商务英语函电 胡鉴明版课件

Chapter7-a

OrderPlacing

BusinessEnglishCorrespondenceLearningObjectivesWhenyouhavecompletedthischapter,youwillknow(1)Whatanorderis;(2)Whatprinciplesshouldbefollowedinwritingorderletters;(3)Howtowritelettersconcerningorderexecution.Questionsfordiscussion(1)Howmuchdoyouknowaboutanorder?Sayasmuchasyoucan.(2)Canyoulistsomeitemsthatshouldbeincludedinanorder?(3)Whatdoyouthinkisthemostimportantprinciplethatabusinessmanshouldcomplywithinexecutinganorder?BackgroundInformation

Anorderisarequesttosupplyaspecifiedquantityofgoods.Itmayresultfromanofferoranenquirywithsubsequentquotations.

Whatisanorder?BackgroundInformation

Buyersusuallyuseaprintedorderform/sheetinsteadofanyletter.★Advantagesoforderingonaprintedform: 1)pre-numberedandeasytoreferto; 2)importantdetailscannoteasilybeoverlooked; 3)generalconditionscanbeprintedontheback.OrderformBackgroundInformation

1)includefulldetailsofdescription,quantities,prices;2)stateyourrequirementsaboutdeliveryincludingdestination,date,modeoftransportandwhethertobesentcarriagepaid（运费已/预付）,orcarriageforward（运费到付）;3)confirmthetermsofpaymentagreedinpreliminarynegotiations（初步谈判）.Whatshouldanorderformoranorderletterinclude?BackgroundInformation

1)todeliverthegoodsexactlyofthekindordered,andattheagreedtime;

2)toguaranteethegoodstobefreefromfaults.Theseller’sobligationsare:Whenanagreementcomesintoforce,BackgroundInformation

1)toacceptthegoodssupplied,iftheycomplywiththetermsoftheorder;2)topayforthematthetimeofdelivery,unlessthereisanagreementtothecontrary;3)tocheckthegoodsassoonaspossible(failuretogivepromptnoticeoffaultstothesellerwillbetakenasacceptanceofthegoods).Thebuyer’sobligationsare:BackgroundinformationAtwhatsituationsthatsellerscannotacceptbuyers’orders?Therearetimeswhensellerscannotacceptbuyers’ordersforvariousreasons:(1)Goodsrequiredarenotavailable;(2)Pricesandspecificationshavebeenchanged;(3)Buyer’screditissuspected.

Lettersoforderplacing

Sampleletter3:

coveringletterwithorderform

Sampleletter1:

routineordersSampleLetterStudy

Sampleletter2:orderbasedonSeller’sQuotations

Lettersoforderplacing

Sampleletter6:

ordercanceled

Sampleletter4:

orderfromanewcustomerSampleLetterStudy

Sampleletter5:

orderwithconditionsattached1.

routineordersWhenacustomerhasdecidedtopurchaseaproduct,hewillplaceanorder.Anorderletterisimportantandwidelyused.Whendraftinganorderletter,youmustbeverycareful,especiallywithitems,quantitiesandprices,becauseaminormistakemaymisleadthegoodsorserviceproviders,whichmayfinallyresultinthefailureofatransaction.

1.routineordersUsefulexpressionWordsandphrasesSampleletterWritingstepsTextbook,P61

1.routineordersWordsandPhrases

carriageforward

beurgentlyneeded/beinurgentneedofsth.

arrangeforimmediate/promptdelivery急需安排即刻交货运费到付WritingSteps

2.Givespecificdescriptionofproducts,suchasquantities,prices,etc.

3.Urgeanimmediatedelivery.

1.(Directopening)Confirmthepreviousnegotiation.UsefulExpression我们希望你方提供100箱宠物玩具，每箱24件，价格为100美元，减去5%交易折扣，货到付款。Wewouldliketoplaceanorderwithyou100casesofpets’toys,24piecespercaseatthepriceof$100percase,less5%tradediscount,carriageforward.ImprovethefollowingFrom:jeff.wang@To:hobbs@(Warner

Digital)Subject:StockRotationDearMr.Hobbs,Weareinformingyouofourorderfor25RAM#1888controlswitches.Pleaseseetheattachedorderentrysheet.Wearegoingtomakethereturnshipmentofunsoldmerchandisewithinthisweek.Bestregards,JeffWangImprovethefollowingDearMr.Hobbs,Weareinformingyou

ofourorder

(toorigid)

---Wewouldliketoplaceanorderfor25RAM#1888controlswitches.Pleaseseetheattachedorderentrysheet.Wearegoingtomakethereturnshipmentofunsoldmerchandisewithinthisweek.(avoidthesamesentencepatternasabove)---Theunsoldmerchandisewillbereturnedwithinthisweek.Bestregards,JeffWang2.OrdersBasedonSeller’sQuotations(p61)Toavoidmisunderstanding,pricesquotedshouldberepeatedwhenordersareplaced.

SampleLetter2:OrdersBasedonSeller’sQuotationsUsefulexpressionWordsandphrasesSampleletterWritingstepsTextbook,P61SampleLetter2:OrdersBasedonSeller’sQuotationsWritingSteps

2.Urgeanimmediatedelivery.

1.Thankthesellerforhisoffer.3.Repeatthequotedprices.UsefulExpression我公司对你方产品的质量和价格均感满意，现订货如下。贵公司10月3日报价中所列包括运至最终目的地费用的价格。Wefindbothqualityandpricessatisfactoryandarepleasedtoplaceanorderwithyouforthefollowing.Pricesasstatedinyourquotationof3Octobertoincludedeliverytofinaldestination.CompletethefollowingbytranslatingtheChinesepartsintoEnglishDearMr.Rendal,事由：________________________________（请发送给我们）10,000pairsofsheepleathergloves_______（按你方3月29日所报的条件）.Wouldyoupleasetakespecialcareofthequalityandthepackageofthisorder?________（所用的皮革应与样品的质量相符）.Wehopethatyoucanpackeachpairinanairtightpolythenebag（塑料袋密封包装）,adozenpairsofglovesinaboxandthen20boxestoastrongseaworthywoodencase.__________（如果这首次订货令我们满意，我们以后会再惠顾你方）.

WeareenclosingourPurchaseConfirmationNo.2006-399induplicateforyoursignature.________（希望你方在签署后退还我方一份存档）.Uponreceiptofyourconfirmation,anL/Cwillbeissued（开出）.Sincerely,SuggestedAnswerDearMr.Rendal,

Subject:Orderfor10,000PairsofSheepLeatherGlovesPleasedispatchtous

（请发送给我们）10,000pairsofsheepleatherglovesaccordingtothetermsyouquotedonMarch29（按你方3月29日所报的条件）.Wouldyoupleasetakespecialcareofthequalityandthepackageofthisorder?Theleathershouldbeofthesamequalityasthatusedinthesample（所用的皮革应与样品的质量相符）.Wehopethatyoucanpackeachpairinanairtightpolythenebag（塑料袋密封包装）,adozenpairsofglovesinaboxandthen20boxestoastrongSuggestedAnswerseaworthywoodencase.Wewillordermoreifthefirstorderwithwhichyouprovestobesatisfactory（如果这首次订货令我们满意，我们以后会再惠顾你方）.

WeareenclosingourPurchaseConfirmationNo.2006-399induplicateforyoursignature.Pleasesignandreturnonecopyforourfile（希望你方在签署后退还我方一份存档）.Uponreceiptofyourconfirmation,anL/Cwillbeissued（开出）.Sincerely,LiMingImportDirector3.CoveringLetterwithOrderFormSometimesabuyermightcoveraletterwithorderformtoplacehisorder.Itismucheasierthanwritingacompleteorderletter,andmoreimportantly,orderformsareeffectiveinavoidingmistakes.

SampleLetterUsefulexpressionWordsandphrasesSampleletterWritingsteps3.CoveringLetterwithOrderFormTextbook,P62

WritingSteps1.Thankthesellerforhisoffer/quotation.

2.Urgeanimmediatedelivery.3.Covertheletterwithorderform:quantity,items,cataloguenumber,price,etc.Translation敬启者，非常感谢上月贵公司派代表示范操作你们的产品L15盒式录影机(videocassetterecorder)，我们对此非常满意。我们很高兴向贵公司订购以下货品：Videx型L15盒式录影机60台单价100新加坡元6，000新加坡元减去5%的折扣300新加坡元合计5，700新加坡元我方同意贵方上述报价，并希望于10日之内收到上述货品。我们将按商定形式交货付现(cashondelivery,COD)。SuggestedAnswerDearSirs,ThanksalotforthedemonstrationofyourL15videocassetterecorderbyyourrepresentativeslastmonth.Wewereveryimpressedwithit.Wehavepleasure,therefore,inorderingthefollowing:60VidexModelL15videocassetterecordersS$100eachS$6,000less5%discountS$300TOTALS$5,700Weagreetoyourquotedprices,asstatedabove,andanticipatereceivingthegoodswithintendays.Asagreed,paymentwillbecashondelivery(COD).Yourssincerely,4.OrderfromaNewCustomer(p63)Whenabuyerplacesa“first”orderwithasupplierofwhomhehaslittleknowledge,heoftentriestoobtainsatisfactionbysuggestingthatmoreimportantordersmayfollow.Hewillalsosubmitreferencesifthesehavenotalreadybeengiveninthepreliminarynegotiation.SampleLetter:OrderfromaNewCustomerUsefulexpressionWordsandphrasesSampleletterWritingsteps4.FirstOrder

Textbookp63WordsandPhrases

placeafurtherandlargerorders发票日期继续大量订货

dateofinvoice

dealwith与…有商业往来WritingSteps1.Thankthesellerforhisoffer.2.Placetheorder:quantity,patternnumber,prices.3.Endonanoptimisticnoteandhopetomakeregularorderswiththeseller.Completethefollowingletter(Placinganinitialorder)DearSirs,

(Acknowledgementofreceivingtheletter)_______________________________________.Wetakepleasureinplacingourinitialorderwithyouforthefollowing:

(Placingorder:item,quantityandprice)________________________________________.SincethisisthefirsttimewehaveexploredtheMalaysianmarketsforyourproducts,(Requirementsoftransaction)__________________________________________.(Positiveending)___________________asbeneficiary(受益者；受惠人),assoonaswereceiveanoticethatthegoodsarereadyforshipment.Yoursfaithfully,SuggestedAnswerDearSirs,

WeacknowledgethereceiptofyourletterdatedAugust10th,alongwithyourPerformaInvoiceinduplicate.(Acknowledgementofreceivingtheletter)Wetakepleasureinplacingourinitialorderwithyouforthefollowing:

ItemQuantityPriceFOBNYTeacups200US$30,00perhundredTeaSaucers200US$30.50perhundredTeaPlates200US$30.00perhundredTeapots,2-pint400US$30,50each(Placingorder:item,quantityandprice)SuggestedAnswer

SincethisisthefirsttimewehaveexploredtheMalaysianmarketsforyourproducts,itis,therefore,absolutelyessentialforyoutoseetoitthatallthegoodsdeliveredareuptotheexportstandardsandthatallofthemarethoroughlyinspectedpriortoshipment.

Requirementsoftransaction)

WewillopenanirrevocableL/Cwithyourcompanyasbeneficiary(受益者；受惠人),assoonaswereceiveanoticethatthegoodsarereadyforshipment.(Positiveending)Yoursfaithfully,H.Simon&Co.,LtdImprovetheunderlinedpartsintheletterDearSirs,

Re:Ladies’BlousesWethankyouforyourquotationofOctober6andthesamplesofLadies’Blouses.ThequalitysatisfiedusverywellandsohappytosendyouthelettertogetherwithourOrderNo.322forthesizesmentionedinyourlatestcatalogue.(Referringtotheofferandconveyingsatisfaction)WenotethatwecanbesuppliedtheseitemsbyyouandhopewewillbemadedeliverybytheendofNovember.

Ourcompanyisgoingtonotneedthisorderanymoreorrefusetoacceptthegoodsifyoucannotsupplyusontime.（Termsofcondition)Foryourreference,wewishtoeffectpaymentbyD/Pat60dayssight.(Termsofpayment)

Pleasesendusyourreplytoconfirm.(Requestforconfirmation)Yoursfaithfully,SuggestedAnswerDearSirs,

Re:Ladies’BlousesWethankyouforyourquotationofOctober6andthesamplesofLadies’Blouses.WearesatisfiedwiththequalityandtakepleasureinenclosingourOrderNo.322forthesizesmentionedinyourlatestcatalogue.(Referringtotheofferandconveyingsatisfaction)WenotethatyoucansupplytheseitemsfromstockandhopeyouwillmakedeliverybytheendofNovember.Ourcompanywillreservetherighttocancelthisorderorrejectthegoodsforanydelayinshipment.

（Termsofcondition)Foryourreference,wewishtoeffectpaymentbyD/Pat60dayssight.(Termsofpayment)

Pleasekindlyletushaveyourconfirmation.

(Requestforconfirmation)Yoursfaithfully,5.OrderCanceled(p64)Sometimesanorderwouldbecanceledbytheordererincasesomeunexpectedsituationoccurs.Ordercancellationlettershouldbesentintimeandwithgreatcare.SampleLetter:ordercanceledUsefulexpressionWordsandphrasesSampleletterWritingsteps6.OrderCanceled

Textbookp64WordsandPhrases

carriagepaid价格大跌

pricedropconsiderablyabstainfromconsigningthegoods停止发货运费预付WritingSteps

2.Expressregretandtellwhytheordertobecanceled.

3.Endonanoptimisticnoteandhopetocompensatethereaderinthefuture.

1.Refertotherelevantletter.UsefulExpression遗憾的是我方须电告贵公司，取消昨日橄榄油订货。如贵方停止发货，不胜感谢，但在今后的业务中定会作出补偿。Weverymuchregrethavinghadtosendyouthefollowingtelegram“Cancelyesterday’sorderforOliveOil.”Weshallbegladifyouwillabstainfromconsigningthegoods,butweshallnotfailtoindemnifyyouintheeventoffuturerequirements.ClassroomWorkouts:Commenton

thefollowingletterandimproveitDearSir,Verysorrythatwehavetocanceledourorderfor2,000teacups.Wealwayswelcomeyoutodobusinesswithusinthefuturetime.Yourssincerely,SuggestedAnswerDearSir,Verysorrythatwehavetocanceledtheorderweplacedyesterday

(mentiontheexactorder)for2,000teacups.Thiswefeltourselvescompelledtodoso,sinceunfortunatelyourcustomershavebeenofferedthecheaperonesbyothermanufacturers.(tellreasonwhyyoucanceltheorder)Wealwayswelcomeyoutodobusinesswithusinthefuturetime.---Weshall,therefore,bepleasedifyouwillstopdeliveries,butweshallcompensateyou（补偿）inyourfuturerequirements.(Endwithpositivenote)

Yourssincerely,

ReviewWritingStructureAletteroforderisusuallycomposedofthefollowing:1.Referthesellertothepreviouscontact,acknowledgingthatyouhavereceivedtheoffer.2.Givethedetaileddescriptionofyourorder.Thesequenceofanumberofitemsisnecessaryandshouldbeclearlyfollowed.3.Statethetermsandformofpaymentandtheanticipateddateofdeliveryandthemodeoftransportation.Pointstoremember(1)Completenessandaccuracyarebothessentialinplacinganorder;(2)Thebuyershouldbecarefulinwritingthesecondpartwhichdescribesthegoodstobeordered;(3)Anorderlettershouldusuallybecarefullyworded;(4)Whilewritingpricetermsandtotalamount,thewritershouldrepeatthefiguresinwordstoavoidmisunderstanding.Completethesentences1.Wewouldliketo_______（订货）withyou100casesofpets’toys,24piecespercaseatthepriceof$100percase,_______(减去5%交易折扣),_______（运费到付）.

placeanorder;less5%tradediscount；

carriageforward2.Wearepleasedtogiveyouanorderfor______(下列商品)ontheunderstandingthattheywillbesuppliedfromcurrentstock______(所报价格).

thefollowingitems;atthepricesquotedCompletethesentences3.Weexpectto______(这批货物有好的销售市场)andhopeto______(继续大量定货)withyouinthenearfuture.

findagoodmarketforthesegoods;placefurtherandlargerorders4.Ourusualtermsofpaymentareonemonthfrom______(发票日期).

dateofinvoice5.Weplacethisorder______(以….为条件)thattheconsignmentisdispatchedbefore30June.

ontheunderstandingCompletethesentences6.Wesuggestpaymentbybillofexchangedrawnonusat30days_____（见票后）.

aftersight7.We______（有权）tocancelitandrefusedelivery______(逾期).

reservetherightafterthisdate8.Wehopetoestablishregularbusinesswithyouif______(第一批货物与所提供样品的质量一致).

thefirstshipmentisinlinewiththesamples

Completethesentences9.UnlessthegoodsarriveherebeforeMarch5,wewill______(被迫取消订购).

havetocancelourorderFindmeritsordemeritsintheorderletterDearSir,AsperourmessageofOctober31,weinformedyouthatwewouldissueourpurchaseorderbytheendofNovember2005.Butwehaven’tfinishedthenegotiationswithourcustomerandithasbecomeimpossibletoorderallthenumberunderasinglepurchaseorder.WeareenclosingourpurchaseorderNo00501-60,butitcoversonlyapartoftheinitialorder.TheremainingpartwillbecoveredbyourpurchaseorderNo.00501-61,whichisexpectedtobeissuedbyusbyDecember6,2005.Asthisisthefirsttimeweimporttheequipmentonthisorder,wemustgetourstaffsfullyfamiliarizedwithitforinstallation,operationandmaintenance.SopleaseshipbyDecember20.Meanwhile,pleasesendustheoperationmanualassoonaspossible.