外貿(mào)英語函電Unit 5-訂單、接受和回絕

1、Unit 5 Order, Acceptances and Rejections 訂單、接受和回絕訂單、接受和回絕Placing & Confirming an OrderDeclining an Order1 Part 1 Placing & Confirming an Order23Definition of an order： 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

2、firm offer made by the sellers OR result from the sellers acceptance or confirmation of a counter-offer made by the buyers. 1. Placing an orderRemark:The buyers place an order after they studied the catalogues, price list, samples from the suppliers. If all the terms are satisfied with buyers and se

3、llers, buyers will place an order. 4Usually, every firm has their own Order Sheet (Order Form). Provided the firm doesnt use an order form , a letter is needed for the order (Order Letter). You must write your order clear and easy to understand.5An order should at least contain the following points:

4、description of the goods, such as specification, size, quantity , quality and article number (if any); prices(unit prices as well as total prices);terms of payment;mode of packing;time of transportation, port of destination and time of shipment etc. .6Writing skills of placing an order letter1. Begi

5、nning : Indicate that you are pleased to place an order.2. The details of your order: DescriptionQuantityPrice (unit price, amount, total. )Packing Date and way of shipmentPayment terms and other terms3. Ending: Ask for the confirmation of your order from the seller. With the hopes of their attentio

6、n.7Beginning of an order letter: Further to your recent discussions through fax and email, we would like to confirm details of ordering the above mentioned goods:基于我們最近傳真和郵件的溝通，基于我們最近傳真和郵件的溝通，現(xiàn)確定訂購以上提及的商品現(xiàn)確定訂購以上提及的商品. .8Specimen letter 1(P. 91 ) -Analysis The details of the orderQuantity Description

7、 Unit price Amount Packing: Each piece is packed in a polybag then in a carton.Payment: By irrevocable documentary letter of credit opened with Bank of China and drawn at sight.付款方式：由中國銀行開具的不可撤銷、見票即付（即期）信用證。付款方式：由中國銀行開具的不可撤銷、見票即付（即期）信用證。Delivery: As we need the goods urgently, please deliver within

8、40 days after receipt of the order.9Ending of an order letterWe would like you to send us your acknowledgement of this order at your earliest convenience.盼貴司盡早認(rèn)收該訂單，并回傳給我方。盼貴司盡早認(rèn)收該訂單，并回傳給我方。Your early attention to this order will be highly appreciated.如貴方能早日關(guān)注該訂單，將不勝感激。如貴方能早日關(guān)注該訂單，將不勝感激。10Specimen l

9、etter 2 (P. 93 ) -Analysis Order of Vales （Order Form）Who is the seller?Who is the buyer?What is the terms of payment?Who issue the L/C?Who is the beneficiary of the L/C?What is the terms of shipment?What is the validity of the order?What is the terms of price?What is the delivery time?11When the bu

10、yer places an order, the seller: acknowledges the order (accepts the order )rejects the orderoffers substitute122. Acknowledgment of OrderWhen the seller received an order from the buyer, he may write a confirmation letter to acknowledge of the order, or send a sales notes to confirm the order.Writi

11、ng skills of acknowledging an order1) Express your thanks for the order. 2) State your acceptance or rejection for the order.3) An assurance of prompt and careful attention. 13Always using printed routine acknowledgements.14Specimen letter 3 Rich Garden Shoe Co., Ltd. 120 Zhongshan Road, Guangzhou T

12、elFaxThank you for your order No._.We accept your order for _ _ and will arrange shipment accordingly.Our letter of acceptance will reach you in a few days.20,000 pairs of boots2015102感謝貴司感謝貴司20151022015102號訂單。我們接受你方號訂單。我們接受你方2 2萬雙萬雙靴子訂單靴子訂單并將并將立立即即安排生產(chǎn)出貨。我方確認(rèn)訂單將很快回傳安排生產(chǎn)出

13、貨。我方確認(rèn)訂單將很快回傳給貴給貴司。司。153. Acceptance of OrderWhen the buyer places an order, the seller: acknowledges the order (accepts the order )rejects the orderoffers substituteWriting skills of accepting an order letter1. Express appreciation for the order received.2. Assure the buyers that the goods they hav

14、e 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 dealings.16

15、Dear Sirs,We were very pleased to receive your Order No. 678 for portable TV Sets. We accordingly accept the order and shall arrange delivery as soon as possible. We have confidence that you will be completely satisfied with our goods when you received them.As you may not be aware of the wide range

16、of goods we deal in we are enclosing a copy of our catalogue and hope that our handling of your first order with us will lead to further business between us and mark the beginning of a happy working relationships. Yours faithfully,Specimen letter 4 (P. 101 ) -Analysis 18 Part 2 Declining an OrderWHY

17、? the goods required are not available;prices and specifications have been changed;the buyers and the sellers cannot agree on some terms of the business;the buyers credit is not in good standing;the manufacturer simply does not produce the goods ordered, etc.19Writing skills of declining an order le

18、tterA Positive Opening It is sensible to open the letter in a positive way in order to place the message in its correct communication context. For example, appreciation or pleasure in receiving the order can be stated at the beginning of the letter.20 Detailed explanations When declining an order, d

19、etailed and sensible reasons should be provided in order to retain the readers interest in the writers products or services. In addition, in order to conclude a deal, the writer usually makes counter-offers OR offers suitable substitutes so as to persuades the buyers to acceptable them.21A Positive

20、Close End the letter in the way that makes the reader aware of the writers expectation for future business relations with him.22Dear Sirs,We have received your order No. 1160 for 100 sets of color TV and thank you very much.To our regret, the size of your order is far below our required minimum of 2

21、00 sets. As you already mentioned in your last letter, our products are of superior quality. We have confidence that you will find a ready market for them. Therefore, if you will increase your order to 200 sets, we can ensure an early shipment.We wish to receive your favorable reply. Yours faithfull

22、y, Specimen letter 5對最低起訂量的還盤對最低起訂量的還盤Dear Sirs,We are appreciative of your order for Model XP washing machines received on August 6.Unfortunately, owing to shortage of skilled labor, our output capacity was reduced by 30%. We are not in a position to promise shipment earlier than November. But you

23、can postpone the delivery until a later time, we can consider accepting your order.We are looking forward to hearing from you soon. Yours faithfully,Specimen letter 6對交貨時(shí)間的對交貨時(shí)間的還盤還盤Offering Rayon in place of Watered Silk25Specimen letter 7 (P. 103 ) -Analysis Exercise: Translate the following sente

24、nces into Chinese.261) Further to our recent discussions through fax and e-mail, we should like to confirm details of ordering the abovementioned goods:繼我們最近通過傳真和電郵的磋商，我方確認(rèn)訂購以上商品。詳細(xì)繼我們最近通過傳真和電郵的磋商，我方確認(rèn)訂購以上商品。詳細(xì)條件如下條件如下: :2) We were very pleased to receive your Order No.123 for Roman Pillow Sets. We

25、accordingly accept the order and shall arrange delivery as soon as possible.非常高興地收到貴方第非常高興地收到貴方第123123號羅馬枕頭系列訂單。我方接受該單并號羅馬枕頭系列訂單。我方接受該單并將盡早安排裝運(yùn)。將盡早安排裝運(yùn)。273) We are very pleased to receive your order No. RG 0812 for Christmas stocks. We accept the order and are enclosing you our Sales Confirmation No

26、.156 in duplicate of which please countersign and return one copy to us for our file. 我方非常高興地獲悉貴方第我方非常高興地獲悉貴方第RG0812RG0812號號訂購圣誕襪訂單。我方接受訂單并隨函附寄訂購圣誕襪訂單。我方接受訂單并隨函附寄我方第我方第156156號銷售確認(rèn)書一式兩份，請會(huì)簽后寄回一份，供我方存檔。號銷售確認(rèn)書一式兩份，請會(huì)簽后寄回一份，供我方存檔。4）We are sorry we can no longer supply this toy. In its place we can offer

27、 you our new “BOA” brand of toy. This is a new product and enjoy good markets. The large number of repeat orders we regularly received from dress manufacturers offer an evidence of the popularity of this brand. 非常抱歉，非常抱歉，這種這種玩具玩具我方我方現(xiàn)無貨可供。我方可向貴司提供現(xiàn)無貨可供。我方可向貴司提供“BOA”BOA”牌牌玩具玩具。這是這是新產(chǎn)品，市場銷售良好。我方經(jīng)常收到服裝廠的大量重復(fù)訂單就是例證新產(chǎn)品，市場銷售良好。我方經(jīng)常收到服裝廠的大量重復(fù)訂單就是例證。285）Thank you for your Order No. 120 for 10000 sets of “Leno