Unit 08 订单及其履行

Unit8OrdersandTheirFulfillment订单及其履行

8.1Introduction（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。8.2WritingSkills（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）

WeareinreceiptofyourletterofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.（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。）PleasefindenclosedourOrderNo.B5421for…（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）

Wewouldliketoconfirmthatpaymentistobemadebyirrevocableletterofcredit.（我们确认以不可撤销信用证付款。）Wewouldliketothankyouforthe30%discountyouallowedus.（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

Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisfaction.（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

Wearepleasedtoconfirmyourorderwhichwehaveacceptedontheterms.（我方很高兴确认你方订单并已接受你方条件。）Weareinreceiptofyourfavorofthe10thMay,withyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.（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。）Weacknowledgereceiptofyourfavorofthe10thJuly,andthankyoufortheorderyouhavegivenus.（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

Ourproductsaresellingwellinmanyareas.（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

Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillreceiveourmostcarefulattention.（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。）WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.（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

Besidessergeswesupplyawiderageofothermanufacturedclothesandencloseacopyofourcurrentpricelist.（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

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.（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

Wearesorrythatthemodelrequiredisnolongerbeingmanufactured.（非常抱歉，你方所需型号我方已不再生产。）Wearesorrytosaythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.（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

WearesorrythatyourorderofmodelIisoutofstocknow.Pleaseselectasuitablesubstitutefromtheenclosedcatalogue.（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

Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyingimproves.（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)8.3SpecimenLetters（样函）Letter1：PlacinganorderDearSirs,Re:OurOrderNo.456Pleaseshipthefollowingmerchandise:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)Delivery:DuringSeptember

Payment:ByLetterofCredittobeopenedinaccordancewithouragreement

Packing:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.

Pleaseacknowledgethisorderimmediatelyonreceiptandinformdefinitedeliverydate.Thisorderisofnoavailifitnotsignedbyaresponsiblepersonofourfirm.Yoursfaithfully,Letter2：Acknowledginganorder（AreplytoLetter1）DearSirs,Re:YourOrderNo.456ThankyouforyourorderNo.456forpillowcasesandwearehappythatyouareoneofourcustomers.Weconfirmwithyouthefollowingorderforthepillowcasesatthepricesstatedinyourletter:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)

Delivery:Duringthefirstten-dayofSeptemberPayment:ByLetterofCreditPacking:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.Fortheaboveorder,weencloseourPurchaseConfirmationNo.216induplicate.Pleasesignandreturnonecopyforourfileatyourearliestconvenience.WearearrangingfortheestablishmentoftherelativeConfirmedIrrevocableLetterofCreditthroughthebankersandshallinformyoubyfaxassoonasitisopened.Wethankyouagainfortheaboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,

Letter3：PlacinganorderDearSirs,WethankyouforyourletterofJuly2andaregladtoinformyouthatyoursamplesaresatisfactory.EnclosedpleasefindourOrderNo.237forfouroftheitems.Alltheseitemsareurgentlyrequiredbyourcustomers.We,therefore,hopeyouwillmakedeliveryatanearlydate.Yoursfaithfully,Encl.OrderNo.237Packing:Incottonclothbales.Shipment:PromptshipmentfromShanghai.Payment:ByirrevocableL/Cavailablebydraftatsight.QuantityItemCatalogueNo.CIFSydneyNET250250500500BedSheets,106cm,blueBedSheets,120cm,primrosePillowCases,bluePillowCases,primrose7582117121GBP2.50eachGBP3.00eachGBP1.80apairGBP1.80apairLetter4：Acceptinganorder（AreplytoLetter3）DearSirs,Re:YourOrderNo.237

WehavebookedyourOrderNo.237forbedsheetsandpillowcasesandaresendingyouherewithourSalesConfirmationNo.BP-103induplicate.Pleasesignandreturnonecopytousforourfile.Itisunderstoodthataletterofcreditinourfavorcoveringtheabove-mentionedgoods,willbeestablishedimmediately.WewishtopointoutthatthestipulationsintherelevantcreditshouldstrictlyconformtothetermsstatedinourSalesConfirmationinordertoavoidsubsequentamendments.Youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.

Yoursfaithfully,Letter5：PlacinganorderDearSirs,WeacknowledgereceiptofyourletterofMay5,andrequestyoutotakeinhandtheconstructionof100pumpingmachinesdescribedindetailinoursofMay3,atthepricesfixedbyyou.GBP620.00forNo.1GBP580.00forNo.2

Asyoumakenomentionoftheguaranteeusuallygivenwhendeliveringmachines,wewouldpointouttoyouthatwemuststipulateforatwoyear’sguarantee,duringwhichperiodyouengagetomakegoodsanynecessaryrepairsfreeofcharge.Moreover,toensuredeliveryofthemachineson/beforeAugust1,youaretofurnishuswitha2%performancebond,whichshallbeforfeitedbydefaultontheexpirationofthetimespecified.Pleaseacknowledgeacceptanceofourorder,andconfirmtheconditionsstatedabovebyreturnofmail.Yoursfaithfully,Letter6：Acceptinganorder（AreplytoLetter5）DearSirs,WethankyouforyourletterofMay17withorderforthedeliveryof100pumpingmachines.Youmaybeassuredthatweshalldoourbesttoexecutetheordertoyoursatisfaction.TheomissionofthecustomaryguaranteeinourletterofMay5wasanoversightonourpart,forwhichpleaseacceptourapology.Weherebyguaranteethe100pumpingmachinesorderedfortwoyears,duringwhichperiodwearepreparedtorepairfreeofchargeanydefectsinthemachinesarisingfromfaultymaterial.Wearelikewisearrangingtoprovidetheperformancebondprescribedbyyou.

Yoursfaithfully,Letter7：RefusinganorderDearSirs,WewereverygladtoreceiveyourorderofNovember2for100Jinxingtelevisionsetsbut,sinceyoumakedeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou,aswehavedoneonsomanyoccasionsinthepast.Themanufacturesarefindingitimpossibletomeetcurrentdemandforthisverypopularset.Weourselvesplacedanorderfortwenty-fouramonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofFebruary.Igatherfromourtelephoneconversationthismorningthatyourcustomersareunwillingtoconsiderothermakes.Ihopethereforeyouwillbeabletoobtainyourneedsfromothersource.MayIsuggestthatyoutryTelevisionServicesLtd,Dalian.ThisIamafraidistheonlysuggestionIcanmakethatislikelytobeofsomeuse.

Sincerelyyours,Letter8：RefusinganorderDearSirs,Thankyouforyourorder,No.149,whichwereceivedonMay7.Unfortunatelywedonotfeelthatwecanofferthetradediscountswhichyouhaveaskedfor,viz.35percentasweonlyallowa25percenttradediscounttoallourcustomersregardlessofthequantitytheybuy.Aswethinkyouwillagree,ourpricesareextremelycompetitiveanditwouldnotbeworthwhilesupplyingontheallowanceyouhaveaskedfor.Therefore,inthisinstance,weregretthatwehavetoturndownyourorder.Yoursfaithfully,8.4FocalWords（焦点词汇）actn.行为，行为过程，一幕，条例，法令Thethiefwascaughtintheactofrifflingthesafe.Thesecondactwasnotveryinteresting.

NavigationActvt.&vi.行动，办事，充任，发生作用Whydon’tyoumakeupyourmindtoactatonce？Weshouldactinaprincipledmanner.

Whoactedaschairmaninherabsence？Thismedicineactsontheheart.actas担任Heactedaschairmaninmyabsence.actin在---方面（的）行动Iamquitesurethatheactedinthismatterfromdisinterestedmotives.acting:adj.&n.代理的，演技anactingchairmanHeractingwasquitefirst-rate.action:n.行动，行为，作用，诉讼，故事takeactionputoutofactionActionspeaklouderthanwords.Theywereforcedtotakelegalaction.Thestormputthetelephonesoutofaction.

Ifeltthatitwastimeformetotakeaction.confirmvt.巩固，确定Thelatestinformationconfirmsmybeliefthatheistoblame.

Weherebyconfirmacceptanceofyourorder.confirmation:n.批准，认可，证实Wearewaitingforconfirmationofthenews.

confirmed:adj.证实的，保兑的confirmedletterofcreditfavorn.好感，赏识，帮忙，特权Wouldyoudomeafavor？Aletterofcreditinourfavorwillbeestablishedimmediately.

vt.恩惠，给以优惠，对……有利，赞成Opportunitiesalwaysfavorthosewithcourage.Wetrusttobefavoredwithyourorder.favorable:adj.赞成的，有利的，优越的Webelieveifyoutakethequalityintoconsideration,youwillfindourquotationmostfavorable.favorably:adv.赞成地，满意地，有帮助地Heimpressedmefavorably.favoredadj.满意的，优惠的most-favored-nationtreatmentfavorern.支持者，赞成者infavorof赞成，主张Theywereinfavoroffreetrade.inone’sfavor对某人有利Theexchangerateisnotinourfavor.askafavorofsb.求人帮一个忙Iwanttoaskafavorofyou.marketn.市场，需求，销路，交易，市价Goodwaremakesquickmarkets.vt.交易，销售Theinventoristryingtomarkethisnewproduct.marketableadj.适销的，畅销的marketablegoods畅销货marketern.在市场上买卖的人，专营某种商品的商人或商店abiggasolinemarketermarketingn.买卖，营销amarketingcost

marketplacen.集市，市场registern.登记，记录，注册，登记册JustsigntheregisterhereandI’llhaveyourbagssentuplater.vt.&vi.登记，注册，挂号邮寄，留下印象Pleaseregis