商务英语写作订单与确认函精讲课件

BUSINESSWRITING

商务英语写作12/16/20221BUSINESSWRITING

商务英语写作12/11/2Chapter4

OrdersandConfirmationLetters

订单与确认函12/16/20222Chapter4

OrdersandConfirOrders

订单Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.12/16/20223Orders订单AnorderintQuestions？Whatisanorder？

arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？

Good-newHowtogetanorder？

offerandcounter-offer报盘及还盘

12/16/20224Questions？Whatisanorder？报盘及TobeeffectiveCorrectClearConciseCompleteConciseCourteous12/16/20225TobeeffectiveCorrect12/11/20Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy12/16/20226HowtowriteaneffectiveordeConfirmation

letters确认函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.12/16/20227Confirmationletters确认函WhenaTheletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder12/16/20228TheletterusuallycontainsthWhenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.12/16/20229WhenyouareunabletoacceptLetterAPlacingOrderforTea

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

SampleAnalysis12/16/202210LetterAPlacingOrderforTe

Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,12/16/202211WehavealreadyappliedfoSampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment样品到岸价=Cost+Insurance+Freight成本加运费=Cost+Freight离岸价=freeonboard进口许可证信用证参考号，序列号，编号装货12/16/202212Sample样品12/11/202212贸易术语—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三个单词的第一个字母大写组成，中文意思为成本加保险费加运费（指定目的港），指当货物在装运港越过船舷时，（实际为装运船舱内），卖方即完成交货。货物自装运港到目的港的运费保险费等由卖方支付，但货物装船后发生的损坏及灭失的风险由买方承担。12/16/202213贸易术语—CIFCIF是COST，INSURANCE，AN比较CFR中卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外费用即由卖方转移到买方。但是，在CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。因此，由卖方订立保险合同并支付保险费。买方应注意到，CIF术语只要求卖方投保最低限度的保险险别。如买方需要更高的保险险别，则需要与卖方明确地达成协议，或者自行作出额外的保险安排。12/16/202214比较CFR中卖方必须支付将货物运至指定的目的港所需的运费和费贸易术语—CFRCFR/CNF是COSTANDFREIGHT三个单词的其中一个字母组合而成，中文意思为：成本加运费，指定目的港。COSTANDFREIGHT（…namedportofdestination）成本加运费（…指定目的港）CFR是指卖方必须在合同规定的装运期内,在装运港将货物交至运往指定目的港的船上,负担货物越过船舷为止的一切费用和货物灭失或损坏的风险,并负责租船或订舱,支付抵达目的港的正常运费。12/16/202215贸易术语—CFRCFR/CNF是COSTANDFREI贸易术语—FOBFOB是国际贸易中常用的贸易术语之一。FOB的全文是FreeOnBoard(…namedportofshipment),即船上交货(…指定装运港),习惯称为装运港船上交货。按此术语成交,由买方负责派船接运货物,卖方应在合同规定的装运港和规定的期限内,将货物装上买方指定的船只,并及时通知买方。货物在装船时越过船舷,风险即由卖方转移至买方。在FOB条件下,卖方要负担风险和费用,领取出口许可证或其他官方证件,并负责办理出口手续。采用FOB术语成交时,卖方还要自费提供证明其已按规定完成交货义务的证件,如果该证件并非运输单据,在买方要求下,并由买方承担风险和费用的情况下,卖方可以给予协助以取得提单或其他运输单据。12/16/202216贸易术语—FOBFOB是国际贸易中常用的贸易术语之一。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/经“先锋号”（内燃机）轮船装运youresteemedorder贵公司的订单12/16/202217DearMr.SamsonWhite:L

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

Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用证条款drawupon：向……开具发票meetthebillonpresentation:见票即付我方已通过中国银行基隆分行按发票金额向贵方开出4200美元的汇票。我方希望贵方见票即付。12/16/202218AccordingtothetermsofQuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?12/16/202219QuestionsforComprehension12/1PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis12/16/2022201PlacinganorderDearMr.LioYoumaydrawuponusfortheamountofinvoice.1Yoursverytruly,KevinSmith1按发票金额向我方开具汇票12/16/202221Youmaydrawuponusforthea2PlacinganorderOrderNo.468To:MessrsWangYun209HongyanRoadDalian,ChinaPleaseshipthefollowingmerchandise:12/16/2022222PlacinganorderOrderNo.46QuantityItemsCatalogNo.Prices25bedsheets,3'6",blue75$1.25each25bedsheets,3'6",primrose82$1.50each50Pillowcases,blue117$0.60each50Pillowcases,primrose121$0.60each12/16/202223QuantityItemsCatalogNo.PricDelivery:NolaterthanDecember1.Payment:AgainstLetterofCredittobeestablishedinaccordancewithouragreement.Pleaseinformusofthedefinitedeliverydataandyourcooperationwillbeappreciated.Yoursincerely,MaryBrown12/16/202224Delivery:NolaterthanDe3ComfirminganorderDearMr.Black:ThankyouforyourletterofOctober22,2012,togetherwithonecopyofyourOrderConfirmationNo.s/826for1,000tonsofYingkouMagnesia.EnclosedaretwocopiesofourContractNo.Magnesia镁砂12/16/2022253ComfirminganorderDearMY-0857foryoursignature.Pleasesignandreturnonesignedcopy.Sofarasdeliveryisconcerned,wewilltryourutmosttoshipthetotalquantityasyourequested,ifyourL/Carriveshereintime.Therefore,pleasearrangetheestablishmentofL/Catyourearliestconveniencesothatearlyshipmentcanbemade.12/16/202226MY-0857foryoursignature.weappreciatetheopportunitytoprovideourproductstoyouandaregratefulforyourconfidenceinourcompany.Sincerelyyours,DavidZhang12/16/202227weappreciatetheopportu4ConfirminganorderDearHugo:

Thankyouforyoure-mailconcerningtheorderdatedJune6.HerewehaveenclosedourOrderNo.ST/66689foryourpromptandcarefulattention.12/16/2022284ConfirminganorderDearYourpricesof$1.50peryardforPattern67and$2.40peryardforPattern86areacceptabletous,butyoumustkeepyourquotationforPattern89at$2.00.Asstatedintheoeder,youshoulddeliverthegoodstousinJuly,andyouaresupposedtogetpaymentbyLetterofCreditinWashingtonD.C.againstdocuments.12/16/202229Yourpricesof$1.50peryWewilldoourbestwiththesegoods,andifsalesaresatisfactory,weshallmakeyourbrandoneofourstandardlines.Yoursincerely.JamesWang12/16/202230Wewilldoourbestwitht1．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样品。2.订货如下。3.订单具体内容。

4.盼早复。12/16/2022311．PlacinganOrderContrastPo

DearMr.Lock:Thankyouforyourletterof12Julyandpatternsofyourcottonprints.Wefindbothqualityandpricessatisfactoryandarepleasedtoorderthefollowingitems:

Quantity

PatternNo.

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

1.感谢来函和寄来的印花布样品。2.表示对质量和价格满意,定货如下。3.提供订单具体内容。12/16/202232DearMr.Lock:Improved？1

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

4.告知付款条件与交货日期。5.提供可以提供自己资信情况的公司名称。

6.表达对未来生意的信心。12/16/202233Ourusualtermsofpaymen这是客户首次定购印花布的订购函。为同一件事情写的两个信函，由于采取的策略不同，读后效果也不同。前一封写得过于简单，内容残缺模糊，比如，只写了价格，但没有指出付款条件，交货时间也不清楚，而且语气生硬，语言有些陈腐，缺乏个性。改进后的内容完整，语气客气友好，订购商的订单中商品品名、价格、数量、交货时间、付款条件都不少。而且由于是首次打交道，付款采用的是赊账，所以给对方提供进行资信调查的方便,很重要。结尾有针对性。12/16/202234这是客户首次定购印花布的订购函。为同一件事情写的两个信函，由2.ConfirminganOrder

DearSirs:Weareinreceiptofyourorderdated20July.Wearegladtosupplythegoodsyouordered.

Quantity

PatternNo.

Prices400meters28US$200permeter500meters48 US$150permeter300meters69US$120permeter

Wecansupplythegoodsfromourcurrentstock.

Sincerelyyours,1.告知接到对方订单。2.表示愿意提供所订货物。3．提供订单具体内容。4.告知有现货可供。

Poor？12/16/2022352.ConfirminganOrder1.告知接到对

DearMr.MarySmith:Welcomeyouasoneofourcustomers.Wewanttosayhowpleasedweweretoreceiveyourorderdated20Julyforcottonprints.

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

1.欢迎对方订货,表达接到对方订单的喜悦心情。2.确认提供订单规定的商品,并告组织装船安排。3.告知折扣条件。4.促销。

12/16/202236DearMr.MarySmith:Impr

Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogandhopethatourhandlingofthisorderwillleadtofurtherbusinessbetweenusandmarkthebeginningofahappycooperationinthefuture.Yourssincerely,6.表达继续开展并扩大双方贸易的意愿。

5.意在推销其它产品种类。12/16/202237Asyoumaynotbeawareof这是对客户首次定购印花布的确认函。第一封有数量、货号和单价，但没有提及价格条件，交货时间。语言有些陈腐，Weareinreceiptof…。改进后的内容完整，针对订单的内容，一一作答，语气热情。结尾展望未来，表示要把此次交易作为将来长期合作的开端，有助于双方友好感情的建立。12/16/202238这是对客户首次定购印花布的确认函。第一封有数量、货号和单价，1.AboutordersAstoatrialorder,wearedelightedtogiveyouasmallorderfor150setsofyourAirConditionersAC/106.Pleasenotethatthegoodsaretobesuppliedinaccordancewithyoursamples.作为试订单，我们欣然小量订购贵公司样本AC106号空调机150台，请注意货品必须与样品一致。UsefulSentencePatterns12/16/2022391.AboutordersAstoatrialoThankyouverymuchforyourletterofApril2withacatalogandpricelist.Wehavechosen6assortments.PleasetakepleasureinenclosingourorderNo.123.感谢贵方4月2日附有产品目录及价目表之来函，我方已决定选订6个品种，并随函附上订单第123号，请查收。12/16/202240ThankyouverymuchforyourlWearepleasedtoreceiveyourpromptreplytoourenquirydatedAugust10aboutthecaptionedcannedfoodandherebyplaceanorderwithyouasperourPurchaseOrderenclosed.很高兴收到你方对我方8月10日有关标题罐装食品的答复，特此向你方订货，请依据我方随函附上的订货单。12/16/202241WearepleasedtoreceiveyourAlthoughprevailingpricesaresomewhathigher,inviewofourlong-standingrelationshipwearepreparedtoaccepttheorderonthesametermsasbefore.鉴于贵公司长年惠顾，虽然现时市价较前调升，但本公司仍会按上次订单所列条件处理此次订单。12/16/202242AlthoughprevailingpricesareWearepleasedbyyourpromptreplytoourinquiryof…aboutthecaptionedcommodityandnowwishtoorderfromyouasperourPurchaseOrderenclosed.很高兴收到贵方对我们……有关标题所例商品的询价的迅速答复，现按购货订单向您方订购。12/16/202243Wearepleasedbyyourprompt2.AboutopeningL/CWefindyourtermssatisfactory,andlookforwardtoreceivingtheabovementionedgoodswithinonemonthofyourreceiptofthisorder.Payment,asusual,willmadebyirrevocableletterofcredit.贵方提出的条款我们很满意，谨希望在贵方收到此订单后一个月之内收到上述产品。我们将按惯例用不可撤消信用证付款。12/16/2022442.AboutopeningL/CWefindyoAsweareinanurgentneedofthecommodityforthecomingsalesseason,pleasefaxyouracceptance.Uponreceiptofwhich,wewillopenanirrevocableL/CthroughtheBankofChina.由于我们急需此种商品在即将到来的销售季节中应市，请把接受订货的传真电报开到我处，待收妥后，我方将通过中国银行开出不可撤消信用证。12/16/202245Asweareinanurgentneedof3.ProvidingstockinformationWithregardtostocklines,weareenclosingalistforyourinformation.Shouldyoubeinterestedinanyofthese,pleaseletusknowyourrequirements,statingquantity,styleandsize.现随函附上本公司存货清单以供参考。如欲订购任何产品，请告知所需货品之数量、式样和尺码，本公司将竭诚为您服务。12/16/2022463.ProvidingstockinformationWeregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyimproves.因为存货短缺，未能供应贵公司所需产品，特此致歉。一旦供应情况改善，我们将电传通知贵公司。12/16/202247Weregretthat,owingtoasho3).Wewouldbegratefulifyoucouldarrangeearlyshipmentofthisrepeatorderasweareinurgentneedofthegoods.Ifthegoodsarenotavailablefromstock,wewouldappreciateitifyoucouldadviseus,withfullparticularsofthespecifications,ofreplacementgoodswhichcanbeshippedfromstock.如蒙及早安排装运此批货品，以应燃眉之急，本公司将万分感激。贵公司若无此存货，恳请建议可行的替代品及其资料。12/16/2022483).WewouldbegratefulifyoDiscusswithyourclassmateswhetherthereareanyproblemsinthefollowingletterandhowyoucanimproveit.Rewriteitifpossible.

DearMrs.Tyson:WeregrettoinformyouthattheSilverStreakmountainbicycleaboutwhichyouinquiredistemporarilyoutofstockuntiltheendofJanuary.ThismeansthatyouwillnotbeabletopurchasethismodelbyChristmas.However,youmightbeinterestedinoneofthebicyclesintheenclosedbrochurewhichwecandeliverimmediately.Ifso,pleasefeelfreetocontactus.Sincerely,Discussion12/16/202249Discusswithyourclassmatesw

DearMrs.Green:ThankyouforaskingaboutourSilverStreakmountainbicycle.UnfortunatelythismodelistemporarilyoutofstockbecauseoftheChristmasrush,butwecoulddeliveronetoyoubytheendofJanuary.Wealsohaveothermodelsthatcouldbedeliveredimmediately.ModelZXforinstance,isbecomingoneofourmostpopularbicycles12/16/202250DearMrs.Green:12/11/202

becauseitislight-weighted(only18pounds)butverystrong.ThecostisalittlemorethantheSilverStreakthough.IfyouwouldliketoreceiveChristmasdeliveryofthisoranyotherbicycleintheenclosedbrochure,pleaseletusknow.Inthemeantime,wesendyouourbestwishesforahappyholidayseason!Sincerelyyours,12/16/202251becauseitislight-weighHaveagoodday!12/16/202252Haveagoodday!12/11/202252BUSINESSWRITING

商务英语写作12/16/202253BUSINESSWRITING

商务英语写作12/11/2Chapter4

OrdersandConfirmationLetters

订单与确认函12/16/202254Chapter4

OrdersandConfirOrders

订单Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.12/16/202255Orders订单AnorderintQuestions？Whatisanorder？

arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？

Good-newHowtogetanorder？

offerandcounter-offer报盘及还盘

12/16/202256Questions？Whatisanorder？报盘及TobeeffectiveCorrectClearConciseCompleteConciseCourteous12/16/202257TobeeffectiveCorrect12/11/20Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy12/16/202258HowtowriteaneffectiveordeConfirmation

letters确认函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.12/16/202259Confirmationletters确认函WhenaTheletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder12/16/202260TheletterusuallycontainsthWhenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.12/16/202261WhenyouareunabletoacceptLetterAPlacingOrderforTea

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

SampleAnalysis12/16/202262LetterAPlacingOrderforTe

Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,12/16/202263WehavealreadyappliedfoSampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment样品到岸价=Cost+Insurance+Freight成本加运费=Cost+Freight离岸价=freeonboard进口许可证信用证参考号，序列号，编号装货12/16/202264Sample样品12/11/202212贸易术语—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三个单词的第一个字母大写组成，中文意思为成本加保险费加运费（指定目的港），指当货物在装运港越过船舷时，（实际为装运船舱内），卖方即完成交货。货物自装运港到目的港的运费保险费等由卖方支付，但货物装船后发生的损坏及灭失的风险由买方承担。12/16/202265贸易术语—CIFCIF是COST，INSURANCE，AN比较CFR中卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外费用即由卖方转移到买方。但是，在CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。因此，由卖方订立保险合同并支付保险费。买方应注意到，CIF术语只要求卖方投保最低限度的保险险别。如买方需要更高的保险险别，则需要与卖方明确地达成协议，或者自行作出额外的保险安排。12/16/202266比较CFR中卖方必须支付将货物运至指定的目的港所需的运费和费贸易术语—CFRCFR/CNF是COSTANDFREIGHT三个单词的其中一个字母组合而成，中文意思为：成本加运费，指定目的港。COSTANDFREIGHT（…namedportofdestination）成本加运费（…指定目的港）CFR是指卖方必须在合同规定的装运期内,在装运港将货物交至运往指定目的港的船上,负担货物越过船舷为止的一切费用和货物灭失或损坏的风险,并负责租船或订舱,支付抵达目的港的正常运费。12/16/202267贸易术语—CFRCFR/CNF是COSTANDFREI贸易术语—FOBFOB是国际贸易中常用的贸易术语之一。FOB的全文是FreeOnBoard(…namedportofshipment),即船上交货(…指定装运港),习惯称为装运港船上交货。按此术语成交,由买方负责派船接运货物,卖方应在合同规定的装运港和规定的期限内,将货物装上买方指定的船只,并及时通知买方。货物在装船时越过船舷,风险即由卖方转移至买方。在FOB条件下,卖方要负担风险和费用,领取出口许可证或其他官方证件,并负责办理出口手续。采用FOB术语成交时,卖方还要自费提供证明其已按规定完成交货义务的证件,如果该证件并非运输单据,在买方要求下,并由买方承担风险和费用的情况下,卖方可以给予协助以取得提单或其他运输单据。12/16/202268贸易术语—FOBFOB是国际贸易中常用的贸易术语之一。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/经“先锋号”（内燃机）轮船装运youresteemedorder贵公司的订单12/16/202269DearMr.SamsonWhite:L

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

Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用证条款drawupon：向……开具发票meetthebillonpresentation:见票即付我方已通过中国银行基隆分行按发票金额向贵方开出4200美元的汇票。我方希望贵方见票即付。12/16/202270AccordingtothetermsofQuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?12/16/202271QuestionsforComprehension12/1PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis12/16/2022721PlacinganorderDearMr.LioYoumaydrawuponusfortheamountofinvoice.1Yoursverytruly,KevinSmith1按发票金额向我方开具汇票12/16/202273Youmaydrawuponusforthea2PlacinganorderOrderNo.468To:MessrsWangYun209HongyanRoadDalian,ChinaPleaseshipthefollowingmerchandise:12/16/2022742PlacinganorderOrderNo.46QuantityItemsCatalogNo.Prices25bedsheets,3'6",blue75$1.25each25bedsheets,3'6",primrose82$1.50each50Pillowcases,blue117$0.60each50Pillowcases,primrose121$0.60each12/16/202275QuantityItemsCatalogNo.PricDelivery:NolaterthanDecember1.Payment:AgainstLetterofCredittobeestablishedinaccordancewithouragreement.Pleaseinformusofthedefinitedeliverydataandyourcooperationwillbeappreciated.Yoursincerely,MaryBrown12/16/202276Delivery:NolaterthanDe3ComfirminganorderDearMr.Black:ThankyouforyourletterofOctober22,2012,togetherwithonecopyofyourOrderConfirmationNo.s/826for1,000tonsofYingkouMagnesia.EnclosedaretwocopiesofourContractNo.Magnesia镁砂12/16/2022773ComfirminganorderDearMY-0857foryoursignature.Pleasesignandreturnonesignedcopy.Sofarasdeliveryisconcerned,wewilltryourutmosttoshipthetotalquantityasyourequested,ifyourL/Carriveshereintime.Therefore,pleasearrangetheestablishmentofL/Catyourearliestconveniencesothatearlyshipmentcanbemade.12/16/202278MY-0857foryoursignature.weappreciatetheopportunitytoprovideourproductstoyouandaregratefulforyourconfidenceinourcompany.Sincerelyyours,DavidZhang12/16/202279weappreciatetheopportu4ConfirminganorderDearHugo:

Thankyouforyoure-mailconcerningtheorderdatedJune6.HerewehaveenclosedourOrderNo.ST/66689foryourpromptandcarefulattention.12/16/2022804ConfirminganorderDearYourpricesof$1.50peryardforPattern67and$2.40peryardforPattern86areacceptabletous,butyoumustkeepyourquotationforPattern89at$2.00.Asstatedintheoeder,youshoulddeliverthegoodstousinJuly,andyouaresupposedtogetpaymentbyLetterofCreditinWashingtonD.C.againstdocuments.12/16/202281Yourpricesof$1.50peryWewilldoourbestwiththesegoods,andifsalesaresatisfactory,weshallmakeyourbrandoneofourstandardlines.Yoursincerely.JamesWang12/16/202282Wewilldoourbestwitht1．PlacinganOrder

DearSirs:Wehavegotyourletterof12Julyandreceivedpatternsofyourcottonprints.We’dliketoorderthefollowingitems:

Quantity

PatternNo.

Prices