Unit 8 orders andfulfilment

1、Unit EightOrders and Their Fulfillment To learn ways of submitting an order. To learn useful terms and expressions for orders. To practice writing letters for orders.Revisionn1.When are offers usually made?n2. Why should the contents of an offer be clear?n3.What is a counter-offer?n4.Does an offer r

2、emain valid after counter-offer is made? Offers are usually made after receipt of enquiries from the other parties, n2.It is because offer is an indication of purchase or sales so the contents must be clear without ambiguity. n3. A counter-offer is an indication made by the offeree to express his di

3、sagreement to the offer, partial or full, and raise his opinion to make amendments or changes. n4. An offer will become null and void once the offeree makes counter-offer. entire acceptance In this case, the acceptance means promise in international trading affairs that the enquirer is willing to ma

4、ke a contract with the offerer according to the latters terms of transaction. Thus the letter of acceptance usually repeats the following items so as to avoid misunderstanding on either side. They are commodity, specifications, quality, quantity, price, shipment, terms of payment, etc. Sample 1Dear

5、Sir/Madam,Thank you for your fax of Oct. 18th offering 5000 KGS Vitamin E at USD 7.00 per KG CIF Hamburg for immediate shipment, which is paid by irrevocable L/C at sight and effected by you for 110% of full invoice value covering All Risks.We are pleased to inform you that all the terms and conditi

6、ons are acceptable to us. So we confirm your offer and place an order with you. Please send us a copy of your Sales Confirmation for our counter-signature, and we will have our relative L/C established through ABC Bank once receive it. Please note that the goods must be shipped within the validity o

7、f the L/C. Yours faithfully,Entire Acceptance An order is a request for the supply of a specific quantity of goods. It may result from the buyers acceptance or confirmation of a firm offer made by the sellers or result from the sellers acceptance or confirmation of a counter-offer made by the buyers

8、. SALES CONTRACT (ORIGINAL) Contract No.: CE102 Date: Jun. 2, 20- Signed at: Qingdao Sellers: Sinochem Shandong Import & Export Group Corporation 20, Xianggangzhong Road, Qingdao, China Buyers: Pacific Trading Co., Ltd 1118 Green Road, New York, U.S.A. This Sales Contract is made by and between

9、the Sellers and the Buyers whereby the Sellers agree to sell and the Buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below: 簽約日期合同號(hào)碼簽約地點(diǎn)賣方名稱買方名稱開頭語1. Name of Commodity Specifications & Packing Quantity Unit Price Total Amount Lithopone ZnS content 2

10、8% min. Paper-lined glass-fibre bags 100 M/Ts USD360.00 per M/T CIFC3% New York USD36,000.00 (The Sellers are allowed to load 5% more or less and the price shall be calculated according to the unit price.) 2. Shipping Marks: PTC New York No. 1-1000 商品名稱商品數(shù)量商品單價(jià)合同總額溢短裝條款運(yùn)輸標(biāo)志3. Insurance: To be covere

11、d by the Sellers for 110% of the invoice value against All Risks and War Risk as per the relevant Ocean Marine Cargo Clauses of the Peoples Insurance Company of China. If other coverage or an additional insurance amount is required, the Buyers must have the consent of the Sellers before shipment, an

12、d the additional premium is to be borne by the buyers. 4. Port of Shipment: Qingdao, China. 5. Port of Destination: New York, U.S.A. 6. Time of Shipment: During August, 20-, allowing partial shipments and transshipment. 保險(xiǎn)條款裝運(yùn)港和目的港裝運(yùn)日期、分運(yùn)和轉(zhuǎn)船7. Terms of Payment: The Buyers shall open with a bank acce

13、ptable to the Sellers an Irrevocable Letter of Credit at sight to reach the Sellers 30 days before the time of shipment specified, valid for negotiation in China until the 15th day after the aforesaid time of shipment. 8. Commodity Inspection: It is mutually agreed that the Certificate of Quality an

14、d Weight issued by the State General Administration for Quality Supervision and Inspection and Quarantine of P. R. China at the port of shipment shall be taken as the basis of delivery. 9. Discrepancy and Claim: Any claim by the Buyers on the goods shipped shall be filed within 30 days after the arr

15、ival of the goods at the port of destination and supported by a survey report issued by a surveyor approved by the Sellers. Claims in respect to matters within the responsibility of the insurance company or of the shipping company will not be considered or entertained by the Sellers. 支付條款檢驗(yàn)條款索賠條款10.

16、 Force Majeure: If shipment of the contracted goods is prevented or delayed in whole or in part due to Force Majeure, the Sellers shall not be liable for non-shipment or late shipment of the goods under this Contract. However, the Sellers shall notify the Buyers by fax or E-mail and furnish the latt

17、er within 15 days by registered airmail with a certificate issued by the China Council for the Promotion of International Trade attesting such event or events. 11. Arbitration: All disputes arising out of the performance of or relating to this Contract shall be settled amicably through negotiation.

18、In case no settlement can be reached through negotiation, the case shall then be submitted to the Foreign Economic and Trade Arbitration Commission of the China Council for the Promotion of International Trade, Beijing, China, for arbitration in accordance with its Provisional Rules of Procedure. Th

19、e award of the arbitration is final and binding upon both parties. 12. Other Terms: THE SELLERS THE BUYERS (Signature) (Signature) 不可抗力條款仲裁條款買賣雙方簽字銷銷售售合合同同（正正本本） 合同號(hào)：CE102 日期：20年6 月2 日 簽訂于：青島 賣方：中化山東進(jìn)出口公司 中國青島，香港中路20號(hào) 買方：太平洋貿(mào)易有限公司 美國紐約，格林路1118號(hào) 本合同由買賣雙方簽訂。 根據(jù)下列條件和條款， 賣方同意出售、 買方同意購買下述貨物： 1. 品名、規(guī)格和包裝

20、數(shù)量 單價(jià) 總值 鋅貝白 氧化鋅含量最低 28% 用襯紙的玻璃纖維袋包裝 100 公噸 每公噸 360 美元 CIFC3%紐約 36,000.00 美元整 (允許賣方溢短裝 5%，貨值按單價(jià)計(jì)算。) 2. 運(yùn)輸標(biāo)志 PTC New York No. 1-1000 3. 保險(xiǎn)：由賣方根據(jù)中國人民保險(xiǎn)公司的海洋運(yùn)輸貨物保險(xiǎn)條款的相關(guān)條款， 按照發(fā)票金額的110%投保一切險(xiǎn)和戰(zhàn)爭險(xiǎn)。 如果買方要求額外險(xiǎn)別或增加保險(xiǎn)金額，須在裝運(yùn)前取得賣方同意，并且支付額外保費(fèi)。 4. 裝運(yùn)港：中國青島 5. 目的港：美國紐約 6. 裝運(yùn)時(shí)間：20-年8月，允許轉(zhuǎn)船和分批裝運(yùn) 7. 付款條件：買方將通過賣方接受的銀行

21、開立一張不可撤銷的即期信用證，裝船前 30 天送達(dá)賣方，裝船后 15 天之內(nèi)在中國議付有效。 8. 商品檢驗(yàn)： 雙方同意以中國國家質(zhì)量監(jiān)督檢驗(yàn)檢疫總局在裝運(yùn)港簽發(fā)的品質(zhì)和重量檢驗(yàn)證書作為交貨的依據(jù)。 9. 異議和索賠：買方對(duì)貨物的任何索賠應(yīng)于貨物抵達(dá)目的港后 30 天之內(nèi)提出，并提供由賣方認(rèn)可的檢驗(yàn)機(jī)構(gòu)出具的檢驗(yàn)報(bào)告。對(duì)于應(yīng)由保險(xiǎn)公司或輪船公司負(fù)責(zé)的索賠，賣方將不予考慮和受理。 10. 不可抗力：如因不可抗力使合同貨物全部或部分未能交付或延遲交付，賣方將不對(duì)此負(fù)責(zé)。 然而， 賣方須用傳真或電子郵件通知買方并于15日內(nèi)用掛號(hào)航空郵件向買方提供由中國國際貿(mào)易促進(jìn)委員會(huì)出具的不可抗力證明。 11.

22、仲裁：因履行該合同或與該合同有關(guān)的一切爭議均通過友好協(xié)商解決。如友好協(xié)商不能解決，則提交中國北京中國國際貿(mào)易促進(jìn)委員會(huì)的對(duì)外經(jīng)濟(jì)貿(mào)易仲裁委員會(huì)按其暫定程序規(guī)則進(jìn)行仲裁，仲裁裁決對(duì)雙方都是終局的和有約束力的。 12. 其他條款： 賣方 買方 （簽名） （簽名） An order or an order letter should include:Name of commodity, article number, specifications, etc.;Quantity;Delivery date, port of shipment and port of destination;Unit p

23、rice, total amount, and price terms;Terms of payment and packingnAccording to commercial law the buyers order is an offer to buy and the arrangement is not legally binding.nOnly when the seller accept the order, both parties are legally bound to honor their arrangement.nDeliver the goods exactly the

24、 kind ordered, and at the agreed timenGuarantee that the goods to be supplied are free from any faults.The Sellers obligation1. Use direct language in the first paragraph to tell the seller of the buyers intention to place an order.2. Describe what is being ordered in great detail. Indicate the cata

25、log numbers, sizes, colors, prices, specifications and all other relevant information that will enable the seller to fill the order without any further questions.3. Close the letter by expressing willingness to cooperate or suggesting future business dealings.nAccept the goods supplied, provided the

26、y comply with the terms of the ordernPay for them according to the terms agreed upon.nCheck the goods as soon as possible (fail to make complaints promptly will be taken as acceptance of the goods.)The buyers obligation1. Express appreciation for the order received.2. Assure the buyers that the good

27、s they have ordered will be delivered in compliance with their request. It is also advisable for the sellers to take the opportunity to resell their products or to introduce their other products to the buyers. 3. Close the letter by expressing willingness to cooperate or suggesting future business d

28、ealings. Initial order This is an order placed according to the sellers quotation, pricelist and samples.Forms of an order (1)Sample 1Dear Sir/Madam, Thank you for your letter of March 20th. We are pleased to find that your products are of excellent quality.As a trial order, we are delighted to give

29、 you a small order for 100 sets of your Air Conditioners BC-163. Please note that the goods are to be supplied in accordance with your samples.Enclosed you will find Order Sheet No. 137. As we are in an urgent need of the commodity for the coming season of sales, please fax your acceptance. Upon rec

30、eipt of which, we will open an irrevocable L/C through the Bank of China.Yours faithfully,Initial OrderForms of an order (1) Order sheet An order sheet is a ready-made form for placing an order, the contents of which are somewhat like that of an offer, including all the terms and conditions concerni

31、ng the transaction.Forms of order (2)Sample 2Dear Sir/Madam,We have the pleasure of placing the following order with you on the terms and conditions as set forth.Article: Haier Brand Air ConditionersDescription: Exactly the same as Sample 103Quantity: 100 setsUnit Price: US $805 per set CIF Los Ange

32、les Ca. USAAmount: US $80,500Shipment: During MarchPacking: One set in a cardboard carton, ten cartons in a wooden caseShipping Marks: (omitted) Insurance: All RISK for full invoice amount plus 10%Payment terms: Draft at 30 d/s under an irrevocable L/CRemarks: Certificate of quality and shipment sam

33、ples to be sent by air mail prior to shipment.Yours faithfully,Order SheetForms of order (2)nSales Contract or Export Contract, which is usually drafted by the seller.nPurchase Contract or Import Contract, which is usually drafted by the buyer. Two kinds of contractsMain clauses in a contract(1) Com

34、modity Name of commodity Quantity of commodity Quality of commodity Packing of commodityMain clauses in a contract(2) Price Unit price: currency unit, unit price figure, measurement unit and delivery terms. Total amountMain clauses in a contract(3) Payment (omitted)Main clauses in a contract(4) Ship

35、ment Time of shipment Port of shipment and port of destination Shipping advice Partial shipment and transshipmentMain clauses in a contract(5) Shipping Marks Loading & Discharging Insurance Main clauses in a contract(6) Kinds of certificate can be issued after inspection: Inspection certificate

36、of quality; Inspection certificate of weight; Inspection certificate of quantity; Inspection certificate of origin; Inspection certificate of value; Inspection certificate of damaged cargo; Inspection certificate of health, etc.Sample ContractNo. A. S. 102-99 Buyers: Anderson Trading Company, Denmar

37、k Sellers: Guangdong Native Produce Imp. & Exp. Co. This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the sellers agree to sell the under-mentioned goods according to the terms and conditions stipulated below: Commodity: Wuyi PeanutsSpecificatio

38、ns: FAQ 2004 CropQuantity: 100 m/t.Unit Price: US $500.00 per m/t, CIF Aarhus DenmarkTotal value: US $50,000.00Packing: In 3-ply gunny sacks of 50 kg eachShipping marks: Insurance: to be effected by the seller for 100 % of invoice value plus 10% against All RisksTerms of shipment: During July, 2004

39、with transshipment at Copenhagen Port of shipment: Huangpu, ChinaPort of destination: Aarhus, DenmarkTerms of payment: By irrevocable L/C payable by draft at sight. The L/C shouldreach the seller 30 days before the time of shipment and to remain valid for negotiation in China until the 15th day afte

40、r the day of shipment. Done and signed in Guangzhou on this twentieth day of April, 2004.Repeat OrdernDear Sirs,n Contract No 78 Tiantan Brand Mens Shirtn We have received the captioned shipment ex S.S. “East Wind”and are very pleased to inform you that we find the goods quite satisfactory. As we be

41、lieve we can sell additional quantities in this market, we wish to place with you a repeat order for 1000 doz. Of the same style and sizes. If possible, please arrange early shipment of this repeat order, as we are badly in need of the goods.n In case the said goods are not available from stock, we

42、shall be very grateful to you, if you will advise us as to the specifications of those which can be shipped from stock, stating full particulars.nYours faithfully, Declining a Repeat OrderDear Sirs, Tiantan Brand Mens Shirts We have the pleasure of acknowledging your letter of November 6, in which y

43、ou inform us that you are satisfied with our mens shirts shipped to you per S/S “East Wind”. We also note that you wish to book a repeat order. Much to our regret, we cannot at present entertain any new orders for Tiantan Brand Mens Shirts, owing to heavy commitments. However, we are keeping your in

44、quiry before us and, as soon as we are in a position to accept new orders, we will contact you. Regarding stock shirts, we are enclosing a list for your perusal. If you are interested in any of our stock goods, please let us know your detailed requirements, stating quantity, size, style, etc.Yours f

45、aithfully,Shipping documentsnCommercial invoicenPacking listnInsurance policynBill of ladingnCertificate of originnCertificate of inspection nOpen L/CnEstablish L/CnIssue L/C1. refer to 向向咨詢，參閱咨詢，參閱 If you want to investigate our financial standing, you may refer to the Bank of China.如果你們想調(diào)查我方財(cái)務(wù)狀況，請(qǐng)

46、咨詢中國銀如果你們想調(diào)查我方財(cái)務(wù)狀況，請(qǐng)咨詢中國銀行。行。As to the prices of our products, you may refer to our pricelist.關(guān)于我們產(chǎn)品的價(jià)格，你可你參閱我們的價(jià)目關(guān)于我們產(chǎn)品的價(jià)格，你可你參閱我們的價(jià)目表。表。2. accept orders 接受訂貨接受訂貨 enter orders book your orders3. commit v.t. 承擔(dān)任務(wù)，接受訂單，答應(yīng)負(fù)責(zé)承擔(dān)任務(wù)，接受訂單，答應(yīng)負(fù)責(zé) As we are fully committed, we are not in a position to entertai

47、n any further orders.由于我們訂貨已滿，所以不能接受新的訂單。由于我們訂貨已滿，所以不能接受新的訂單。We wish to be able to ship the goods well ahead of the shipping schedule, but we cannot commit ourselves.我們希望能做到早于裝運(yùn)日起交貨，當(dāng)不能保證做到。我們希望能做到早于裝運(yùn)日起交貨，當(dāng)不能保證做到。You are committed to open the L/C within this month.你方答應(yīng)在本月開出信用證。你方答應(yīng)在本月開出信用證。We canno

48、t commit ourselves to meet your requirement.我們不能保證一定能滿足你們的要求。我們不能保證一定能滿足你們的要求。 The manufacturers are very heavily committed for many months to come.4. regarding prep. 關(guān)于關(guān)于 Regarding the terms of payment, we wish to stress that the relative L/C must be opened not later than 30 days before the time of

49、 shipment.關(guān)于支付方式，我們想強(qiáng)調(diào)：有關(guān)信用證最遲關(guān)于支付方式，我們想強(qiáng)調(diào)：有關(guān)信用證最遲必須在裝運(yùn)期前必須在裝運(yùn)期前30天開出。天開出。Regarding your request to advance shipment to the end of this month, we have to say that we are not able to comply with it.關(guān)于你方要求提前到本月末裝運(yùn)的要求，我們關(guān)于你方要求提前到本月末裝運(yùn)的要求，我們不得不說我們無法滿足你們的要求。不得不說我們無法滿足你們的要求。 As regards/ referring to/ with

50、 reference to/ as to/ regarding/ concerning/ in connection with / with regard to 關(guān)于關(guān)于Referring to your inquiry of May 15, we very much regret that we are unable to make you an offer for the above-mentioned goods, mainly owing to low stock of this commodity in our market.5. notify v. 通知，通告，告知通知，通告，告知

51、 We are glad to notify you that the goods you ordered were dispatched this morning.我們高興地通知你們，你們定的貨物已于今晨我們高興地通知你們，你們定的貨物已于今晨發(fā)出。發(fā)出。Please notify us of the specific time of shipment.請(qǐng)告知我們具體的裝運(yùn)時(shí)間。請(qǐng)告知我們具體的裝運(yùn)時(shí)間。6. handle with 處理處理 We can assure you that we will handle with your order without delay.我們向你們保證

52、，我們將毫不遲疑地處理你我們向你們保證，我們將毫不遲疑地處理你們的訂單。們的訂單。We hope that you will be satisfied with our prompt handling with your request.我們希望，我們及時(shí)的處理你們的要求，能我們希望，我們及時(shí)的處理你們的要求，能夠令你們滿意。夠令你們滿意。7. press v.t. 勸說，催促，敦促勸說，催促，敦促 Our customer pressed us to fulfill his order at an early date.我們的客戶催促我們?cè)缛章男杏唵巍Ｎ覀兊目蛻舸叽傥覀冊(cè)缛章男杏唵?。The

53、buyer is pressing us for the goods they have ordered. 買方催我們交貨。買方催我們交貨。8.enable v. 使能夠，使能夠， 有助于有助于 Enable sb. To do sthWe hope our favorable prices will enable you to find a good market for our products.希望我們優(yōu)惠的價(jià)格有助于貴方為我們的產(chǎn)希望我們優(yōu)惠的價(jià)格有助于貴方為我們的產(chǎn)品找到好的銷路。品找到好的銷路。Your cooperation in this respect will enable

54、 us to get out of the present difficulty.貴方的合作將使我們能夠擺脫目前的困境。貴方的合作將使我們能夠擺脫目前的困境。9. rest assured that 確信無疑，放心確信無疑，放心 Please rest assured that the goods will be satisfactory to your customers.請(qǐng)放心，貨物一定能讓你們的客戶滿意。請(qǐng)放心，貨物一定能讓你們的客戶滿意。You may rest assured that we will execute our agreement punctually.你們可以放心，我

55、們一定如期履行合約。你們可以放心，我們一定如期履行合約。10. at ones end 在在處，在處，在地地 Please open the relevant L/C through a well-known bank at your end.請(qǐng)通過貴地知名銀行開立信用證。請(qǐng)通過貴地知名銀行開立信用證。Our representative at your end will go to visit your factory shortly.我們駐貴地的代表不久將去參觀你方工廠。我們駐貴地的代表不久將去參觀你方工廠。812. acceptable adj. 可接受的可接受的sth. be acce

56、ptable to sb. or sb. find sth. acceptable某人認(rèn)為某物可以接受。某人認(rèn)為某物可以接受。Should the design and workmanship be acceptable to our clients, large orders will follow. 如果款式和工藝能為我方的客戶接受，他們將會(huì)如果款式和工藝能為我方的客戶接受，他們將會(huì)大量訂購。大量訂購。If you compare our price with that from others, you will find our price acceptable.如果將我方的價(jià)格與其他客

57、戶的相比較，你將會(huì)如果將我方的價(jià)格與其他客戶的相比較，你將會(huì)發(fā)現(xiàn)我方的價(jià)格是可以接受的。發(fā)現(xiàn)我方的價(jià)格是可以接受的。Your offer is not acceptable. 你方的報(bào)盤是不可接你方的報(bào)盤是不可接受。受。13. conclude v. 達(dá)成，締結(jié)達(dá)成，締結(jié)( (條約等條約等) )；決定；決定Britain concluded a trade agreement with China. 英國和中國簽署了貿(mào)易協(xié)定。英國和中國簽署了貿(mào)易協(xié)定。Once the price had been agreed, a deal was quickly concluded. 價(jià)格一經(jīng)商定，交易很

58、快就達(dá)成了。價(jià)格一經(jīng)商定，交易很快就達(dá)成了。We have concluded a transaction with ABC Company on a wide variety of light industrial products. 我們與我們與ABC公司就多種輕工業(yè)品達(dá)成了交易。公司就多種輕工業(yè)品達(dá)成了交易。conclusion n. 結(jié)束，議定，結(jié)論結(jié)束，議定，結(jié)論They decided to bring the negotiation to a speedy conclusion. 他們決定盡快結(jié)束談判。他們決定盡快結(jié)束談判。We have come to the conclusi

59、on that it would be unnecessary to import a machine at such a high price. 結(jié)論是沒有必要進(jìn)口價(jià)格如此高的機(jī)器。結(jié)論是沒有必要進(jìn)口價(jià)格如此高的機(jī)器。 We are pleased to say that we can supply you with all the goods listed in your letter of April 7. 欣然告知你方四月七日來函中所列的各種商品，我欣然告知你方四月七日來函中所列的各種商品，我方均可供應(yīng)。方均可供應(yīng)。If you can supply us with the produ

60、cts within one week, please fax us immediately.如能在一周內(nèi)提供這種產(chǎn)品，請(qǐng)即傳真告知。如能在一周內(nèi)提供這種產(chǎn)品，請(qǐng)即傳真告知。supplier n. 供應(yīng)商，供貨商供應(yīng)商，供貨商Supplier and purchaser are the two counter parts in a transaction.供貨方與購貨方是一筆交易中兩個(gè)不同的當(dāng)事人。供貨方與購貨方是一筆交易中兩個(gè)不同的當(dāng)事人。 15. Per S.S./m.v./m.s. +name of the vessel 運(yùn)往你處 ex（運(yùn)來） via by on board （承運(yùn)）e.g.We find the