外貿(mào)函電第六章

1、Chapter 6 Orders Aims & Requirementsl 1. Learn and master key words, phrases and sentence patterns in this unit.l 2. Learn how to write a business letter about order and reply to the order. 6.1 接受l 1.交易洽商的一般程序 詢盤(pán)發(fā)盤(pán)還盤(pán)反還盤(pán)接受簽訂合同 l 2.接受: 是指受盤(pán)人在發(fā)盤(pán)有效期內(nèi)完全同意發(fā)盤(pán)的全部?jī)?nèi)容，愿意訂立合同的一種表示。 3 3.一項(xiàng)有效的接受一般具備以下條件： (1).

2、一項(xiàng)有效的接受必須是受盤(pán)人對(duì)一項(xiàng)實(shí)盤(pán)的完全接受。(不能增加、限制或其它修改 ) (2).一項(xiàng)有效的接受必須是發(fā)盤(pán)所規(guī)定的受盤(pán)人表示才有效。(特定人) (3).一項(xiàng)有效的接受必須是受盤(pán)人在發(fā)盤(pán)的有效期內(nèi)內(nèi)表示接受才有效。 (4).接受應(yīng)由受盤(pán)人采用聲明或做出其他行為的方式表示，并且這種表示傳達(dá)給發(fā)盤(pán)人才開(kāi)始有效。 (書(shū)面文字 ;賣方發(fā)運(yùn)貨物或買方支付貨款 ) 接受即達(dá)成交易 具體的業(yè)務(wù)中，交易雙方經(jīng)過(guò)磋商，一方的發(fā)盤(pán)或還盤(pán)，被另一方接受后，交易立即達(dá)成，合同即告成立，雙方就要承擔(dān)法律責(zé)任。交易雙方為明確規(guī)定各自的權(quán)利和義務(wù)，一般采用書(shū)面的形式把它確定下來(lái)。 (1).銷售合同Sales Contr

3、act (簡(jiǎn)化形式是銷售確認(rèn)書(shū)Sales Confirmation ):賣方草擬 (2).購(gòu)貨合同Purchase Contract(簡(jiǎn)化形式是購(gòu)貨確認(rèn)書(shū)Purchase Confirmation ) :買方草擬 不管是合同還是確認(rèn)書(shū)，一般都是一式兩份，經(jīng)過(guò)雙方簽字(會(huì)簽)，各執(zhí)一份，據(jù)以執(zhí)行，這種行為在進(jìn)出口業(yè)務(wù)中，稱之為簽訂合同。 6.2 Writing StepsA satisfactory order letter should include :1. express pleasure in receiving the offer;2. confirm the conclusion o

4、f the business and point out the full details of article number, quantity, specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer;3. hope for further orders; A satisfactory re

5、ply to the order will include :1. express pleasure in receiving the order;2. add a favorable comment on the goods ordered;3. include an assurance of prompt and careful attention;4. draw attention to other products likely to be of interest;5. hope for further orders; Specimen Letters（樣函（樣函1采購(gòu)函采購(gòu)函）Dea

6、r Sirs, We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised ( (修訂過(guò)的修訂過(guò)的) )price: Thirty metric tons of Bitter Apricot Kernels at $1750.00 per metric

7、ton CFR Qingdao for shipment in August. Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign and return one copy for our records as soon as possible. We are arranging for the establishment of the relative letter of We are arranging for the establishment of the relative let

8、ter of credit with the Bank of China, Sweden, and shall let you know credit with the Bank of China, Sweden, and shall let you know by fax as soon as it is opened.by fax as soon as it is opened. As we As we are in urgent need ofare in urgent need of the goods, we find it necessary to the goods, we fi

9、nd it necessary to stress the importance of making punctual shipment within the stress the importance of making punctual shipment within the validity of the L/C; any delay in shipment would be harmful to validity of the L/C; any delay in shipment would be harmful to our future business.our future bu

10、siness. Yours faithfully, Yours faithfully,Chinese version of the letter 執(zhí)事先生：執(zhí)事先生： 感謝你方感謝你方6 6月月2020日來(lái)信對(duì)我方要求降價(jià)日來(lái)信對(duì)我方要求降價(jià)5%5%的迅速答復(fù)，由于的迅速答復(fù)，由于你方的通力合作，我方現(xiàn)確認(rèn)按你方修改的價(jià)格與你方達(dá)成交易如下：你方的通力合作，我方現(xiàn)確認(rèn)按你方修改的價(jià)格與你方達(dá)成交易如下： 三十公噸苦杏仁，每公噸三十公噸苦杏仁，每公噸17501750美元成本加運(yùn)費(fèi)青島，裝運(yùn)美元成本加運(yùn)費(fèi)青島，裝運(yùn)期為期為8 8月份。月份。 隨函附上我方第隨函附上我方第369369號(hào)購(gòu)貨確認(rèn)書(shū)一式

11、兩份，請(qǐng)查收。請(qǐng)?zhí)栙?gòu)貨確認(rèn)書(shū)一式兩份，請(qǐng)查收。請(qǐng)盡快簽名并退回一份以供我方存檔。盡快簽名并退回一份以供我方存檔。 我方正安排由瑞典的中國(guó)銀行開(kāi)立相關(guān)的信用證，一經(jīng)開(kāi)我方正安排由瑞典的中國(guó)銀行開(kāi)立相關(guān)的信用證，一經(jīng)開(kāi)出即傳真通知你方。出即傳真通知你方。 由于我方急需此貨，我方認(rèn)為有必要重申在信用證有效期由于我方急需此貨，我方認(rèn)為有必要重申在信用證有效期內(nèi)按時(shí)裝運(yùn)的重要性，裝運(yùn)方面的任何延誤都將給我方以后的交易帶內(nèi)按時(shí)裝運(yùn)的重要性，裝運(yùn)方面的任何延誤都將給我方以后的交易帶來(lái)?yè)p失。來(lái)?yè)p失。 謹(jǐn)上，謹(jǐn)上， Specimen Letters（樣函（樣函2） 見(jiàn)教材p98(letter 6-1) Spec

12、imen Letters（樣函（樣函3） 見(jiàn)教材p100(letter 6-3) 6.3 Writing Skills（寫(xiě)作技巧） 訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式 Specimen Letters（樣函4）接受訂單 見(jiàn)教材p98(letter 6-1)接受訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式：拒絕訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式：Specimen LettersSpecimen Letters（樣函2 2） Dear Sirs, Reference is made to exchange of correspondences between us, we confirm having place

13、d with you the following order: 1000 sets of transistor radio Sanyo Brand-model: 1234 UD$55.00 per set CFR Dalian Packing: in cartons, each containing 10 sets Shipment: within 45 days after receipt of the relevant L/C We trust that you will give special care to the packing of our goods lest they sho

14、uld be damaged in transit. The L/C will be opened in your favor on receipt of your Sales Contract, and we shall advise you of the shipping marks in the meantime. It may interest you to know that there is a good demand here for transistor radio at moderate prices, and we have no doubt that your produ

15、cts are suitable for this market. If the shipment turns out to our entire satisfaction, substantial orders will follow. Yours faithfully, Chinese version of the letter 執(zhí)事先生：執(zhí)事先生： 參閱最近我們之間往來(lái)的信函，我方現(xiàn)確認(rèn)向你方訂購(gòu)如下：參閱最近我們之間往來(lái)的信函，我方現(xiàn)確認(rèn)向你方訂購(gòu)如下： 10001000臺(tái)半導(dǎo)體收音機(jī)臺(tái)半導(dǎo)體收音機(jī) 三洋型號(hào)：三洋型號(hào)：12341234 每臺(tái)每臺(tái)5555美元成本加運(yùn)費(fèi)大連美元成本加運(yùn)費(fèi)

16、大連 包裝：紙箱，每箱裝包裝：紙箱，每箱裝1010臺(tái)臺(tái) 裝運(yùn)：收到相關(guān)信用證后裝運(yùn)：收到相關(guān)信用證后4545天內(nèi)完成裝運(yùn)天內(nèi)完成裝運(yùn) 請(qǐng)?zhí)貏e注意貨物的包裝，以免貨物在運(yùn)輸途中受損。請(qǐng)?zhí)貏e注意貨物的包裝，以免貨物在運(yùn)輸途中受損。 一經(jīng)收到銷售合同即開(kāi)立以你方為受益人的信用證，并同時(shí)告知裝一經(jīng)收到銷售合同即開(kāi)立以你方為受益人的信用證，并同時(shí)告知裝運(yùn)標(biāo)志。運(yùn)標(biāo)志。 你方可能會(huì)有興趣了解到這一點(diǎn)：此地對(duì)中等價(jià)格的半導(dǎo)體你方可能會(huì)有興趣了解到這一點(diǎn)：此地對(duì)中等價(jià)格的半導(dǎo)體需求甚殷，因而，我方毫不懷疑你方產(chǎn)品適銷本市場(chǎng)。如果貨物能使我需求甚殷，因而，我方毫不懷疑你方產(chǎn)品適銷本市場(chǎng)。如果貨物能使我方完全滿意

17、，大額訂單會(huì)接踵而至。方完全滿意，大額訂單會(huì)接踵而至。 謹(jǐn)上，謹(jǐn)上， Practice LessonsTranslate the following into English: We shall book a trial order with you, provided you will give us a 5% commission. We have booked your Order No.168 for bed sheets and pillow-cases and are sending our Sales Confirmation No. BP-201 in duplicate. Y

18、our order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit. 茲隨函附上試訂單一份。如果質(zhì)量合乎要求，我方近期內(nèi)將寄訂單。茲隨函附上試訂單一份。如果質(zhì)量合乎要求，我方近期內(nèi)將寄訂單。如能及時(shí)處理此訂單將不勝感激。如能及時(shí)處理此訂單將不勝感激。 假如能給假如能給5%的傭金，我方將向你方試訂一批貨。的傭金，我方將向你方試訂一批貨。 你方訂單正在迅速處理，而且盡可信賴我方將會(huì)在規(guī)定的時(shí)間你方訂單正在迅速處理，而且盡可信賴我方

19、將會(huì)在規(guī)定的時(shí)間內(nèi)發(fā)運(yùn)。內(nèi)發(fā)運(yùn)。 We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near future. Your prompt attention to this will be appreciated. 我方已接受你方床單枕套的第我方已接受你方床單枕套的第168號(hào)訂單。茲寄上第號(hào)訂單。茲寄上第BP-200 銷售銷售確認(rèn)書(shū)一式兩份。確認(rèn)書(shū)一式兩份。 We wish to refer to the recent exchange of c

20、ables and are pleases to confirm having concluded with you a transaction of 50 tons of canned crabmeat. We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual benefit. We have succeeded in putting through the deal of fiv

21、e hundred tons of canned mushroom. The price you quoted being found workable, we have cabled you our acceptance. 茲參閱近日往來(lái)電報(bào)并高興地確認(rèn)與你方達(dá)成了一筆茲參閱近日往來(lái)電報(bào)并高興地確認(rèn)與你方達(dá)成了一筆50噸蟹噸蟹肉罐頭的交易。肉罐頭的交易。 很高興與你方達(dá)成首筆交易，盼望以后能進(jìn)一步發(fā)展雙方互利的貿(mào)很高興與你方達(dá)成首筆交易，盼望以后能進(jìn)一步發(fā)展雙方互利的貿(mào)易。易。 我們成功地達(dá)成了我們成功地達(dá)成了500噸蘑菇罐頭的交易。噸蘑菇罐頭的交易。 我們認(rèn)為你所報(bào)價(jià)格可行，因此已去電表示

22、接受。我們認(rèn)為你所報(bào)價(jià)格可行，因此已去電表示接受。 We have cabled our confirmation of your order and you are requested to open the L/C as soon as possible. Please accept our offer and confirm the above-mentioned terms immediately. 我方已去電接受你方訂單，望盡快開(kāi)立信用證。我方已去電接受你方訂單，望盡快開(kāi)立信用證。 請(qǐng)立即接受我方報(bào)盤(pán)并確認(rèn)上述條款。請(qǐng)立即接受我方報(bào)盤(pán)并確認(rèn)上述條款。 We confirm our p

23、urchase _ you 1000 dozen of Alarm Clocks US$9.50 dozen CIF Vancouver export packing. We appreciate your cooperation and trust the shipment will prove _ your entire satisfaction. . Filling the missing words :towithforatperincluding4. We expect to put the deal. 3. We hope to come terms with you this t

24、rial purchase. 5. We are well experienced this line and can place orders _ you _ large quantities if your prices are attractive enough. 6. We regret that the execution of the agreement is _ from satisfactory.tointhroughininwithfar7. You may rest assured that the shipment will turn out your satisfact

25、ion. 8. Enclosed please find the duplicate our counter-signature. 9. The L/C, we believe, will reach you due course. 10. Your offer is not interested us. 11. We do not deal this line. 12. Your products are _ no interest us. 13. We deal many firms Paris. 14. We expect to place you an order Butterfly

26、Sewing Machines. 15. We based our price the international market. towithintoinoftowithinwithforOn (upon) Practice LessonsWrite a letter stating the following points: You have received S/C No.668 in duplicate. You countersigned and returned one copy. Express thanks for their cooperation. You have ope

27、ned an L/C. You are prepared to order another 50 tons. Dear Sirs, We have duly received your S/C No.668 in duplicate. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to put the deal through. The relative L/C has been established in your favor. It

28、 will reach you in due course. Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order another 50 tons.Faithfully yours, Chapter 6課后練習(xí)答案 . regret, in, those, used, prevents, increases, further, from, occasion, likelyA

29、s we are receiving large orders from our clients, it is quite probable that we may be short of supply. We would, therefore, suggest that you place your order with us at an early date.The goods are being reserved for you, and we shall appreciate it if you will let us know by cable whether you find ou

30、r offer acceptable, as our other clients are in urgent need of this article by our assortment. We find both the quality and prices of your products satisfactory and are pleased to give you an order for the following items which will be supplied from current stock at the prices stated.4. We require p

31、ayment to be made by a confirmed and irrevocable letter of credit payable at sight.As soon as we receive your affirmative reply, we shall confirm supply of the goods at the prices stated in your letter and arrange for dispatch by the first available steamer upon receipt of your L/C.It is our belief

32、that the current small business will lead to a series of larger dealings in the near future. We have pleasure of being able to place a formal order for these goods with you. We request you to make shipment immediately so that the goods may arrive here not later than 31st August. This order is quite

33、large and we would request you to make more discount.10. We are glad to inform you that the product is very close to your stipulated item in quality.11. We hope that you will find it possible to increase your order to 150 sets or over.12. We can assure you that we will place a repeat order, should t

34、he present order be executed to our satisfaction.Please inform us by cable the catalogue and details of your terms at once.14. We are pleased to confirm our sale to you of our goods on the terms and conditions set forth below and they are only a little higher in price. 15. We are compelled to declin

35、e this order because the earliest delivery we can promise will be next March.Execution of an Order Dear Sirs, We are very pleased to have your order and are happy to confirm that all the items requested are in stock. It is a pleasure to supply you, and we trust that you will be satisfied with both q

36、uality of our goods and our service. The irrevocable letter of credit for a sum not exceeding 500 and valid till September 15th is quite acceptable method of payment. Upon receipt of confirmation of this credit form the CitiBank, your order will be ready for shipment to await your agents shipping in

37、structions. We assure you that this order and any future order from you will have our immediate attention. Yours faithfully, Dear Sirs, We thank you very much for your kind order which we received today. We should like very much to furnish No.10 Boots. But As our factories are fully committed, It is now imp