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If consignment is to be delivered according to f.o.b., then the supplier pays for transportation to port, steamer or air shipment and dispatch; and the customer pays for onward transportation and insurance. f.o.r. - free on rail.

It is the same as f.o.b., but for railway transportation.

c & f - cost and freight.

If consignment is to be delivered according to c & f, then the supplier pays for the whole delivery and the customer - for insurance.

It is worth mentioning here that the whole letter is written in a highly polite way, nevertheless it is quite precise and sticks to the point.
.

Example2

GRANT &CLARKSON
148 Mortimer Street
London W1C 37D

MATTHEWS & WILSON
Ladies' Clothing
421 Michigan Avenue
Chicago, III.60602 30th October, 1996

Dear Sirs,
We are pleased to make you an offer regarding our ‘Swinger’ dresses and trouser suits in the size you require. Nearly all the models you saw at our fashion show are obtainable, except trouser suits in pink, of which the smaller sizes have been sold out. This line is being manufactured continuously, but will only be available again in February, so could be delivered to you in March.
All other models can be supplied by the middle of January 1997, subject to our receiving your form order by 15th of November. Our c.i.f. prices are understood to be for sealand transport to Chicago. If you would prefer the goods to be sent by air freight, this will be charged extra at cost

Trouser suits sizes 8-16 in white, yellow, red, turquoise, navy blue, black
Sizes 12,14 also in pink per 100 $2,650.00
Swinger dresses sizes 8-16 in white, yellow, red, turquoise, black per 100 $1,845.00

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

Yours faithfully,

F.T.Burke

Export Department

As you can clearly see it we face the second phase of business correspondence - the answering letter. It is very important, because it adjusts the relationships between two partners. It does not only characterise the company, but also advertises it. The purpose of the letter is to persuade the partner that you are the best in business.
This letter contains the quotation in reply to an inquiry. In lots of similar letters the quotations are simply prices and another information asked for. But this sample is quite the opposite: it shows the customer that he met the sales-cautious businessman, who uses every opportunity to stimulate his correspondents interest in his goods by including the sales message. And the assurance that the customer will receive personal attention is read between the lines. In order to draw the attention of the customer to the products in question the supplier offers "cuttings of our materials and a colour chart". On the whole a firm offer is subject to certain conditions, a deadline for the receipt of orders, or a special price for certain quantities.

Example 3.

A business transaction often starts with an inquiry which may later be followed by an order.
Both inquiry and order are meant to arose and stimulate business activity on the part of recipient. They are typically asking letters. Orders convey the writer's intention to do business with his correspondent, usually to buy some goods from them.

MATTHEWS & WILSON
Ladies' Clothing
421 Michigan Avenue
Chicago, III.60602

GRANT &CLARKSON
148 Mortimer Street
London W1C 37D November 4, 1996

Gentlemen:
Thank you for your quotation of October 30. We have pleasure in placing an order with you for
1,900 ‘Swinger’ dresses at Price: $38,745 in the colours and sizes specified below:
|Quantity |Size |Colour |
|50 |8,16 |white |
|100 |10,12,14 |white |
|50 |8,16 |turquoise |
|100 |10,12,14 |turquoise |
|50 |8,16 |red |
|100 |10,12,14 |red |
|50 |16 |yellow |
|100 |10,12,14 |yellow |
|50 |16 |black |
|100 |10,12,14 |black |

Delivery: air freight, c.i.f., Chicago
We shall open a letter of credit with your bank as soon as we receive your order acknowledgement. Please arrange for immediate collection and transport since we need the dresses for Christmas.

Very truly yours,

P. Wilson

Buyer
It is indisputably an import order, and as we can notice placing orders is simple from the point of view of letter writing. The fact is that usually the purchasing department or the buyer fills in an order form.
But in this case the correspondent prefers to write a letter in order to make certain points quite clear. There are special import regulations which are touched upon in the last paragraph: it is necessary to complete formalities and to stress delivery instructions.
It should be mentioned here that the supplier must send order acknowledgement as an answer to order promptly to thank his customer for the order and to confirm it.
If some conditions have changed, the customer must be notified. In the case the goods ordered are no longer available, a substitute may be offered.

Example 4.

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