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1、Unit 8 Orders and Their Fulfillment订单及其履行订单及其履行 8.1 Introduction8.1 Introduction（简介）（简介）（简介）（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。应清楚地提及
2、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 Skills8.2 Writing Skills（写作技巧）（写作技巧）（写作技巧）（写作技巧）订单信函的写作步骤及常见表达方式：订单信函的写作步骤及常见表达方式：写作步骤写作
3、步骤 表达方式表达方式 （1）表明向对表明向对方订购货方订购货物（或信物（或信后随附有后随附有订单）订单） We are in receipt of your letter of October 4th and are pleased to place an order with you for the following goods.（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。） Please find enclosed our Order No.B5421 for（请注意随附的我方B5421号订单。） （2）确认双方确认双方达成的交达成的交易条件易条件（交货期、（交货期
4、、运输方式、运输方式、包装、付包装、付款条件及款条件及折扣等）折扣等） We would like to confirm that payment is to be made by irrevocable letter of credit.（我们确认以不可撤销信用证付款。） We would like to thank you for the 30% discount you allowed us.（非常感谢你方给予我方30%的商业折扣。） （3）表达进一表达进一步合作的步合作的愿望愿望 We will submit further orders, if this one is complet
5、ed to our satisfaction.（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：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 We are pleased to confirm your order which we have accepted on the terms.（我方很高兴确认你方订单并已接受你方条件。） We are in receipt of your favor of the 10th May, with your order for five printing ma
6、chines, which I herewith acknowledge with best thanks.（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。） We acknowledge receipt of your favor of the 10th July, and thank you for the order you have given us.（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 Our products are selling well in many areas.（我们的产品在许多地区销路很好。） （3）保证对订
7、单迅速、认真地处理 We appreciate the business you have been able to give us and assure you that your order will receive our most careful attention.（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。） We are pleased to say that we have already made up your order No.9901, and you may expect delivery within the next three days.（我们高
8、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 Besides serges we supply a wide rage of other manufactured clothes and enclose a copy of our current price list.（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 We appreciate your co-operation and look forward to receiving your further orders.（感谢你方的
9、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：拒绝订单信函的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式 （1）对未能满足对方的需要表示歉意 We are sorry that the model required is no longer being manufactured.（非常抱歉，你方所需型号我方已不再生产。） We are sorry to say that we must turn down your order as we have full order books at present and cannot give a definite
10、 date for delivery.（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 We are sorry that your order of model I is out of stock now. Please select a suitable substitute from the enclosed catalogue.（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 We regret that, owing to a shortage
11、 of stocks, we are unable to fill your order. We will, however, contact you by fax once supplying improves.（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 )8.3 Specimen Letters8.3 Specimen Letters（样函）（样函）（样函）（样函）Letter 1：Placing an orderDear Sirs,Re: Our Order No.456Please ship the following merchandis
12、e:Quantity Pattern No. Catalogue No. Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.) Delivery: During September Payment: By Letter of Credit to be opened in accordance with our agreement Packing: Usually packing in strong bales1, with gun
13、ny 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 person of our firm. Yours faithfully,Letter 2：Acknowledging an order （A reply to Letter 1） Dear Sirs, Re: Your O
14、rder 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 stated in your letter: Quantity Pattern No. Catalogue No. Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcase
15、s 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 cover and waterproof material. For the above order, we enclose our Purchase Confirmation No.216 in duplicate.
16、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 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 are satisf
