外贸函电第六章
外贸函电6-PPT课件
remittance
remitter （importer） （1）签约 payee （exporter）
（4）通知，付款 （2） 申请、付款
remitting bank (importer’s bank)
（3）委托
paying bank (exporter’s bank)
Procedure of remittance
Collection
Collection can be divided into Clean Collection and Documentary Collection. Documentary Collection : Documents against Payment (D/P) or Documents against Acceptance (D/A). D/P at sight D/P D/P after sight
Chapter Six
Terms of Payment
Part 1 Information related
国际商品（货物）的结算主要包括两方面内容： 1.国际贸易结算的信用工具credit instruments
2.国际贸易结算的方式modes
Bill of Exchange 汇票
1) The Parties of Bill of Exchange Payee 受款人
Remittance 汇付 Collection 托收 Letter of credit 信用证
Remittance
Remittance includes Mail Transfer (M/T), Telegraphic Transfer (T/T) and Demand Draft (D/D). Remittance is often used in payment in advance（预付货款） cash with order （随订单付现）CWO cash on delivery （交货付现） COD open account trade（记账交易）
外贸函电第6单元
An order should at least contain the following points:
1. description of the goods, such as specification, size, quantity , quality and article number (if any); ) 2. prices(unit prices as well as total prices); ( ) 3. terms of payment; 4. mode of packing; 5. time of transportation, port of destination and time of shipment etc. .
Sample letter:
Dear Sirs Thank you for your offer of 12th July sending us patterns of cotton prints. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from current stock at the prices named: Quantity Pattern No. Prices 300 yards 72 33p per yard 450 yards 82 38p per yard 300 yards 84 44p per yard CIF Lagos Our usual terms of payment are cash against documents and we hope they will be acceptable to you. Meanwhile should you wish to make inquiries concerning our financial standing. You may refer to our bank the National Bank of Nigeria, Lagos. Please send us your confirmation of sales in duplicate. Yours faithfully
英文外贸函电课件-unit_6
➢ Opposite to acceptance is ‘Refusal’. However, even a refusal should be polite.
➢ However, legally, a firm offer is simply termed as “offer” while an offer without engagement is “an invitation to offer”.
Form 6 teams of 3-4 students each, divide tasks based on the 12 units/topic areas, search for related information
Students’ presentation, discussion, questions and answers, comments on the team work Teacher’s instruction, guidance, lead-in discussion
Business English Correspondence
I. Presentation
Introduction to reply to an inquiry letter
Letter analysis
外贸函电unit 6
你们七月十七日的来信已收悉。尽管我们很高兴地 得知你们希望成交的愿望，但很遗憾不能考虑你们 鹿特丹成本保险加运费每公吨255美元的还盘。 供你们参考，你们相邻地区的其他买主都在以我们 的报价购买，我们不得不指出你们的递价明显与现 行市场不符。市场有上扬的趋势，并且这一趋势近 期内没有改变的可能性。 鉴于上述情况,建议你们立刻接受我们每公吨270美 元的报价。
We will keep your inquiry and as soon as we are in a position to accept new orders, we will contact you by cable. 我们将记住你们的询价，一旦能接受新订单，定与 你方电报联系。 Please be assured of our continued cooperation. 请相信我方将继续合作。
Dear sirs, Thank you very much for you letter of July 17. While we appreciate your good wish to push the sales of our shirts, we are regretful to say that we are unable to entertain your counter - offer of US $ 255 per metric ton CIF Rotterdam. As our goods are ordered at our quoted price in your neighboring districts,we have to point out that your counteroffer is out of line with the ruling price. For your information, the market is on an upward trend, which will not be changed recently. Under such circumstance, we hope you will reconsider our offer of US $270 per metric ton CIF Rotterdam, and cable us as soon as possible.
Unit 6 Confirmation Acceptance《外贸英语函电》PPT课件
We appreciate your cooperation and trust that the shipment
which is to be dispatched after receipt of the relative
let us have any other inquiries of yours，as we shall be
only too pleased to meet your requirements which are
within our reach.
Yours truly，
New Words & Expressions
your earliest convenience.
We are arranging for the establishment of the relative L/C
with Bank of China，Shanghai and shall let you know by fax as
soon as it is opened.
认书
file n.档案，卷宗
arrange v.安排
urgent a.紧急的
stress v. n.强调，着重
punctual a.按时的
validity n.有效（性），有效
（期）
valid a.有效的
delay v. n.耽误，延误
detrimental（to） a.有害的
Notes
1.Although the prevailing quotations are somewhat
外贸函电课程重点_外贸函电Unit 6
Unit 6 Counter-Offer第六章还盘Leading-in Tasks （任务导入）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是英国威娜贸易公司（Wella Trading Co. Ltd.，联系地址：15 Newell Street, London, Britain，Tel：0044-20-76712345 Fax：0044-20-76767890 E-mail: wella@）进口部的经理。
最近，你公司收到广州金叶鞋业公司（Guangzhou Jinye Shoes Company，联系地址：138 Yanjiang Road, Guangzhou, China，Tel：86-20-88888888 Fax：86-20-88888889 E-mail：jinye8899@）发来的关于AMI牌鞋子的实盘。
你们对该公司的报价不满意，打算就价格方面的问题与其磋商。
现在，请代表公司拟一封还盘函。
注意信中务必包含以下内容。
1) 感谢贵公司9月1日给予我方100双AMI牌鞋子成本加保险费、运费至利物浦(Liverpool)每双40欧元的报价。
2) 很遗憾我们不能考虑按贵方价格成交，因为贵方价格与市场不一致。
同等品质的鞋子，本地的百货公司零售价格低很多。
3) 鉴于我们之间长期的贸易关系，我们愿意给你们一个还盘，希望贵方可以将价格降低10欧元。
4) 如果贵方能接受我们的还盘，我们将会考虑订购200双5) 希望贵方对我们的还盘给予认真的考虑并在北京时间2010年9月10日下午5 点前答复我方。
6) 盼佳音。
Part One Basic Knowledge Concerned1．T he Significance and Effect of Counter-offersIn international trade, when the offeree accepts the terms and conditions stated in the offer, the transaction is concluded. However, in most cases, the offeree would reject the terms and conditions or state his own terms and conditions by return. The rejection or partial rejection of the offeree to the offer is called counter-offer. A counter-offer is virtually a counter proposal initiated by the original offeree. In a counter-offer, the buyer may show disagreement to the price, or packing, or shipment and state his own terms instead. Once the counter-offer is made, the original offer is no longer valid, and the offeree now becomes the offeror as the counter-offer becomes the new offer.Counter-offer constitutes the main part of business negotiations. During the negotiation, many issues (such as quality, quantity and packing of the goods, price, shipment, insurance, payment terms, commodity inspection, disputes and settlement of disputes, force majeure, and arbitration, etc.) will be talked about by the sellers and the buyers. So counter-offers are usually time consuming and may go many rounds before business is concluded or dropped.2. Main Contents of a Letter for Counter-OfferA satisfactory letter for counter offer generally includes the following:1) Thank the offeror for his offer, mentioning briefly the contents of the offer.2) Express regret at inability to accept the offer, giving reasons for non-acceptance.3) Make an appropriate counter-offer.4) Hope the counter-offer will be accepted and there may be an opportunity to dobusiness together.Part Two Letter-writing GuidePart Three Other Commonly Used Expressions and Sentences Expressions:1. make (sb.) a counter-offer (as follows) （向某人）还盘（如下）2. (price) on the high/ low side （价格）偏高/低3. current price / ruling price / prevailing price/the present price/ the going price 现行价格4. long-standing business relation 长期业务关系5. be in (out of) line with the market 与市场(不)一致keep with the current market 与现行市场一致6. (price) is rising/advancing/going up. (价格)在持续上扬(price) is falling/dropping/going down. (价格)在持续下降7. to entertain business at … price 按……价格成交8. give/ allow/ make/ grant a discount 给折扣9. leave …with only a small profit 使得……获利低微10. at a price …% lower than …价格比……低……%11. meet sb. half way 各让一半；折中处理12. previous quotation 先前的报价13. market is weak；market is declining 市场疲弱；市场正在下滑14. make any further reduction 再次降价，作进一步的降价15. (price) fixed at a reasonable level 定价合理16. (products) moderately/ too highly priced (产品)定价适中/过高17. (the price) has advanced …% / considerably (价格)已上涨…% /明显上涨18. a jump/slump (in price) 价格飞涨/暴跌Typical Sentences:1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由)1) Unfortunately we cannot accept your offer for steel furniture. The prices you quoted are much higher than those of other manufacturers.2) We regret that your counter-offer is unacceptable to us since your counter-offerleaves us with only a small profit. We believe that the price we quoted is quite realistic.3) We have cut the price to the limit. We regret, therefore, being unable to complywith your request for any further reduction.4). Although we are anxious to open up business with you, we very much regret thatwe cannot reduce our price to the level you indicated.5) The price we quoted is quite reasonable. It has been accepted by the other buyers atyour end.6) Our price has been narrowly calculated and it is impossible to make any furtherreduction.7) I’m afraid there is no much room for further reduction. You know, the price isadvancing considerably recently.8) Your price is reasonable, but the listed payment conditions are not customary inour trade.9) Owing to heavy bookings, we can not accept fresh orders at present.10) Owing to a shortage of stock, we regret that we are unable to accept your repeatorder.11) As this is an order of substantial size, we cannot safely undertake to complete itsmanufacture in a month.2. Making a counter-offer concretely (给出一个具体的还盘)1) We would suggest that you make some allowance, say 10%, on your quoted pricesso as to enable us to introduce your products to our customers.2) You must reduce your price by 2% otherwise business is impossible.3) We are sorry that the difference/gap between our price and your counter-offer is toowide. The best we can do is 5% off.4) Our counter-offer is well founded and workable. We can also offer a 10% discountfor orders over 10,000 pieces.5) We do not see any advantage in your quotation, and would like to know whetheryou have any better price to offer.6) May we suggest that you could make some allowance on your quoted prices thatwould help to introduce your goods to this market.7) I regret that your terms are unsatisfactory and unless you can amend those termswe will have to place our order elsewhere.8) It is in view of our long-standing business relations that we make you such acounter-offer.Part Four Sample LettersSample 1: Buyer’s Counter-offerNotes:1. figure 这里指数字，即价格2. say 8% 这里是Let’s say 8%的简化，意思相当于for example，即“比方说8%”。
外贸英语函电第六章 Letter of credit
卖方收到有关的信用证后，首先应做一次详细的审核，看信用证 中规定的条款是否与销售合同（销货确认书）所订条款完全一致 。如在信用证中发现差异或先前未见到的特殊条款，而卖方又不 能同意，则应通知买方予以修改。当然，如果买方发现信用证中 有需要修改的地方，也可以要求修改。通常的手续是，买方首先 征得卖方同意，然后通知开证行修改信用证。
6.3.2 Sample Letters of Declining to Extend L/C（谢绝延展信用证的函电范例）
本章小结
国际贸易最普遍使用的支付方式是信用证（L/不可撤销的跟单信 用证、循环信用证、备用信用证和背对背信用证。本单元主要讲 不可撤销的跟单信用证。
In practice, the request for L/C amendment and/or extension is generally made by telex or FAX.
6.3.1 Sample Letters of Discussing to Extend L/C According to S/C（根据销售合 同延展信用证的函电范例）
6.1.2 Sample Letters of Discussing the Issuance of L/C According to S/C（根据销售合同开立信用证函 电范例）
6.2 Letters about Amending the L/C
If any discrepancies or some unforeseen clauses to which the seller does not agree are found in the L/C, the seller should ask the buyer to make amendment. Sometimes an expected situation with regard to supply, shipping, etc. may arise. In this case, an amendment to the original L/C will also be required.
《世纪商务英语——外贸函电》参考书6
Unit 6 Acceptance and Confirmation第六章接受与确认Part Three Other Commonly Used Expressions and SentencesTypical Sentences1．With reference to the faxes exchanged between us in the last few days, we are pleased to have been able to finalize the following transaction with you. (关于过去几天里我们之间的传真往来，我们很高兴终于可以与贵公司达成以下交易。
)2．In reply, we confirm to sell you… on the following terms and conditions. (作为答复，我们确认向贵方按下列条件出售……)3．We hope this initial deal will result in future transactions between us. (我们希望这次首次试订将会引领我们两公司之间将来的贸易往来。
)4．As a result of the exchange of letters between us, we have now come to the conclusion. (通过双方信函往来，现已达成交易。
)5．It is only in view of our long established business relationship that we accept your counter-offer. (只是鉴于双方长期的业务关系，我们才接受贵方的还盘。
)6．A good beginning makes a good ending. We hope that from now on we will enjoy business relations that are profitable to both of us. (好的开端带来好的结果。
外贸函电第六章外贸合同格式
卖方： The Sellers： 地址： Address：
电话/Tel：＿＿＿＿＿＿＿＿＿＿＿＿ 传真/Fax：＿＿＿＿＿＿＿＿＿＿＿＿
电报/Cable：＿＿＿＿＿＿＿＿＿＿＿ 电传/Telex：＿＿＿＿＿＿＿＿＿＿＿
买方： The Buyers： 地址： Address：
电话/Tel：＿＿＿＿＿＿＿＿＿＿＿＿ 传真/Fax：＿＿＿＿＿＿＿＿＿＿＿＿ 电报/Cable：＿＿＿＿＿＿＿＿＿＿＿ 电传/Telex：＿＿＿＿＿＿＿＿＿＿＿
外贸函电第六章外贸合同格式外贸函电格式外贸函电外贸函电常用范文十天搞定外贸函电外贸函电发盘范文外贸函电范文外贸函电ppt外贸函电信头外贸函电发盘
§3. 销售（出口）合同格式
销售合同/Sales Contract
合同编号/Contract No：＿＿＿＿＿＿＿＿＿＿＿ 签订日期/Date：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ 签订地点/Signed at：＿＿＿＿＿＿＿＿＿＿＿＿
经买卖双方确认,根据下列条款订立本合同：
The undersigned sellers and buyers have confirmed this contract in accordance with the terms and
conditions stipulated below: 1. 商品/Commodities： （1）货号 （2）品名及规格
....... 11．装运通知：
Shipment Advise: 12．检验与索赔:
Inspection and Claims: 13．人力不可抗拒条款：
Force majeure: 14．争议之解决方式：
Disputes settlement: 15．法律适用：
外贸函电第六章
We are arranging for the establishment of the relative letter of credit with the Bank of China, Sweden, and shall let you know by fax as soon as it is opened. As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual shipment within the validity of the L/C; any delay in shipment would be harmful to our future business.
Chapter 6
Orders
Aims & Requirements
1. Learn and master key words, phrases and sentence patterns in this unit.
2. Learn how to write a business letter about order and reply to the order.
Yours faithfully,
Chinese version of the letter
执事先生： 感谢你方6月20日来信对我方要求降价5%的迅速答复，由于你
方的通力合作，我方现确认按你方修改的价格与你方达成交易如下： 三十公吨苦杏仁，每公吨1750美元成本加运费青岛，装运期为8
月份。 随函附上我方第369号购货确认书一式两份，请查收。请尽快签
（1）对收 到订单表示 高兴，并同 意订单的条 件
外贸函电与单证第6章
托收(1)：
承兑交单（D／A）。承兑交单指出口方发运货物后开具远期汇票， 连同货运单据委托银行办理托收，并明确指示银行，进口人在汇 票上承兑后即可领取全套货运单据待汇票到期日再付清货款。
It is necessary for us to make it clear that this concession is only for your convenience to push sales of our new products, which should in no case be taken as a precedent.
你方港口，这段时间仅为三个月，这实属正常。此外。货物备妥倒 运是你方才开立信用证。为此，很遗憾我们不能满足你方要求。 因我方必须坚持惯例，我们真诚希望，此事不会影响我们之间以后 的业务关系。 当海尔DVD到货时，我们马上与你联系。 敬上
4. (1) with regard to terms of payment, we regret being unable to accept documents against payment.
Key to 6.2
1. (1) cash payment transfer
(2) telegraphic
(3) make little difference delivery
(4) cash against
(5) adhere to usual practice you
(6)draw……on
(8) As we are your old customer, we hope you can give priority to our enquiry in your sale program.
外贸函电 Unit six
Particulars in a counter-offer or recounter offer
1. thank your partner for his offer or counteroffer 2. tell him what shall be amended 3. state your reasons directly why an adjustment is necessary 4. hope to receive favorable reply
Shipment: to be within one month receipt of relevant L/C 保兑的不可撤销的即期汇票信用证 By confirmed, irrevocable L/C payable by draft at sight Insurance: to be by the seller 110%of the invoice value All Risks and War Risk. 由于国际市场上现行价格起伏剧烈，我们的报盘只在一周内 有效。 As the prevailing price in the international market is fluctuating drastically, our offer remains valid for only one week.
Re-counter offer
After the seller receives this counter-offer, he may think the reduction asked for is too much, or the date of delivery is too early, and whatever material alteration he makes, this amendment advice is called a re-counter offer. After the buyer receives this re-counter, he may send another re-counter offer to his seller. There could be many re-counter offers before a business transaction is concluded.
外贸函电 第六章
1、销售合同 sales contract 2、 销售确认书 sales confirmation 3、购货合同 purchase contract 4、购货确认书 purchase confirmation 5、合同条款 contract terms 6、正本 original 7、副本 copy duplicate 8、续订订单 repeat order 9、Your are rest assured that 请放心 10、In due time 在规定的时限内
11、point out 指出，指明
12、have to
不得不,只好
13、重复订单 duplicate order 14、试购订单 trial order 15、执行订单 execute/fulfill/carry out/perform an order 16、拒绝订单decline/refuse/turn down order 17、取消订单withdraw/cancel/revoke an order 18、接受订单 accept/close/confirm/taken/entertain an order 19、订单已满 be fully booked/committed 20、订单确认书 order acknowledgement 21、订单太多 be heavily booked/committed 22、bill of lading （B/L） 提单
n.
short/scarce/light supply 供应不足 free/abundant/ample supply 供应充分
2.concerning prep. 关于，有关 e.g. Concerning your enquiry we are pleased to inform you that your prices are acceptable.
国际商务函电第六章Unit06 Non-firm Offers
Unit Six Non-firm Offers (虚 盘)
New Words & Expressions
2. proforma invoice 形式发票，是为了形式上的需要 而由卖方出具给买方的一种发票，对买卖双方均 无约束力，仅作为参考报价，便于买方办理一些 必要的进口手续。除非另有说明，形式发票上所 列价格往往要由卖方予以最后确认。 We hope the enclosed proforma invoice will help you to apply for the foreign exchange needed. 希望 所附的形式发票将有助于你方申请所需外汇。 Complying with the request in your letter of April 26, we take pleasure in enclosing you our Proforma Invoice in quadruplicate. 根据你方4月26日来函要求，我方高兴地随函附寄 一式四份形式发票。
Unit Six Non-firm Offers (虚 盘)
New Words & Expressions
8. assorted adj. 各式各样的，搭配好的 Please supply in a assorted colors: 4 pieces each of pink, yellow and blue per dozen. 请按花色搭配供应：每打粉红色、黄色和蓝色 各四件。 assortment n. 花色品种，各种各类的聚合
Unit Six Non-firm Offers (虚 盘)
New Words & Expressions
5. cooperation n. 合作 We look forward to your close cooperation in promoting this new product. 在推销这项新产品中，我们期望你方的密切合 作。 Thank you for your cooperation. 感谢合作。 cooperate v. 合作 It is necessary that we cooperate closely. 我们双方紧密合作很有必要。 cooperative adj. 合作的 Thanks for your cooperative efforts. 感谢你方的努力合作。
第六章外贸函电
We would like to call your attenr of February 3. 我们想提请你方注意我公司在2月3日信中提到 的问题。
We think it necessary to invite your attention to the fact that our stocks of men’s shirts are running low owing to strong demand. 有必要提请你方注意，由于近来需求旺盛，我 方男式衬衫存货越来越少。
除了在introduction已介绍的信用证种类外，信 用证还有以下种类：
sight L/C( =L/C at sight= letter of credit available by draft at sight)即期信用证 time L/C, term L/C , usance L/C 远期信用证
to ask for amendment to or extension of an L/C and the sentence patterns, expressions.
Introduction
Letter of credit (L/C)is a chief method of payment in international trade. It is a written document given by a bank to the exporter at the request of the importer, promising to make payment for a certain amount under a certain condition. And it is a reliable and safe payment mode facili- tating trade with unknown buyers and giving protection to both sellers and buyers.
外贸函电课后复习unit 6
Unit 6 Sales Confirmation and Purchase Contract1.重点信函：售货与销售确认书（合同），包括的内容有：A.约首。
指合同的序言部分，包括合同的名称、订约双方当事人的名称和地址（要求写明全称）。
除此之外，还常常写明双方签约合同的意愿和执行合同的保证。
序言对双方均有约束力，因此在规定序言时应慎重考虑。
B.正文。
这部分是合同的主体，包括交易的各项条款，如品名、品质规格、数量、价格、支付条件、包装、交货时间和地点、运输及保险条款，以及检验、索赔、不可抗力和仲裁条款等。
上述各条款明确了双方当事人的权利和义务。
C.约尾。
一般列明合同的份数，使用的文字及其效力，订约的时间和地点，以及合同生效的时间，最后是双方的签字。
订约合同的地点往往要涉及合同所依据的法律的问题，因此不能随便填写。
我国出口合同的订约地点一般都写我国进出口公司的所在地或者写中国。
2. 重要词汇和短语（复习本单元中的Notes）：转船分批装运装运港目的港品质检验证书复验有权向卖方就所遭受的损失提出索赔检验报告由买方负担保额保费投保范围数量异议货到目的港后3个月内由买方负责不可抗力延迟交货不能交货仲裁争议通过友好方式协商解决适宜海运的原产地（生产国别）付款行全套清洁已装船提单装箱单在合同规定的时间内未经征得买方同意船名开船日期与…相符退货载货船只海啸运输过程中以我方为抬头开证行备妥待运package number general terms and conditions China Import and Export Commodity Inspection Quarantine Bureau upon the strength of the undelivered part of the Contract S/C P/C China Council for the Promotion of International Trade Foreign Trade Arbitration Commission provisional rules measurement FOB CFR CIF“The undersigned Sellers and Buyers have agreed to close the following”“The Sellers bear all costs and risks before it passes over the vessel’s rail and is released from the tackle.”“数量及金额允许有5％的增减”“仲裁是终局的，对双方都具有约束力。
对外经贸函电课程课件 新Unit 6 Order and Confirmation
An order is a request made by the buyer
to the seller, asking the seller to supply a specified quantity of goods.
b. express regret at inability to accept it;
c. explain concisely the main reasons; d. make a counter-offer, or recommend suitable substitutes, or contact him if there is an opportunity in the future.
Letter (2) (An order for men’s shirts)
1. seaworthy
fit for ocean transportation
Cartons as a kind of packing container have been extensively used in international trade. Therefore, you need not worry about their seaworthiness.
Letter 2 (Confirmation of the Order)
Dear Mr. Lockwood, Thank you for your letter of March 31, 2008 and your Order No. 08-cs012HX. Enclosed are two copies of our Sales Confirmation No. SHHX082027. Please sign and return one copy for our file.
外贸函电unit6
Business Correspondence
6
Letters of Offer & Counter-offer
报盘与还盘
Business Correspondence
Unit 6
Objectives
1. Master the essential words and expressions 2. Be familiar with the structure of offer and counter-offer letters 3. Learn the writing skills of offer and counter-offer letters 4. Identify the types of negative messages 5. Practice writing offer and counter-offer letters.
Business Correspondence
Unit 6
Sample Letter-1
give thanks, and provide subject to sale
Dear Sirs, Thank you for your letter of April 18th. As requested, we offer you firm as follows, subject to your reply reaching us by the end of this month: 1000 dozen cotton shirts at US $60 per dozen, CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy.
外贸函电实务Unit 6
Notes to Letter 1
1. place an rder 下订单 • Would you like to go ahead and place an order? 您是不是现在就订购呢？ • I'd like to place an order for some tea with you. 我想从贵公司订购一些茶叶。 • Place an order by pushing a button on your remote control. 按一下遥控器上的电钮就可以定货。
The Practice of Business Correspondences
§Task 1 Placing an Order
•业务背景：荷兰艾利斯进出口公司的威廉· 赫特想购
买500双女式皮鞋,通过客户介绍与温州时达鞋业有限 公司的章薇取得联系,通过邮件往来,谈妥了价格,现正 式下订单。请以威廉· 赫特的名义给章薇写一封订货函。
§Writing Guide
Contents of an order letter
(1) Expressing the source of your order (from the catalogues, price list, samples)and intention; (2) Giving a full description of the commodity, including model number, specifications, size, color, etc; (3) Indicating clearly the terms of transaction, including quantity， price term, terms of payment, packing ,shipment , date of delivery, port of shipment and destination etc; (4) Asking for the confirmation of your order from the seller; (5) Expressing your desire for future business.
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Language Points
11. without delay 迅速，毫不耽误的 without any delay with the least possible delay e.g. We hope you will make shipment upon receipt of pur extension of the L/C without further delay. 12. pave v. 铺（设）；筑（路） pave the way to 为…铺平道路 e.g. Some roads are paved with wooden blocks, some with slabs of stone.
Letter 4 An initial order
Language Points
1. transaction n. 交易；生意 • transact v. 办理，处理（业务）， 做交易 e.g. We have concluded a number of transactions with you in the past few years. e.g. We wish to transact with the exporters of jewellery in South Africa. 2 .enable v. 使（人）能够 • enable sb to do sth 使（人）能够 做某事 • enable sth. 使某事成为可能 e.g. To enable us to ship the goods in time, you will have to open the L/C in the prescribed time.
Language Points
7. conformity n..符合；一致 be in conformity with 与…相一致；依照 be in conformity to be in accordance with be in agreement with • conform v. 符合；使一致 e.g. Your proposal is not in conformity with our arrangements.
enclosed 作表语时，常倒装置于句首
e.g. Enclosed is the duplicatioon of our countersigned sales contract.
Language Points
3. for one’s file 供某人存档；供…存查 • for one’s records供某人存档；供…存查 • to complete one’s records 供某人存档/归档 • be on file 存档；归档 e.g. Here is our file on the ge Points
5 .execute v. 执行 • execution n 执行；履行 e.g. We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us. 6. satisfactorily ad. 令人满意地；符合要求地 • satisfactory adj. e.g. Special attention has been paid to its packing, which we trust will prove satisfactory in every respect to your clients.
Letter 3 Sending a S/C with countersignature
Language Points
1. duly adv. 及时的 e.g.All your instructions have been duly acted upon. 2. book n. 帐簿；v.把…记载入册；预定 • to book one’s order= to accept sb’s order • to book with sb. sth. = to place with sb an order
Letter 2 Acknowledgement of an order
Language Points
1. counter-signature n. 会签 e.g. We have duly counter-signed the contract and are returning one copy for your file. 2. enclose v. ( with, herewith, in) e.g. We enclose a copy of our catalogue for your reference.
Language Points
3. duplicate v.n. 重复；使再发生 e.g. We have some stock left， and shall be able to meet your requirements if you wish to duplicate your last order.
就是对附件有关问题作一说明（对附件本身或其前因后果 加以解释，即附件数量，为什么寄送附件、要求对方做出 什么样的反应等。）这种信可简可繁，可长可短，由写信 人自己掌握。一般来说，老客户之间只要看到附件就明白 了，这时的说明信可短一点，而给新客户的说明信则可详 细一点。
Analyzing the letter
Language Points
8. set forth 陈述；阐明；陈列；提出 e.g. Please see to it that the stipulations set forth in the relative L/C are in exact accordance with the terms of the contract. 9. subsequent amendments随后的修改（信用证） 10. arrage v. 安排，筹备，后接介词for arrage for sb to do sth arrage for dth to do sth e.g. I have arranged for a car to pick the trade delegation up at the airport.
Analyzing the letter
• • • • Paragraph One: acknowldging the order Paragraph Two: sending the S/C Paragraph Three: reminding politely Paragraph Four: close with a wish for future dealings.
Letter 1 Acceptance of a counter counteroffer
Language Points
1.approach v. 与…接洽 e.g. Several buyers have approached us for the supply of peanuts. 2. finalize v. 把最后定下来（之交易搞定） 3. protracted adj 拖延的，延长的
Language Points
6. put the deal through • to conclude a transaction • to close the deal/ bargain • to conclude the business with sb. • to come to terms with sb • to come to business with sb. • to transact business with sb.
Language Points
4.it is understood that 不用说；不言而喻的； • Needless to say that • It goes without saying that 5. covering 涉及..的， 有关…的，包括…的 e.g. We shall be pleased if you will send us your favorable quotation covering your pianos.
Chapter Six
Acceptance &Orders
Writing Steps
A satisfactory order letter should include : 1. express pleasure in receiving the offer; 2. confirm the conclusion of the business and point out the full details of article number, quantity, specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer; 3. hope for further orders;
Language Points
4. order n. 订单 fresh/ new order 新订单 initial order 初次订单 trial order 试订单 outstanding/ pending order 未完成订单 to cancel/ withdraw an order 取消订单 to turn down an order 拒绝订单 to decline an order 谢绝订单 to fulfill/ carry out an order 执行订单 to execute an order 履行订单