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1、外贸函电,FOREIGN BUSINESS CORRESPONDENCE,Unit 8 Orders and Their Fulfillment 订单及其履行,8.1 Introduction（简介）,目的：掌握如何下订单并进行回复。 订单是指买方要求卖方按先前报盘达成的交易条件供应具体数量的货物。许多公司常常采用具有正式打印号的订货单，这样既能节省时间，又能确保不遗漏任何重要细则。不过，仍有一些公司，尤其是小公司，采用信函方式订货。必须特别指出的是，如果采用电话订购，应该通过书信加以确认。 订单必须准确、清楚，否则就会带来意想不到的麻烦。,一般地，订单应包括以下内容： （1）品名和品质。应清
2、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。,8.2 Writing Skills（写作技巧）,订单信函的写作步骤及常见表达方式：,接受订单信函的写作步骤及常见表达方式：,拒绝订单信函的写作步骤及常见表达方式：,8.3 Specimen
3、 Letters（样函）,Letter 1：Placing an order Dear Sirs, Re: Our Order No.456 Please ship the following merchandise: Quantity Pattern No. Catalogue No. Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.),Delivery: During September Payment: By Lett
4、er of Credit to be opened in accordance with our agreement Packing: Usually packing in strong bales1, with gunny bag2 cover and waterproof material3. Please acknowledge this order immediately on receipt and inform definite delivery date. This order is of no avail if it not signed by a responsible pe
5、rson of our firm. Yours faithfully,Letter 2：Acknowledging an order （A reply to Letter 1） Dear Sirs, Re: Your Order No.456 Thank you for your order No.456 for pillowcases and we are happy that you are one of our customers. We confirm with you the following order for the pillowcases at the prices stat
6、ed in your letter: Quantity Pattern No. Catalogue No. Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.) Delivery: During the first ten-day of September,Payment: By Letter of Credit Packing: Usually packing in strong bales, with gunny bag
7、cover and waterproof material. For the above order, we enclose our Purchase Confirmation No.216 in duplicate. Please sign and return one copy for our file4 at your earliest convenience. We are arranging for the establishment of the relative Confirmed Irrevocable Letter of Credit5 through the bankers
8、 and shall inform you by fax as soon as it is opened. We thank you again for the above order and hope that this will lead to a long-term cooperation between us. Yours faithfully,Letter 3：Placing an order Dear Sirs, We thank you for your letter of July 2 and are glad to inform you that your samples a
9、re satisfactory. Enclosed please find our Order No.237 for four of the items. All these items are urgently required by our customers. We, therefore, hope you will make delivery at an early date. Yours faithfully, Encl.,Packing: In cotton cloth bales. Shipment: Prompt shipment from Shanghai. Payment:
10、 By irrevocable L/C available by draft at sight.,Order No.,Letter 4：Accepting an order （A reply to Letter 3） Dear Sirs, Re: Your Order No.237 We have booked your Order6 No.237 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation No.BP-103 in duplicate. Please sign and r
11、eturn one copy to us for our file.,It is understood that a letter of credit in our favor covering the above-mentioned goods, will be established immediately. We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation in ord
12、er to avoid subsequent amendments. You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit. We appreciate your co-operation and look forward to receiving your further orders. Yours faithfully,Letter 5：Placing an order Dear Sirs, We acknowledge rece
13、ipt of your letter of May 5, and request you to take in hand the construction of 100 pumping machines described in detail in ours of May 3, at the prices fixed by you. GBP620.00 for No.1 GBP580.00 for No.2 As you make no mention of the guarantee usually given when delivering machines, we would point
14、 out to you that we must stipulate for a two years guarantee, during which period you engage to make goods any necessary repairs free of charge7.,Moreover, to ensure delivery of the machines on /before August 1, you are to furnish us with a 2% performance bond8, which shall be forfeited by default o
15、n the expiration of the time specified. Please acknowledge acceptance of our order, and confirm the conditions stated above by return of mail. Yours faithfully,Letter 6：Accepting an order（A reply to Letter 5） Dear Sirs, We thank you for your letter of May 17 with order for the delivery of 100 pumpin
16、g machines. You may be assured that we shall do our best to execute the order to your satisfaction. The omission of the customary guarantee in our letter of May 5 was an oversight on our part, for which please accept our apology. We hereby guarantee the 100 pumping machines ordered for two years, during which period we are prepared to repair free of charge any defects in the machines arising from fault
