商務(wù)英語寫作-4-訂單與確認(rèn)函課件

BUSINESSWRITING

商務(wù)英語寫作8/2/20231BUSINESSWRITING

商務(wù)英語寫作7/31/20Chapter4

OrdersandConfirmationLetters

訂單與確認(rèn)函8/2/20232Chapter4

OrdersandConfirOrders

訂單Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.8/2/20233Orders訂單AnorderintQuestions？Whatisanorder？

arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？

Good-newHowtogetanorder？

offerandcounter-offer報盤及還盤

8/2/20234Questions？Whatisanorder？報盤及TobeeffectiveCorrectClearConciseCompleteConciseCourteous8/2/20235TobeeffectiveCorrect7/31/202Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy8/2/20236HowtowriteaneffectiveordeConfirmation

letters確認(rèn)函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.8/2/20237Confirmationletters確認(rèn)函WhenaTheletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder8/2/20238TheletterusuallycontainsthWhenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.8/2/20239WhenyouareunabletoacceptLetterAPlacingOrderforTea

DearMr.Keynold:FromthesamplessentusonJuly6th,wehavemadeselectionsandhavethepleasureofhandingyouthefollowingorder,CIFKeelung:500chestsWestLakeLongjingTea–US$2,000500sacksLijiangLanguirenTea–US$2,200

SampleAnalysis8/2/202310LetterAPlacingOrderforTe

Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,8/2/202311WehavealreadyappliedfoSampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment樣品到岸價=Cost+Insurance+Freight成本加運費=Cost+Freight離岸價=freeonboard進口許可證信用證參考號，序列號，編號裝貨8/2/202312Sample樣品7/31/202312貿(mào)易術(shù)語—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三個單詞的第一個字母大寫組成，中文意思為成本加保險費加運費（指定目的港），指當(dāng)貨物在裝運港越過船舷時，（實際為裝運船艙內(nèi)），賣方即完成交貨。貨物自裝運港到目的港的運費保險費等由賣方支付，但貨物裝船后發(fā)生的損壞及滅失的風(fēng)險由買方承擔(dān)。8/2/202313貿(mào)易術(shù)語—CIFCIF是COST，INSURANCE，AN比較CFR中賣方必須支付將貨物運至指定的目的港所需的運費和費用，但交貨后貨物滅失或損壞的風(fēng)險及由于各種事件造成的任何額外費用即由賣方轉(zhuǎn)移到買方。但是，在CIF條件下，賣方還必須辦理買方貨物在運輸途中滅失或損壞風(fēng)險的海運保險。因此，由賣方訂立保險合同并支付保險費。買方應(yīng)注意到，CIF術(shù)語只要求賣方投保最低限度的保險險別。如買方需要更高的保險險別，則需要與賣方明確地達成協(xié)議，或者自行作出額外的保險安排。8/2/202314比較CFR中賣方必須支付將貨物運至指定的目的港所需的運費和費貿(mào)易術(shù)語—CFRCFR/CNF是COSTANDFREIGHT三個單詞的其中一個字母組合而成，中文意思為：成本加運費，指定目的港。COSTANDFREIGHT（…namedportofdestination）成本加運費（…指定目的港）CFR是指賣方必須在合同規(guī)定的裝運期內(nèi),在裝運港將貨物交至運往指定目的港的船上,負(fù)擔(dān)貨物越過船舷為止的一切費用和貨物滅失或損壞的風(fēng)險,并負(fù)責(zé)租船或訂艙,支付抵達目的港的正常運費。8/2/202315貿(mào)易術(shù)語—CFRCFR/CNF是COSTANDFREI貿(mào)易術(shù)語—FOBFOB是國際貿(mào)易中常用的貿(mào)易術(shù)語之一。FOB的全文是FreeOnBoard(…namedportofshipment),即船上交貨(…指定裝運港),習(xí)慣稱為裝運港船上交貨。按此術(shù)語成交,由買方負(fù)責(zé)派船接運貨物,賣方應(yīng)在合同規(guī)定的裝運港和規(guī)定的期限內(nèi),將貨物裝上買方指定的船只,并及時通知買方。貨物在裝船時越過船舷,風(fēng)險即由賣方轉(zhuǎn)移至買方。在FOB條件下,賣方要負(fù)擔(dān)風(fēng)險和費用,領(lǐng)取出口許可證或其他官方證件,并負(fù)責(zé)辦理出口手續(xù)。采用FOB術(shù)語成交時,賣方還要自費提供證明其已按規(guī)定完成交貨義務(wù)的證件,如果該證件并非運輸單據(jù),在買方要求下,并由買方承擔(dān)風(fēng)險和費用的情況下,賣方可以給予協(xié)助以取得提單或其他運輸單據(jù)。8/2/202316貿(mào)易術(shù)語—FOBFOB是國際貿(mào)易中常用的貿(mào)易術(shù)語之一。FO

Dear

Mr.Samson

White:

Thank

you

foryouresteemedorderdatedOctober15th,2008for

500chestsWestLakeLongjingTea—US$2,000

500

sacks

Lijiang

Languiren

Tea

—

US$2,200

Ourbestattentionhasbeenpaidtotheexecutionofthisorder,andwehaveshippedtheteabym/s(motorship)“Pioneer”,leavinghereforKeelongtoday.Wearesurethatthegoodswillreachyousafelyandwillgiveyoueverysatisfaction.LetterBConfirminganOrderforTea

bym/s（MS）由/經(jīng)“先鋒號”（內(nèi)燃機）輪船裝運youresteemedorder貴公司的訂單8/2/202317DearMr.SamsonWhite:L

AccordingtothetermsofL/C,wehavedrawnuponyoufortheamountofinvoice,US$4200,atthreemonths,sightuponyouthroughBankofChina,KeelongBranch,andwetrustyouwillmeetthebillonpresentation.

Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用證條款drawupon：向……開具發(fā)票meetthebillonpresentation:見票即付我方已通過中國銀行基隆分行按發(fā)票金額向貴方開出4200美元的匯票。我方希望貴方見票即付。8/2/202318AccordingtothetermsofQuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?8/2/202319QuestionsforComprehension7/31PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis8/2/2023201PlacinganorderDearMr.LioYoumaydrawuponusfortheamountofinvoice.1Yoursverytruly,KevinSmith1按發(fā)票金額向我方開具匯票8/2/202321Youmaydrawuponusforthea2PlacinganorderOrderNo.468To:MessrsWangYun209HongyanRoadDalian,ChinaPleaseshipthefollowingmerchandise:8/2/2023222PlacinganorderOrderNo.46QuantityItemsCatalogNo.Prices25bedsheets,3'6",blue75$1.25each25bedsheets,3'6",primrose82$1.50each50Pillowcases,blue117$0.60each50Pillowcases,primrose121$0.60each8/2/202323QuantityItemsCatalogNo.PricDelivery:NolaterthanDecember1.Payment:AgainstLetterofCredittobeestablishedinaccordancewithouragreement.Pleaseinformusofthedefinitedeliverydataandyourcooperationwillbeappreciated.Yoursincerely,MaryBrown8/2/202324Delivery:NolaterthanDe3ComfirminganorderDearMr.Black:ThankyouforyourletterofOctober22,2012,togetherwithonecopyofyourOrderConfirmationNo.s/826for1,000tonsofYingkouMagnesia.EnclosedaretwocopiesofourContractNo.Magnesia鎂砂8/2/2023253ComfirminganorderDearMY-0857foryoursignature.Pleasesignandreturnonesignedcopy.Sofarasdeliveryisconcerned,wewilltryourutmosttoshipthetotalquantityasyourequested,ifyourL/Carriveshereintime.Therefore,pleasearrangetheestablishmentofL/Catyourearliestconveniencesothatearlyshipmentcanbemade.8/2/202326MY-0857foryoursignature.weappreciatetheopportunitytoprovideourproductstoyouandaregratefulforyourconfidenceinourcompany.Sincerelyyours,DavidZhang8/2/202327weappreciatetheopportu4ConfirminganorderDearHugo:

Thankyouforyoure-mailconcerningtheorderdatedJune6.HerewehaveenclosedourOrderNo.ST/66689foryourpromptandcarefulattention.8/2/2023284ConfirminganorderDearYourpricesof$1.50peryardforPattern67and$2.40peryardforPattern86areacceptabletous,butyoumustkeepyourquotationforPattern89at$2.00.Asstatedintheoeder,youshoulddeliverthegoodstousinJuly,andyouaresupposedtogetpaymentbyLetterofCreditinWashingtonD.C.againstdocuments.8/2/202329Yourpricesof$1.50peryWewilldoourbestwiththesegoods,andifsalesaresatisfactory,weshallmakeyourbrandoneofourstandardlines.Yoursincerely.JamesWang8/2/202330Wewilldoourbestwitht1．PlacinganOrder

DearSirs:Wehavegotyourletterof12Julyandreceivedpatternsofyourcottonprints.We’dliketoorderthefollowingitems:

Quantity

PatternNo.

Prices400meters28$200permeter500meters48 $150permeter300meters69$120permeterWearelookingforwardtoyourreply.Sincerelyyours,Contrast

Poor？1.提及收到的信函和印花布樣品。2.訂貨如下。3.訂單具體內(nèi)容。

4.盼早復(fù)。8/2/2023311．PlacinganOrderContrastPo

DearMr.Lock:Thankyouforyourletterof12Julyandpatternsofyourcottonprints.Wefindbothqualityandpricessatisfactoryandarepleasedtoorderthefollowingitems:

Quantity

PatternNo.

Prices(net)400meters28US$200permeter500meters48US$150permeter300meters69US$120permeterImproved？

1.感謝來函和寄來的印花布樣品。2.表示對質(zhì)量和價格滿意,定貨如下。3.提供訂單具體內(nèi)容。8/2/202332DearMr.Lock:Improved？1

Ourusualtermsofpaymentareonemonthfromdateofinvoice.WehopetogetthegoodsbeforeJuly31.Shouldyouwishtomakeenquiriesconcerningourfinancialstanding,youmayrefertotheAZYCo.,Ltd,withwhomwehavehaddealingsformanyyears.Wearesureyourcottonprintswillfindagoodmarketinourareaandhopetoplacefurtherandlargerorderswithyouinthefuture.Sincerelyyours,

4.告知付款條件與交貨日期。5.提供可以提供自己資信情況的公司名稱。

6.表達對未來生意的信心。8/2/202333Ourusualtermsofpaymen這是客戶首次定購印花布的訂購函。為同一件事情寫的兩個信函，由于采取的策略不同，讀后效果也不同。前一封寫得過于簡單，內(nèi)容殘缺模糊，比如，只寫了價格，但沒有指出付款條件，交貨時間也不清楚，而且語氣生硬，語言有些陳腐，缺乏個性。改進后的內(nèi)容完整，語氣客氣友好，訂購商的訂單中商品品名、價格、數(shù)量、交貨時間、付款條件都不少。而且由于是首次打交道，付款采用的是賒賬，所以給對方提供進行資信調(diào)查的方便,很重要。結(jié)尾有針對性。8/2/202334這是客戶首次定購印花布的訂購函。為同一件事情寫的兩個信函，由2.ConfirminganOrder

DearSirs:Weareinreceiptofyourorderdated20July.Wearegladtosupplythegoodsyouordered.

Quantity

PatternNo.

Prices400meters28US$200permeter500meters48 US$150permeter300meters69US$120permeter

Wecansupplythegoodsfromourcurrentstock.

Sincerelyyours,1.告知接到對方訂單。2.表示愿意提供所訂貨物。3．提供訂單具體內(nèi)容。4.告知有現(xiàn)貨可供。

Poor？8/2/2023352.ConfirminganOrder1.告知接到對

DearMr.MarySmith:Welcomeyouasoneofourcustomers.Wewanttosayhowpleasedweweretoreceiveyourorderdated20Julyforcottonprints.

WeconfirmsupplyoftheprintsatthepricesstatedinyourorderandarearrangingfordispatchnextweekbyLinerGullantrytoHongkong.Ifyoucaneffectpaymentswithintendaysfromthedateofinvoice,wewillprovideyou2%discount.Weareconfidentwhenthegoodsreachyou,youwillfindthattheyarecompletelysatisfactorytoyou.Improved

1.歡迎對方訂貨,表達接到對方訂單的喜悅心情。2.確認(rèn)提供訂單規(guī)定的商品,并告組織裝船安排。3.告知折扣條件。4.促銷。

8/2/202336DearMr.MarySmith:Impr

Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogandhopethatourhandlingofthisorderwillleadtofurtherbusinessbetweenusandmarkthebeginningofahappycooperationinthefuture.Yourssincerely,6.表達繼續(xù)開展并擴大雙方貿(mào)易的意愿。

5.意在推銷其它產(chǎn)品種類。8/2/202337Asyoumaynotbeawareof這是對客戶首次定購印花布的確認(rèn)函。第一封有數(shù)量、貨號和單價，但沒有提及價格條件，交貨時間。語言有些陳腐，Weareinreceiptof…。改進后的內(nèi)容完整，針對訂單的內(nèi)容，一一作答，語氣熱情。結(jié)尾展望未來，表示要把此次交易作為將來長期合作的開端，有助于雙方友好感情的建立。8/2/202338這是對客戶首次定購印花布的確認(rèn)函。第一封有數(shù)量、貨號和單價，1.AboutordersAstoatrialorder,wearedelightedtogiveyouasmallorderfor150setsofyourAirConditionersAC/106.Pleasenotethatthegoodsaretobesuppliedinaccordancewithyoursamples.作為試訂單，我們欣然小量訂購貴公司樣本AC106號空調(diào)機150臺，請注意貨品必須與樣品一致。UsefulSentencePatterns8/2/2023391.AboutordersAstoatrialoThankyouverymuchforyourletterofApril2withacatalogandpricelist.Wehavechosen6assortments.PleasetakepleasureinenclosingourorderNo.123.感謝貴方4月2日附有產(chǎn)品目錄及價目表之來函，我方已決定選訂6個品種，并隨函附上訂單第123號，請查收。8/2/202340ThankyouverymuchforyourlWearepleasedtoreceiveyourpromptreplytoourenquirydatedAugust10aboutthecaptionedcannedfoodandherebyplaceanorderwithyouasperourPurchaseOrderenclosed.很高興收到你方對我方8月10日有關(guān)標(biāo)題罐裝食品的答復(fù)，特此向你方訂貨，請依據(jù)我方隨函附上的訂貨單。8/2/202341WearepleasedtoreceiveyourAlthoughprevailingpricesaresomewhathigher,inviewofourlong-standingrelationshipwearepreparedtoaccepttheorderonthesametermsasbefore.鑒于貴公司長年惠顧，雖然現(xiàn)時市價較前調(diào)升，但本公司仍會按上次訂單所列條件處理此次訂單。8/2/202342AlthoughprevailingpricesareWearepleasedbyyourpromptreplytoourinquiryof…aboutthecaptionedcommodityandnowwishtoorderfromyouasperourPurchaseOrderenclosed.很高興收到貴方對我們……有關(guān)標(biāo)題所例商品的詢價的迅速答復(fù)，現(xiàn)按購貨訂單向您方訂購。8/2/202343Wearepleasedbyyourprompt2.AboutopeningL/CWefindyourtermssatisfactory,andlookforwardtoreceivingtheabovementionedgoodswithinonemonthofyourreceiptofthisorder.Payment,asusual,willmadebyirrevocableletterofcredit.貴方提出的條款我們很滿意，謹(jǐn)希望在貴方收到此訂單后一個月之內(nèi)收到上述產(chǎn)品。我們將按慣例用不可撤消信用證付款。8/2/2023442.AboutopeningL/CWefindyoAsweareinanurgentneedofthecommodityforthecomingsalesseason,pleasefaxyouracceptance.Uponreceiptofwhich,wewillopenanirrevocableL/CthroughtheBankofChina.由于我們急需此種商品在即將到來的銷售季節(jié)中應(yīng)市，請把接受訂貨的傳真電報開到我處，待收妥后，我方將通過中國銀行開出不可撤消信用證。8/2/202345Asweareinanurgentneedof3.ProvidingstockinformationWithregardtostocklines,weareenclosingalistforyourinformation.Shouldyoubeinterestedinanyofthese,pleaseletusknowyourrequirements,statingquantity,styleandsize.現(xiàn)隨函附上本公司存貨清單以供參考。如欲訂購任何產(chǎn)品，請告知所需貨品之?dāng)?shù)量、式樣和尺碼，本公司將竭誠為您服務(wù)。8/2/2023463.ProvidingstockinformationWeregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyimproves.因為存貨短缺，未能供應(yīng)貴公司所需產(chǎn)品，特此致歉。一旦供應(yīng)情況改善，我們將電傳通知貴公司。8/2/202347Weregretthat,owingtoasho3).Wewouldbegratefulifyoucouldarrangeearlyshipmentofthisrepeatorderasweareinurgentneedofthegoods.Ifthegoodsarenota