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1、CHAPTER 5Orders, Acceptance and Rejections（订购、接受和拒绝）（订购、接受和拒绝）1国际商务函电双语教程chapter5lBackground InformationlSample Letters Letter 1 Letter 2 Letter 3 Letter 4 Letter 5lUseful ExpressionslKey to Exercises2国际商务函电双语教程chapter5BACKGROUNDINFORMATIONAfter inquiry, offer, repeat offer and counter-offer, under
2、the agreement of both parties, the buyer will place an order, at this time, the transaction comes into a very important phase. Order is an instruction sent to supplier. It can be either the buyers acceptance to offer, or directly order according to catalogue, price list and sample. 3国际商务函电双语教程chapte
3、r5BACKGROUNDINFORMATIONIn order to avoid mistakes, the content of ordering must be clear and correct. The buyer can use letter to order. However, many trade companies use printed formal order form in order to make sure no condition be omitted. If formal printed order form is used, a short compliment
4、ing letter often follows. 4国际商务函电双语教程chapter5BACKGROUNDINFORMATIONLetteraboutorderalwaysincludes:1.Referringtothepreviouscontact,acknowledgethatyouhaveacceptedtheoffer;2.Givethedescriptioningreatdetailofyourorder;Nameofgoods,catalogueNo.andsampleNo;Priceofgoods,includingunitprice,totalvalue;Qualityr
5、equirement,grade,modelname/specification;Quantityofgoods;LetteraboutOrder5国际商务函电双语教程chapter5BACKGROUNDINFORMATION Origin and material; Weight, dimensions, color and pattern; Packing and marking;Terms of payment; Delivery requirements, including place, date, mode of transport, whether the order will
6、be carriage paid or carriage forward, etc.Documents such as bill of lading, commercial invoice, insurance policy Special points and others, for example, alternatives if goods required are not available.LetteraboutOrder6国际商务函电双语教程chapter5BACKGROUNDINFORMATION3.Expressingyourgoodwillincooperation.Anac
7、ceptanceoraconfirmationisinfactanunreservedassentofthebuyersorthesellerswho，aftermutualnegotiation， arewillingtoenterintoacontractoraccordancewiththetermsandconditionsagreedupon.Therearemanyreasonsforthesellerstorejecttheorder.Forexample,priceistoolow,nostock,unacceptabledeliverytermsandsoon.Lettera
8、boutOrder7国际商务函电双语教程chapter5BACKGROUNDINFORMATIONHowever, the seller should explain the reasons in his reply letter expressing the regret and showing the hope for next cooperation. When receiving order, the seller should reply in time, and had better repeat terms of order, express good wills in the
9、end and thanking for this order, and appreciate their orders. LetteraboutOrder8国际商务函电双语教程chapter5BACKGROUNDINFORMATIONLetteraboutacceptanceusuallyincluding:Expresspleasureatreceivingtheorder;Addafavorablecommentonthegoodsordered;Ensuretoattachimportancetotheorder;Drawattentiontootherproducts;Hopefor
10、furtherorders.LetteraboutAcceptance9国际商务函电双语教程chapter5BACKGROUNDINFORMATIONLetterofrejectingincluding:Thanksfortheorders;Rejecttheorderandexplainthereasons;Offerthesubstitute;Expectationtothereply.Asuccessfuldealmeansitbasesonthefirmofferofthesellerisacceptedbythebuyer,oranon-firmofferisconfirmedbyt
11、hesellerunderthebuyersacceptance.Asaresult,thecontractissetup.LetteraboutRejecting10国际商务函电双语教程chapter5BACKGROUNDINFORMATION But, in international business, as usual practice, after the agreement is made, it is necessary to sign the contract so as to clarify both parties rights and obligations in wri
12、tten form. The business contract has two main functions: firstly, it proves rights and obligations, especially for some deal made in oral. Secondly, it acts as regulations of transaction during the implement of transit. 11国际商务函电双语教程chapter5BACKGROUNDINFORMATIONIn China, the written contract mostly a
13、dopts two forms: one is official contract that has full-scale content and conditions such as import contract, purchase contract, export contract, and sales contract; the other one is simple contract, such as sales confirmation and purchase confirmation. 12国际商务函电双语教程chapter5BACKGROUNDINFORMATIONWhich
14、 one to use depends on the variety of the commodity, the relationship with your partner and your personal preference. If you make a small business with a familiar partner, the sales or purchase confirmation can replace the official contract. Although it is simple, sales or purchase confirmation has
15、the same legal binding force. 13国际商务函电双语教程chapter5Sample Letters14国际商务函电双语教程chapter5Letter1 Place an Order贵公司寄出一封关于服装的订单信件。1.基于前次联系，告知你接受发盘；2.详细描述你的订购3.表达你方希望合作的意愿Key points15国际商务函电双语教程chapter5July12,2010Re:OrderNo.1234DearQingWang,ThankyousomuchforyourletterofJuly9andthecatalogues.Pursuanttoouremai
16、lsincethatdate,wehavedecidedtoplaceaninitialorderasfollows:ItemItemNo.ColorPrice($)QuantitySubtotalCoat123Purple120.0010012,000.00Brown120.0010012,000.00Black120.0010012,000.00Pink125.0010012,500.00Blouse234Blueprint16.002003,200.00Blouse345Redprint16.002003,200.00Total80054,900.00Weexpecttofindagoo
17、dmarketfortheaboveandhopetoplacefurtherandlargeorderswithyouinthenearfuture.OurusualtermsofpaymentareD/P60daysandwehopetheywillbesatisfactorytoyou.Meanwhileshouldyouwishtomakeenquiriesconcerningourfinancialstanding,youmayrefertothefollowingbank：ANZbank123Queenstreet,Victoria，Brisbane,Australia.Weloo
18、kforwardtoalongandsuccessfulcooperation.16国际商务函电双语教程chapter51.pursuantto根据2meanwhile=meantime其间,其时Notes to Letter One17国际商务函电双语教程chapter5针对下订单来信，贵公司回复一封接受此订单的信件1.表达收到订单的喜悦；2.对订购的产品高度评价；3.保证迅速认真重视订单；4.期盼将来的订单Letter 2 Acceptance Key points18国际商务函电双语教程chapter5DearMadam,WearepleasedtoreceiveyourorderNo.
19、123femaleclothes.We accepted the order and are enclosing you our SalesConfirmationNo.231induplicateofwhichpleasecountersignandreturnoncopytousforourfiles.WetrustyouwillopentherelativeL/Catearlydate.Astoskirtandsweater,weshallarrangedeliveryassoonasweyourL/C,andfortrousersweshallshipaccordingly.Hopin
20、gthegoodswillturnouttoyourentiresatisfactionandwemayhavefurtherordersfromyou.Yoursfaithfully,19国际商务函电双语教程chapter51.WeacceptedtheorderandareenclosingyouourSalesConfirmationNo.231induplicateofwhichpleasecountersignandreturnoncopytousforourfiles.现随函附寄我方的231号销售合同一式两份，请会签并寄回一份给我方以便存档。2.Hopingthegoodswill
21、turnouttoyourentiresatisfactionandwemayhavefurtherordersfromyou.希望货品能令贵方完全满意，同时也希望继续收到贵方订单。Notes to Letter Two20国际商务函电双语教程chapter5贵公司针对订单来信发出一封针对细节确认信函。Letter 3 Confirmation 21国际商务函电双语教程chapter5DearSirs,Weherebyconfirmhavingsoldtoyoutheundermentionedgoods,subjecttothetermsstatedbelow:Quantity:2,000d
22、ozensDescription:WoolBlanketourusualstandard.Price:$200perblanketCIFLondon.Shipment:Promptshipment,sailingdirecttoportofdestination,transshipmentallowed.Payment:byanirrevocableletterofcreditpayableagainstpresentationofshippingdocument.Insurance:insurancetobecoveredbyus.Noclaimcanbeentertainedunlessm
23、adewithin10daysofarrivalofgoodsattheportofdestination.Remark:Kindlysignandreturnonecopy,eachoftheoriginalandduplicatehereisevidenceofyouracceptance.Yoursfaithfully,Encl:Enclosingasalesconfirmation 22国际商务函电双语教程chapter51. We hereby confirm having sold to you the under mentionedgoods,subjecttothetermss
24、tatedbelow:我们确认向你们销售上述货物，并按下列条款签订合同;2.Noclaimcanbeentertained unlessmadewithin10daysofarrivalofgoodsattheportofdestination.如果货物10天内抵达目的港，不接受索赔。3. Kindly sign and return one copy, each of the original andduplicatehereisevidenceofyouracceptance.会签后请将原件复印一份寄回，以证明你方已接受。Notes to Letter Three23国际商务函电双语教程c
25、hapter5双方达成协议，签署合同。Letter 4 Sending the Contract24国际商务函电双语教程chapter5DearSirs,Re:ContractNo.1234Weareenclosingherewiththecaptionedcontractintwooriginals,ofwhichpleasereturnonecopytousdulycountersignedforourrecords.Thankyouforyourkindcooperation.Yoursfaithfully,25国际商务函电双语教程chapter51. We are enclosing
26、herewith the captioned contract in twooriginals, of which pleasr return one copy to us dulycountersignedforourrecords.今寄上标题合同正本一式两份，会签后寄回一份，以便存档。2.Thankyouforyourkindcooperation.感谢你方合作。Notes to Letter Four26国际商务函电双语教程chapter5贵公司接到订单来信，但目前没有库存，无法供应，给予对方回信。1.感谢对方订单；2.指出目前无法接受的原因；3.提出另外方案；4.期盼将来的订单Lett
27、er 5 Failure to SupplyKey points27国际商务函电双语教程chapter5DearSirs,YourOrderNo.123Referringto2000dozensofdressesunderyourOrderNo.123,weregrettotellyouthatwehavenostockofthegoodsyourequiredforthetimebeinganddonotexpectfurtherdeliveriesforatleastanotherthreemonths.Beforethenyoumayhavebeenabletoobtainthegood
28、selsewhere,butifnotwewillreverttothismatterassoonasournewsuppliescomeup.Weareenclosing2copiesofourcataloguecoveringallthearticlesavailableatpresent.Ifyouneedanyoftheitemspleaseinformus.Weassureyouthatyourrequirementwillreceiveourpromptattentionatalltimes.Yourssincerely,28国际商务函电双语教程chapter51.Weregret
29、totellyouthatwehavenostockofthegoodsyourequiredforthetimebeinganddonotexpectfurtherdeliveriesforatleastanotherthreemonths.非常抱歉，贵方订购的货品我方时下无货，而且三个月之内不可能有新的进货。2. But if not,we will revert to this matter as soon as our newsuppliescomeup.如果不能，我方愿意在有了新货之后重新考虑此订单。3.Weassureyouthatyourrequirementwillreceiv
30、eourpromptattentionatalltimes.请相信，贵方的要求随时都会得到我方即时处理。Notes to Letter Five29国际商务函电双语教程chapter5USEFUL EXPRESSIONS1.ItisappreciatedthatyouhandedusyourorderNo.123for2,500womensshirts.EnclosedisacopyofourSalesNoteNo.45.非常感谢贵方的123号订单向我们订购2,500件女式衬衫。随信附上我方的45号销售确认书一份。2.ReferringtoyourletterofJanuary15th,wes
31、hallbeobligedifyouwillforwardtousthefollowingatanearlydate:。已获悉贵方1月15日来信，如能及早发送以下货物将不胜感激3.WearedelightedtoreceiveyourletterofAugust20th,andthankyouforyouresteemedorderfor非常高兴收到贵方8月20日来信，并感谢订购4.Wehavepleasureofplacingthefollowingorderwithyou,andhopeyoukindlysendbyfastfreight.非常高兴向你方订购以下商品，并希望贵方尽快发货。3
32、0国际商务函电双语教程chapter55.Thankyouverymuchforyourorder,butwearesorrythatwearefullyoccupiedwithcontractorders.Asitisthecase,wehavenootheralternativebuttodeclineyourorderofthistime.Butwelookforwardtoyourfuturefavorsandattention. 非常感谢贵方的订单，但我们很抱歉，我们目前的合同订单已满。鉴于此，我们不得不婉拒贵方订单，并期盼贵方今后订单的惠顾。6.Deliverywillbemade
33、immediatelyonreceiptofyourletterofcredit. 一旦收到你方信用证，立即发货。7.WithreferencetoyourletterofDecember4,wehavepleasureininformingyouthatwehavebookedyourorderfor2,000alarmclocks.WearesendingyouourS/CNo.100induplicate,onecopyofwhichpleasesignandreturnforourfile. 据贵方12月4日来信，我方很高兴通知贵方2000台闹钟订单已确立，现送我方第100号售货合同一
34、式两份，一份签字后寄回，以便我方保存。USEFUL EXPRESSIONS31国际商务函电双语教程chapter58.Wetrustthatthisinitialorderwillleadtofurtherdealingsbetweenourtwocompanies. 我们相信这第一笔订单会使我们两家公司之间的生意源源不断。9.Whilethankingyouforyourorder,wehavetoexplainthatwithoutsupplieswehavetonoalternativebuttodeclineyourorder. 非常感谢贵方订单，需要说明的是，因无货源，我方只得取消你
35、方订单。10.Wethankyouforyourquotationandhavenotedthepriceandtermsareacceptable,andweaccordingrequestyoutoputallitemsinhandassoonaspossible. 感谢贵方报价，我们已经注意到价格及有关条款可接受，因此要求你方尽快将所有货物发往我方。11.Thankyouforsendingyourcatalogueandpricelist.Weenclosetheorderformandwouldbegratefulifyouwouldsendthegoodsassoonaspossi
36、ble. 感谢你方寄来目录本和价目表。现随函寄去我们的订单，如你方能尽早发来货物，我们将不胜感激。USEFUL EXPRESSIONS32国际商务函电双语教程chapter512.Ifthisfirstorderissatisfactorilyexecuted,weshallplacefurtherorderswithyou. 如果你方首次订货圆满执行，你方将有大量订货。13.Weencloseatrialorder.Ifthequalityisuptoourexpectation,weshallsendfurtherordersinthenearfuture. 我方随附试订单，如贵方产品质量
37、达到我方期望，我方不久将有大量订货。14.Imsurethatourquotationismorefavorablethananyoneyoucanreceivefromothersources. 相信我方报价比你方从他处能得到的任何报价都要优惠。15.Wecannotdomorethana2%reduction. 我们至多降价2%。16.Ifwehadnotthoughtofourlongtermbusinessrelationship,wewouldnthavemadeyouafirmofferatthisprice. 若不是我们有长期的业务关系，我们是不愿意以这个价格报实盘的。USEFU
38、L EXPRESSIONS33国际商务函电双语教程chapter517.Wearesorrythatweareunabletoentertainanycounteroffer,forthisofferisfirm,subjecttothereceiptofreplybyusbeforeDecember21. 很抱歉我方无法考虑任何还盘，因为这是一个实盘，并以12月21日以前收到我方回复为准。18.Foracceptancewithin10days. 此报盘必须在10天之内接受有效。19.Wequoteyouourbestpricesforthefollowinggoods,andshallbe
39、pleasedifyoucanfavoruswithyourorders. 在此就以下商品向贵公司报我方最低价，盼惠顾试购。20.Thequotationweofferyouatexceptionallylowpricesaresubjecttoreplybyreturnofpost. 破例提供的优惠报价，以贵方回信确认为准。USEFUL EXPRESSIONS34国际商务函电双语教程chapter5II. Translate the following terms and expressions:1. collecting bill 2. closing rate 3. export loa
40、n 4. amount of exports 4. written document 5. 熟练工人 6. 竖放 7. 双边贸易 8. 双边清算 9. 海运保单 III. Fill in the blanks:received, Order, confirming, accept, from, owing, from, amended, appreciated.Key to Exercises35国际商务函电双语教程chapter5IV. Translate the following sentences:1. 现附上我方第4567号合同正本两份，请会签，并早日寄回一份。2. 这笔交易的达成并
41、不意味着结束，它仅仅是个开端，并且是我们之间长期友好业务关系的开端。3. 请按下列颜色搭配供货，最好红、黄、绿、蓝及棕色各6打。4. 由于我方目前已承担过多的订单，因此无法接受今年之内交货的新订单。5. 参阅我方5月15日的675号订单，由于我方至今尚未收到有关贵方交货的任何消息，故我方不得不取消该订单。Key to Exercises36国际商务函电双语教程chapter56.PleasedeliverthefollowinggoodsaccordingtoyourquotationsandsamplessentusonJune10.7.Therecentexceptionaldemandf
42、orourfaxmachinesmakesitimpossibletopromisedeliveryofanyfurtherordersbeforeNovember30.8.WeplacethisorderontheclearunderstandingthattheconsignmentisdispatchedintimetoreachusbyMay31,andreservetherighttocancelitandtorefusedeliveryafterthisdate.9.Assuppliesoftheitemarebecomingdifficulttoobtain,wehavetoal
43、ternativebuttodeclineyourorder.10.Asyouhavefailedtodeliverwithinthespecifiedtime,wehavetocancelourorder.Key to Exercises37国际商务函电双语教程chapter5.TranslatingthefollowingletterintoEnglish：Ourbuyershaveagreedtoallowpartialshipmentsforthisorder,whichwillenableyoutomakeshipmentwiththethreemonthsfromApriltoJu
44、ne.Ifyoucouldspreadourshipmentsbyforwardingaproportionatequantityeachmonthinsteadoflettingthewholelotof100tonsbecongestedintothesamemonth,itwouldbeofmuchassistancetoourcustomers.Itmightinterestyoutoknowthatthebuyersconcernedareamongtheleadingimportersofedibleoilsinthiscity.Itisverylikelythattheymightwanttoduplicatetheirorderbeforethemonthisout.Key to Exercises38国际商务函电双语教程chapter5
