经贸英语写作 教案. doc

Unit 5
Part 1 Placing Orders(订货)
●General Introduction
An order may result from the buyer’s acceptance of an offer made by the sellers or from the seller s’acceptance of a counter-offer made by the buyers. An order can either be a letter or a printed form or both.
Compared with the offer/quotation, the order is a more common form of correspondence(通信)of obtaining equipment, services, supplies(供货). So besides a letter or memorandum(备忘录), or a printed form, it can be given by faxes, or e-mails, or even orally the phone or at the meeting.
The essential quality of an order is clarity and accuracy.
An order should include:
1)Name and specification or
description of the commodity
2)Quality
3)Quantity
4)Prices (unit price and total value)
and price terms
5)Terms of payment
6)Port of shipment and port of
destination(装运港和目的港)
7)Date and method of shipping
8)Package
The following structures are recommended in placing an order:
1)Use direct language in the first
paragraph to refer the seller to the previous contact acknowledging that you have received the offer and have the intention to place an order.
2)Describe what is being ordered in
great detail. Indicate the catalogue numbers, sizes, colors, prices, specifications and all other relevant information. Two paragraphs will be
needed to fulfill this part. The first paragraph is to give the detailed description of your order. The second one is to state the terms of payment and the anticipated(预期的) date of delivery and the mode(模式)
of transportation.
3)Close the letter by expressing
willingness to cooperate.
●Sample Reading
Sample 1
体育用品公司确认某公司初次订购Dear Sirs,
We want to say how pleased we were to receive your order of 25 March for our sport supplies and welcome you as one of our customers.
We confirm supply of the goods at the prices stated in(以…中标明的价格)your letter and are arranging for
dispatch1next week by sea. When the goods reach you we feel confident you will be completely satisfied with them at the prices offered(以所报价格), for they represent exceptional(特别的) value.
As you may not be aware of the wide range of(种类广泛的) goods we are deal ing in(从事), we are enclosing a copy of our catalogue and hope that our handling of your first order with us will lead to further business between us and mark the beginning of2 a happy working relationship.
Yours faithfully,
XXX
Notes:
1. dispatch: v. 发送, 派遣, 迅速处理
e.g., If the buyers failed to ~ the vessel
in time, the sellers shall have the
right to claim compensation for
their losses.
如买方不能及时派遣运送船只，卖方有权要求赔偿损失。

We are anxious to ~a business in hand. 我们急于办完手头一项业务。

~ your order when we have stock.
一有货，马上发送。

2. mark the beginning of:标志…的开端Sample 2
桌布生产厂对买方1万打桌布订单的确认函
Dear Sirs,
We are pleased to receive your order of 19th January for tablecloths and welcome as one of our customers.
We confirm(确认) 10,000 dozen tablecloths at the prices stated in your letter and will arrange for delivery(安排发货)by the first available steamer1 upon receipt of(一收到)your L/C. We
feel confident that when the goods reach2you, you will be completely satisfied with them at the prices offered.
The draft contract3is being draw n up4 and will be submit ted5to you for approval(为…批准)as soon as it is ready. We hope the conclusion(成交) of this deal will pave the way for(为…铺平道路)further friendly cooperation between us and mark the beginning of a good working relationship.
Yours faithfully,
XXX
Notes:
1.the first available steamer:第一艘(可得的)轮船
2. reach: v. 到达; 达成
We’re taking all necessary steps for the opening of the L/C and hope it will reach you in a week or so.
我们正采取一切措施开立信用证，希望一周左右抵达你处。

reach an agreement 达成协议
3. draft contract: 合同草案
draft: n. 草稿, 草案
e.g., She asked me to check the ~ of the contract. 她要我审查一下合同的初稿。

v. 起草, 草拟
e.g., draft a proposal for the project.
请为该计划草拟一个方案。

4. draw up: 准备, 起草
e.g., We will have the contract drawn up for signature tomorrow.
我们将把合同拟好，以便明天签字。

5. submit: v. 提交, 提供
e.g., Please ~ specifications, preferably with illustration s. 请提供规格，最好有插图
●Useful Expressions:
1. Thank you for your offer of June 5. Your prices and quality are
satisfactory and we are sending you an order as follows.
感谢贵方6月5日的报盘，产品价格及质量都令我方满意，现随附如下订单。

2. We’re glad to have close d(finish ed/ put-through/conclude d/finalize d/rea- -lize d) this transaction with you.
我们很高兴和贵方达成这笔交易。

3. If you can execute the order to our full satisfaction, we will place further orders with you.
如果你方对此次订单的处理能够完全令我方满意，我方将会有更多的订单。

4. To get things started, we would like to make a trial purchase.
为使交易起步，我们愿意试购买。

5. We’re very sorry that we’re not in a position to accept your order but hope that you will understand our situation. 我们非常抱歉不能接受此订单，但希望贵方能理解我们的处境。

●Writing Practice:
I.Translate(on class)
Dear Mr. Johnson,
Thank you for your letter of July 15 enclosing your order for 8000 meters of 100 cm wide watered silk.
Unfortunately, we no longer supply this silk. Fashions constantly change and in recent years the demand for watered silk has fallen to such an extent that we have cease d to produce it.
Our satin silk is sell ing very well in many countries for its extra smoothness and softness. It has more patterns and agree s with the latest fashion of returning to the ancients(复古). I am sending you a full range of(各种各样的) patterns by parcel post. If you decide to place an order(订购) we can supply
them promptly.
We look forward to your reply.
Sincerely yours,
(Signature)
Larry Sun
Key to Above:
Johnson先生：
您好。

感谢您7月15日随函附上的8000米100厘米宽幅水洗丝订单。

但是我们现已不供应这种丝绸了。

近年时尚经常变化，水洗丝需求量过小，以至于我们不得不停止生产这种产品。

我们的丝绸软缎因其非常滑爽柔软在很多国家热销，而且它有更多的花色，并符合目前的复古潮流。

我给您寄去全套花色样品。

若您决定订货我们能够很快供货。

请回复。

此致敬礼II.You’ve received your customer’s
initial order No.023 for wool and made out your Sales Confirmation No.123. Now you’re asked to write a letter sending the S/C(Sales Confirmation). The following points should be covered in your letter. (after class)
1. 销售确认书已寄出，请收到后签退一份。

2. 对对方首批交易的成功表示祝贺并保证对方会满意。

3. 渴望了解对方的销售计划，欢迎任何这方面的建议。

4. 保证能满足对方的各种特定需求
●More Sample on Placing Order Dear Sirs,
Thank you very much for your letter of September 6 together with (attached所附的)patterns(样式)and price lists.
We have chosen four qualities(types) for which we enclose Order No.465. The goods are urgently required, so prompt delivery will be most appreciated.(被动) Order No.465
Messrs. Johnson & Kemp Ltd,
78 Madison Street
London, England
Please supply the following goods: Quantity Article Price Delivery 800 doz. 510 $2 per doz. December 500 doz. 512 $4 per doz. do
300 doz. 514 $6 per doz. do
200 doz. 516 $7 per doz. do
Packing: Each dozen to be packed in a tin-lined(带有内衬的)carton, with 10 dozen cartons in a wooden case.
Insurance: W. A.(水渍险)for10%
over the invoice amount(发票金额).
Marks(包装、运输标记): As usual with our previous orders.
Payment terms: Draft at sight under an irrevocable L/C.
We have instruct ed(指示) our bank to open a letter of credit for the amount of this order. You will soon hear from your bank.
Yours faithfully,
该订单详细罗列拟购商品的数量、价格、交货期、包装、保险、唛头(运输标志：收货人英文缩写+目的港或目的地名称+运单号/订单号/发票号+货物件数)、支付条件。

Note:
W.A.: With (Particular) Average(水渍险，单独海损险)自然灾害、意外事故导致货
物被淹(直接原因)。

Draft at sight: (即期汇票)要求立即在规定日或在将来规定日对某人或持票人支付一定金额的无条件书面支付凭证(分为即期、远期)。

Part 2 Making Payments(付款)
●General Introduction
In international trade, the buyer is concerned(关心)if he can get the goods as ordered while the seller wants the security of payment. Terms of payment reflect the extent to which the seller requires a guarantee of payment before he/she loses control of the goods.
(付款方式对于卖方是否安全)
Writing strategy:
1. State your accepted payment terms clearly.
2. The buyers adopt the following 3 steps to negotiate the terms of payment.
★Mention the contract, goods, etc.
★Suggest the terms of payment and give out the reason
★Wish the reader to accept
The sellers also adopt 3 steps to complete the letter:
★State you’ve received the letter
★Give the reply of agree ing or refus ing and the reason
★State your wish to do business with the reader
3. Negotiate for changes
If the expected terms of payment can’t be accepted, make a polite request and give the reason for a change. As far as the other party is concerned, if they have to give a negative reply, use the reader-sensitive“you”attitude and emphasize the positive.
●Sample Reading
Sample 1
某公司欲试订150辆摩托车，要求买方能按付款交单的支付方式结算。

Dear Sirs,
Order for 150 Motorbikes
We would like to place a trial order of 150 Motorbikes, model MS500 at the price quoted in your offer which reached us on July 15, 2008.
As for the terms of payment, would you please give us some special treatment1 to pay by D/P(付款交单)instead of Confirmed Irrevocable L/C as required in your offer? Because issuing an L/C(开证行开立信用证) will tie-up(占用) our capital and increase the cost, leav ing us a much narrower profit margin2.
We would be most grateful if you could extend(grant) this favor to us. You can rest assured that once we receive the shipping document3for the captioned goods we will pay immediately the full
amount of the purchase.
This is just an initial order4. If the transaction goes well(smoothly)(交易进展良好), large orders will follow(大笔订单随之而来). We are looking forward to your favorable reply(好消息).
Yours faithfully,
XXX
Notes:
1. special treatment: 特别待遇
2. profit margin: 利润率, 利润幅度
e.g., But if sales go as well as they should, that’s still within our ~.
不过假如销售状况有应有的表现，那就仍在我们的获利范围内。

We’ve had many problems recently, and the recession has really cut into our ~.
我们最近有很多问题，尤其经济萧条更使得我们的利润下降。

3. Shipping document: 货运单据
e.g., We usually accept payment by ir- revocable L/C payable against shipping document. 我们采用不可撤销的信用证，凭装运单据结汇付款方式。

4. initial order: 首批订货
5. release a L/C: 将信用证交给受益人
issue a L/C: 开证行开立信用证
6. D/P: Documents against Payment
付款交单(分为即期、远期)，我们发货后准备好我们的议付单据，通过我方银行交单至客户方银行，客户银行提示客户单据已到，客户付款后银行交单。

Negotiable(可议付的): 可流通、可转让的。

通过背书(在单据后面签名同意转让)或单纯交付可将一切载明权利转让给他人。

Negotiable L/C：被授权议付的银行“对汇票或单据支付对价”的行为，并强调“仅仅对单据审核，却未支付对价”不构成议付。

国际商会（ICC）对议付进一
步解释为“立即付款”(如通过现金、支票、清算系统汇款支付或贷记账户)，或“承担付款责任”(undertaking an obligation to make payment)(不同于承担延期付款责任)。

D/A(Documents against Acceptance):
承兑交单，也是通过我方银行交单给客户银行，不同的是客人只需承兑我方单据，就可以拿走正本单据，到期后再付款。

T/T是电汇(以外汇现金方式结算)（单据一般是我方直接邮寄给客户，无需通过银行）。

如果我们跟客户用T/T付款方式，一般的做法是客户先要给我们30%的预付款，剩余70%一般保险的方法是，货装船后，客人凭我们传真的提单正本付款，等款到帐后再邮寄整套正本单据给客人。

L/C信用证付款方式属于银行信用，很保险的一种付款方式，但开证行信誉一
定要好，单证人员审单要认真仔细，公司业务、储运、单证部门要协调一致，避免单据出现不符点。

Sample 2
这是一封要求延后信用证中装运日期的信函。

信中卖方提出由于赶不上当月船期，所以发货期不得不延后，希望对方能给与理解并尽量对信用证装运日期条款做出修改。

Dear sirs,
We regret to learn from your letter of July 5th that you are unable to extend L/C No. 5436.(延期信用证)
As you know, there is only one vessel1 sail ing for your port each month. But the only vessel available2 this month will be leaving here in a day or two and the deadline for book ing(订) shipping space is a long past. Therefore it is impossible for us to ship the goods this month. We
would be obliged if you do your best to extend the L/C as requested in our letter of June 26th.
Please give the matter immediate attention and let us have your reply by return airmail.
Truly yours,
Notes:
1. vessel: n. 船舰, 血管, 容器
2. available: adj有效的,可得的,空闲的
●Useful Expressions
1. With reference to your letter dated…agreeing to establish the L/C concerning the order No. …
贵方…月…日来函曾答应开立有关第…号订货单贷款的信用证。

2. We regret having received no news from you up to now.
但遗憾的是，我方至今未收到任何相关消息。

3. As you have failed to establish the L/C in time, we regret being unable to effect shipment within the stipulated time limit.
很遗憾，由于贵方未及时开出信用证，我方无法在规定日期发货。

4.Owing to …, we would appreciate your extending the shipment date and the validity of your L/C No. … to …
由于…, 若贵方将发货期及第……号信用证有效期延期至……, 我方将不胜感激。

5. We regret to say that the payment terms stipulated in your order are unacceptable to us.
很抱歉，贵方订单中规定的付款条款不能为我方所接受。

●Writing Practice
I.Translate(on class)
Dear Sirs,
We are in possession of your letter of October 8 and have note d your request
for payment T/T(以外汇现金方式结算Telegraphic Transfer)for contract No.339 and No.340.
We regret that we are unable to consider your request for payment on T/T terms, according to our usual practice(惯常做法), we ask for payment by L/C. But in view of the amount of 2 transactions being very small, as an exceptional case, we are prepared to accept payment for contract No. 339 and No.340 on D/P at sight basis. But we think it advisable to make it clear that D/P will only be applicable if the amount involved(涉及到的) for each contract is less than GBP (英镑)1,000.
We hope that the above payment will be acceptable to you and look forward to hearing from you soon.
Sincerely yours.
XXX
Key to Above
敬启者：
我们已经收到你方10月8日的来信，注意到你方用电汇支付339号、340号合同的要求。

很遗憾地告诉你方，我们不能接受你方电汇付款的要求。

作为惯例，我们要求用信用证支付。

但考虑到这两笔交易的金额很小，作为一个例外，对于合同339号和340号，我们打算接受即期付款交单方式。

但我们觉得有必要明确，只有每笔合同金额少于1000英镑时才能采用付款交单方式。

我们希望你们将接受上述付款条件，并尽快收到你们的回复。

谨启
II.Write a letter to Simpson and Sons
at 54 Madison Street, Sydney, Australia requesting them to amend(修订) L/C No.5058covering(有关)3000 dozen of Poplin Shirts as follows: (after class)
1. 受益人应为“太平洋贸易有限公司”，而不是“东方贸易有限公司”。

2. 凭即期信用证付款而不是60天期信用证付款。

3. 价格术语应为CFRC3Marseille.
4. 总金额应为30万美元，而不是30万英镑。

Part 3 葛洲坝信函案例Correction on Our Letter(纠正以前的信
件)
XXXX Joint Venture Date: 29 May 2004
XXXX Site office
XXX Regional State Our Ref: 1.H-C/3.100/ft/457-04
Attention: Mr. XXXX
Project Manager
Subject: XXXX Hydropower Project, Contract Lot 1B/2/3
Correction to be made in one of our letter
Reference: 1) Your Letter CX/HX/366/04 dated 22 May 2004
2) Our Letter 1.H-C/3.342/dp/415-04 dated 17 May 2004
3) Your Letter CX/HX/326/04 dated 07 May 2004
Dear Sir,
We apologize for the printing error that was shown on our letter 2) above. We confirm your findings about those printing errors and appreciated the action you have taken to correct them. Yours faithfully,
Mr. XXXX
Resident Engineer
XXXX Engineering Company International L.P.。