《跨境电商英语》课件-Writing for Orders and Executing Orders

Section1.

HowtoWriteLettersPlacingandExecutingOrders

TogiveabriefintroductiontowhatisanorderandreplytoanorderToenableSstobecomeawareofmaincontentoflettersforanorderandreplytoanorderToenableSstofamiliarizethemselveswiththesamplesgivenToreadandpracticeusingsomeoftheimportantwordsandexpressionsforbusinesswritingTodoexercisesandpracticetranslatingquotation,offerandcounter-offerObjectives:WritingforOrdersandExecutingOrdersI.WhatIsanOrderandReplytoAnOrder?

Anorderisarequesttosupplyaspecifiedquantityofgoods.Veryoften,itisonlyaftertheexchangeofanumberofletters,faxesorE-mailsthatthetwopartiescomeentirelytotermsandthebuyerfinallyplacesorfillsaformalorderbyletterorfax.Whenasellerreceivestherelativeorderandconfirmsandacceptsitstermsandconditions,hemaybegintoexecutetheordertothebuyer’ssatisfaction.However,therearetimeswhenasellerdoesnotacceptthebuyer’sorderforsomereasons.Lettersdeclininganordershouldbewrittenwithutmostcareandaneyetogoodwillandfuturebusiness.II.TheMainContentofanAcceptanceorOrderLetter

1)Expressingthanks/pleasureforreceivingtheoffer/quotation2)Sayingthatyouhaveacceptedtheoffer/quotation3)SayingtoplaceanorderIII.ReadandExplainSampleLetters

Sample1:AnOrderforPrintedShirtingGentlemen,WethankyouforyourquotationofJuly25togetherwithpatternsofPrintedShirting.Wefindbothqualityandpricesatisfactoryandarepleasedtogiveyouanorderfor

thefollowingitemsontheunderstandingthat

theywillbesuppliedfromstock

atthepricesnamed:Quantity PatternNo. Prices50,000yards 181 HK$11peryd.40,000yards 183 HK$14peryd.50,000yards 185 HK$17peryd.(AllthepricesareFOBHongKong.)III.ReadandExplainSampleLetters

Sample1:AnOrderforPrintedShirtingWeexpecttofindagoodmarket

fortheaboveandhopetoplacefurtherandlargeorderswithyouinthenearfuture.OurusualtermsofpaymentarebyD/P60daysandwehopetheywillbesatisfactorytoyou.Meanwhile,shouldyouwishtomakeinquiresconcerningourfinancialstanding,youmayrefertothefollowingbank:TheA.B.C.Bank15XYZStreet,HongKong.YourssincerelyAnswertheFollowingQuestions

1.Whatdoesthewriterexpressintheopening?2.Whatarethebuyer’spaymentterms?WordsandPhrases

1.givesbanorderforsth

placeanorderforsthe.g.WearepleasedtogiveyouanorderforChinesetea.e.g.Ilenthimmoneyontheunderstandingthathepaiditbackthenextmonth.e.g.Theycannotsupplythegoodsfromstockatthemoment.2.ontheunderstandingthat

ontheconditionthat3.fromstock

fromthegoodsavailableimmediatelyRefertosampleWordsandPhrases

4.findagoodmarketfor

havealargedemandfore.g.We’resurethatyouwillfindagoodmarketforourgoodsfortheyareofgoodquality.e.g.DoyouacceptD/Pterms?5.D/P

DocumentsagainstPaymentRefertosampleSample2:SalesConfirmationforAcknowledginganOrder

DearSirs,AgainstthecaptionedorderfromyouwehavethepleasureofenclosingourSalesConfirmation

No.EH-718foryoursignature.Youarerequestedtoreturnusacopyassoonaspossible.Whileappreciatingtheconfidenceyouhaveplacedinus,wewishtoaddthataccordingtoourusualpracticeweusetheformofSalesConfirmationforacknowledgingtheconclusionofbusinessratherthansigntheOrderFormofourclients.OurSalesConfirmationsarereliableinstrumentswhichaccuratelyandcomprehensivelyreflectthespiritandessenceofouragreement.Toabideby

thestipulationsSample2:SalesConfirmationforAcknowledginganOrder

andcarrythemouttothefullwillmeanthecompleterealizationofthedutiesandrightsofbothpartiestothemutualbenefit.Wehopethatthisexplanationwillmeetwith

yourapproval.Shouldtherebeanyquestionwithrespecttothewordingorcontentofthetermsandstipulations,pleasedonothesitatetotellussothatwemaymakeacheckoradjustment,ifnecessary.Yourssincerely,AnswertheFollowingQuestions

1.Howdoesthewriteracknowledgeanorder?2.Whatdoesthewriterdoaftermakingtheacknowledgement?WordsandPhrases

1.SalesConfirmation

asimpleformofsalescontract

e.g.We’llsendyouaSalesConfirmationforyoursignature.e.g.ItisthepracticeinEnglishlawtoconsiderapersonnotguiltyuntilhehasbeenprovedguilty.e.g.Wemustabidebythelaw.2.practice

astandardcourseofactionthatisacceptedascorrectordesirable3.abideby

actaccordingto

RefertosampleWordsandPhrases

4.meetwith

gete.g.Theirreasonablerequestwillmeetwithourapproval.e.g.Thewordingofabusinessagreementshouldbeexact.5.wording

thewordschosentoexpresssthandthephrasestheyformRefertosampleSample3:SalesConfirmationforAcknowledginganOrder

DearSirs,ThankyouforyourorderofNovember11.Weshouldliketofillyourorder

fortheFashionBlouseA437,Size38,butthefactisthatwehavereceivedmoreordersthanwehadexpected,withtheresultthatourlargereservestock

hasbeensoldout.Themanufacturerisnolongerabletosupplythisblouse,butwearefortunatetohaveinstockablouseofthesamehighqualityandexquisitestyle,ataslightlylowerprice.Youwillfindthisblouselistedandillustratedinourcatalogue,onpage15,A438.Wecansendyoutheblousepromptlyifwereceiveyourorderwithinafewdays.Thismodel

isverypopular.Itisnowsellingasfastasthemodelyouordered.Sample3:SalesConfirmationforAcknowledginganOrder

Remember,youarefullyprotectedbyourguarantee,"Moneycheerfullyandpromptlyrefundedifyouarenotsatisfied.”Wearecertain,however,thatyouwillnotpartwith

theblousewhenyouseeit.Justwritethecataloguenumberoftheblouseandthesizeyoudesireonenclosedspecialorderblank,and,mailittousintheenclosedstampedenvelope.Theblousewillreachyoupromptly.Yoursfaithfully,AnswertheFollowingQuestions

1.Canthesellersupplytherequiredgoodsasthebuyerordered?Whatdoesthesellerdotosolvetheproblem?2.What’sthereasonthatthesellercannotsupplythegoodsrequiredinthebuyer’sorder?WordsandPhrases

1.fillone’sorder

fulfillone’sordere.g.We’dliketofillyourorder,butwedonothavethespecialequipmenttoproducethegoods.e.g.Owingtobigdemand,theirreservestockissoonrunningout.e.g.Areverylongskirtsthepresentmodel?2.reservestock

goodskeptinstockforfutureuse3.model

styleofdressingRefertosampleWordsandPhrases

4.refund

return(money)e.g.Weguaranteerefundingthepaymentifyoufindthegoodsarenottoyoursatisfaction.e.g.It’snoteasytopartwithone’spossessions.5.partwith

giveupRefertosampleExercise

1.TranslatethefirstreadingintoChinese.AnswerGOnextExercise

1.TranslatethefollowingintoEnglish.

接到你公司8月15日印花细布定单，非常高兴，并欢迎你公司成为我公司的客户之一。现确认按你方来信列明的价格供应印花细布，并正安排下周由“公主号”轮装出。深信你公司收到货物后，定会感到完全满意。你公司也许不甚知道我公司的经营范围，现附上目录一份。希望这首笔定单将导致彼此更多的业务往来，展开愉快的工作关系。AnswerObjectives:TogiveabriefintroductiontohowtowriteanorderandreplytoanorderToenableSstobecomeawareofdifferentconventionalitiesusedforwritinganorderandreplytoanorderTopracticeusingdifferentconventionalitiesusedforwritinganorderandreplytoanorderTodoexercisesSection2.SkillsforWritingtoPlaceOrdersandtoMakeRepliestoOrders

I.HowtoWriteanOrderandReplytoanOrder

Theessentialqualitiesofanorderareaccuracyandclarity.Inanorderletter,supplythefollowinginformationasexactlyaspossible:1.DescriptionIndicatethenameoftheproduct,themodelorarticlenumbers,ifany,thepageofthecatalogfromwhichyouareordering,thequantityofeachitem,andtheprice.2.DestinationStatewhereyouwanttheordershipped.3.PaymentIndicatenowyouplantopayforthemerchandise.4.AnyspecialcircumstancesStatesuchthingsasmodeofpacking,timeofshipment,orthewayofshipment(airfreight,forexample)II.ConventionalitiesforWritinganOrderLetter.

1.ThankyouforyourofferofFebruary14.Yourpricesandqualityturnedouttobesatisfactoryandwearesendingyouanorderforthefollowing.2.Wearepleasedtoencloseanindent/trialorder/purchaseorder/revisedorder/substituteorderfor20,000piecesofplastictoymobilephones.3.EnclosedpleasefindtwocopiesofPurchaseContractNo.…,whichwetrust,willbefoundinorder.Kindlysignandreturnoncopyforourfile.4.Pleaseseethatyourgoodsmeetourrequirements.5.Weneedthegoodsurgentlyanditisimperativethattheorderedgoodsreachusbytheendofthismonth.我们急需此货，因此，所定货物务必于本月底前运到。III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.

1.WethankyouforyourtrialorderofFebruary26fortenthousandsetsofour“Diamond”electricfans.2.Wethankyouforthisorder,andhopewemayhavethepleasureofsupplyingyouagaininthenearfuture.3.Wewerepleasedtogetsuchagoodorderfromyoualthoughitwasafteralapseoftimewhichhadbeenmuchtoolong.III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.

4.Wewanttotellyouhowpleasedwewerewithyourorder,becauseitrepresentsourfirstdealwithyou.Wehavealwaysfeltthatourhighqualitymerchandiseshouldhaveareadysaleinyourarea.5.Ourbestandpromptattentionwillbegiventotheexecutionofthisorder.6.Weareunabletomanufacturethearticleyouordered.Enclosed,wearereturningyourorder.III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.

7.Duetodifficultieswithoursuppliers,weareunabletoacceptyourorderatthistime.8.Asaresultoftherecentcommunicationsbetweenus,weconfirmhavingacceptedyourorderfor…,whichhasbeenbookedwithourmanufacturers.EnclosedwearesendingyouourSalesConfirmationNo.…induplicate/triplicate,onecopyofwhichpleasesignandreturntousforourrecords.9.WearehandingyouherewithourSalesConfirmationNo.…withtherequestthatyouwillsignandreturntoustheduplicateassoonaspossible.Exercise

1.TranslatethefollowingChineseintoEnglish.1)如果你们订购这种商品，我们可以按你们所需要的数量供应。2)我方可接受交单付现的付款方式。3)相关信用证将通过雅加达第一国家银行开出。收到后请立即安排装运，我方非常感谢。4)如果你方能满足我方的需要，井答应提前交货，我方就接受你方的价格。5)800美元每台的价格我方可以接受，但条件是你方应将订货数量增至3000台。6)货物装船后，您方可按发票金额开立汇票向我方提款。7)请注意，货物应装在结实的适合海运的集装箱内。8)这种产品的起订量是300箱。如果你方订购500箱以上，我们就减价3％。AnswerExercise

2.Completethefollowingletterbyfillingtheblankswiththegivenwords.toithopeorderfororderDearSirs,Wethankyou

yourorderNo,215for6setsofelectricmotorcarsModelEF-617.Wewouldliketoacceptyour

verymuch,butwecannotseeourwaycleartodothis.Youwillunderstandthatthealterationfromthestandardspecificationstoyourrequirementsneedsasubstantialadjustment

ourproductionmethodsbasedonthebeltconveyorsystem.Thisentailsaconsiderableincreaseinlaborcostandmaterials.Wetrustthatyouwillunderstandthatitisnotlackofcooperationandgoodwillthatmakes

impossibletomeetyourwishes.We

youwillfinditpossibletoreplaceyour

byourexcellentsubstituteModelEJ-627.Yoursfaithfully,AnswerExercise

ELECTRICALAPPLIANCESCO.P.O.Box3259XXXX,XXX22January199...TheManagerMessrs.Clarke&.SmithCo.Ltd.68HighStreetLondonEC4EnglandDearSirThanksforyourletterof17thJanuary,askingusfordetailsandpricesofourelectricheaters.Enclosedpleasefindourlatestpricelistandcatalogue,togetherwithModelX-4'sdetails.Pleasedonotbereluctanttowritewhenyourequirefurtherinformation,whichshallalwayshaveourbestattention.Yoursfaithfully,ElectricalAppliancesCo.Ltd.ManagerReturnExercise

1.TranslatethefollowingintoEnglish.ReturnWeareimportersofindustrialchemicals,plasticsandfertilizersforresalewithinIceland.Althoughonlyasmallcountryintermsofpopulation,Icelandimportsconsiderablequantitiesofchemicalrawmaterialsasshehaslittleornobasicchemicalindustryofherown.Indeedinthepastfiveyearsherimportsoftheseproductshavemorethandoubledduetoquiterapidgrowthinhergeneralindustry.TraditionallyEnglandandthemajorWesternEuropeancountrieshavedominatedthismarketbutmanufacturersarenowlookingforrawmaterialscompetitivelypriced.WebelievethatthereisamplescopefordevelopmentofbusinesswithChina.Shouldyoubeinterestedinsupplying,weshouldbemorethanpleasedtoenterintobusinessactivitieswithyou.Exercise

1.TranslatethefollowingintoChinese.Return先生：关于你方19XX年12月2日来信，我们很高兴知道贵公司想在罐头食品业务方面同我们建立业务关系。按照你方要求，我们用航空寄上目录一本，并附一套小册子，供你参考。如果目录中所列的任何商品符合贵方要求，请具体询价，我方将立即寄上报价单。同时，在第一笔生意做成之前，请将你们银行的行名告诉我们。Exercise

1.TranslatethefollowingintoChinese.Return先生：我们想请你代为查询一下米兰一家商行的财务和信用情况。这家商行是SantoDomino&Co．，系汽车零件的经销商。他们的银行是BancodiTalino，73ViaMilano。我们要你查询他们的一般财务可靠性。特别是他们同我们一开始的一笔贸易就要涉及到5万美元之数，或许每月还要给予5000美元的信贷。我们想知道，照他们按期付款方面的记录，给予这笔信贷是否妥当，他们有无坏帐记录?如果给予信贷，我们必须知道这一情况。Exercise

1.TranslatethefollowingintoEnglish.ReturnDearSir,WehavereceivedyourletterofAugust3,inwhichyouaskustoinformyousomethingaboutthecreditstandingofthecorporationreferredtoinyourletter.Wewelcomethisopportunitytoassureyouofourcompleteconfidenceinthesaidcorporation.Ithascarriedonbusinessinthiscityformanyyearsandheldinthehighestesteem,bothforhisbusinessabilityandforhisreliabilityinmeetingobligation.Weourselveshavebeendoingbusinesswithhimforoversixyears.Hehasalwayspaidhisaccountspromptlyonthesetdate.Onthewholeitsreputationisgoodsandsound.Wehopethisinformationwouldproveofhelptoyouandweunderstandthatyouwilltreatitasconfidential.Yoursfaithfully,Exercise

1.Givethecorrectdefinitionsofthefollowingunderlinedwords.Return1.apersonwhowritesatestimonialofone'scharacterorcapabilities2.information3.regard4.atestimonialofone'scharacterorcapabilities5.instanceofreferring6.themarkorsign,asanumber,letter~orsymboldirectingthereadertosth.Exercise

2.Fillineachblankwith:confidential,confidence,confidentially.Return1.confidence2.confidentially3.confidence4.confidential5.confidentialExercise

ReturnTheBankofChinaShanghaiBranchShanghaiDearSirsRecentlywehavereceivedanorderforourgoodstothevalueof£1,600fromanewcustomerWilliamBaker&Sons.Aswehavenotdoneanybusinesswiththeminthepast,wewouldliketoknowifyoucouldprovideuswithanyinformationconcerningtheirfinancialandcreditstatus.Enclosedpleasefindtheaddressoftheabovefirm.Youmayrestassuredthatanyinformationyoumayprovidewillbetreatedasstrictlyconfidential.Yourearlyreplyisawaited.YoursfaithfullyChinaNationalImportandExportCorp.ManagerExercise

1.TranslatethefollowingintoEnglish.ReturnWearegladtonotefromyourletterofMarch11thatyou,asexportersofChineseSilkPieceGoods,arewillingtoestablishdirectbusinessrelationswithus.Atpresent,weareinterestedinCrepeGeorgetteandshallbepleasedifyouwillsendus,byairmail,samplebooksandallnecessaryinformationonCrepeGeorgette,soastoacquaintuswiththematerialandworkmanshipofyoursupplies.MeanwhilepleasequoteuslowestpriceCIFHamburg,inclusiveofour5%commission,statingtheearliestdateofshipment.Shouldyourpricebefoundcompetitiveanddeliverydateacceptable,weintendtoplacealargeorderwithyou.Yourearlyreplywillbeappreciated.Exercise

1.TranslatethefollowingintoChinese.Return

我们有意（有兴趣）进口你们在广州交易会上展出的“海鸥”牌照相机。为此，请告知有关成本加保险费和运费价格、折扣以及交货期等详细情况。如有小册子或商品目录也请提供。若有尚未进入英国市场的新品种也请告知，如可能，请寄样。希望这是长期互利关系的良好开端，并保证对你方的发盘一定予以仔细考虑。Exercise

1.TranslatethefollowingintoEnglish.ReturnDearSirs,MotorcyclesWillyoupleasesendusacopyofyourcatalogueandcurrentprice-listformotorcycles.Weareinterestedinimportingmotorcycles,forbothmenandwomen.WearealeadingvehicledealerinthiscountryandhavebranchesinmajorcitiesalloverChina.Ifthequalityofyourmotorcyclesissatisfactoryandthepricesacceptable,weplantoplaceregularordersforfairlylargenumbers.Willyoupleasestatewhether,inthesecircumstances,youareabletoallowusaspecialdiscount?Thiswouldenableustomaintainthelowsellingpricesthathavebeenanimportantreasonforthegrowthofourbusiness.Inreturn,wewouldbepreparedtoplaceordersforaguaranteedannualminimumnumberofmotorcycles,thefigureofwhichistobemutuallyagreed.WelookforwardtoyourreplyExercise

1.TranslatethefollowingintoChinese.Return先生：我们想请你代为查询一下米兰一家商行的财务和信用情况。这家商行是SantoDomino&Co．，系汽车零件的经销商。他们的银行是BancodiTalino，73ViaMilano。我们要你查询他们的一般财务可靠性。特别是他们同我们一开始的一笔贸易就要涉及到5万美元之数，或许每月还要给予5000美元的信贷。我们想知道，照他们按期付款方面的记录，给予这笔信贷是否妥当，他们有无坏帐记录?如果给予信贷，我们必须知道这一情况。Exercise

Return先生：感谢你方8月10日询价，并且很高兴寄上棉制及丝制女衬衫的报价。我们已经标明那些可立即供应的现货商品。对其余的商品，所报的交货期只是大约的，但无论如何不会超过两周。我们所报的商品都是用最优质的材料制造的，并且可以供应多种式样及颜色。我们也可接受按照要求定制女衬衫的定单，以满足群众特有的需要。请利用这一优势，现在就向我们订购。我们附寄最新目录一份，我们认为你方可能对我们的其他产品会有兴趣，例如在目录第10～15页上详细说明的皮鞋和皮手套。如是，请勿犹豫向我们索取报价、报盘，我们将予以关注，并保证随时密切合作。

Exercise

ReturnDearSir,Re:Offering5,000longtonsJuteYourletterofAugust15hasbeenreceivedwiththanks.Accordingtoyourrequest,weoffer:(1)NameofCommodity:BangladeshJute,2001crop.(2)Quantity:5,000longtons(shippingweight).(3)QualityandSpecifications:Firstgrade.QualityshouldnotbelowerthantheestablishedstandardofourJuteBoard.Moistureregainshouldnotbemorethan19.04%.(4)UnitPrice:US$450perlongtonCIFGuangzhou.(5)TimeofShipment:NolaterthanOctober20,2001inonelot.(6)TermsofPayment:Byconfirmed,irrevocable,transferableanddivisibleL/Cbydraftatsight.Theaboveofferissubjecttoourfinalconfirmation.Pleasereplybycableimmediately.YoursfaithfullyBangladeshJuteExportCorporationThankyouforyourletterofApril3inwhichyouaskedustosendyoudetailsoftheladies’andchildren’shoesthatwemanufactureinleatherandP.V.C(=polyvinylchloride)Wehavepleasurein

threecopiesofourillustratedcatalogueandprice-listoftheshoes

weproduce.Fromtheseyouwillbeabletoseethatweareabletoofferaverywide

ofshoesandthatthestylesaremodernandverypopular.

wearealsosendingyouasamplepairofladies'shoesinleatherandachildren'spairinP.V.C.Youwillbeabletosee

fromthesethatthequalityisveryhighandthatthematerialusedwill

poorweatherconditions.enclosingthatrangeUnderseparatecoverforyourselvesstanduptoDearSirs,WeacknowledgereceiptofyourletterofMarch15th,andconfirmhavingcabledyoutodayinreply,as

confirmationcopyenclosed.Youwillnotefromourcablethat,weareinapositiontoofferyou50longtonsofTinFoilSheetsattheattractive

ofStg.135perlongtonC&FShanghaifordeliverywithinonemonthafteryour

anorderwithus.Paymentofthepurchaseistobe

byanirrevocableletterofcredit

ourfavor,payablebydraftatsightinPoundsSterlinginLondon.Thisofferisfirm

yourimmediatereplywhichshouldreachusnotlaterthantheendofthismonth.Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticular

haslapsed.Yoursfaithfully,per,price,placing,effected,in,subjectto,offerExercise

ReturnDearSirs,AsrequestedinyourletterofOctober27,wearesendingyouherewiththerequiredProformaInvoiceintriplicate.PleasenotethatourofferremainsvaliduntilNovember15.Welookforwardtoreceivingyourorderatanearlydate.Foryourinformation,ourtransistorradiosaresellingfastandtherehavebeennumerousinquiriesforthem.Pleasetakethenecessarystepswithoutdelay.Yoursfaithfully,Exercise

Return

应你方10月27日函提出的请求，现随函寄去所需形式发票一式三份。请注意，我方报盘有效期到11月15日止，盼早日收到你方定单。顺便奉告，我们的半导体收音机销得很快，询购者众多，希抓紧采取一切必要步骤。

Exercise

Return

你公司7月25日的报价单及印花细布花式样均收悉，谢谢。我公司对品质和价格均感满意，并乐意在供应现货的条件下按（以下）指定价格订购下列货物：数量 花式号 价格

50,000码 181 每码港币11元

40,000码 183 每码港币14元

50,000码 185 每码港币17元（所有价格都是香港船上交货价）我们期望为上述商品开拓好的市场，并希望不久将来再向你公司大量定货。我公司通常的付款条件是60天付款交单，希