Глава 4. Платеж как важнейшее звено внешнеторговой операции

Покупатель при совершении сделки преследует, как правило, следующие цели:

1. Получить в указанные в контракте время и месте товары или услуги в нужном количестве и соответствующего качества.

2. Найти финансирование и оплатить контракт, будучи уве­ренным, что продавец полностью выполнил свои обязательства.

Продавца интересует прежде всего скорейшее получение платежа. При этом ему нужна:

1. Уверенность, что в случае выполнения своих обязательств контракт будет оплачен в согласованные сроки и в полном объеме.

2. Уверенность, что никакие внешние обстоятельства не поме­шают выполнению обязательств, прямо влияющих на сроки полу­чения платежа.

Поэтому условия платежа, учитывая противоположную направленность интересов сторон, всегда являются предметом сложных переговоров и поиска компромиссов.

В современной международной торговле можно выделить сле­дующие виды расчетов:

1. Платеж по открытому счету (чистый платеж — clean pay­ment).

2. Оплата векселем (by draft = Bill of Exchange).

3. Документарное инкассо (documentary collection).

4. Документарный аккредитив (Letter of Credit = L/C).

Суть первого способа заключается в оплате покупателем, как правило, банковским переводом или чеком, счета продавца за товары или услуги.

При расчетах векселями условно можно выделить «импорт­ный» и «экспортный» векселя (import or export draft) в зависимос­ти от того, выдан он в стране покупателя или продавца.

При документарном инкассо экспортер направляет через банк-ремитент — remitting bank (обычно свой банк) контрактные доку­менты в инкассирующий банк — collecting bank (как правило, в стране импортера) для оплаты (документы против платежа — documents against payment) или акцепта тратты (документы против акцепта — documents against acceptance). Импортер (importer) получает документы только после платежа или акцепта.

Документарный аккредитив представляет собой обязательство банка, даваемое им самостоятельно или по указанию импортера, предоставить в распоряжение бенефициара — beneficiary (экспорте­ра — exporter) обозначенную сумму в фиксированной валюте при точном соблюдении условий, предусмотренных аккредитивом.

Главную роль в аккредитивной операции играет банк, выстав­ляющий аккредитив, или банк-эмитент. Открытие аккредитива происходит по указанию приказодателя (импортера), определяю­щего его основные условия. Передача аккредитива бенефициару (экспортеру) происходит, как правило, через банк-посредник, называемый авизующим банком. Роль последнего заключается в проверке подлинности документа. В случае, если авизующий банк берет на себя дополнительные обязательства, связанные с оплатой аккредитива, он переходит в категорию подтверждающего банка.

Таким образом, в «классической аккредитивной операции» есть четыре участника: приказодатель — applicant (importer), банк-эмитент — issuing bank, авизующий/подтверждающий банк — advising/confirming bank и бенефициар — beneficiary (exporter).

Из всех перечисленных способов оплаты аккредитив наиболее нейтрален и сбалансирован с точки зрения интересов экспортера и импортера. Существует много видов аккредитива Рассмотрим только два из них, которые часто встречаются на практике.

Irrevocable L/C — безотзывный аккредитив, который может быть отклонен только с согласия человека, ожидающего оплату за товар или услугу.

Confirmed L/C — подтвержденный аккредитив, к которому выплачивающий банк прилагает гарантию того, что оплата будет произведена после представления определенных документов.

Пример аккредитива

(Sample of Letter of Credit)

(цены, сроки поставки и количества заменены .многоточиями)

То: YYY Bank, YYY town

Attn.: Documentary credits department

From: XXX Bank, XXX town

We herewith open our irrevocable transferable documentary credit No.....which please advise to beneficiaries without adding your confir­mation as follows:

This L/C is subject to the Uniform Customs and Practice for Documentary Credits, Revision 1993, ICC Publication 500. Credit applicant: XXX Company, XXX town Beneficiary: YYY Company, YYY town

Amount: up to USD.........maximum

Validities: For shipment: latest........., 1995

For presentation of documents: latest 21 days after shipment with­in credit validity time at our counters

Date and place of expiry:.........., 1995 in XXX town

Covering: 1...........metric tons + /— 10 % of hard lumpy metallur­gical chrome ore of Turkish origin as per the following specification: Cr₂O₃: 36 pet minimum: A1₂O₃: 7-9 pet: Si₂O₃: 13 pet max.: MgO: 24 pet max.: P:0.007% max.: S: 0.005% max. with the price USD.........../metric ton:

Terms of delivery: FOB ST ZZZ town. Payment:

Payable at sight against presentation of the following documents at our counters in XXX town:

1. Commercial invoice, in triplicate

2. 2/3 Original clean on board Ocean Bills of Lading, consigned to order of ZZZ Company, evidencing shipment of chrome ore from ZZZ town to XXX port.

3. Master's receipt confirming that one Original Bill of Lading is in the ship's bag.

4. Original Producer's quality and weight certificate stating content of Cr₂O₃, A1₂O₃, SiO₂, MgO, P, S in the chrome ore — in tripli­cate.

5. Original certificate of sampling and analysis stating content of Cr₂O₃, A1₂O₃, SiO₂, MgO, P, S in the chrome ore, issued by Thomas J. Smith at the port of loading, in triplicate.

6. Original final weight certificate, issured by Thomas J. Smith, at the port of loading, in triplicate.

7. Certificate of Origin, issued by the Chamber of Commerce, one original and one copy.

Special instructions:

1. Part shipment allowed.

2. Transshipment not allowed.

3. Charter party Bill of Lading permitted.

4. All documents should be issued in English language.

5. All bank commissions and charges outside XXX country for ben­eficiary account.

Rembours: after receipt of all credit conform documents at our counters we shall provide for cover adequate value date. In case we receive documents which are not in conformity with credit terms we shall charge the remitter our discrepancy fee amounting to at least USD 50.00 or equivalent.

Пример инструкции о переводе аккредитива

То: XXX Bank,

Documentary credit department

We ask you to transfer an irrevocable transferable confirmed L/C No. IC issued in our favour by the ZZZ Bank as follows:

Second beneficiary: Advising bank:

YYY Company, YYY town

YYY Bank, YYY town. SWIFT:

YYYYYYY

Date and place of expiry: Credit amount:

ypOK 9- Деньги, деньги, деньги...

Presentation of documents:

Goods:

Documents:

Oct 10, 1995 / XXX Bank, XXX town

USD 100,320.00

(one/ zero/ zero/ three/ two/ zero/

00/100)

latest 14 days after shipment within

credit validity

80.0 metric tons (net weight) of

canned pork meat in own juice,

trade mark "YYY", at price

USD 1254.00 per metric ton net GIF

Kiev

Insurance policy in negot. form against

all rises, for 118 % of the value of

goods, full set of originals.

Additional conditions:

1. No document except invoice and insurance policy as above must show value of goods and/or unit price.

2. We retain our right to refuse to allow to advise amendments to the second beneficiary.

3. Document No.2 should bear a note "on behalf of XXX Com­pany" after sender's name.

All bank charges and commissions outside XXX country for account of the second beneficiary. In case these comm. and charges will not be paid, the credit transfer must not be advised by advising bank.

All other terms and conditions as per original L/C

At the same time we surrender to you five signed invoices in blank and authorize you to complete these in case of necessity.

Further we agree that amendments of this credit may be required/accepted by us only, if you as confirming bank also agree to such amendments.

For transfer and confirmation charges please debit our account

No. 2222222.

Yours faithfully, XXX Company

Exercise 18. Prepare different letters with mistakes for other students to correct them. There shouldn’t be grammatical or spelling mistakes!

Exercise 19.Complete these sentences using phrases -for referring and giving good or bad news.

a) ............. your order for some cupboards, ....... we have had to increase the price.

b) ............. your application for a post as secretary, ........ ... that we would like you to start work as soon as possible.

c) ............. your application for a post as secretary ........... you were not successful.

d) ............. our telephone conversation this morning ......... .. that your car is now ready for you to collect.

Exercise 20.Match the two parts

1. a statement of account 2. an invoice 3. to remit 4. the amount due 5. a bankers’ transfer 6. an amended statement 7. a credit note 8. to amount to 9. the invoice covers a shipment 10.a discrepancy

A. to transfer money from one account to another B. a difference that is not accounted for C. an official document sent to the client if he was overcharged D. an official document listing the items sold, the price per unit, the VAT and the total amount E. to total F. a document listing a customer’s invoices over a period of time G. a statement that has been corrected H. the invoice is about a load … I. the sum of money that has not been paid yet J. a remittance

Exercise 21. Complete the following letter.

Dear Sirs,

We have pleasure in ……………………. herewith the invoice ……………………. your …………………….. of ladies’ shoes on September 3.

The invoice ……………….. to £8 678. Your ………………………… by return would be greatly …………………………..

Yours sincerely,

Exercise 22.Write a letter

a) Last month, you replied to an advertisement in the newspaper and you received this letter back.

Dear Sir/Madam

Thank you for your recent letter, concerning the post as Sales Supervisor at Excel Industries. I am pleased to enclose the application forms that you requested. I would be greatful if you could complete them and return tnem to me as soon as possible. If you have further questions, please do not hesitate to contact me.

Yours faithfully

P Vang P Wang (Mr)

Personnel Dept.

You have been ill so you could not reply immediately. You want some more information about the post (holidays, working hours and starting salary), write a letter asking about these things. Follow this plan:

- thank Mr. Wang for his letter

- apologies for not replying before now

- say why you did not reply

- ask for further details

- ask, in particular, about holidays, etc.

- close the letter

b) You work at Central Business Consultants, 16 Hyde Towers, Hong Kong. The people who rent the office next to you play very loud music all day and every day, even though the contract for the offices says "no radios". It is impossible for you to work. Write a full letter to them, making a strong complaint. Follow this plan:

- say what you are writing about (the noise from their office)

- say exactly what is wrong

- make a point connected with this (the contract)

- demand immediate action

- give them a warning (you will contact the landlord).

c) You are a sub - manager of a bank. There has been a change in government regulations. Interest rates have increased to 12% -for deposits and 14% for loans. Write a short letter to:

a) customers who have deposit accounts at your

b) customers who have a loan from your branch. Follow this plan:

date

Dear Sir or Madam

- First, put a heading.

- Next, say what you are writing about.

- Then give the good or bad news. Say what you have had to do or can do.

- Give the reason.

- Close the letter.

- Finally, sign it and give your name and title.

d) Your factory is closed due to cold weather. This is costing you over 10,000 a day. It is extremely important that you get a new heating unit as soon as possible. Write to Aqua Warm BV (Beulingstraat, 23, Amsterdam, Holland) to find out when they can deliver a new one and at what price. Letter plan:

- say what you are writing about

- tell them what has happened

- tell them about your factory now

- ask them for the information you need

- close the letter

e) Your business is in serious financial difficulties. You owe 250,0008 so you cannot settle your account with Lumino Ink. (The bank refused your last cheque.)

To stop legal action against you, have told you to go into liquidation, They will write to all the companies involved soon.

Write to Lumino Inks:

- put a heading

- refer to their letter

- tell them about your present situation

- give the bad news about their bill

- say what you have had to do

- tell them about your lawyers

- apologize and close the letter

Appendix

Section 1.

Resumes

A resume is a selective record of your background — your educational, military, and work experience, your certifications, abilities, and so on. You send it, sometimes accompanied by an application letter, to potential employers when you are seeking job interviews.

The focus of the resume assignment is readability, effective design, and adaptation to audience expectations. If you make up a few details in your resume, that's okay. However, if you're just starting your college education and have little work experience, try using the techniques and suggestions here to create a resume that represents your current skills, abilities, and background. Developing a decent-looking resume based on what you are now is a challenge that you have to deal with at some point — so why not now?

Before personal computers, people used one resume for varied kinds of employment searches. However, with less expensive desktop publishing and high-quality printing, people sometimes rewrite their resumes for every new job they go after. For example, a person who seeks employment both with a community college and with a software-development company would use two different resumes. The contents of the two might be roughly the same, but the organization, format, and emphases would be quite different.

You are probably aware of resume-writing software: you feed your data into them and they churn out a prefab resume. You probably also know about resume-writing services that will create your resume for you for a hundred dollars or so. If you are in a time bind or if you are extremely insecure about your writing or resume-designing skills, these services might help. But often they take your information and put it into a computer database that then force it into a prefab structure. They often use the same resume-writing software just mentioned; they charge you about what the software costs. The problem is that these agencies simply cannot be that sensitive or perceptive about your background or your employment search. Nor are you likely to want to pay for their services every month or so when you are in the thick of a job search. Why not learn the skills and techniques of writing your own resume here, save the money, and write better resumes anyway?

There is no one right way to write a resume. Every person's background, employment needs, and career objectives are different, thus necessitating unique resume designs. Every detail, every aspect of your resume must start with who you are, what your background is, what the potential employer is looking for, and what your employment goals are — not with from some prefab design. Therefore, use this chapter to design your own resume; browse through the various formats; play around with them until you find one that works for you.

Resumes can be divided into three sections: the heading, the body, and the conclusion. Each of these sections has fairly common contents.

Heading. The top third of the resume is the heading. It contains your name, phone numbers, address, and other details such as your occupation, titles, and so on. Some resume writers include the name of their profession, occupation, or field. In some examples, you'll see writers putting things like "CERTIFIED PHYSICAL THERAPIST" very prominently in the heading. Headings can also contain a goals and objectives subsection and a highlights subsection. These two special subsections are described later in "Special Sections in Resumes."

Body. In a one-page resume, the body is the middle portion, taking up a half or more of the total space of the resume. In this section, you present the details of your work, education, and military experience. This information is arranged in reverse chronological order. In the body section, you also include your accomplishments, for example, publications, certifications, equipment you are familiar with, and so on. There are many ways to present this information:

You can divide it functionally — into separate sections for work experience and education.

You can divide it thematically — into separate sections for the different areas of your experience and education.

Conclusion. In the final third or quarter of the resume, you can present other related information on your background. For example, you can list activities, professional associations, memberships, hobbies, and interests. At the bottom of the resume, people often put "REFERENCES AVAILABLE ON REQUEST" and the date of preparation of the resume. At first, you might think that listing nonwork and personal information would be totally irrelevant and inappropriate. Actually, it can come in handy — it personalizes you to potential employers and gives you something to chat while you're waiting for the coffee machine or the elevator. For example, if you mention in your resume that you raise goats, that gives the interviewer something to chat with you about during those moments of otherwise uncomfortable silence.

Resumes — Types and Design

To begin planning your resume, decide which type of resume you need. This decision is in part based on requirements that prospective employers may have, and in part based on what your background and employment needs are.

Type of organization. Resumes can be defined according to how information on work and educational experience is handled. There are several basic, commonly used plans or designs you can consider using.

Functional design: Illustrated schematically in Figure 1-6, the functional design starts with a heading; then presents either education or work experience, whichever is stronger or more relevant; then presents the other of these two sections; then ends with a section on skills and certifications and one on personal information. Students who have not yet begun their careers often find this design the best for their purposes. People with military experience either work the detail in to the education and work-experience sections as appropriate; or they create separate section at the same level as education and work experience.

Figure 1-6. Two basic organizational approaches to resume design — the functional and the thematic. (The "hanging-head" format is used in the functional-design version.)

Thematic design: Another approach to resumes is the thematic design, illustrated schematically in Figure 1-6. It divides your experience and education into categories such as project management, budgetary planning, financial tracking, personnel management, customer sales, technical support, publications — whichever areas describe your experience. Often, these categories are based directly on typical or specific employment advertisements. If the job advertisement says that Company ABC wants a person with experience in training, customer service, and sales, then it might be a smart move to design thematic headings around those three requirements. If you want to use the thematic approach in your resume, take a look at your employment and educational experience — what are the common threads? Project management, program development, troubleshooting, supervision, maintenance, inventory control? Take a look at the job announcement you're responding to — what are the three, four, or five key requirements it mentions? Use these themes to design the body section of your resume. These themes become the headings in the body of the resume. Under these headings you list the employment or educational experience that applies. For example, under a heading like "FINANCIAL RECORDS," you might list the accounting and bookkeeping courses you took in college, the seminars on Lotus 123 or EXCEL you took, and the jobs where you actually used these skills.

Type of information. Types of resumes can be defined according to the amount and kind of information they present:

Objective resumes: This type just gives dates, names, titles, no qualitative salesmanship information. These are very lean, terse resumes. In technical-writing courses, you are typically asked not to write this type. The objective-resume style is useful in resumes that use the thematic approach or that emphasize the summary/highlights section. By its very nature, you can see that the thematic approach is unclear about the actual history of employment. It's harder to tell where the person was, what she was doing, year by year.

Detailed resumes: This type provides not only dates, titles, and names, but also details about your responsibilities and statements about the quality and effectiveness of your work. This is the type most people write, and the type that is the focus of most technical-writing courses. The rest of the details in this section of this chapter focus on writing the detailed resume.

General Layout and Detail Formats in Resumes

At some point in your resume planning, you'll want to think schematically about the layout and design of the thing. General layout has to do with the design and location of the heading, the headings for the individual sections, and the orientation of the detailed text in relation to those headings. Detail formats are the way you choose to arrange and present the details of your education and work experience.

General layout. Look at resumes in this book and in other sources strictly in terms of the style and placement of the headings, the shape of the text (the paragraphs) in the resumes, and the orientation of these two elements with each other. Some resumes have the headings centered; others are on the left margin. Notice that the actual text — the paragraphs — of resumes typically does not extend to the far left and the far right margins. Full-length lines are not considered as readable or scannable as the shorter ones you see illustrated in the examples in this book.

Notice that many resumes use a "hanging-head" format. In this case, the heading starts on the far left margin while the text is indented another inch or so. This format makes the heading stand out more and the text more scannable. Notice also that in some of the text paragraphs of resumes, special typography is used to highlight the name of the organization or the job title.

Detail formats. You have to make a fundamental decision about how you present the details of your work and education experience. Several examples of typical presentational techniques are shown in Figure 1-7. The elements you work with include:

Occupation, position, job title

Company or organization name

Time period you were there

Key details about your accomplishments and responsibilities while there.

Figure 1-7. Examples of detail formats. Use combinations of list or paragraph format, italics, bold, all caps on the four main elements: date, organization name, job title, and details.

There are many different ways to format this information. It all depends on what you want to emphasize and how much or how little information you have (whether you are struggling to fit it all on one page or struggling to make it fill one page). Several different detail formats are shown in Figure 1-7.

Special Sections in Resumes

Here are some ideas for special resume sections, sections that emphasize your goals or qualifications.

Highlights, summary section. In Figure 1-8, you'll notice the "Highlights" section that occurs just below the heading (the section for name, address, phone number, etc.) and just above the main experience and education sections. This is an increasingly popular section in resumes. Resume specialists believe that the eye makes first contact with a page somewhere one-fourth to one-third of the way down the page — not at the very top. If you believe that, then it makes sense to put your very "best stuff" at that point. Therefore, some people list their most important qualifications, their key skills, their key work experience in that space on the page. Actually, this section is useful more for people who have been in their careers for a while. It's a good way to create one common spot on the resume to list those key qualifications about yourself that may be spread throughout the resume. Otherwise, these key details about yourself are scattered across your various employment and educational experience — in fact, buried in them.

Objectives, goals. Also found on some resumes is a section just under the heading in which you describe what your key goals or objectives are or what your key qualifications are. Some resume writers shy away from including a section like this because they fear it may cause certain employers to stop reading, in other words, that it limits their possibilities. A key-qualifications section is similar to a highlights section, but shorter and in paragraph rather than list form.

Figure 1-8. Special sections in resumes — the summary or highlights of qualifications, and the goals and objectives section.

Amplifications page. Some people have a lot of detail that they want to convey about their qualifications but that does not fit well in any of the typical resume designs. For example, certain computer specialists can list dozens of hardware and software products they have experience with — and they feel they must list all this in the resume. To keep the main part of the resume from becoming unbalanced and less readable, they shift all of this detail to an amplications page. There, the computer specialist can categorize and list all that extensive experience in many different operating systems, hardware configurations, and software applications. Similarly, some resume writers want to show lots more detail about the responsibilities and duties they have managed in past employment. The standard formats for resume design just do not accommodate this sort of detail; and this is where the amplifications page can be useful.

Figure 1-9. Amplifications page in a resume. If you have lots of detail about what you know, this approach on page 2 of the resume may work. On the first page of this resume, the writer divides the presentation into experience and education sections and takes a chronological approach to each. On the first page, he only provides company names, job titles, dates, and discussion of duties.

Resume Design and Format

As you plan, write, or review your resume, keep these points in mind:

Readability: are there any dense paragraphs over 6 lines? Imagine your prospective employer sitting down to a two-inch stack of resumes. Do you think she's going to slow down to read through big thick paragraphs. Probably not. Try to keep paragraphs under 6 lines long. The "hanging-head" design helps here.

White space. Picture a resume crammed with detail, using only half-inch margins all the way around, a small type size, and only a small amount of space between parts of the resume. Our prospective employer might be less inclined to pore through that also. "Air it out!" Find ways to incorporate more white space in the margins and between sections of the resume. Again, the "hanging-head" design is also useful.

Special format. Make sure that you use special format consistently throughout the resume. For example, if you use a hanging-head style for the work-experience section, use it in the education section as well.

Consistent margins. Most resumes have several margins: the outermost, left margin and at least one internal left margin. Typically, paragraphs in a resume use an internal margin, not the far-left margin. Make sure to align all appropriate text to these margins as well.

Terse writing style. It's okay to use a rather clipped, terse writing style in resumes — up to a point. The challenge in most resumes is to get it all on one page (or two if you have a lot of information to present). Instead of writing "I supervised a team of five technicians..." you write "Supervised a team of five technicians..." However, you don't leave out normal words such as articles.

Special typography. Use special typography, but keep it under control. Resumes are great places to use all of your fancy word-processing features such as bold, italics, different fonts, and different type sizes. Don't go crazy with it! Too much fancy typography can be distracting (plus make people think you are hyperactive).

Page fill. Do everything you can to make your resume fill out one full page and to keep it from spilling over by 4 or 5 lines to a second page. At the beginning of your career, it's tough filling up a full page of a resume. As you move into your career, it gets hard keeping it to one page. If you need a two-page resume, see that the second page is full or nearly full.

Clarity of boundary lines between major sections. Design and format your resume so that whatever the main sections are, they are very noticeable. Use well-defined headings and white space to achieve this. Similarly, design your resume so that the individual segements of work experience or education are distinct and separate from each other.

Reverse chronological order. Remember to list your education and work-experience items starting with the current or most recent and working backwards in time.

Consistency of bold, italics, different type size, caps, other typographical special effects. Also, whatever special typography you use, be consistent with it throughout the resume. If some job titles are italics, make them all italics. Avoid all-caps text — it's less readable.

Consistency of phrasing. Use the same style of phrasing for similar information in a resume — for example, past tense verbs for all work descriptions.

Consistency of punctuation style. For similar sections of information use the same kind of punctuation — for example, periods, commas, colons, or nothing.

Translations for "inside" information. Don't assume readers will know what certain abbreviations, acronyms, or symbols mean — yes, even to the extent of "GPA" or the construction "3.2/4.00." Take time to describe special organizations you may be a member of.

Grammar, spelling, usage. Watch out for these problems on a resume — they stand out like a sore thumb! Watch out particularly for the incorrect use of its and it's.

Producing the Final Draft of the Resume

When you've done everything you can think of to finetune your resume, it's time to produce the final copy — the one that goes to the prospective employer. This is the time to use nice paper and a good printer and generally take every step you know of to produce a professional-looking resume. You'll notice that resumes often use a heavier stock of paper and often an off-white or non-white color of paper. Some even go so far as to use drastically different colors such as red, blue, or green, hoping to catch prospective employers' attention better. Proceed with caution in these areas!

Interested in courses related to this page or a printed version? See the resources page. Return to the main menu of this online textbook for technical writing.

Business Correspondence — Application Letters

This section focuses on the application letter (sometimes called a "cover letter"), which together with the resume is often called the "job package." You may already have written one or both of these employment-seeking documents. That's okay. Read and study this section, and then apply the guidelines here to the resumes and application letters you have created in the past.

This section presents many different ways to design and write application letters. Nothing here is trying to force you into one design. You design your own letter using whatever you find here that is useful and any other sources you know of.

In many job applications, you attach an application letter to your resume. Actually, the letter comes before the resume.

The role of the application letter is to draw a clear connection between the job you are seeking and your qualifications listed in the resume. To put it another way, the letter matches the requirements of the job with your qualifications, emphasizing how you are right for that job. The application letter is not a lengthy summary of the resume — not at all. It selectively mentions information in the resume, as appropriate.

Common Types of Application Letters

To begin planning your letter, decide which type of application letter you need. This decision is in part based on requirements that employers may have, and in part based on what your background and employment needs are. In many ways, types of application letters are like the types of resumes. The types of application letters can be defined according to amount and kind of information:

Objective letters — One type of letter says very little: it identifies the position being sought, indicates an interest in having an interview, and calls attention to the fact that the resume is attached. It also mentions any other special matters that are not included on the resume, such as dates and times when you are available to come in for an interview. This letter does no salesmanship and is very brief. (It may represent the true meaning of "cover" letter.)

Highlight letters — Another type of application letter, the type you do for most technical writing courses, tries to summarize the key information from the resume, the key information that will emphasize that you are a good candidate for the job. In other words, it selects the best information from the resume and summarizes it in the letter — this type of letter is especially designed to make the connection with the specific job.

How do you know which to write? For most technical-writing courses, write the highlight letter. However, in "real-life" situations, it's anybody's guess. Try calling the prospective employer; study the job advertisement for clues.

Common Sections in Application Letters

As for the actual content and organization of the paragraphs within the application letter (specifically the highlight type of application letter), consider the following comon approaches.

Introductory paragraph. That first paragraph of the application letter is the most important; it sets everything up — the tone, focus, as well as your most important qualification. A typical problem in the introductory paragraph involves diving directly into work and educational experience. Bad idea! A better idea is to do something like the following:

State the purpose of the letter — to inquire about an employment opportunity.

Indicate the source of your information about the job — newspaper advertisement, a personal contact, or other.

State one eye-catching, attention-getting thing about yourself in relation to the job or to the employer that will cause the reader to want to continue.

And you try to do all things like these in the space of very short paragraph — no more than 4 to 5 lines of the standard business letter. (And certainly, please don't think of these as the "right" or the "only" things to put in the introduction to an application letter.)

Main body paragraphs. In the main parts of the application letter, you present your work experience, education, training — whatever makes that connection between you and the job you are seeking. Remember that this is the most important job you have to do in this letter — to enable the reader see the match between your qualifications and the requirements for the job.

There are two common ways to present this information:

Functional approach — This one presents education in one section, and work experience in the other. If there were military experience, that might go in another section. Whichever of these section contains your "best stuff" should come first, after the introduction.

Thematic approach — This one divides experience and education into groups such as "management," "technical," "financial," and so on and then discusses your work and education related to them in separate paragraphs.

If you read the section on functional and thematic organization of resumes, just about everything said there applies here. Of course, the letter is not exhaustive or complete about your background — it highlights just those aspects of your background that make the connection with the job you are seeking.

Figure 1-4. Common sections of application letters. You can organize the letter thematically or functionally the same way that you can the resume.

Another section worth considering for the main body of the application letter is one in which you discuss your goals, objectives — the focus of your career — what you are doing, or want to do professionally. A paragraph like this is particularly good for people just starting their careers, when there is not much to put in the letter. Of course, be careful about loading a paragraph like this with "sweet nothings." For example, "I am seeking a challenging, rewarding career with an dynamic upscale company where I will have ample room for professional and personal growth" — come on! give us a break! Might as well say, "I want to be happy, well-paid, and well-fed."

Closing paragraph. In the last paragraph of the application letter, you can indicate how the prospective employer can get in touch with you and when are the best times for an interview. This is the place to urge that prospective employer to contact you to arrange an interview.

Background Details in the Application Letter

One of the best ways to make an application letter great is to work in details, examples, specifics about related aspects of your educational and employment background. Yes, if the resume is attached, readers can see all that details there. However, a letter that is overly general and vague might generate so little interest that the reader might not even care to turn to the resume.

In the application letter, you work in selective detail that makes your letter stand out, makes it memorable, and substantiates the claims you make about your skills and experience. Take a look at this example, which is rather lacking in specifics:

As for my experience working with persons with developmental disabilities, I have worked and volunteered at various rehabilitation hospitals and agencies in Austin and Houston [say which ones to inject more detail into this letter]. I have received training [where? certificates?] in supervising patients and assisting with physical and social therapy. Currently, I am volunteering at St. David's Hospital [doing what?] to continue my education in aiding persons with developmental disabilities.

Now take a look at the revision:

As for my experience working with persons with developmental disabilities, I have worked and volunteered at Cypress Creek Hospital in Houston and Capital Area Easter Seals/ Rehabilitation Center and Health South Rehabilitation Hospital in Austin. I have received CPR, First Aid, and Crisis Intervention certificates from Cypress Creek Hospital. Currently, I am volunteering at St. David's Hospital assisting with physical therapy to persons with developmental disabilities in the aquatics department.

Checklist of Common Problems in Application Letters

Readability and white space — Are there any dense paragraphs over 8 lines? Are there comfortable 1-inch to 1.5-inch margins all the way around the letter? Is there adequate spacing between paragraph and between the components of the letter?

Page fill — Is the letter placed on the page nicely: not crammed at the top one-half of the page; not spilling over to a second page by only three or four lines?

General neatness, professional-looking quality — Is the letter on good quality paper, and is the copy clean and free of smudges and erasures?

Proper use of the business-letter format — Have you set up the letter in one of the standard business-letter formats? (See the references earlier in this chapter.)

Overt, direct indication of the connection between your background and the requirements of the job — Do you emphasize this connection?

A good upbeat, positive tone — Is the tone of your letter bright and positive? Does it avoid sounding overly aggressive, brash, over-confident (unless that is really the tone you want)? Does your letter avoid the opposite problem of sounding stiff, overly reserved, stand-offish, blase, indifferent?

A good introduction — Does your introduction establish the purpose of the letter? Does it avoid diving directly into the details of your work and educational experience? Do you present one little compelling detail about yourself that will cause the reader to want to keep reading?

A good balance between brevity and details — Does your letter avoid becoming too detailed (making readers less inclined to read thoroughly)? Does your letter avoid the opposite extreme of being so general that it could refer to practically anybody?

Lots of specifics (dates, numbers, names, etc.) — Does your letter present plenty of specific detail but without making the letter too densely detailed? Do you present hard factual detail (numbers, dates, proper names) that make you stand out as an individual?

A minimum of information that is simply your opinion of yourself — Do you avoid over-reliance on information that is simply your opinions about yourself. For example, instead of saying that you "work well with others," do you cite work experience that proves that fact but without actually stating it?

Grammar, spelling, usage — And of course, does your letter use correct grammar, usage, and spelling?

Interested in courses related to this page or a printed version? See the resources page. Return to the main menu of this online textbook for technical writing.

Sample resume

Name:	Vadim A. Siropov
Address:	29-A, Sovetskaya Shakhty, Rostov region Russia, 346500
Tel.:	Shakhty 25 685
Date of birth:	5 February 1981
Age:	1981
Marital status:	Single
Nationality:	Russian
Objective
To secure a full-time job position, that offers a variety of tasks, in which to use my knowledge in economics in small business (personal management)
Education
Dates:	1998-2001
College:	VKESP, DGAS, Russia
Qualifications:	The Law Courses
Dates:	2001-2004
College:	The South Russian State University of Economics & Services, Russia
Qualifications:	Management Courses
Employment
Dates:	2004 – to present
Company:	OAO “ICC”
Position:	Consultant
Responsibilities:	Consulting at management sphere
Skills	Strong organizational skills, ability to work under pressure, customer – oriented, good time management.
Computer literacy	MS Office, Corel Draw, Adobe PhotoShop, Visual Basic, Delphi, Fox Pro, IE & Outlook, HTML programming.
Languages	Professional level of Russian, English, Native Spain.
Interests	Programming, Heavy metal music, Animation, Professional music making, free-lance web master.
References	are available upon request.

Section 2

Sample application form

• Social security number (SSN)

• Driver's license number and state of issue

• Whether or not you've been convicted of a crime by civil or military courts

• Nature of the offense

• Date of conviction

• Location where convicted

• Disposition (sentence, probation, etc.)

• Home addresses for the past ten years

• Date you're available for work

• If you must give your current employer notice two weeks in advance, write Two weeks notice.

• Otherwise, write the date on which you know for sure you can start work.

• Military service. Bring your discharge papers, just in case they ask to see them.

• Entry and discharge dates

• Type of discharge

• Branch

• Occupational specialization

• Special training received and dates

• Last rank

• You might be asked if you're a veteran of a war, such as Vietnam. This is for affirmative action programs, not discrimination.

• Position desired, first and second choices

• Geographic preference, first and second choices

• Salary desired. If you want to temporarily sidestep the salary issue so you can negotiate, write negotiable, open or competitive.

• How you heard about the job

• If an employee referred you, get the employee's work contact information in advance.

• Then include it on the job application if required, so the employee receives incentives due.

• Education and training

• Start and end dates

• School names and addresses

• Majors and minors

• Degrees earned and dates

• Grade point average

• Rank in class

• Titles of Master's and Ph.D. Theses, and advisors' names

• Additional skills. Typically, you don't need to worry too much about these unless applicable for the job. For example, lots of workers type on computers these days, but words per minute (WPM) usually applies only to clerical jobs.

• Typing WPM

• Steno WPM

• Professional licenses

• Language fluency

• Software knowledge

• Equipment knowledge

• Technical skills

• Professional organization memberships

• Names of organizations

• Dates of membership

• Addresses and phone numbers

• Whether or not you are authorized to work in the country. If you have a work visa or weren't a citizen at birth, be sure to bring relevant paperwork.

• Up to four references

• Business and home addresses

• Day and evening phone numbers

• Occupations

• Relationships with you

• Whether or not you've previously applied for work or worked at the same company. If so,

• Dates of application or employment

• Divisions, units and departments for which you worked

• Names of bosses

• Work history

• Names of employers including current employer

• Mailing and street addresses (if different), and phone numbers. Provide this information for the offices where the Human Resources (HR) departments or your work records are located.

• Start and end dates. Write present for the ending date at your current employer.

• Reasons for leaving. Be careful with this one. Never criticize a former employer. Instead, write something generic like career advancement.

• Last or beginning and ending salaries. If you want to temporarily sidestep salary or don't think it's any of their business, leave it blank or write competitive.

• Boss's names, titles and business contact information

• Your titles and the type of work you did

• Reasons for gaps of 90 days or more in your work history, other than school

Section 3.

Inquiry Letters: Types and Contexts

There are two types of inquiry letters: solicited and unsolicited.

You write a solicited letter of inquiry when a business or agency advertises its products or services. For example, if a software manufacturer advertises some new package it has developed and you can't inspect it locally, write a solicited letter to that manufacturer asking specific questions. If you cannot find any information on a technical subject, an inquiry letter to a company involved in that subject may put you on the right track. In fact, that company may supply much more help than you had expected (provided of course that you write a good inquiry letter). If you need to find the names and addresses of businesses related to your report project, see the section on finding information in libraries.

Your letter of inquiry is unsolicited if the recipient has done nothing to prompt your inquiry. For example, if you read an article by an expert, you may have further questions or want more information. You seek help from these people in a slightly different form of inquiry letter. As the steps and guidelines for both types of inquiry letters show, you must construct the unsolicited type more carefully, because recipients of unsolicited letters of inquiry are not ordinarily prepared to handle such inquiries.

Early in the letter, identify the purpose — to obtain help or information (if it's a solicited letter, information about an advertised product, service, or program).

In an unsolicited letter, identify who you are, what you are working on, and why you need the requested information, and how you found out about the individual. In an unsolicited letter, also identify the source that prompted your inquiry, for example, a magazine advertisement.

In the letter, list questions or information needed in a clear, specific, and easy-to-read format. If you have quite a number of questions, consider making a questionnaire and including a stamped, self-addressed envelope.

In an unsolicited letter, try to find some way to compensate the recipient for the trouble, for example, by offering to pay copying and mailing costs, to accept a collect call, to acknowledge the recipient in your report, or to send him or her a copy of your report. In a solicited letter, suggest that the recipient send brochures or catalogs.

In closing an unsolicited letter, express gratitude for any help that the recipient can provide you, acknowledge the inconvenience of your request, but do not thank the recipient "in advance." In an unsolicited letter, tactfully suggest to the recipient will benefit by helping you (for example, through future purchases from the recipient's company).

Sample enquiry letter

Letter 1.

1102 West 30th

Lawrence, KS 66321

August 4, 2004

Dr. Maria Gomez-Salinas

Director of the Diabetes Clinic

St. David's Hospital

1000 Greenberg Lane

Wichita, KS 66780

Dear Dr. Gomez-Salinas:

I am writing you in hopes of finding out more about how the new Glucoscan II blood glucose monitoring system, which a representative at Lifescan informed me that your clinic is currently using.

Originally, I saw Lifescan's advertisement of this new device in the January 2004 issue of Diabetes Forecast and became very interested in it. I wrote the company and got much useful information, but was recommended to write several current users of the system as well.

For a technical report that I am writing for a technical writing class at Johnson County Junior College, I need some help with the following questions:

How often does the Glucoscan II need to be calibrated in practical, everyday use conditions?

How accurate is the Glucoscan II compared to other similar systems that your patients have used?

What problems do your patients experience with this new device?

The Lifescan representative indicated that your clinic is one the leaders in implementing new technology for diabetics, and therefore I am eager to hear from you. In the report I will acknowledge your contributions, and I will send you a copy of the completed report if you wish.

Thank you for your time, and I hope to hear from you soon.

Sincerely, ……….

Letter 2

MATTHEWS & WILSON

Ladies' Clothing

421 Michigan Avenue

Chicago, III.60602

Messrs GRANT & CLARKSON

148 Mortimer Street

London WIC 37D

England

October 21, 1993

Gentlemen:

We saw your women's dresses and suits at the London Fashion Show held in New York on October 17. The lines you showed for teenagers, the "Swinger" dresses and trouser suits would be most suitable for our market.

Would you kindly send us your quotation for spring and summer clothing that you could supply to us by the end of January next. We would require 2,000 dresses and suits in each of the sizes 10-14, and 500 in sizes 8 and 16. Please quote c.i.f. Chicago prices. Payment is normally made by letter of credit.

Thank you for an early reply.

Very truly yours,

P. Wilson. Jr.

Buyer

Letter 3

WORLDWIDE DEALERS LTD.

Connaught Center

Hong Kong

The Victoria Cycle Works

P.O. Box 9734

Melbourne

June 14, 1998

Dear Sirs,

Our business agents in India have asked us for quotations for 10,000 bicycles, to be exported to Sri Lanka, India, Pakistan and Nepal.

Please let us know what quantities you are able to deliver at regular intervals, quoting your best terms f.o.b. Brisbane. We shall handle export formalities, but would ask you to calculate container transport to Brisbane for onward shipment.

Yours faithfully,

P. King

Asst. Export Manager

Section 4.

Sample offer letter

Grand & Clarkson

148 Mortimer Street

London W1C 37D

Messrs Matthews & Wilson

421 Michigan Avenue

Chicago, Ill. 60602

30thOctober, 1997

Attention: Mr. P. Wilson, Jr.

Dear Sirs,

We are pleased to make you an offer regarding our ‘Swinger’ dresses and trouser suits in the size you require. Nearly all the models you saw at our fashion show are obtainable, except trouser suits in pink, of which the smaller sizes have been sold out. This line is being manufactured continuously, but will only be available again in February, so could be delivered to you in March.

All other models can be supplied by the middle of January 1998, subject to our receiving your form order by 15thof November. Our c.i.f. prices are understood to be for sea/land transport to Chicago. If you would prefer the goods to be sent by air freight, this will be charged extra at cost

Trouser suits sizes 8-16 in white, yellow, red,

turquoise, navy blue, black

Sizes 12,14 also in pink per 100 $2,650.00

Swinger dresses sizes 8-16 in white,

yellow, red, turquoise, black per 100 $1,845.00

Prices: valid until 31stDecember, 2004

Delivery: c.i.f. Chicago

Transport: sea freight

Payment: by irrevocable letter of credit or cheque with order

You will be receiving price-list, cutting of our materials and a colour chart. These were airmailed to you this morning.

We hope you agree that our prices are very competitive for these good quality clothes, and look forward to receiving your initial order.

Yours faithfully,

F.T.Burke

Export Department

Section 5.

Sample order letter

FARMERS FRUIT PRODUCTS

Taunton, Somerset

England

November 2004

Dear Sir,

In the field of fruit preserves, English jams marmalades have been regarded as the best for the century and a half. Their reputation is spread by everyone who tastes them: they are recommended by word of mouth to relatives, friends and many prospective customers. English fruit farmers supply FARMARES with the best quality produce from their orchards and gardens. Fresh citrus fruits are imported from Spain and Israel all year round.

Please refer to the enclosed price-list, and let us know your requirements on the form attached. You may be able to profit from special terms on your initial order. Delivery can be made shortly after we receive your order. FARMERS look forward to hearing from you soon

Yours faithfully,

FARMERS FRUIT PRODUCTS

Letter 2

Roberts Import Company

Av. Rio de Janeiro

Grupo 505

Rio de Janeiro

Farmers fruit products

Taunton, Somerset

England

16 November, 1998

Dear Sirs,

Thank you for your letter of 10thNovember, enclosing your price-list. The 2 lb tins of marmalade would not be suitable for our customers, but we should like to buy 15,000 1 lb jars. However, there is one disadvantage when compared with local produce. Housewives here are used to a jar containing 500 grammes; the English pound is only 454 grammes. Therefore we would ask you to reduce the prices quoted for quality A2 by ten per cent.

As far as the settlement is concerned, we would suggest paying half the amount against your invoice on receipt of the goods, and the second half within 30 days, deducting 2 per cent discount.

The samples arrived yesterday, and we must admit that your marmalade is delicious. Would you kindly let us know as soon as possible if you can supply us on the terms mentioned.

Yours faithfully,

R. Wilson

Letter 3. Acknowledgements

MATTHEWS & WILSON

Ladies' Clothing

421 Michigan Avenue

Chicago, III.60602

GRANT &CLARKSON

148 Mortimer Street

London W1C 37D

November 4, 1996

Gentlemen:

Thank you for your quotation of October 30. We have pleasure in placing an order with you for

1,900 ‘Swinger’ dresses at Price: $38,745

in the colours and sizes specified below:

Quantity	Size	Colour
50	8, 16	white
100	10,12,14	white
50	8, 16	turquoise
100	10,12,14	turquoise
50	8, 16	red
50	16	Yellow
100	10, 12, 14	Yellow
50	16	Black
100	10,12,14	Black

Delivery: air freight, c.i.f., Chicago

We shall open a letter of credit with your bank as soon as we receive your order acknowledgement. Please arrange for immediate collection and transport since we need the dresses for Christmas.

Very truly yours,

P. Wilson

Buyer

Section 6.

Complaints, Handling complaints

Mistakes may occur in day-to-day business, and these give cause for complaints. There might have been a misunderstanding about the goods to be supplied; perhaps the warehouse clerk made an error in addressing the parcel; sometimes a consignment is dispatched too late or delays are caused in transit; damages may have occurred during delivery; a manufacturing defect is discovered when a machine is used. The customer is understandably annoyed.

He will get better results if he takes the trouble to explain his complaint clearly, and to propose ways in which matters can be put right. His company may make mistakes too: firms often have to manage with insufficiently trained personnel or to contend with staff shortage, so mistakes and accidents happen.

It is particularly necessary to exercise tact in handling complaints. A disappointed customer cannot be put off with mere apologies – he is entitled to know how the mistakes will be remedied: when he will receive the goods ordered; what he is to do with the wrong consignment or the damaged goods he received; when he will receive a replacement for his defective machine, or if it can be repaired quickly.

Letter 1.

MATTHEWS & WILSON

Ladies' Clothing

421 Michigan Avenue

Chicago, III.60602

November 22, 1996

GRANT &CLARKSON

148 Mortimer Street

London W1C 37D

Gentlemen:

Thank you for your delivery of ‘Swinger’ dresses which were ordered on November 4. However we wish to draw your attention to two matters.

Of the red dresses supplied one lot of 100(size 12) included clothes of a lighter red than the other sizes. Since we deliver a collection of various sizes to each store, it would be obvious to customers that the clothes are dissimilar. In addition the red belt supplied does not match these dresses. We are returning two of these by separate mail, and would ask you to replace the whole lot by 100 dresses size 12 in the correct colour.

As far as your charges for air freight are concerned, we agree to pay the extra costs which you invoiced. However your costs for packing and insurance must have been lower for air cargo, and we request you to take this fact into consideration and to make an adjustment to the invoice amount. Would you please send us a rectified invoice, reduced accordingly.

We look forward to your dealing with these questions without delay.

Very truly yours.

Wilson.

Letter 2.

GRANT &CLARKSON

148 Mortimer Street

London W1C 37D

MATTHEWS & WILSON

Ladies' Clothing

421 Michigan Avenue

Chicago, III.60602

2ndDecember, 1996

Dear Sirs:

The colour of the dresses about which you complain is indeed lighter than it should be. Apparently this was overlooked by controller responsible. Please accept our apologies for the oversight.

We are sending you a new lot by air this week, and would ask you to return the faulty clothes at your convenience, carriage forward. Alternatively you may keep this lot for sale as seconds at a reduced price of &1,120.

You are perfectly correct in saying that packing and insurance costs are normally less for cargo sent by air. May we remind you, however, in this case your request to send the goods by air was made at very short notice. It was not possible for us to use the lighter air freight packing materials, as most of the dresses were ready for shipment by sea freight (please see our letter of 9thNovember). Furthermore, our insurance is on an open policy at a flat rate, and depends on the value of the goods, not the method of transport. For these reasons our invoice No.14596 dated 15thNovember 1996 is still valid, and we look forward to receiving your remittance when due.

Yours faithfully,

P. Burke

111 White Horse Lane

Austin, TX 78728

8 October 1994

Letter 3.

Director of Consumer Relations

Cincinnati Microwave

One Microwave Plaza

Miami, TX 75249

Dear Director:

I am writing you concerning the purchase and subsequent return of a Waveport 5000 I made on 10 August 1994 in the amount of $225.

On 10 August 1994, I purchased a Waveport 5000 from your company in the amount of $225. This price included a two-day delivery and a 60-day money-back trial offer. The $225 was immediately charged to my Ritz card. However, this product did not perform satisfactorily, and on 15 August, I decided to return the Waveport 5000 to your company. When I spoke to one of your company's representatives by phone, I was informed that the shipping and handling charges, as well as the price of the Waveport 5000, would be credited to my account. I shipped the item by UPX and was notified 19 August of its receipt. Today, October 7, I received a statement for my Ritz card. And as of today, no credit has been applied to my account for either the Waveport 5000 or the shipping and handling charges.

If the Waveport 5000 was charged to my account immediately when I ordered it, I fail to understand why the same promptness was not used in crediting my account immediately upon receipt of the returned item. There is no real excuse for this delay other than someone not wanting to take the necessary time in crediting my account. These finance charges, as well as this letter, could have been avoided if your employees had been as prompt in crediting my account as they were in charging to it. It is not my responsibility to pay for your company's lack of promptness and I rightfully deserve a refund to any and all finance charges that may be applied during this time period.

Your company's quick detection products have greatly helped me in the past, and I would like nothing more than a quick solution for my problem so that I may be a customer of yours in the future.

Sincerely,

John A. Somebody

Encl.: Copies of sales receipt and credit card statement

Section 7. Samples of some other letters

APOLOGIZING

Dear Iron, Thank you for contacting Mail.com Member Services. We sincerely apologize for the frustration and inconvenience that you may be experiencing due to our ongoing migration process. Technicians are currently working around the clock to develop a resolution for this issue. E-mail delivery will be back to normal as soon as possible. We will continue working until this issue is totally resolved. Also, we are performing an upgrade on your mail system to a better infrastructure called outblaze. With this new infrastructure your folders, old mails, and address books will remain intact. You will be gaining new features such as filter to folder, autoreply, and vacation responses. We are confident that you will enjoy your Mail.com account even more with this new infrastructure. You not only will have added features, you will also experience a more reliable service with faster delivery of messages. Sincerely, Stephen Daffin Mail.com

COVER LETTER

Ray J. Johnson

125 Pearl Street

St. Joseph, MO 64507

October 1, 2003

Mr. Marvin Paterson, Manager

Hewlett Packard

16399 W. Bernardo Drive

San Diego, CA 92717

Dear Mr. Paterson:

In December 2003, I will be graduating from Missouri Western State College with a Bachelor’s Degree in Electrical Engineering Technology. I am writing to explore the possibility of employment as a Control Systems Engineer at your San Diego facility.

Early in my coursework at Western I seriously began considering future employment with Hewlett Packard. We use a number of your products in our laboratory work, and their design, precision and reliability are impressive. More recently, however, I noted in a professional computing journal that you are undertaking a new project to apply microcomputers in automatic control systems. Many of my electives were in the fields of control systems and computers, and I worked for three summers in microcomputer applications. I believe that I am well qualified to begin working on your new project; I know that it is directly related to my interests.

The enclosed resume details my educational background and experience. I will be in the San Diego area the week of November 1^st and could be available for an interview, if convenient. In the meantime, if you need any further information, you may contact me at 816.277.2222. I look forward to hearing from you soon.

Sincerely,

Enclosure

COVER LETTER 2

4600 King Hill Ave.

St. Joseph, MO 64507

April 15, 2003

Karen G. Sullivan

Sullivan & Barnes

408 Center Street

Kansas City, MO 64151

Dear Ms. Sullivan:

Ms. Susan Burns contacted me recently in connection with an employment opportunity as a legal assistant with your firm. Now that I have completed my education at Missouri Western State College and will graduate with a bachelor’s degree in business administration with an emphasis in finance and a legal assistant certification, I am enthusiastic about living and working in Kansas City. It is a good environment in which to learn business law.

Of special interest to me are taxes and tax shelters. I enjoy financial planning and plan on pursuing an MBA in the near future. However, as my resume indicates, I have had the opportunity to become familiar with several areas of business law through the legal assistant program at Missouri Western State College.

I am seeking career-oriented placement, which would allow for increasing levels of responsibility. It interests me to know how your office operates and what might my roles be as a legal assistant in the firm. I am a diligent worker and am determined to perform extensive investigation.

I would like to discuss employment possibilities with Sullivan & Barnes. I am available for an interview at your convenience and look forward to the opportunity to meet with you. If you need any other information or would like to schedule an interview, you may reach me at 816.424.7654

Sincerely,

Brenda Jacobs

Enclosure

COVER LETTER 3

John Q Student

123 College Way

Mayville, MO 64004

March 15, 2003

Mr. Lesley Nelson

Director of Human Resources

Jewel Corporation

10 West Street

Springdale, MO 64555

Dear Mr. Nelson:

I am interested in the communications specialist vacancy recently advertised in the Kansas City Star. My work experience and academic preparation have prepared me well for this position.

As you can see from my resume, I will graduate from Missouri Western State College in May with a B.S. in Communications Studies and a minor in Journalism. I am currently completing an internship with Heartland Health Systems in their community relations department. My duties include responsibility for all internal correspondence for three health care sites employing 500 people with 78,000 clients annually. During my college tenure, I was also in charge of public relations and fundraising for three campus organizations.

I have followed the Jewel Corporation’s progress and growth over the past four years and admire the strides you have made in technology and innovative marketing techniques. It would be a privilege to be associated with such a leader in the field.

I would like the opportunity to meet with you and to discuss the communications specialist position. Please review the attached resume and, if you need any further information, I can be contacted at 816.234.5678. I hope to hear form you soon.

Sincerely,

John Q. Student

Enclosure

LETTER OF ACKNOWLEDGMENT

Acknowledge the receipt of any correspondence or information. This type of correspondence may include: a letter or postcard from the company stating that your application or resume was received, an invitation to an informational meeting or tour of the company, a letter requesting a second or subsequent interviews, a letter of rejection, or a letter of postponement, delay or change in the selection process. It is important to acknowledge every piece of correspondence.

Irma Smarty

34 Hyper Drive

Fast Track, MO 64999

816.923.4567

April 15, 2003

Dr. Jonas Barkley

Spelling Research Institute

4 Market Drive

Elmo, MO 64888

Dear Dr. Barkley:

Thank you for taking the time to talk with me at length on the telephone yesterday regarding the research assistant position at Spelling Research Institute. I appreciate the candid and enlightening information you shared with me regarding this position and your research project.

I am very interested in the research position because I have not only assisted I a major research project with Professor Richard Austin at Missouri Western State College, but have conducted three market research projects for businesses in the St. Joseph area. I have enclosed a summary of each of these projects for your review.

I look forward to meeting you in person and hope that we can schedule an interview soon. If you need any further information you may reach me at 816.555.2222.

Again, thank you for your consideration.

Sincerely,

Irma Smarty

Enclosures

LETTER OF ACKNOWLEDGMENT 2

15 Spruce Street

Horton, MO 64987

April 15, 2003

Mr. Jack Crisper

Mayer, Spencer & Hayes

4000 Signal Avenue

Omaha, NE 43678

Dear Mr. Crisper:

Thank you for letting me know that my resume and credentials have arrived in your office. I also appreciate the brochures and company profile information you sent. Reading about your company has peaked my interest in the Sales Management position.

I have enclosed the completed application as you requested and would be happy to provide any other information you may need. I look forward to the opportunity to meet with you in person, in order to learn more about Mayer, Spencer & Hayes, as well as the position of Sales Manager.

Thank you for your consideration. I hope to hear from you soon.

Sincerely,

Donna Kovacs

Enclosure

THANK YOU LETTER

Following an interview it is customary to send a thank you letter to the person or persons you met while at the company. Anyone who has provided any assistance during a corporate visit should be thanked in writing. It is a matter of professional courtesy, but it also helps to establish a line of communication between you and the company representatives.

606 Central Avenue

St. Joseph, MO 64321

April 19, 2003

Ms. Janice Jones

Vice-President of Public Relations

The Hart Agency

1000 Main Street

Kansas City, MO 64123

Dear Ms. Jones:

Thank you for the interview on Wednesday April 18^th with the Hart Agency. I am very interested in the position as Communications Director and I hope that the interest is mutual.

I would consider it a privilege to join your firm. My background in crisis management along with my experience in political campaigns is parallel to the qualifications you are looking for in a candidate for this position. I know I could make a significant contribution to your team.

If you have any questions, please call me at 816.333.4545. I look forward to the opportunity to discuss further the Communications Director position at the Hart Agency and would welcome the opportunity to show you samples of my work.

Sincerely,

Brad Simpson

THANK YOU LETTER 2

150 Farmington Avenue

Savannah, MO 64567

April 15, 2003

Mr. Paul Torrence

Kahn Enterprises

1931 W. Willow Drive

Chicago, IL 00078

Dear Mr. Torrence:

Thank you for meeting with me this morning to discuss the media relations position at Kahn Enterprises. I would like to reiterate my interest in the position and your organization.

The enthusiasm I have felt right along about the possibility of working for you has increased with our meeting. I am more certain than ever that I am well qualified to make the kind of contribution to Kahn that you are expecting from your media relations specialist.

I will look forward to hearing your decision regarding my application. In the meantime, if you need any further information please contact me at 816.233.3232.

Sincerely,

Jason Tribbett

LETTER OF ACCEPTANCE

It is advisable to accept, in writing, any job offer you receive. That is, assuming you really want the job. Do not accept an offer you are not sure of. If you are interviewing with several companies over the course of a week or two, be honest with the potential employer and ask for time to make a decision. You do not want to jump on the first offer you get because the next one may be the to-die-for job. Give yourself a reasonable amount of time to make the best decision. Please note, I said “reasonable”. An employer should be willing to give you a few days or up to a week to decide.

In your letter of acceptance be sure to mention the exact position, the salary and the start date, if known.

James Taylor

44 Lyric Street

St. Joseph, MO 64577

April 15, 2003

Mr. Jon Stewart

Universal Publishers

1000 Cedar Street

Kansas City, MO 64888

Dear Mr. Stewart:

I am writing to confirm your offer to join Universal Publishers as a technical writer. I am pleased to have been selected and accept the position at an annual salary of $30,000.

I understand that my start date will be Monday, May 15^th. In the meantime, if you need any further information, you may contact me at 816.456.7777.

Thank you for your consideration over the past few weeks. I am looking forward to this new opportunity wit Universal Publishers.

Sincerely,

James Taylor

LETTER OF ACCEPTANCE

150 Farmington Avenue

St. Joseph, MO 64500

April 15, 2003

Mr. Paul Torrence

Kahn Enterprises

1931 W. Willow Drive

Chicago, IL 00078

Dear Mr. Torrence:

I am writing to confirm my acceptance of the offer as a Media Relations Specialist at $30,000. with Kahn Enterprises. As we discussed, I will begin on June 1^st and will report to Mr. Harrison at 9:00 a.m. on that day.

I am very excited about this opportunity and look forward to being a member of your staff. Should you need additional information before my start date, please do not hesitate to contact me at 816.788.2200.

Thank you for your offer, and I will see you on June 1^st.

Sincerely,

Jason Tribbett

LETTER OF REFUSAL

It is good manners to put into writing that you are declining an offer. Even if you decline over the telephone, follow up wit a letter. You want to maintain a good relationship with the company because although you may not want this particular job, you may want to be considered for another position later.

721 Sutler Street

St. Joseph, MO 64567

April 15, 2003

Mr. Ronald Waterman

Allied Communications, Inc.

6 Front Street

Kansas City, MO 64222

Dear Mr. Waterman:

Thank you for your consideration over the past few weeks. I was very impressed with your facility and operation. However, I have decided to decline your offer for the position of Production Manager.

Allied Communications, Inc. is an impressive company and a leader in the field of communications technology. I know you will continue to make great strides.

Again, thank you for your time. It was a pleasure to meet you and the members of your team.

Sincerely,

Anne Finch

DECLINING AN OFFER

64 State Street

St. Joseph, MO 64509

April 15, 2003

Mr. Charles Parker

Silvan Promotions, Inc.

421 Watson Place

Kansas City, MO 64255

Dear Mr. Parker:

Thank you so much for offering me the position of Marketing Manager with Silvan Promotions, Inc.

Although it was a difficult choice for me, after careful consideration I decided that another offer was more compatible with my career goals.

I appreciate the time you spent with me. I hope that the candidate whom you select works out well for you.

Sincerely,

Maureen Collins

LETTER OF RESIGNATION

When leaving a job, you should tell your employer in person. Then, follow-up wit a letter of resignation.

5344 Hudson Street

St. Joseph, MO 64545

April 15, 2003

Mr. Fred Harvey, Manager

Pizza Hut

33 main Street North

Savannah, MO 64321

Dear Mr. Harvey:

I am writing to let you know that I will be resigning my position as Assistant Manager for Pizza Hut effective April 30^th.

I have enjoyed the experience of working for Pizza Hut over the past four years and I especially appreciate your guidance and understanding while I completed my college degree. It has been a privilege to be associated with such a great team of employees.

Thank you for your support. It is greatly appreciated.

Sincerely,

Jane Ann Miller

LETTER OF RESIGNATION 2

Mary Jo Schmidt

78 Rockledge Avenue

St. Joseph, MO 64543

April 15, 2003

Ms. Constance Peterson

Vice President for Corporate Communications

Cass Industries

1900 Spring Street

Kansas City, MO 64145

Dear Ms. Peterson:

I regretfully wish to inform you that I will be resigning my position as Media Specialist at Cass Industries effective April 30, 2003.

I have accepted the position as Director of Media Relations with Spangler, Inc. in Dallas, Texas.

My six years at Cass Industries have been gratifying and I will always remember them fondly. Please know that if I can be of any assistance to you, now or in the future, you may call on me anytime.

Thank you for all your support and guidance over the years. I will miss you.

Sincerely, Margaret Cummings

Mini-dictionary.

I am pleased to send you a copy of… = Я с удовольствием высылаю вам экземпляр…

As you know from our previous correspondence…= Как вы знаете аз нашей переписки…

Our letter crossed yours. = Наше письмо разминулось с вашим.

B: GRATITUDE

a pleasant surprise = приятный сюрприз

Many thanks for… = Большое спасибо за…

Many thanks in advance = Заранее большое спасибо.

I was pleased to… = Мне было приятно…

I am much obliged to you for… = Премного обязан за…

We are grateful for your co-operation. = Мы благодарны за сотрудничество.

Please, accept my sincere (/deep) appreciation for your help. = Пожалуйста, примите мою искреннюю (глубокую) благодарность за Вашу помощь.

I deeply appreciate… (you kind words of sympathy). = Я высоко ценю… (ваше сочувствие).

It is very kind of you to… = С вашей стороны очень любезно…

C: INFORMATION FLOW

to let know (without delay) = поставить в известность, дать знать (без промедления)

to keep informed… = держать в курсе

to confirm that… = подтвердить, что…

to phone at …(567-98-76) = позвонить по номеру…

I am attaching some information about… = Прилагаю некоторую информацию о…

This is to inform you that… = Настоящим сообщаю вам, что…

I will be in touch as soon as… = Я свяжусь с вами как только…

We will certainly contact you if… = Мы обязательно свяжемся с вами если…

Add some data about… = Сообщите дополнительную информацию о…

Please, take a note of… (our new address). = Пожалуйста, обратите внимание на… (наш новый адрес).

Pay special attention to… (the fact that…) = Обратите особое внимание… (на тот факт, что…)

In addition to my cable I would like you to inform us… = В дополнение к моей телеграмме я бы хотел, чтобы вы сообщили нам…

We refer to our telephone conversation of… = Мы ссылаемся на наш телефонный разговор от…

In reply to your telephone requiry… = В ответ на ваш запрос по телефону…

Let me inform you… = Позвольте мне сообщить вам, что…

I will keep you informed. = Я буду держать вас в курсе.

The information will be handled in confidence. = Информация будет храниться в секрете.

We should be most happy to provide you with any further information you may require. = Мы с удовольствием обеспечим вас любой информацией, которая может вам потребоваться.

D: REQUEST

We would be very grateful if you would… = Мы были бы очень благодарны, если бы вы…

I shall (/would) be glad … = Я буду (был бы) рад…

Could you please … = Не могли бы вы…

We would be very much obliged… = Будем очень обязаны…

I wonder if you could…= Не могли бы вы…

I am writing to ask you for a favour. = Я пишу, чтобы попросить вас об одолжении.

In accordance with law I request… = В соответствии с законом требую…

concrete requests

Let me know if… = Дайте мне знать, если…

I am anxious to know… = Я срочно хочу знать…

We should like you to send us… = Мы хотели бы, чтобы вы выслали нам…

We ask to wire us. = Просим телеграфировать.

We request to pay… = Требуем заплатить.

I wonder if you could help me. = Не могли бы вы помочь мне.

Please, confirm the full address at which the package is to be sent. = Подтвердите, пожалуйста, подробный адрес, на который должен быть выслан пакет.

E: PAYMENTS

outstanding invoice = просроченный счет

overdue account = просроченный счет

charge account, credit account = кредитный счет, кредит по открытому счету

credit standing = кредитоспособность

letter of credit = аккредитив

assets and liabilities = актив и пассив

foreign exchange = иностранная валюта

course of exchange = курс обмена, валютный курс

average price = средняя цена

running expenses = текущие расходы

incidental expenses = непредвиденные расходы

travelling expenses = дорожные расходы

cheque in one’s favour = чек на чье-либо имя

to draw a check in my favour = выписать чек на мое имя

fall in exchange (price) = падение курса (цены)

free of charge, free of expense = бесплатно

past due = просроченный, после срока

at half price = за полцены

below the cost = ниже себестоимости

at my expense = за мой счет

COD, cash-on-delivery = оплата по факту (при доставке)

to ask for a price of … запрашивать цену …

to pay in advance = платить заранее (авансом)

to buy on easy terms = купить на выгодных условиях

to raise the prise = поднять цену

to reduce the price = снизить цену

to cash a cheque = обналичить чек, получить по чеку, выдать деньги по чеку

to meet a bill = оплатить счет

to convert pounds into dollars = перевести фунты в доллары

to draw money from a bank = взять деньги из банка

to have an account with a bank = иметь счет в банке

to charge to an account = записать на счет

for our account = на наш счет

at our cost plus postage = наша оплата плюс почтовые расходы

to cover expenses = покрыть расходы

to pay damages = оплатить повреждения

to cover the actual cost price of producing = покрыть стоимость производства

to bear a loss (expenses) = нести убытки (расходы)

as per account rendered… = в соответствии с представленным счетом…

to pay somebody’s travel expenses to London = оплатить чьи-то путевые расходы до Лондона

Travel expenses will be paid. = Путевые расходы будут оплачены.

We would share with you the cost of paying for … = Мы разделим с вами оплату за…

Send us a check to the value of … roubles at this address. = Пришлите нам чек на… рублей по этому адресу.

We estimate the cost of… to be.. roubles. = По нашей оценке себестоимость…-… рублей.

The payment is (/to be) in US dollars. = Оплата - (должна быть) в долларах США.

We agree to your payment of … roubles. = Мы согласны на вашу оплату в … рублей.

Your offer of … roubles is acceptable. = Ваше предложение в… рублей приемлемо.

We request to pay… = Требуем заплатить.

F: APOLOGIES

Unfortunately… = К сожалению…

I am afraid that… = Боюсь что…

I must apologize that… = Должен извиниться за то что…

Please, accept my apologies for:… = Пожалуйста, примите мои извинения за:…

…taking so long to answer your letter = …то, что так задержал ответ на Ваше письмо.

…not coming = …то, что не пришел.

…the delay in… = …промедление при…

I regret to inform you that… = С сожалением сообщаю вам, что…

I must inform you with regret that… = С сожалением сообщаю вам, что…

To my great regret I must inform you that… = С сожалением должен сообщить вам, что…

I sincerely regret that… = Искренне сожалею, что…

Please, forgive me for troubling you. = Пожалуйста, извините за беспокойство.

I am very sorry to have caused you so much trouble. = Извините, что причинил вам столько неудобства.

We are sorry about any inconvenience that I may have caused you. = Просим нас извинить за любое неудобство, которое, возможно, мы вам причинили.

I am sorry that I missed the opportunity of meeting you. = Мне жаль, что я упустил возможность встретиться с вами.

The reason for the present delay is… = Причина настоящего промедления в том, что…

G: WISHES AND CONGRATULATIONS

(with) best wishes = С наилучшими пожеланиями

(with) best regards = С искренним приветом

Our best wishes (best regards) to… = Наши наилучшие пожелания (искренний привет) …

to congratulate on… = поздравить с…

to wish good health = пожелать доброго здоровья

My warmest greetings on… to… = Мои горячие поздравления с… …

It gives me a great pleasure to congratulate you on… = Я с большим удовольствием поздравляю вас с…

With birthday greetings. = С поздравлениями по поводу дня рождения.

My warmest congratulations on your promotion. = Горячие поздравления с повышением.

Best wishes from all of us on your new appointment. = Наилучшие пожелания от нас всех с вашим новым назначением.

Best wishes of further success in your work and of personal happiness. = Наилучшие пожелания дальнейших успехов в работе и личного счастья.

With Christmas greetings and all good wishes for the coming New Year. = С рождественскими поздравлениями и наилучшими пожеланиями в новом году.

H: SYMPATHY

May we express our great sympathy on the death of… = Позвольте выразить глубочайшее соболезнование в связи со смертью…

It was with great sorrow that we learned of the death of… = С глубокой скорбью узнали мы о смерти…

Please, also convey my sympathy to his family. = Пожалуйста, передайте мои соболезнования его семье.

I: CLOSING THE LETTER

Sincerely = Искренне

Sincerely Yours = Искренне Ваш

Yours Sincerely = Искренне Ваш

Yours = Ваш

Truly Yours = Искренне Ваш

Very Truly Yours = Искренне Ваш

Respectfully = С уважением ( только от низшего к высшему, используется редко, абсолютно не соответствует русскому "с уважением")

Cordially = Сердечно

Cordially Yours = Сердечно Ваш

Yours with love = Твой, с любовью

Kisses = Целую

I remain,.. = Остаюсь,…

Looking forward to continue co-operation, I remain,.. = С надеждой на продолжение сотрудничества, остаюсь…

J: EMPLOYMENT

to accept a position at another firm = принять должность в другой фирме

to hand over responsibility for… to Mr… = передать полномочия за… …

to have extensive international experience = иметь обширный международный опыт

the total salary would be… roubles = общая зарплата составит… рублей

K: BUSINESS ACTIONS

close collaboration = близкое сотрудничество

closer collaboration = более близкое сотрудничество

copyright = авторское право, копирайт

to sign a licence contract = подписать лицензионное соглашение

the licence rights = лицензионные права

supply and demand = спрос и предложение

by mutual agreement = взаимным соглашением

for an order = на заказ

without further delay = без дальнейшего промедления

on regular basis = на регулярной основе

on the following conditions = на следующих условиях

as per contract = в соответствии с контрактом

to do business = заниматься бизнесом

to do business with… = заниматься бизнесом совместно с…

to put up to auction = выставить на аукцион

to place an order = разместить заказ

to alter an order = изменить заказ

to cancel an order = отменить заказ

to withdraw a proposal = снять предложение

to find a proposal acceptable = найти предложение приемлемым

to assume liability (obligation) = принять обязанность

to be in force = быть в силе

to remain in force = оставаться в силе

to confirm that… = подтвердить что…

to carry on negotiations with… = проводить переговоры с…

to decline propositions = отклонить предложения

to meet informally = встретиться неофициально

to exchange ideas = обменяться мыслями

to come to an agreement = прийти к соглашению

to conclude a contract = заключить контракт

to break a contract = нарушить контракт

to give permission = дать разрешение

to impose a restriction on… = наложить ограничение на…

to insert an advertisement = разместить рекламу

to provide with financial support = обеспечить финансовой поддержкой

to take further steps = предпринять дальнейшие шаги

to obey the law = подчиняться закону

to have on hand = иметь в распоряжении

to further understanding and co-operation between… = к дальнейшему пониманию и сотрудничеству между…

The Company was established in 1967. = Компания была основана в 1967 году.

Our firm will provide Mr… with financial support. = Наша фирма обеспечит м-ру… финансовую поддержку.

Our firm has already signed a similar contract with another company. = Наша фирма уже подписала подобный контракт с другой компанией.

We are pleased (willing) to accept your terms (offer). = Нам приятно (мы желаем) принять ваши условия (ваше предложение).

I feel that we should be able to come to a compromise. = Я уверен, что мы сможем прийти к соглашению.

A signed contract would be sent directly to you for co-signing. = Подписанный контракт будет прислан прямо вам для консигнации.

The conditions may be discussed after your positive decision. = Мы можем обсудить условия после того, как вы примете позитивное решение.

Our terms are the following… = Наши условия следующие…

If you find our terms acceptable… = Если вы найдете наши условия приемлемыми…

Please, confirm the booking and tell me the terms. = Пожалуйста, подтвердите бронь и сообщите мне условия.

Your order will have our best attention. = Мы отнесемся к вашему заказу с особым вниманием.

Awaiting for your further commands. = Ждем ваших дальнейших указаний.

I have made a draft of the protest. = Я подготовил проект протеста.

We thoroughly examined the project. = Мы всесторонне изучили проект.

We would welcome the opportunity to co-operate with you. = Мы приветствуем возможность сотрудничества с вами.

The reason for the present delay is… = Причина настоящего промедления заключается в том что…

L: MAKING AND ANSWERING COMPLAINTS

by mistake = по ошибке

I have the legal right… = У меня законное право…

In accordance with law I request… = В соответствии с законом я требую…

Under article… of Geneva convention (1948). = В соответствии со статьей… Женевской Конвенции (1948).

In accordance with international practice… = В соответствии с международной практикой…

The cargo is in bad condition. = Груз в плохом состоянии.

The extent of the damages is now under investigation. = Размеры повреждений в настоящий момент выясняются.

I have to ask you to accept the responsibility for these damages (this accident). = Я вынужден просить вас принять на себя ответственность за эти повреждения (этот несчастный случай).

I am very disappointed about this fact. = Я очень разочарован по поводу этого факта.

We are not happy about the terms you are suggesting. = Нам не нравятся условия, которые вы предлагаете.

I have to decline all your claims. = Я должен отклонить все ваши претензии.

The contents of your letter have surprised us. = Содержание письма удивило нас.

I duly accept liability for… = Я должным образом принимаю ответственность за…

M: ARRANGING AN APPOINTMENT

a kind invitation = любезное приглашение

to be present (at/in…) = присутствовать в…

to accept an invitation = принять приглашение

to decline an invitation = отклонить приглашение

to ask for an appointment = просить о встрече

to fix the exact dates of arrival and departure = утвердить точные даты прибытия и отъезда

to reserve a single (double) room from… to… for… = забронировать одноместный (двухместный) номер с… по… для…

I look forward to seeing you. = Надеюсь увидеть вас.

I am sorry that I missed the opportunity of meeting you. = Мне очень жаль, что я упустил возможность встретиться с вами.

May I have the pleasure of inviting you to visit our firm? Могу ли я пригласить вас посетить нашу фирму?

I should be pleased to know what dates would be convenient to you. = Я бы хотел узнать, какие даты будут для вас удобны.

The travel arrangements for this visit will be made by our office. = Дорожные приготовления для этого визита будут сделаны нашим офисом.

We would welcome the opportunity to co-operate with you. = Мы с удовольствием будем сотрудничать с вами.

I could come at any time convenient to you. = Я могу приехать в любое удобное для вас время.

I am unable to accept your invitation. = Я не могу принять ваше приглашение.

N: RECOMMENDATIONS

a letter of recommendation = рекомендация

I am just writing a few lines to introduce Mr… = Пишу эти несколько слов, чтобы представить м-ра…

It gives me a great pleasure to introduce… = Я с большим удовольствием представляю…

The bearer of this letter, Mr…, is a… = Податель этого письма, м-р… , является…

This will introduce Mr… who will be grateful for any help you may be able to give him. = Настоящим письмом я представляю вам м-ра…, который будет очень благодарен за любую помощь, которую вы ему можете оказать.

I can sincerely recommend Mr… as a highly responsible and reliable man. = Я со всей искренностью могу рекомендовать м-ра… как очень ответственного человека, на которого можно положиться.

He is a diligent, loyal and trust-worthy in every way. = Он старательный, надежный и достойный доверия во всех отношениях.

It is my opinion that he would be a credit to your firm. = По моему мнению он будет … для вашей фирмы.

O: PROPOSALS AND PROMISES

a positive response on… = положительный ответ на…

with only two changes = только с двумя изменениями

to withdraw a proposal = снять предложение

on the following conditions = на следующих условиях

As promised… = Как было обещано…

We look forward to… = Мы надеемся…

As we requested… = Как мы уже спрашивали…

I should be very happy to… = Мне было бы очень приятно…

It is more possible for us to…= Для нас более возможно…

If you find our terms acceptable… = Если вы найдете наши условия приемлемыми…

In case out proposal would be acceptable… = В случае, если на предложение будет приемлемым…

If the above idea is attractive to you… = Если изложенная идея вас привлекает…

Does the idea appeal to you? = Вам нравится эта идея?

We would prefer to… = Мы бы предпочли…

We would like to make some changes in… = Нам бы хотелось внести несколько изменений в…

We shall do our best to… = Мы сделаем все возможное, чтобы…

I hope you will not mind… = Надеюсь, вы не будете возражать…

Литература

1. Богацкий И. С., Дюканова Н. М. Бизнес-курс английского языка. Киев, 1998 г.

2. Громова Н. М. и др. Ваш зарубежный партнер. М., 1992 г.

3. Громова ЕМ. и др. "Ваш зарубежный партнер", Москва 1992.

4. Израилевич Е. Е. Деловая корреспонденция и документация на английском языке. М., 2001 г.

5. Bonk N. A. "English For International Cooperation", Москва, 1992.

6. Lookianova N. "The Businessman's Companion", Москва, 1993

7. Littlejohn A. Company to Company. Oxford, 1989

8. Mckellen J. S., Spooner M. D. "New Business Matters.

9. Practice Materials For Business Communication in English", Oxford, 1985.