(nguồn : giáo trình quản trị XNK – Đoàn Thị Hồng Vân)

(DIỄN BIẾN THẢO LUẬN QUYẾT ĐỊNH KẾT QUẢ CÔNG VIỆC)

1. XÁC ĐỊNH CÁC BƯỚC GIAO DỊCH Ở MỖI BỨC THƯ SAU?
Các bước giao dịch
B1: ENQUIRY: CHÀO HÀNG
B2: OFFER: CHÀO HÀNG/ĐỀ NGHỊ KÝ HỢP ĐỒNG
B3: COUNTER-OFFER: HOÀN GIÁ
B4: ACCEPTANCE:
B5: COMFIRMATION:
2. “IRREVOCABLE OFFER” (ĐỀ NGHỊ KHÔNG HỦY NGANG) XUẤT HIỆN Ở THƯ NÀO? DỰA VÀO CHI
TIẾT NÀO TRÊN THƯ ĐỂ XÁC ĐỊNH?
3. HÃY TÌM CHI TIẾT Ở CÔNG ƯỚC VIÊN (PHẦN ii- FORMATION OF CONTRACT) VỀ “IRREVOCABLE
OFFER” VÀ DIỄN GIẢI THEO CÁCH HIỂU CỦA NHÓM. NẾU Ở THƯ NÀY, NGƯỜI BÁN MUỐN CHÀO
GIÁ CÓ THỂ HỦY NGANG ( REVOCABLE OFFER) THÌ NHÓM SẼ THẢO CHÀO HÀNG NHƯ THẾ NÀO?
4. HÃY THẢO LẠI THƯ SỐ 6 THỂ HIỆN NGƯỜI BÁN HOÀN TOÀN CHẤP NHẬN NHƯNG CHỈ MUỐN
THAY ĐỔI PHƯƠNG THỨC THANH TOÁN THÀNH 50% TRẢ TRƯỚC VÀ 50% THANH TOÁN SAU KHI
NGƯỜI BÁN FAX BẢN DRAFT B/L. HÃY XÁC ĐỊNH BƯỚC GIAO DỊCH TƯƠNG ỨNG CỦA BỨC THƯ
VỪA THẢO.
5. GIẢ SỬ NGƯỜI MUA ĐÒI HỎI ĐƯỢC BÁO GIÁ THEO NHÓM D VÀ PHƯƠNG THỨC THANH TOÁN
D/P AT SIGHT. NHÓM HÃY ƯỚC TÍNH MỨC GIÁ MỚI. TRONG VAI NGƯỜI BÁN, HÃY THẢO LUẬN
VỀ CÁC QUYỀN LỢI CỦA MÌNH CÓ THỂ THAY ĐỔI NHƯ THẾ NÀO VỚI ĐỀ NGHỊ CỦA NGƯỜI MUA.
HÃY THẢO LẠI THƯ CHÀO HÀNG MỚI THEO KẾT QUẢ THẢO LUẬN CỦA NHÓM.

MỘT SỐ THÔNG TIN THỊ TRƯỜNG:

-CƯỚC ĐƯỢC BÁO TỪ EVERGREEN: 1285 usd/ CONT 20 DC (TUYẾN TP HCM ĐẾN LOS ANGELES)
(Nhóm tìm hiểu các chi tiết về container để ước tính 1 cont 20 có thể chứa bao nhiêu tấn gạo?
Từ đó, báo giá theo điều kiện thương mại đã được yêu cầu ở câu 5.)

-PHÍ BẢO HIỂM ĐƯỢC BÁO TỪ BẢO MINH : 0.1% ( Nhóm vận dụng công thức quy đổi đã thảo
luận ở bài thực hành buổi 5)

Thư số 1

P.L TRADING CORPORATION

13333 Wetland East Blvd, Houston, Texas 77041, USA

Tel: 281894 5454 Fax: 281.984.0022 Email: pvle@PL.com

 Your ref:
H.V FOOD COMPANY LTD.
Our ref: Inq R255
108 K30 Pho Quang St., Tan Binh District 18 Jan, 2019

Ho Chi Minh City, Vietnam

Email: hlien@hcm.fpt.vn

Dear Sir or Madam

We have learned your company’s name from the trade magazine “The Business World”. We would like
to have a long-standing relationship with your company.

We would be grateful if you could send us some samples of the Vietnamese White Rice Long Grain. We
would also appreciate your letting us have full information regarding FOB Ho Chi Minh city port price,
terms of payment and earliest delivery date.

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

We look forward to receiving samples and quotation from you soon.

Yours faithfully

William.J.Scheela (Mr.)

Purchasing Manager

Thư số 2

H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

Ho Chi Minh City, Vietnam

Tel: (84.8) 8421600 Fax: (84.8) 8421965 Email: hlien@hcm.fpt.vn

Mr. William.J.Scheela
Your ref: Inq R255
Purchasing Manager Our ref: 95/PL

P.L TRADING CORPORATION

13333 Wetland East Blvd, Houston, Texas 77041, USA 5 February, 2019

Dear Mr. William.J.Scheela

Thank you for your letter of 28, Jan 2019. We have pleasure informing you that we can supply you any
quantity from 10,000 MT up to 15,000 MT monthly.

According to your enquiry and your requirements, we are pleased to send our offer sheet with terms
and conditions as follows:

1. Commodity: Vietnamese White Rice Long Grain

2. Specifications:
Broken (%) 5 10 15 25

Moisture (%) 14.0 14.0 14.0 14.0

Damaged kernel (%) 0.5 0.5 1.0 3.0

Yellow kernel (%) 0.5 0.5 1.0 1.0

Foreign matter (%) 0.1 0.1 0.1 0.1

Paddy (grain/kg) 15 15 30 40

3. Unit price:
- Price 5 pct : USD 255/MT FOB stowed, HCM port (Incoterms 2010)
- Price10 pct: USD 245/MT FOB stowed, HCM port (Incoterms 2010)
- Price15 pct: USD 235/MT FOB stowed, HCM port (Incoterms 2010)
- Price25 pct: USD 225/MT FOB stowed, HCM port (Incoterms 2010)
4. Packing: In new single PP bags net weight 50 kgs/bag
5. Payment: By irrevocable L/C at sight
6. Shipment: Within one month after order confirmation
7. Inspection: By SGS
8. Validity: until 25, Feb 2019
We have sent you 4 samples by DHL on Feb 5th 2019.

We hope to have the hornour to receive your order soon.

Yours sincerely

Kim Ngoc Hong Lien (Ms)

General Director

Thư số 3
P.L TRADING CORPORATION
13333 Wetland East Blvd, Houston, Texas 77041, USA

Tel: 281894 5454 Fax: 281.984.0022 Email: pvle@PL.com

Your ref: 95/PL

Ms. Kim Ngoc Hong Lien
Our ref: Inq. R255

15 Feb, 2019
General Director

H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

Ho Chi Minh City, Vietnam

Dear Ms Hong Lien

Thank you for sending us your samples and quotations.

We are interested in the Vietnamese White Rice Long grain 5 pct broken at USD 255/MT FOB stowed
HCM port (Incoterms 2010). We find that this kind of product is suitable for our market, but the price
are not much competitive compared with other suppliers. We wonder if you would kindly consider
reducing the price to USD 250/MT. If you could come down to this price level, we might be able to order
30,000 MT.

Your consideration of this matter and immediate reply would be appreciated.

Yours sincerely

William. J. Scheela (Mr.)

Purchasing Manager

Thư số 4

H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

Ho Chi Minh City, Vietnam

Tel: (84.8) 8421600 Fax: (84.8) 8421965 Email: hlien@hcm.fpt.vn

Mr. William.J.Scheela
Your ref: Inq R255
Purchasing Manager Our ref: 95/PL

P.L TRADING CORPORATION 17Feb, 2019

13333 Wetland East Blvd, Houston, Texas 77041, USA

Dear Mr. William.J.Scheela

Thanks for your letter of 15Feb, 2019 in which you suggested to reduce the rice unit price. We can
accept your suggesting unit price for 5 pct broken at USD 250/MT FOB stowed HCM port. Because we
still have many vessels with a great quantity which we have to load so we just deliver the cargo as per
your requirements on the middle of Apr, 2019.

Please understand for our situation and we look forward to having your order in soonest to arrange the
cargo in good time.

Yours sincerely

Kim Ngoc Hong Lien (Ms.)

General Director

Thư số 5

P.L TRADING CORPORATION

13333 Wetland East Blvd, Houston, Texas 77041, USA

Tel: 281894 5454 Fax: 281.984.0022 Email: pvle@PL.com

Your ref: 95/PL

Ms. Kim Ngoc Hong Lien
Our ref: Inq. R255

19 Feb 2019
General Director

H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

Ho Chi Minh City, Vietnam

Dear Ms Hong Lien

Thank you for your reply on 17 Feb , 2019. We are pleased to order the rice as per your offer and your
samples.

1. Commodity : Vietnamese White Rice Long grain 5 pct broken

2. Quantity : 30,000 MT (more or less 5% at buyer’s option)
3. Specification :

Broken (%) 5

Moisture (%) 14.0

Damaged kernel (%) 0.5

Yellow kernel (%) 0.5

Foreign matter (%) 0.1

Paddy (grain/kg) 15

4. Unit price: USD 250 MT FOB stowed HCM port (Incoterms 2010)
5. Packing : In new single PP bags net weight 50 kgs/ bag
6. Payment : By irrevocable L/C at sight
7. Shipment : The latest date of shipment is not later than March 15, 2019. Partial shipment is
allowed
8. Inspection : By SGS
Please acknowledge this order by reply and upon receipt of your confirmation, we will open a
letter of credit in your favour and to ensure the L/C, please open Performance bond value 3%
total of the contract.
We hope to hear from you at your earliset convenience

Yours sincerely
William. J. Scheela (Mr.)

Purchasing Manager

Thư số 6

H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

Ho Chi Minh City, Vietnam

Tel: (84.8) 8421600 Fax: (84.8) 8421965 Email: hlien@hcm.fpt.vn

Mr. William.J.Scheela
Your ref: Inq R255
Purchasing Manager Our ref: 95/PL

P.L TRADING CORPORATION 20Feb, 2019

13333 Wetland East Blvd, Houston, Texas 77041, USA

Dear Mr. William.J.Scheela

We are kindly to accept your order of Feb 19 2019 for 30000 MT Rice 5 pct broken.

We are settling 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 favour of our
account No….. at VIETCOMBANK HCM 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 sincerely

Kim Ngoc Hong Lien (Ms.)

General Director

THƯ SỐ 7
SALE CONFIRMATION
Date March 5, 2019

Seller: H.V FOOD COMPANY LTD.

108 K30 Pho Quang St., Tan Binh District

 Ho Chi Minh City, Vietnam

Tel: (84.8) 8421600 Fax: (84.8) 8421965

Email: hlien@hcm.fpt.vn

Buyer: P.L TRADING CORPORATION

13333 Wetland East Blvd, Houston, Texas 77041, USA

Tel: 281894 5454 Fax: 281.984.0022

Email: pvle@PL.com

The undersigned Seller and Buyer have agreed to close the following transaction according to the terms
and conditions stipulated below:

1. Commodity: Vietnamese White Rice Long grain 5 pct broken

2. Quantity: 30.000 MT +/- 5%
3. Quality: The specifications as follows:
Broken (%) 5

Moisture (%) 14.0

Damaged kernel (%) 0.5

Yellow kernel (%) 0.5

Foreign matter (%) 0.1

Paddy (grain/kg) 15

Chalky kernel (%) 3.0

4. Unit price: USD 250/MT FOB stowed, HCM port (Incoterms 2010)
5. Packing: In new single PP bags net weight 50 kgs/bag. Weight of each PP bag should be 110 gram.
2% empty bags to be shipped free of charge.
6. Payment: By irrevocable L/C at sight.
7. Inspection: The certificate of weight/quality/packing issued by SGS. Cost of inspection to seller’s
account. Buyer’s surveyor to be ADIL Bangkok acceptable.
8. Shipment: The latest day of first shipment is not later than Apr, 15 th ,2019. Partial shipment is
allowed.
9. Loading: 100 MT per day basic 4 workable hook/Ha tches WWDSHEX Demurrage/Despatch as per
Charter Party but a maximum of USD 4000/2000.
10. Arbitration: Vietnam International Arbitration Center (VIAC) Ho Chi Minh city decision to be the
final and binding on both parties.

For and on behalf of For and on behalf of

The Seller The Buyer

Kim Ngoc Hong Lien S.Johnson

General Director