《商务英语函电》课件商务英语函电第六章

商务英语函电Module6Acceptance&Signing【learningobjectives学习目标】knowledge(知识目标)KnowthedefinitionofacceptanceandordersMasterthewordsandphrasesofacceptancelettersandorderlettersMasterthecontentsandmethodsofacceptancelettersandorderlettersSkills（能力目标）BeabletouseskillfuloftherelatedlanguageofacceptanceandorderBeabletobegoodcommandofwritingacceptancelettersandorderletters

Personalquality（素质目标）TrainingthequalityofcautiousattitudeofsigningthecontractTrainingthequalityofdetailconsciousnessandlegalconsciousness

Lead-In

Generallyspeaking,thebuyersagreethesellers’offerorthebuyersandthesellersmakeagreementduringtheprocessofthecounterofferofbothsides,whichisregardedthatthebuyersacceptallthetermsandconditionsinanoffer,andthenthebuyerscanplaceanorderofgoods.Toavoidmisunderstandingthedifferencesofthetermsintheprocessoftransactionbetweenthebuyersandthesellers,bothsidesshouldmakeSalesConfirmationafterplacinganorder.BothsidesshouldsigntheSalesContract,ensuringthatthereisnodifferencesofunderstandingterms.KnowledgeInput

1.AnIntroductiontoAcceptance

1)DefinitionofAcceptanceAnofferee’sagreementtothetermssetbytheoffereriscalledan‘Acceptance’.Anacceptanceshouldbeexpressedandunconditional.Iftheacceptanceisconditional,whichiscalledcounter-offer.Themeansofacceptancecouldbeletter,email,telegram,faxandsoon.Iftheofferisafirmoffer,adealisconcludedafteracceptance.Iftheofferisanon-firmoffer,adealisnotconcludeduntiltheacceptanceisconfirmedbythebuyersorsellers.Confirmationisacontractinsimpleform,includingSalesConfirmationandPurchaseConfirmation,mainlytoavoidmisunderstandingthedifferencesofthetermsintheprocessoftransactionbetweenthebuyersandthesellers.KnowledgeInputAccordingtotheUNConventiononContactsfortheInternationalSaleofGoods,acontractisconcludedatthemomentwhenanacceptanceofofferbecomeseffective.TheMainContentsofAnAcceptanceLetter

Inaletterforacceptance,allthenecessarytermsandconditionsmayneedafurtherconfirmation/checkfrombothsides.Thecontentsofanacceptancelettermainlycontainsasfollows:a.Thankingthesendersfortheiroffers/counter-offersoracceptanceKnowledgeInputb.Declaringthatyouaccepttheofferorconfirmtheacceptancefromthesendersandstatingthatyouwouldliketoconcludebusinesswiththesenders.accordingtothetermsandconditionsagreedupon(listingallthetermsandconditionsagreeduponindetail).c.Statingthatyouhaveenclosedanorderform,acontractconfirmation,orasalesconfirmation.d.Expressingyourhopethatthetransactionwouldbeconductedsmoothlyandsuccessfully,andthatbusinesswouldbeexpandedinthefuture.KnowledgeInput2.AnIntroductiontoOrders1)DefinitionofOrdersAnorderisarequestforthesupplyofaspecificquantityofgoods.Itisfromthebuyers’acceptanceorconfirmationofafirmoffermadebythesellersorresultfromthesellers’acceptanceorconfirmationofacounter-offermadebythebuyers.Themeansofordercouldbethatthebuyersusealetter,printedorders,faxoremail,andthesellersuseprintedacknowledgment.KnowledgeInput2)TheMainContentsofAnOrderAnordershouldbeclear,accurate,andeasytounderstand.Anordershouldatleastcontainthefollowingpoints:a.descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber;b.prices(unitpricesaswellastotalprices);c.termsofpayment;d.modeofpacking;e.timeoftransportation,portofdestinationandtimeofshipmentetc..

Task:Howtowritealettertoacknowledgetheorder?

Situation(Warming-up)Writealetterforacknowledgetheinitialorderaccordingtothefollowingnote：1.YouhavereceivedaninitialorderfromABCcompanyonJune25;2.2000cottonbedsheetsareorderedbyABCcompany;3.YouwillconfirmsupplyofgoodsatthepricesstatedintheletterofABC;4.Youwillarrangefordispatchnextweekbypassengerstrain.根据以下信息，写一封认收首次订单的信函：你收到来自ABC公司6月25日的首次订单；ABC公司订购2000条棉质床单；你确定按ABC信函要求价格提供货品；你将安排下周有客运列车装出

WritingStepsforreference

1.Toexpresspleasureatreceivingtheorder;2.Toaddafavorablecommentonthegoodsordered;3.Toincludeanassuranceofpromptandcarefulattention;4.Todrawattentiontootherproductslikelytobeofinterest;5.Tohopeforfurtherorders.中文翻译：表达你接受订单的欣喜；对货物订单做一番好评；对订单保证及时的、细心的关注；吸引客户对其他产品感兴趣；期盼今后的订单Example--Letter1TheSellers’Acceptance卖方接受Dearsirs,ThankyouforyourletterofFeb.18.Wearepleasedtoinformyouthatweacceptyourcounterofferforclocks.Pleasenote,however,thatwehavespeciallyacceptedyourrequestsolelybecausewewishtomakethistheforerunnerofmanyfutureordersfromyou.Wehopeyouwillsendusyourformalorderbyreturn,whichwewillexecutewithourbestattention.Yoursfaithfully中文翻译

敬启者，

感谢您2月18日信函。我们很高兴通知您我们接受您对钟表的还盘。

但是，请注意我们仅针对此次交易接受您的要求，我们破例是为了今后可以收到你们的订单。

希望你方回复正式订单，我们将尽力执行此订单。

谨上

TheBuyers’Acceptance买方接受

DearSirs,ThankyouforyourletterofMarch15,withwhichyousentusdetailsofRubberGoods.Wehavenowseensamplesofthesegoodsandarepreparedtogivethematrial.Wehaveenclosedorder,hopingthatthistransactionwillbesuccessful.Yourstruly,中文翻译

敬启者，

感谢你方3月15日的信函，并附带橡胶制品的明细。

我们已经看到样品，并准备试购。

我方已附上订单，期盼此次交易成功。谨上Example--Letter2

PlacinganOrder下订单

Dearsirs，InreplytoyourletterofAugust16,weareverymuchinterestedinyourofferandhavedecidedtoplaceanordertothefollowing,onthetermsstatedinyourletter.TCL1080,3000setsColorTV,deliverywithin6weeks.Weplacethisorderontheclearunderstandingthatyoucanguaranteedispatchintime,andthatwereservetherighttocancelitandtorefusedeliveryafterthisdate.中文翻译

回复你方8月16日函，我们对你方报盘非常感兴趣并决定根据你方信函上的条款订购以下产品。3000台TCL1080型号彩色电视机，六周内发货。

清楚了解你方能够保证及时发货，我们才下订单。六周之后我们有权取消或拒绝发货。

谨上Example--Letter3InitialOrder首次订单DearSir/Madam,ThankyouforyourletterofApril20th.Wearepleasedtofindthatyourproductsareofexcellentquality.Asaninitialorder,wearedelightedtogiveyouasmallorderfor100setsofyourWashingMachinesXPS-922.Pleasenotethatthegoodsaretobesuppliedinaccordancewithyoursamples.EnclosedyouwillfindOrderSheetNo.721.Asweareinanurgentneedofthecommodityforthecomingseasonofsales,pleasefaxyouracceptance.Uponreceiptofwhich,wewillopenanirrevocableL/CthroughtheBankofChina.Yoursfaithfully,中文翻译：

敬启者，

感谢你方4月20日函。我们很高兴发现如此优质的产品。

作为首次订购，我们很高兴向你方小批订购100台XPS-922洗衣机请注意提供货品与样品一致。

附上721号订单。因为促销季即将到来，我们急需货品，请将接受函传真给我们。一旦收到，我们就通过中国银行开立不可撤销信用证。谨上

AcknowledgetheInitialOrderbySeller卖方认收首次订单DearSirorMadam,WewanttosayhowpleasedwewerereceiveyourorderofApril21for100setsofWashingMachinesXPS-922andwelcomeyouasoneofourcustomers.WeconfirmsupplyofthegoodsandensureforpromptdispatchafteryouopenL/C.Whenthegoodsreachyouwefeelconfidentyouwillbecompletelysatisfiedwiththem.Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogueandhopethatourhandlingofyourfirstorderwithuswillleadtofurtherbusinessbetweenusandmarkthebeginningofahappyworkingrelationship.Yoursfaithfully,

中文翻译

敬启者，

收到你方4月21日的100台XPS-922洗衣机订单，我们非常高兴。欢迎你们成为我们的客户之一。

我们确认供应货品，并确保你方开立信用证后立即装出。你方收到货物时，相信你们一定会完全满意。

你们也许不太清楚我方的经营范围，现附上商品目录一份，希望你方

首次订单可以建立我们之间更多的业务往来并标志着愉快工作关系的开端。Example--Letter4RepeatOrder续订订单DearSirs,WearepleasedtoplacewithyouthefollowingrepeatorderifyoucanguaranteeshipmentatCaliforniatoShanghaibyOctober25:300tonsofGradeOneAmericanSweetOrangesKindlyconfirmacceptanceofourorderbyreturnandsendadviceofshipmentwiththreecopiesofyourinvoicewithB/L（BillofLading）toourofficeinShanghai.Wewillsendthebankdraftuponreceiptofthem.Yoursfaithfully,中文翻译

敬启者，

如果你方能保证10月25日前将货物从加利福尼亚装运到上海，我们将很高兴与你方续订订单。300吨一级美国甜橙。

确认接受订单请回复并发送装运建议和三份附有提货单的发票复印件到我方上海公司。一旦收到，我们就发送银行汇票。谨上Example--Letter5Acceptinganorder接受订单DearSir,WearepleasedtoreceiveyourorderNo.153CannedCorns.WeaccepttheorderandareenclosingyouourSalesConfirmationNo.543induplicateofwhichpleasecountersignandreturnonecopytousforourfile.WetrustyouwillopentherelativeL/Catanearlydate.AstotheItemsAandB,weshallarrangedeliveryassoonaswegetyourL/C,andforitemsCandDweshallshipaccordingly.Hopingthegoodswillturnouttobeyourentiresatisfactionandwemayhavefurtherorderfromyou.Yoursfaithfully,中文翻译

敬启者，

很高兴收到你方153号罐头玉米的订单。我们接受此订单并附上543号销售确认书两份，请签字并寄回一份复印件给我方存档。我们相信你方会尽快开立相关信用证。

针对条款A与条款B,收到你方信用证，我们就安排发货，对于条款C和条款D,我们也会做相应的装运。

希望你方对我们的货物完全满意并能收到你方今后的订单。谨上DeclininganOrder拒绝订单

DearSir,ThankyouforyourOrderNo.121receivedthismorningfortheabovegoods,butregretthatowingtoshortageofstocks,weareunabletoaccepttheorder.Wewill,however,reverttothismatterandcontactyoubycable,oncethesupplypositionimproves.Meanwhile,pleasefeelfreetosendyourspecialenquiriesforanyothermaterialsandyoucanrelyonourbestattentionatalltimes.Yoursfaithfully,中文翻译

敬启者，

感谢今早收到的你方121号针对以上货物的订单但是请谅解由于货存不足，我们不能接受此订单。

但是，一旦供应情况改善，我们就会重谈此事并与您电报联系。

同时，请自由发送你方对其他材料的特别询盘，

您会一直受到我方特别关注。谨上KnowledgeOutputSkillDrilling1.TranslatethefollowinglettertoChinese.DearSirs,Thankyouforyourletterof5thJuly.Wearepleasedtoacceptyourcounterofferforwomen’sskirts.Butpleasenotethatitisonlybecausewehopetoobtainyourfuturesubstantialordersthatweacceptyourrequirements.WeareenclosingourSalesConfirmationinduplicate,pleasecountersignandreturnonecopyforourfileassoonaspossible.Yoursfaithfully中文翻译：

敬启者：

谢谢你们7月5号的来函，我们很高兴接受你方对女士短裙的还盘。

但请注意，我们之所以接受你方的要求是因为我们希望以此获得你方未来的大量订单。

现寄去我们的销售确认书一式两份，请签退一份以供我方存档。谨上KnowledgeOutput2.TranslatethefollowinglettertoEnglish.

敬启者：

感谢你方2012年12月15日来信以及第897号订单确认书，订购1000吨美国土豆。

随信附上我方第AM-5123号合同的正副件各两份，供你方签署。请回签并退回签署的合同正副本各一份，供我方存档。

关于交货期问题，我们将竭力迅速地全部装运，只是你方信用证必须及时寄达。因此，为了使我方能尽早装船，要求你方尽快地安排开立信用证。

我们借此机会对我们你们对我公司的信任表示谢意。谨上英文翻译：

DearSirs,WethankyouforyourletterofDecember15th,2012togetherwithonecopyofyourOrderConfirmationNo.897for1000tonnersofAmericanpotatoes.EnclosedaretwocopieseachoftheoriginalandduplicateofourContractNo.AM-5123foryoursignature.Pleasesignandreturnonesignedcopyeachthereofourfiles.Sofarasdeliveryisconcerned,wewilltryourutmostshipthetotalquantitypromptly,ifyourL/Carriveshereintime.Therefore,inordertoenableusmakeearlyshipment,youarerequestedtoarrangetheestablishmentofL/Catyourearliestconvenience.Wetakethisopportunitytoexpressourgratitudeforyourconfidenceinourcompany.Yoursfaithfully3.SituationalTraining

DearSirorMadam,WewanttosayhowpleasedwewerereceiveyourorderofJune25for2000cottonbedsheetsandwelcomeyouasoneofourcustomers.Weconfirmsupplyofthebedsheetsatthepricesstatedinyourletterandarearrangingfordispatchnextweekbypassengerstrain.Whenthegoodsreachyouwefeelconfidentyouwillbecompletelysatisfiedwiththem.Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogueandhopethatourhandlingofyourfirstorderwithuswillleadtofurtherbusinessbetweenusandmarkthebeginningofahappyworkingrelationship.Yoursfaithfully,TianjinTextileTradingCompany

中文译文：

敬启者，

收到你方6月25日的2000条棉布床单订单，我们非常高兴。欢迎你们成为我们的客户之一。

我们确认按你方来信说明的价格供应货品，并正安排下周有客运列车装出。你方收到货物时，相信你们一定会完全满意。

你们也许不太清楚我方的经营范围，现附上商品目录一份，希望你方首次订单可以建立我们之间更多的业务往来并标志着愉快工作关系的开端。谨上WordsandExpressions

1.acceptv.

接受、认可、承兑eg.Theyhaveacceptedthequotationofferedbythatcompany.

他们接受了那家公司的报价。Theyhavetoaccepta10%cutinvolumethisyear.

他们已经不得不同意今年削减10%的销售量。Youshouldacceptthedraftdrawnonyourcompany.

你们应该承兑向你公司开出的汇票。

拓展：acceptancen.

接受、认可、承兑、验收eg.Noticeofsuchacceptanceshallbemadeinwrittenform.

此类确认通知应该做成书面形式。WordsandExpressions

2.ordern.

订单、订货；订购的货物eg.Wewillacceptyourorderifpartshipmentsareallowed.

如果允许分批装运，我们可接受订单。Theorderwillbecompletedinthreeshipments.

全部订货可分三批运完。WordsandExpressions

3.misunderstandingn.

误解；误会；不和

eg.Thequarreloriginatedinamisunderstanding.

这场争吵起源于误解。Theremightbesomemisunderstandingbetweenthem.

我觉得他们俩好像有些误会。4.confirmv.

确认、批准、证实、肯定、保兑eg.Weconfirmedhavingplacedanorderwithyoufor500tonscorns.

我们确认已向你方订购500吨玉米。

拓展：confirmationn.

确认、证实

eg.Wearenowmakingyouthefollowingoffersubjecttoourfinalconfirmation.兹报盘如下，以我方最后确认为准.WordsandExpressions5.contractn.

合同eg.Whatclausedoyourequireinthecontract?

你要求在合同中订上什么条款?6.duplicaten.

副本,复制，复制品，两份中的一份v.

复制，重复e.g.Couldyouduplicatethekeyforme?

能否给我配制一把钥匙？Wewouldduplicatetheorderfor100sets.

想再次向你方订购100台缝纫机。7.conditionaladj.

有条件的；假定的eg.Itcombinesaconditionalandanoperationinone.

它在单个命令中组合了条件和操作。WordsandExpressions8.concludevt.推断；决定，作结论；结束eg.Theydecidedtoconcludethecontract.

他们决定终止合同。Theywouldliketoconcludebusinesswithourcompany.

他们愿意与我公司达成交易。

9.effectiveadj.

有效的eg.Thecompanyagreedtowhatwasineffectareductionintheprice.

公司同意的实际上是降低价格。TheywrotealettertothebanktotheeffectthattheywouldaskittoopenanL/Cforthem.

他们写了封信给银行，大意是要求它为他们开立信用证。

WordsandExpressions10.declarevt.

宣布，声明；断言，宣称eg.You'dbetterdeclarethecameratotheofficial.

你最好把照相机向海关官员申报纳税。11.requestn.

要求eg.Wearesendingthecountersampleattherequestofouragent.

应你方代理商要求，寄上对等货样。Wehopeyoucangivepromptattentiontoourrequestfortheestablishmentofbusinessrelations.

我们希望你们能及时处理我们建立业务关系的要求。WordsandExpressions

12.acknowledgevt.

承认,确认,感谢

eg.WeacknowledgedyourtelegramofApril6.

你方4月6日来电收悉。

拓展：acknowledgementn.承认,确认,感谢e.g.Wehadacknowledgementofyourorder.

我方已认收你方订单。WordsandExpressions13.dispatchv.

发货,派遣,发送eg.Wewouldliketoclaimbeforehandthatifthequalityofthegoodsdispatchedbyyouisnotinaccordancewiththecontract,wehavearighttorefusethegoods.

我们在事先要声明，如你方所交货物质量与合同不符，我们有权拒受。We’lldoourutmosttoensurethepromptdispatchofthegoodstoyourport.

我们会尽一切可能确保货物准时发运至你方港口。14.offern.

报盘、报盘、报价eg.I'vehadanofferof$8888forthathouse.有人向我出价8888美元买那房子。WordsandExpressions15.countersignn.(文件等的)副署，连署，会签eg.I'llbehappytocashtheseforyou.Wouldyoupleasecountersignthemhere?

我很高兴为您兑现支票。请您将支票副签一下。16.enclosev.

附上eg.EnclosedpleasedfindourorderNo.123.

随函附上第123号订单,请查收｡

WordsandExpressions17.executev.

执行

eg.Webelieveyouwilldoyourutmosttoexecuteourfirstorderasitwillleadtoaseriesoftransactionsbetweenus.

我们认为你方会尽最大努力执行我方第一个订单，因为它将带来一系列交易。拓展：executionn.

执行；履行eg.Weassureyouofourpunctualexecutionofyourorder.

我们保证准时执行你方订单。WordsandExpressions

18.Initialadj.

最初的；初始的eg.Itisveryimportanttomaketheinitialordersuccessfullyforfuturecooperation.

首次订单的成功对未来的合作很重要。19.declinevt.

谢绝；婉拒eg.Owingtotheshortageofrawmaterials,theyhavetodeclinetheorder.

由于原材料的缺乏，他们不得不婉订单。WordsandExpressions

20.revertvi.

回复；重提；返祖遗传；归还eg.Herevertedtohispointofviewseveraltimesinthecourseofhisspeech.

在他的讲演中，他又几次提到他的观点。21.arrangev.

安排；筹备；eg.Ihavearrangedforacartopickthetradedelegationupattheairport.

我已安排小汽车到机场迎接贸易代表团。TedhadarrangedforthismantoattendtheFair.

泰德已安排此人参加交易会。

Phrases＆Expressionsdrawone’sattentionplaceanorderinreplytoinaccordancewithleadtoatanearlydateturnouttobeExercises

PutthefollowingChineseintoEnglish

（1）试购订单

（2）首次订单

（3）接受订单

（4）订单确认书

（5）销售合同

（6）销售确认书

（7）购货确认书

（8）合同条款

（9）续订订单

（10）谢绝订单

Answers:1、PutthefollowingChineseintoEnglish

（1）试购订单trialorder

（2）首次订单initialorder

（3）接受订单accept/close/confirm/taken/entertainanorder

（4）订单确认书orderacknowledgment

（5）销售合同salescontract

（6）销售确认书salesconfirmation

（7）购货确认书purchaseconfirmation

（8）合同条款contractterms

（9）续订订单repeatorder

（10）谢绝订单declineanorder

2、Fillintheblankswiththeproperformsofthefollowingwords

placeaccordanceacceptregularduplicatecasespecificationsordercancelfirm(1)Wearearrangingforthepunctualshipmentofthe

goods.(2)Ourofferis

subjecttoyourreplywithinoneweek.(3)Yourtermsaresatisfactoryandwearepleasedto

anorderwithyou.(4)In

withthefaxesexchangedbetweenus,wearepleasedtoconfirmhavingpurchasedfromyou10,000dozenmen’sshirtsof“Haida”Brand.(5)Ifthequalityofyourmachineissatisfactoryandyourpricesareright,weexpecttoplace

ordersforfairlylargenumbers.

(6)Ifyoucannotsendthegoodsasper,pleasesendusalternates.(7)IfyoudonothaveModel105instocks,please

thisorder.(8)Wehopeyouwill

ourtermsandmakearrangementsforanearlydelivery.(9)EnclosedpleasefindourPurchaseConfirmationNO.8848in

.(10)Pleaseletusknowin

youareinterestedinanyoftheitems.Answers：(1)Wearearrangingforthepunctualshipmentoftheorderedgoods.(2)Ourofferisfirmsubjecttoyourreplywithinoneweek.(3)Yourtermsaresatisfactoryandwearepleasedtoplaceanorderwithyou.(4)Inaccordancewiththefaxesexchangedbetweenus,wearepleasedtoconfirmhavingpurchasedfromyou10,000dozenmen’sshirtsof“Haida”Brand.(5)Ifthequalityofyourmachineissatisfactoryandyourpricesareright,weexpecttoplaceregularordersforfairlylargenumbers.(6)Ifyoucannotsendthegoodsasperspecifications,pleasesendusalternates.(7)IfyoudonothaveModel105instocks,pleasecancelthisorder.(8)Wehopeyouwillacceptourtermsandmakearrangementsforanearlydelivery.(9)EnclosedpleasefindourPurchaseConfirmationNO.8848induplicate.(10)Pleaseletusknowincaseyouareinterestedinanyoftheitems.

3、TranslatethefollowingintoChinese:

(1) WehavebookedyourOrderNo.256forbedsheetsandpillow-casesandaresendingourSalesConfirmationNo.BP-201induplicate.(2)Wewishtorefertotherecentexchangeofcablesandarepleasestoconfirmhavingconcludedwithyouatransactionof150tonsofcannedbeef.(3)Wehavesucceededinputtingthroughthedealoftwohundredtonsofcannedsausage.(4)Wefindbothqualityandpricessatisfactoryandwearepleasedtogiveyouanorderforthefollowingitemsontheunderstandingthattheywillbesuppliedfromstockatpricesmentioned.Answers:(1)我方已接受你方床单枕套的第256号订单。兹寄上第BP-200销售确认书

一式两份。

(2)兹参阅近日往来电报并高兴地确认与你方达成了一笔200吨牛肉罐头的交

易。(3)我们成功地达成了500吨香肠罐头的交易。

(4)我们对质量和价格都满意并乐意在现货供应的条件下按指定价格向你们订购下列货物.Answers:(5)关于你我之间近