đàm phán bằng thư trong xuất nhập khẩu

các mẫu thư xuất hiện trong quá trình đàm phán xuất nhập khẩu: enquiry, offer, counter-offer, acceptance, confirm

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BỘ GIÁO DỤC VÀ ĐÀO TẠO TRƯỜNG ĐẠI HỌC KINH TẾ TP HCM Khoa Thương mại- Du lịch- Marketing

ĐỀ TÀI: ĐÀM PHÁN BẰNG THƯ

Giảng viên hướng dẫn : GS.TS Đoàn Thị Hồng Vân

Sinh viên thực hiện : Nguyễn Thị Kim Hoa

Lớp: TM01 MSSV :31091021552

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PETEC COFFEE JOINT STOCK COMPANY

Street :194 Nam Ky Khoi Nghia, Dist.3,

Suburb: HO CHI MINH CITY

Country: VIET NAM

Mail:coffee@petecof.vn

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Website: http://Petecof.vn

Buyer:

Leelanau Coffee Roasting Corporation

6443 Western Avenue, P.O Box 143 , Glen Arbor, Michigan 49636, USA; Tel 231/334-3365

Fax 231/334-7680;

Website: http://www.leelanaucoffee.com

Email: qu estion@leelaunau.com

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1 The enquiry

6443 Western Avenue, P.O Box 143 , Glen Arbor, Michigan 49636, USA;

Tel 231/334-3365

Fax 231/334-7680;

Your ref:

Our ref: Inq F123

22 Jan, 2013

The Sales Director

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

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Dear sir or madam,

We have read an article on Internet about your raw Robusta coffee beans We would like to have a long-standing relationship with your company

We would be grateful if you could send us some sample of Vietnam Robusta coffee We would also appreciate your letting us have full information regarding FOB Ho Chi Minh port prices, terms of payment and earliest delivery date

If the price offered are competitive and the quality is of the standard we require, we shall place large orders with you in future

We look forward very much to receiving samples and quotation from you soon,

Yours faithfully

General Director,

Justine Johns

2 Offer

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Your ref: Inq F123 Our ref: 456/ AB

24 Jan, 2013

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Dear Sir,

Thank you for your letter on 22, Jan 2013

We wish to inform you that we have Vietnam Robusta coffee in which we think you may be interested

After reading your enquiry and your requirements, We are pleased to send our offer sheet with terms and conditions as follow

1. Commodity: Vietnam Robusta Coffee Bean

• FOB/ CIF Price: /Metric Ton

• Port: Ho Chi Minh

• Minimum Order Quantity: 50 Metric Ton/Metric Tons

• Supply Ability: 5000 Metric Ton/Metric Tons per Month

• Payment Terms: L/C,T/T,D/P

2. Quick Details:

• Type: Coffee Bean

• Cultivation Type: Common

• Processing Type: Raw

• Style: Dried

• Grade: Vietnam Robusta Coffee Bean Grade 1, Screen18; Grade 1, Screen 16; Grade 2, Screen 13

• Color: Natural Color

• Packaging: Jute Bags

• Certification: ISO

• Brand Name: FOCOCEV BRAND

• Place of Origin: Vietnam

3. Specifications:

VIETNAM ROBUSTA COFFEE BEANS

Common Criteria

VietnamRobusta Coffee Grade1 Screen No.18

VietnamRobusta Coffee Grade1 Screen No.16

Vietna mRobu sta Coffee Grade1 Screen No.16

Moisture 12.5 % maximum 12.5 % maximum maximu13.0 %

m

Black & Broken Beans 2.0 % maximum 2.0 % maximum 5.0 %

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maximu m

Foreign Matters 0.5 % maximum 0.5 % maximum maximu1.0 %

m

Excelsa Beans 0.5 % maximum 0.5 % maximum

1.0 % maximu m

Minimum90%OverScreen

13 (5.0 mm)

Packing Conditions

in bags : 18 MT per container min

in bags :

18 MT per containe

r min

in bulk : 21 MT per container in bulk : 21 MT per container

in bulk :

21 MT per containe r

4. Price:

VietnamRobusta Coffee Grade1 Screen No.18: 5,050.00USD /MT FOB, HCM port (Incoterm 2010)

VietnamRobusta Coffee Grade1 Screen No.16:2,324.00 USD /MT FOB, HCM port (Incoterm 2010)

VietnamRobusta Coffee Grade1 Screen (black and broken beans: 5%

maximum)No.16: 2,124 USD /MT FOB, HCM port( Incoterm 2010)

5. Payment: By CAD

6. Packaging Detail: 50Kg or 60 Kg in single or double Jute Bags/,19 Metric Tons per

20’ Container

7. Delivery Detail: 15-30 days from the date of confirmation.

We have sent you 4 samples by DHL on 23 Jan, 2013

We feel sure that our offer will be of interest and assistance to you and we shall be glad to send you further information should you require it

This offer is made without engagement on your part

Yours faithfully,

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Ho Quyet Thang

General Director

3 Counter- offer

Tel 231/334-3365

Fax 231/334-7680;

Email: question@leelaunau.com

Your ref: 456/AB Our ref: Inq F123

26 Jan, 2013

Dr Ho Quyet Thang

General Director

Country: VIET NAM

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Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Dear Dr Ho Quyet Thang

Thank for sending us your samples and quotations

We are interested in the Vietnam Robusta Coffee Grade 1 Screen No.18 at

USD 5050.00 /FOB stowed HCM port (Incoterms 2010) We find this kind of product suitable for our market, but the price is not much competitive compared with other suppliers, and payment term is not much convenient for us If you could come down to Price USD 5000/ MT, and let we pay by irrevocable L/C at sight, we might be able to order 30,000MT

Your consideration of this matter and immediate reply would be appreciated

Your sincerely

Justine Johnson

General Director

4 Acceptance

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Your ref: Inq F123 Our ref: 456/AB

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27, Jan 2013

Dr Justine Johnson

General Director

Tel 231/334-3365

Fax 231/334-7680;

Dear Dr Justine Johnson

Thank you for your letter on 26, Jan, 2013, in which you suggested to reduce the coffee unit price We can accept your suggested unit price for Vietnam Robusta Coffee Grade 1 Screen No.18 at USD 5000/ MT FOB stowed HCM port We also accept you wil pay by L/C at sight

We look forward to having your order in the soonest to arrange the cargo in good time Yours truly

Ho Quyet Thang

General Director

5 Order

Tel 231/334-3365

Fax 231/334-7680;

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Email: question@leelaunau.com

Your ref: 456/AB Our ref: Inq F123

29 January, 2013

Dr Ho Quyet Thang

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Dear Dr Ho Quyet Thang,

We thank you for your reply on 27 Jan, 2013 We are pleased to order the coffee as per you offer and your samples

1. Commodity: VietnamRobusta Coffee Grade1 Screen No.18

2. Quantity:30,000 MT (more or less 5% tolerance ar buyer’s option)

3. Specification:

a. Moisture: 12.5% Max

b. Admixture: 0.5 – 1% Max

c. Black beans and broken: 1% Max

d. Foreign matter: 0.5% Max

e. Above screen 18: 95%

f. Crop year: 2012/2013

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g. Origin: Vietnam

4. Unit Price: USD 5,000.00/ MT FOB stowed HCM port (Incoterm 2010)

5. Packing: 50Kg in single bag /19 Metric Tons per 20’ Container

6. Payment : irrevocable L/C at sight

7. Shipment : The latest day is not later than 15 March, 2013

8. Inspection :In respect to quality and to weight for each shipment certificate of inspection and certificate of weight issued by VINACONTROL at loading port shall

be taken as final

Please acknowledge this order by reply and upon receipt of your confirmation, we will open a letter of credit in your favor and to ensure the L/C please open

Performance value 3% of total the contract

We hope to hear from you at your earliest convenience

Yours faithfully

Justine Johnson

General Director

6 Acceptance

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Your ref: Inq F123 Our ref: 456/AB February 2, 2013

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Dr Justine Johnson

General Director

Tel 231/334-3365

Fax 231/334-7680;

Dear Dr Justine Johnson

We are kindly to accept your order of Jan 29, 2013 for 30,000MT VietnamRobusta Coffee Grade1 Screen No.18

We are setting the supply schedule In order to cover the amount of this purchase, please arrange with your banker to open an irrevocable letter of credit at sight as per signed contract in favor of our account N○ 123-3450-2245 at Vietcombank HoChiMinh city for 100pct of the contract value

It is our pleasure doing business with you and we are now looking forward to receiving your L/C

Yours truly,

Ho Quyet Thang

General Director

7. Confirmation

SALE CONFIRMATION

Date: February 6, 2013

Seller:

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Petec Coffee Joint Stock Company

Country: VIET NAM

Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377

Buyer:

Leelanau Coffee Roasting Corporation

Tel 231/334-3365

Fax 231/334-7680;

The undersigned Seller and Buyer have agreed to close the following transaction according

to the term and conditions stipulated below:

1. Commodity: Vietnam Robusta Coffee Grade 1 Screen No.18

2. Quantity: 30,000 MT +/-5%

3. Quality:

 Moisture: 12.5% Max

 Admixture: 0.5 – 1% Max

 Black beans and broken: 1% Max

 Foreign matter: 0.5% Max

 Above screen 18: 95%

 Crop year: 2012/2013

 Origin: Vietnam

4. Unit price: USD 5000/MT FOB stowed, HCM port ( Incoterm 2010)

5. Packing:50Kg in single bag /19 Metric Tons per 20’ Container

6. Payment: By irrevocable L/C at sight by US dollar for the total value of the goods

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7. Inspection: In respect to quality and to weight for each shipment certificate

of inspection and certificate of weight issued by VINACONTROL at loading port shall be taken as final

All claim by the Buyer shall be made within 30 days after arrival of the goods at port of destination

8. Shipment: The latest day is not later than 15 March, 2013

Partial shipment: Allowed Transshipment: Not allowed

9. Insurance: insurance for the contracted goods will be cover by the Buyer

10. Arbitration : All the dispute arising from or in connection with the contract, first, will be settled by the parties with effort through negotiations In case such settlement cannot be reached, the dispute shall be finally settled by the Arbitration Committee of VietNam under the Rules of Conciliation and Arbitration of the International chamber of Commerce by one or more arbitrators appointed with the said Rules, whose award shall be final and binding by both parties Arbitration fee and all of the charges relating to the arbitration shall be born by the losing partyVietnamese Law is applicable law

Ho Quyet Thang

General Direct

Justine Johnson General manager

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