đàm phán bằng thư trong xuất nhập khẩu

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
Seller:
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
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:
Email: qu
1. The enquiry
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:
Email: qu
Your ref:

Our ref: Inq F123
22 Jan, 2013
The Sales Director
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
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
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904

Fax : (84) - (8) - 39301377
Website:
Your ref: Inq F123
Our ref: 456/ AB
24 Jan, 2013
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
13.0 %
maximu
m
Black & Broken Beans 2.0 % maximum 2.0 % maximum 5.0 %
maximu
m
Foreign Matters 0.5 % maximum 0.5 % maximum
1.0 %
maximu
m
Excelsa Beans 0.5 % maximum 0.5 % maximum
1.0 %
maximu

m
Minimum90%OverScreen
No.
18 (7.1 mm) 16 (6.3 mm)
13 (5.0
mm)
Packing Conditions
in bags : 18 MT
per container min.
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,
Ho Quyet Thang
General Director
3. Counter- offer.
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:
Email:
Your ref: 456/AB
Our ref: Inq F123
26 Jan, 2013
Dr. Ho Quyet Thang
General Director
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:

Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
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
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
Your ref: Inq F123
Our ref: 456/AB
27, Jan 2013
Dr Justine Johnson
General Director
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:
Email: qu
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
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:
Email:
Your ref: 456/AB
Our ref: Inq F123
29 January, 2013
Dr Ho Quyet Thang
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:

Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
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
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
PETEC COFFEE JOINT STOCK COMPANY
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
Your ref: Inq F123
Our ref: 456/AB
February 2, 2013
Dr. Justine Johnson
General Director
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:
Email: qu
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:
Petec Coffee Joint Stock Company
Street :194 Nam Ky Khoi Nghia, Dist.3,
Suburb: HO CHI MINH CITY
Country: VIET NAM
Mail:
Telephone :(84) - (8) - 39305215 / 39300904
Fax : (84) - (8) - 39301377
Website:
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:
Email: qu
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
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.
For and on behalf of For and on behalf of
The Seller the Buyer
Ho Quyet Thang

General Direct
Justine Johnson
General manager