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Personal letters

Layour oF PERSoNAL LETTERs

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

While you need not observe all details of standard letter formin writing intimate letters, you will surely want to observe themcarefully in writing to a new acquaintance or to your aunt whom youhdve never seen.

Considerations of neatness, attractive arrangement and properstationery are important in all leffers. Naturalness and ease are theirchief essentials. You are free to use colloquialisms and looser con-structions of speech (provided you respect the rules of grammar) butyou must avoid the pitfalls of excessive pu.rposes.

Personal letters usually have one or more of the following pur-poses:

to thank;to send greetings or express your feelings about some oc-casion or event;to apologize;to invite;to make arrangements;

i,1.

i

UNIT I

PERSONAL LETTERS

UNIT I.

1.

The Heading

2.The Salutation

3.

The Body

- to make or renew contact with someone;

- to give news;- to request news,;

- to accompany enclosed material (photos, gifts, etc.);

- to reply to another letter.

Personal letters usually consist of the following parts:

Usually placed in the upper right-hand cor-ner of tlre page gives tlrree pieces of informa-tion in which your correspondent may be

interested: the address of the sender,(yourstre,et, your city and state, separated by a

comma); the date With a comma between the

day and the year.

Do not crowd the heading. It should not be

placed at the very top ofthe page nor should

it reach the right-hand edge ofthe paper.

E.g.l 4, Hathaway Drive,Mount Royal, EdmontonCanadaOctober 16,1999

The salutation is placed a short distance

down the page from the heading, and it is

begun at the left-hand margin. It is usuallyfollowed by a comma, not a colon. In a

friendly letter almost any salutation is per-

missible, but Dear - is always proper.

The body of a friendly letter, the letter itself,should begin directly below the end of the

salutation. Avoid such outdated formalitiesas "Hoping to hear from you, I remain", or "lam", etc.

Personal letters

4.The Glosing

5.The Signature

The closing, or leave-taking, follows justbelow the final line of the letter, It is. begunjust to the right of the middle of the page andis usually followed by a comma. Althoughyou may use whatever closing you wish,"Sincerely", "Yours Sincere[y" is alwaysproper. "Yours truly'' and "Very truly yours"should be used only in business letters.

Write your name below the closing. Centre itunder the closing .

Yours sincerely,Helen

Sltuple LETTERS

a) Study the following personal sample letters, get ready tocomment on their layout. Pay attention to the way thesender's address is written.

Make use of the vocabulary.

22 Church RoadSeattle, California, USAJune 17, 1993

De4r Jane,

Greetings and good wishes to all of you. We have appreciated vefymuch your letters, your cards, your expressions of good will, indeed, yourfriendship. You must be near the end of another term and preparing forsumrner. I hope you get some time for what we call R&R (Rest and Recrea-tion).

We hope you aie in good health and managing to survive the manypitfalls of life in a country in the midst of drastic change. At least, you can3ay you are participating in historic times - little compensation, I know,when the needs of everyday life are so hard to come by.

1.

UNIT I.

John and I really enjoyed our two and a half month sojoum to the de-

sert this year. We got a good rest, hiked in some interesting new areas, en-joyed swimming and hot baths, and read a lot of books. We also met a,lot ofinteresting people from Canada. Many retired Canadians escape their severe

weather by coming for winter to our southern deseft areas.

First thing we had to do when we returned home was to touch base

with all our family. We made the rounds to visit son John Jr. and family inSacramento and daughter Janet and family in Redding.

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

notes, writing, etc.

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

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

Maria and John

I u) corrent on the paragraphing

Little Fence CrossWest Harrington,Wales, BAS 3ED UKMarch 21st,1994

Dear Stephen,

Firstly thank you so much for your wonderful letters, and for the pic-tures. I am a little late in replying, so please excuse me. We were very inter-ested in your elucidation of the social, economic and historic scenario inyour country, and we have shared this with family and friends who are alsoso anxious to keep abreast ofthe news.

Today is March 21st and "technically" is designated as "the first day

of Spring". Even as I write, it is about 9 C outside, the sun is shining across

the moors and resting on the fields, and there is feverish activity along the

Personal letters

Iiont garden wall as the blackbirds vie for the pole nesting locations! Sotoday is springlike.

Well, now some family news. Firstly, my dear Mum, Margaret, fell illwith the virulent flue virus which has swept through the country in the lastfew months. She was quite poorly for three weeks and had to stay in bed.Thanks God I live near enough to visit her each day, doing her householdchores, shopping, cooking, etc., and generally keeping an eye on her. She isnow up and about and gaining in strength, but she feels liustrated that shehas l<tst some of her former energy.

Well, I must close and catch the post. Once again, our most gratefulthanks for your letters. Now, as the Easter festival approaches, we wish youa joyous celebration as this special time.

Please convey our very best wishes to Helen and Max and their family.

From Ebb and myself every good wish.

Ebb and Carol

I c) Whom may the letter be to?I

Soave Boarding HouseBeach Avenue,Brighton,lOth August, 2000

Dear Ralph,

On holiday at last! This is what I was looking forward to for weeks. I

wonder if a holiday at the seaside is the same in your country as in Britain?I'll tellyou what it's like in Brighton anyway.

Everyone goes to the beach, ofcourse, and even when the weather'svery warrn you can see the families there wrapped up in sweaters shelteringnext to their windbreaks. Some children like to make sandcastles, while oth-ers enjoy paddling or playing ball. Sometimes there are donkeys on thesands for the children to ride on, but best ofall is the Punch and Judy Show.Punch is a wicked man who keeps hitting people (even his baby!) - and hiswife, Judy. It's very funny!

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

UNIT I.

There are also certain kinds of what'people eat at the seaside. Ofcourse, no seaside holiday would be complete without fish 'n' chips! They

sell a lot of ice-cream as you can imagine, as well as candy floss (made from

sugar and water) and rock. Rock is a hard sweet usually shaped like a stick,

but the clever thing is that there's writing on it which goes all ,the w4y

through. I don't know how they do it.

Anyway, to end this letter here is a seaside joke -Question: 'What do sea monsters eat?' Answer: "Fish and ships!'

Best wishes,

Christopher

Notes:big dipper - small carriages on a big curved track that take you

up and down through water at the fairfunfair - an amusement parkto paddle - to walk in water just in few inches deeppiel - metal construction stretching out to seawindbreak - smth. made of cloth which is used to give protec-

tion from the wind I

d) Who may the letter be written to? What new informa-tion have you come to know from this letter? Comment on

the layout of the letter below.

High Trees,Hills Road,CambridgeJuly 3'd,2oo1

Dear Anna,

I have been studying English in Cambridge for two months now, and

I have had a wonderfultime.

Perhaps, the most exciting thing that has happened'to me was'going

to a May Ball. Let me explain - every year in June (although they're'calledMay Balls!) the colleges organise big dances with lovely food and cham-

pagne served from marquees in the college grounds. The dance goes on all

night, and then, at dawn, people take a boat and have breakfast on the river.

l0 il

Personal letters

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

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

On Saturday I went down to the river to watch the 'bumps', which is

a rowing competition between colleges. Each boat tries to overtake or'bump' another boat. Lots of people got wetl

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

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

Lots of love,Frieda.

Comments:

Even though colloquial English is used most of the time, hereyou should note the characteristics of the more formal type of afriendly letter, eveh though most of the letters you write arevery informal. Of course, a friendly letter, like any social con-tact, should reveal an understanding of good manners.

Exencrses

Exercise I Read the letters and identify colloquialisms and units ofI a formalcharacter.1. I

Exercise

2.

Group the words expressing such functions as greet-ings, gratitude, encouragement.

UNIT I.

Read the letter below and discuss which of the,,qul'1poses are covered in it (Are some purposes rnore lm-portant than others? How do you know?)

l l, North RoadSouthtownSurreYA beautiful sunny l9-th of November

Dear DianatAt last I have found a quiet moment (Sally snores away upstairs) to

write and enclose some photos and to say thank you for the fantastip jumper.

It looks great - all my friends want one just like it' :

Life goes on at 107 much the same as when you left. My work is now

finished und ro I find I never know what to do with myself in Sally's sleep

times - will I sew, garden, write leffers, do my tax (boring!), clean the house

(more boring), etc. of course, sally is usually awake before I've done any-

thing.

Guess what - i've become involved in local politics - can you be-

lieve it - ME? It's to do with high-rise buildings in the suburb. Unfortu-

nately, the meetings start at 9.30 p.m. (yawn). If I stay .awake they're very

interesting.

Bruqe has taken up Judol We try nol to laugh when he gets into "py-jamas" (as Sally calls them). Anyway, he loves it.

Ah. There's Sally - must go. Look forward to seeing you on the long

weekend in January. Hope all is well. Thanks again for the jumper'

Love, Sarah.

P.S. The photos were taken in September at the lake.

Discuss the questions:

1. How is the date unusual in the above letter?2. What other ways of salutation have you come

across?3. How does the writer of this letter set the scene?

Exercise

3.

Exercise

4.

4.5.b.

7.

What purposes does she mention?What is the topic of each paragraph in this letter?What punctuaiion marks seem unusual?What are the closing phrases in this letter? Haveyou seen others?Where does the information in this P.S. belong to?

12 t3

Personal letters

Exeibise

5.

Sometimes you need to write very short letters whichhave; only one purpose.,Decide what is the,purpose of these letters. (Use thelist given in the introduction.)Study the undgrlined words, they will be useful in yourown letters.

a),Dear Chris,

June 12, 1988

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

Regards,Nick.

2 Short St,New Town616/87

" Dear Mary and family,

I was very sad to hear about your Mother's sudden death. Please ac-cept mlr deeoest sympathy. I only met her briefly, but remember her as awarm and generous person.

to gome down for the funeral. If there is anyway I e know.

Your sincerely,Graham

c) ,,. : , ,

Dear Anna,

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

, r See,you soon. ,

Love F.

Personal letters

60 Stacey St,Banksia6/5/88

Dear Mr, and Mrs. Price,

Hello. I'm writing to introduce mvself. My name is Katherine Peters,

and I'm s a for about 6 months. I'm a friend of Mark's and

he told m I'll be,in Brisbane on the 24th and I wondered if 'you'd rnind if I called in. I shall ring first.

Best wishes.K. Peters

26th Feb

Dear Erica and Jo,

e birth of Joanna.

that everything went well and that you're

back at home already. I will send something suitable soon. Till then, take

care ofyourselves and ofJoanna. ofcourse.

Much love,Tim and Jane

d) l) Well, I've finally done it -I've got my licence. I wos sickof everyone nagging me

II) The big news is - I'm inlove! I'm the happiest! I'veever been

III) Gina is now at school.She loves il - thank Goodness!

IY) I've just returned from aweekend in Perth - had agreat time catching up on allthe news.

Y) Xmas was exciting inTower this year. We had ababy born in the next door flaton Xmas Eve, a surprise over-seas visitor for Xmas dinner,

and then, on Boxing Day, the

dog had 6 pups!

Exercise

8.

A, Have you been back lately?Lots of changes. You wouldntrecognize Xavier St.

B How was yours? I bet youcan't beat that for excitement!

C How about you? Have youchanged your mind about it? Iremember how you hated the

lessons.

D Has William started yet or ishe still only 4 (I've forgotten)?

E Which reminds me, how's

Mauro? Are you still together?

e)

Perhaps Gail has told you about the new man in my life Paul

Schleger sometimes I cant quite believe that there is really

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

maybe moving back to Brisbane while I am in Brisbane

Now but moving to Perth why is love always so dfficult

Exercise

6.

Exercise

7.

This paragraph from a personal letter needs punctua-tion.Read it first for general meanlng.

Below are five extracts from personal letters. Theyhave been divided into two parts. Match the parts on

the left (news) with parts on the right (related ques-

tions).

- Think of someone you would like to write to at themoment.

- Think of the areas of his or her life that you would liketo know: somdthing about sport, study, family, otherfriends, etc.

- Write a paraEraph asking questions about these ar-eas.

- Finish your letter:

Well, I must stop now. What's your news?

That's all the news from this end. What about you?

No more news to tell. Write soon and tell me yours.

Anyway - I mustfinish now. Whatb happening in your life?

14 t5

UNIT I.

Exercise

9.

Dear Ella,

time work - how's it going?

Personal letters

a) The lbtter below is a reply to another:letter. Find theparts that tell you aboutthis. lt will,be helpful to you in

(b) bnd exercis"es' 10 and 11 . ' '

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

All seems a long time ago now - I've been working for 6 weeks. I

really enjoy it - though it's very'busy. Glad tci hear you've got some part-

. What great news! You may be back at the end of the year. I'll keep

on the lookout for jobs - would you like me to send you some advertise-

ments?

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

Must stop now - I'm at work and have lots to do.

Exercise

10.

a) organising your thoughts into paragraphs helps your

reader to understand your meaning.

- Think of someone who you have not seen for a long

time.- Wr:ite down about five areas of activity in your lifewhich would be of interest to this person (work, study,

family, etc.).

- Use these areas as topic headings. Underneath

each, write down related events, comments, questions

and so on.

Write soon,Vin

PS Thanks for those newspaper clippings - they were very interest-

i"g. ' -

PPS You mentioned Tim Payne - what a surprise him living like that

- had any ngws lately?

b) Sometimes you might begin a letter by referring toall the news contained in the letter you received. Lookat this writer's first paragraph.

Dear Rosa,

Thank you for your long, long letter. What a lot of news you had to

tell! Congratulations ion your terrific pass - well,done! But what's this about

stopping work?r I was shbcked - think carefully about it, won't you? Great

newsiabout Ch.M. - I look forward to seeing her.

This may help youSport

-joined local soccer team

- hurt shoulder - had to stoP

- improving now - begin again in MaY

- still follow Spartak - go almost every weekend

Exercise

11

b) lf you wish, continue 'with the letter above, using

your notes to write more paragraphs.

- Write a beginning and an ending for your letter'

(Other letter samples in the unit will help you')

- Send your letter.

Choose two or three of the situations below and write

the letters. Make them realistic by including personal

details of your current activities.

a) You have just received some p riend

who visited you last month. You wr anks

and tell your friend briefly what ha your

life since then.

17

UNIT I.

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

c) Years ago you met and travelled with a person fromanother country. Suddenly you receive a ,letter fromhim/her, telling you that he or she is coming to live inAustralia. You write a letter back and include some ad-vice for your friend's first days in the country.

d)You have just moved from another city. you aremissing some close friends you had there. you write aletter telling them how you feel and describing your firstfew weeks in your new city.

9) You are planning a trip to another part oJ the country.You write to some friends who live there, telling them ofthe trip and expressing your wish to see them.

f) You received a letter from your parents telling youabout a friend's sickness. You write to the friend andinclude some news of your family and of your activities.

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

h)A family member has gone to live overseas for ayear. He or she has been gone for four months nowand you have not had a letter. you are rather annoyedand so you write a letter.

l) Some friends have written to invite you to spend theholidays with them. You write back expressing yourthanks and telling them whether or not you can go.j) Someone has sent you a gift for your birthday. youwrite a letter of thanks and tell them about youi Oirtn-day celebration.

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

Personal letters

PensonAl LETTERS FoR DIFFERENT

OCGASIONS

1. a) LETTER TO MOTHER

Dear Mothert

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

by your hand even if it gives no meaning.

Please, do droP a word.

Yours,Jack

b) REPLY TO ABOVE

Dear Jackie,

May God look after you wherever you go'

Yours,MummY

2. a) LETTER TO FATHER

Dear Daddy,

I am running short of something. We are always running short of one

thing. You know what that thing is?

Yours,Mary

b) REPLY TO ABOVE

Dear MarY'

I am sending something by M'O' tomorrow' If it isn't enough, see

through the month somehow.

lncidentally I am myself running short of that thing. when you grow

up, work hard, eam and save, you will understand my words'

With best wishes.

Yours,DaddY

IB t9

UNIT I.

3. APOLOGYFORLATEREFLY ;. i' .:i r',irDear Auntie,

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

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

I wish you had joined the colourful crowd of people on the field outof town singing to the accordion accompaniment songs so popular amongEnglishmen to commemorate those who couldn't be with us.

Yours affectionately,Barbara

4. ENQUIRING ABOUT HEALTH , :

Dear Uncle,

We are all here anxious to know about your health. We have received '

disturbing news of your suffering from cough and cold during the, curentcold wave in Somerset. Why don't you come over to Brighton? l

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

Yours lovingly,Claire

5. CONDOLENCE LETTER

Dear Auntie )

My heart reaches out to you in your bereavement. I wish I could fly '

to be with you at this moment of great family sorrow.

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

Yours,Emily

20

Personal letters

6. a) INVITATION LETTER

Dear Pat'

I for the

would b us the

summer lonelY

fact, be domes

here as soon as possible.

Yours affectionately,June

b) REPLY TO ABOVE

Dear June,

Pl invitation' But I am afraid the

situation e' I have to take my examina-

tion next cause it is likely to disturb my

time-tabl es there' Mother, you know, is

of stay at-home nature. As to the children they are crying for sea rather than

for the hills.

Anyhow t am trying to take my family with me, and will send you the

final reply next week' yours lovingly,

Pat

7. a) SENDING MEDICINES

Dear Mother'

I am sending you a packet of first-aid medicines as desired by you'

Instructions on all these medicines are given and these should be carefully

followed.

Further I am enclosing a book prescribing remedies for simple ail:

ment

Jane

21

UNIT I.

b) RBPLY TO ABOVE

Dear Jane,

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

It was very nice ofyou to have sent that nice packet, because here inthe mountains medicines are more vital than meals. Thanks a lot.

YoLrrs lovingly.Mum

THANK-YOU LETTER

Dear Aunt Mary:

Personal letters

I know of nobody who would accept the responsibilities of an Execu-

tor more conscientiously than you. Therefore may I fill in your name as Ex-

ecutor of my will?

I know it is a thankless job, but if you say yes, it will go a long way

to give peace to my soul after death, because I will have the satisfaction that

the future of my son is very safe.

Yours,Uncle John

b) REPLY TO ABOVE

Dear Uncle,

Very much aggrieved at your fears. I am afraid you are unnecessdrily

bothering yourself about the future of your son. If at all, to our misfortune,the inevitable comes, believe me, the future of your son will be wellguarded.

8.

What a simply gorgeous Christmas gift! A fitted bag is somethingI've wanted for a long time, but could never get for myself.

Thanks you so much, Aunt Mary. I,ll have the bag for years andyears, and I'll think of you with gratitude and affection every time I use it.

Lovingly yours,Carolyn

Dear Mrs. Carter:John and I have been displaying your christmas gift with great preas-

ure and pride.

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

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

Sincerely yours,Carolyn Brewster

a) MAIilNG AN EXECUTOR OF WILLDear Jim,

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

permission to name me as the Executor of your

Yours affectionately,Jim

You hardly need mywill.

9.

22 23

UNIT II.BUSINESS LETTERS

UNIT II

Lrvour oF BUSTNESS LETTERS

Today.writing business letters has become a fine aft that em-bodies the cross techniques of psychology, journalism, advertising,public relations, and the graphic arts.

Business letters are the essential means of communications inindustry and commerce. In many cases the quality, sinceriry effec-tiveness of a oompany's letters determine its success or failure.Many organisations retain professional correspondents to handlebusiness letters.

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

To make yourbusiness world, youtechniques:

1. I Wrlt" from the 'you' attitude.

Test the effectiveness of your letter on this point, count thenumber of Is and yours in your letter and then compare. A good let-ter should have a preponderance of yours and a minimum of Is. Yourletter should have the reader's viewpoint in mind throughout thetext.

E.g.I: I was very huppyprovided suffi cient informationus.

business letters effective in terms of today'sshould make use of four basic psychological

to hear that my letter of January 5thfor the completion of the order for

24

Business letters

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

It is a universal truth that one of the most pleasant sounds toan individual is his own name. To get the 'you' emphasis, some cor-respondents include in the letter the name of the person to whomthey write:

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

2. N Accentuate the positive.

Even a letter that has to say "No" can be written from a posi-tive point of view. Make it an absolute rule never to start or end yourletter with a negative, avoid words with negative connotation, suchas argument, careless, complaint, disagreeable, error, neglect, unfair.

Positive: Thank you for your order. The merchandise will goout to you as soon as

Negative: We regret to inform you that we will not be able toship your order until

3. ! U"X" your letters smile.

A business letter should have a pleasant impression. Get asmile into your letter, a bit of your personality. A sour letteq com-plaining undertone is comparable to a surly manner in your conver-sation.

Here are some friendly phrases you can and should usefreely:

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

4. I u"t" your copy tive.

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

UNIT II.

A good business letter has a definite character, it reflects thepersonality of the company as well as that of the individual. A lettershould be spoken. Imagine that the reader is right there with you.

Many letters begin with 'breath-catcher' - a wasted phrasethat helps the writerto get into the body of the letter. Here are sometips: we are pleased to announce, above mentioned, in the near fu-ture, according to our records, owing to, as a matter of fact, so advise ,us, as the case may be, the above, as per, the party, at an early date,we are writing to tell you, at hand, we beg to advise, at the presentwriting, we take pleasure, contents noted, we wish to state, due tothe fact that, your esteemed favour.

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

Writing a letter your first purpose is to insure that the letterwill be read. An attractive letterhead, a good quality of white bondpaper, neat typing, wide margins short paragraphs create a good im-pression.

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

A business letter is made of the following six parts:

Heading: Business firms use stationery bearing their letter-head, the date supplied iri the heading. It may be placed at theright or in the centre. When you write a business letter withouta letterhead, you must give a complete heading: street addresson the lst line; city and state on the 2nd line with a commabetween them; date on the 3d line with a comma between theday and the year.

Business letters

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

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

a. If you are writing to a firm or group, the proper salutationis Gentlernen followed by a colon (for the USA) or Dear Sirs fol-lowed by a comma (for the UK).

b. If you are writing to a specific person but know only hisofficial position and not his name, the correct salutation is Dear Sii(Dear Madam).

c: If you are writing to an individual and have used his namein the inside address, the proper salutation is Dear Mr. - or My dearMr.(dear is not capitalised).

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

Body of the letter: This is the actual subject matter. A busi-ness letter should .observe the 5 C's of business correspon-dence: correctness, clearngss, conciseness, completengss" andcourteousness. The 1st line of the body of a business letter isplaced 2 Iypewriter spaces below the salutation.

To make the picture attractive, make the letter freeof erasures.

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

2.

3.

4.

1.

26

5.

27

UNIT II. Business letters

Sample letter structure

This can be spread across the ttop of the page, or else on theright

DAT DELIVERIESINTERNATIONAL Unit2TlPerimeter Road Street HemelHempsted Herts. HE9 4EQ

Not compulsory, unless madeso by the question.

Other ways are possible:l9th Sept.

l gth Sept.g l .The date mayalso be placed below thesender's address if it is.onthe right.

Full Stops after Mrs and Dand commas after the lines ofthe address have not been

used here, although this is

also acceptable. Commonpractice is still to use fullstops after Ltd. and Rd.

The subject line is under-lined (without the use ofSubject or Re)

The paragraphs all begin atthe left margin witho0t in-dentation. Yours sincerely ifyou use the addressee'sname, Yours faithfully if youbegin Dear Sirs. Some varia-tions are acceptable (e.g. USSincerely yours)

Signature

Writer's name. One may addMr or Mrs or Ms in bracketsafter the name.

Writer's job title, underlined.

€ As appropriate.

€€

€Your refiOur ref:

19 September 1991

1991

Mrs D Mascoli,Sieaker OrganizerBeeline Conferences Ltd.

Piazza 535

Chelsea

LONDON

SWIG ITZDear Mrs Mascoli

Proposed system installation

Thank you for. . ,

Yours sincerely,

€

€

€

S u pplenaENTARY coMMENTS

1. 'Private and confidential'This phrase may be within the head of a letter, and more im-

portantly on the envelope, in cases where the letter is intended onlyfor the eyes of the named recipient.

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

2. Subject titles

Some firms open their letters with a subject title. This pro-vides a further reference, saves introducing the subject in the firstparagraph, irnmediately draws attention to the topic of the letter, andallows the writer to refer to it throughout the letter, It is necessary tobegin the subject title with Re; Application for the.post of a typist.

3. Cqpies

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

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

€

28 29

UNIT II,

4. Complimentary close

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

5. Signatures

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

It is, to some extent, a matter of choice whether you sign withyour initial(s) (D.Jenkins) or your given name (David Jenkins), andwhether you include a courtesy title (Mr, Mrs, Ms) in yodr signatureblock. But if you give neither your given name nor your title, yourcorrespondent will not be able to identifl your gender and may giveyou the wrong title when helshe replies. It is safer, therefore, to signwith your given name, and the safest of all to include your title.

Including titles in signatures is, in fact, more common amongwomen than among men, partly because many women like to make itclear either that they are married (Mrs) or unmarried (Miss).

It also possible to include the title in the typewritten signature,usually in brackets, as in these two examples:

Yours faithfully,

T Shurgold

(Miss) T.Shurgold

Mr G.Penter

49 Memorial Road

ORGPINTON

Kent

BR6 9UA

Yours sincerely

Howatt

J.Howatt (Mr)

Messrs W.Brownlow & Co

600 Grand Street

LONDON

WIN 9UZ

UNITED KINGDOM

30

Business letters

Exercise

1.Analyse the structure of the sample letter below.

SOUNDSONIC Ltd.

Warwick House, Warwick Street, Foresl Hill, London SE23 IJFChainmanJohn Fralnks O.B.E. Directors S.B.Allen M.Sc., Ignot, r Lichens B.A.

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

Your rqf:

Our ret DS/MR

' Date: 2l July 2000

Ms B. CaseinBredgade 51

DK 1260Copenhagen KDenmark

Private and confidential'

Dear Ms Casein,

Subject title :- Non-payment of invoice 322/17

I am sorry to say that, despite several reminders, you have not yetpaid the above-mentioned invoice..Unless, therefore, the account is clearedwithin 14 days of th3 above date, I shall have no alternative but to place thematter in the hands of our solicitors.

Yours sincerely,Mary Raynor (Ms)p.p.D.SampsonSales Manager

Copies c.c. Messers.Poole & Jackson Ltd., Solicitors

Exercise

2.Make up a scheme of the letter structure

3l

UNIT II.

Here is the firm''s reply to the letter from the prospective cus-tomer in Denmark. It shows some further features of a normal busi-ness letter, and its layout (blocked, open punctuation, etc.) whichthis book regards as Standard.

SOUNDSONIC Ltd.Warwick Hguse, Warwick Street, Forest Hill, London SE23 lJFChuirman John Franks O.B.E. Directors S B.Allen M.Sc.,N.trgnot, R.Lichens"B.A. ..: ,,-.r I

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

Letterhead , ''' I

Business letters

7. Too long

There are a number of things wrong with a letter of this sort.Though it tries to advertise the products and the company itself, it istoo wordy. There is no need to explain that stores or shops are stock-ing for Christmas; the customers are aware of this. Rather than drawattention to certain items the customer might be interested in, theletter only explains what the customer can already see, that there is awide selection of watches in the catalogue covering the furr range ofmarket prices. In addition, the writer goes on explairring which coun-tries the firm sells to, the history of the company,,and its rather.un-impressive rhotto.

Dear MiArrand,Thank you very much for your enquiry of 5th in November which we

received today. We often receive equiries fiom large stores and alwal,s ,are1-

come them, particularly at this time of the year when we know that you willbe stocking for Christmas

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

Enclosed you will also find our price-list giving full detaits on c.i.f.prices to London and explaining our discounts which we think you will findvery generous and which we hope you will take full advantage of.

we are ready to offer you further information about our products andcan promise you personal attention whenever you require it. This service isgiven to all our customers throughout the world, and as you probably know,we deal with countries frorn the Far East to Europe and Latin America, andthis fact alone been established for morethan a hundred years and has made our motto a household world - Time forEveryone.

References

Ms. B.CaseinBredgade 51

Dk 1260Copenhagen KDENMARK

Dear Ms. Casein,

Thank you very much for your enquiry which we received today.

I am,enclosing our catalogue and price-list for the equipment yousaid you were interested in. I would like to.draw yopr'attention to pages 3 l-35 in the catalogue where you will find full detaild of the Omesa range.

We would welcome any further enquiries you have, and look forwardto hearing from you.

Yours sincerely,Mary Raynor (Ms)p.p. D.SampsonSales manager

Your ref 6 Mqa 2000

Our ref DS/MR '

Date llth May 2000

32 ??

UNIT II.

Once again may we thank you for your enquiry and say that we look

forward to hearing from you in the near future?

Yours sincqrely,R.S.Thompson,Sales Manager

8. Too short 'There are a number of points missing from this letter, quite

apart from the fact that, since the writer knew the name of his corre-

spondent he should have begin the letter Dear Mr Arrand and ended

Yours sincerelv.

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

enquiry.

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

sent.

3) Even if a catalogue is sent, the customer's attention should

be drawn to particular items that would interest him in his line ofbusiness. He might be concerned with the upper or lower end of the

market. He might want moderately priced items, or expensive ones.

There may be a completely new line that should be pointed out to

him.

4) A price-list should also be included if prices are not listed

.in the catalogue, and any special discounts that are available should

be quoted as well as deliveryz dates if possible.

Dear Sir,

Thank you for your enquiry. We have a wide selection of watches

which we are sure you will like.

We will be sending a catalogue soon.

Yours faithfully,R.S.Thompson,Sales Manager

34

Business letters

9. The right length

Here is a letter that is more suitable.

Dear Mr Arrand,Thank you for your enquiry of 5'r' November.

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

Though you will see we offer a wide selection of watches, may we

draw your attention to pp.3 l-36 in our catalogue which we think might suitthe market you are dealing with? And on page 25 you will notice our latest

designs in pendant watches whjch are becoming fashionable for both men

and women.

As you are probably aware, all our products are fully guaranteed and

backed by our world-wide reputation.

If there is any further information you require, please contact us.

Meanwhile, we look forward to hearing from you soon.

Yours sincerely,R.S.Thompson,Sales Manager

Note:

Your letter should be neither too long nor too short. lt is betterto include too much information than too little. Your readercannot read your mind. lf vou leave out vital information, hewon't know what he wants to know, unless he writes backagain and he may not bother to do that. lf you include extra in-formation, at least he'll have what he wants, even though hemay be ifritated by having to read the unnecessary parts. Pro-vided, of course, that you include the vital information as wellas the extras:'the worst letter of all is the one that gives everypiece of information about a product: except the price. f

CAJJ

UNIT II,

AoonesstNc ENVELoPES

Envelope addresses are written in a similar way to inside ad-

dresses but, for letters in or going to the UK, the post-code is usually

written on a line by itself at the end of the address, and the country is

written in capital letters.

Onoen AND SEQUENcE

As well as containing the right amount of information, your

letter should also make all the necessary points in a logical sequence'

with each idea or piece of information linking up with the previous

one in a pattern that can be followed. Do not jump around making a

statement, switching to other subjects, then referring back to the

point you made a few sentences or paragraphs before.

1. Unclear sequence

Consider this badly-written letter. There is no clear sequence

in the letter, which makes it difficult to understand.

Dear Sir,

We are interested in your security system. We would like to know

more about the prices and discounts you offer. A business associate ofours,

DMS (Wholesalers) Ltd., mentioned your name to us and showed us a cata-

logue. They were impressed with the security system you installed for them,

so we are writing to you about it. Do you give guarantees With the installa-

tions?

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

might suit our purposes. DMS had nstalled, but as we men-

tioned, they are wholesalers, while of stores. We would like

something that can prevent robbery , so the Secure 15 might

suit us.

How long would it take to install a system that would serve all de'

partments? Could you send an inspector or adviser to see us at some time?

Business letters

If you can offer competitive prices and guarantees we would put yoursystem in all our outlets, but initially we would only install the system in ourrnain branch.

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

Yours faithfully,R.S.Thompson,Sales Manager

2. Clearsequence

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

and information are in logical order.

Dear Mr Jarry,We are a chain of retail stores and are looking for an efficient secu-

rity system. You were recommended to us by our associates DMSgWholesalers Ltd, for whom you recently installed an alarm system, theSecure 18.

We need an installation which would give us conrprehensive protec-

tion against robbery and shoplifting throughout all departments and the Se-

cure 15 featured in your catalogue appears to suit us.

However, if one of your representatives could come along and see us,

he would probably be able to give us more advice and details of availablesystems.

Initially we will test your system in our main branch, and if success-

ful, competitive quotation and full guarantees for maintenance and servicewould be necessary.

Please, reply as soon as possible as we would like to rnake a decisionwithin the next few mqnths. Thank you.

, Yours sincerely,R.S.Thompson,Sales Manager

36 37

PlanuNG YouR LETTER

tion in t]re right order.

Here, for example, is a plan for a letter

1st paraacknowledge enquirY

2nd paraenclose catalogue, Price-list

3rd Paradraw attention to watches suitable for Mr' Arrand' and

latest designs

4th Paramention guarantees and ieputation

5th Paraencourage further contact

1. First ParagraPhThefirstsentenceorparagraphofaletterisanimportantone

since it sets the tone of the letter and gives your reader his impres-

sion ofyou and Your company.

Business letters

b) Thank you for your letter of 19 August which I received to-

day. We 6 the industrial floor coverings

you asked ll find a catalogue illustrating

our wide used in factories and offices

throughout the world.

2. Middle paragraPhs

This is the main part of your letter and will concern th€ points

that need to be made, answers you wish to give, or questions yott

wantto ask. It is in the middle paragraphs of a letterthat planning"is

most important, to make sure that your most important points are

rnade clearly, fully and in a logical sequence.

3. Final paragraph

When closing the letter, you should thank the person for writ-

ing, if your letter is a reply and if you have not done so at the begin-

ning. Eneourage further enquiries or correspondence, and mention

that you look forward to hearing from your correspondent soon. You

may also wishto restate, very briefly, one ortwo of the most impor-

tant points you have made in the main part of your letter. Here are

some examples:

a) Once again thank you for writing to us, and please contact

us if you would like any further, information. To go briefly over the

points I have made - all prices are quoted c.i.f. Yokohama; delivery

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

made by bank draft.

I look forward to lrearing from you soon.

b) I hope I have covered- all the questions you asked, but

ptease contact me if there are any other details you require. May Ipoint out that the summer season will soon be with us' so.please

place an order as soon as possible so that it can be,met in good time

for when the season starts.

I hope to hear from you in the near future.

c) We are sur6 that you have made the right choice in choosing

this particular line as it proves to be a leading seller'

38 39

UNIT II.

If tliere is any advice or further ir-rformation you want we shall

be happy to supply it, and look forward to hearing from you.

Srvle AND LANGUAGE

L. SimplicityCommercial correspondence often suffers from an old-

fashioned, pompous style of English which complicates the message

and gives the reader the feeling that he is reading a language he does

not understand. In this letter, all the writer is trying to do is explain

why he delayed paying his account, but, because of the style, the

letter is too long, and is difficult to write and read.

Dear Sir,

I beg to acknowledge the receipt of your letter of the l5th inst. in

connection with our not clearing our account which was outstanding as at

the end ofJune.

Please accept our profuse apologies. We were unable to settle thismatter due to the sudden demise of Mr. Noel, our accountant, and as aresultwere unaware of those accounts which were to be cleared. We now, how-ever, have managed to trace all our commitments and take pleasure in en-

closing our remittance for $620 which we trust will settle our indebtedness.

We hope that this unforeseen incident did not in any way inconven-ience you, nor lead you to believe that our not clearing our balance on the

due date was an intention on our patt to delay payment.

We remain, yours, etc.

Here is the simpler version of the letter. Mr. Aldine will be

satisfied with it because it tells him, in a simple and clear style, whathe wants to know. First, his customer remembers his name. Second,

he apologised. Third, Mr. Aldine knows his was not the only account

that has not been paid, and knows why. Finally, he has his cheque.

Dear Mr Aldine, '

I am replying to your letter of 15th July asking us to clear our June

balance.

Business letters

I apologise for not settling the account sooner, but due to the unfor-tunate death of Mr. Noel, our accountant, we were not able to settle any ofour outstanding balances.

Please, find enclosed our cheque for $620, and accept our apologieslbr any inconvenience.

Yours sincerely,R.S.ThompsonSales Manager

2. Courtesy

Your style should not, howeveq be so simple that it becomes

discourteous. Here is an example of a letter that is so short and sim-ple that it sounds rude.

Dear Sir,

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

not cleared within the next ten days.

Yours, etc.

In this version of the same letter, notice the stylistic devicesthat are used to make it more polite: complex sentences, joined byconjunction, rather than short sentences; passive rather than active;full fonns rather than abbreviated forms.

Dear Mr. Rohn.

I refer to the previous letter sent on l0th October in which you were

asked to clear the balancb of $591 which has been outstanditrg since July. Asyou did not reply to the letter you leave little choice for me but to place the

matter in the hands of solicitors. However, I am reluctant to do this and am

offering you a fufther ten days to settle the accourtt.

Yours sincerely.R.S.ThompsonSales Manager

3. Idioms and colloquial ianguage

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

40 41

UNIT II.

avoiding pompous language on the one hand and informal or collo-quial language on the other hand.

A letter may be given the wrong tone by the use of inappropri-ate vocabulary, idioms, phrasal verbs, and short forms, among otherthings. Here are a few examples of each, together with a preferred

alternative: j

Wrons Risht

you've probably guessed

you'll getyour money back

to go into property

a couple of hundred quid

prices are at rock bottom

prices have gone through the roof

you probably know

the loan will be repaid

to invest in properfy

two hundred pounds

prices are very lowprices have increased rapidly

These are perhaps extreme examples, but the general point isthat you should be very wary of using idiomic or colloquial languagein your letters. Apart from the danger of being misunderstood if yourcorrespondent is a non-native speaker of English, you may also give

an impression of over-fami liarity.

CmRtrv

Your corrgspondent must be able to understand what you have

written. Confusion in correspondence often arises through the lack

of thought and care, and there are a number of ways in which it can

happen.

1. Abbreviations

Abbreviations can be useful because they are quick to writeand easy to read. But both parties need to know what the abbrevia-tions stand for.

Business letters

The abbreviations c.i.f. and f.o.b., for example, are recognised

internationally as meaning cost, insurance, and freight and free on

board. But can you be sure that your colrespondent would know that

o.n.o. means our nearest offir?

Some international organisations, e.g, NATO, are known in all

countries by the same set of initials, but many are not, e.g. EEC

(European Economic Comrnunity) and UNO (United Nations Or-

ganizations, e.g. CBI (Confederation of British Industry) and TUC

iTrades Union Congress), are even less likely to be known by the

initials in other countries. Note, for telephone purposes, that with a

few exceptions (NATO is one of them) these abbreviations are not

usually pronounced as a word, but as separate letters:/ti:ju:si:/ not/ tu k/.

If you are not absolutely ceftain that an abbreviation will be

easily recognized, do not use it.

2. Figures

The use of figures instead of words for dates can create prob-

lems.

Numerical expressions can also cause confusion. For example,

the decimal point in British and US usage is a full point rather than a

comma as used in most continental European countries, so that an

English or American person would write 4.255 whereas a French

person would write 4,255 (Which to an English person would mean

four thousand two hundred and fifty-five).

If there is a possibility of confusion, therefore, write out the

expression in both figures and words, e.g. $10,575.90 (ten thousand

five hundred and seventy-five pounds, ninety pence).

(Conversely, be wary of the words billion and trillion whichmean different things in the UK and USA. For a full treatment ofnumerical expressions, see Appendix 4 in the Oxford Advanced

Learner's Dictionary).

4342

UNIT II.

3. Prepositions

Special care should be taken when using prepositions' There is

a big difference between: The price has been increased to $15.00,The price has been increased by $15.00, and The price has been in-creased from $15.00.

Accunlcv

Careless mistakes in a letter can create a bad impression on

your reader. Spelling, punctuation, and grammar should all be

cheoked carefully, but there are some other ways in which inacou-

racy may spoil your letter.

1. Titles, names, and addresses

Make quite sure that you use the correct title in the address

and salutation, that you spell your correspondent's name correctly(nothing creates a worse impression than a misspelt name), and thenyou write his/her address accurately.

Do not make assumptions about your correspondent's sex ifyou do not know it. If you are writing , for example, to a ChiefBuyer who you do not know, do not assume that he/she must be one

sex or the other: vse Dear Sir or Madam rather than Dear Sir orDear Madam.

trf you know the personos name but not his/her sex (either ba-

cause he/she only sings with an initial, or because his/her given

name is new to you), then use Mr/Mrs., e.g.

Dear Mr/Mrs Barrory

2. References

When replying to a letteq make sure you quote all references

accurately.

Business letters

Userul PHRASES

lnquiries

We are retailersiimporters/wholesalers in the toy trade, and

would like to get in touch with suppliers/manufacturers

We have heard of your products.

Please, send us prices and samples of ...

Would you please let us have a filrn offer for.,. your currentcatalogue showing...

We read your advertisement.

We require ,.. for immediate delivery and are interested in

buying and woLrld like to have furlher details and would liketo introduce these goods

Would you kindly quote your best prices and terms of pay-

ment for ...

What quantities are you able to supply from the stock?

We are in the market for . . .

We are intgrested in importing . . ,

If your prices are competitive / if the quality of the goods

comes up to our expectations i if the samples meet with our custom-

ers' approval we can probably let you have regular orders.

There is a promising market here for good quality office ma-

clrines, and rve may be able to place large orders with you.

We look forward to receiving your quotation / prices / reply by

return / as soon as possible.

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

An early answer would be appreciated.

We normally effect payment by letter of credit.

Payment will be made by cheque / bank transfer.

Please send us a pro-forma invoice for customs purposes.

44 45

uNtT'il.

Replies

Quotations and Offers

Thank you for our inquiry about your interest in . . .

We are pleased to submit our lowest prices / to enclose our lat-

est price list / for the goods you inquired aboutWe can make you a firm offer for. . .

This firm offer is subject to acceptance by . . .

Kindly remember this offer expires on September 30th.

Subject to prior sale

Prices subject to change without notice.The goods you inquired about are sold out, but we can offer

you a substitute.Please let us have your order as soon as possible, since the

supplies are limited.While stocks lastWe look forward to receiving a trial order from you.

Discounts

For a quantity of 60 or more, we can allow you a special dis-

count of20 Yo onthe prices quoted.The quantity discounts vary according to the size ofthe order.

Your initial order is subject to a special discount of 2 %o.

We can grant you a3 Yo discount on orders exceeding 100 in

value / on repeat orders.

We have quoted special prices, and therefore the offer is not

subject to the usual discounts.

Terms of Payment

Cash in advance

Cash with order (c.w.o.)

Cash on delivery (c.o.d.)Payment quarterly / monthly / at sight.Our usual terms are cash against documents (c.a.d.) I pto-

forma invoice.

Business letters

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

days net.

Peliyey"c.i.f . I CIF (cost, insurance, freight)c. & f. / CF (cost and freight)f.o.b. / FOB (free on board)ex works / ex factoryThese prices are ex warehouse.Freight and insurance to be paid by buyer / by you.Delivery can be made from stock / is not included in the priceDelivery will be made within two months of receipt of your

order.

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

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

tion of your stay.

We shall reserve accornmodation for you accordingly.

46 47

uNlr 1il.

GETTING, HOLDING AND LEAVINGYOUR JOB

Getting, holding and leaving your job

Tue APPLTcATToN LETTER

Probably the most important personal letter you will everwrite is the one that will get you the job you want.

There are two basic types of job-application letters:

'1) a letter in response to an advertisement;

2) an unsolicited letter of application.

Usually a r6sum6 of your education and business backgroundis enclosed with or is part of the application letter.

The first objective of any letter of application is to obtain an

interview. An application letter and r6sum6 should be tailored to theviewpoint of the reader and the first step is to make a work sheet.

A work sheet is a rough draft listing all the assets you havethat will be of valLre to a prospective employer. Don't list merely thebare facts ofyour education and work experience, but put down yourhobbies, travels, high-school and college activities, and those charac-ter traits that can be of value to an employei.

If you are applying for the position of a controller you might list:

2. Ability to analyze facts and figures.

3. Ability to present facts.

4" Abitity to supervise others.

5..Ability to get along with people.

6. Abilify to address a meeting.

l. Productive factors - intelligence, imagination, ideas, in-dustry accuracy, speed, enthusiasm.

2. Personal factors - honesty, loyalty, judgement, initiative,alertness.

3. Special abilities and interests - to get

to supervise, to setl.

along with people,

UNIT III.

7. Honesty.

8. Accuracy.

9. Neatness.

10. Industry.

Personal character:

4. What I know - my trade, related trades,

eral.

My tastes and aptitudes.

My education.

My ambitions.

My wages.

business in gen-

The application itself may include several parts:

l. The letter of application which carries the burden of at-

tracting attention, and doing substantial part of selling you

to your prospective employer.

2. A resume that gives the essential facts about yourself,your education, experience, personal qualities, and whatyou have actually accomplished. All these factors are pre-

sented in a manner aimed at proving that you can make a

profit for the company that hires you.

3. Sometimes you may send along samples of your work.

4. In certain circumstances you may wish to include refer-ences, endorsements, or a photograph.

48 49

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

Helpfultips:

Your adveftisement in the Sunday Time . . ,

Four years of specialized training in selling advertisemenfshave equipped me to be an effective addition to your staff.

My five years in the bookkeeping department of the pacificSales Corporation have given me sound and varied experience thatcan be ofvalue to your company.

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

Your adveftisement intrigued me because it offered advance-ment in a field for which I am particularly qualified by experienceand aptitude

Can you use my seven year experience in rating the creditstanding of mercantiJe firms in New England?

For eight years I have been saving substantial sums for bigshippers in Janesville.

As traffic manager for the A. B. Corporation and before thatas shipping manager for the B.C. Corporation, I rerouted thousandsof shipments to cut delivery charges by more than 50 per cent.

Your letter must appeal to the self-interest of your prospectiveemployer. Your objective should be to present your qualifications soas to convinoe your prospective employer that a) you can justifl,your salary and b) return his profit to him.

Dear Si6

In my offrce there is a sign that shouts in letters of increasing size:Results-results-RESULTS.

As far as I am concerned, here is only one qualification for a letter ora mailing piece the return it brings. And in the course of many years of copywriting, I think I have what clicks. I have written hundreds of direct-mail

uNtT ilt.

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

' My work has been largely concerned with mail-orders services and

organizations, printers, and private business concerns. I study advertising atNew York University, and I value this training I think I have learned morefiom trial and error and checking returns.

The best way for you to judge what I can do for you is to let me writea letter to fit your problem. If you think it is wofth a test, try it against any

previous mailing. Then compare the results. I know I can get them from you.

May I see you to tell more about myself and what I can do?

Very sincerely yours,

R.S.Thompson,Sales Manager

Dear Sir,

Four years as secretary to the sales manager of the Omega ProductsCompany in Minneapolis have, I believe, given me the experience to qualifolor the job advertised in Tuesday's Times.

Since 1956 I have been responsible for all office details in the ad-

ministration of sales, including writing of the correspondence. In the course

of my work, I have become familiar with the various sales territories and

with the problems of handling a group of twenty-seven salesmen on theroad.

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

I graduated from Janesville High School in June 1953. I am twenty-fbur years ofage and single.

I am leaving my present position because I feel I can use my capa-

bilities more fully in a position with a wider scope. My present employerknows of my ambition and is helping me to find a new place.

May I see you at your offrce to tell you more about myself and showyou how well I can do the work you require?

Very truly yours,R.S.Thompson,Sales Manager

50 5l

Tne uNsoltctrED LETTER

Unsolicited letters of application are generally sent to all or a

selected group of companies in the field of your major career inter-

est.

The unsolicited letter goes to a man who probably isn't look-

ing for an additional employee, the letter must be stronger, more

forceful and convincing than an answer to an advertisement' And

details of your background should be set down in a separate r6sum6.

Since an unsolicited letter is basically a sales letter, it should be

positive in tone and aimed at the profit motive of the prospective

employer.

Sample Letter Ns1:

I did not answer the ad because I do not consider myself a younger

aggressive man. I am 39 and I have too much business experience to view

aggressiveness as the panacea for getting thejob done.

On the other hand, I do believe I have qualifications in more than

carry my weight as an administrative assistant to the company president or

any other executive ih your firm who spends too much of his valuable time

with burden, some detail that could be better delegated to a responsible as-

sistant.

I am looking for just such an oppoftunity to prove myself.

The enclosed rdsumd of my background and experience will tell ifthere is a basis for your further consideration.

Please drop me a line and I will be glad to come in to see you at any

time convenient to you.

The start of an unsolicited letter of application has to be particularly

strong, because it must entice your prospective employer to read further,

Sample Letter Ne 2

My thorough and varied training in many phases of business man-

agement should be of considerable value to you in setting up your new of-

uNrT lil.

lice. Therefore I am sending a resume of my business background so that

you may have it on your desk for consideration when you choose your staff'

The company that can profit most fiom my five years of experience

irs manager at the D.C. Corporation is your company. That was the conclu-

sion I came to after a great deal of study, and as a result I am taking the lib-

crty of sending you this letter.

When you visit New York next month, will you give me a few min-

utes to tell you how my production experience with the Alphs Company can

rnake service to you?

A letter of application may also cover:

Why you are seeking a position

Why you parlicularly want to work for this company

Why you feel qualified for this position

Why you left your last job - only if it is not a reason that does

not reflect on you unfavourably.

In essence, say you are qualified for one specificjob.

Helnful Tips:

As a photographer:

Three years as industrial and public'relations bameraman for the John

Smith Travel Agency. Author of dozens of articles in all the leading photog-

raphy magazines, all illustrated with my own pictures. Conductor of a syndi-

cated newspaper column on photography. Picture editor of a daily newspa-

per. Producer of picture stories published in'more than a hundred magazines.

As a reporter:

Studied journalism at the University of Southern California. Worked

lrom repofter copyreader to assistant city editor of a daily newspaper. Full-time free-lance writer for five years - major features in leading men's maga-

zines, science and mechanic magazines, and a variety of general magazines'

I am acquainted with the general needs of business- and trade-publicationeditors through many years of publicity writing. Recently, I have tried writ-

ing business features and found that editors like my work.

52 53

Getting, holding and leaving your job

My motive is now seeking to work intensively in the busirress fieldafter a fair degree of success in the highly competitive general publicationsin probably the same as your own - I think I can make more money, enjoygreater security, and make fuller use of my abilities.

I prefer to work by assignment, but I will feed a stream of material toany editor who can use enough volume ftom the South to justif, my offeringcomplete coverage. For these editors who want a steady correspondent.asgood rates, I will become a specialist and make intensive study of your prob-lems.

If you think you can use my services, please send me several copiesofyour publication.

Sincerely yours,D4vid Mclean

AovennsMENTS

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

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

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

uNtT ilt.

OPENING

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

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

I am writing to you concerning your advertisement on l2 Mayin the Guardian, for a bilingual secretary to work in your export de-partment.

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

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

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

lf someone associated with the company told you to write tothem, you can open thus:

I was recommended by . . . . . . . who is currently workingin/who has had a long association with your firm/who is one of sup-pliers/customers, to write to you/contact you concerning a possiblepost in your/the . . department.

APPLYING FOR AN APPLICATION FORM

If your inquiry is only for an application form, you can givesome brief details about yourself, then ask for the form. It is worthremembering, at this point, that your letters, in these cases, are notl'or the positions themselves, but for interviews.

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

54 55

Gettinq, holding and leaving your job

I am 23 years old, was educated at (secondary school) which Ileft in (date) having taken (leaving certificate). I graduated from

(college/university) in (date) with a (diploma/degree) in (subject and

class, mentioning any special topics that would be relevant to the

position).

At present I am employed by (name of firm) where I d{alwith/am employed as (title)/am employed in (department)/concerned

with (description of work), and I have been there for (number ofyears), since (date).

There is no need to give any more information at this stage, so

the letter can be closed:

Please can you send me an application form and any other

relevant details?

I would be grateful if you could send me an application form,

and if in the meantime you need any further details about me I would

be happy to supply them.

Marcno A DEcrsroN

TURNING DOWN AN APPLICANT

There are various reasons why a company may not offer a

candidate i job, and these include lack of qualifications, compe-

tence, i.e. they do not think the applicant has the ability or experi-

ence to handle the post, or there are too many applicants of similarquatifications ind abiliry so the company makes a choice based on

nothing more than the personality of the interviewee at the time ofselection. Therefore, how you present yourself at an interview is as

how you present yourself in your application. It is worth noting that

it is rare for a candidate to be told why he or she has been refused.

uNtT ilt.

USEFUL PIIRASES:

1. Thank you for attending our qelection on (date), but weregret to tell you that you were not successful in yourapplication. We hope you will be able to secure a positionin the near future.

2. We regret to tell you that we are not able to offer you thepost of (title) which you applied for on (date). We hopeyou will soon find the position you are looking for.

3. We are sorry to say that we are unable to offer the positionof (title) for which you were interviewed on (date), hopeyou will be more successful in the future.

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

advertising the vacancy.

OFFERING A POSITION

Letters to successful applicants vary in length and detail de-

pending on the type of post, whether the company has a standardprinted contract, or ifthe position is so specialized that they need togive details of the terms of employment.

OPENING

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

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

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

4. The selection board have approved ofyour appointment as

(title).

56 57

Getting, holding and leaving your job

5. The bank has agreed to accept you for the post of trainee

subject to usual references.

DETAILS

As we discussed in your interview your duties will include. . .

.Working hours are from 09.00 to 17.00, Monday to Friday, dnd

overtime will be paid at time-and-a-half rates. You are entitled to dllBank'Holidays, plus three weeks' vacatio.n after one year's service.

There is a Staff Contributory Pension Scheme, which you will be

eligible to join after your first year of employment. Two weeks' no-

tice of termination of employment is required by both you and the

company.

Enclosed with the letter you will find full details of your con-

ditions and terms of employment. Please read these carefully and ifyou have any questions, contact me as soon as possible.

USEFUL PHRASES:

Would you please check the following which was agreed at

your interview:

Title: Maintenance Engineer.

Commence: 8.30, Monday 9th March 200--.

Duties: Servicing all company products.

Hours: 8.30 a.m. to 6.00 p.m.

Days: Monday to Friday.

Holidays: Three weeks annual leave, time at discretion of Su-

pervisor, plus all Public Holidays.

Sick leave: Ten days per annum.

Annual Pay: 12.00 pounds sterling.

Overtime: Time-and-a-half. Double time for Public Holidays'

Pension: Non-Contributory Pension Scheme at7 Yo of annual

pay.

uNtT ilr.

Benefits: Subsidized staff canteen. Social Club. Full use ofcompany vehicle.

Notice: One month's notice either side.

Your traineeship will commence on Monday, 14 Novemberand terminate on Friday, 1l October 20--. Although this is a tempo-rary position, you will be subject to all terms and conditions of alull-time bank employee in the Securities Department.

CLOSE

Generally a company will welcome the new employee's pos-sible questions about the terms and conditions of employment (ifanything is not clear) and asking for written confirmation of accep-tance. In the UK, the law demands that firms offer contracts of em-ployment, and these are often sent with letters offering a job, askinglhe applicant to sign one copy and return it with their confirmation.

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

Your Contract of Employment is attached to this letter.Please, will you sign one copy and return it to the PersonnelOfficer, Mr.T.Wright, with a note confirming you have ac-cepted the position. I will see you at 8.00 on Monday 9thMarch, when I can welcome you'to the organization and giveyou details of your duties.

Please meet me at my office in the bank at 08.30 on Mon-day, 14 November, so that I can introduce you to the othermembers of staff, and Mr. Jenson, who you will be workingwith. If there is anything in the handbook you do not under-stand about your conditions of employment, please let meknow as soon as possible.

58 59

Getting, holding and leaving your iob

ACCEPTING A POSITION

Letters confirming that you accept a position can be brief, as

long as they mention the relevant points.

Thank you for your letter of 23 December 20--, offer-ing me the position of (title). I look forward to seeing you at09.00, on Monday 10, January and enclose one signed copy.ofthe Conftact of Employrnent.

I am ieturning a signed Contract of Employment which yousent me with your letter of 15 February. I confirrn that I willbe able to commence with you on Monday 9, March at 08.00,and look forward to seeing you then.

Thank you for offering me the temporary position oftrainee in your bank, starting on Monday, 14 November. I haveread the handbook and relevant details concerning the posi-tion, and accept the conditions. I look forward to meeting youand Mr. Jenson at 08.30,

REFERENCES AND LETTERS OFRECOMMENDATION

References are not usually included in a resume.

A letter of recofirmendatiort is valuable only if it is specific,sincere, and somewhat personal in tone. Of course, you can't tellyour former boss exactly what to say, but you can show him yourapplication letter and resume and make factful suggestions.

Ask the letter of recommendation to be addressed to the pro-spective employer by name rather than 'To whom it may concern'.

E.g. Any sales agency that can profit from imagination andproducirtg sales technique will profit by Jim Tuck's services.

I believe Morris Saunders to be the largest single influencein creating good employee morale at Hastings.

These men know me and my work from various angles.

S tutuy I refer to the following men and women with whom Ihave worked on various occasions?

uNtT ilt.

My former employers and those with whom I have donebusiness will vouch for my integrity and good reputation inthe trade.

CURRICULUM VITAE

Some companies do not send application forms, but prefer ap-plications to supply a curriculum vitae (c.v.) which is your personalarrd working history.

There should be a coverirrg letter with application forms andc.v., either explainirrg points that might not be clear, or giving furtherinformation to emphasize your suitability for the post.

Remember to quote any reference numbers or job titles thathave to be mentioned, and if an application form has been sent,thank the company.

60 61

UNIT IV.

RESUME nruo cv wRtnNG

UNIT IV.

TYpes or nEsuutEs

A r6sum6 is an advertisement of who you are in terms of your

competencies, accomplishments, and future capabilities. It is your

chief marketing tool or calling card for opening the doors ofprospective employers.

There are many different types of r6sum6s from which you

can select an appropriate format to communicate your qualifications

to employers. The most common types include:

- Chronological rdsum6

- Functional r6sum6

- Combination rdsumd

- Rdsum6 letter

C xnonoLoctcAL nEsu wtEs

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

Chronological r6sum6s also are known in some quarters as

"obituary r6sum6s". In other words, if you died today and we lookedat your chronological r6sum6, your rdsum6 would be an excellentcopy for writing a standard three-inch column obituary about whatyou did in the past. Fufthermore, some people feel this r6sum6 liter-ally "kills" your chances of getting an interview - particularly if you

R6sum6 and CV wlitinq

are changing careers - beeause it locks you into your past as well as

lails to communicate your strengths.

The typical chronological r6sum6 has several standard charac-teristics, many of which constitute major r6sum6 weaknesbes:

'= Lacks a job objective and thus lacks internal coherence.

- Lists work experience in reverse chronological order anddescribes it as formaljob duties and responsibilities rather than interms of individual abilities, skills, and accomplishments.

- Puts dates first, followed by job titles and the names and ad-clresses of former employers.

- Emphasizes work history rather than presents one's capabili-ties in reference to employers'future performance needs. Says a lotabout what you did in the past but little about what you can and willdo in the future.

While chronological rdsum6s are the easiest to write in thistraditional form, they are the least exciting and effective r6sum6s forirrdividuals beginning professional careers or making career changes

- unless they have direct and progressive work experience related toir position in question. They force readers to interpret candidates'backgrounds and qualifications. If, for example, you have little workcxperience, a chronological r6sum6 clearly communicates this fact topotential employers.

If you choose a chronological r6sum6, try to minimize thetmount of interpretation required by. the reader. Control the interpre-lations yourself by including an objective, relating your experienceto the objective, emphasizing major strengths, and using a more ap-propriate language to express your strengths in relationship to bothyour objective and employers' needs. For example, describe your jobactivities and talk in functional terms which highlight your transfer-able skills. Leave out extraneous information which usually cluttersthis type of r6sum6, such as height, weight, hobbies, and references.

Chronological r6sum6s have several advantages and disadvan-tages. While they are much maligned by "expert" rdsum6 writers,lhey do have one major advantage: most employers are familiar

6362

UNIT IV.

with them and expect to receive them. Sending a functional or com-

bination rdsurnd to a traditional employer may Lrpset him or her be-

cause these other types of r6sum6s violate the traditional norm ofchronology. After all, a chronological r6sum6 has one major advan-

tage for ernployers: it helps them screen in and screen out applicants

based upon job titles and work history. On the other hand, functional

and combination r6sumds enable you to structure the thinking"ofyour audience around your strengths. You take the initiative in inter-

preting your qualifications throughout the r6sum6 rather than force

the prospective employer to draw conclusions about your future per-

formance based upon a reading of historical information.

Chronological r6sum6s have other advantages too. They are

relatively easy to write. If you have a stable employment history, you

can effectively highlight your experience using this format. Employ-

ers find these rdsum6s useful outlines for discussing your past

employ'ment record during the interview.

The disadvantages of the chronological r6sum6 are particu-

larly e'vident for individttals first entering or re-entering the job mar'ket or changing careers. Employment gaps stand out sharply' The

format may emphasize too many unrelated job experiences' Your

strongest competencies are not to emphasize to your advantage.

Overall, tlris format does not provide the best presentation of yor.rr

background and abilities ifyou are trying to enter a new occupation.

Since the majority of job applicants use this format, you can

make your chronological r6sum6 stand out from the rest by writing itwell and designing it tastefully. You can do this by doing the follow-ing:

- Include a functional work objective.

- Write functional descriptions of your work experience im-

mediately following your position titles and places of employment.

These principles are illustrated in the two contrasting ihrono-logical r6sum6 examples.

R6sum6 and CV writing

Traditional Ghronological R6sum6s

(lail S. Topper136 W Davis St.

Washington, DC 20030202-465-9821

Ilducation

1985 - 1988 George Mason University, Fairfax, Virginia. I receivedmy B.A. in Comunications.

1982 - 1984 Northern Virginia Community College, Annandale, Vir-ginia. I completed my M.A. degree.

l9l7 - I98l Harrisonburg High School, Harrisonburg, Virginia.

Wbrl< Experience

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

2130189 to 2l9l9l: Secretary, Martin Computer Services, 391 OldMain Rd., Charleston, South Carolina3189l.4l2l188 to 2120189: Secretary, STR Systems , lnc., 442 Virginia Ave.,Rm. 2l, Washington, D.C. 2001 1.

9128181 to 114188: Typist, NTC Corporation, 992 Fairy Avenue,Springfield, Virginia 2245 l.ll9l87 to 7130187: Secretary, Foreign Language Department, GeorgeMason University, Fairfax, Virginia 228 I 9

311185 to 9/14186: Salesclerk, Sears Reobuck & Co., 294 WisconsinAvenue, Boston, Massachusetts 08233

513182 to 2lll84: Salesclerk, JT's, 332 Monroe St., New Orleans,Louisiana 70014.

1977 - l98l: Held severaljobs as cook, counter help, salesclerk, typ-ist, and secretarial assistant.

Community Involvement

1992 to present: Sunday school teacher. Grace Methodist Church.Falls Church, Virginia.

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

Weight: I22lbs.Fleight:5'4"Born:814160Health: GoodMarital Status: Married

64 65

UNIT IV.

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

Louisiana.

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

Hobbies

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

Personal Statement

I have good manual dexterity developed by working back stage'in

theatrical productions and working with various office machines. I

can operate IBM Mag Card A and [I typewriters, dictaphones, IBM6640 (ink jet printer), various duplicating machines, and several

copying machines. Familiar with addressograph. I am willing to relo-

cate and travel.

References

John R. Teems, Manager, Martin Computer Services, 391 Old Do-

minion Rd., Annandale, Virginia 20789

James Stevens, Secretary, STR Systems,Lnc.,442 Virginia Ave', Rm'

21, Washington, D"C. 2001 1.

Alice Bears, Assistant Persoirnel Director, MCT Corporation, 2381

Rhode Island Ave., Philadelphia, Pennsylvania 19322

Also contact the Office of Career Planning and Placement at George

Mason University.

lmproved Ghronological R6sum6

GAIL S. TOPPER

136 West Davis Street

Washington, DC 20030

2021465 - 9821

Resum6 and CV writing

EDUCATION: B.A.Communication. 1988

George Mason University, Fairfax, Virginia.- Courses in interpersonal communication, psychology,and public speaking.

- Worked full-time in earning 100 oh of educational andpersonal expenses

TECHNICAL MCT Corporation.238l Rhode Island Avenue.

management responsi-word processing cen-

ter. Initiated time and cost studies, which saved company. $30,000 in additional labour costs. Improved efficiencyof personnel. 1992 to present.

Martin Computer Services.3gl Main Rd.. Charleston. SC 37891:Communicational responsibilities. Handled customercomplaints. Created new tracking and filing system forMag cards. lmproved turnaround time for documentsproduction. Operated Savin word processor. l9g9 to1991.

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

Equipment operation and production responsibilities.Operated Mag card and high speed printers: IBM 6240,Mag A, I, II, IBM 6640. Developed and organized tech_nical reference room for more effective use of equip_ment. 1988 - 1989

SALES Sears Roebuck & Co.. 294 Wisconsin Avenue. Boston. MA08233:

EXPERIENCE: Promoted improved community rela_tions with company. Solved customer complaints. Reor-ganized product displays. Handled orders. l9g5 to 19g7.

.lT's.332 Monroe St.. New Orleans. LA 70014:

Recruited new clients. Maintained inventory. Developeddirect sales approach. 1982 to 1984.

OBJECTIVE: A professional sales pos'ition . . .

. in information processing where administrativeinitiative, and interpersonal skills will be used

promoting good customer relations..

leading to management . .

and technical experience,for maximizing sales and

66 67

UNIT IV.

Furucrrorual nEsunnEs

The functional r6sum6 tends to be the logical opposite of the

chronological r6sum6. De-emphasizing dates, positions, and respon-

sibilities while emphasizing qualifications, skills, and related ac-

cornplishments. This rdsumd begins with a functional job objectiVe

and organizes skills into functional categories. The functional 16-

sum6 is internally coherent because all elements focus on an objec-

tive and an audience. This r6sum6 essentially outlines abilities and

transferable skills and tells employers what you will most likely do

for them.

Functional r6sum6s are especially useful for individuals lack-

ing work experience or for those trying to enter a new occupation

where they lack direct job-related experience.

Functional r6sum6s do have certain weaknesses if not done

properly. For example, this type of resume can communicate "fluff'if not expertly structured around concrete experience and a clear ob-jective. Some writers have a tendency to make generous use of afunctional language which appears "canned" and says little about the

specifics employers look for in candidates. Rather than grabbing the

attention of employers, some of these rdsum6s may turn off employ-

ers because they appear cleverly designed to cover-over the lack ofexperience. Reading this type of r6sum6, employers may ask

"where s the beeJ? " Lacking content, these rdsumds may raise more

questions than you want to answer. 'Iherefore, your functional rd-

sum6 must be a delicate balance between the employer's need to

know "the details" and your desire to motivate the employer to inviteyou to the interview where you will talk about," the details."None-theless, a well structured functional rdsumd can be an outstanding

document for presenting your skills.

R6sum6 and CV writing

!mproved Functional R6sum6s

GAIL S. TOPPER

136 West Davis St Washington, DC 20030 202 / 465 -9821

OBJECTIVE: A professional sales position . . . leading to management. . . in information processing where adrninistrative andtechnical experience, initiative, and interpersonal skillswill be used for maximizing sales and promoting goodcustomer relations

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

- Courses in interpersonal communication, psychology,and public speaking.

-Worked full-time in earning 100 % of educational andpersonal expenses.

AREAS OF EFFECTIVENESS

SALES / Promoted improved community relations with business.

CUSTOMER Solved customer complaints. Recruited new clients.

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

PLANNING / Planned and re-organized word processing center.

ORGANIZING: Initiated time and cost studies, which saved companyadditional labour costs and improved efficiency of per-sonnel. Developed a4d organized technical referenceroom for more effcctive utilization of equipment. Cre-ated new tracking and filing system for Mag cards whichresulted in eliminating redundancy and improving turn-around time.

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

I'ERSONAL: Excellent health . . .enjoy challenges . . . interested inproductivity . . . willing to relocate and travel.

ITEFERENCES: Available upon request.

6968

UNIT IV.

GoMerNmoru nEsuuEs

The combination r6sum6 combines the best elements of the

chronological and functional formats. Although similar to the func-tional r6sumd in describing and explaining experience, this formatincludes a brief employment history section. For many individuals,this is the ideal type of r6sum6 - bridging both the chronological afid

functional r6sum6 formats and language.

Combination r6sum6s stress skills and competencies, yet in-

clude names and dates. These r6sum6s enable you to stress yourqualifications in both chronological and functional terms as well as

han0le employment history easily. As such, this is a unique and

complete rdsum6 for many employment situations.

Combination r6sum6s have one major problem: they are usu-

ally difficult to write. In addition, their functional and chronologicalsections may overlap and create annoying redundancy.

GAIL S. TOPPER

136 West Davis St Washinston, DC 20030 202t46s-9821

OBJECTIVE: A professional sales position . . .leading to management . .

.in information processing where administrative and technical experience,

initiative, and interpersonal skills will be used for maximizing sales and

promoting good customer relations.

AREAS OF EFFECTIVENESS

R6sum6 and CV writing

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

TECHNICAL: Eight years of experience in operating Mag card andhigh speed printerS: IBM 6240, Mag A, I, II, IBM 6640, and Savin wordprocessor.

EMPLOYMENT MCT Corporation, Philadelphia, PA

BXPERIENCE: Martin Computer Services, Charleston, SC STR Sys-tems, Inc., Washington, DC NTC Corporation, Springfield, VA

EDUCATION: B.A.inCommunication.lg88

- George Mason University, Fairfax, Virginia.

- Courses in interpersonal communication, psychology,and public speaking.

-Worked full-time in earning l00yoOf educational andpersonal expenses.

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

REsuurE LETTERS

R6sum6 letters should be used if a r6sumd is not available or ifa situation,is not appropriate for sending a rdsum6. This is basicallya letter that summarizes your employment goals and qualifications.When using this letter, your goal should be to communicate directlyto a specific person in an organization your skills and qualifications.'['his letter should follow the same rules for writing a good rdsum6:be concise, use action verbs, identifo the needs of the employer, talkabout your abcomplishments, and show how your abilities and skillscan meet the employer's needs.

SALES /

CUSTOMER

Promoted improved communiry relations with business.

Solved customer complaints. Recruited new clients.

RELATIONS: Re-organized product displays. Maintained inventory.

Received and filled orders.

PLANNING / Planned and re-organized word processing center.

70 71

UNIT IV

136 W. Davis St.

Washington, DC 20030January 7,

James C. Thomas, President .Advanced Technology CorPoration

721 West Stevens RoadBethesda, MD 20110

Dear Mr. Thomas:

Advanced Technology's word processing equipment is the finest on

the market today. I know because I have used different systems over the past

eight years. Your company is the type of organization I would like to be as-

sociated with.

Over next few months I will be seeking a sales position with an in-

formation processing company. My technical, sales, and administrative ex-

perience include:

- Technical: eight years operating Mag card and high speed printers:

IBM 6240, MAG A, I, II, IBM 6640, and Savin word processor.

- Sales: recruited clients; maintained inventory; received and filledorders; improved business-community relations.

- Administrative: planned and re-organized word processing center;

created new tracking and filling systems; initiated time and cost studies

which reduced labor costs by $ 40,000 and improved efficiency of opera-

tions.

In addition, I have a bachelor's degree in communication with em-

phasis on public speaking, interpersonal communication, and psychology'

Your company interests me very much. I would appreciate an oppor-

tunity to meet with you to discuss how my qualifications can best meet your

needs. I will call your office next Monday, January 18, to arrange a meeting

with you at a convenient time.

Thank you for your consideration.

Sincerely yours,

Gail S. ToPPer

R6sum6 and CV writing

DeveloP PowERFUL RESUME

Present Your Best Self

So what are you planning to put on your rdsumd? Should youinclude an objective? What about your references, hobbies, and sal-ary expectations? Better still, what should you leave offl What are

the sources for this information? How should each section be devel-oped and related to other sections? Do you have a clear plan for put-ting each section of your rdsum6 together? Let's find some good,practical answers to these questions by examining the structure ofyour r6sum6.

Communicating your qualifications to employers via rdsum6sand job search letters requires that you produce particular types ofdocuments that will have impact on employers. Your rdsum6 shouldrepresent your best self - the best of what you have done, can do,and will do in the future. Your best self includes your strengths andachievements reformulated and targeted around your career goals.'fhis document must communicate both your goals and strengths di-rectly related to employers' needs. You do this through a process ofself-discovery that flushes out:

1.. What you do well.

2. What you enjoy doing.

3. What you plan to do for the employer.

After doing this, you take this information and reformulate itso that it becomes the basis for structuring each section of your 16-

sumd and letters.

Specify Contact I nformation

The first item appearing on your rdsum6 should be your con-tact information. Make it both attractive and functional. It alwaysappears at the top of the r6sum6, preferably centered, and includesthe following information categories and writing rules:

72 73

UNIT IV.

Name: State your full professiohal name. Avoid thd'coldnessof abbreviations, such as "I.T.Snell." Do not use more than one

abbreviated initial. If you use titles such as Mr., Mrs., Ms., Dr., orPh.D., you may appear pompous and distant. It is best to aapitalizeall letters in your name.

Address: Use yo.ur home mailing address - avoid P.O. Bdxnumbers. Do not forget to include your zip code. If you are at a tem-porary location, include both permanent and temporary address: Thepurpose of your address is to get the mail to you as quickly as possi-

ble - and not to indicate where you are "from".

Contact Numbers: List the telephone, pager, and fax num-bers where you can be reached during the day and evening or a num-ber where a message can be left for you. The long distance area codeshould be included. If you are highly mobile, use a pager, enlist atelephone answering service, or use a telephone answering machine.Be sure you record a professiottal message - no humorous messages

or lots of bells and whistles. If you have e-mail, include your e-mailaddress.

Make sure your contact information is uncluttered and irleas-iflg to the eye; Since it will be the very first piece of information the

reader sees on your r6sum6, it should invite one to read further.

State an Employer-Oriented Objective

The job objective normally appears immediately followingyour contact information.,However, some rdsum6 advisers recom-mend starling with a "Summary of Experience," "Summary olQualifications," "Career Highlights," or "Career Profile" section- inlieu of an objective statement. Some consider an objective statementto be an unnecessary, pretentious, and'optional item. Nonetheless;

we see an objective statement to be necessary professional, and

thoughtful. Following it with these other types of summarystatements is an excellent idea.

You havb two options here: (l) place an objective on the 16-

sum6 or (2) leave it off but include it in your accompanying cover

R6sum6 and CV

letter. The leason many people,prefer putting an objective in a coverletter rather than on the r6sumd is that they don't want to re-typetlreir rdsum6 every time they. want to target their objective for a par-ticular position, This is especially prudent if they plan to have theirrdsum6 professionally printed. Since many people now word processtheir r6sum6, changing,the objective on the r6sum6 is relatively easy.If you word process your r6sum6, you can literally design your 16-sum6 around specific jobs.

However, changing one's objective for each employer is a signof trying to fit into a job rather than finding a job fit for oneself. Itindicates a lack of clear purpose and direction.

We still prefer the objective at the top of the r6sum6. becauseit should be the central focal point around which all other elementsirr the r6sum6 cluster. If you know what you want to do and can stateyour objective in general terms, it can be used repeatedly for differ-ent positions and audiences. At the same time, the use of word proc-essors to create r6sum6s enables you to easily target your objectivefor each employer. An objective appearing atthe top of your r6sumdmakes your r6sumd more complete and balanced.

The relative impact of these different strategies may be the oldproverbial "Six o7e way, half a dozen another" lt may not makernuch difference in the end. But be sure you communicate, in.somemanner, your career direction. Otherwise, you may conduct 4 tradi-tionally disorganized search with a weak chronological r6sum6.

Using Objectives

Your objective should be a concise statement of what youwant to do and what you have to offer to an employer. The positionyou seek is "what you Want to do"; your qualification s are "what youhave to offef." Your objective should state'your strongest qualifica-tions for meeting employer's needs. It should communicate what youIrave to offer an employer without emphasizing what you expect thecmployer to do for you. In other words, your objective should bework-centered; it should not contain trite terms which emphasize

7574

UNIT IV.

what you want, such as give me a(n) "opportunityfor advancement,""position working with people or "crea-

tive position " Such terms are language

which say little of value about ve should

reflect your honesty and integrity; it should not be "hyped".

will get a job using this approach, you may be misplaced and un-

happy with what you find. You will fit into a job rather than find a

job that is fit for you.

Knowing what you want to do can have numerous benefits'

First, you define the job market rather than let it define you. The in-

indication of your interests, qualifications, and purposes' which

clear objective - based on a thorough understanding ofyour abilities

and skills - you can take control of the situation and demonstrate

your value to employers.

Finatly, few employers really know what they want in a candi-

date. Like most job seekers, many employers lack clear employment

objectives and knowledge about how thejob market operates. Thus,

if you know wlrat you want and can help the employer define his or

her "needs" as your objective, you will have achieved a tremen-

dously advantageous position in the job market.

Your job objective should be oriented toward skills and out'

comes. You can begin by stating a functional job objective at fwo

R6sum6 and CV writing

tlifferent levels: a general objective and a specific one for your rd-sum6. For the general objective, begin with the statement:

"I would like a job where I can use my ability towhich will result in

The objective in this statement is both a skill and an outcome.lfor example, you might state:

"I would like a job where my experience in progTam develop-tttcnt, supported by innovative decision-making and systems engi-trcering abilities, will result in an expanded clientele and a moreprofitable organization. "

At a second level you may wish,to re-write this objective inorder to target it at various consulting finns. For example, on yourlcsum6 it becomes:

"An increasingly responsible research position in consulting,n,here proven decision-making and system engineering abilities willltc usedfor improving organizational productivity. "

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

Weak Objectives

L "Management position which will utilize business admini-:;lration degree and will provide opportunities for rapid advance-ilt(nt. "

b. "A position in social services which will allow me to workx,ith people in a helping capacity."

c, "A po,sition in Personnel Administration with a progressivelirm. "

d. "Sales Representative with opportunity for advancement. "

Strong Objectives

a" "A position in data analysi,s where skills in mathematics,('onxputer programming, and deductive reasoning will contribute tot t t, ut sys t em dev e lop ment. "

76 77

UNIT IV. R6sume and CV writinq

Summary of Qualifications

- Fifteenyears experience in office supervision and personnelmanagement

- Highly motivated self-started with aptitude for solving sys-tern problems

- Proficient in the use of office automation software, includ-ing Microsoft Word, PowerPoint, Excel, and Microsoft Mail

- Skilled in linking performance evaluation systems to careerdevelopment programs

Alternatively, you might want to summarize your major ex-perience and qualifications'as an expert in a particular position rele-vant to the employer:

Senior Personnel ManagerTurn-around Specialist and Senior Manager

Dynamic, creative, and results-oriented professional, success-l'ul in developing model supervisory and personnel management sys-tems for small business involved in restructuring their core manufac-turing operations. Talented in custom-designing performance evalua-tion systems that dramatically increase employee satisfaction andretention as well as minimize recruitment and training costs.

Describe Experience

Avoid listing formal duties and responsibilities. Describe yourcxperience in functional terms. Always stress your accomplishments.[-lse action verbs in outlining your experience and qualifications,such as "managed," "created," "supervised," "coordinated,""planned," "analyzed," and "initiated." Be sure everything is related[o your objective.

Your experience statements will vary depending on the type ofr6sum6 format you use. For example, in a chronological rdsum6,your experience may be stated as follows:

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

b' "Retail Management position which will use sales / cus'

tomer service experienie ancl ireative abilities for product dkplay

and merchandising. Long term goal: Progression to merchandise

manqgerwithcorporate-wideresponsibilitiesforproductline,Will-ing to travel and relocate. "

c. "A public relations position which will maximize opportu-

nities to devilop and implement programs, to organize people and

events, and to communiiate positive ideas and images' Effective in

public speaking and in maiaging a publicity / promotional cam-

paign."d, "A position as a General sales Representative with a

pharmaceutiial house which will use chemistry background and'abitity

to work on a self-directed basis in managing a marketing ter-

ritory."e. "To use computer science training in software development

for designing and implementing operating systems' "

g. "Responsible position in investment research and analysis'

Intereis and-skills tnitude securities analysis, financial planning,

and portfolio management. I ong range goal" to become a Chartered

Fitrincial Analyst. Wtling to travel and relocate' "

It is important to relate your audience. while you definitely

want a good job, your audience wants to know what you can do for

them. Rlemember, your objective should be work-centered, not self-

centered.

Sunimarize Qualifications

The previous exercises for specifying an objectiu" tlt^o gener-

ate a great deal of information for summarizing your qualifrcations'

A "Stimmary of Qualifications," "Qualifications Profile," "Execu-

tive Qualifi cations," or "Professional Qualifi cations" section should

upp"ui immediately following your objective. This section can pro-

uii" u powerful summary of liour t<ey st<ilts and accomplishments for

focusing the reader's attention and qonsists of three to five bulleted

items or a two or three sentence paragraph summarizing your key

qualifications. It might appear as follows:

78 79

UNIT IV.

neers and technicians in developing electrical ,diagrarns and schematics

(1995 to present).

;Draftsman with Dominion Sheetmetal Corporation, Washington,

DC. Became familiar with nranufacture of NVAC systems. Designed proto-

type of equipment for employer. Twenty hQurs per week (1993).

In a functional r6sum6 you may choose to use the terms

"EXPERIENCE" or "AREAS OF EFFECTIVENESS" instead of"EMPLOYMENT" or "WORK HISTORY'" ln this

"ur" you ,n'ill

describe your transferable Skills in functional terms withoutrnentioning formal titles and dates, Notice that the discussion

focuses on specific skills and accomplishments rather than on duties

and responsibilities related to any particular jobs that would

normally be listed by employer name, job title, and inclusive

employrnerrt dates on a chronological r6sum6r This section may

appear on your r6sumd as lollows:

AREAS OF EFFECTIVtrNESS

Planning / Planned, organized, and delegated responsibility

for several successful fund raising organizing projects. Established

objectives and planned yearly budget which involved balancing club

objectives and community needs. Coordinated and planned summer

camps for handicapped children which gained favourable recogni-

tion.

Managing / Coordinated and scheduled individuals for activi-ties such as the Bloodmobile and the Community Ilealth Center.

Solicited and evaluated applicants for club scholarship award.

lnterpersonal / Developed liaison relationship between city

officials and people in the community.

Communication Established support of the local business

community for club projects.

The co-mbtnadpl-rgqqn€ will include both functional catego'

ries and work history. However, "EXPERIENCE" or "AREAS OF

EFFECTIVENESS" should appear first and "EMPLOYMENTHISTORY" last.

Rtisum6 and CV writing

Present Educational Background

A statement in reference to your educational background can

irppear anywhere after your objective, depending on how much you

wish to emphasize it in relationship to your objective and experi-crrce. If you appear over or under educated for a job, you may wishIo de-emphasize your training by placing the education category near

lhe end. Again, where you place this item depends on your purpose.

The same is true for deciding what to include in the educationslatement. If you are a recent graduate with little work-related ex-pcrience, you may want to highlight those educational achievementslvlrich indicate your ability to aclrieve result, such as "edited confer-('nce papers," "financed B0% of personal expenses," "held leader-tlrip positions in various organizations, " and "maintoined a 3.5 GPA,trr o 4.0 index, " Whatever you choose to include, begin by compil-irrg as much information on your education and training as possiblerrrrcl tlren condense it in relationship to your objective.

The education statement can appear in different forms. Butrtlrnember, you are trying to get everything on one page. Unless youirle a recent graduate, your objective and experience categories willlrc nrore important to readers than your education statement. So planirccordingly by not making this category excessively large. Examplesol-education statements are as follows:

l,lI)UCATION: B.S. in Business Administration - Accounting,University of North Carolina, Chapel Hill.

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

lll)UCATION: M.A., Journalism, Columbia University, 1996.

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

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

80 8r

ADDITIONAL

TRAINING:

UNIT IV.

Education and Addit'onal rraining' ttatement

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

University of North Carolina, Chapel Hill.

Zero-Base Budgeting I, Conlmercial Accounts;,

lntroduction to Data

Processing, Personnel Management. t

R6sum6 and CV writlng

Special f nterests Statement

SPECIAL INTERESTS: Love the challenge of solving problems,taking initiative, and achieving results . . .be it in developing newrnarketing strategies, programming a computer, climbing a mountain,white water rafting, or modifoing a motorcycle.

Such statements can give hobbies and special talents'and in-tcrests new meaning in relationship to the r6sum6 objective. What-cver you do, avoid trite statements.

lncluding References

Never list your references on your r6sum6. Always controlthese yourself. Be sure to inform your references ofyourjob searchnctivities. Give them a copy of your r6sum6 so they understand yourobjective and qualifications.

When deciding whether to include a refergnce,section on yourresum6, you essentially have two choices: leave this section offalto-gether, since it is an empty category without names.

REFERENCES: Available upon request .

We see useful purpose served by stating this. It rnerely takestup valuable space that can be allocated to a more thorough presenta-lion of your qualifications. If you drop this category completely;tnost readers will assume you will make your references availableupon request. Employers will ask you for references when the time isright - which usually is during the interview. Sometimes they don'ttusk for references or don't contact the individuals on your list. How-cver, it is good practice to list the names of your professional refer-cnces on a separate sheet of paper; carry the list *ith you to'inter-views. The list should be typed and include the full name, title, b-usi-

noss, address, and telephone number ofeach person,

Making Persohal Statements

You may want to disregard this section altogether since it rei'

mains one of the most tradition-bound and non-functionhl sectionsi

on r6sum6s. If you include it, keep it brief and to the point. Avoidr

extraneous information, such as your height, weight,'hair, colgr,

other personal characteristics, unless they are essential to your jobjective. In some cases this information merely raises negativel

questions. If you are single, divorced, or separated, so what? You

sex and marital life are not your employer's business - unless you

they make it so. However, if you are singie, and you are applyinga job requiring considerable travel, identifring your maritalcan be a plus in your favor. On the other hand, if a job requires

bility, and you are married and haVe children, you may include youl

marital statrrs - but don't include the names of your childien, eve{

though you arb proud of them. As for age, if it helps, put it down

Leave your age offaltogether ifit serves no useful purposes, parti

larly if you are middle-aged or over.

You may wish to irrclude some bther personal informationstrengthening your objective, such as in the following example:

Personat Statelnent

PERSONAT: Excellent health . . . married . . .' children, .'challenges . . . interested in productivity.

Alternatively, you could write a personal statement

yourself so that the reader might remember you in particular'

82 83

UNIT IV.

Snuple LETTERS

E Sample Letter Ne 1

Thank-You Letter(Post Interview)

James R. Quinn, DirectorPersonnel DepartmentDAVIS ENTERPRISES2290 Cambridge StreetBoston, MA 01181

. Dear Mr. Quinn:Thank you for the

Sales Trainee position. Iabout Davis Enterprises.approach to marketing.

1947 Grace AvenueSpringfield, MA 01281

November l7

opportunity to interview yesterday for the"

enjoyed meeting you and learning morb

You have a fine staff and a sophisticated'

appears ing in a direction which

paral d career interview with you an$'

your initial p ressions of Davis Enter-

prises, and I want to reiterate my strong interest in working for yoti',My prior experience in operating office equipmbnt plus my trainingl

in communication would enable me to progress steadily through' your training program and become a productive member of your

sales team.

Again, thank you for your consideration. If you need any addi-

tional information from me, please feel free to call.

Yours truly,Gail S. Topper

R6sum6 and CV writing

lE Sample Letter Ne 2

Thank-You Letter(After Informational Interview)

, 921 West Fifth StreetDenver, CO 72105July 18,

.lames R. TaylorAssistant ManagerA SSOCIATED FINANCIAL ADVISORS241 Skyline Roadl)crrver, CO 71088

Dear Mr. Taylor:

Joan Karvin was right when she said you would be most help-lirl in advising me on a career in finanqe. r

I appreciated you taking time from your busy schedule to meetwith me. Your advice was most hetpful and I have incorporated yoursuggestions into my r6sum6. I will send you a copy next week.

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

Sincerely,John Perkins

8584

UNITJV.

E Sample Letter Ns 3

Thank-You Letter(Responding to Rejection)

1947 Grace Avenue I,

Springfield, MA 01281

September 14, _

Sharon T. AveryVice President for SalesBENTLEY ENTERPRISE,S529 W. Sheridan RoadWashingto-n, DC 20011

' Dear Ms. Avery:

Thank you for giving me the opportunity to interview forCustomer Sqrvices Representative position. I appreciate your con

sideration and interest in mg. I learned a great deal from ourings.

Although I am disippointed in not being selected for yourrent vacancy, I want you to know that I appreciated the courtesy a

professionalism shown to me during the entire'selection process.

eqjoyed meeting you, John Roberts, and other members of your salt

staff. My meetings confirmed that Bentley Enterprises would be a

exciting place to work and build a career.

I want to reiterate my strong interest in working forPlpasp keep me in mind should another position become availablethe near futule. : ,

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

Yours truly,Gail S. Topper

R6sum6 and CV writing

E Sample Letter Ne 4

Thank-You Letter(Withdrawing from Consideration)

733 Main StreetWilliamsburg,VA23512December 1,

l)r. Thomas C. Bostelli, PresidentN ORTHERN STAIES LTNIVERSITY2500 University Drive(ireenfield, MA 03241

Dear Dr. Bostelli:

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

As I discussed with you during our meetings, I believe onepurpose of preliminary interviews is to explore areas of mutual in-lorest and to assess the fit between the individual and the posiiion.Alter careful consideration, I have decided to withdraw from consid-oration for the position.

My decision is based upon several factors, First, the emphasison fund iaising is certainly needed, but I would prefer more balanceirr my work activities. Second, the position would require morelravel than I am willing to accept with my other responsibilities.l'lrird, professional opportunities for my husband would be very lim-ited in northwest Massachusetts.

I want to thank you for interviewiqg me and giving me the op-porlunity to learn about your needs. You have a fine staff and fac-rulty, and I would have enjoyed working with them.

Best wishes in your search.

Sincerely,Janet L. Lawson

8786

UNIT IV.

E Sample Letter Ne 5

Thank-You Letter(Accepting Job Offer)

2589 Jason DriveIthaca, NY 14850

August 19,_

Sharon A. WatersPersonnel DirectorNEW YORK STATE POLICEAdministrative Division892 South ParkAlbany, NY 11081

Dear Ms. Waters:

I want to thank you and Mr. Gordon for giving me the

tunity to work with the New,'York State Police. I am very pleased

accept the position as a research and data analyst with your

unit. The position requires exactly the kind of work I want to do,

I know that I will do a good j.ob for you.

As we discussed, I shall begin work on July 1,

the meantime, I shall complete all the necessary employment fr

obtain the required physical examination, and locate housing. I

to be in Albany within thp next two weeks and would like to deli

the paperwork to you personally. At that time we could handle

remaining items pertaining to my employment. I'll call next week

schedule an appointment with you.

I enjoyed my interviews with you and Mr. Gordon and

forward to beginning my job with the Planning Unit.

Sincerely,

Cheryl Ayers

cc. Mr. Edward Gordon, Administrator

Planning Unit

R6sum6 and CV writinq

E Sample Letter Ns 6

Thank-You Letter(Terminating Employment)

1099 Seventh AvenueArkon, OH 44522

Mr. James T. Thomas August 2'

-( lh ief EngineerA KRON CONSTRUCTION CAMPANYI 170 South Hills HighwayAkron, OH 44524

Dear Jim,I am writing to inform you that I will be leaving Akron Con-

slruction Company on September 12to accept another position.As you know, I have developed an interest in architectural

tlrafting which combines my drafting skills with my artistic interests.While I was vacationing in Houston recently, a relative approachedtttc about an opening for sorneone with my background with a largetrchitecture and engineering firm. I investigated the possibility and,eonsequently, received an offer. After careful consideration, I de-cided to accept the offer and relocate to Huston. I will be workingwith Brown and Little Company.

I have thoroughly enjoyed working with you over the past twoycars, and deeply appreciate your fine supervision and support. youhnve taught me a real deal about drafting,, and I want to thank you forploviding me with the opportunity to work here. It has been a verypositive experience for me both personally and professionally.

I wanted to give you more than the customary two weeks no-licc so you would have time to find my replacement. I made the de-cision to relocate yesterday and decided to inform you immediately.

Best wishes.Sincerely,John Albert

898B

UNIT IV.

Exercise

1.

1. promote

2, vacancy

3. retire

4. external

5. recruitment

6. fringe benefits

7. grievance

8. staff departments

Exercise

2.

R6sum6 and CV writihg

Wnlrreu PRAcrlcE

Match the words on the left with the expressions

the right.

4. The jcib' ' , ':stated the jotirtitle. Italso all the d"uties aS well as

the,requirements foq employment.

5. The interviewer will l r"': ' hisdecision on the applicant's personalityand qualifications.

6. They hired the new manager fromcompany.

7. A will be made' based'onthe experience ofthe applicants. I

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

9. Are you_for this job? Fill outan application. applicantswill be contacted f*." i"t"*i#.10. This company has a policy of inter-nal . We always try to fillmanagerial positions with current -em-ployees.

Select the answer which best completes the meaningofthesentence.' , ,

The personnel department must decide whichapplicants are the most suitable for

' c. employee

d. promotion

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

c. qualified

d. authorized

a. complaint of unfair treatment

b. paid sick leave, for examPle

c. job opening

d. seeking new emPloYees

e. accounting, for examPle

f. outside

g. to assign a more imPortant job

h. to stop working after a certain age

tlcscriptive

basic

r:ompetitor

tlctermine

t'cquire

t;ualification

Exercise

3.

1)

s. benefits

h. crnployment

Analyze the following sentences to determine the

of speech of the missing words' Supply the co

form of the word.

authrotize

applicant

promote

1. His new job has more

responsibility. He is now

sign checks.

2. People who wish to forposition should fill out an

the personnel dePartment'

chosen for interviews will be notifiedmail.

3. The personnel dePartment is gi

d , examination to see which

the current employees will be

to the new position.

90

2)

u. promoted

h. oompetitive

9r

UNIT IV.

a. authority

b. responsibilitY

a. at all levels

b. at the managerial level

a. authorities

b. requirements

a. may be promoted

b. will be fired

R6sum6 and CV writino

9) The committee wilt base their decision on theapplicant's qualifications. This means theywill decide whom to

c. authorize

d. hire

The personnel department announces a pro-motional examination next week. This exami-nation is intended for

c. current employees

d. competitors5) 'If a companY is recruiting new e

they might

a. advertise in newspaPers

b. promote a new emPloYee

6) The job description tells about a jobat a company. It would most likely state

a. the supervisor's name c. what the applicant looks like

b. the duties and responsibilities d. the applicant's name

7) As personnel director, he is authorized to

employee identification. Issuing em

identification is one of his

3) The person being promoted receives mor€

c. salary

d. all of these

4) Companies which recruit internallyworkers

c. at beginning levels

d. all of these

r. apply

b. qualif

10)

a. supervisors

b. new recruits

Exercise

4.

c. qualifo for the job

d. none ofthese

c. qualifications

d. responsibilities

8) The, personnel policies should providemethod for setting employee grievances'

employee who has a grievance

c. should fill out an apPlication

The following is a sample job interview. After actingthis dialogue out in class engage in similar interviewiapplying for other jobs.

INTERVIEWER: We are looking for an executive secretarywlro has excellent skills as well as good organizationar ability. Tellrne about your qualifications.

APPLICANT: I can take shorthand at 120 words a minute andlype 90 words a minute. I have also had experience using Wang andlllM word processing equipment. At my last job I reorganized theliling system, planned my boss's itinerary, and organized andplarrned the agenda for the board of directors' meetings.

INTERVIEWER: In this job you.also need to answer routinecorrespondence and telephone inquiries. Have you had any experi-t'ttce ilr these areas?

APPLICANT: When I worked as an appointments secretary, IItad to screen my boss's phone calls and mail, as well as attend toloutine matters. It was my responsibility to decide which matterswcre important and which were trivial.

INTERVIEWER: Do vou have anv questions about the posi-Iion?d. thinks he was treated

92 93

INTERVIEWER: Although this is the top secretariil posit

withinlhe organization there are regular salary increments based

UNIT IV.

APPLICANT: Yes. I would like to know what the possibiliti

for advancement are within this company.

the amount bf time an employee has served the company, and

can look forward to generous pay increases if you remain with

Generally, employees are reviewed once a year by their superj

and decisions about raises are made at that time'

R6sume and CV writlnq

There are posts available and long-term prospects are good" thoughinitially all successful applicants will be contracted for a maximum of 9rnonths.

The salary we will offer is excellent. We will pay for your return air-lirre and provide adequate accommodation at a nominal rent.

Please apply in your own handwriting. enclosing your rdsum6, to('harles Fox, European Sales Office, ACME Atlantic Ltd, 45 pentovilleItoad, LondonEC2 4AC.

NOTES

L lntroduce myself: name, age, nationaliry etc.

2. Mention my company's contact with ACME.3. Say what length contract I'd be interested in

4. Describe relevant experience orjustif, lack ofexperience.5. Describe my skills in my own and other languages.

6. Describe how I meet the requirements of the job.

7. Say when I am available for interview.

Exercise

5.

world-wide.

AN INTERESTING JOB

Imagine that you are interested in applying for this job' Yhave heard of ACME Atlantic and your own firm has done busi

with them. You know that you can get leave of absence from

company for up to 9 months - or you are not currently empl

Write a letter applying for the job, which you will send to sup

WORK IN BERMUDA!

ACME Atlantic is a well-known and respected trading company'

your application with your cv/r6sum6. You have already made son

notes on the points you want to make in your application letter' ' ''{Using the information below write a full letter of appli-cation, not to be accompanied by a C.V.

handle imports directly from manufacturers in 35 different countries,

to our own specifications, and currently export to 46 different cot

Exercise

6.

Nnme

,lob wanted

Agc

Arldress

Htlucation

Qualifications

[,rrnguages

- Arthur Foot

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

-36- 116 Rockway Hill, Worthing Sussex

- Worthing Grammar SchoolLancaster University

- BA (Hons) EconomicsMA in Business Administration

- Fluent French and Arabic.

95

' We are looking for enthusiastic people to work in our offtce in

muda on temporary 3-, 6-, g- month contracts. Applicants must be able

speak and write at least one foreign language fluently and can be nation

of any country.

Experience in import/export will be an advantage, but as

training will be available this is not essential. The main requiiements

willingness to work as a member of a team, to cope with pressure; to use

telephone in a foreign language and in English and to be prepared occas

ally to work long hours when necessary.

94

UNIT IV.

Present Position

Reason for aPPlication

ReferencesBow plc.)Availability

Exercise

7,

- Anhur Bow Plc., l6 Tooth WaY;

Littlehampton, Sussex. Assi

Exporl Manager for the last 8 years ,

- Wants more responsibility and move

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

ForenameCarla

Age22

Date of birth4 January 19-

Office SkillsTyping (w.p.m.) 60

Shorthand (w.P.m.)

Word-processing

- Mr. Walker and Mr. Platt (at Art

- Start a newjob - one month's noti6e:

INTERNATIONAL PUBLISHING Ltd

60 Girton Street, Cambridge CB2 3EU

Apptioation form (COMPLETE IN LETTERS)

LanguagesItalian (mother tongue)

FrenchEnglishGerman

Hobbies and interestsTennis, swimming, horse riding, reading

SurnameGuiliani

Address114 Ellesmere Walk

FinchleyLondon NW3 IDP

QualificationsDegree in English and French (Universita di Genoa)

Secretarial diploma (Pitman College, London)

a) Paula Prentiss has read carla's application tbrrn and let

and would like to interview her. write the letter inviting her to

96

R6sum6 and CV writing

o Invite her, on behalf of the Managing Director, to cornefor an interview at 14.30 on l8th June, at the offlce. Warnher that there will be an Italian and French translation testbefore the, interview.

. Send her a map with details, and tell her there are frequenttrains to Cambridge from Liverpool Street Station.

o Ask her to phone you to confirm the date, or to arrangeanother one ifshe cannot attend.

b) Following a successful interview, Kevin Wheller, theManaging Director, would like to offer Carla tfie post of bilingualsecretary. Write his letter to her.

. Refer to the post Carla applied for and the date of her in-tervieq and inform her that she has been accepted.

. Say when she will be expected to start.

o Send her two copies of the contract of employment, to besigned and returned to Paula Prentiss.

o Close with appropriate welcoming remarks.

97

tend.

UNIT V.

BUSINESS MEETINGS

Business people spend quite a lot of time in meetings' and

meetings come in uil .hup"t and sizes, ranging from formal commil

UNIT V.

GeNemL INFoRMATIoN

tee meetings to informal one-to-one meetings'

There are several reasons why meetings are held:

-reaching decisions in a means that all the participants

feel more committed to the decision;

- more information is available;

- different and unexpected ideas can be contributed;

- meetings can lead to more imaginative and informed dec

sions - often more courageous decisions than one person might fe'

brave enough tq make'

Some of the drawbacks of meetings are:

- more time is required than if one person made the decision;

_there,smoretalk(andthisissometimesirrelevantandpetitive);

. - there's more group Pressure'

The larger the meeting, the longer it may take to reach a d

sion. There seem to be ideal sizes for meetings, depending on

purpose. A meeting where information is being given to people

te iuite large, because there is not likely to be much discussion'

qu"rtioo. may Ue asked by a few individuals on everyone else's

Business meetinqs

The way a committee operates depends on the chairperson: heor she may control the proceedings very strictly, or let everyonespeak whenever they want, An effective chairperson should be flexi-ble. In some committee meetings the members have to take a votebefore a decision can be made: formal proposals or 'motions,

^uyhave to be tabled, seconded and discussed before a vote can betaken. Other meetings may require a consensus of the membbrs: eve-ryone agrees with the decision - or at least no one disagrees.

Most meetings have an agenda. For a formal. meeting, thisdocument is usually circulated in advance to all participants. For aninformal meeting, the agenda may be simply a list of the points thathave to be dealt with. The purpose of an agenda is to speed up therneeting and keep everyone to the point, The agenda for a formalnreeting must be organized in logical order. Often the agenda showsrrot only the topics but the meeting's function regarding each topic('to receive a report on. . . ', ' to approve . . .', etc.). All items onwhich a decision is to be taken should appear on the agenda, whichwould usually have this format:

l. Minutes of previous meeting

2. Matters arising

3. Items

Any other business (AOB)

Taking minutes, and writing them up later, are special skills,involving decisions like 'Do we need lvt.ow which person made everypoint?' and 7s this point worth mentioning?' Minutes usually reportdetails of the time, date and duration of the meeting and the.namesof those present, but the content of the report itself may be detailedor brief, depending on the anticipated readership.

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

99

half.

98

UNIT V.

Mrnures

Minutes are a written record of the transactions and recom'

m6ndations of a meeting. They are usually taken by a secretary ot:

committee member. The minutes are filed as a permanent record of

Business meetings

E.g. The anriualwas held on August 3,

tal, Farmigdale, NY.

Attendance

meeting of Friends of Northwood Hospice1994, in the board room of Riverdale Hospi-

tlre meeting. Copies are passed to the participants and other i

ested parties prior to their reconvening' Minutes must be clear'

cise, and accurate.

The minutes should contain only major topics apd

recommendations, not every point that was discussed' The typed

minutes are an organized and condensed version of the meeting. Th9

tone should be formal and objective, reporting the major points and

the names of the persons making them'

After the minutes are completed, they are usually first passeil

The minutes should list the names of those who attended therneeting beginning with the presiding officer.

Present: Sol Terry Reaper, chair; Lucinda McAdams, JulieMendoza, Su Ling, and Angela Suarez

Chairperson Lillian Goldblum presided with forty-two mem-lrers in attendance.

President Steven Valente Welcomed ninetlz-seven delegates tothe plenary session.

Approval of Minutes

A short statement should be made noting any corrections oramendments to the reading of the minutes of the previous meeting.'l'he name of the person making the motion for approval of the min-rutes should be stated:

William Stetson moved that the minutes be approved. The mo-lion was seconded and carried.

Report

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

Treasurer's ReportTreasurer's Report

Treasurerb Report

to the chairmall or president for approval and then circulated to

participants as weli as to absent members. The minutes should

iubmitted as soon as possible and distributed prior to the next

ing of the group. At the next meeting each member will have a

oithe minutes; as a first order of business, the minutes willamended or corrected, and approved by vote' The secretary

signs the minutes with the notation, approved'

Parts of Minutes

Title

Several styles are acceptable. A topic heading is direct

easy to read. Type either at the left margin or center of the page'

name of the committee or organization, the type of meeting, d

and place may follow it:

E.g. Minut6s: Wordsworth Literary Society, Monthly Meetin

November 23,1994.

Or you may begin with a complete sentence conveyll

information as to the reason for the,meeting, the name of the grou

the date and place of the meeting:

l0r100

After all agenda matters have been covered and all reports

presented, .pu"" i"ill be reserved for Unfinished Business or New'

Business.

Date of Next Meeting ' :

UNIT V.

A stdtement of the time and place of the next meeting may e

attention,

NEXT MEETING: 7:30 PM, JANUARY 4, 1992'

AT BOARD ROOM,

VALLEY NATIONAL BANK, WAYNE' NJ

placedattheendofthereportoratthebeginning(aftertheatten.l'iancel. This information rnay be capitalized to capture the reader's''

Business meetings

of fundraising captains in each deparlment. He also suggested thatwe set a minimal fundraising goal of $ 1,000 this year.

The meeting adjourned at 2:50 PM.

THE NEXT MEETING WILL BE HELD 2:OO PM,MAY 14, tN SUITE I5,ADMINISTRATION BUILDING

Loretta Sanchez, Secretary

Sample Minutes (formal)

Minutes: Pottstown Parks Citizens Advisory Committee,.lLrly l, 1994, at Town Council Chambers

Present: Terri Malqvich, chairperson; Francine Stella, secre-

lary; Boyd Benson, Henry Krizek, Gregory Christakos, John

Ocharenko, Janet Miller, Rudolph Perkins, Stanley Kowalski, Ryan

lrlaherty, Julian Cohen, and soccer league has had to turn down ap-

plicants because of the lack of playing fields. Chair Terri Malovichsuggested the possibilify of a mixed-use compromise and requested

volunteers for a subcommittee to explore the issue. Francine Stella,

.lohn Ocharenko, Julian Cohen, and Janet Miller agreed to serve.

Pottstown Street FairTeni Malovich noted that the Pottstown Street Fair will be

lrcld on Saturday, June 1, and she recommended that the Citizen Ad-visory Commiffee again set up a booth. We would distribute litera-

lure, erect displays, and have volunteers available to answer ques,

lions. Boyd Benson, moved that the chair be authorized to appropri-nte $50 for a Street Fair booth. The motion was seconded and cariedwithout debate.

Unfinished Business

Ryan Flaherly stated that he has been trying to find ne\M mem-

hers to join the Committee, but has nothing definite to report. Sev-

eral people mentioned that they are but have not yet committed.

AmonthlymeetingoftheDittolndustriesEmployeeSoci'alwelfare Committee *u, lild at2:00 PM, April 15,lgg4, in Suite lfi

of the Administration Building. Attending were Joe Ciao (chair

Ezell Jackson, Loretta Sanchez, Malik Stapleton, and Regina Johnr

ton.

The Committee agreed that we would once again hold a cc

pany fundraiser for the Fairview Children's Hospital' Ezell poin

out that last year's chocolates campaign was disappointing' He rt

ported that we only raised $440 for the hospital on sales of $940, an

pointed out that selling chocolates may be a poor choice at a ti

when people seem so diet-conscious' We decided to explore n

iess than half of the employees participated' Regina and Lorett

possiUitities. Some members suggested that we find a product tl

would have more sales appeal aln-d would yield higher profits. Su

gestions included stationery' coffee mugs, or T-shirts' Others spo

i"n support of holding a company fundraising event like a picnic

sogUait game. Loretta and Malik agreed to study the alternatives ar

report back at the next meeting. Joe said he would compile a new li

102 r03

UNIT V.

Minutes Checklist

1) Organization Name

2) Time, date, Place of meeting

3) Attendants beginning with chair

4) ApProval of Past minutes

5) Agenda toPics or rePorts

6) Unfinished business

7) New business

S) Adjournment time

9) Date of next meeting (placement optional)

10) Approval & secretary's signature

SAMPLE MINUTES (formal)

Minutes of the meeting held at the Head Office ofConsult on 712192

Present

Richard Harris (Chairman)Amanda Bell (Chief Designer)

Donald McGregor (Human Relations)

Jonathon Coe (Accountant)Wendy Adam (Designer)

Subiect

Abidjan design Project

The minutes of the last meeting were confirmed'

,k RH opened the meeting and underlined the importance

Apologies: Peter Thornborough

Business meetings

- the company would be able to expand into areas;

- it would enhance the company's reputation;

- it would broaden the expertise of the company's specialists;

- it would open up new international markets.

JC agreed that the project was viable for the following rea-s() tl s:

- the bankers were favourable and ready to provide finance;

- raw materials were cheap and plentiful;

- local labour was inexpensive;

- the level of risk was within acceptable limits.

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

DM stated that there would be difficulties in controllinglhe project from a distance. Staffwould have to spend considerablelirne abroad supervising progress on site. He also mentioned theproblems they had encountered with a similar venture in Togo.

t We outlined her reasons for opposing the scheme. In herv.iqw it had not been thought through sufficiently by the client. She

gJlph4gilgd that further research was needed before going ahead.

RH closed the meeting and announced that he would makelhe final decisiorr himself after due consideration of the issues.

Exercise

1.

itrterviewrc:solutionlo-optionrrrnendment

irpologies

proposergrievancesadequatesecondermotion

refereesneutralaudienceminutesauditors

relevantquorumagenda

liaisonconvene

adjournmentcommandcastingproceduresreport

reaching a decision on the project.

Each person in attendance was invited to state his/her

tion concerning the feasibility of the work in Abidjan'

Zl ng (the initiator of the project) pointed out that

a major contract and explained that it should be accepted

lowing reasons:

it would

r04

for the

105

UNIT V.

Match the words listed above with the

which follow.

The company chairperson will be expected to give this

the Annual General Meeting'

The breaking-off of a meeting. The postponement ofther discussion.

A detailed list of items to be discussed.

Notices of meetings must always be this.

The sort of meeting which might lead to the offer of a job'

Those whom you would be concentrating oh when maki

a speech.

A firm considering employing you would contact them

fore inviting you for an interview'

Might be reduced if people are allowed to participate

making decisions.

An abbreviated record of what was said during a meeting'

A proposition to be voted uPon.

Someone who makes a formal recommendation at a

ing.

What the chairperson of a committee meeting

strive to be.

A formal decision reached at a meeting'

The rninimum number of members needing to be prese

to make a committee meeting legal.

The sort of meeting called by a manager who wishes

face his subordinates.

Discussion in a meeting should always be this.

A suggestion to alter the wording of a motion.

Will need to be appointed at a company's Annual Gene

Meeting.

defini

Business meetings

Someone who supports a formal proposal in the meeting.

To call an Annual General Meeting

This will be necessary between the secretary and chairper-son in a committee meeting

Should be conveyed to the chairperson if you cannot at-

lcrrd a meeting.

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

The chairperson's vote when the committee is undecided.

The rules governing the conduct of a meeting.

Exercise

2.

Complete this paragraph using the words andphrases:

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

Before the Chairperson a meeting he/she should

e irculate an so that everyone knows what items are to be

tliscussed. At the beginning of the meeting the ofthe pre-

vious meeting are confirmed. Then, those present discuss each

on the and try to reach a view Ifanissue is important a vote may be taken; those absent may have given

to someone present and can,therefore vote byIrr the event of a deadlock the Chairperson may record atlrat a decision is made.

Exercise

3.

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

Write suitable minutes for circulation to all con-cerned.

107r06

UNIT V.

MR TODD: Well, thank you, ladies and gentlemen, for

able to attend this meeting at such shoft notice. Unfortunately, A

ison Moore couldn't make it because she's still in Taiwan. I'm su

we all appreciate that we need to come to an agreement on this n

ter as soon as possible. Perhaps, you could start, Charles, by remi

ing us of the options oPen to us.

MR GREEN: Yes, we've investigated four sites in all and

position now is that we've narrowed down the number of sui

sites to two, one near Burnsley, the other near Whitly' The

were either too small or too expensive. Both the Burnsley and

Whitly sites are very similar in surface area though the price ofWhitly site is considerably lower.

MR MARSH: Well, that is probably because the Whitly

is not so advantageous as far as communications are concerned'

my opinion, access to rail and road routes is too restricted to make

a viable choice.

MRS GRANT: I'm sorry but I think the Burnsley site is

of the question. I've actually visited the place myself and the

of work that would be needed before construction would make

even more expensive. It needs levelling and compacting, it's not

closed and the surface is unstable.

MR GREBN: Are you sure? I thought it could be resurfi

quite easily.

MRS GRANT: Not according to the advice I've been gi

And there's another thing, There are plans to build a motorway

tension to Whitly within the next five years so in fact there won't

a problem in terms of road transport. Quite the opposite.

MR MARSH: Except that it's much farther north. And

would mean extra transportation costs.

MR TODD: Well look, I think the next thing is for us to

mission a proper survey of the sites and particularly check Sheila

impressions of the Burnsley site. Then the next stage will be to

tact a number of contractors and get tenders from them.

Business meetings

Userul woRDS AND PHRASEs

I'ART I.

1.

2.

3.

4.

5.

6.

7.

8.

minutes

to take/keep/draw up the minutes

to record in the minutes

to put into the minutes

to read out the minutes

to approve/to sign the minutes

to circulate the minutes to the participants

vote - casting

- affirmative

- negative

vote, voting

- by ballot

- by a show of hands

- for a list of candidates

to put a question to the vote

to hold a vote

to vote upon some issue

to vote

- for (pro)

- against (con)

to approve by acclamation (without voting)

to vote unanimously

a nominee

to nominate

to support/to second a nominee

9.

10.

11.

12.

13.

14.

15.

16.

t7.

18.

r09r08

UNIT V.

19. the quorum is reached

20. a motion

21. to make/to propose/(a motion)/to table/to move/to put

ward

22. to move a resolution

23. to second a motion

24. to amend a resolution

23. to carrylto adopt/to pass a resolution

- bY a large majoritY

- unanimouslY

PART II.

Business meetings

9. Think of an item of news you have heard today. Assumethat your colleagues have not heard this news. Bring themup to date on it.

10. Setting objectives. What we have to do this morning isget hold of the situation before it goes any further.

11. Our aim this morning is to... Our objective today is to...The main thing we've got to do today is to ...

12. Giving opinions. In qty opinion, we should be givingmore emphasis to the new products here ...

13. I think that ... I believe that ... It seems to me that ... Myview is that ... ... we've got to move fast.

14. Agreeing and disagreeing. I go along with that. You'reright. I couldn't agree more. I disagree. I can't agree withyou. I'm not sure I agree.

15. Ask your colleagues to give their opinions on thesestatements. Agree or disagree with what they say. l) ThePacific Basilwill be the centre of the World Economy bythe year 2000. 2) Women often make better managersthan men. 3) Worker pafticipation is essential for thesmooth running of industry. )

16. Moving the discussion forward. Well, let's move onquickly to the finansial aspects. Deborah?

17. Let's go on to ... Can we deal next with ... Let's turn ourattention to ... the financial aspects.

18. Asking for opiniorts. OK with you, Richard?

19. What's your view on this ... ? How does Marketing see

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

20. Signaling a new topic. Right. Now this brings us to ourmain business.

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

22. R&Dprogramme.

1.

t

3.

O.K. Let's get started

I think we should begin. Right. Shall we begin? Let's

Setting the agenda. Now we have three items of busi

on the agenda this morning' One '..

4. The agenda this morning consist of two items' There

three main topics on the agenda. First, "' There are tthings we've got to discuss todaY

5. Assigning roles. Don Chapman will be presenting this

that'll lead us ...

6. Richard is going to outline the problem' I'd like you,

orah, to summarize the financial position' Could you'

tell us about the R&D situation?

7. Updating. We've had confirmation that an unidenti

buyer hai, in the past few days, acquired a 5% stake in

company.

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

il0 ilt

UNIT V.

23. All I can tell you is that the buying is coming from N

York...

24.

25.

26.

27.

28.

The present situation is that the share price is falli

Whaf's happening is that competition is increasing'

Ask your colleagues to make comments on the pres

financial and economic situation in their countri

Talk about inflation, rate of exchange, industrial

put and so on.

All right. Let's examine what that means'

Let's go to the bottom of this' Let's try to identiflmain pioblem here. What's the underlying issue here?

Just give me those budgets and you'll have those

ucts within three Years t29. If you drop your quote by I0 % we'll give you the

tract. You'll have a rise after six months as long as

performance is sati sfactory.

UNIT VI.LEGAL CONTRACTS

In this unit we me of the special problems of readinglcgal contracts. The of contracts is often complicated byspecialist vocabulary sentences. Study the following list ofwords common in legal contracts.

l(ey Words

to allege

amendment

joint participation

joint venture agree-ment

to make a claimagainst

to enter into an

agreement

on the part ofparty/parties

prior

solely

duration

terms of a contract

obligation

territory

to furnish

to undertake

hereby

to be defined as

to be entitled to

to be in force

to claim

consent

to default

delivery_-_ to stipulate

t Now explain tbe underlined words in the sentences below.

1. Lin Ltd and Wait dj Co signed a contract entering into ajoint venture to manufacture teapots. l

2. The agreement stipulated that Lin would supply technicalexperts experienced in the design ofteapots.

I t3112

UNIT VI.

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

of Lin.4. To do so would represent default on the part of Wait'

Lin would be entitled to demand an explanation'

5.In the event of such a default, Lin could make a cla

ueuinrt wuit, alleging the breaking of an agreement still in force. I

6. Wait claimed that an amen4ment had been made to

original contract, permitting them to sell a particular teapot'

7. The two E{tgq are now engaged in a legal dispute'

8. Meanwhile, Wait has given an undertaking not to

with sales of the teaPot.

+ Notice the structure of the extract from a legal document, ski

the text and answer the following questions'

What part of the document is this?

What is the contract about?

What is the function of the following paragraphs?

e paragraph one

o paragraph two

. paragraph three

Ioint Venture Agreement

This agreement is entered into this 28th day of

1991, by and betwe'en Fornaro Elttrica S'p'A', a compt

organis-ed and existing under the lrws of ltaly,-having

pr-incipal ffice in Alba, Cuneo, (hereinafter referued t'E)

and LTirwick Photographic, a company organised

ifrtng under the laws of Canada, having its principatr

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

WHEREAS, 'F' has. acquired valuable experience,technical data amd lcnow-how relating to the designingmanufacturing, assembling and marketing of products -de-

fined as JWS-20.

WHEREAS, the parties recognising that they couldonly with dfficulty separately and successfully exploit suchbusiness, agree that the most appropriate manner for themto enter into said business while minimising the technicaland financial rislcs is through their.ioint participation in themanufacture of U9due6.

An important element in understanding texts, and legal docu-tnents in particular, is to see the relationships between words in sen-tences. This is referencing, Here is an example from the beginning oftt Joint Venture Agreement.

This agreement is entered into on tTth March I99Ibetween Eurolectric of Hull and Pekka Oy of Helsinki. Thea-forementioned parties undertake to form a joint partner-ship to dc,sign, manufecture and market a printer.The saidproduct shall bear the name of both participants in the p19-senl conlract.

The underlined words in the above paragraph refer to the otherwords in the same paragraph.

lltis refers to

u/brementioned parties refers to

,urid products refers to

holh refers to

'agreement'

'Eurolectric and Pekka'

'printer'

'Eurolectric and Pekka'

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

a

I l4 il5

UNIT VI.

,pa

1.

2.

3.

4.

5.

6.

What is the purpose of the agreement?

Wfiat are the Parties involved?

What is the Product?

How long is the agreement for?

What are the responsibilities of each party?

Who pays the exPenses?

AB 20 byBOOGAARD*Business Plan of PROCOL by PASCUAL /

BOOGAARD

3. DARATIONThe parties agree that this LPA should be effective by

October 31, 1993 and it is agreed that duration of this LpAcan be extended bywritten consent ofthe parties.

4. COSTS

1.1 The parties agree that the costs they should bearto assume their responsibilities stipulated in para. 2 shallremain in charge of each party without any claiming possi-bility in case of termination of LPA cqusecJ by any of theparties.

4.2. The parties agree that they should bear the costsfor their responsibilities stipulated in para 2 and it is under-stood that the balance of costs born from the date of signa-ture of this LPA between the parties could be amortised byTechn ical Masler Agre ement.

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

l. underlying commitment/promisewish/need

idea

todaynear here'

by signing this document

followproceed

develop

PASCUAL RUIZ CABESTANY & CiA (PASCUA

San Sebastian, Spain and BOOGAARD NV (BOOGAARD)

Utrecht, Holland, conducted friendly discussions on a pl

;",t; i* a ioint undertaking to develop.a^l:!,Yi*: !!'A820; andfor a joint venture company (PROCOL) to

facture AB20 in Taiwan'

The parties have reached a tentative understanclh

hereblt sigp this Letter of Prelimenary Agreement (LPA)

establish clearly how they are willing to pursue'

1. AGREEMENTS

Leller of Prelimenary Agreement

ers'decisions.

1.2 In this purpose the parties agree that they wil-l

their utmost to successfully assume their own

I ow ing resPons ibilities :

2.RESPONSIBILITIES

2.1 *Engineering of AB20 by PASCUAL

*PrototYPe of AB20 bY BOOGAARD

1.1 The pdrties will endeavour to conclude

nccentable Joint Venture Agreement, Technical

Distributor Agreement drafted and pl

UAL and the parties anticipate the need

obtain appropriate governmental approvals and

stipulated in the attached 'Working Guidelines' mutu

ogrrra. It is agreed that the parties should undertake the

2. hereby

3. pursue

117il6

UNIT VI.

4. stipulated

5. effective

6. consent

7. to assume resPonsibilities

8. bear

completed, as an examPle.

to be allowed to terminate

to be entitled to furnish

to be effective from to undertake

to notify to enter into

invented \\

designed

,p".ifi"duseful

in force

good

permission

id'ea

letter

to employ PeoPle

to meet obligations

to make money

refuse to PaY costs

increase costs

meet costs

+ Many verbs have been removed from the paragraph b

Complete the sentences with appropriate verbs' The first is al

to state

to default

to speciff

The parties (l) enter into as agreement to sell office eqt

ment.According to the contract, the parties (2) to work

gether for a minimum period of three years' Neither party

[rl-a end the agreement without.tendering *:P",":ti:"^)uy-s in udnance. The contract, which is (a) 31st July 19

(S j tne responsibilities of each party' Either party

Gi-----ro sell the products in any state of South or

Legal contracts

America. The manufacturer shall (7) the distributor with allrelevant documentation.' If either party (8)_on any itemherein, the other shall have the right to (9)_the agreement. Insuch circumstances, the terminating party should (10) the otherparty of its intention at least 90 days prior to the date intended forthe termination. The terminating party should also (11)_the rea-sons for the termination.

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

a

1. What is the extract from?

2, What is the purpose of the document?

3. What companies are involved?

4. Which part of the documgnt deals with advertising?

5. How is the document organised?

DrsrrueunoN AGREEMENT

The agree.ment is made and entered into on OctoberI3th 1993, by and between Pohl Litbarski (Deutchland)GmbH, having the registered ffice at Kassel, Germany,hereinafter referued to as POHL, on the one side, andBunge Luft AB, having its registered ffice in Bunge, Swe-den, hereinafter referred to'as.BWGE LUFT, on the otherside

Article ITerritory and products

Section 1.01 POHL hereby appoints BUNGE LUFT itsexclusive distributor in Sweden and Norway, hereinafter re-

ferred to as the territory, for the sale of all POHL presentlyss well as in the future manufactured products such as re-ciprocating qnd screw compressors, compressor packages

tt9'r18

UNIT VI

and pumps as well as accessories and spqre parts re

therito, hereinafter referred to as the products'

Article 2

Legal situation of the distributor

Section 2.01 BUNGE LUFT will buy and sell

products in its own name andfor its own account' It will,

as an independent ftader as regards both POHL and its t

tomers.

Section 2.02 POHL undertakes to sell the

tenltory.

Section 2.03 POHL undertakes to refer all cus

within the teruitory, who are enquiring about the product

to BUNGE LUFT.

Section 2.04 BUNGE LUFT is entitled to sell

within the territory only to BWGE LUFT and shall not

point any other distributor or agent for the products in

products in countries outside the tewitory' The same-with

regard to the teruitory apply for POHL's distr

LUFT according to the price-list issued by POHL and

plicable to all European distributors of the Pohl Litb

group and being ffictive by the time of acceptance

AUWC| LUFT's order, presently according to schedule C'

and agents outside the territorY.

Article 3

Prices and conditions of PaYment

Section 3.01 POHL shall sell the products to BU'

Section 3.02 POHL reserves the right to change its price

by givingwritten notice to BUNGE LUFT ninety (90) days

advance.

Section 3.03 Payment for the products purchased

BUNGE LUFT shall be made 20 per cent cash on deli

and 80 per cent by signed draft to be paid at sight n

(90) days from deliverY'

Legal contracts

Article 4Advertising and Sales

Section 4.01 POHL agrees to continuously offer to ac-tively advertising and . . .

+ Scan the text above to find the following information.

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

How can Pohl alter its prices?

Can other buyers of Pohl products sellthem in Norway?

Does Pohl charge Bunge Luft higher prices than distributors inSouthern Europe?

t Find a legal contract or other legal document that you are con-cerned with in your work. Apply some of the skills practised in thisrunit to find the following information.

r the subject of the document

o the parties involved

r the main obligations of each party

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

. ways in which conflict can be resolved

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

pcnalty remuneration

lirr and on behalf of comprise

solredule clause

liability

scope

fail

121120

UNIT VI.

made this 2oth day"r r:"Hil:*between

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

and Otter Industries (hereinafter called'The Company')

SUMMARY

l. The Consultants shall conduct and perform consultancy work ithe area oforder processing within the structure and organisation and onpremises of the Company, the full '' ,(1) and conter:rt of which shallas set out in (2). r

_ and shall_(4) a detailedof all pertinent process changes

9. Should the Company _(g) to pay the remuneration in fullon time, there will be a penalty in the form of 5%o increase in price puio uythe Company for each day the paynent is overdue.

Signed

F.Watt

+ Complete the memo that Frank WattManaging Director, on the results of hisGodeck.

(9) Otter Industries Ltd.Signed

W.Godeck

For and on behalfofTurner and Rathbone Ltd.

I contracts'

sends to Tom Hunter, hisnegotiations with William

2. The Company shall provide a total (3) package of $lin consultancy fees and expenses.

3. The Consultants shall perforrn the consultancy work betweenruary lst and l4th200_.

4. The report shall be presented by the Consultants to the fullof the Company on February 2lst200ten report and overhead projectionsstatistics.

5. The review date shall be six months from the presentation ofreporl. The Consultancy shall then perform a short monitoiing exerciseprovide the Company with a brief report on the state of order processingthat time.

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

7. The remuneration referred to in (6) 2 above shall be

in full upon presentation of the report by the Consultancy to the Company.

8. Should the Consultancy fail to present the report on time therebe a_(7) in the form of 502 discount on the amount paid byCompany for each day the report is overdue.

MEMO Otter

Industries

To:

From:

Subject:

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

Stafting date:

Presentdtion date:

Price:

Payment dates:

Penalty clause %o:

Hope this meets withyour approval!

122 123

UNIT VI.

VocneuLARY lN coNTExr

THE MAIN FORMS OF BUSINESS ORGANIZATION

drawba-cks can not be denied. without any doubts, single owners

not able to invest large amounts of capital or, if they do so' they I

a great risk of losinghoney, and having debts.' This is called unli

ite"a tluUitity. Only=in agriculture is the individual owner still

predominant figure'

Business is a pattern of complex operations in the lives

p"opl.Gi6ing ali those functions that g?n"t: tle nr3fu-cjl

Oirt iUrtion, and iale of goods and services for the benefit of

buyer and the profit of the seller. At present the production cor

ties in the hands of so-called entrepreneurs or individual busi

people. They usually otganize and direct industry on the purpose

nluking business profits. The Industrial Revolution.led.to some s(

ous ch-anges and, first of all, old forms of conducting business -hz

been substituted by the new ones. This helped various branchbs

industry function better in changing conditions to which they

adaptei. The profits increased' Today the main forms of bus

organization may be described in the following way'

The first form of Individual proprietorship can be

as a form of business organization where the owner is in main cha

of the business and he is responsible for it. Most of individual

singte proprietorships are the forms of business ownership in far

ing] "onrtiuction

and many other industries, Unless an activity

sptifically banned by law, no line of business is closed to an ownt

Although individual proprietorship has obvious advantages, certa

Legal contracts

business than an individual owner5 almost all of partnerships are

srnall businesses, usually in the sphere of law, medicine, real estate

tnd retailing. Unless a limited partnership has been established, inwlrich one of the partners assumes complete financial responsibilitylbr losses, all pafties usually share the burden of Ioss and debts. Apartnership can be dissolved if there is an agreement of the partners()r one ofthe partners goes out ofthe partnership.

All the companies of Great Britain and the United States ofArnerica can be divided in the following way:

l. Partnerships.

2. Limited Companies a-nd.Joint Ventures.

We should point out the,fact that Limited Partnership is a

llritish variant, while General Partnership is an American variant ofnaming a certain type of business organization. Both variants can be

lbund in literature.

As it has been already mentioned, partners in a partnership

nay lose their money. To avoid such a loss, a more stable form ofpartnership has been introduced, that is Limited Partnership.

A limited partner may be liable only for the money which has

been invested by him and at the same time he can be out of runninglhe business. If a person wants to participate in running a business

with a minimum of risk a corporation should be formed.

Public Limited Company (Plc) is an open company with lim-ited liability. It is a company which has been registered and is a ju-ridical person. The shares of such a conpany can be spread amongthe wide masses of people.

Private Company is a company the shares of which cannot be

olfiered or sold to the wide masses of people. Afterthe name of such

n company the letters JM ltd (limited) are put.

In the United States of America the joint-stock company withlimited liability is called Corporation After the name of the Corpo-rrrtion the letters Inc. (Incorporated) are put. It nieans that this com-pnny has been registered'as a Corporation.If two or more companies

want to rcalize a joint project they can form a Joint Venture.

Partnership is a form of business organization where two

more p-ersons agree to combine their financial assets, labour, prt

erty, and skill oi some or all of these things' A partnership cont

usually includes general policies, distribution of profits' fiscal

,ponribiliti"., und u specific length of time during which the pt

,i,ip it in effect. Deipite the fact that most partners handle

124 125

The Corporation was made to provide a financial device

did not huG-" tn-" dtu*bucks of the singte ownership and the par

tnip in" classical definition was giv6n by Chief Justice of the U'

John Marshall in the Dartmouth Cottege case in l8l9:'A corporatir

is an artificial being invisible, intangible, and existing only

contemplation of lawi Corporations are owned by stockholders'-l

have shares of stock of a certain company' The decisions of '

stockholders usually affect business operations' Profits are cal

dividends. Profits may be also reinvested in the corporation' Coq

,u,ion, usually handie more business than individual owners t

ffierships, but they are more difficult to establish. In the unit

.s,ut", of America there are 12 million single proprietorships' 1'

million partnerships and 3.25 million corporations' The advanti

of the corporations are: large sums of money can be invested'

UNIT VI

stockholders have limited liabiliry and the death of the owner'

withdrawal from the company do not influence the business ope

tions.

ofother corPorations.

The corporate structure has a more permanent combinati

the trust in which the stockholders of the corporation deposited

stock certificates with one or more trustees and got back trust certil

cates in return. Muny J.u*backs of such a practice have. been r

vealed and the need to have some changes reflected further in q

forms that resulted in the breaking up of the trusts' A new form '

business organization has appeared, the so-called holding compat

The holding company is a corporation that holds the common sto

which haye not been related to each other. The number of mergers

has grown enormously particularly in the middle"of the 1980's.

There is one more corporate combination which was formed at

that period of time - that is the cartel. The cartel is a voluntary or-

ganization of private business concerns in order to coordinate mar-

lieting practices. It may engage in many spheres of business, namely

in price fixing, limitation of production, the division of marketing

territories, and the pooling of profits.

With the development of foreign relationships a new form ofbusiness organization at the international level became of a great

oconomic value, that is the multinational corporation. Such com-

panies operate extensive business activities and large-scale produc-'

tion facilities elsewhere in the whole world, and their revenues may

cxceed the total revenues of certain countries in which they function'

There are different levels of business operation. In this con-

ncction it is of great importance to note that the operation of large

business firms has certain features, such as great complexity ofrurganization and administration. The highest level of management is

closely connected with the overall planning and evaluation of pro-

tluction and distribution, while various administrative departments

pcrform the functions of finance, production, research, and market-

ing. It is worth saying, that business management is a certain sphere

of' study that deals with the investigations of the requirements of ef-

liciency in the relation of technological expansion.

Business operations can be regulated by the government' The

rcgulation of business by government is a certain sphere which pre-

supposes the involvement of the government (total or partial) in

business operations that may be reflected in laws. Such is the de-

rnand of public interests. Many laws have been made for the purpose

ol'acknowledging a competitive pluralism in connection to produc-

lion and trade. In the U.S.A. trusts and monopolistic practices are

outlawed by the Shennan Antitrust Act (1890) and the Clayton Anti-lrust Act (191a), stock and bond issues are under the control of the

Sccurities and Exchange Commission. The two main things in a free

crrterprise economy are Profit and Responsibility. The free enterprise

Without any doubts, b'usiness became more competitive due

the fact that new and more complex corporate combinations ha

been formed. A merger is the absorption of one or more comp

by another, in an amalgamation-when the corporationt"gi" llindividual charters anJexchange their stock for that of the new I

foration.. In the 1960's and l9i0's there was. a gteat ""::y-"f

curring different amalgamations under the influence of the me

moverient. The conglomerates appeared on.the scene' They brot

under one management scores of companies belonging to indus

126 127

economy presupposes that business is govefned by the theoryl

burine.r"i p.oftt to the extent that they serve their communities'

sponsibiliry to consumers plays an important role' lt has become

"rtuUt;rn"i principle, and-measures such as guarantees have br

taken to benefit the customer while enhan-cing the seller's. repu

A new notion of business ethics became,$elermined by the co

tive system, which makes it profitable to satisff the consu

needs.

UNIT VI.

Match the

sentences above.

definition.

f . initiate

2. profit

3. labour

4. business

5. innovative

6. entrepreneur

7. raw materials

8. venture

9. loss

10. capital

11. goods

12. services

13. bankrupt

14. company

15. debt

words below with the definition indicated by

Write the nurnber'of ihe word on the line before

a. something which must be Paid

b. having new products and ideas

c. begin new business activitY

d. person who directs the business . .,ri

e. land

f. what workers Provide

g. a business activitY

h. money the entrepreneur recelves "

i. money which buys machines and tools

j. products

k things which business provides in

tion to goods

l. describes a company with not

money and too manY debts

m. the result of expenses being more

sales

n. the activity of Producing goods

o. a business

128

Legal contracts

Gompletion

t Select the answer which best completes the meaning of the

sentence.

l. Advertising is a kind of public announcement which describes

the benefiti' of using a product or service. We can use advertis-

ing to increase the sales of our product or service. We expect to

find advertising

a. at school

b. in the factory

c. on the land

d. on TV and radio

2. There is an expression, 'It takes money to make money.' We

know that capital can be used to make something of value.

Therefore, capital can refer to

a. a basic factor c. raw materials

b. money d. bankruptcy

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

a. an entrepreneur

b. an employee

c. a banker

d. a factor

4, Labour changes raw materials into finished goods. Paper is an

example of a finished good. The raw material would be

a. physical work

b. wood

c. finished products

d. land

5. Distribution means getting the products from the factory to the

store where customers buy them. Which of the following com-

panies would probably be involved in distribution?

a. a bank c. a supermarket

b. a transportation com- d. a factorypany

An employee is a person who works for a company and receives

payment for his work."Which factor does the employee supply?

129

b**

Glossary of useful expressions for letter-writingUNIT VI.

a.land

b. labour

a. risk its future

b. bring together land

and labour

8. Value is the qualitY thatValue is probablY

a. skill

b. capital

a. an oil company

b. a store

Large companies require more capital than a single entrepret

"orld ,uppiy. The ow'ership of the company is therefore divi

.-t -,- L^ -.^:^^ ^^.^:+^l ^ ^^-^o-., mich

c. capital

d. innovation

c. sell stock

d. produce goods

makes a thing wanted or worth

c. price

d. profit

c. a bank

d. a factory

c. make a profit

d. suffer a loss

GLOSSARY OF USEFUL EXPRESSIONSFOR LETTER.WRITING

Beginninq a letter

We are writing to enquire aboutwith

Appendix A

in connection

and we would like to

into shares of stock. In order to raise capital, a company might

9. Businesses provide both goods and services' Examples of

are physical products which customers purchase to take

An example of a service business would be

We are interestedknow

Answerinq a letter

l'hank you for your letter of (date)

We have received your letter of (date)

Referring

With reference to

lrurther to

With regard to

I arn writing in connection with

Givinq qood/bad news

(Jood news

I am pleased

delighted

huppy

lf:rd news

I regret

am sorTy

We regret that

10. The owner of a business takes a risk' He hopes that his busi

will be successful and that he will make a profit, but there

chance that he maY

a. manage and direct ac-

tivities

b. offer new services

and productsto inform you that

advise

tell

tell

inform you that

advise

r30

to

r3r

Glossary of useful expressions for letter-writing

We would be grateful if you could

We would appreciate it if you could

We would like to know (about/if)

Makins a mild complaint

let us know (about/if)

inform us (abouVif).

Unfortunately, something is wrong

Warninq

Unless

If (not)

vie will be forced to (take legal actions)

Personal business letters: the opening

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

It was a pleasure to

It was good to

It was a pity that

I urn sorry that

(meet you aVon)

(seeyou again aVon)

(hear from iou again)

(We did not have time to talk atlon)

(I missed you when you visited myoffrce)

Personal business lefters: saving whv vou are writing

Dcar Sir or Madam

I nm writing in reply to your advertisement in the European

I thought you might be

interested to hear about

I ,was wondering if youcould help me

I am afraid we have a smallproblem

1'33

We are unable to

We are able to

We have been forced to

Giving reasons

This is owing to

due to

as a result of" because of

Requesting action

Please could you (direct)

We would be grateful if You could

We would apPreciate if You could

Requestinq information

Please, could You

(bad news)

fthe fact that)

If it is urgent, add:

as soon as possible

without delayimmediatelY

Give us some furtherabout

Apoloqisinq

We must apologise fot--(followed by -ing forms after

.for-or that)

We apologise for

We are extremelY sorry for

Please, accept our apologies once again

We hope that this has not caused you any inconvenience

With apologies once again

132

Appendix A

I am afraid I know some

news

I look forward to seeing you again next time I am in London

If you ever are in London, please, give me a ring or call in

Please. give mv regards to Diana Smith

Please, pass on my best wishes to Mr' Lund' I hope that he has

recovered from the flu.

Format: I regret to advise you that our prices have increased

Informal: I am sorry to say that our prices have gone up

Formal: We have not yet received your invoice

Informal: We have not yet got your bill

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

APPendix B

USEFUL WORDS AND WORD.COMBINATIONSCOMMONLY USED IN THE WORLD OF BUSINESS

Placins of Orders

l)lease supply/send us the undermentioned goods.

With reference to your quotation, we enclose our order for immedi-

ntc delivery.

We can accept your offer on thgse terms, and are pleased to pl'abe an

order for...

As the goods are urgently required, we should be grateful for deliv-

ery by...

Please confirm thatdate.

ll'any items are outttrte.

you can supply this quantity by the required

of stock, please submit a quotation fo, u ,uUrti-

Acknowledqement of Orders

We are pleased to acknowledge- your order for'.'

Your order is already being carried out/executed/processed, and

dolivery will be made in accordance with your instructions.

We confirm that delivery will be made by March l5th, as requested.

Delivery will be made immediately on receipt of your

c h eq ue/remittan celletter of credit.

Wc trust that this initial order will lead to further dealings between

orrr two companies.

Refusal of Orders

Wc regret to inform you that the goods ordered are out of stocVno

Ionger available.

r35

L-.-

134

We can offer You a substitute

quatity to the goods ordered'

which is the same Price and of s

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

Contract for training local operating personnel

Contract for the supply of complete equipment

l(esearch and development contract

Itesearch-development-test-and-evaluation contract l

Contract for the sale of know-how

Development contract

"'I'urn-key" contract

l{isk contract

lrlat fee contract

[f ixed-price contract with escalation

(lost-p lus-fi xed-fee contract

liffective date of contract

lr rr I fi I lment, performance, execution, implementation of contract

Proper performance of a contract

Clourse of the irnplementation of a contract

Due and faithful performance of a conftact .

'lbrms and provisions, reservations of a document

As stated (specified) in a document

Draw up a document, make up a document

Itrterpret a document, construe a document

Supplement to contract, addendum to,contract

As per supplement to contract ..., in accordance with the supplement

,,, to contract

('ontract law

Sclect the law for a contract

Irr the performance of a contract

l,orrg-term contract

l)resent contract

Llrrder the present contract

Hello, is that ' ' .?

Can I speak to . . ', Please

Hello, this is' . . catlingfrom''' in'''Could you ask ... to call me back, please'

Thanks for calling back?

Good morning, I'd like to sPeak to "'Is ... available, please? My name's "'

Could you give '.. a message, Please?

My number is ".

I'm sorry I've got the wrong number

Telephone Communication

Oh hello, Mr (Ms)"' this is "' speaking'

I'm afraid he (she) is at a meeting (not in the ofFrce) (still at lu

io. ftof iOuV this week) (away today) (not available just ":1). . -

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

yet).

What's your (extension) number?

I'll put You through to ..

Can I get your phone number to call you back?

Hold on a moment, Please

Tvpes of Gontracts

Contract for the preparation of feasibility report

Production sharing contract

136137

.:Void contract

Contract awarded, contract gained

Terminal contract, fixed-term contract.

Remarks on a contract ,

Alterations and amendments to a contract ' !

Annul/cancel a contract

Hold a contract

Forward a contract

Infringe a contract, break a contract

Negotiate a contract

lnitiate a contract

Revise a contract

Terminate a contract

Relevant contract number

Obligations (of the parties) under contract, com'mitment (of the

ees)irnder contract, liabilities (ofthe parties) under contract

Contractual obligations

Cease to be under any contractual obligations

Evade the fulfillment of contractual obligations

Sanctions for the non-fulfillment of contractual obligations

Bear responsibilitY for

Outside the extent of the contract

Within the extent of the qontract

Within the limits of the contract

Forms of address

FORMS OF ADpRFSS

Forms of address do not always follow the set guide lines; the

type of salutation is often determined by the relationship between

correspondents or by the purpose and content of the letter. However,

lr general style applies to most accusations. In highly formal qitua-

tions when the addressee is a woman, "Madam" should be substi-

lrrted for "Sir". When the salutation is informal, "Ms", "Miss", or"Mrs" should be substituted for "Mr".

If a woman addressee has previously indicated a preference

lbr a particular form of address, that form should be used.

Source: Webster's 2 New Riverside University Dictionary

Copyright @ 1984 by Houghton Miffin Company

ACADEMICS

Dean, college or university. Dear

President.

Dear Dean

President

l)rofessor, oollegeor university.

Dear President

Professor

Salutation: Dear Professor

CLERICAL AND RELIGIOUS ORDERS

xB

Abbot. Address:

Salutation:

Archbishop, Address:

Salutation:

Archbishop, Address:

Address:Salutation:

Address:Salutation:

Address:

The RightAbbot ofRight Reverend Abbot or Dear Fa-

ther Abbot

The Most Reverend Joseph, Arch-bishop of Eastern Orthodox.Your Eminence

The Most Reverend

Reverend O.S.B

139

It-

r38

Forms of address

Salutation:

Archdeacon, Episcopal.Address:Salutation:

Bishop, Episcopal.Address:

Salutation:

Bishop, other Protestant.Address:Salutation:

Bishop, Roman Catholic.

Cardinal.

Address:

Salutation:

Address:

Salutation:

Clergyman/woman.Address:

Protestant.Salutation:

Patriarch, Greek Orthodox.Address:Salutation:

Patriarch, RussianAddress:

'Salutation:

Archbishop of Roman Catholic.Your Excellency

The VenerableVenerable Sir

Archdeakon ofor Dear A

The Right ReverendBishop ofRight Reverend Sir or Dear

The ReverendDear Bishop

The Most ReverendofYour Excellency or Dear BishoP

His Eminence, Joseph

StoneDear Brother Joseph

The ReverendThe Reverend

D.D.Dear Mr / Msor Dear Dr

His All Holiness Patriarch JosePh

Your All Holiness

His Holiness the Patriarch ofOrthodox.Your Holiness

140

l)ope. Address:Salutation:

Priest, Roman Catholic.Address:Salutation:

llabbi, man or woman.Address:Salutation:

I)IPLOMATS

Ambassador, US.Address:

Salutation:

Ambassador to the US.Address:

Salutation:

Consul, US.Address:Salutation:

Minister, US or to US.Address:

Salutation:

Sccretary General,Address:

Salutation:

His Holiness The PopeYour Holiness or Most Holy Father

The Reverend S.J.

Fa-Dear Reverend Father or Dearther

Rabbi or D.D.Dear Rabbi or Dear Dr

The Honourable The Ambassadorof the United States

Sir / Madam or Dear Mr / MadamAmbassador

His / Her ExcellencyThe Ambassador of the USExcellency or Dear Mr / MadamAmbassador

Esq. United States ConsulDear Mr / Mrs

The Honourableof

The Minister

Sir / Madam or Dear Mr / Madame Minister

His / Her ExcellencySecretary General of the United Nations.Dear Mr / Madam / MadameSecretary General of the United Nations

t4l

Forms of address

Salutation:

Representative (US).

Address:Salutation:

Representative of to

Nations.ExcellencY or MY dear Mr /

Madame

Rep resentative (Fo rei gn)

Address: His I Her ExcellencY

GovernorAddress: The HonourableSalutation: Dear Governor

.ludge, FederalAddress:

Salutation:

,ludge, state or localAddress:Salutation:

President, U.S.Address:

The Honourable

Governor of

Judge of theUnited States District Court for theDistrict ofSir / Madam or Dear Judge

The Honourable Judge of the Court ofDear Judge

The Pr,esi{qntSalutation: Dear Mr. President

The HcinourableDear Mr.

The Honourable The State

Senate, State CapitolDear Senator

USMC)Dear (full rank)

the

Representative to the United Nations

Th! Honourable United

Sir / Madam or Dear Mr / Ms

GOVERNMpNT OFFTCTALS

AssemblYmanAddress:Salutation:

Associate Justice, USAddress:

Supreme CourtSalutation:

AttorneY General, USAddress:

Salutation:

Cabinet memberAddress:Salutation:

Chief Justice, U.S.

Address:

Supreme CourtSalutation:

The HonourableDear Mr / Ms

\Mr / Madam Justice \,

\

Dear Mr / Madam Justice or Sir / Madam

The Honourable AttorneY

of the United States

Dear Mr i Madam or AttorneY General

President, U.S., formerAddress:Salutation:

Scnatoq stateAddress:

Salutation:

Vice President, U.S.Address:

llank Address:

Salutation:

The HonourableSir / Madam or Dear Mr i Madam

The Chief Justice of the United States

Dear Mr. Chief Justice

Commissioner (federal),Address: th" Hottoutable (state'

Salutation: Dear Mr'/Ms'

The Vice President of the United States

Salutation: Sir or Dear Mr. Vice President

MILITARY AND NAVAL OFFICERS

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

I'ROFESSIONS

Attorney Address: Mr./Ms. AttorneyEsq.

Salutation: Dear Mr./Ms.

143142

of law or

I have the honour to be,

Your Grace's most obedient servant.'lir His Grace, The Duke of Wiltshire, K.G.

'l'he Army

'lir a General, Colonel, Major, Captain, or Lieutenant

Commencement of Letter OfficiallySir.

Commencement of Letter Socially

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

lligh Government officials may be addressed as follows:

The Sovereign.

To IIis MajestY the King

Commencement

Sir,

May it please Your MajestY, or,

Lord P., presents his humbte duty to Majesty'

Conclusion

I have the honour to remain,

Your Majesty's most faithful subject and dutiful servant

SubscriPtion of EnveloPe

To His Most Gracious Majesty King George

To Her MajestY Queen Mary

Madam

To Member of the AristocracY

My Lord Duke, or

My dear Lord Duke, Will Your Grace, etc'

D.D.S.Dentist

Physician

Dear Dr.

Salutation: Dear DrM.D.

D.N.M.Veterinarian Address:Salutation: Dear Dr.

THE REGEIVED FORMS FOR COMMENCING'

CONCLUDING, AND ADDRESSING LETTERS:

l'he President'l'lre President

Washington, D.C.

l)car Mr.President:

tcpresentative'l'lre Honourable,lolrn W. Smith

llouse Office Building

Wlshington, D.C.

My dear Govern or Smith: (hrformal)

senator

The Honourable John W. Smith

Senate Office Building

Washington, D.C.

My dear Senator Smith

governor

The Honourable John W.Smith

Governor of New Jersey

Trenton, New Jersey

144 145

Ooprvrur ropl4A[qecK[x EoKyMeHToB u AenoBsrx nnceM

ACCEPTANCE

, hereby accept the above assignmentnnd subject ourselves to all the promises and covenants therein con-tained. We fully understand that this assignment is contingent uponthe making of timely payments on the lease and complying with allthe terms and provisions of the lease.

(]ONSENT

landlord and lessor under the abovelcase hereby consents to the assignment of said lease from

to

Attest

ilEPEAAIIA TIPABA

ASSIGNMENT OF RIGHT THIS ASSIGNMENT

'f'his is made this day of _,20 _., by and be-tween ("Assignor"), and ("Assignee"):

WITNESSES, that for valuable consideration in hand paid by theAssignee to the Assignor, receipt of which is hereby acknowledged,the Assignor hereby assigns and transfers to the Assignee all of hisright, title and interest in and to all (description) set forthln of that certain

Agreement, Provided, however, nowarranties of any kind whatsoever are made incident to this Assign-nrent. IN WITNESS WHEREOF, the Assignor has executed thisAssignment on the day and year first above written. Signed, sealed

atrd delivered in the. presence of:

WITNESSES

We,

SAMPLES OF CONTRACTS(English and Russian variants)

ooPMbl loPl4AHtlEcKhx AoITMEHTOBn AEnoBblx nhcEM

Hacroquuil pa3Aen coAepnfl4r s ce6e 78 Sopv (r'H' <

plate>) pa3JII'tqHbIx sau6olee ynorpe6un'rslx rop?IAuqecKltx

MCHTOB U ACIOBbIX TILICEM'

NEPEAAIIA TIPABA HA APEHAY

ASSIGNMENT OF LEASE

that certain lease

dated by and between

Lessee, and Pertaining todo hereby assign

right, titl" und interest in and to said lease to )

"fOt.s shall henceforth be ' It is agreed and unde

,d;;it;gnment ir .o"ti-g"nt upon satisfactory compliance

the terms and provisions of the lease'

WITNESSES:

and

Lessor and

certain

146147

State of

oEIUA-fl O OPMA IIOATBEPXAEHT',TUKAKOIO_JII{EO OAKTA

GENERAL AFFIDAVIT

Oopuur ropr4Ar4qecxux AoKyMeHToB t4 AenoBbtx nlaceM

loase under which you occupy said premises and to recover posses-

sion thereof, with treble rents and damages.

The undersigned does (not) elect to terminate the lease if thelcnt is not paid within three day.

The premises referred to are commonly known as:

(addless, apartment number)(city, state, zip code)

(Legal description may be inserted)

I)ATED

(LESSOR)

TPEEOBAHTTE OE O CBOEOX{AEHT4I,IAPEHAyEMOIO IIOMEIIIEHII,fl

NOTICE TO OUIT

, Tenant in possession:

'lake notice that your month to month tenancy of the herein de-

soribed premises is hereby terminated at the expiration of 30 days

nlter service ofthis notice on you, and that you are hereby requiredkr quit and on said date deliver up to me the possession of the prem-

iscs now held and occupied by you under such tenancy.

Said premises are known as:

(name of building)

( address )

(ciry state, zip)

l'his is intended as a 30 days'notice to quit, for the purpose of ter-rrr i nating your tenancy aforesaid.

l)ated:

County of

Before the undersigned, an officer duly commissioned by the laws

' on this day of

-'

20 ' Personq

appeared

who having been first duly sworn depose and say:

Witness:

Sworn and subscribed before me

this

-

daY of A.D.20

TPEEOBAHIIE OIUIATbI 3A APEHAYEMOE

TENANT IN POSSESSION:'

You are hereby required to pay the rent on the premises he

t'o

TO

described, of which you now hold possession, pursuant to a wrlt

irur", u*ounting to $

-,

being the rent now due 1o 3" qy,i

for the period fro*

-to-

or you are hereby required to

uf po.r"sion of the prem-ises' within THREE DAYS. after

on you of this notice, io the undersigned or the undersigned will

r,i,ur" legal proceedings against you, to declare a forfeiture of

r48

Landlord.

149

AOroBoP oE APEH,4E OEOPvAoBArrw{

EQUIPMENT LEASING AGREEMENT

Chambers agrees to furnish and Customer agrees to the services

("Equipment")' to be

ilud**O i*ticut"o u.lo*, subject solely to'1" *Tl:."

"f-ift" existing Chambers Contract Price Agreement

and Chambers CorPoration'

Customer acknowledges the responsibilities of providing suita

J"",ri"uf service and'the payment of charges of the placement

r""""f, and any rigging t"p"nt" for the equipment and

ordered herein.

Earliest Customer Acceptance Date

Monthly Annual Two Year Contract No:

Customer and Billing Address

Installation Address

Purchase Order Required Yes' if yes'

Purchase Order No: From

CCP Special

Custorher Authorizes Initial Supplies:

Supply Purchase Order No:

Supply Agreement No:

Supply Purchase Order:

Ooprvrur lopr44r4qecKilx AoKyMeHToB ta AenoBbtx nuceM

'fhis Agreement shall terminate in the event that Customer makes an

zrssignment for the benefit of creditors, of a voluntary or involuntarypetition is filed by or against the Customer under any law having forits purpose the adjudication of Customer as bankrupt or the reor-ganization of Customer or may be cancelled by Chambers withoutnotice, should Customer default in the payment of any money duehereunder.

Customer's Signature Chambers Corporalion

By

Title

PACIrICKA O IIPOAA]nE C IIOATBEP]nAEHI4EM3AKOHHOTO BrIMEHr4fl

BILL OF SALE (WITH WARRANTY OF TITLE)

[, , County of, State of , in consideration of

$ , to me paid by , the receipt of whichis hereby acknowledged, do hereby grant, sell, transfer and deliverrunto the following goods and chattels, namely,

To have and to hold the same to0xecutors," administrators, successorsover.

and his heirs,and assigns, to their use for-

And I hereby covenant with the grantee that I'm the lawfill ownerol'said goods; that they are free from all encumbrances; that I havegood right to sell the same as aforesaid; and that I will warrant anddcfend the same against the lawful claims and demands of all per-sons.

ofcomplete below:

To

Reference Nu

Acceptance of this agreemertt !s lonfinfnt upon revrew

p.ouut of Chambers Corporation's Credit Department'

Yes:

Not necessary

Attached To Follow

l5t150

x AoKyMeHTOB U AenoBblx nuceM

THIS AGREEMENI made and entered into this

- day of

20-,by and between '

,the Seller' and ' the Bu'

t. ln" seller hereby undertakes to transfer and deliver to the

on or before ,20-, the following described goods:

2. The buyer hereby undertakes to ac^cept the goods and pay

them in accordance with the terms of the contract'

3. It is agreed that identification shall not be deemed to have b1

made until botn ihe buyer and the seller have agreed that

g""at in question are to be appropriated to the perfi

C

TN WITNESS WHEREOF' I

hereunto set mY hand, this

-day of

-'20/s/ ..

;KOHTPAKT O KvrlIrE - TIPOAAIKE TOBAPA - I

- CONTRACT

the contract with the buYer'

encumbrance.

g. The buyer shall have the right to examine the goods on arrival,

and within business days after such delivery he must give notice

to the seller of any claim for damages on account of the condi-

tion, quality, or grade of the property, and must speciff the basis

of his-claim in detail. The failure of the buyer to comply with

these rules shall constitute irrevocable acceptance ofthe goods.

10. Executed in duplicate, one copy of which was delivered to and

retained by the tuy"r, the day and year first above written'

KOHTPAKT O KvrUrE - TIPOAAIKE TOBAPA - 2

CONTRACT FOR SALE OF GOODS

Agreement made and entered into this (date), by and between

(name of seller), of (address) (city),(state), herein referred to as

"Seller", and (name of buyer), of (address) (city), (state), herein re-

I'erred to as "Buyer".

Seller hereby agrees to transfer and deliver to buyer, on or be-

lirre (date), the following goods: Buyer agrees to accept

lhe goods and pay for them in accordance with the terms of the con-

Lract.

Buyer and seller agree that identification shall not be deemed

lo have been made until both parties have agreed that the goods in-prestion are to be appropriated and fulfill the requirements of per-

lbrmance of said contract with the Buyer.

Buyer agrees to pay for the goods at the time they are deliv-

er.ed and at the place where he receives said goods. Goods shall be

tlcemed received by Buyer when delivered to address of Buyer as

Ircrein described.

Until such time as said goods have been received by Buyer, all

risk of loss froin any casualty to said goods shall be on Seller'

tsttst

4.

5.

6.

7.

8.

The buyer shall make payment for the goods at the time

""i " t'he ptace where the goods are received by him'

Goodsshallbedeemedreceivedbythebuyerwhenrecehim.

The risk of loss from any casualty to the goods regardless of

.uur" tf,rr.of shall be on the sellir until the goodS have beeXl

cepted bY the buYer'

The seller warrants that the goods are now free and at the ti

ffi'* ;;ii;; f;; f.ot "unv

securitv interest or other li

The seller further warrants that at the time of signing this

tract he neither knows nor has reason to know of the exister

uny-ou,r,unding titte or claim of title hostile to his rightS in

goods.

152 r53

Sellerwarrantsthatthegoodsarenowfreefromanysecinterest or other lien or

"n"u,ob.un"e, that they shall be free

,urn" * the time of delivery, and that he neither knows nor has t

sontoknowofanyoutstandingtitleorclaimoftitlehostileto

cable acceptance ofthe goods'

This agreement has been executed in duplicate' whereby

Buyer and Se-ller have retained oqre copy each' on (date)'

I have been buying (item) from your company for

(time framei "" " C.Q.D. basis' Now I would like the

convenience of charging these purchases with payment made within

- (time frami i spelled out and then numerical numbers in

p*.,ntft.titl from receipt of the invoice.

My business has grown substantially during the last

(time) and I have recenti-y added as customers (name a few new cus-

tomers).

I have my account with (name of bank)' You

oan speak to their , I (offrcer), : (name) as a

'"roui"". In addition, I am listing (number) of references

who will vouch for my business and personal integrity:

(name, citY, state)

(name, citY, state)

(name, citY, state)

I ain confident that the references given will prove satisfactory

trnd I look forward to your prompt favourable reply'

Yours trulY,

OTKA3 B TTPEAOCTABJTEHTTTT KPE44TA - 1

Dear

-

(name):

Thank you for your recent request to establish credit' We ap-

preciate your interest in , , (name of store) , l

However, base'd on numerous credit information, we can only

trrake shipments to you when cash received with the'order. we apolo-

gize for this but we know that you understand' If we can be of

scrvice to you further please let us know.

Sincerely,

(Signatures)

TIPOCbEA OE OTKPbrrrrrr KPEMTA - 1

Dear Sir or Madam:

we have been purchasing merchandise from you for

-(period of time) C.Ci.p. Now we would like the convenience

charge account.

Please let us know what information and references 'are

sary as well as Your credit terms'

Yours trulY,

TIPOCbEA OE OTKPbrrr4r',r KPEru',rr L - 2

Dear Sir or Madam:

This letter is requesting that I be allowed to open a credit

count with Your organization'

'154 r55

Appendix C

OTKA3 B TTPEAOCTABIIEHT4TI KPE44TA- 2

Oopuur lopt4At4qecKilx AoKyMeHroB n AenoBbtx nuceM

Due to the fact that (problem that has arisen) which occurrednlter our agreement was entered, we are unable to (nature of per-lirrmance required under terms of contract).

We regret the unfortunate occurrence of these circumstances;rnd request that you release us from our obligations under the hereinnrentioned contrdct.

C O)KAJIE HI{B O PAC TOPXELIILI1I KOHTPAKTA

I )car (name):

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

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

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

Sincerely,

IIPEAJIOXEHT4E O BO3 OEHOBJIEHI,ITIABJTOBbTX OTHOIIIEHiVLfr.

| )car (name):

In the past I have valued your patronage. But despite the factlhat we have always enjoyed a mutual pleasant and profitable rela-liorrship, you have not placed an order with me in recent (time pe-tiod). Am I responsible for something said or done that offended ortlispleased you?

Dear Sir or Madam:

Thank you for your order for , (item) that was

in the (newsPaPer) on --, 20-Unfortunately, we are not set up for C'O'D' orders'

r'r3BrrHEHI{E 3A 3AAEP)KKy3AKA3AHHOTO TOBAPA

Dear

-

(name)

We can definitely understand your annoyance in not receivi

please ..na ut u "tl""t

or a money order' The price of the

-ter and item) is (Price)'

Meanwhile, we are holding your order aside with instruct

to rush shiprnent as soon as we receive your payment'

Truly Yours, \

the

- (number and item) that you ordered'

Orders requiring engraving need - (time span) for deli

Ou, ,ul"rp"rson'probabtylia not make that clear and we are

for that misunderstanding'

Your order will -

(daY it will

,t ipp"iilnJ*ili u.riu" (tirne peri forgive

;;it. w" know that you sfied with oduct'

SincerelY,

PAC T OP}IGHIIE KOHTPAKTA

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

When we entered into our agreement to (specifl nature),

assumed that we would have (presupposed condition)'

r56157

<Dopnlur topr,rAr4qecKrx AoKyMeHroB h AenoBblx nrceM

Please let me know if anything is troubling you that I can re

tiff. Just call on th" il;;;^; i"" t"'" talk' I definitelv respect yoi

IIPI{IJIAIIIEHI{E IIOCBTI'TTb MAIA3I4Hc rrPEAno)nEHr4EM CHIDr{EHHOfr rIEHbr

(name):iniigtrt and good will'CordiallY Yours

ITATTOMUHAHIIE O PAHEE CAEilAHHblx

AE JroB;ii rIPBAnoxEHr'rfl x

Dear

- (name):

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

terrupting You bY Phone'

Last week I mailed you a brief proposal' Now I am

if it suits Your comPanY's needs'

I )ear

(name of store) has opened a wonderful new store in

_ (name of county) at

-

(address). (name ofstore) has been satisffing home furnishing needs since (year).

Our experience has shown us that when you slrop, you want selec-

lion, quality, availability, and value.

-

(name of company) can

olt-er you all this and more!

We have expanded our furnishings of over

-

(number oflooms) room groupings to include (name of grouping).

Tlris collection features

-).

)

-(name

oflcw brands) as well as many other famous name brands that com-

plcte our (amount of money) inventory.

As an introductory offer to our new (location) store,

wc're offering you a

-

(number of discount) discount on

ALL. regularly priced merchandise. We also have a "get-ncquainted" gift for you. It is (what the gift is) which is

nbsolutely FREE, with any purchase of (amount of money)

We wish to do business with you and would appreciate

you would let us tnow-altoon ut po"ibl" if we fit into your pla

CordiallY Yours'

o r{rrE O rIoBbrIIrEHfrl'IPACTIEHOK

Dear

-

(name)

There has been a rapid rise in labor and operating costs'

cause of these facts,' * ---r

(name of company) reluctantly has

cided to increase r"rul"" "hutges

on (date)'

These service charge increases will vary depending on the

vice your comPany uses'

We appreciate your patronage and look forward to conti

our business relationshiP'

If you have any questions' please call us at

number).Most sincerelY,

158 e

()r rlore. You have a choice ofst:lcct from.

(number of your choice) to

'Io make shopping even more of a convenience,

-

(name ofHlore) invites you to open (type of charge) account today!

All you have to do is complete the coupon below and return it[r the postpaid envelope that is enclosed for your convenience. Why

ttot do it today!

Cordially yours,

159

AOrroJrHr4TEJrbHoE frrrcbMo Kil4EHTYKOTOPOMY PAHEB EbIIIA BbICJIAHA PEKJIAMA

Dear

-

(name);

PLEASE DO US A FAVOR -

Tell us whether you received our brochures?

Whether it gave you all the necessary information?

Whether you are still interested in

--?

Whether You have made other Plans?

Whether you have anY Problems?

ther letters and literature.

QopMbr ropr4Ar4qecKux AoKyMeHroB n AeroBblx nficeM

We appreciate yollr business and we hope to continue servingyou during the coming year.

Regards,

orBBT HA fII{CbMO AApECOBAHHOE COTPyAHT4KyoTCvrcTBvroIrIBMv rro BoJIE3Hrr

I )ear (name):

This letter is to infbrm you that we have received your letter(name).rlated (date) that was addressed to

1)

2)

3)

4)(name) has

lboutbeen ill and is not expected to return

(date). When he returns, I will bringto the office untilyour letter to his

If the latter applies to you, please either wlite us or stop

offices. I am sure that we will be able to help you'

If you have changed your plans or^made other &fran$efirr

we will be happy to reiove-yo Ir name off our list and not send

rrttention.

Your truly,

l-oe HAtrIOMI{HAHI{E OB OIUIATE

l)ear (name)

Please check the following invoices that are past due:

No. Date

A self-addressed, postage-free envelope is enclosed and

may use the back of this ietter for your reply' We hope to be hei

from you soon.

Thanks for Your cooPeration'

Yours trulY,

Enclosure

POXAECT TIOCJIAHI,IE

Dear (name):

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

year.

By taking care of this matter now you will save yourself the

trouble of checking them again. If there is a reason for their not be-

irrg paid, please inform us.

Sincerely,

No.

No.

Date

Date

Amount

Amount

Amount

r6r

ta-

160

Dear

2<e HAIIOMI4HAHI{E OE OIIiIATE

Dear (name):

You did not reply to our first reminder of your overduecount but we are sure that you will send us a check

amount) to make your account up-to-date.Please use the postage paid envelope that is enclosed for yo

convenience.

Sincerely,

Enclosure

3-e HAIIOMIIHAHI{E OE OIIIIATE

(name):

We cannot accept any further delay in paying yourdue. Your ignoring our suggestjons of working together to getaccount current is having a negative effect on your credit record.

We must have a payment now!

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

Yours sincerely,

TIPOGA OE OTCPOIIKE IIIIATE}I{A

Dear Sir or Madam:

We have a very uncomfortable request - we are asking forextension of time on our bill for _ (amount).

<Dopnrrur ]opl4Ar4qecKyrx AoKyMeHToB n AeroBbtx nuceM

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

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

Respectfully,

c ooBruEHr4E o rronyqElrl{r4HEOEECIIEI{EHHOIO TIEKA

Dear _ (name):

This letter is to inform you that the check number _ (num-ber) dated 20- (date) drawn to me in the amount of _(amount) has been returned from the bank with the notation "NoIlunds".

We all make mistakes when it comes to bank accounts. I amsure that this mistake was just an oversight.

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

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

Yours truly,

162 r63

I{3BEIIIEHT4E O TTEPEXOAE OES3ATEJIbCTBK APvrOMv Jtrrqv

Dear _ (name):

Directing your attention to your (date) correspondence

which you have indicated your representation of the above m

tioned individual, please be advised that on (date) the (firm) chan'1

hands pursuant to a recorded bill of sale of the same date'

This correspondence will serve to inform you that any clai

originating prior to that date should be directed to (name of indivi

ual), (address), (city, state and zip code). By virtue of a series

agreements, Mr. Edward has agreed to accept and hold us harml

from any and all liabilities arising prior to (date).

If I may be of any further assistance in this matter, pl

don't hesitate to contact the above offtce.

Yours sincerelY,

I43BIIHEHIIE 3A OIIIIIEKYB TIPEAbflBIIEHHOM CTTETE - 1

Dear (name):

We are enclosing a corrected statement of your account'

are sorry about the error and hope that it has not caused you

much inconvenience.

Please accept our apologies. We appreciate your giving us

opportunity to be of service to you.

Sincerely

. OopMbt topt4At4qecKux AoKyMeHToB 14 AenoBbtx nuceM

l)ear

I43BI4HEHI,IE 3A' OIIIUEKYB IPEAbqBJIEHHOM CTIETE -2

(name)

The error in your _ (month) showing a change of _ (price)lbr a shipment of _ (item) was due to a selling error.

We are sorry for the inconvenience. A credit memo to cancellhe billing is enclosed.

Sincerely,

Enclosure

3AKA3

l)ear Sir or Madam:

Please send the following as soonour account.

(item)

(item)

Thank you for your promptness.

as possible and charge to

Cordially,

II3BI4HEHIrE 3A 3AAEP?I(Ky C Oil.rrATorl3ABO3PATTIBHHbTII TOtsAP

l)car _ (narne):

I am sorry you had to wait such a long time for your credit of_ (amount of money). We have had trouble tracing your sale and

lho return of part of the merchandise,

165

!-

164

Therefundcheckhasnowbeenmailed.Again,thanksforcusing the delay'

sincerely yours'

cooEIqEHrlIE o 3AAEP}KKp orfIPAB^KI{-^ .,

rrPEABAPrrrEJrbrIO O[IIArrEHHOro TOBAPA -

Dear

-(name):With thanks we' acknowledge your check and order d

20

-(date) for

-

(items) described in our letter to

of

-2|-(date).unfortunately, the demand for the

-

(item) has been

great that we have no more on hand'

Despite the fact that we have reordered this' these

(item), we regretfully have no idea when they will be shipped to

your check and forward you the

- (item) as soon as it' they

rive(s).VerY trulY Yours,

XAJIOEA IIA KAIIECTBO IICfIOJIHEIII'Ifl 3AKA3A

Dear

- (name):

The

-

(product) made for our last order' No'

-

(n

ber) are too-il-uch'in variance from the pattern y" 9"1:,I"rl:Yt-correct these _- (product) but we cannot tolerate this for

Sincerely,

Oopuur ropr4gr4qecKux AoKyMeHToB u AenoBbrx nuceM

BO3BPAT AEHET

l)ear (name):

We are in receipt of your letter regarding the merchandise pur-clrased _ (time) and then returned.

You noted in your letter than one of our store associates had

ttrade a mistake and,you received the incorrect package. As you canimagine, we deal in a high volume of sales. Therefore, occasionalerrors such as the one you experienced do occur.

However, we are proud of the fact that these errors are fewnnd far between in number.'We are enclosing a check for the fullnttrount of your purchase.

Your patronage is highly valued. Please drop in again and letus see that your next purchase is handled correctly.

Sincerely,

TPyAOBOTI 4OrOnOrEMPLOYMENT AGREEMENT

Agreement between (name of company), located at (address).

e ity of (city). County of (county). State of (state) herein referred toas "Company, and (name of employee), of (address), City of (city),

nty of (county), State of (state) herein referred to as "Em-ryee". Company hereby employs empfoyee to perform such dutiessuch times and in such manner as the company may from time to

tne direct. Employee agrees that he will perform those duties as-

igned to him to the best of his ability, to maintain a current andete account of his work and expenses; to remit promptly to they any monies paid to him or coming into his possession

ich belong to the company, to devote his full and undivided timethe transaction of Company's business and to refrain from beinggaged in any other business during the tenure of his employmentith the company. In consideration of the foregoing Company agrees

ture.

166 167

Appendix C

of, execution), on (date)'

(Signatures)

AOnroBoE OEq3ATEJIbCTBO - I

$ 00.000.00 St. Petersburg, Florida

June2,1992

the mannel following:

UPON DEMAND AFTER

Maker's Address

(SEAL)

Oopusr ]opr44tagecKux AoKyMeHToB u AenoBbrx n]4ceM

AOJIIOBOE OBq3ATEJTbCTBO - 2

PROMIS SORY NOTE INSTALLMENT

(city, state, date)

FOR VALUE RECEIVED, we, the undersigned, jointly andseverally, promise to pay to the order of (name of lender), (cirystate), the sum of ($) dollars with interest on ahy un-paid balance from (date) at the rate of percent per annum, andpayable in equal guccessive monthly installments of dollars in lawfulmoney of the United States of America, commencing on the_dayol each and every month thereafter until paid except the final in-stallment which shall be the balance due on this note.

If any installment be not paid when due, the the undersignedpromise to pay collection charges of per dollar of each overdueinstallment, or the actual cost of collection, whichever is greater andtlre entire amount owing and unpaid hereunder shall at the electionof the holder hereof forthwith become due and payable, and noticeol such election is hereby waived.

The undersigned promises to pay all reasonable attorney's feesincurred by the holder hereof in enforcing any right or remedy here-under.

All sums remaining unpaid on the agreed or accelerated dateolthe maturity of the last installment shall thereafter bear interest attlre rate of percent per month.

The undersigned authorizes the holder to date and completelhis note in accordance with the terms of the loan evidenced hereby,lo accept additional co-makers, to release co-makers, to change orextend dates of payment and to grant indulgences all without noticeor affecting the obligations of the undersigned, and hereby waives;

a. Presentment, demand, protest, notice of dishonour and thettotice of non-payment;

b. The right, if any, to the benefit, or to direct the application0l', any security hypothecated to the holder, until all indebtedness oftlte maker to the holder, howsoever arising shall have been paid;

(sEAL)

168 169

c. The right to require the holder to- proceed against the mi

or to pursue an! otheruemedy in the holdet't ?o*1:^1ndr?-t^:";:.:

;;";Jff';;p;;;;;d-"s"tnst anv or the undersi gned' d!*:lly

independently of the -utEt unA * ln: cessation :l:T,t:1t::lthe maker for any reason other than full payment' or any exte

forbearance, change of rate of ihterest' acceptance' release' su----:^- ^f +Lo hr

tion of security, or any impairment or s-uspension of .the hokl

remedies or rights uguinu the maker' shall not in any wise affect

ii"Uiliav of any-of thi undersigned hereunder i

All obligations of the makers if more than one' shall be j(

and several.

AOJrroBoE oEq3ATEJrbcTBO(IPOCTA' ooPMA)

PROMISSORY NOTE

20

after date (without grace) I promise to pay to the

Netreceived with interqst of

-

percent perfor valuefrom

--- until Paid both

and interest

STATES.

Payable at

EY OF THE TINIpayable onlY in LA\L

No Due

(signature)

r70

CHfl TI'IE IIPETEH3Ufi WM, OE.f,3ATEJIbCTBRELEASE

KNOW ALL MEN BY THESE PRESENTS

that (Releasor), for and in consideration of the sum of$ I .00 lawful money of the United States of America, and other good

and valuable considerations, to him in hand paid by(Releasee), has revised, released and forever

discharged and by thes€ presents does, for himself, his heirs, execu-tors, administrators and successors, remise, release, acquit, satisfrand forever dis6harge the said Releases, their heirs, executors, ad-

ministrators, successors and assigns, of and from all, and all mannerof action and actions, cause and causes of action, suits, debts, dues,

sums of money, accounts, reckonings, bonds, bills, specialities,0ovenants, contracts, controversies, agreements, promises, tres-passes, damages, judgments, executions, claims and demands what-soever in law or in equity arising directly out of the acquisition oroperation of that certarn which against Releasees. he

over had, now has, or which his heirs; executors or administrators,Itereafter can, shall or may have, foq upon or by reason of any mat-teg cause or thing whatsoever, from the beginning of the world to theday ofthe date ofthese presents.

lN WITNESS WHEREOF, the Releasor has cbused this Release toz0hc executed this

WITNESS;

day of

ocBoEoxAEHuE or B3AI4MHbTXTIPE TE H3 IItrT U OEfl 3ATE JIb C TB

MUTUAL RELEASE

l'his mutual release, executed on (date), between (name of firstprrrty) of (address) , City of _ , County of _ , State

ol' , and (name of second party) of (address), City

lsl

171

Appendix C

designated.

of . County of

-,

State of _--, is intended to

f""t tlr" "tirnination

of any obligations by either party as hereina

erence to the herein mentioned disputes and differences, both

agree that in consideration of this execution of this mutual re

uid fo, the ad<led consideration of the payment of (amount) dr

In witness whereof the parties have executed this mutual release

(place ofexecution) on the day and year stated above'

OCBOEO)KAEHTTE oT. TIPETEH3I,Ifr HA COECTBEHHOCTb

RELEASE

This release rnade (date), between , hereinafl

ferred to as "Releasee", of (address), and , herei

referred to as "Releasor", of(address)

<Doprvrsr ropuAurrecxrx Aoxy[aeHros u Aenoeurx nuce[l

Whereas, Releasor desires to settle and has delivered to releasee adeed to the following properfy:

In and for consideration of this deed, the receipt of which Releaseehereby acknowledges, Releasee hereby releases

(reason for giving release)

Dated:

(Signature)

PACTOPXEHIIE KOHTPAKTACANCELATION OF CONTRACT

(address)

Notice is hereby given that we cancel our contract dated for the sareof (description of goods) to (name of firm), for the following reason.

l'hat on (date), you breached said contract in the following respect:(lancellation of said contract is effected in respect to that certain in-stallment delivered on (date), and for any subsequent delivery ofgoods, contracted for in said contract, inasmuch as your breach im-pairs the contract as a whole.

(We claim damages from you in the amcjunt of $ )

(Signature)

whereas, disputes and differences have arisen between the pa

with respect io that certain contract entered into by said parties

executed on (date), a copy of which is bttached hereto as Exhibit

both parties have agreed to settle said disputes and differencds

executing this mutual release'

Whereas, both parties recognize that by the execution of this mt

release, they are relinquishing their respective legal rights with

/s/

L

\72 173

To:

AHHyJIITP OBAHr{E CAE JIKr4

NOTICE OF RESCISSION

This is to notifr you that I hereby cancel the Transaction enteredr ----.-^lf I

between and myself.

This notice is being mailed to you on

within the three day right of rescission period provided for u

Federal Law.

I am requesting that you return my down payment immediately'

(Signature)

cooEIuEHr'rE o mABEHA AHHYJII4POBAHIIB CAEJIKII

Customer Amount Security

NOTICE TO CUSTOMER REQUIRED BY FEDERAL LAW

Today, , you have entered into a transaction which

result in a lien, mortgage or other security interest on your t

Federal Law provid"r you with the right to cancel this transaction,

you so desire, withouf any penalty or obligation at any -tii" Yfthihree business days from the above date or the date on which all

terial disclosures required under the Truth in Lending Act have

given to you. By cancelling this transacti-on, any lien, mortgage

Ith", ,""urity inierest on your home resulting from this transaction

automatically void. Any downpayment or other consideration y

may have tendered on entering this transaction must be refunded

Oopruur ]opr4Ar4qecKr,1x AoKyMeHroB n AenoBUx nno€!{

you in the event you cancel. Ifyou desire to cancel this transaetion,

you may do so by notifuing the followingparly:(address) by

mail or telegram sent by midnightor by any other form of written notice delivered to the above addreac

no later than midnight

Please acknowledge your receipt of this notice by signing the formindicated below.

ACKNOWLEDGMENT OF RECEIPT OF NOTICE

llach of the undersigned hereby acknowledges the receipt of twocompleted copies of the Notice of Right of Rescission.

Date

Date

(Customer's Signature)

PACTOPXEHIIE IIAPTHEPCTBANOTICE OF DISSOLUTION

Notice is hereby given in accordance with the provisions of (SeCtlCn

and Code of State) that:

'lhe partnership heretofore existing between (partner A) and (pf,ffi€fl)), under the fictitious name of (fictitious name of pafifl€ At

(address), City of

-, County of

-,

State of --- le lesolved by mutual consent.

'l-hat (partner A), of the City of , County of .-- r EtAtg()f

-,

has withdrawn from and is no I I

irr the conducting of said business, and (partner

174 175

of

-----

, Cou of

-

, State of

--

will conduct

brr-in"* h"reafter, has assumed all of the oulstanding obligatiol

said business incurred both heretofOre and hereafter, and is ent

to all of the assets of said business'

Said partnership is dissolved as of (date)'

lsltsl

OTKA3 OT IIPETEH3VIII .

RELEASEl

arising out ofthe aforesaid accident'

FOR THE SOLE C SIDERATION OF dollars'

"tf'r", "otrideration. the receipt and sufficiency whereof is her

trat s, agents. and assigns, and all other persons' firms or corp(

tions liable or who .isilt b" claimed to be liable' none of whom

iw frorn anv and all claims, demands, damages, actions, caus'

account of all iniuries' known and unknown, both to person

Theundersignedherebydeclaresthatthetermsofthissettlenhave heen comnletelv reacl and are fully understood and voluulQ

irrcimenf and settlement of anV and all claims, disputed or otherrl

express purpose of Precluding frt -^^t)^^+ i'i

176

Qopuur ]opr4Ar4qqcKhx AoKyMeHroB la AenoBbtx nnceM

The undersigned hereby accepts draft oi drafts.as final payment ofthe consideratiofi set forth above.

IN WITNESS WHEREFOF, weseals this dal sg : ,20Signed, sealed and delivered in the presenoe of:

(sEAL)(sEAL)

AHITYJIIIPOBAHI4E OTKA3A OT NPETE IJ3I4trINOTICE OF RESCISSION OF RELEASE

Notice is hereby given that the undersig4ed, , re-scinds that certain release executed by him on (dati:), whereby hereleased you from any and all claims arising out of (subject forwhich release was executed), on the following grounds:

Tlre undersigned agrees to restore to you total consideration receivedby you for his execution of the release, including (consideration re-ceived).

Dated: : (Signature)

IIPEAYTIPE)I(AEHI,IE O IEPEAATIE IIPAB BIIMEHI4fl, . HA 3AJIOXEHHOE TIMyITIECTBO

NOTICE OF INTENTION TO FORECLOSE

(Under Security Agreement)

l'oI )cbtor

Address

You are hereby notified that the undersigned intends to forecloseunder provision of that certain Agreement executed by you on the

20 , whereby Cerlain personal property

177

have hereunto set our hands and

TO

of

described as follows was given as_security for the payme't of

Jebtedness to Secured Palty named below'

(DescriPtion)

You are hereby further notified that unless /?u,qul' within

ilyt ;;;- it" iut. hereof, to the undersigned' holder

the said Agreement, at their office addrett' yhi"h,l:^lt:the salcl Agreemcllt, d

r"* "iS "

, all of which is now due and payable pursuatrr."-

conditions of said Ag'"t*"nt' plus -charges

at^the ral:-.p:"J:i?i

in said Agreement, tiit J"t" h"r"of to q"l" "tpaymellji]l-C-t]pARrY SHALL rAKE possn'sstoN oF SAID tlgl-"lT^t:ther, if said property '"fit

fot less than the amount then due

terms of the Ag.""*"r,t, you will be obligated to pay the defici

Dated

TAPAHTT'Ifl nEPEAArilrrrEABr4)rfl4M Or o TTMyIIIE C TBA

WARRANTY DEED

SECURED PARTYAddressBy

same.

(Acknowledgment)

Oopuur topugt4qecKux AoKyMeHroB h AenoBbtx rirceM

SALES CONTRACTNo. RC-I4/95

This Agreement is concludedon this l0 day of March 1995

by and between:

Joint Venture Bevalex

Minsk, BelarusTel. (9t72) 499078Fax (0172) 499078'

as Buyer

and

RESTA Limited,57 Dame Street

Dublin 2,IRELANDTel: 0l0l 3531 679 7920Fax:0101 3531 679 5262

, as Seller

l: Subject ofContractSeller hereby sells to Buyer andBuyer hereby purchases fromSeller the computer products andperipherals (hereinafter referred toas the "Products"), in the quantity,assortment and prices according toproforma-invoices provided by theSeller on Buyer's particular order.

AOTOBOP KyrrJrr{-rrPoAAxfl4 "l&Rc-14/95

Hacrosulri floroaop 3ax.ltroqeH

, <10>r uapra 1995 r. MexAy:

C [I Besarercc

Mnscr, BenapycuTet. (0172) 49-9018@axc (0172) 49-90-78B KaqecrBe floxynarell

u

RESTA Limited,57 Dame Street

Dublin 2,IRELANDTel:0101 3531 679 7920Fax:0101 3531 679 5262

B KaqecrBe llpoAasua

l. Ilpegrvrer loronopallpo4aeeq HacrolullrM rrpoAaerflorynarelrc, a floxynareJtb Ha-

crorrrll4M npno6peraer y llpoaas-IIa KOMnbrOTepHbre u3Aenut u ne-pra$epraro (uueHyeuue B AaJrb-Hefiurev "Tonap") ilaprylguu, B

KOJlI4qeCTBe H nO rIeHaM, OlpeAe-Jr{eMbrM B KaxAoM KOHKpeTHOM

crtyiae colJracHo npoQoprr,re-usnofic.

2. Price and total amountof the Contract

2.1. Tire price includes the costs oftransportation on terms, mentionedin the proforma-invoice of everylot ofthe Products.

2,2. The total amount of this Con-tlact is not limited.

2. IleHa u o6ulaq cyMMaKourparra

2.1, I-{eua BKJrroqaer s ce6r crola-MOCTL rrepeBo3Klr Ha ycfloBlmx,yKrBaHHbrx a npoQoprrae-[HBoficHa Kax.ryrc uocTaBKy.

2.2. O6ruqlar' cyMMa KonrpaxraHeot'paHI,IqeHa.

r78

(Signature)

179

c

r8r

\-

2.3. Buyer pays all bank oxpendi-tures.

2.3, florynarenb orIJIaqI,IBaer ace

6auroncrue pacxoAbl

3. Delivery of the Products

3.1. The Products under this Con-tract are delivertid abcording to the

CIP Minsk terms or other terms,mentioned in the proforma-invoices of every lot of the Prod-

ucts. Buyer gets the Products ac-

cording to the paid proforma-invoices.

3.2. The date of delivery of theProducts is deemed the date on

which the products.anive in Minskand the products are accePted byBuyer or its representative. IfBuyer or its representatives are notavailable on the date of arival ofthe Products in Minsk, deliveryshall be deemed having occurred

upon arival in Minsk and notifica-tion of Buyer or its representative

of such arrival. Seller shall notifuBuyer about shipment of Products

within 3 (three) days before ship-

ment.

3.3. Buyer shall be responsible, at

, its expense, for the customs clear-

I ance of the Products, including

3. lfocranra ToeaPon ,

3.1. llocranra roBapoB oc][ecrB.rflercfl Ha ycJroB[rlx CIP MnHcrrnil Apyfr4x ycaoBl4tx, yKa3aHHblx

n npoQopnae-uHsoilc ua rax4ydnocraBKy. llo.nyvenrae TonaPod

ocyulecrBrrercfl colJlacHo onl#qenHbrx nporfopna-uusoficog: ,

il

3.2. fianofi rocraBKr Toeapa cu{raercfl Aara npn6rrrnr Torapa tMraHcx 14 [pHeMKH ronapa florY'[aTeJleM r4rr4 ero npeAcraBI,ITeJreM,

Ecru florynarel^ vutu ero trpelrcraBureJrx Hg oKaxerct n Mr,trctcl

B MoMeHT npra6urur Tonapa, nol

craBra 6yAer culrraruca conePf

rauoxeuHofi or{xcrKe Tonapo{BKJItoqar, eclu ueo6xo.qtaMo, nfr

JryqeHne lrunoprHoil luueHluu, ,l

180

c

r83

L

Seller. Seller shall then, within 2

(two) months upon receiPt ofBuyer's claim and the return of the

Products to Seller, rePlace the de-

fective or mixed-uP goods withnew ones at Seller" own expense.

5.4. Seller shall be responsible forall transport and other costs con-

nected with replacement and return

of defective or mixed-uP goods on

the territory of Seller's country, ofthe hansit country and of BuYer's

country.

Toaap flpoaaauY. B 3roM cllfla€1llpoaaneu B reqeHl{e 2 (aaYx) ue'cflueB tto noryqeHuu or iloxYna'Tent npereH3lll{ l'l Bo3Bpare Tona-

pa tlpoaanrry, 3aMe ?getperrov un[ neP ttfl

sonrrfi Tonap ta cno ll

5.4. flpoaaeeu 6ePer ua ce6r ncq

TpaHcnopTHble u tlpoqne pacxoabl'

cBt3aHHbte c :aueHofi ta Bo3BPar

roru Tonapa c 4erPexrou r4nl floi

pecopruuefi Ha reppl'lropr'ru crpdli

nu"llpoaanua, crpaHbl, vePer xoi

ropyto Tonap caelYer rPaffifiroll!u crpaHbl llorYnarela. , il

6. Claims on QualitY, Loss orDamage

6.l.If Buyer raises anY claims

concerning qualitY, loss or damage

to the'Products, BuYer shall submit

to Seller a claim made bY an offi-cial control organization or by an-

other competent disinterested thirdparty from BuYer's country entitled

to carry out international expertise.

6.2. Any claims on account ofquality, loss of or damage to Prod-

ucts shipped hereunder, must be

received by Seller in writing within

ten (10) days of delivery of the

Products, and Seller's liability in

connection with such claims shall

in no event exceed the Purchaseprice of the delivery with respect to

which claims are made.

Hoil rrcneprusu. I

6.2. Jln6ue rpereH3l'lll no raqedi

By, yTpare Lfifi lloprl9 aolxlti6urrr nonyqeHbl flPoAaauou i

ru4cbMeHHOM BI{Ae B reueune A{

crrr (10) AHefi c tt'touesra tltl

craBKI4 T6rapa. Oroercrneurtoc,!Ilpoaanua B cBt3l, c raKuMlt npi

TeH3I,IIML HI{ npa xaxux yclortflne 6yaer [peBbluarb crollMoof[ocTaBKI{, B OTHOIUeHI{H KOTOP{

nDetrbfl BJltroTct npeTeH3}I14'

182

c<Dopnlt ur rcpr4Ar4qecKnx,qoKyMeHroB la AenoBbrx n]tceM

preventing the manufacture or de-

livery of the Products. In such cir-cumstances, deadlines to be met bY

either,party are deferred as long as

such circumstances last. Seller

reserves the right during the period

of shortage due to anY of said

causes to allocate its available sup-

plies among any or all Purchases,as well as departments and divi-sions of Seller on such basis as itmay deem equitable; or all Pur-chases, as well as dePartments and

divisions'of Seller on such basis as

it may deem equitable, withoutliability for any failure of perform-

ance or delay in Performancewhich may result thereliom.

7.2.The party which is unable to

fulfill the obligation due to a force

maje ure circumstances shall im-

mediately inform in writing the

party about such force majeure

circumstances and about its termi-

nation

BOACTBa I,l nocraexfi B gTHX CJryq

rx oToABI,IraloTc.a Ha IIepuoA Ae

Bcex noKynareJrefi, a raxxe rraeNAY,

MOryT [Merb MecTo. it

7.2. Cropona, He I,IMeIoIqat B09d

Kpau(eHLIt B rlI4cbMeHHoM BI{Af

Apyryrc cropoHy. i,ru

8. Delivery and accePtance oftheProducts

8.1. The Products shall be regarded

as delivered by Seller and accepted

by Buyer in resPect of quantitY -according to the fumber of cases

as shown in the waYbill.

8. CAaqa n rIpHeMKa roBaPa f$

r85r84

Appendix CQopuur opr4Ar4i{ecKux AoKyMeHToB r AenoBbtx nnceM

Joint Venture Bevalex: Minsk, Belarus' j

Tel. (0172) 49'90-78Fax (0172) 49-90-78

If from Buyer to Seller:

RESTA Limited,57 Dame Street

Dublin 2,IRELANDTel. 0101 3531 679 7920Fax:0101 3531 679 5262

I 0.5. Definitions or interpretations

of terms used herein or in the cor-respondence or business formsused between the parties are those

contained in the latest edition of"Incoterms" issued by the Interna-

tional Chamber of Commerce

OCC).

C.II. BEBANEKC,."MuHct<, Belapycr

Ten. (0172)499078Oarc (0172) 499078

! or fioKynareJlfl no clelyrou-terrayaApecy:

RESTA Limited,57 Dame Street

Dublin 2,IRELANDTel. 0101 3531 679 7920

Fax:0101 3531 679 5262.

l0.5.Yrope6reune rePMnHoB,

r4cnonb3yeMblx B Hacrotlqerv ,{o-foBope, KoppecnoHAeHul.ll4 l{ Ae-

ronoft 4oxyueHTaql,I[ l'l lrx l(HTep-

rrperaul4l4 npoLI3BOAllTCt B COOT-

BETCTBI,IH C NOCJICAHI,IM U3AAHT'EM

I,IHrcoreprraunon (ceo4 npI4HqrbIX B

MexAyHapoAuofi npaxrure onpe-

Aeleuufi KoMMepqecKI4x rePM14-

Hon, Han6oree qacro Bcrpeqarc-

ull4xcq Bo BHeUHeTOpfoBblx KoH-

rpaxrax), rry6ruxyeuux MexgY-Hapo4nofi ropronofi nzularofi .

11. Arbitration11.1. All the disputes related to

this Contract shall be settled bY

negotiations or if the sides fail to

come to agreement, are subject to

settlement in The Sweden's Cham-

ber of Commerce and Industry, inStokholm and the case shall be

considered according to the rules

of the above mentioned commis-

slon.

11. Ap6Hrpax

ll.l, Bce cnopbt, Bo3HnKarcu{ile B

clfl3t4 c Hacrotult'tM ,{oronopolucTopoHbl peualoT B xoAe [epero-BopoB unl,I [epeAaloT Anfl pa3pe'

ueHr4r n lllne4cxylo flalary roP-

foBJlI4 l,l [poMbIrxneHHOCTLI B

Crorroolrue A PauarcTcfl B coor-BeTCTBT,II4 C flpaBllnaMu fipoqeAy-

pbr ynoMflHyrofi rounccun, ecracropoHbr He Moryr nPnfirn x co-

|JIAIIEH UIO CAMOCTO'TEIbHO.

r86 187

A

Glos of business terms

GLOSSARY OF BUSINESS TERMS

adjustment: the process of adaptation in an economy made

necessary by technological developments, changes in demand,

or shifting trade patterns.

annual percentage rate (APR): the APR is the percentage costof credit calculated on an annual basis

antitrust laws: laws regulating the growth and use ofmonopolistic power or tbndencies.

arbitration: settling differences by allowing a third party (tho

arbitrator) to hand down a decision that is final and binding.

asset: something of value that is owned by a firm, household, orindividual.

balanced budget: financial plan in which expenses exactequal income.

balance of payments: summary of the flow of internationaltransactions; statement of payments made to all other countrieiand payments received from all other countries.

balance of trade: the difference between the export and importof merchandise.

balance sheet: financial statement summarizing a firm's assets,

liabilities and net worth,

base year: the reference year, with a value of 100, used in thcconstruction of index numbers.

bears: speculators who anticipate a decline in the economy.

bilateral: an agreement involving two sides

bilateral aid: deveropment assistance provided by onc geuntryto another.

boom: the peak of the business cycle; business is produelng etor near capacity.

boycott: a refusal to do business with a firm involved in a lahordispute.

break-even point: point at which income from sales equalsfixed and variable expenses.

brokerage: in the securities industry, the buying and selling ol,stocks and bonds on behalfofothers.

budget: a financial plan that summarizes income and expendi-tures over a period of time.

bulls: speculators who anticipate an increase in the price of se-curities.

business cycle: periodic fluctuation in the economy.

business ethics: concern for keeping fair business practices.

capital: something created to produce other goods and services;also money used to pay for the operations of a business.

capital gain: the increase in the value of an asset over aof time.

B

period

capital goods: industrial products or components used inproducing other products or goods.

capitalism: an economic system based on the private ownershipof the factors of production, competition, and the profit motive.

cartel: an alliance among industriar enterprises that produce thesame commodity to regulate its purchase, produciion and/ormarketing.

188 189

corh flow: the amount of money coming into and going out of a

firm.

caveat emptor: ,Latin term that means "let the buyer beware."

central economic planning: doctrine placing production deci'

sions in the hands of government planners'

chambers of commerce: associations of business and prOfes-

sional people that seek to promote the interests of the business

community.

charter: a document issued by a state government granting a'

corporation permission to operate.

closed (or private) corporation: one whose stock is not sold to

the public.

closed\hop: one in which workers rnust belong to the union

fore they can be hired.

collateral: something with monetary value pledged as security

for a loan.

collective bargaining: negotiations with management by a un'

ion to prepare a labor contract.

command economy: an economic system in which major deci

sions concerning the allocation of resources are made by agen'

cies of the government'

commodity: any article exchanged in trade'

common stock: a security that represents ownership in a

ration.

Glossary of business terms

competitive: a product or service that can be readily sdld be-cause buyers consider its price and quality acceptable.

compound interest: interest computed on the principal and onthe interest previously paid.

concession: a privilege or right given by one group to gain anequivalent compromise from the other group.

conciliation: effort by a third party to bring labor and manage-ment together to work out their differences on their own.,

conglomerate merger: combination of unrelated businessesunder a single management.

conspicuous consumption: Thorstein Veblen's term for thetendency to buy goods and services to impress others.

consumers: individuals or groups that use economic goods.

consumer co-ops: retail businesses owned by members whoshare in the profits and/or purchase goods and services at lowercost.

consumer price index (CPI): compares present prices of com-monly purchased goods and services to the prices of similargoods and services in a base year.

contraction: period in the business cycle after a boom Wlrenbusinesses begin to reduce their spending levels.

consumption: the purchase and use of goods or services to sat-isf human wants or to produce other services.

copyright: exclusive right of authors of original writing and ar-tistic work to sell or in any way reproduce their works for theirlifetime plus fifty years.

corporation: a business organization created under a govern-ment charter. currency: paper money and coins issued by thefederal government.

customs union: an organization of countries who agrees to pro-mote free trade among members but to impose a common tariff

comparative advantage: an advantage in

because one's oppottunity cost to produce

other's.

competition: the rivalry among buyers and among sellers in

purchase and sale ofresources and products'

producing an iit is lower than anr

t9t

L

190

economlcs: the social science that describeS and:analyzop howsociety chooses from among scarce resources to satisfr itswants.

,economic system: the approach a country uses to deal wlthscarcity and achieve its economic goals.

elastic currency: supply of money expands and contracts withthe needs ofbusiness.I

:Tjt:l,t of.demand: measure of buyers,eagerness to acquire agooo or seryrce.

' elasticity of suppry: measure of how easily seilers can increaseor decrease the quantity supplied.

{

embarlo: a prohibition upon.exports and/or impofts of a spe-cific product or items frorn a ,p..ifi" country,

eminent domain: the right of governments to take private prop_efi at a fair price for public purposes.

Engel's Law: as a family's income increases, the percentagespent for necessities decreases, while the percentage spent forluxuries increases. ,

entrepreneui: a business in the hope ofearning.a Pfgfit; anizes,#.g;;;'J"r:sumes the risks o

entrepreneurship: the managerial or organizational skillsneeded by most firrns to produc- goods and sJrvice

"t u f.#t.',"

in which economic forces that maydirecrions are in perfect Uaiaice sl

equilibrium price: the price of a good pr service at the whichthe quantity demanded matches tnJquantity supplied.

equilibrium quantify: the number of products that would besold at the equilibrium or market price.

r93

export: good or service sold to a buyer in another country'

export subsidy: a payment by a country to exporters enabling

them to sell their p'"i'"*'uUtoad at a lower price than at home'

externalities: the effects of economic activities that fall outside

the market sYstem'

factors of production: the productive resources of land' labor'

capital and entrePreneurshiP'

fiscal policy: use of the federal government's power to tax and

ffia io relulate economic activitY'

franchise: a license to operate an individually owned business

as if it were Part of a large chain'

franchisee: one who purchases a franchise'

free market: a market that operates under conditions of perfect

comPetition ctions'

free trade: the absence of any trade restrt

oross domestic product (GDP): total value of the goods attd

:;tt"" iluced'within a country in a single year'

sross national product (GNP): a measure of tl-re nation's ttltal

6utput of goods and service per year'

Hhorizontal merger: combination of companies in the samc

business.

human resources (labor): the. physical and mental effort

n""a"a to produce goods and services'

ti

of buslness terms

service purchased from a seller in another

measure of relative value compared to a base

of business terms

import: good or

country.

index number: a

number,

General Agreement of ulti'

lateral trade agreement rade

as a means of raising human we

general tariff: a tariff.that, "ppll::^:?^imports from countries

itrat aO not enjoy special trade concesstons'

generic products: products sold without a trademark or brand

name.

goods: merchandise wares'

Great Depression: the worst depression in American history

lasting from 1929-1 940'

t sPending such as'a sales tax

e riod of rising Prices durtng

h e dollar is falling'

infrastructure: the basic facilities' such as roads' harbors and

utilities, on which trr. ,n'"",rr operation of the economy de-

pends.

insurance: protection against financial loss by sharing risks

with others.

intellectual property: products-of one's.nersonal creativity or

intelligence unOe' protection of "opy'ight'

patents and trade-

marks.

interest: payment for using someone else's money; income dc-

rived from allowing to-"oi" else to use one's capital'

194

r95

of business terms

$

rnternational Finance corporation (rFC): provides capitdland managerial assistance to private busineis in the iess.developed countries.

rnternational Monetary Fund (IMF): an agency that rendsforeign exchange to LDC's and other member nations.

job discrimination: practice of favoring one group over an_other in hiring, salary, or promotion for reaso's ihat have noth-ing to do with ability.

labor: the human effort required to produce goods and service,

labor force: consists of all those people 16 years of age orolder who are currently employed or are looking for work.

-

labor unions: associations of workers formed to promote theinterests of their members.

laissez faire: French term meaning "let them do" describes apolicy of minimal involvement of government in business,

law of .demand: all else being equar, more items wilr be sord ata lower price than at a higher price.

law of supply: sellers will offer more of a product at a higherprice and less at a lower price.

legal monopoly: right to be the sole provider of a good or s€r.vice, such as public utilities, patents and copyrights.

less-developed countries (LDC's): countries in which per cap-ita real income is much lower than in industrialized nations.

liability: any claim on, or debt of a business or individual.

Iiberalization: reductions in tariffs or other restrictive trademeasures.

licensing: a special permit required before import or export of aparticular good is allowed.

limited liability: advantage of a corporation ailowing a stock-holder no legal responsibirity for its d-ebts beyond the ium he orshe has invested in the corporation.

liquidity: the ease with which savings or other assets can beconveffed to cash.

macroeconomics: the study of the economy as a whole.

managed trade: attempts by governments to influence or con_trol exports and imports.

management: the organization and coordination of an enter_prise.

market: place where buyers and sellers come together.

market econom ic system in which national eco_nomic decisions of decisions by individual buyersand sellers in the

marketplace: any place in which goods are bought and sold.

market forces: shifts in demand and suppry that are reflected inchanging prices.

market price: price at which goods or services and money willactually be exchanged. The price at which supply exactly equalsdemand.

mediation: method for settring rabour disputes in which a thirdparty makes non-binding suggestions.

195197

0

Glossary of business terms

non:ntarket economy: a national economy in which the'gov-ernment determines economic activity through central planning.

oligopoly: market dominated by a few large firms. i

open (or public) corporation: a corporation whose stock issold to the public.

opportunity cost: the amount of goods and services that must

be given up in order to obtain other goods and services.

overhead costs: fixed costs ofdoing business.

..parfnership: unincorporated business organization owned by

two or more persons.

pate4t: a monopoly to use a new product or idea exclusivelyfor 17 years. ,r

perfect competition: a market for uniform products in which.,,.

there .are many buyers and sellers, no one of which is big,, enough to affect the price, and full knowledge of market condi-

tions.

physiocrats: Thinkers in 18th:century, France who believedthat because natural resources were the true source of wealth, itmade little sense for government to promote business.

preferred stock: stock that receives a specified dividend be-

fore airy dividends are paid on common stock and that receives' a 'Share of the assets of a liquidated corporation ahead of com-

mon stockholders... !:l' private sector: the part of a national economy that is com-

prised of privately owned enterprise.

production: the process of creating or changing the form ofcommodities.

199

P

merger: combination of previously separate firms into one'

microeconomics: the study of the individual parts of the econ'

omy, *itf", special attention to the market process and how it

works.

mixed economy: economic system that combines

public ownership of the meafis of production with

ership.

elements ofprivate oy[-;

vlce.

monopoly: market in which there is only one seller'

mortgage: a long-term loan usually used to finance a

multilateral: having a number of participating sides

tries.

mutual funds: corporations that sell stock and use the

to invest or speculate in the securities markets'

money: can be anything that is generally accepted in payment

for goods and services.

monopolist: seller who controls the supply of a good or a

building.of CoUlft

l

nationalization: government takeover of a privately owned in'

dustry.

natural resources (land); the things provided by nature that

into the creation ofgoods and services'

ncar monies: assets that are easily turned into cash'

negotiations : bargaining between and amon g repres-entatives

difierent groups or nations to obtain an agreement that is mu

ally acceptable.

net exports: the difference between total exports and total im'

ports over the course ofa Year'

newly industrializing countries (NICs): relatively advancod

deveioping countries whot" industrial production and expottl

have grown rapidly in recent years'

r98

of business terms

pqgduction-possibilities,curve: a curve showing thecombinatipns of tqtal output that could be produced if a natiqresources were fully employed.

productive capital: things used to produce goods and servicdmachines, tools, factories, equipment, etc. . ,i

productivity: the output of goods and services as measur€d 1

unit of time, or per person, per company, per industry, or :

the whole economy.

profit margin: d'ifference between cost and selling pri"".' ,,

profit motive: the desire to benefit from the investment of tiland money in a business enterprise.

protective tariff: tariff levied to protect a domestic ifrom foreign competition (see revenue tariff).public sector: the part of a national economy controlled by1

, government.

purchasing power: the value of money at atime.

quotas: restrictions on the number of goods that can enter'lcountry from abroad

level of prices. .

rate of return: the amount of interest or dividendspercentagg of the principal of an investment.

'rerl GlIp: GNp adjusted for changes,in the price lJvel; thovalue of goods and services producJd in tne nation ir "

jironyear.

recession: the bottom of the business cycle; a peiiod of lowbusiness activiry and h igh. un".p[t;;;.reciprocify: the practice by which governments extend similarconcessions to each other.

retaliation: action taken against another, as when a countrylimits its imports from a.ou-nt y that has increased a,tariff.revenue tarift tax on imports designed to raise money for thegovernment (see protective tariff).risk: the.possibility of profit or loss depending upon the suc-cess or failure of a commercial venture.

sales tax: a regressive tax added to the price of goods at thetime they are sold.-

scarcity: a limit to the supply of productive resources or con-sumer goods in relation to produceis,or consum".E J".""j"f",them.

security exchange: market where brokers meet to buy'and sellstocks and bonds.

seniority: the importance assigned to a worker,s length of r"r_vice when it comes to questionJ raises or layoffs, etc.seryices: intangible items of value, such as the work of physi_cians, lawyers, actors or mechanics. \

201

of business terms

sole proprietorship: a business that is owned by one,pelgon.

standard of living: a measure of the amount of good$ andvices an individual or group considers essential.

standards: technical specifications for a product describsize, quality, performance or safety, feat[res. . : i t ii r.

structural change; changes within an economic syste incling its patterns of production, oonsumption, trade and'r€lapnces.

structural unemployment: unemployment reduttingchanges in technology, consumer preference or mbvernbntjobs from one region to another. ':i;

subsidiary: a company controlled by another cornpanyli,

subsidy: financial aid, ' '

tariff: a tax or duty on imports.tax o-ase: the money, property and people on whom tax-es.cou

be levied. :;i,1

technology: the application of science to commerce and itry.

trade loans: credit extended by vendors to their custombt's..i ;,;i,

of monopolistic practice, and sometimeseral - as in "antitrust law."

to monopoly in gen-

rl

T

trademarks: special designs, names or unique symbglpidentif, a product, service or company.

. ' "'"1,,

underground economy: exchanges of goods and service notreported to the IRS for tax purposes.

rnderwrite: to assume risk, as in the case of those who under-write the sale of securities by purchasing an entire issue fromthe corporation and marketing it on their own.

unllateral: an action taken by a single country or interestedparty.

unlimited liabitity: requirement that the owner or owners as-sume full responsibility for all losses or debts of a business.

value: the real worth of a specific good or service.

value-added tax (VAT): tax levied on the value added togoods atevery stage ofproduction.

wtiver: an exemption or dropping of a right orclaim.

world Bank: officially, the International Bank for Reconstruc-the bank is an international agency thateloped oountries as a way of stimulating

; i :lGrtraditional economy: an economic system tha1ali9ca19iresources aecording to custom; change and growth 4r.e,slow; people do what their parents did before them; andgoods are produced and consumed locally.

trust: an arrangement whereby a bank provides safekeepiand management of funds for individuals, estates or institutisuch as pensiori funds. The term also refers to a specific

202 203

CONTENTS

INTRO DUCTIONl-lpegncnoer,te

UNIT I.

9acru

UNIT II. BUSINESS9acru ll. llenoeure

CONTENTS

nrcbMa......

PERSONAL LETTERSl. Iltt.rHgte nncbMa

LAYOUT OF PERSONAL LETTERS.Crpyrrypa nr4qHoro nucbMa

SAMPLE LETTERSO6paetur nilceM

EXERCISES

PERSONAL LETTERS FOR DIFFERENT OCCASIONS ...........,flu{nure nhcbMa no qeneeofi ycraHoBKe .............;.....

CONTENTS

STYLE AND 1ANGUAGE............ .,..,.,..,.40Crnnu I F3btK........ .....,..,,,.,,,4OoLAR|TY .........42Fcnocru..... ...,,.,42ACCURACY .....449erxocru.... .....,.44USEFUL PHRASES ............45llonesHure cfloBa il BblpaxeHh A ............,.... ...............45

UNIT III. GETTING, HOLDING AND LEAVING, youR JOB........ .............48Hacru lll. IlocrynneHre n yxoA c pa6orbt,.................4g

THE AppLtCATtON LETTER..... ............483aqenexle o npileMe ua pa6ory... .........4gTHE UNSOLTCTTED LETTER ...............52nilcunro-ganpoc ............. .....;............. ...... 52ADVERTISMENTS .............54Pexnanaa ...........54MAKTNG A DECISION ........56flprxrrre peueHuq.... ........56

uNtr M RESUME nruo cv wRtilNc...........................629acru lV. HanracaHre pe3KlMe u aero6uorpa$iln .....62

TypES oF RESUMES.............. ..,..........62Tnnu pesnnae................ ......62oHRONOLOGTCAL RESUMES ............62peapue B xpoHonoruqecKoM ,;p"Ad..:..::...::...:.:.:::::..............:.. ezFUNCTTONAL RESUMES................. .....68KaanrQuxaLlnoHHbte pesoMe....... ..........6gcoMBtNATrOru nesunaEs............... .....7OCueu:anxule pestoMe ........20RESUME LETTERS... ........71Peslor\4e-nhcbMo .............. ................71

LETTERS

LAYOUT OF BUSINESS LETTERSCrpyrrypa AenoBoro nrcbMa

SUPPLEMENTARY COMMENTS,QononrrrenbHbte cBeAeHtaq

ADDRESSING ENVELOPESHanucanne aApeca

ORDER AND SEQUENCEllopn4or il nocreAoBarenbHocrb

PLANNING YOUR LETTERflnax nanrcaHilq nncbMa

204 205

rCONTENTS

DEVELOP POWERFUL RESUME.... ..........-............'73Kar nrcars y6egnrenunoe pe3toMe. ':'....."...'...'. --.--.73

SAMPLE LETTERS... ........84O6paarlur nilceM ........'......" 84

WRITTEN PRACTICE. .....' 90

flrcuuerHae npaKrilKa ."....90

uNrr v BUSINESS MEETINGS."........ ..........98gacrs V.,flenoebte BGTpequ ........... '..""...."98

GENERAL INFORMATION ....,........ .......98O6u+ae cBeAeHilF '.'...'.'..'..' 98

MINUTES ......100flporoxon co6paHun .....'... 100

USEFUL WORDS AND PHRASES......,..... ............. 109

l-lonesHute cnoBa u BbtpaxeH14F ................. ..'.'...'...' 109

uNrT vr. LEGAL CONTRACTS .......... ......... 113Llacru Vl. lopragnqecKue AoKyMeHrbl ........'."""'..'..' 1 1 3

DISTRIBUTION AGREEMENT ..... ..... 119

Cornautenue no Bonpocana 4ncrpn6Vqnu ........... .... 119

vocABULARY lN CONTEXT............ ..............--.....124Cnoea B KoHTeKcre ..'.'.'.-..124

Appendix A. GLOSSARY OF USEFULEXPRESSIONS FOR LETTER.WRITING................... 1 31

llpranoxeHue A. l-noccapnfi nonesHblx BblpaxeHufnpn Han],rcaHnu nncbMa ............131

l

Appendix B. USEFUL WORDS ANDWORD-COMBINATIONS COMMONLY USEDrN THE WORLD OF BUSINESS ...., ............1 35

flpranoxeHne E. floneanute cfloBa 14 BblpaxeHtat'o6bt.tHo ynorpe6nf,eMble B Mrpe 6usHeca '....".".'.135

206 207

?t(;UN ll N lli

FORMS OF ADDRESS ....... ...,,.,1 3eOopnaur o6pau{eHnA............ .!r!!!!r!,.,...!..,.,,. t Ag

Appendix C. SAMPLES OF CONTRACTS,,,,,,,, t-1rillprnoxenne B. O6paar.lur KoHrpaKToB...,., ..., l4fi

GLOSSARY OF BUSINESS TERMS ,, . . I FTI

l-noccapni 4enoeoi repunxorornn lnft

TerpaCrcremc

Mnncryn. Xene3Ho4opoxnan, 9

meneQonar (+f,/g 17) 219 73 8821974 01 (pesax1unl 219 73 90 ($axc)

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