unit 08 订单及其履行 商务信函的写作 ppt 外贸函电

Unit 8 Orders and Their Fulfillment订单及其履行 8.1 Introduction（简介）目的：掌握如何下订单并进行回复。一般地，订单应包括以下内容：（ 1）品名和品质。应清楚地提及商品目录或目录号码，对商品质量进行必要的准确而全面的描述（比如质量等级、颜色、式样等）。（ 2）价格和数量。应清楚地说明所订购的每项商品的数量、重量或长度。如果没有明确的数量，则应说明最高限量与最低限量。（ 3）包装和标志。（ 4）装运地点、装运日期、运输方式及代理等。（ 5）付款条件。（ 6）单据。包括所需的全部单据及运输指示。（ 7）替代品。如果所要的商品没有现货供应，是否同意以别的商品替代。8.2 Writing Skills（写作技巧）订单信函的写作步骤及常见表达方式：写作步骤 表达方式 （ 1）表明向对方订购货物（或信后随附有订单） We are in receipt of your letter of October 4th and are pleased to place an order with you for the following goods.（我们已收到你方 10月 4日信函，并非常高兴地向你方订购以下货物。） Please find enclosed our Order No.B5421 for （请注意随附的我方B5421号订单。） （ 2）确认双方达成的交易条件（交货期、运输方式、包装、付款条件及折扣等） We would like to confirm that payment is to be made by irrevocable letter of credit.（我们确认以不可撤销信用证付款。） We would like to thank you for the 30% discount you allowed us.（非常感谢你方给予我方 30%的商业折扣。） （ 3）表达进一步合作的愿望 We will submit further orders, if this one is completed to our satisfaction.（如果本次订货令我方满意，我方将继续向你方订货。） 接受订单信函的写作步骤及常见表达方式：写作步骤 表达方式 （ 1）对收到订单表示高兴，并同意订单的条件 We are pleased to confirm your order which we have accepted on the terms.（我方很高兴确认你方订单并已接受你方条件。） We are in receipt of your favor of the 10th May, with your order for five printing machines, which I herewith acknowledge with best thanks.（贵公司5月 10日来函及五部印刷机器的定单均已收到，在此表示谢。） We acknowledge receipt of your favor of the 10th July, and thank you for the order you have given us.（贵公司 7月 10日函收悉，对此次订货，我公司表示感谢。） （ 2）对所订货物加以赞许 Our products are selling well in many areas.（我们的产品在许多地区销路很好。） （ 3）保证对订单迅速、认真地处理 We appreciate the business you have been able to give us and assure you that your order will receive our most careful attention.（感谢你公司照顾我们这笔交易，我们保证一定慎重办理贵方订单。） We are pleased to say that we have already made up your order No.9901, and you may expect delivery within the next three days.（我们高兴地通知你方 9901号订单货已备妥，有望在三日内交货。） （ 4）提醒对方注意其他可能感兴趣的商品 Besides serges we supply a wide rage of other manufactured clothes and enclose a copy of our current price list.（除了哔叽布之外，我们还供应一系列机织布，现随信附上一份最新的价目表。） （ 5）希望今后收到更多订单 We appreciate your co-operation and look forward to receiving your further orders.（感谢你方的合作，希望继续收到你方订单。） 拒绝订单信函的写作步骤及常见表达方式：写作步骤 表达方式 （ 1）对未能满足对方的需要表示歉意 We are sorry that the model required is no longer being manufactured.（非常抱歉，你方所需型号我方已不再生产。） We are sorry to say that we must turn down your order as we have full order books at present and cannot give a definite date for delivery.（非常抱歉我们必须拒绝你方订单，因为目前我们的订单排得很满，不能给你们一个确切的交货期。） （ 2）若有替代品的话，建议对方使用替代品 We are sorry that your order of model I is out of stock now. Please select a suitable substitute from the enclosed catalogue.（你方有关 I型号的订单，现在无货，深感抱歉。请从所附寄的目录中挑选合适的替品。）（ 3）希望下一次有机会合作 We regret that, owing to a shortage of stocks, we are unable to fill your order. We will, however, contact you by fax once supplying improves.（因为存货短缺，未能供应贵公司所需货品，特此致歉。一旦供应情况改善，我们将电传通知贵公司 )8.3 Specimen Letters（样函）Letter 1： Placing an orderDear Sirs,Re: Our Order No.456Please ship the following merchandise:Quantity Pattern No. Catalogue No. Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each(All the prices are FOB Shanghai.)Delivery: During SeptemberPayment: By Letter of Credit to be opened in accordance with our agreementPacking: Usually packing in strong bales, with gunny bag cover and waterproof material.Please acknowledge this order immediately on receipt and inform definite delivery date. This order is of no avail if it not signed by a responsible person of our firm.Yours faithfully,Letter 2： Acknowledging an order （ A reply to Letter 1）Dear Sirs,Re: Your Order No.456Thank you for your order No.456 for pillowcases and we are happy that you are one of our customers.We confirm with you the following order for the pillowcases at the prices stated in your letter:Quantity Pattern No. Catalogue No. Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each(All the prices are FOB Shanghai.)Delivery: During the first ten-day of SeptemberPayment: By Letter of Credit Packing: Usually packing in strong bales, with gunny bag cover and waterproof material.For the above order, we enclose our Purchase Confirmation No.216 in duplicate. Please sign and return one copy for our file at your earliest convenience.We are arranging for the establishment of the relative Confirmed Irrevocable Letter of Credit through the bankers and shall inform you by fax as soon as it is opened.We thank you again for the above order and hope that this will lead to a long-term cooperation between us. Yours faithfully,Letter 3： Placing an orderDear Sirs,We thank you for your letter of July 2 and are glad to inform you that your samples are satisfactory. Enclosed please find our Order No.237 for four of the items.All these items are urgently required by our customers. We, therefore, hope you will make delivery at an early date.Yours faithfully,Encl.Order No. 237Packing: In cotton cloth bales.Shipment: Prompt shipment from Shanghai.Payment: By irrevocable L/C available by draft at sight.Quantity Item Catalogue No. CIF Sydney NET250250500500 Bed Sheets, 106cm, blueBed Sheets, 120cm, primrosePillow Cases, bluePillow Cases, primrose 7582117121 GBP2.50 eachGBP3.00 eachGBP1.80 a pairGBP1.80 a pair Letter 4： Accepting an order（ A reply to Letter 3）Dear Sirs,Re: Your Order No.237We have booked your Order No.237 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation No.BP-103 in duplicate. Please sign and return one copy to us for our file.It is understood that a letter of credit in our favor covering the above-mentioned goods, will be established immediately. We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments. You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.We appreciate your co-operation and look forward to receiving your further orders.Yours faithfully,Letter 5： Placing an orderDear Sirs,We acknowledge receipt of your letter of May 5, and request you to take in hand the construction of 100 pumping machines described in detail in ours of May 3, at the prices fixed by you.GBP620.00 for No.1GBP580.00 for No.2As you make no mention of the guarantee usually given when delivering machines, we would point out to you that we must stipulate for a two years guarantee, during which period you engage to make goods any necessary repairs free of charge. Moreover, to ensure delivery of the machines on /before August 1, you are to furnish us with a 2% performance bond, which shall be forfeited by default on the expiration of the time specified.Please acknowledge acceptance of our order, and confirm the conditions stated above by return of mail.Yours faithfully,Letter 6： Accepting an order（ A reply to Letter 5）Dear Sirs,We thank you for your letter of May 17 with order for the delivery of 100 pumping machines. You may be assured that we shall do our best to execute the order to your satisfaction.The omission of the customary guarantee in our letter of May 5 was an oversight on our part, for which please accept our apology. We hereby guarantee the 100 pumping machines ordered for two years, during which period we are prepared to repair free of charge any defects in the machines arising from faulty material. We are likewise arranging to provide the performance bond prescribed by you.Yours faithfully,Letter 7： Refusing an orderDear Sirs,We were very glad to receive your order of November 2 for 100 Jinxing television sets but, since you make delivery before Christmas a firm condition, deeply regret that we cannot supply you, as we have done on so many occasions in the past.The manufactures are finding it impossible to meet current demand for this very popular set. We ourselves placed an order for twenty-four a month ago, but were informed that all orders are being met in strict rotation and that our own could not be dealt with before the beginning of February.I gather from our telephone conversation this morning that your customers are unwilling to consider other makes. I hope therefore you will be able to obtain your needs from other source. May I suggest that you try Television Services Ltd, Dalian. This I am afraid is the only suggestion I can make that is likely to be of some use.Sincerely yours,Letter 8： Refusing an orderDear Sirs,Thank you for your order, No.149, which we received on May 7. Unfortunately we do not feel that we can offer the trade discounts which you have asked for, viz. 35 percent as we only allow a 25 percent trade discount to all our customers regardless of the quantity they buy.As we think you will agree, our prices are extremely competitive and it would not be worthwhile supplying on the allowance you have asked for. Therefore, in this instance, we regret that we have to turn down your order.Yours faithfully,8.4 Focal Words（焦点词汇）actn.行为，行为过程，一幕，条例，法令The thief was caught in the act of riffling the safe.The second act was not very interesting. Navigation Actvt. & vi.行动，办事，充任，发生作用Why dont you make up your mind to act at once？We should act in a principled manner. Who acted as chairman in her absence？This medicine acts on the heart.act as担任He acted as chairman in my absence.act in在 -方面（的）行动I am quite sure that he acted in this matter from disinterested motives.acting: adj.& n.代理的，演技an acting chairmanHer acting was quite first-rate.action: n. 行动，行为，作用，诉讼，故事tak