. presence of: WITNESSES

WITNESSES:

146

147

Oopuur ropr4Ar4qecxux AoKyMeHToB

loase under which you occupy said premises and sion thereof, with treble rents and damages.

oEIUA-fl O OPMA IIOATBEPXAEHT',TU KAKOIO_JII{EO OAKTA

of

County

of

appeared

on

this

day of

20

to recover posses-

(addless, apartment number) (city, state, zip code) (Legal description may be inserted)

by the laws Before the undersigned, an officer duly commissioned

'

AenoBbtx nlaceM

The undersigned does (not) elect to terminate the lease if the lcnt is not paid within three day. The premises referred to are commonly known as:

GENERAL AFFIDAVIT State

t4

'

Personq

I)ATED

who having been first duly sworn depose and-' say: (LESSOR) TPEEOBAHTTE OE

O

CBOEOX{AEHT4I,I

APEHAyEMOIO IIOMEIIIEHII,fl

Witness:

NOTICE TO OUIT Sworn and subscribed before me daY

this

-

, Tenant in possession:

t'o

A.D.20

of

TPEEOBAHIIE OIUIATbI 3A APEHAYEMOE

'lake notice that your month to month tenancy of the herein desoribed premises is hereby terminated at the expiration of 30 days nlter service ofthis notice on you, and that you are hereby required kr quit and on said date deliver up to me the possession of the premiscs now held and occupied by you under such tenancy.

TENANT IN POSSESSION:'

TO

he You are hereby required to pay the rent on the premises wrlt to a described, of which you now hold possession, pursuant 1o due now rent qy,i the being irur", u*ounting to $ 3" to required hereby you are or for the period fro* within THREE DAYS. after prem-ises' the of po.r"sion uf -, will on you of this notice, io the undersigned or the undersigned r,i,ur" legal proceedings against you, to declare a forfeiture of

-to-

r48

Said premises are known as:

(name of building)

( address )

(ciry state, zip) l'his is intended as a 30 days'notice to quit, for the purpose of teryour tenancy aforesaid.

rrr i nating

l)ated:

Landlord. 149

Ooprvrur lopr44r4qecKilx AoKyMeHToB

AOroBoP oE APEH,4E OEOPvAoBArrw{ EQUIPMENT LEASING AGREEMENT

agrees to the services Chambers agrees to furnish and Customer

("Equipment")' to be i*ticut"o u.lo*, subject solely to'1" existing Chambers Contract Price Agreement

*Tl:."

ilud**O "f-ift"

ta

AenoBbtx nuceM

'fhis Agreement shall terminate in the event that Customer makes an zrssignment for the benefit of creditors, of a voluntary or involuntary petition is filed by or against the Customer under any law having for its purpose the adjudication of Customer as bankrupt or the reorganization of Customer or may be cancelled by Chambers without notice, should Customer default in the payment of any money due hereunder.

Customer's Signature

and Chambers CorPoration'

Chambers Corporalion

Monthly Annual Two Year Contract No:

By

Customer and Billing Address

Title

Installation Address

of providing suita Customer acknowledges the responsibilities the placement J"",ri"uf service and'the payment of charges of and r""""f, and any rigging t"p"nt" for the equipment ordered herein.

No:

CCP

Reference

Special

Custorher Authorizes Initial Supplies: Supply Purchase Order No:

, County of in consideration of , $ , to me paid by , the receipt of which is hereby acknowledged, do hereby grant, sell, transfer and deliver runto the following goods and chattels, namely,

Nu

of

Yes:

To have and to hold the same to 0xecutors," administrators, successors and assigns,

Supply Agreement No: Supply Purchase Order:

of

, State

To

From

BILL OF SALE (WITH WARRANTY OF TITLE) [,

Earliest Customer Acceptance Date yes' complete below: Purchase Order Required Yes' if Purchase Order

PACIrICKA O IIPOAA]nE C IIOATBEP]nAEHI4EM 3AKOHHOTO BrIMEHr4fl

and his heirs,

to their use for-

over.

Not necessary

Attached

To Follow

upon revrew

Acceptance of this agreemertt !s lonfinfnt p.ouut of Chambers Corporation's Credit Department'

150

And I hereby covenant with the grantee that I'm the lawfill owner ol'said goods; that they are free from all encumbrances; that I have good right to sell the same as aforesaid; and that I will warrant and dcfend the same against the lawful claims and demands of all persons.

l5t

x AoKyMeHTOB U AenoBblx nuceM C TN

g.

WITNESS WHEREOF' I day of

hereunto set mY hand, this

..

/s/

-

;

-'20

TOBAPA KOHTPAKT O KvrlIrE - TIPOAAIKE CONTRACT

-I

day of into this THIS AGREEMENI' made and entered ,the Seller' and - ' the Bu' 20-,by and between and deliver to the t. ln" seller hereby undertakes to transfer goods: described ,20-, the following on or before the goods and pay 2. The buyer hereby undertakes to ac^cept the contract' them in accordance with the terms of be deemed to have b1 3. It is agreed that identification shall not have agreed that made until botn ihe buyer and the seller perfi g""at in question are to be appropriated to the the contract with the buYer' for the goods at the time 4. The buyer shall make payment him' ptace where the goods are received by t'he

5.

""i " Goodsshallbedeemedreceivedbythebuyerwhenrece him.

6.

the goods regardless of The risk of loss from any casualty to the goodS have beeXl .uur" tf,rr.of shall be on the sellir until

8.

tst

tst

KOHTPAKT O KvrUrE - TIPOAAIKE TOBAPA CONTRACT FOR SALE OF GOODS

-

2

Agreement made and entered into this (date), by and between (name of seller), of (address) (city),(state), herein referred to as "Seller", and (name of buyer), of (address) (city), (state), herein reI'erred

to as "Buyer".

Seller hereby agrees to transfer and deliver to buyer, on or beBuyer agrees to accept lirre (date), the following goods: the terms of the conwith accordance in them pay for lhe goods and Lract.

Buyer and seller agree that identification shall not be deemed lo have been made until both parties have agreed that the goods in -prestion are to be appropriated and fulfill the requirements of per-

are now free and at the ti The seller warrants that the goods "unv securitv interest or other li f.ot

lbrmance of said contract with the Buyer. Buyer agrees to pay for the goods at the time they are delivbe er.ed and at the place where he receives said goods. Goods shall tlcemed received by Buyer when delivered to address of Buyer as

encumbrance.

Ircrein described.

cepted bY the buYer' 7.

The buyer shall have the right to examine the goods on arrival, and within business days after such delivery he must give notice to the seller of any claim for damages on account of the condition, quality, or grade of the property, and must speciff the basis of his-claim in detail. The failure of the buyer to comply with these rules shall constitute irrevocable acceptance ofthe goods. 10. Executed in duplicate, one copy of which was delivered to and retained by the tuy"r, the day and year first above written'

ffi'* ;;ii;; f;;

time of signing this The seller further warrants that at the know of the exister tract he neither knows nor has reason to hostile to his rightS in uny-ou,r,unding titte or claim of title

Until such time as said goods have been received by Buyer, all risk of loss froin any casualty to said goods shall be on Seller'

goods.

152

r53

Sellerwarrantsthatthegoodsarenowfreefromanysec

they shall be free interest or other lien or "n"u,ob.un"e, that knows nor has ,urn" * the time of delivery, and that he neither

(item) from your company for buying C.Q.D. basis' Now I would like the (time framei " "" with payment made within purchases these convenience of charging i numerical numbers in then and out (time frami spelled -

I

t

sontoknowofanyoutstandingtitleorclaimoftitlehostileto

have been

p*.,ntft.titl from receipt

of the invoice. grown substantially during the last My business has (time) and I have recenti-y added as customers (name a few new customers).

I

have my account

oan speak to their , I cable acceptance ofthe goods' whereby This agreement has been executed in duplicate' on (date)' Buyer and Se-ller have retained oqre copy each'

with

(name

of bank)'

You

(offrcer), : (name) as a (number) of references In addition, I am listing

'"roui"". will vouch for my business and personal integrity: who (name, citY, state) (name, citY, state)

(Signatures)

(name, citY, state)

TIPOCbEA OE OTKPbrrrrrr KPEMTA

-1

I ain confident that the references given will prove satisfactory trnd

Dear Sir or Madam:

I look forward to your prompt favourable reply'

you for we have been purchasing merchandise from convenience the (period of time) C.Ci.p. Now we would like -

Yours trulY,

charge account.

OTKA3 B TTPEAOCTABJTEHTTTT KPE44TA

references 'are Please let us know what information and sary as well as Your credit terms'

TIPOCbEA OE OTKPbrrr4r',r KPEru',rr L

-

2

Dear Sir or Madam: a credit This letter is requesting that I be allowed to open count with Your organization' '154

1

(name):

Dear

Yours trulY,

-

you for your recent request to establish -Thank (name of store) your interest in

preciate

,

,

,

credit' We ap-

l

However, base'd on numerous credit information, we can only apolotrrake shipments to you when cash received with the'order. we gize for this but we know that you understand' If we can be of scrvice to you further please let us know. Sincerely,

r55

Oopuur lopt4At4qecKilx AoKyMeHroB n AenoBbtx nuceM

Appendix C

OTKA3 B TTPEAOCTABIIEHT4TI

KPE44TA-

Due to the fact that (problem that has arisen) which occurred nlter our agreement was entered, we are unable to (nature of perlirrmance required under terms of contract).

2

Dear Sir or Madam:

We regret the unfortunate occurrence of these circumstances

for , (item) that was 20on --,

Thank you for your order in

the

(newsPaPer)

;rnd request that you release us from our obligations under the herein

orders' Unfortunately, we are not set up for C'O'D' of the price The order' money a or please ..na ut u "tl""t (Price)' ter and item) is instruct with aside order your holding Meanwhile, we are your payment' to rush shiprnent as soon as we receive

Truly

Yours,

understand your annoyance in not receivi (number and item) that you ordered' (time span) for deli Orders requiring engraving need clear and we are that make not

Ou, ,ul"rp"rson'probabtylia for that misunderstanding' Your order will

,t

ipp"iilnJ*ili u.riu"

;;it.

w"

know that

you

(daY (tirne - peri sfied with

)car

HI{B O PAC TOPXELIILI1I KOHTPAKTA

(name):

Even though you did not state it in the letter, I assume that you rvish to terminate as of _ _ (date) without the _ (number of rlays) day cancellation mentioned in the contract.

-We can definitely -

I

O)KAJIE

in effect

(name)

the

C

We are sorry that you wish to end our agreement that has been fo._ (time period). We do understand your position.

\

r'r3BrrHEHI{E 3A 3AAEP)KKy 3AKA3AHHOTO TOBAPA Dear

nrentioned contrdct.

I have enjoyed working with you, _ (name of person), and I know that our paths will cross again in the future. Sincerely,

it will

IIPEAJIOXEHT4E O BO3 OEHOBJIEHI,ITI ABJTOBbTX OTHOIIIEHiVLfr.

forgive oduct' |

)car

(name):

SincerelY,

PAC T

Dear----------(name)

OP}IGHIIE KOHTPAKTA

:

In the past I have valued your patronage. But despite the fact lhat we have always enjoyed a mutual pleasant and profitable relaliorrship, you have not placed an order with me in recent (time petiod). Am I responsible for something said or done that offended or tlispleased you?

(specifl nature), When we entered into our agreement to condition)' assumed that we would have (presupposed

r56

157


re if anything is troubling you that I canyoi I definitelv respect tiff. Just call on th" il;;;^; i"" t"'" talk' iniigtrt and good will'

AenoBblx nrceM

IIPI{IJIAIIIEHI{E IIOCBTI'TTb MAIA3I4H c rrPEAno)nEHr4EM CHIDr{EHHOfr rIEHbr

Please let me know

I

)ear

(name):

CordiallY Yours

ITATTOMUHAHIIE O PAHEE CAEilAHHblx AE

Dear

JroB;ii rIPBAnoxEHr'rfl x

(name):

-I am taking the liberty of writing you this lbtter instead of

terrupting You bY Phone' proposal' Now Last week I mailed you a brief

I

am

if it suits Your comPanY's needs' you and would appreciate We wish to do business with po"ibl" if we fit into your pla you would let us tnow-altoon ut CordiallY Yours'

o

r{rrE O rIoBbrIIrEHfrl'IPACTIEHOK (name)

Dear

costs' a rapid ---r rise in labor and operating There has been * (name of company) reluctantly has cause of these facts,' (date)' on cided to increase r"rul"""hutges depending on the service charge increases will vary These

vice your comPany uses'

and look forward to conti We appreciate your patronage our business relationshiP'

If you

(name of store) has opened a wonderful new store in (name of (address). _ (name of county) at (year). store) has been satisffing home furnishing needs since Our experience has shown us that when you slrop, you want selec(name of company) can lion, quality, availability, and - value. olt-er you all this and more! (number of We have expanded our furnishings of over grouping). (name of looms) room groupings to include

of Tlris collection features )lcw brands) as well as many other famous name brands that com(amount of money) inventory. plcte our

-).

-(name

(location) store, As an introductory offer to our new discount on (number of discount) wc're offering you a ALL. regularly priced merchandise. We also have a "get(what the gift is) which is ncquainted" gift for you. It is (amount of money) purchase of any FREE, with nbsolutely (number ()r rlore. You have a choice of of your choice) to st:lcct from.

'Io make shopping even more of a convenience, (name of (type today! account of charge) Hlore) invites you to open and return it All you have to do is complete the coupon below [r the postpaid envelope that is enclosed for your convenience. Why ttot do it today!

Cordially yours,

us at have any questions' please call

number).

Most sincerelY,

158

159 e

QopMbr ropr4Ar4qecKux AoKyMeHroB n AeroBblx nficeM

Kil4EHTY

AOrroJrHr4TEJrbHoE frrrcbMo PEKJIAMA KOTOPOMY PAHEB EbIIIA BbICJIAHA

We appreciate yollr business and we hope to continue serving you during the coming year. Regards,

(name);

Dear

PLEASE DO US A FAVOR

-

orBBT HA fII{CbMO AApECOBAHHOE COTPyAHT4Ky oTCvrcTBvroIrIBMv rro BoJIE3Hrr

-

Tell us whether you received our brochures? Whether it gave you all the necessary information? 2) Whether you are still interested in

I

(name):

)ear

1)

3) 4)

Whether You have made other Plans? Whether you have anY Problems?

This letter is to infbrm you that we have received your letter (name). (date) that was addressed to (name) has been ill and is not expected to return to the office until (date). When he returns, I will bring your letter to his lbout rlated

--?

stop If the latter applies to you, please either wlite us or you' offices. I am sure that we will be able to help If you have changed your plans or^made other &fran$efirr not send happy to reiove-yo Ir name off our list and

rrttention.

Your truly,

we will be ther letters and literature.

and self-addressed, postage-free envelope is enclosed hei be to reply' We hope may use the back of this ietter for your from you soon.

A

Yours trulY,

Enclosure

Dear

l)ear

(name)

Please check the following invoices that are past due:

Thanks for Your cooPeration'

TIOCJIAHI,IE

POXAECT

l-oe HAtrIOMI{HAHI{E OB OIUIATE

(name):

No.

Date

Amount

No.

Date

Amount

No.

Date

Amount

By taking care of this matter now you will save yourself the trouble of checking them again. If there is a reason for their not beirrg paid, please inform us. Sincerely,

our customers Just a quick 'thank you' for being one of year.

160

ta-

r6r


2<e HAIIOMI4HAHI{E OE OIIiIATE Dear

We had been depending on a check from one of our clients to cover this bill. However, we have just been informed that this check will not arrive until _ (date).

(name):

You did not reply to our first reminder of your overdue

count but we are sure that you

will

send us

a

check

amount) to make your account up-to-date.

Therefore, we must ask for your indulgence and grant us a two weeks' extension of time on our bill. We are sorry about any inconvenience this may bring to you.

Please use the postage paid envelope that is enclosed for yo convenience.

Respectfully,

Sincerely,

c

Enclosure Dear

3-e HAIIOMIIHAHI{E OE OIIIIATE Dear

n AeroBbtx nuceM

_

ooBruEHr4E o rronyqElrl{r4 HEOEECIIEI{EHHOIO TIEKA

(name):

This letter is to inform you that the check number _ (number) dated 20- (date) drawn to me in the amount of _ (amount) has been returned from the bank with the notation "No

(name):

We cannot accept any further delay in paying your due. Your ignoring our suggestjons of working together to get account current is having a negative effect on your credit record. We must have a payment now!

If you cannot send at least a partial payment now, call us that we can colne to a workable agreement.

Ilunds". We all make mistakes when

it

comes to bank accounts.

I

am

sure that this mistake was just an oversight.

I am sure, though, that you understand that I would like to have this situation rectified at once. Therefore, please send me immediately a certified check for _ (amount) plus _ (amount) l'or protest charge (statement enclosed) for which I was required to pay.

Yours sincerely,

Your promptness will enable me to readjust your account with the bank and return your original check.

TIPOGA OE OTCPOIIKE IIIIATE}I{A

Yours truly,

Dear Sir or Madam: We have a very uncomfortable request extension of time on our bill for _ (amount).

162

-

we are asking for

r63

. I{3BEIIIEHT4E O TTEPEXOAE OES3ATEJIbCTB K APvrOMv Jtrrqv Dear

_

(name):

B l)ear

Directing your attention to your (date) correspondence which you have indicated your representation of the above m tioned individual, please be advised that on (date) the (firm) chan'1 hands pursuant to a recorded bill of sale of the same date' This correspondence will serve to inform you that any clai originating prior to that date should be directed to (name of indivi ual), (address), (city, state and zip code). By virtue of a series agreements, Mr. Edward has agreed to accept and hold us harml from any and all liabilities arising prior to (date). If I may be of any further assistance in this matter, pl don't hesitate to contact the above offtce.

OopMbt topt4At4qecKux AoKyMeHToB

14

AenoBbtx nuceM

I43BI4HEHI,IE 3A' OIIIUEKY IPEAbqBJIEHHOM CTIETE -2

(name)

The error in your _ (month) showing a change of lbr a shipment of _ (item) was due to a selling error. We are sorry for the inconvenience. lhe billing is enclosed.

_

(price)

A credit memo to cancel

Sincerely,

Enclosure

3AKA3 l)ear Sir or Madam:

Yours sincerelY,

I43BIIHEHIIE 3A OIIIIIEKY B TIPEAbflBIIEHHOM CTTETE -

Dear

Please send the following as soon as possible and charge to our account.

(item) 1

(item) Thank you for your promptness.

(name):

Cordially,

We are enclosing a corrected statement of your account' are sorry about the error and hope that it has not caused you much inconvenience. Please accept our apologies. We appreciate your giving us opportunity to be of service to you.

II3BI4HEHIrE 3A 3AAEP?I(Ky C Oil.rrATorl3A BO3PATTIBHHbTII TOtsAP l)car

Sincerely

_

(narne):

I am sorry you had to wait such a long time for your credit of (amount of money). We have had trouble tracing your sale and _ lho return of part of the merchandise, 164

!-

165

Oopuur ropr4gr4qecKux AoKyMeHToB u AenoBbrx nuceM

BO3BPAT AEHET

Therefundcheckhasnowbeenmailed.Again,thanksfor cusing the

delay'

(name):

l)ear

sincerely yours'

cooEIqEHrlIE o 3AAEP}KKp orfIPAB^KI{-^ -., rrPEABAPrrrEJrbrIO O[IIArrEHHOro TOBAPA

We are in receipt of your letter regarding the merchandise purclrased _ (time) and then returned.

You noted in your letter than one of our store associates had ttrade a mistake and,you received the incorrect package. As you can

imagine, we deal in a high volume of sales. Therefore, occasional errors such as the one you experienced do occur.

Dear

With thanks we' acknowledge your check and order

d

(items) described in our letter to

for 20 -(name): of -(date) -2|-(date). unfortunately, the demand for the

However, we are proud of the fact that these errors are few far nnd between in number.'We are enclosing a check for the full nttrount of your purchase.

(item) has been

Your patronage is highly valued. Please drop in again and let your next purchase is handled correctly.

us see that

great that we have no more on hand'

Despite the fact that we have reordered this' these to (item), we regretfully have no idea when they will be shipped

Sincerely,

TPyAOBOTI (item) as soon as it' they

your check and forward you the

-

rive(s).

VerY trulY Yours,

3AKA3A XAJIOEA IIA KAIIECTBO IICfIOJIHEIII'Ifl Dear

(name):

-The

(n (product) made for our last order' No' ber) are too-il-uch'in variance from the pattern y" 9"1:,I"rl:Yt- _- (product) but we cannot tolerate this- for correct these ture. Sincerely,

166

4OrOnOr

EMPLOYMENT AGREEMENT Agreement between (name of company), located at (address). (city). County of (county). State of (state) herein referred to ity of e as "Company, and (name of employee), of (address), City of (city), nty of (county), State of (state) herein referred to as "Emryee". Company hereby employs empfoyee to perform such duties such times and in such manner as the company may from time to tne direct. Employee agrees that he will perform those duties asigned to him to the best of his ability, to maintain a current and ete account of his work and expenses; to remit promptly to the y any monies paid to him or coming into his possession ich belong to the company, to devote his full and undivided time the transaction of Company's business and to refrain from being gaged in any other business during the tenure of his employment ith the company. In consideration of the foregoing Company agrees 167

Oopusr ]opr44tagecKux AoKyMeHToB u AenoBbrx n]4ceM Appendix C

AOJIIOBOE OBq3ATEJTbCTBO -

2

PROMIS SORY NOTE INSTALLMENT

(city, state, date)

of,

execution), on (date)' (Signatures)

I AOnroBoE OEq3ATEJIbCTBO $

00.000.00

St. Petersburg, Florida

FOR VALUE RECEIVED, we, the undersigned, jointly and severally, promise to pay to the order of (name of lender), (ciry ($) dollars with interest on ahy unstate), the sum of paid balance from (date) at the rate of percent per annum, and payable in equal guccessive monthly installments of dollars in lawful money of the United States of America, commencing on the_day ol each and every month thereafter until paid except the final installment which shall be the balance due on this note. If any installment be not paid when due, the the undersigned promise to pay collection charges of per dollar of each overdue installment, or the actual cost of collection, whichever is greater and tlre entire amount owing and unpaid hereunder shall at the election of the holder hereof forthwith become due and payable, and notice ol such election is hereby waived. The undersigned promises to pay all reasonable attorney's fees incurred by the holder hereof in enforcing any right or remedy here-

June2,1992

under.

All sums remaining unpaid on the agreed or accelerated date olthe maturity of the last installment shall thereafter bear interest at tlre rate

of

percent per month.

The undersigned authorizes the holder to date and complete lhis note in accordance with the terms of the loan evidenced hereby, lo accept additional co-makers, to release co-makers, to change or extend dates of payment and to grant indulgences all without notice or affecting the obligations of the undersigned, and hereby waives;

the mannel following: UPON DEMAND AFTER Address

Maker's

a. Presentment, demand, protest, notice ttotice of non-payment;

of dishonour and

the

b. The right, if any, to the benefit, or to direct the application 0l', any security hypothecated to the holder, until all indebtedness of tlte maker to the holder, howsoever arising shall have been paid;

(SEAL)

(sEAL)

168

169

proceed against the mi c. The right to require the holder toholdet't or to pursue an! otheruemedy in the ?o*1:^1ndr?-t^:";:.: anv or the undersi gned' d!*:lly cessation independently of the -utEt unA ln: payment' :l:T,t:1t::l or any exte full the maker for any reason other than acceptance' release' su forbearance, change of rate of ihterest' +Lo hr ----:^-

;;";Jff';;p;;;;;d-"s"tnst

*

tion of security, or any impairment or

hokl of s-uspension ^f .the

shall not in any wise affect remedies or rights uguinu the maker' i ii"Uiliav of any-of thi undersigned shall be j( All obligations of the makers if more than one'

hereunder

and several.

AOJrroBoE oEq3ATEJrbcTBO (IPOCTA' ooPMA) PROMISSORY NOTE 20

pay to the after date (without grace) I promise to

CHfl TI'IE IIPETEH3Ufi WM, OE.f,3ATEJIbCTB RELEASE KNOW ALL MEN BY THESE PRESENTS (Releasor), for and in consideration of the sum of that $ I .00 lawful money of the United States of America, and other good and valuable considerations, to him in hand paid by (Releasee), has revised, released and forever discharged and by thes€ presents does, for himself, his heirs, executors, administrators and successors, remise, release, acquit, satisfr and forever dis6harge the said Releases, their heirs, executors, administrators, successors and assigns, of and from all, and all manner of action and actions, cause and causes of action, suits, debts, dues, sums of money, accounts, reckonings, bonds, bills, specialities, 0ovenants, contracts, controversies, agreements, promises, trespasses, damages, judgments, executions, claims and demands whatsoever in law or in equity arising directly out of the acquisition or which against Releasees. he operation of that certarn over had, now has, or which his heirs; executors or administrators, Itereafter can, shall or may have, foq upon or by reason of any matteg cause or thing whatsoever, from the beginning of the world to the day ofthe date ofthese presents.

lN WITNESS WHEREOF, the Releasor day of

has cbused

this Release to

hc executed this

z0

WITNESS;

Net for value received with interqst of from and interest payable onlY in LA\L STATES.

---

percent per until Paid both

lsl

EY OF THE TINI

-

ocBoEoxAEHuE or B3AI4MHbTX U OEfl 3ATE JIb C TB MUTUAL RELEASE

TIPE TE H3 IItrT

Payable at

No

Due

l'his mutual release, executed on (date), between (name of first (signature)

r70

prrrty) of

ol'

(address) ,

, City of

and (name

of

_

, County of

second party)

171

_

, State

of (address), City


Appendix C

of f""t tlr"

"tirnination

designated.

_--,

is intended to as hereina party either by obligations any of State of

. County of

-,

whereas, disputes and differences have arisen between the pa with respect io that certain contract entered into by said parties executed on (date), a copy of which is bttached hereto as Exhibit both parties have agreed to settle said disputes and differencds executing this mutual release' Whereas, both parties recognize that by the execution of this mt release, they are relinquishing their respective legal rights with erence to the herein mentioned disputes and differences, both agree that in consideration of this execution of this mutual re uid fo, the ad
Whereas, Releasor desires

ropuAurrecxrx Aoxy[aeHros u Aenoeurx nuce[l

to settle and has delivered to releasee a

deed to the following properfy:

In and for consideration of this deed, the receipt of which Releasee hereby acknowledges, Releasee hereby releases (reason for giving release) Dated:

(Signature)

PACTOPXEHIIE KOHTPAKTA CANCELATION OF CONTRACT

(address)

Notice is hereby given that we cancel our contract dated for the sare of (description of goods) to (name of firm), for the following reason.

In witness whereof the parties have executed this mutual release (place ofexecution) on the day and year stated above'

/s/

.

OCBOEO)KAEHTTE

l'hat on (date), you breached said contract in the following respect: (lancellation of said contract is effected in respect to that certain installment delivered on (date), and for any subsequent delivery of goods, contracted for in said contract, inasmuch as your breach impairs the contract as a whole. (We claim damages from you in the amcjunt of $ )

oT

TIPETEH3I,Ifr HA COECTBEHHOCTb RELEASE

This release rnade (date), between ferred to as "Releasee", of (address), and referred to as "Releasor", of(address)

\72

L

(Signature) , hereinafl , herei

173

Oopruur ]opr4Ar4qecKr,1x AoKyMeHroB n AenoBUx nno€!{

AHHyJIITP OBAHr{E CAE JIKr4

NOTICE OF RESCISSION

(address)

To: entered This is to notifr you that I hereby cancel the Transaction r ----.-^lf I myself. and between

This notice is being mailed to you on within the three day right of rescission period provided for u Federal Law.

I am requesting that you return my down payment immediately'

(Signature)

by

mail or telegram sent by midnight or by any other form of written notice delivered to the above addreac no later than midnight Please acknowledge your receipt of this notice by signing the form indicated below. ACKNOWLEDGMENT OF RECEIPT OF NOTICE

llach of the undersigned hereby acknowledges the receipt of two completed copies of the Notice of Right of Rescission. Date

cooEIuEHr'rE o mABE

Date

HA AHHYJII4POBAHIIB CAEJIKII

Customer

you in the event you cancel. Ifyou desire to cancel this transaetion, you may do so by notifuing the followingparly:

(Customer's Signature)

PACTOPXEHIIE IIAPTHEPCTBA NOTICE OF DISSOLUTION

Security

Amount

NOTICE TO CUSTOMER REQUIRED BY FEDERAL LAW Today, , you have entered into a transaction which your t result in a lien, mortgage or other security interest on transaction, this Federal Law provid"r you with the right to cancel you so desire, withouf any penalty or obligation at any -tii" Yfth all ihree business days from the above date or the date on which have Act Lending in Truth terial disclosures required under the given to you. By cancelling this transacti-on, any lien, mortgage Ith", ,""urity inierest on your home resulting from this transaction y automatically void. Any downpayment or other consideration refunded be must may have tendered on entering this transaction

Notice is hereby given in accordance with the provisions of (SeCtlCn and Code

of State) that:

'lhe partnership heretofore existing between (partner A) and (pf,ffi€f l)), under the fictitious name of (fictitious name of pafifl€ At le le State of --(address), City of County of

-,

solved by mutual consent.

-,

'l-hat (partner A), of the City

of

, County of

has withdrawn from and is no

()f

irr the conducting

of

said business, and (partner

175

174

-,

.-I

r EtAtg I

Qopuur ]opr4Ar4qqcKhx AoKyMeHroB

will conduct , State of obligatiol oulstanding of the brr-in"*h"reafter, has assumed all is ent and hereafter, ----business incurred both heretofOre and-said

The undersigned hereby accepts draft the consideratiofi set forth above.

to all of the assets of said business'

seals

of

,

Cou

of

of

AenoBbtx nnceM

oi drafts.as final payment of

IN WITNESS WHEREFOF, we have hereunto set our hands

-

Said partnership is dissolved as

la

this

dal

sg

:

and

,20

Signed, sealed and delivered in the presenoe of:

(date)'

(sEAL) (sEAL)

lsl tsl OTKA3 OT IIPETEH3VIII

AHITYJIIIPOBAHI4E OTKA3A OT NPETE IJ3I4trI NOTICE OF RESCISSION OF RELEASE

.

TO

Notice is hereby given that the undersig4ed, , rescinds that certain release executed by him on (dati:), whereby he released you from any and all claims arising out of (subject for which release was executed), on the following grounds:

RELEASE l

FOR THE SOLE

C

"tf'r", "otrideration.

dollars' SIDERATION OF is her whereof sufficiency and the receipt

Tlre undersigned agrees to restore to you total consideration received by you for his execution of the release, including (consideration received).

or corp( s, agents. and assigns, and all other persons' firms tions liable or who .isilt b" claimed to be liable' none of whom

trat

iw

frorn anv and all

account

Dated: :

(Signature)

claims, demands, damages, actions, caus'

of all iniuries' known and unknown, both to

IIPEAYTIPE)I(AEHI,IE O IEPEAATIE IIPAB BIIMEHI4fl , . HA 3AJIOXEHHOE TIMyITIECTBO NOTICE OF INTENTION TO FORECLOSE

person

(Under Security Agreement)

Theundersignedherebydeclaresthatthetermsofthissettlen have heen comnletelv reacl and are fully understood and voluulQ

l'o I

)cbtor

irrcimenf and settlement of anV and all claims, disputed or otherrl

Address

express purpose of Precluding f rt -^^t)^^+ arising out ofthe aforesaid accident'

You are hereby notified that the undersigned intends to foreclose under provision of that certain Agreement executed by you on the of 20 , whereby Cerlain personal property

176

i'i

177

Oopuur topugt4qecKux AoKyMeHroB h AenoBbtx rirceM

as_security for the payme't of described as follows was given below' Jebtedness to Secured Palty named

(DescriPtion)

within You are hereby further notified that unless /?u,qul' holder

ilyt ;;;- it" iut. hereof, to the undersigned' Agreement, dat their office addrett' yhi"h,l:^lt: said Agreemcllt, the salcl " pursuatrr."r"* "iS , all of which is now due and payable ral:-.p:"J:i?i at^the plus

AOTOBOP KyrrJrr{rrPoAAxfl4 "l&Rc-14/95 Hacrosulri floroaop 3ax.ltroqeH

SALES CONTRACT No. RC-I4/95 This Agreement is concluded on this l0 day of March 1995 by and between:

,

Fax (0172) 499078

u

RESTA Limited,

RESTA Limited, 57 Dame Street

Dublin 2,IRELAND Tel:0101 3531 679 7920 Fax:0101 3531 679 5262

Dublin 2,IRELAND

,

By

B KaqecrBe

as Seller

l:

Subject ofContract Seller hereby sells to Buyer and

TAPAHTT'Ifl nEPEAArilr rrEABr4)rfl4M Or o TTMyIIIE C TBA WARRANTY DEED

floxynarell

and

Tel: 0l0l 3531 679 7920 Fax:0101 3531 679 5262

Address

Besarercc

B KaqecrBe

as Buyer

57 Dame Street

Dated

[I

Mnscr, Benapycu Tet. (0172) 49-9018 @axc (0172) 49-90-78

Minsk, Belarus Tel. (9t72) 499078

'

uapra 1995 r. MexAy: C

Joint Venture Bevalex

conditions of said Ag'"t*"nt' -charges to q"l" in said Agreement, tiit J"t" h"r"of "tpaymellji]l-C-t] pARrY SHALL rAKE possn'sstoN oF SAID tlgl-"lT^t: than the amount then due ther, if said property '"fit fot less be obligated to pay the defici terms of the Ag.""*"r,t, you will

SECURED PARTY

<10>r

Buyer hereby purchases

from

Seller the computer products and peripherals (hereinafter referred to as the "Products"), in the quantity, assortment and prices according to proforma-invoices provided by the Seller on Buyer's particular order.

l.

llpoAasua

Ilpegrvrer loronopa

llpo4aeeq HacrolullrM rrpoAaer florynarelrc, a floxynareJtb Hacrorrrll4M npno6peraer y llpoaasIIa KOMnbrOTepHbre u3Aenut u nepra$epraro (uueHyeuue B AaJrbHefiurev "Tonap") ilaprylguu, B KOJlI4qeCTBe

Jr{eMbrM

B

H nO rIeHaM, OlpeAeKaxAoM KOHKpeTHOM

crtyiae colJracHo

npoQoprr,re-

usnofic.

2.

same.

(Signature)

Price and total amount 2. IleHa u o6ulaq cyMMa of the Contract Kourparra 2.1. Tire price includes the costs of 2.1, I-{eua BKJrroqaer s ce6r crolatransportation on terms, mentioned MOCTL rrepeBo3Klr Ha ycfloBlmx, in the proforma-invoice of every yKrBaHHbrx a npoQoprrae-[HBofic lot ofthe Products. Ha Kax.ryrc uocTaBKy. 2,2. The total amount of this Con- 2.2. O6ruqlar' cyMMa Konrpaxra tlact is not limited.

(Acknowledgment)

r78

Heot'paHI,IqeHa.

179

c 2.3. Buyer pays

all bank oxpendi-

2.3, florynarenb orIJIaqI,IBaer ace 6auroncrue pacxoAbl

tures.

3.

3.

Delivery of the Products

lfocranra

ToeaPon

CIP Minsk terms or other terms, mentioned in the proformainvoices of every lot of the Products. Buyer gets the Products according to the paid proforma-

,

invoices.

il

3.2. The date of delivery of the Products is deemed the date on which the products.anive in Minsk and the products are accePted by

Buyer

or its

,

oc][ecrB. rflercfl Ha ycJroB[rlx CIP MnHcr rnil Apyfr4x ycaoBl4tx, yKa3aHHblx n npoQopnae-uHsoilc ua rax4yd nocraBKy. llo.nyvenrae TonaPod ocyulecrBrrercfl colJlacHo onl# qenHbrx nporfopna-uusoficog: 3.1. llocranra roBapoB

3.1. The Products under this Contract are delivertid abcording to the

representative.

3.2. fianofi rocraBKr Toeapa cu{

If

Buyer or its representatives are not available on the date of arival of the Products in Minsk, delivery shall be deemed having occurred upon arival in Minsk and notifica-

raercfl Aara npn6rrrnr Torapa t MraHcx 14 [pHeMKH ronapa florY' [aTeJleM r4rr4 ero npeAcraBI,ITeJreM, Ecru florynarel^ vutu ero trpelr craBureJrx Hg oKaxerct n Mr,trctcl B MoMeHT npra6urur Tonapa, nol craBra 6yAer culrraruca conePf

tion of Buyer or its representative of such arrival. Seller shall notifu Buyer about shipment of Products

within 3 (three) days before shipment.

3.3. Buyer shall be responsible, at , its expense, for the customs clearI ance of the Products, including

rauoxeuHofi or{xcrKe Tonapo{ BKJItoqar,

eclu

ueo6xo.qtaMo, nfr

JryqeHne lrunoprHoil

180

\-

luueHluu,

,l

r8r

c Toaap flpoaaauY. B 3roM cllfla€1 llpoaaneu B reqeHl{e 2 (aaYx) ue' cflueB tto noryqeHuu or iloxYna' Tent npereH3lll{ l'l Bo3Bpare Tona-

Seller. Seller shall then, within 2

(two) months upon receiPt of Buyer's claim and the return of the Products to Seller, rePlace the denew ones at Seller" own expense.

pa tlpoaanrry, 3aMe getperrov un[ neP

5.4. Seller shall be responsible for all transport and other costs con-

TpaHcnopTHble u tlpoqne pacxoabl'

fective or mixed-uP goods with

sonrrfi Tonap ta

cno

ll

5.4. flpoaaeeu 6ePer ua ce6r ncq cBt3aHHbte

nected with replacement and return of defective or mixed-uP goods on

c :aueHofi ta Bo3BPar

roru Tonapa c 4erPexrou r4nl floi pecopruuefi Ha reppl'lropr'ru crpdli nu"llpoaanua, crpaHbl, vePer xoi ropyto Tonap caelYer rPaffifiroll!

the territory of Seller's country, of the hansit country and of BuYer's country.

u crpaHbl 6. Claims on QualitY, Loss

?

ttfl

llorYnarela.

, il

or

Damage

6.l.If

Buyer raises anY claims

concerning qualitY, loss or damage to the'Products, BuYer shall submit to Seller a claim made bY an official control organization or by another competent disinterested third party from BuYer's country entitled to carry out international expertise.

Hoil 6.2.

Any claims on account of

quality, loss of or damage to Products shipped hereunder, must be received by Seller in writing within ten (10) days of delivery of the

I

6.2. Jln6ue rpereH3l'lll no raqedi

By, yTpare Lfifi lloprl9 aolxlti 6urrr nonyqeHbl flPoAaauou

i

ru4cbMeHHOM BI{Ae

crrr (10) AHefi c

Products, and Seller's liability in connection with such claims shall in no event exceed the Purchase price of the delivery with respect to which claims are made.

B reueune

A{

tt'touesra

tltl

craBKI4 T6rapa. Oroercrneurtoc,!

Ilpoaanua B cBt3l, c raKuMlt npi TeH3I,IIML HI{ npa xaxux yclortfl

ne 6yaer [peBbluarb crollMoof [ocTaBKI{, B OTHOIUeHI{H KOTOP{ nDetrbfl BJltroTct npeTeH3}I14'

182

L

rrcneprusu.

r83


c

rcpr4Ar4qecKnx,qoKyMeHroB

preventing the manufacture or delivery of the Products. In such circumstances, deadlines to be met bY either,party are deferred as long as such circumstances last. Seller reserves the right during the period

shortage due to anY of said causes to allocate its available sup-

of

plies among any or all Purchases, as well as departments and divi-

BOACTBa I,l

rx

nocraexfi B gTHX

CJryq

oToABI,IraloTc.a Ha IIepuoA Ae

of Seller on such basis as it may deem equitable; or all Pursions

chases, as well as dePartments and divisions'of Seller on such basis as

it may deem equitable,

without

liability for any failure of perform-

ance

or

delay

in

Bcex noKynareJrefi, a

raxxe

rraeNAY,

Performance

which may result thereliom.

MOryT [Merb

MecTo. it

7.2.The party which is unable to fulfill the obligation due to a force maje

7.2. Cropona, He I,IMeIoIqat B09d

ure circumstances shall im-

mediately inform in writing the party about such force majeure circumstances and about its termination 8. Delivery and accePtance

ofthe

Kpau(eHLIt B rlI4cbMeHHoM BI{Af Apyryrc cropoHy. i,ru 8. CAaqa n rIpHeMKa

roBaPa

f$

Products 8.1. The Products shall be regarded as delivered by Seller and accepted by Buyer in resPect of quantitY according to the fumber of cases as shown in the waYbill.

r84

r85

la

AenoBbrx n]tceM

Qopuur opr4Ar4i{ecKux AoKyMeHToB

Appendix C

C.II. BEBANEKC,."

Joint Venture Bevalex

:

j

MuHct<, Belapycr Ten. (0172)499078 Oarc (0172) 499078

Minsk, Belarus' Tel. (0172) 49'90-78 Fax (0172) 49-90-78

If from Buyer to Seller:

!

or fioKynareJlfl no clelyrou-terray aApecy:

RESTA Limited,

RESTA Limited, 57 Dame Street

57 Dame Street

Dublin 2,IRELAND Tel. 0101 3531 679 7920 Fax:0101 3531 679 5262

Dublin 2,IRELAND Tel. 0101 3531 679 7920 Fax:0101 3531 679 5262.

l0.5.Yrope6reune

0.5. Definitions or interpretations of terms used herein or in the correspondence or business forms used between the parties are those I

contained in the latest edition of "Incoterms" issued by the Interna-

tional Chamber of

rePMnHoB,

r4cnonb3yeMblx B Hacrotlqerv ,{ofoBope, KoppecnoHAeHul.ll4 l{ Aeronoft 4oxyueHTaql,I[ l'l lrx l(HTeprrperaul4l4 npoLI3BOAllTCt B COOTBETCTBI,IH C NOCJICAHI,IM U3AAHT'EM I,IHrcoreprraunon (ceo4 npI4HqrbIX

Commerce

B

MexAyHapoAuofi npaxrure onpe-

OCC).

Aeleuufi

KoMMepqecKI4x rePM14-

Hon, Han6oree qacro Bcrpeqarcull4xcq Bo BHeUHeTOpfoBblx KoHrpaxrax), rry6ruxyeuux MexgYHapo4nofi ropronofi nzularofi .

Arbitration 11.1. All the disputes related to this Contract shall be settled bY negotiations or if the sides fail to come to agreement, are subject to 11.

11.

Ap6Hrpax

ll.l,

Bce cnopbt, Bo3HnKarcu{ile

clfl3t4

c Hacrotult'tM ,{oronopolu

cTopoHbl peualoT B xoAe [eperoBopoB unl,I [epeAaloT Anfl pa3pe'

settlement in The Sweden's Chamber of Commerce and Industry, in

ueHr4r n lllne4cxylo

Stokholm and the case shall be considered according to the rules

Crorroolrue

of the above slon.

mentioned commis-

B

foBJlI4 l,l

flalary

roP-

[poMbIrxneHHOCTLI A

PauarcTcfl

B

B

coor-

C flpaBllnaMu fipoqeAypbr ynoMflHyrofi rounccun, ecra BeTCTBT,II4

cropoHbr He Moryr nPnfirn

x

co-

|JIAIIEH UIO CAMOCTO'TEIbHO.

r86

187

r

AenoBbtx nnceM

Glos

of business terms

GLOSSARY OF BUSINESS TERMS

bilateral aid: deveropment assistance provided by onc geuntry

to another.

boom: the peak of the business cycle; business is produelng et or near capacity.

A adjustment: the process of adaptation in an economy made in demand,

necessary by technological developments, changes or shifting trade patterns.

annual percentage rate (APR): the APR is the percentage cost of credit calculated on an annual basis

antitrust laws: laws regulating the growth and use of monopolistic power or tbndencies.

arbitration: settling differences by allowing

a third party (tho

arbitrator) to hand down a decision that is final and binding. asset: something of value that is owned by a firm, household, or

boycott: a refusal to do business with a firm involved in a lahor

dispute.

break-even point: point at which income from sales equals fixed and variable expenses.

brokerage: in the securities industry, the buying and selling ol, stocks and bonds on behalfofothers. budget: a financial plan that summarizes income and expendi-

tures over a period of time.

bulls: speculators who anticipate an increase in the price of

curities.

se-

individual. business cycle: periodic fluctuation in the economy.

B

business ethics: concern for keeping fair business practices.

balanced budget: financial plan in which expenses exact equal income.

balance of payments: summary of the flow of international transactions; statement of payments made to all other countriei and payments received from all other countries. balance of trade: the difference between the export and import

of merchandise.

capital: something created to produce other goods and services; also money used to pay for the operations of a business. capital gain: the increase in the value of an asset over of time.

a period

capital goods: industrial products or components used

balance sheet: financial statement summarizing a firm's assets, liabilities and net worth, base year: the reference year, with a value construction of index numbers.

of

100, used in thc

bears: speculators who anticipate a decline in the economy.

bilateral: an agreement involving two sides 188

producing other products or goods.

in

capitalism: an economic system based on the private ownership of the factors of production, competition, and the profit motive. cartel: an alliance among industriar enterprises that produce the same commodity to regulate its purchase, produciion and/or

marketing.

189

Glossary of business terms

corh flow: the amount of money coming into and going out of firm.

a

caveat emptor: ,Latin term that means "let the buyer beware." central economic planning: doctrine placing production deci' sions in the hands of government planners'

chambers of commerce: associations of business and prOfessional people that seek to promote the interests of the business community. charter: a document issued by a state government granting a' corporation permission to operate. to closed (or private) corporation: one whose stock is not sold the public.

closed\hop: one in which workers rnust belong to the union fore they can be hired.

collateral: something with monetary value pledged as security for a loan. collective bargaining: negotiations with management by a un' ion to prepare a labor contract.

command economy: an economic system in which major deci sions concerning the allocation of resources are made by agen' cies of the government' commodity: any article exchanged in trade' common stock: a security that represents ownership in a ration. comparative advantage: an advantage in producing an i because one's oppottunity cost to produce it is lower than anr other's.

competition: the rivalry among buyers and among sellers in purchase and sale ofresources and products'

190

L

competitive: a product or service that can be readily sdld

be-

cause buyers consider its price and quality acceptable.

compound interest: interest computed on the principal and on the interest previously paid. concession: a privilege or right given by one group to gain an equivalent compromise from the other group.

conciliation: effort by a third party to bring labor and management together to work out their differences on their own., conglomerate merger: combination

of

unrelated businesses

under a single management.

conspicuous consumption: Thorstein Veblen's term for the tendency to buy goods and services to impress others.

consumers: individuals or groups that use economic goods. consumer co-ops: retail businesses owned by members who share in the profits and/or purchase goods and services at lower cost.

consumer price index (CPI): compares present prices of commonly purchased goods and services to the prices of similar goods and services in a base year.

contraction: period in the business cycle after a boom

Wlren

businesses begin to reduce their spending levels.

consumption: the purchase and use of goods or services to satisf human wants or to produce other services.

copyright: exclusive right of authors of original writing and artistic work to sell or in any way reproduce their works for their lifetime plus fifty years.

corporation: a business organization created under a government charter. currency: paper money and coins issued by the federal government. customs union: an organization of countries who agrees to promote free trade among members but to impose a common tariff

t9t

economlcs: the social science that describeS and:analyzop how society chooses from among scarce resources to satisfr its

wants.

,economic system: the approach a country uses to deal wlth scarcity and achieve its economic goals.

elastic currency: supply of money expands and contracts with

the needs ofbusiness.

I

of.demand: measure of buyers,eagerness to acquire a

:Tjt:l,t gooo or seryrce.

' elasticity of suppry: measure of how easily seilers can increase or decrease the quantity supplied. {

embarlo: a prohibition upon.exports and/or impofts of a specific product or items frorn a ,p..ifi" country, eminent domain: the right of governments to take private prop_ at a fair price for public purposes.

efi

Engel's Law: as a family's income increases, the percentage spent for necessities decreases, while the percentage spent for , luxuries

increases.

entrepreneui: earning.a

a

business in the hope

Pfgfit;

of

anizes,#.g;;;'J"r:

sumes the risks o

entrepreneurship: the managerial

or

organizational skills

needed by most firrns to produc- goods and sJrvice

"t

u

f.#t.',"

in which economic forces that may direcrions are in perfect Uaiaice sl

equilibrium price: the price of a good pr service at the which

the quantity demanded matches tnJquantity supplied.

equilibrium quantify: the number of products that would

sold at the equilibrium or market price.

r93

be

of buslness terms

total value of the goods attd oross domestic product (GDP): year' :;tt"" iluced'within a country in a single a measure of tl-re nation's ttltal

of business terms

to a buyer in another country' export: good or service sold enabling by a country to exporters export subsidy: a payment home' at than price at a lower them to sell their p'"i'"*'uUtoad fall outside economic activities that externalities: the effects of the market sYstem'

(GNP): sross national product per year' 6utput of goods and service

H

of companies in the horizontal merger: combination

samc

business.

physical and mental effort human resources (labor): the.

labor' productive resources of land' factors of production: the capital and entrePreneurshiP' and government's power to tax fiscal policy: use of the federal io relulate economic activitY' an individually owned business franchise: a license to operate of a large chain' if it were

ffia

Part

as

n""a"a to produce goods and services'

ti import: good country.

index number:

a franchise' franchisee: one who purchases

of perfect operates under conditions free market: a market that

rade

from countries general tariff: a tariff.that, "ppll::^:?^imports trade concesstons' itrat aO not enjoy special or brand sold without a trademark generic products: products

from a seller in another

a base of relative value compared to

sPending such as'a sales tax

t e h

any trade restrt ctions' free trade: the absence of

ulti'

a measure

number,

comPetition

General Agreement of lateral trade agreement human we as a means of raising

or service purchased

riod of rising Prices durtng e dollar is falling'

such as roads' harbors infrastructure: the basic facilities' operation of the economy utilities, on which trr. ,n'"",rr

goods: merchandise wares'

depression in American history Great Depression: the worst lasting from 1929-1 940'

194

de-

pends.

financial loss by sharing risks insurance: protection against with others. one's.nersonal creativity or intellectual property: products-of patents and tradeof intelligence unOe' protection "opy'ight' marks.

else's money; income dc-

interest: payment for using someone else to use one's capital' rived from allowing to-"oi"

name.

and

r95

of business terms

rnternational Finance corporation (rFC): provides capitdl and managerial assistance to private busineis in the iess.

developed countries.

rnternational Monetary Fund (IMF): an agency that foreign exchange to LDC's and other member nations.

rends

licensing: a special permit required before import or export of a particular good is allowed.

limited liability: advantage of a corporation ailowing a stockholder no legal responsibirity for its d-ebts beyond the ium he or she has invested in the corporation.

$

liquidity: the

job discrimination:

practice of favoring one group over an_ other in hiring, salary, or promotion for reaso's ihat have nothing to do with ability.

labor: the human effort required to produce goods and service, labor force: consists of all those people 16 years of age or older who are currently employed or are looking for work. labor unions: associations of workers formed to promote the interests of their members. laissez faire: French term meaning "let them do" describes policy of minimal involvement of government in business,

law of .demand: all else being equar, more items a lower price than at a higher price.

wilr

a

be sord at

law of supply: sellers will offer more of a product at a higher price and less at a lower price.

ease

conveffed to cash.

with which savings or other assets can be

macroeconomics: the study of the economy as a whole. managed trade: attempts by governments to influence

trol exports and imports.

or con_

management: the organization and coordination of an enter_

prise.

market: place where buyers and sellers come together. market econom ic system in which national eco_ nomic decisions of decisions by individual buyers

and sellers in the

marketplace: any place in which goods are bought and sold. market forces: shifts in demand and suppry that are reflected in changing prices.

market price: price at which goods or services and money will actually be exchanged. The price at which supply exactly equals

legal monopoly: right to be the sole provider of a good or s€r. vice, such as public utilities, patents and copyrights.

demand.

less-developed countries (LDC's): countries in which per capita real income is much lower than in industrialized nations.

mediation: method for settring rabour disputes in which a third party makes non-binding suggestions.

liability:

any claim on, or debt of a business or individual.

Iiberalization: reductions in tariffs or other restrictive trade

measures.

195

197

Glossary of business terms

merger: combination of previously separate firms into one' microeconomics: the study of the individual parts of the econ' omy, *itf", special attention to the market process and how it works.

non:ntarket economy: a national economy in which the'government determines economic activity through central planning.

0

mixed economy: economic system that combines elements of public ownership of the meafis of production with private oy[-;

oligopoly: market dominated by a few large firms.

ership.

sold to the public.

money: can be anything that is generally accepted in payment

opportunity cost: the amount of goods and services that must

for goods and services.

be given up in order to obtain other goods and services.

monopolist: seller who controls the supply of a good or vlce. monopoly: market in which there is only one seller'

i

open (or public) corporation: a corporation whose stock is

a

overhead costs: fixed costs ofdoing business.

P

mortgage: a long-term loan usually used to finance a building. multilateral: having a number of participating sides of CoUlft

..parfnership: unincorporated business organization owned by two or more persons.

tries.

pate4t: a monopoly to use a new product or idea exclusively ,r for 17 years.

mutual funds: corporations that sell stock and use the to invest or speculate in the securities markets' l

nationalization: government takeover of a privately owned in' dustry.

perfect competition: a market for uniform products in which.,,. there .are many buyers and sellers, no one of which is big ,, enough to affect the price, and full knowledge of market conditions. physiocrats: Thinkers

in

18th:century, France who believed

natural resources (land); the things provided by nature that into the creation ofgoods and services'

that because natural resources were the true source of wealth, made little sense for government to promote business.

ncar monies: assets that are easily turned into cash'

preferred stock: stock that receives a specified dividend be-

negotiations : bargaining between and amon g repres-entatives difierent groups or nations to obtain an agreement that is mu

'

ally acceptable.

it

fore airy dividends are paid on common stock and that receives 'Share of the assets of a liquidated corporation ahead of coma mon stockholders.

net exports: the difference between total exports and total im'

'

!:l

..

private sector: the part of a national economy that is com-

ports over the course ofa Year'

prised of privately owned enterprise.

newly industrializing countries (NICs): relatively advancod deveioping countries whot" industrial production and expottl have grown rapidly in recent years'

commodities.

r98

production: the process of creating or changing the form of

199

of business terms

pqgduction-possibilities,curve: a curve showing the combinatipns of tqtal output that could be produced if a natiq

'rerl GlIp: GNp adjusted for changes,in the price lJvel; tho value of goods and services producJd in tne nation ir jiron year. "

resources were fully employed.

productive capital: things used to produce goods and servicd machines, tools, factories, equipment,

etc.

.

productivity: the output of goods and services as measur€d unit of time, or per person, per company, per industry, or

1

:

the whole economy.

profit margin:

d'ifference between cost and selling

pri"".'

,i

recession: the bottom of the business cycle; a peiiod of low

business activiry and

h

igh.

un".p[t;;;.

reciprocify: the practice by which governments extend similar concessions to each other.

,,

profit motive: the desire to benefit from the investment of til and money in a business enterprise.

,

protective tariff: tariff levied to protect a domestic i from foreign competition (see revenue tariff). public sector: the part of a national economy controlled by1 government.

purchasing power: the value of money at

a

time.

retaliation: action taken against another, as when a country limits its imports from a.ou-nt y that has increased a,tariff. revenue tarift tax on imports designed to raise money for the government (see protective tariff).

risk: the.possibility of profit or loss depending upon the suc-

cess or failure of a commercial venture.

quotas: restrictions on the number of goods that can enter'l country from abroad

sales

tax: a regressive tax

time they are sold.-

added to the price

of goods at the

scarcity: a limit

to the supply of productive resources or consumer goods in relation to produceis,or consum".E J".""j"f", them. security exchange: market where brokers meet to buy'and sell

stocks and bonds.

level of prices. .

rate of return: the amount of interest or dividends percentagg of the principal of an investment.

seniority: the importance assigned to a worker,s length of r"r_ vice when it comes to questionJ raises or layoffs, etc. seryices: intangible items of value, such as the work of physi_

cians, lawyers, actors or

mechanics. 201

\

of business terms

sole proprietorship: a business that is owned by one,pelgon.

of monopolistic practice, and

standard of living: a measure of the amount of good$ and vices an individual or group considers essential.

eral

standards: technical specifications for a product describ size, quality, performance or safety, feat[res.

.

:it

ii r.

structural change; changes within an economic syste incl ing its patterns of production, oonsumption, trade and'r€la pnces.

structural unemployment: unemployment redutting changes in technology, consumer preference or mbvernbnt jobs from one region to

':i;

another.

subsidiary: a company controlled by another cornpanyli, subsidy: financial

'

aid,

-

as

sometimes

to monopoly in

gen-

in "antitrust law."

rl underground economy: exchanges reported to the IRS for tax purposes.

of goods and service

not

rnderwrite: to assume risk, as in the case of those who underwrite the sale of securities by purchasing an entire issue from the corporation and marketing it on their own. unllateral: an action taken by a single country or interested

party.

unlimited liabitity: requirement that the owner or owners full responsibility for all losses or debts of a business.

as-

sume

'

T tariff: tax be

value: the real worth of a specific good or service.

a tax or duty on imports.

o-ase: the money, property and people on whom tax-es.cou

levied.

:;i,1

value-added tax (VAT): tax levied on the value added to goods atevery stage ofproduction.

technology: the application of science to commerce and i try. trade loans: credit extended by vendors to their custombt's. .i ;,;i,

trademarks: special designs, names or unique symbglp identif, a product, service or company. ' "'"1,, ;

traditional economy:

i

.

:lGr

an economic system tha1ali9ca19i

resources aecording to custom; change and growth 4r.e, slow; people do what their parents did before them; and goods are produced and consumed locally.

wtiver: an exemption or dropping of a right or claim.

world Bank: officially,

the International Bank for Reconstructhe bank is an international agency that eloped oountries as a way of stimulating

trust: an arrangement whereby a bank provides

safekeepi and management of funds for individuals, estates or instituti such as pensiori funds. The term also refers to a specific

202

203

CONTENTS

CONTENTS

STYLE AND

Crnnu

CONTENTS INTRO DUCTION

PERSONAL LETTERS 9acru l. Iltt.rHgte nncbMa I.

LAYOUT OF PERSONAL LETTERS. Crpyrrypa nr4qHoro nucbMa SAMPLE LETTERS

O6paetur nilceM EXERCISES PERSONAL LETTERS FOR DIFFERENT OCCASIONS ..........., .............;.....

flu{nure nhcbMa no qeneeofi

ycraHoBKe

UNIT II. BUSINESS LETTERS

9acru ll. llenoeure nrcbMa...... LAYOUT OF BUSINESS LETTERS Crpyrrypa AenoBoro nrcbMa SUPPLEMENTARY COMMENTS ,QononrrrenbHbte cBeAeHtaq

ADDRESSING ENVELOPES Hanucanne aApeca

oLAR|TY Fcnocru..... ACCURACY 9erxocru.... USEFUL PHRASES

.........42 ...,,.,42 .....44 .....,.44

PLANNING YOUR LETTER

flnax nanrcaHilq nncbMa

A

,

youR JOB........ .............48 Hacru lll. IlocrynneHre n yxoA c pa6orbt,.................4g

LETTER..... ............48 pa6ory... .........4g THE UNSOLTCTTED LETTER ...............52 nilcunro-ganpoc ............. .....;............. ...... 52 ADVERTISMENTS .............54 Pexnanaa ...........54 MAKTNG A DECISION ........56 flprxrrre peueHuq.... ........56 THE AppLtCATtON 3aqenexle o npileMe ua

uNtr M RESUME nruo cv wRtilNc...........................62 9acru lV. HanracaHre pe3KlMe u aero6uorpa$iln .....62 TypES oF RESUMES.............. Tnnu pesnnae................

oHRONOLOGTCAL

peapue

..,..........62 ......62

RESUMES

B xpoHonoruqecKoM

............62 ,;p"Ad..:..::...::...:.:.:::::..............:.. ez

RESUMES................. pesoMe.......

KaanrQuxaLlnoHHbte

coMBtNATrOru Cueu:anxule

nesunaEs...............

pestoMe RESUME LETTERS... Peslor\4e-nhcbMo ..............

204

............45 ...............45

............,....

UNIT III. GETTING, HOLDING AND LEAVING

FUNCTTONAL

ORDER AND SEQUENCE llopn4or il nocreAoBarenbHocrb

.,..,.,..,.40 .....,..,,,.,,,4O

llonesHure cfloBa il BblpaxeHh

l-lpegncnoer,te UNIT

1ANGUAGE............

I F3btK........

205

.....68 ..........6g .....7O

........20 ........71 ................71

r

?t (;UN

CONTENTS

DEVELOP POWERFUL RESUME.... Kar nrcars y6egnrenunoe pe3toMe.

LETTERS... nilceM WRITTEN PRACTICE. flrcuuerHae npaKrilKa SAMPLE

O6paarlur

..........-............'73 ':'....."...'...'. --.--.73 ........84 ........'......" 84 .....' 90

."....90

uNrr v BUSINESS MEETINGS."........ gacrs V.,flenoebte BGTpequ ........... '..""...."98

..........98

GENERAL INFORMATION

....,........

cBeAeHilF MINUTES flporoxon co6paHun USEFUL WORDS AND PHRASES......,..... l-lonesHute cnoBa u BbtpaxeH14F .................

O6u+ae

.......

FORMS OF ADDRESS Oopnaur o6pau{eHnA............

.......98

'.'...'.'..'..' 98 ......100 .....'... 100 ............. 109

..'.'...'...' 109

..... ..... 119

.... 119 ........... vocABULARY lN CONTEXT............ ..............--.....124 ..'.'.'.-..124 Cnoea B KoHTeKcre

Appendix A. GLOSSARY OF USEFUL EXPRESSIONS FOR LETTER.WRITING................... 1 31 llpranoxeHue A. l-noccapnfi nonesHblx BblpaxeHuf ............131 npn Han],rcaHnu nncbMa l

Appendix B. USEFUL WORDS AND WORD-COMBINATIONS COMMONLY USED ............1 35 rN THE WORLD OF BUSINESS flpranoxeHne E. floneanute cfloBa 14 BblpaxeHtat' o6bt.tHo ynorpe6nf,eMble B Mrpe 6usHeca '....".".'.135

....,

206

lli

...,,.,1 3e .!r!!!!r!,.,...!..,.,,. t Ag

TERMS l-noccapni 4enoeoi repunxorornn

GLOSSARY OF BUSINESS

..........

AGREEMENT

N

Appendix C. SAMPLES OF CONTRACTS,,,,,,,, t-1ri llprnoxenne B. O6paar.lur KoHrpaKToB...,., ..., l4fi

......... 113 uNrT vr. LEGAL CONTRACTS Llacru Vl. lopragnqecKue AoKyMeHrbl ........'."""'..'..' 1 1 3 DISTRIBUTION Cornautenue no Bonpocana 4ncrpn6Vqnu

ll

207

,, .

.

I FTI

lnft

TerpaCrcremc

Mnncr yn. Xene3Ho4opoxnan, 9 meneQonar (+f,/g 17) 219 73 88 21974 01 (pesax1unl 219 73 90 ($axc) llocerrre Hau

ilHTepHeT-Marc3ilH

yue6lr.ax, AerroB afl' KoMrrbK)TepHauI/ )ryAo)KecrBeHHaq nr{Tep aryp a, Qauracruxa

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