外贸函电Unit 5b Order and Reply
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外贸英语函电5订单、接受和回绝_(2)[1]
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订单与定单
收到买方定单后，货物发送之前，卖方为再次确 认一些事项而发出确认定单的信件，以免可能发 生的误会。
We acknowledge with thanks your letter of May 1, together with your valued order No. 111.
We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week.
Ⅰ.Order
订单既可能是买方主动寄发的购货单，也可能 是买方对报盘的接受，买方发出的订单一经卖方 接受，就不能随意撤回，买卖双方就将按照订单 上的条件签署合同并执行合同。因此，在拟写订 单时，一定要将交易条件叙述完整，尤其是主要 的交易条件叙述清楚，比如，商品名称、规格、 数量、包装、价格、总金额、支付条件、交货期 等。
3. revised price 修改的价格，修正价格
1) We don’t think we can put the business through unless you revise your conditions.
除非你方修改你们的条件，否则我们认为不能达成交易。
2) 由于你方的通力合作，我们才能按你方修正价格确认向你方 订货如下：
Unit 5 & Unit 6 Orders、Acceptances 、 Confirmation & Purchase
Contract
外贸流程
客客户户资源资源
询盘、发盘、还盘
订单
定金或L/C 采购订货、工厂安排生产 船务订舱（booking）
外贸函电UNIT 5
Dear Sir or Madam,
We are writing to you on behalf of our principals in Melbourne who are interested in importing chinaware from China. Could you send us your latest catalogue and price-list, quoting your most competitive prices?
You will see that we can offer a wide selection of dinner and tea services ranging from the rugged “Greystone” earthenware breakfast Sets, to the delicate “Ming” bone china dinner service. You can choose from more than fifty designs which include the elegance of Wedgwood, the delicate pattern of Willow, and richness of Brownstone glaze.
21.Please quote us CIF Sydney for the supply of 500 units of your product for August shipment. 请报贵公司500套CIF悉尼价，船期为八月份 22.Please let us know what quantities you deliver at regular intervals and quote your best terms FOB Paris. 请告知我公司所能定期交货的数量，并报出FOB巴黎的最 优惠条件。 23.Please inform us whether you can dispatch your product straight from the stock. 24.enclose our illustrated catalogue 25.by separate post 26.under separate cover 在另一包裹或另函内
外贸英语函电Unit Five
is obviously out of line with the prevailing market, as other buyers in your neighboring countries are buying freely at our quoted price. Moreover, the market has an upward tendency after a financial crisis, and therefore is very little possibility of the goods remaining unsold if you do not accept the offer as soon as possible.
还盘（Counter Offer）又称还价，在法律上 称为反要约，是指受盘人收到发盘后，经过比价， 对发盘的内容不同意或不完全同意而提出的修改、 限制或添加的建议。还盘可以还价格，也可以对 交易的其他条件提出不同意见。一笔交易，有时 不经过还盘即可达成，有时却要经过还盘，甚至 往返多次的还盘才能达成。
We do not deny that the quality of your products is slightly better than that of others, but the difference in price should not be so big. To step up the trade, we counter offer as follows, subject to your reply reaching here by 5p.m our time, Sep 15:
learn that you consider our price for the plate sheets too high.
外贸英语函电Unit 5-订单、接受和回绝
基于我们最近传真和邮件的沟通，现确定订购以上提及的商品.
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The details of the order
Quantity Description carton.
Payment: By irrevocable documentary letter of credit opened with Bank of China and drawn at sight.
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Writing skills of acknowledging an order
1) Express your thanks for the order. 2) State your acceptance or rejection for the order. 3) An assurance of prompt and careful attention.
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Ending of an order letter
We would like you to send us your acknowledgement of this order at your earliest convenience.
盼贵司尽早认收该订单，并回传给我方。
Your early attention to this order will be highly appreciated.
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2. Acknowledgment of Order
When the buyer places an order, the seller:
acknowledges the order (accepts the order ) rejects the order offers substitute
Specimen letter 1(P. 91 ) ----Analysis
外贸函电Unit5OrdersandAcknowledgements
4) Close the letter with a confident expectation of delivery.
Useful expressions
a. We have pleasure in sending you an order for Cosmetics. 我们很高兴给贵方寄去化妆品订单。
Writing skills
In order to make your order a definite offer, the outline for order letters should be deductive:
1) Use direct language in the first sentence. State "Please ship", "Please send", "We would like to order", “We would like to purchase" to assure the seller of your definite purchase. Be sure to avoid those phrases like “I'm interested in", "I'd like to have the opportunity", "We are looking for", or other similar indefinite expressions.
b. We want the goods to be of exactly the same quality as that of those you previously supplied us. 我们希望此批订货质量与以前供应的完全一样。
Useful expressions
a. We have pleasure in sending you an order for Cosmetics. 我们很高兴给贵方寄去化妆品订单。
Writing skills
In order to make your order a definite offer, the outline for order letters should be deductive:
1) Use direct language in the first sentence. State "Please ship", "Please send", "We would like to order", “We would like to purchase" to assure the seller of your definite purchase. Be sure to avoid those phrases like “I'm interested in", "I'd like to have the opportunity", "We are looking for", or other similar indefinite expressions.
b. We want the goods to be of exactly the same quality as that of those you previously supplied us. 我们希望此批订货质量与以前供应的完全一样。
外贸函电第二版-Unit 05 报价和发盘
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The firm offers are usually expressed by the following patterns:
This offer is subject to your reply reaching here on or before 19th October. 该报盘10月19日之前复到有效 This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。 We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。 This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days. 本报盘５日内有效 This offer is subject to your acceptance within two weeks. 本报盘2周内有效 We can keep the offer until… 9 本报盘…前有效。
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5.3 Specimen Letters（样函）
Letter 1：Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged1 if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts2 allowable, (2) terms of payment, and (3) earliest possible date of delivery3. Truly yours, Fred Jackson
The firm offers are usually expressed by the following patterns:
This offer is subject to your reply reaching here on or before 19th October. 该报盘10月19日之前复到有效 This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。 We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。 This offer is (remains, is kept, is held) firm (valid, open, good, effective) for 5 days. 本报盘５日内有效 This offer is subject to your acceptance within two weeks. 本报盘2周内有效 We can keep the offer until… 9 本报盘…前有效。
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5.3 Specimen Letters（样函）
Letter 1：Request for quotation for crockery Dear Sirs, You have previously supplied us with crockery and we should be obliged1 if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalogue as No.8. 500 Teacups and Saucers, 200 Tea Plates, 100 2-pint Tea-pots When replying, please state: (1)discounts2 allowable, (2) terms of payment, and (3) earliest possible date of delivery3. Truly yours, Fred Jackson
外贸函电Unit-5PPT优秀课件
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For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
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Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other
For the quantities you mention we are pleased to quote as follows:
“D.D.” Raincoats
100 men’s medium USD13.00 each USD1300.00
100 men’s small现方式做保护处理对用户上传分享的文档内容本身不做任何修改或编辑并不能对任何下载内容负责
Unit 5
OFFERS AND COUNTER-OFFERS
1
• An offer is a proposal to give or do something. An offer of goods is a promise to supply or buy the goods on the terms and conditions stated by a seller or a buyer.
2.Offer somebody firm something at…price 以…的价格向某人报某物的实盘
We offer you firm 3,000 metric tons of chemical fertilizer.
3.offer somebody something FOB ,CIF, etc.
The offer is subject to our final confirmation.
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Specimen letters 3
Dear sirs Thank you for your letter of June
25 offering us your ‘D.D.” brand raincoats. To be candid with you, we like your raincoats, but your prices appear to be on the high side as compared with those of other
【精品】国际贸易 商务函电 英语版unit 5(可编辑
Please make us a best possible counter-offer. 请给我们一个最好的还盘｡
LOGO
Part Two
Steps/Contents Typical Expressions
4.Hoping the counter-offer will be accepted and there may be an opportunity to do business together
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.
It is impossible for us to entertain your counter-offer. 我们不能考虑接受贵方的还盘｡ The price you counter-offered is not in line with the prevailing market. 贵方还盘与现行市场价格不符｡ This is our rock-bottom price; we can’t make any further reduction. 这是我方的最低报价,我们不能再降价了｡ We appreciate your counter-offer but find it too low to accept. 谢谢贵方还盘但我方觉得太低无法接受｡
外贸函电课程重点_外贸函电Unit5
外贸函电课程重点_外贸函电Unit5Unit 5. Offer第五章发盘Leading-in Tasks （任务导⼊）Try to finish the following tasks and predict the objectives and focus of this unit.Task 1.假设你是⼴东轻⼯产品进出⼝公司（Guangdong Light Industries Products Import and Export Corporation，联系地址：779 East Dongfeng Road, Guangzhou, P. R. China，Tel: 020-******** Fax: 020-******** E-mail：gdlip@/doc/a309be62011ca300a6c39043.html ）出⼝部的经理。
最近，你公司收到⾹港⾦鞋⼦公司（Golden Shoes Corporation，联系地址：1272 Royal Road, Hong Kong，Tel：00852-23232323 Fax：00852-23242324 E-mail: nsfz369@/doc/a309be62011ca300a6c39043.html ）发来的询盘信。
现在，请代表公司就你们的男式休闲鞋向其发实盘。
注意信中务必包含以下内容。
1) 贵公司2010年5⽉4⽇发来的询盘信已经收悉，谢谢你们对我们的产品感兴趣！2) 应贵公司要求，特此向你们报实盘如下：品名：远⾜牌男式休闲鞋（Hiking Brand Men’s Casual Shoes）规格：棕⾊橡胶底（Rubber Soles）、⿊⾊棉布鞋⾯（Cotton Uppers）尺⼨：⼤码50%，中码50%（Large 50%, Medium 50%）包装：每件塑料袋内装⼀双男式休闲鞋，每⼀加固板箱内装两打（Each pair in a poly bag, two dozens to an enforced carton）数量：200打价格：每打100美元，成本加保险费、运费⾄纽约价交货：2010年9⽉15⽇⽀付：在保兑的不可撤销的信⽤证条件下凭即期汇票⽀付3) 此盘为实盘，北京时间2010年5⽉15⽇下午5点前复到有效。
外贸函电InquiryandReply询价及回复
关于您询价的行李包，请看附件/下述的 报价单。
Pls find our updated price list for our beauty cases in attachment.
关于我司的化妆箱，请看附件更新过的
报价单。
2020/7/23
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Attached the photos for our wooden products for your selection.
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标准，第三方验厂报告。
Interpretation
型号 规格 尺寸 重量 包装方式 箱规 毛/净重
2020/7/23
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型号 Article No. / Item No. 规格 specification 尺寸 size 重量 weight 包装方式 packaging 箱规 ctn size 毛/净重 G.W./ N.W.
2020/7/23
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Practical Expressions
So pleased to receive your inquiry 很高兴收到您的询盘。 Thank you for your inquiry. 谢谢您的询盘。 Thank you for your prompt reply. 非常感谢您的及时回复。
大论，有人喜欢根据客户的推荐
来选择产品，不能一竿子打翻一
船人。所以对于语焉不详的询盘，
2也020/7/要23 找到切入点和突破口。
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Subject: Company profile & main products category
Dear Sally, Thank you for your inquiry for our products!
外贸函电与单证Unit 5
Enquiry
Unit 5 Enquiry and reply to enquiry
Terms in Enquiry and reply to enquiry
If the goods come up to our expectations, we would expect to be place regular order. If the samples meet with our approval we intend to place substantial orders. If your prices are competitive and your goods up to standard, we shall order on a regular basis. If you can let us have a competitive quotation, we trust business will result...
Unit 5 Enquiry and reply to enquiry
Sentences in writing the letter
In the second paragraph you may use the following: 6. Our stocks of ...are running low. 7. We would like to expand our range of.... 8. We have a considerable demand here for.... 9. Information about our company can be got from... 10. For information about our company please refer to/contact....
《外贸函电》unit5 shipment
Unit 5 ShipmentI.Aims and Requirments1.Learn the procedure of shipment2.The liner and the tramp3.The function of Bill of LadingII. Contents1.Structure of a business letter about shipment and additionalsentence patterns about shipment2.Types of B/LIII. Focus on and Difficulties1.The procedure of shipment2.Structure of a business letter about shipmentIV. Teaching steps1.The procedure of shipment:Get shipping instruction---book space or chartering ship---send shipping note---shipping order---inspection---declare customs---loading on board---mate’s receipt---shipper---pay freight---B/L---negotiation(send shipping advice)2.The types of business letter about shipment1)装船通知函(1) 通知买方合同货物已装船，其内容包括：XX号订单的订货，XX号合同下的货物，信用证号，商品名称，装船数量，船名及起航日期等，一边买方办理保险，并准备接货。
（2）并告知已按合同规定随函寄送装运单据副本。
（3）表明希望货物能按时到达，并令客户满意。
2)催促/提前发货函（1）提及该货：XX号订单的订货，XX号合同下的货物，商品名称，数量等（2）告知催促/提前发货理由：因交货期临近而卖方还没发货，发函催促，希望对方在合同规定的装运期内履行交货义务，并强调准时发货的重要性；因急需货物，买方发函请求卖方提前发货（3）感谢合作eful sentencesV. Practical ExercisesDraft a shipping advice to your customer敬启者，有关我FC9789号销售确认书项下的1000打虎头牌手电筒的9891号信用证已收到。
外贸函电Unit 5b Order and Reply
Confirm the order Arrangement for delivery, payment etc.
按照商法，买主的订单是对欲购货物的出价，在卖主接受以前， 不受法律约束。在接受以后，双方就要履行协议（如办理开立 信用证、付款、租船、装运、保险等手续 ），并受法律约束。
What are the points to remember while you are writing a letter of acceptance?
advice
Expressions for Order Letters
1.
Placing Orders
1) to place an order with sb. for sth. 给予某人订单
We thank you for your quotation of May 20 and now place an order with you for the following items. 贵方5月20日报价函已收到，谢谢。 现向贵方订购下列商品。
Sincerely yours,
Notes
这是一封订购函。此信函是双方的首次合作， 在写作上首先以subject/sub开头提出主题；然 后报出订购的数量，接着对质量提出了具体详 细要求；同时提醒对方首次合作的重要性。
dispatch V.发货, 派遣, 发送 as per 根据，按照 airtight adj.密封的 polythene bag n.聚乙烯塑料袋 seaworthy adj.适合海运的 Duplicate n.副本 Please sign and return one copy for our file. 请签 退一份供我方存档。
外贸函电 Unit 5
Introduction
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. .
Language Points
place an order 事由：名牌运动鞋 下订单
Re: Brand Name Shoes be shipped from stock
out of stock 缺货
现货装运
in stock 存货
Language Points
sales confirmation in accordance with partial shipment transshipment S/C 根据，按照
1. We would like you to open an irrevocable L/C against draft at sight in our favor within one week. 2. Enclosed please find our signed copy of Purchase Confirmation.
Introduction
The following structure can be for your reference in placing an order:
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退一份供我方存档。
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Dear Mr. Carter,
Please ship us orange marmalade as per the following terms:
Quantity
15,000 jars
Description
Orange marmalade, Quality A2
Price
US $2.10 per jar CIF Zhuhai
Shipment
By December 10, 2013
Mode of Transport Ocean freight
Payment
5% special discount
We are awaiting your acknowledgement. Faithfully,
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We are enclosing our Purchase Confirmation No.2009-308 in duplicate for your signature. Please sign and return one copy for our file. Upon receipt of your confirmation, an L/C will beat are the principle of writing an order letter?
An order letter should be as accurate and clear as possible, because any error may cause unexpected trouble.
Some letters omit the social complimentary remarks and start straightforward with “Please send the following merchandise to us.”
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Letter 1 Placing an Order
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Letter 2 An Order for Marmalad1e2
Notes
本文是一封订购函。这种以列表和数字订 购的写作方式是最直接、明确的订购。语 言简洁、明了，让人一目了然。写信时提 供的信息越全面越不容易出错。
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Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample. We hope that you can pack each pair in an airtight polythene bag, a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case. We will order more if the first order with you prove to be satisfactory.
The quality and specifications of goods
Indicate the name of the product, the model or article numbers, if any, the page of the catalog from which you are ordering, the quantity of each item, and the price.
Sincerely yours,
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Notes
这是一封订购函。此信函是双方的首次合作， 在写作上首先以subject/sub开头提出主题；然 后报出订购的数量，接着对质量提出了具体详 细要求；同时提醒对方首次合作的重要性。
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dispatch V.发货, 派遣, 发送 as per 根据，按照 airtight adj.密封的 polythene bag n.聚乙烯塑料袋 seaworthy adj.适合海运的 Duplicate n.副本 Please sign and return one copy for our file. 请签
The packing and the price of goods
Terms of payment
Time of shipment
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订单或订购信函应： 1. 包含详细的说明、数量、价格以及货
号等 2. 说明包装方式、目的港以及装运期 3. 确认在初期洽谈时所同意的付款条件
Unit Six
Order and Acknowledgement
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Summary
An order is a demand to buy an exact amount of goods.
Order letters create one half of a contract.
订购信是商业交往中最常用的一种方式。买方 在收到报盘函后，如果认为卖方所报条件可以 接受，便发去订货函。
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Different Samples of Order Letters
Order
Placing an Order Repeat an Order
Reply
Acceptance Declining
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A listing format of an order form should include:
Dear Mr. Gilson, Sub: Order for 2,000 Pairs of Sheep Leather Gloves
Please dispatch to us 2,000 pairs of sheep leather gloves as per the terms stated in your offer of May 5.
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Dear Mr. Carter,
Please ship us orange marmalade as per the following terms:
Quantity
15,000 jars
Description
Orange marmalade, Quality A2
Price
US $2.10 per jar CIF Zhuhai
Shipment
By December 10, 2013
Mode of Transport Ocean freight
Payment
5% special discount
We are awaiting your acknowledgement. Faithfully,
完整版课件
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We are enclosing our Purchase Confirmation No.2009-308 in duplicate for your signature. Please sign and return one copy for our file. Upon receipt of your confirmation, an L/C will beat are the principle of writing an order letter?
An order letter should be as accurate and clear as possible, because any error may cause unexpected trouble.
Some letters omit the social complimentary remarks and start straightforward with “Please send the following merchandise to us.”
完整版课件
6
Letter 1 Placing an Order
完整版课件
Letter 2 An Order for Marmalad1e2
Notes
本文是一封订购函。这种以列表和数字订 购的写作方式是最直接、明确的订购。语 言简洁、明了，让人一目了然。写信时提 供的信息越全面越不容易出错。
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Would you please take special care of the quality and the package of this order? The leather should be of the same quality as that used in the sample. We hope that you can pack each pair in an airtight polythene bag, a dozen pairs of gloves in a box and then 20 boxes to a strong seaworthy wooden case. We will order more if the first order with you prove to be satisfactory.
The quality and specifications of goods
Indicate the name of the product, the model or article numbers, if any, the page of the catalog from which you are ordering, the quantity of each item, and the price.
Sincerely yours,
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Notes
这是一封订购函。此信函是双方的首次合作， 在写作上首先以subject/sub开头提出主题；然 后报出订购的数量，接着对质量提出了具体详 细要求；同时提醒对方首次合作的重要性。
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dispatch V.发货, 派遣, 发送 as per 根据，按照 airtight adj.密封的 polythene bag n.聚乙烯塑料袋 seaworthy adj.适合海运的 Duplicate n.副本 Please sign and return one copy for our file. 请签
The packing and the price of goods
Terms of payment
Time of shipment
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订单或订购信函应： 1. 包含详细的说明、数量、价格以及货
号等 2. 说明包装方式、目的港以及装运期 3. 确认在初期洽谈时所同意的付款条件
Unit Six
Order and Acknowledgement
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Summary
An order is a demand to buy an exact amount of goods.
Order letters create one half of a contract.
订购信是商业交往中最常用的一种方式。买方 在收到报盘函后，如果认为卖方所报条件可以 接受，便发去订货函。
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Different Samples of Order Letters
Order
Placing an Order Repeat an Order
Reply
Acceptance Declining
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A listing format of an order form should include:
Dear Mr. Gilson, Sub: Order for 2,000 Pairs of Sheep Leather Gloves
Please dispatch to us 2,000 pairs of sheep leather gloves as per the terms stated in your offer of May 5.