国际商务函电实务9订货与签约ppt课件

1、单击此处编辑母版标题样式 单击此处编辑母版副标题样式11国际商务函电实务International Business Correspondence PracticePart Two Business Correspondence Writing PracticePart Two Business Correspondence Writing Practice第二部 商务函电写作实务Page 2国际商务函电实务国际商务函电实务Project 7Page 3Placing Order & Signing Contract（订货或签约）国际商务函电实务国际商务函电实务Lead In导入）nW

2、hen drawing up the orders or contracts or confirmations, you must be very careful with the particulars or terms in them because any minor mistakes or uncompleted terms may lead to disputes in trade and may finally result in the failure of a transaction.nTo reach the goal of the project, the followin

3、g knowledge and talents are required:nGood knowledge of drafting orders, confirmations or contracts.nA good awareness of the particulars in a contract.nGood skills in writing such business letters and faxes for concluding business or signing contract. nAs soon as effective acceptance of the offer or

4、 the counteroffer comes true, the buyer will place an order with the seller or send the seller a purchase contract or confirmation for sellers counter signature, or the seller may as well send the buyer a sales contract or confirmation for buyers countersignature. nThe orders and contracts or confir

5、mations can be sent by post or by fax. Meanwhile, the buyer or the seller usually writes a letter or a fax which is called Letter / Fax for Conclusion (or Signing Contract) to express something required and expected. Page 4Project 7 Placing Order & Signing ContractAims and Demands学习目标）To know th

6、e format and contents of an order and a confirmation or a contract;To well know the particulars or main terms in a contract;To master the strategies and contents for writing a letter or fax for signing contract;To master some typical sentence patterns and expressions on the matter.Personal qualitySk

7、illsKnowledgeTo be able to correctly and skillfully drawing up or drafting orders, confirmations and contracts in English;To write business letters and faxes for signing contract with correct strategies; To write such business letters and faxes with the essential components in the correct formats an

8、d layouts; To master the skills of correctly translating such letters and faxes from Chinese into English and vice versa.To train the talents of discovery or exploratory learning, trying to find out the rules and / or the strategies for reaching the goal of the jobs in the project; To train to learn

9、 how to communicate and cooperate with your companions or co-workers. Page 5Project 7 Placing Order & Signing ContractPage 6Difficulties and Focuses难点和重点） Be able to correctly and skillfully drawing up or drafting orders, confirmations and contracts in English; To master some typical sentence pa

10、tterns and expressions to translate the messages in the project jobs skillfully and correctly for reaching the goal of the jobs in the project; To write such business letters and faxes for signing contract with correct strategies and the essential components in the correct formats and layouts; To tr

11、ain to know discovery or exploratory learning, trying to find out rules and / or strategies; To train to learn how to communicate and cooperate with your companions or co-workers.Project 7 Placing Order & Signing ContractCase Study案例学习）Page 7There are two cases in this project. One is to place o

12、rder and the other is to sign contract. In both cases, such written communication should sound persuasive, effective, correct, cordial, sincere and courteous.Project 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 8Situation: The buyer Johnson & Johnson Textiles Co. Ltd. an

13、d the seller Linfeng Import and Export Co. Ltd. have come to agreement for the essential terms and conditions. Now you are required as the buyer to draft a fax and an order in form to send to the seller for his confirmation. Then it is necessary for you to draw up a sales confirmation and compose a

14、letter for the seller to send to the buyer for his countersignature. Project 7 Placing Order & Signing ContractPage 9Situation: 1. Buyers order and fax: The buyer accepts in reply by fax the sellers proposal for packing but insists on his own special shipping marks. He is placing an order with t

15、he seller, including description of the goods, quantity, price, packing method, payment term, delivery date, etc. The order form attached is in blank which you should fill in for the buyer according to exchange of the previous correspondence in the business negotiation.Project 7 Placing Order &

16、Signing ContractCase 7.1 Placing and Order Page 10Situation: 2. Sellers letter and sales confirmation: The seller in return confirms the buyers order and faxes the signed one back to the buyer. Meanwhile, the seller draws up a sales confirmation and mails it to the buyer for his countersignature wit

17、h a letter enclosed, in which he asks for returning one copy of the sales confirmation countersigned by the buyer and promises to execute the order promptly and carefully and sends his sample for the buyers confirmation. The sales confirmation enclosed is in blank which you are required to draw up f

18、or the seller according to exchange of the previous correspondence in the business negotiation.Project 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 11In-class Presentation: Students are required to present their orders, faxes, sales confirmations and letters in class, showin

19、g what you have learned about placing order and signing contract with prospective clients.Project 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 12Reference files:The following are the reference of buyers fax attached with a blank order form and a letter for conclusion compose

20、d by the seller with a blank sales confirmation enclosed for the case. Please read them carefully and compare them with your drafts, rewriting parts of them when you feel necessary. Pay attention to the fact that there are probably some mistakes or errors in them and you should find them out.Project

21、 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 13Buyers fax for conclusionProject 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 14Sellers letter for conclusionProject 7 Placing Order & Signing ContractCase 7.1 Placing and Order Page 15Sellers lette

22、r for conclusionProject 7 Placing Order & Signing ContractCase 7.1 Placing and Order c & DConsideration and Discussion（思考与讨论） Project 7 Placing Order & Signing ContractPage 17Consideration and Discussion思考与讨论） 1. What are the moves or strategies in composing a letter or fax for conclusio

23、n?2. Are there any wrong parts or missing parts in the format of the fax and the letter? Please find them out.3. Do you think there are any wrong expressions in grammar or style and how to improve them?4. Are there any necessary improvements for the business practice in the fax and the letter? What

24、do you think about them?Project 7 Placing Order & Signing ContractPage 18Consideration and Discussion思考与讨论） Strategies for composing letter or fax for conclusion of ordersWhen placing an order, Buyer usually writes a letter or a fax covering the following parts:1. In the first paragraph, referen

25、ce to the previous correspondence with thanks2. In the middle paragraph, full description or details of the order3. In the last paragraph, encouragement of business and expectationProject 7 Placing Order & Signing ContractPage 19Consideration and Discussion思考与讨论） Strategies for composing letter

26、for conclusion of contractsWhen a contract is sent out to the buyer, a letter or a fax for signing contract is usually enclosed or attached including the following parts:1. Expression of thanks for conclusion of the deal or business, mentioning the acceptance letter or the order received2. Enclosing

27、 / Attaching sales contract or sales confirmation for countersignature and for filing3. Urging timely payment or establishment of the letter of credit and reminding the buyer of keeping in mind the stipulations in the contract when opening the relevant L/C4. Making promise and expectation of good wi

28、ll Project 7 Placing Order & Signing ContractPage 20Consideration and Discussion思考与讨论） As to PT2, PT3 and PT4, please refer to the Reference Book for them.Project 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 21Buyers Fax for ConclusionProject 7 Placing Or

29、der & Signing ContractPage 22Attachment of Purchase OrderProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 23Attachment of Purchase OrderProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 24Attachment of Purch

30、ase OrderProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 25Sellers Letter for ConclusionProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 26Sellers Letter for ConclusionProject 7 Placing Order & Signing Con

31、tractReference Key to Case 7.1 Placing and OrderPage 27Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderPage 28Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and Ord

32、erPage 29Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.1 Placing and OrderCase 7.2 Drawing up A ConfirmationPage 30Situation: In the last case, Alan Smith accepted the adjusted new prices and insurance for 110% of the voice value. Susan Li is re

33、quired to send the contract.Project 7 Placing Order & Signing ContractPage 31Situation: 1. Susan Li drafts a sales confirmation (it is necessary for you to refer to the exchange of the previous correspondence) and writes Alan Smith a letter for signing the confirmation. Meanwhile, Susan Li sends

34、 under separate parcel three sets of the counter samples and the upper cuttings of reference colors numbered from 1 to 3 for Alan Smiths confirmation. Please draft the letter and the sales confirmation for Susan Li. Project 7 Placing Order & Signing ContractCase 7.2 Drawing up A ConfirmationPage

35、 32Situation: 2. Alan Smith replys to Susan Li by drafting a fax to confirm the counter samples numbered in CS-BJ-SMPL1 and the upper cuttings of reference colors numbered in CS-BJ-CLR3. Of course, the buyer agrees for the goods to be put into production. Please draft a fax for him.Project 7 Placing

36、 Order & Signing ContractCase 7.2 Drawing up A ConfirmationPage 33In-class Presentation:Students are required to present their work in class, showing the letters, sales confirmations and the faxes they have drafted and what they have learned about signing contract with clients.Project 7 Placing

37、Order & Signing ContractCase 7.2 Drawing up A ConfirmationPage 34Reference files:The following is the reference letter, sales confirmation and fax for the case. Please read it carefully and compare them with your drafts, rewriting parts of them when you feel necessary. Pay attention to the fact

38、that there are probably some mistakes or errors in it and you should find them out.Project 7 Placing Order & Signing ContractCase 7.2 Drawing up A ConfirmationPage 35Reference letter for conclusion from Susan LiCase 7.2 Drawing up A ConfirmationPage 36Reference letter for conclusion from Susan L

39、iProject 7 Placing Order & Signing ContractCase 7.2 Drawing up A ConfirmationPage 37Reference fax reply from Alan SmithProject 7 Placing Order & Signing ContractCase 7.2 Drawing up A Confirmationc & DConsideration and Discussion（思考与讨论） Project 7 Placing Order & Signing ContractPage 3

40、9Consideration and Discussion思考与讨论） 1.What are the wrong parts or missing parts in the format of the letter and fax? Please find them out.2.Are there any wrong expressions in grammar or style and how to improve them?3.Are there any necessary improvements for the business practice in the letter? What

41、 do you think about them?Project 7 Placing Order & Signing ContractPage 40Consideration and Discussion思考与讨论） As to PT1, PT2 and PT3, please refer to the Reference Book for them.Project 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A ConfirmationPage 41Susan Lis Lette

42、r for ConclusionProject 7 Placing Order & Signing ContractPage 42Susan Lis Letter for ConclusionProject 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A ConfirmationPage 43Susan Lis Letter for ConclusionProject 7 Placing Order & Signing ContractReference Key to Ca

43、se 7.2 Drawing up A ConfirmationPage 44Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A ConfirmationPage 45Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A Confirmati

44、onPage 46Enclosure of Sales ConfirmationProject 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A ConfirmationPage 47Alan Smiths Fax ReplyProject 7 Placing Order & Signing ContractReference Key to Case 7.2 Drawing up A ConfirmationTraining in Class（课堂训练）Training in Cla

45、ss课堂训练）Page 49Complete the following sentences with the phases or expressions given below. Change the form where necessary. repeat order supply sth. from stock book ones order commitment execute in order place an order conform to conclude the dealstipulation for ones file counter sign substitute for

46、 sell fast1.We are glad to note that you have decided to _ with us for 2000 sets to test the market. 2.Please do your utmost to _ this order for it will lead to more business. 3.We are pleased to inform you that all the documents are found _ .4.There is a large demand for the goods of this quality a

47、nd we are not in a position to _ . 5.If the initial order proves satisfactory, we will place you many _.place an orderexecutein ordersupply them from stockrepeat ordersProject 7 Placing Order & Signing ContractTraining in Class课堂训练）Page 50Complete the following sentences with the phases or expre

48、ssions given below. Change the form where necessary. 6.Our manufacturers have _ themselves to substantial orders for a few months ahead, so we will keep your request before us. 7.Before we are assured of new supplies, we are regretful that we cannot _ for the 300 kegs of iron nails. 8.All the _ in t

49、he sales confirmation must be strictly observed by both parties of trade. 9.It is necessary to _ the specifications _ the requirement. However, we regret to find them not in conformity with the original patterns. committedbook your orderstipulationsconformtorepeat order supply sth. from stock book o

50、nes order commitment execute in order place an order conform to conclude the dealstipulation for ones file counter sign substitute for sell fastProject 7 Placing Order & Signing ContractTraining in Class课堂训练）Page 51Complete the following sentences with the phases or expressions given below. Chan

51、ge the form where necessary. 10.If the quality is out of stock, please _ it with similar one. However, no substitutes should be used without our approval. 11.As demand for the said items in the market has far exceeded supply, our goods are _ . 12.Enclosed please find our S/C No. ID472 in duplicate f

52、or your _ . 13.We are herein enclosing our Purchase Contract No.3674 in duplicate with oursignature. Please counter sign them and return one copy _. 14.We are glad to have _ with you on a wide variety of light industrial products. substituteselling fastcounter signaturefor our fileconcluded a dealre

53、peat order supply sth. from stock book ones order commitment execute in order place an order conform to conclude the dealstipulation for ones file counter sign substitute for sell fastProject 7 Placing Order & Signing ContractProject Practice Tasks项目实践工作任务）I. Sentence Translation单句翻译） Task 7.1 A

54、.Translate the following sentences into Chinese:Page 52n1. Thank you for your order of 100 metric tons of seamless steel pipes/ tubes from us.n1. 感谢你方向我方订购100吨无缝钢管。n2. We intend to increase our order by 200 M/T copper concentrates. If this order is implemented smoothly, repeat orders will continuous

55、ly come in.n2. 我们想将订单增加200吨铜矿砂。如果这笔首批订货交付顺利，后续订货将会源源而来。n3. It is regretful that we cant accept this order because of few goods/ parcels in stock available.n3. 很抱歉，由于无货可供，我方不能确认这笔订货。Project 7 Placing Order & Signing ContractProject Practice Tasks项目实践工作任务）I. Sentence Translation单句翻译） Task 7.1 A.Tr

56、anslate the following sentences into Chinese:Page 53n4. We have noticed that you intend to order 2000 soccer balls at the previous price.n4. 我们注意到你方打算照上次价格订购足球2000个。n5. It is the only stock available now. If the payment is made in advance, we will accept the booking.n5. 这些是仅有的存货。如果预付货款，我们就可以接受订货。n6.

57、 We agree hereby to sell you 10 M/T of writing paper for shipment during October. Please rush your letter of credit soonest.n6. 兹卖给你方10公吨书写纸，10月份装船。请尽快开立信用证。Project 7 Placing Order & Signing ContractProject Practice Tasks项目实践工作任务）Page 54n7. Thank you very much for your letter of June 5 with the

58、patterns and the pricelist. We have made our choice and take pleasure in enclosing our Indent No. 342.n7. 6月5日来函及花型和价目单均已收到，谢谢。我们已选妥，并欣附第342号订单。n8.“No pains, no gains.” If it had not been for the strenuous efforts from both sides, we would not have come to this happy ending.n8. “一份耕耘，一份收获。” 如果不是双方的加

59、倍努力，则不会有我们这样愉快的结局。I. Sentence Translation单句翻译） Task 7.1 A.Translate the following sentences into Chinese:Project 7 Placing Order & Signing ContractProject Practice Tasks项目实践工作任务）Page 55n9. The success of this business should be rightly referred to our joint efforts.n9. 这笔交易的成功确实应归功于我们共同的努力。n10.

60、We are glad that we have booked your order for / have sold you 50 metric tons of dried potato slices.n10. 我们很高兴接受了向你方售出了50吨土豆片。I. Sentence Translation单句翻译） Task 7.1 A.Translate the following sentences into Chinese:Project 7 Placing Order & Signing ContractProject Practice Tasks项目实践工作任务）Page 56n1.请尽最大努力执行这个订单，因为他将带来其它交易。n1. Please do your utmost to fulfill / implement this order, for it would lead to other deals / transactions.n2. 很高兴经过友好的磋商，现达成一笔50000条床单的交易同你方签订了一个供应50吨羊毛的合同）。n2. We are glad t