《商务英语函电》课件-Module 4 订单

BusinessCorrespondences外贸英语函电Module4Order订单ContentPlacing&ConfirminganOrderDeclininganOrderOrder,AcceptancesandRejections订单、接受和回绝Part1Placing&ConfirminganOrder1.PlacinganorderDefinitionofanorder：

Anorderisarequestforthesupplyofaspecificquantityofgoods.Itmayresultfromthebuyers’acceptanceorconfirmationofafirmoffermadebythesellersOR

resultfrom

thesellers’acceptanceorconfirmationofacounter-offermadebythebuyers.Remark:Thebuyersplaceanorderaftertheystudiedthecatalogues,pricelist,samplesfromthesuppliers.

Ifallthetermsaresatisfiedwithbuyersandsellers,buyerswillplaceanorder.Usually,everyfirmhastheirownOrderSheet(OrderForm).Providedthefirmdoesn’tuseanorderform,aletterisneededfortheorder(OrderLetter).Youmustwriteyourorderclearandeasytounderstand.Anordershouldatleastcontainthefollowingpoints:descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber(ifany);Prices(unitpricesaswellastotalprices);termsofpayment;modeofpacking;timeoftransportation,portofdestinationandtimeofshipmentetc.Writingskillsofplacinganorderletter：1.Beginning:Indicatethatyouarepleasedtoplaceanorder.2.Thedetailsofyourorder:DescriptionQuantityPrice(unitprice,amount,total….)PackingDateandwayofshipmentPaymenttermsandotherterms3.Ending:Askfortheconfirmationofyourorderfromtheseller.Withthehopesoftheirattention.Specimenletter1----AnalysisBeginningofanorderletter:Furthertoyourrecentdiscussionsthroughfaxandemail,wewouldliketoconfirmdetailsoforderingtheabovementionedgoods:

基于我们最近传真和邮件的沟通，现确定订购以上提及的商品.ThedetailsoftheorderQuantityDescriptionUnitpriceAmountPacking:Eachpieceispackedinapolybagtheninacarton.Payment:Byirrevocabledocumentaryletterofcreditopenedwith

BankofChinaanddrawnatsight.付款方式：由中国银行开具的不可撤销、见票即付（即期）信用证。Delivery:Asweneedthegoodsurgently,pleasedeliverwithin40daysafterreceiptoftheorder.EndingofanorderletterWewouldlikeyoutosendusyouracknowledgementofthisorderatyourearliestconvenience.盼贵司尽早认收该订单，并回传给我方。Yourearlyattentiontothisorderwillbehighlyappreciated.如贵方能早日关注该订单，将不胜感激。Specimenletter2----AnalysisOrderofVales（OrderForm）Whoistheseller?Whoisthebuyer?Whatisthetermsofpayent?WhoissuetheL/C?WhoisthebeneficiaryoftheL/C?Whatisthetermsofshipment?Whatisthevalidityoftheorder?Whatisthetermsofprice?Whatisthedeliverytime?2.AcknowledgmentofOrderWhenthebuyerplacesanorder,theseller:

acknowledgestheorder(acceptstheorder)

rejectstheorder

offerssubstituteWhenthesellerreceivedanorderfromthebuyer,hemaywriteaconfirmationlettertoacknowledgeoftheorder,orsendasalesnotestoconfirmtheorder.Writingskillsofacknowledginganorder1)Expressyourthanksfortheorder.2)Stateyouracceptanceorrejectionfortheorder.3)Anassuranceofpromptandcarefulattention.Alwaysusingprintedroutineacknowledgements.Specimenletter3RichGardenShoeCo.,Ltd.120ZhongshanRoad,GuangzhouTelaxhankyouforyourorderNo.___2015102_____________.Weacceptyourorderfor______________

__andwillarrangeshipmentaccordingly.Ourletterofacceptancewillreachyouinafewdays.感谢贵司2015102号订单。我们接受你方2万双靴子订单并将立即安排生产出货。我方确认订单将很快回传给贵司。3.AcceptanceofOrderWhenthebuyerplacesanorder,theseller:

acknowledgestheorder(acceptstheorder)

rejectstheorder

offerssubstituteWritingskillsofacceptinganorderletterExpressappreciationfortheorderreceived.Assurethebuyersthatthegoodstheyhaveorderedwillbedeliveredincompliancewiththeirrequest.Itisalsoadvisableforthesellerstotaketheopportunitytoreselltheirproductsortointroducetheirotherproductstothebuyers.Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.Specimenletter4----AnalysisDearSirs,WewereverypleasedtoreceiveyourOrderNo.678forportableTVSets.Weaccordinglyaccepttheorderandshallarrangedeliveryassoonaspossible.Wehaveconfidencethatyouwillbecompletelysatisfiedwithourgoodswhenyoureceivedthem.Asyoumaynotbeawareofthewiderangeofgoodswedealinweareenclosingacopyofourcatalogueandhopethatourhandlingofyourfirstorderwithuswillleadtofurtherbusinessbetweenusandmarkthebeginningofahappyworkingrelationships.Yoursfaithfully,Part2DecliningWHY?thegoodsrequiredarenotavailable;pricesandspecificationshavebeenchanged;thebuyersandthesellerscannotagreeonsometermsofthebusiness;thebuyer’screditisnotingoodstanding;themanufacturersimplydoesnotproducethegoodsordered,etc..WritingskillsofdeclininganorderletterAPositiveOpening—Itissensibletoopentheletterinapositivewayinordertoplacethemessageinitscorrectcommunicationcontext.Forexample,appreciationorpleasureinreceivingtheordercanbestatedatthebeginningoftheletter.Detailedexplanations—Whendeclininganorder,detailedandsensiblereasonsshouldbeprovidedinordertoretainthereader’sinterestinthewriter’sproductsorservices.Inaddition,inordertoconcludeadeal,thewriterusuallymakescounter-offersORofferssuitablesubstitutessoastopersuadesthebuyerstoacceptablethem.Specimenletter5DearSirs,WehavereceivedyourorderNo.1160for100setsofcolorTVandthankyouverymuch.Toourregret,thesizeofyourorderisfarbelowourrequiredminimumof200sets.Asyoualreadymentionedinyourlastletter,ourproductsareofsuperiorquality.Wehaveconfidencethatyouwillfindareadymarketforthem.Therefore,ifyouwillincreaseyourorderto200sets,wecanensureanearlyshipment.Wewishtoreceiveyourfavorablereply.

Yoursfaithfully,对最低起订量的还盘Specimenletter6DearSirs,WeareappreciativeofyourorderforModelXPwashingmachinesreceivedonAugust6.

Unfortunately,owingtoshortageofskilledlabor,ouroutputcapacitywasreducedby30%.WearenotinapositiontopromiseshipmentearlierthanNovember.Butyoucanpostponethedeliveryuntilalatertime,wecanconsideracceptingyourorder.

Wearelookingforwardtohearingfromyousoon.

Yoursfaithfully,对交货时间的还盘Specimenletter7(P.103)----AnalysisOfferingRayoninplaceofWateredSilkExercise:Translatethefollowing

1)Furthertoourrecentdiscussionsthroughfaxande-mail,weshouldliketoconfirmdetailsoforderingtheabovementionedgoods:继我们最近通过传真和电邮的磋商，我方确认订购以上商品。详细条件如下:2)WewereverypleasedtoreceiveyourOrderNo.123forRomanPillowSets.Weaccordinglyaccepttheorderandshallarrangedeliveryassoonaspossible.非常高兴地收到贵方第123号罗马枕头系列订单。我方接受该单并将尽早安排装运。3)WeareverypleasedtoreceiveyourorderNo.RG0812forChristmasstocks.WeaccepttheorderandareenclosingyouourSalesConfirmationNo.156induplicateofwhichpleasecountersignandreturnonecopytousforourfile.我方非常高兴地获悉贵方第RG0812号订购圣诞袜订单。我方接受订单并随函附寄我方第156号销售确认书一式两份，请会签后寄回一份，供我方存档。4）Wearesorrywecannolongersupplythistoy.Initsplacewecanofferyouournew“BOA”brandoftoy.Thisisanewproductandenjoygoodmarkets.Thelargenumberofrepeatordersweregularlyreceivedfromdressmanufacturersofferanevidenceofthepopularityofthisbrand.非常抱歉，这种玩具我方现无货可供。我方可向贵司提供“BOA”牌玩具。这是新产品，市场销售良好。我方经常收到服装厂的大量重复订单就是例证。5）ThankyouforyourOrderNo.120for10000setsof“Lenovo”computers.However,sinceyoumakedeliverybeforeChristmasafirmcondition,wedeeplyregretthatwecannotsupplyyouatpresent.感谢贵司第120号1万台联想电脑订单。但是由于贵司坚持要在圣诞节前出货，所以我方目前无法供货，对此深表歉意。Module4Orders订货订货信的常用句式：1.We’dliketoorderyourproducts.We’llsendourofficialordertoday.

我们想订你们的货，今天会寄上正式的订单。2.Didyougetourorderforyourtelephones?

你是否收到了我们订电话机的订单。3.Whatwecanorderfromyourightnowarecottongoods.

现在我们能向你订购的只有棉织品。4.UnlessyouorderinMarch,wewon’tbeabletodeliverinJune.

除非你方三月订货，否则我们无法6月送货。5.Wefindbothqualityandpricesof…satisfactoryandencloseourtrialorderforpromptsupply.

我们对…的价格和质量都很满意，随信附寄我们的试订货，请即期交货。6.Weshallbegladifyouwillsendusthefollowinggoodsassoonaspossible.

如果你们能尽快给我们寄下列商品，我们将不胜感激。订货信的常用句式7.WethankyouforyourquotationofFebruary20andencloseherewithourOrderNo.456forthecaptionedgoods.

感谢你方2月20日的报价，随函附上关于标题项下货物的456号订单8.Asthegoodsurgentlyrequiredbyourcustomers,wehopeyouwilldeliverthempromptly.

因为我方客户急需此货，希望能尽快装运。9.Asthegoodsarebadlyneeded,wefinditnecessarytostresstheimportanceofmakingpunctualshipment;anydelayinshipmentwouldresultinourwithdrawalofthisorder.

由于货物紧俏，我们有必要强调准时发货的重要性，任何装运方面的延误将导致我们撤销订货。10.Thankyouforyourletterandthesamplesenclosed.Wefindbothpricesandqualitysatisfactoryandaregladtoreturnyouthecompletedorderformforthefollowing.

感谢来函和所附的样品，对你们的商品价格和质量均感满意。现高兴地寄回已填好的以下货物订单，列商品。订货信的常用句式：11.ThebuyersusuallysendthePurchaseConfirmationorPurchaseContracttothesellersimmediatelyafteradealisconcluded.

交易一达成，通常就由买方把订购确认书或订购合同寄给卖方12.WearearrangingfortheestablishmentoftherelativeL/CwiththebankofChina，Shanghai.

我正安排通过中国银行上海分行开立相关的信用证。13.Throughyourfullcooperation,weareabletoplaceourtrialorderatyourrevisedprice.

通过你方全力合作，我方能够以你最新价格试订一批货。14.Weconfirmourpurchaseofthefollowinggoods.

我方确认购买下列商品。Module4Orders订货Introduction

订货信是商业交往中最常用的一种方式，通常可以写给厂商、批发商、或零售商。根据订货数量的大小，公司通常用印好的订单订货，而不是写信。印好的表格比信更有效，花费也少。订货的人要注意订单要包括尽可能详细的信息。

订货可以以信函的格式，也可以通过寄订单表的方式。写信时尽可能简洁、全面、具体地说明信息。首先应该让读者了解你是在订货而不是在询价。例如，如果你订货数量多时，用列表列出来。应该尽可能具体地写出订货信的内容，比如数量，价格，订单号，以及总金额，等等。还应该解释清楚你想以什么方式付款。提供的信息越全面，越不容易出错。

如果你寄的是订货表，要简洁说明附寄了订货表，并写明你的要求，如请尽早发货等即可，详细信息可以不写。Introduction

订单一般包括如下内容：

●产品目录号●数量

●商品性质（型号、号码、颜色）●单价、全价

●买方身份●发货地址●运输方式●付款方式

●交货日期●其它信息：订单号、订货日期、推销员名等告知对方已定货；●Wearegladto…（很高兴……）●Wearepleasedto…（很高兴……）2．具体确认（如品名、条款等）；●Weconfirm…（我方确认……●Weshouldliketoconfirmthat…（我们很高兴确认……）●Weareverymuchpleasedtoconfirm…（我方很高兴确认…）3．告知对方具体订货安排；●Wewilldoourbestto…（我方会尽力……）●WehaveopenedanL/C…（我方已开立信用证……）●Wearearrangingfor…（我们正安排……）4．敦促对方尽快发货。●Welookforwardto…（盼……）●Sinceourcustomersareinurgentneedofthegoods,wewillappreciate…（由于客户急需货物,我方将不胜感激……）订货信的写作步骤：1、感谢对方的报盘或样品或商品目录等，表示愿意定购，如：WethankyouforyourquotationofOctober15withpatterns.Wefindbothqualityandpricessatisfactoryandarepleasedtogiveyouanorderforthefollowingitems:你公司十月十五日的报价单以及款式均收悉。谢谢。我公司对质量和价格均感满意，并愿订购下列货物：Yoursamplesofstockingreceivedfavorablereactionfromourcustomers,andwearepleasedtoencloseourorderfor2000dozenpairs.我客户对你方长统袜样品反映良好，现欣为随附两千打双订单。2、买方对质量、款式、代用品等的要求：Thequalityoftheordermustbethesameasthatofoursample.所订货物质量须与我方样品相同。Allparticularsofdesigns,colorsandsizesaregivenontheenclosedorderform.有关图案、颜色和尺寸等细节见所附订单。IfpatternNo.64Aisnotavailable,pleasesend65,66or67Ainstead.

如款式号64A无货，请以65，66或67A代替。卖方接到买方的订单后应该认收（Acknowledgingtheorder）:

hankyouforyourorderofApril4for100setsofdish-washers.非常感谢你方4月4号订单，定购100台洗碟机。ThegoodswillbereadyforshipmentbeforetheendofJune.Wewillletyouknowtheexactdateofshipmentandthenameofthesteamerassoonaspossible.此货将于6月底备妥，届时将尽快通知你方确切装期和船名。

Module4Orders订货---AcceptanOrder接受订单Introduction

收到订单对出口商来说是一件好事。但是回信时必须表现出对进口商的关心。在回信中首先要表示感谢，然后对对方锁定的产品进行肯定的评价，承诺会对此订单尽快并认真履行。最后表明自己希望对方下更多的订单或推荐其他进口商可能感兴趣的产品。回复订货信的结构：1．表示感谢对方订货；（Expresspleasureatreceivingtheorder；）●Thankyouforyourorderfor…（感谢你们对……的订货。）

●Wearegladtoreceiveyourorderof…（很高兴收到你们……的订单。）

●Yourorderoftodayhasbeenreceivedwiththanks.（感谢收到你方今天的订单。）2．对所定的货物进行好的评价；（Addafavorablecommentonthegoodsordered；）

●Ourgoodsareofthebestquality…（我们的货物质量优良……）

●Weappreciateyourinterestinourproductswhichareofgoodqualityandbestprice.（感谢你们对我方货物的兴趣，货物品质优良、价格合理。）

●Youwillbehappyyouboughtourgoods.（你买我方产品会感到物有所值。）回复订货信的结构：

3．表示要迅速认真执行订货；（Includeanassuranceofpromptandcarefulattention；）

●Wearenowarrangingshipmentofyourgoods…（我方正安排装运你方所订货物……）

●Yourorderhasbeengivenourcarefulattention.（你方订货引起我方高度重视。）

●Wewillshipyourorderedgoodsassoonaspossible.（我们会尽快装运你方货物。）4．对读者可能感兴趣的其它产品进行宣传/推销；（Drawattentiontootherproductslikelytobeofinterest；）

●Foryourinformation,wehaveproducedseveralnewproducts.（兹告知，我方又生产了一些新产品。）

●Weencloseourlatestcatalog．Ifyouareinterestedinsomeotheritems,pleasetellus.（附寄上我方最新的产品目录，如果对上边的产品感兴趣，请告知我方。）回复订货信的结构：

希望对方再次订货。（Hopeforfurtherorders.）

●Hopethisinitialorderwillleadtomanyothers.（希望第一订货会给我们带来更多的合作。）●Wehopetocooperatewithyouagaininthefuture.（希望以后继续合作。）

●Wearesurethisisjustabeginningofourbusiness.（我们相信这只是我们间生意的开始。）Module4Orders订货---CancelanOrder取消订单Introduction

从法律上来说，当进口商接受发盘后就不能取消订单了，但是在实际业务中，当进口商遇到特殊情况，他可以与出口商通过协商取消订单。取消订单的常用句式：Weregretthatwehavetocancelourorderbecauseoftheinferiorqualityofyourproducts.Weaskyoutocoveranylosswhichmightbecausedasaresultofthecancellationoftheorder.很抱歉，由于贵方产品质量低劣，我方不得不取消订单,并要求贵方赔偿由于取消订单可能带来的损失。Somethingunexpectedhascompelledustoaskyoutocancelpartofourorderandtodeliveronly1,000casesblackteainsteadof2,000cases.意外的事件迫使我方要求贵方取消部分订单，改发1000箱红茶，而不是2000箱.Sampleletter样信：DearSirs,

Referringtotheabovementionedorder,wearesorrytoinformthatourclientMr.Joneshasbeenarrestedbytheauthoritiesduetosomeincident.Wehavenoideawhenhewillbereleased.Weare,therefore,compelledtoaskyoutoconsidertheindentascancelled.Wesincerelyregrettheinconveniencethatthiscancellationhascausedyou,buthopeyouwillunderstandthatthisisamattercompletelybeyondourcontrol.

Yourssincerely,样信译文：敬启者：

关于上述订单，我们非常抱歉地通知你方，由于某些事件，我方客户琼斯先生已经被当局逮捕，不知何时能获释。

因此我们只能请求你们取消上述订单。

订单的撤销将给你方带来不便，对此我方深表歉意，但望你方能理解，此事远非我们所能控制。诚挚的问候Module4Orders订货---DeclineanOrder谢绝订单Introduction

尽管出口商很想点得到订单，可是由于各种原因，比如价格的波动、生产任务过重、国家政策的调整等，有时候不等不拒绝订单。当拒绝订单时，出口商必须及时回复，而且措辞要非常注意，以免影响将来的生意。信函的末尾可以建议或者劝说进口商订购其他产品。谢绝订货信的结构：

1．首先表示感谢对方订货；（Thankingthereaderfororderingyourgoods）●Thankyouforyourorder…（感谢你方……订货）●Weacknowledgereceiptofourorder…（感谢收到订货……）●Wehavereceivedthegoodsshippedex…（我方已经收到由……运来的货物）2．说明谢绝订货的原因；（Explainingforhavingtodecline）●Owingto…wecannotacceptneworders.（由于……我方不能接受新订单●Muchtoourregret,wecannotatpresententertain…owingtoheavycommitments.（很遗憾,由于大量订货,我方目前不能接受……）●Weregrettosaywehavetodecline…（很遗憾不得不拒绝……）3．提供其他类似产品供选择；（Offeringalternatives）

●Weareenclosingalistforyourperusal.（附寄上目录供你选择）

●Ifyouneedothertypes,weshallbepleasedtoserveyou.（如需要其他类型,我方将很高兴为你提供）

●Werecommendyouanewmodel…（我方给你推荐一个新型号）4．表示希望与对方做生意。（Expressingyourdesiretodobusinesswiththem）

●Assoonasweareinapositionto…wewillcontactyou.（一旦我方可以……我将与你联系……）

●However,wewishtodobusinesswithyouinthefuture.（但是我方还希望将来与你方做生意）Sampleletter样信：DearMr.Sun,

WethankyouforyourOrderNo.115receivedthismorningfortheabovegoods,butregretthatowingtoshortage

ofstocks

,weareunabletoacceptthesame

,nor

canourmanufacturersundertake

toentertainyourorderforfuturedeliveryonaccountoftheuncertainty

ofrawmaterials.（感谢对方订货，但表示遗憾不能接受定货并解释原因）

Wewill,however,revertto

thismatterandcontactyoubycable,once

thesupplyposition

improves.（表示以后形势好转还希望和对方做生意）

Meanwhile,pleasefeelfreeto

sendyourspecificenquiries

foranyothermetalsheets

andyoucanrelyonourbestattentionatalltimes.（表示会及时处理对方的订货以建立良好意愿）

Yourssincerely,

样信译文：孙先生，

今晨收到你方对以上货物的第115号订单，非常感谢。但是很遗憾由于库存短缺，我们不能接受定货，而且由于原料的不确定我们厂商也不能满足你方更多订货。

但是，一旦供应状况改善，我们会重新考虑此事并电告你方。

同时，务请寄给我方你们对任何其他金属板的具体询盘，我们总会认真办理。

谨上，Module4Orders订货---RepeatedOrders续订信Introduction

如果客户对订货满意，会继续重复订货。因为彼此间都有所了解，因此在写信时可以更简洁，只说明按照上次订货的某某条款就可以了。续订单的写作步骤：

1．对对方上一次订货表示满意；（Showingyoursatisfactionforthegoodsshippedtoyoubythereader）●Wehavereceived…（我方收到……）●ThegoodsexS.S.XXhavebeen…（某轮运来的货物已经……）●Thankyouforthegoodssent…（感谢……运来的货物）●Wearegladtoinformyouthatwefindthegoodsquitesatisfactory.（很高兴告知你方我方对货物满意）2．写明按上述条款再订若干该类产品；（Statingrepeatorderfortheproductsontheabovetermsandconditions）●Wewishtoplaceanorderfor…（我方希望订……）●Weshallbepleasedifyoucansend…（如你方能运……我方将不胜感●Weareverygladtoplacearepeatorderfor…ofthesame…（我方很高兴以同样的……续订购……）Sampleletter样信：

DearSirs，ContractNo.7895TianjiaoBrandWomen’sBlousesWehavereceivedthecaptionedshipmentexs.s.“EastWind”andareverypleasedtoinformyouthatwefindthegoodsquitesatisfactory.Aswebelievewecanselladditionalquantitiesinthismarket,wewishtoplacewithyouarepeatorderfor1,000doz.Ofthesamestyleandsizes.Ifpossible,pleasearrangeearlyshipmentofthisrepeatorder,aswearebadlyinneedofthegoods.Incasethesaidgoodsarenotavailablefromstock,weshallbeverygratefultoyou,ifyouwilladviseusastothespecificationsofthosewhichcanbeshippedfromstock,statingfullparticulars.Yourstruly,样信译文：敬启者：事由：“7895号合同天骄牌女士罩衫”

我方已收到由“东风”轮运来的标题货物，对该货物颇为满意。深信我方能在本地市场销售更多的数量，故希望向你方续订同样式样的尺码的罩衫1,000打。因我方急需此货物，如可能，请尽早安排装运（这批续订货物）。

如上述货物现无存货，请告知可立刻装运的库存现货的规格等细节为荷。诚挚问候Module4Orders订货---ConclusionofBusiness达成交易达成交易的写作要点：Opening

:a、confirmationofthebusiness;Body:

b、sendingofthesalescontractc、themainclausesofthecontract,reflectingdutiesandobligationsofbothparties(commodity,quality,specifications,quantity,pricepacking,shipmentandpayment,etc.)Closing:

d、expectationofthecounter-signature.达成交易的常用表达：1.Wearegladtohaveconcludedthistransactionwithyoubysending...很高兴与你方达成交易,寄去……2.Althoughyourpriceisbelowourlevel，weacceptyourorderinviewofourinitialbusiness.虽然你方价格比我们的低,但考虑到这是我们之间第一笔交易,就接受你方订货了｡3.Weagreetoconcludethebusinessattheprice...我们同意按……价格成交｡寄送合同的常用表达：Wearepleasedtoencloseourcontract...很高兴随函附上……合同｡WeareenclosingourS/CNo.12induplicate.随函附上12号合同一式两份｡YouwillreceiveourS/Candpleasecountersignandreturnonecopytousforfile.你们将收到我方合同,请会签并退回一份供我方存档｡OurS/CNo.12intwooriginalswasairmailedtoyou.航空邮寄给你方12号合同,一式两份｡Sampleletter样信1–确认订单