外贸函电之——订单与合同OrderandContra
外贸函电写作Chapter4OfferandCounter-offer
外贸函电写作Chapter4OfferandCounter-offerChapter FourOffer and Counter-offer Teaching objectivesUpon completion of this chapter, the students will:understand the difference between firm offer and non-firm offer and grasp their relative expressions. ?be familiar with the terms & conditions involved in an offer and be able to write them independently.?basic knowledge交易磋商的过程可分成询盘、发盘、还盘和接受四个环节:1. 询盘（Inquiry）是交易的一方向对方探询交易条件，表示交易愿望的一种行为。
询盘多由买方作出，也可由卖方作出,内容可详可略。
如买方询盘：“有兴趣东北大豆，请发盘”，或者“有兴趣东北大豆，11月装运，请报价”。
询盘对交易双方无约束力。
2. 发盘（Offer）也叫发价，指交易的一方（发盘人）向另一方（受盘人）提出各项交易条件，并愿意按这些条件达成交易的一种表示，包括实盘（firm offer) 和虚盘（non-firm offer)。
发盘在法律上称为要约，在发盘(实盘）的有效期内，一经受盘人无条件接受，合同即告成立，发盘人承担按发盘条件履行合同义务的法律责任。
发盘多由卖方提出（Selling Offer）。
也可由买方提出（Buying Offer），也称递盘（Bid）。
3.还盘（Counter Offer）: 受盘人不同意发盘中的交易条件而提出修改或变更的意见，称为还盘。
?在法律上叫反要约, 新盘。
原发盘人成为新盘的受盘人。
外贸函电订单合同协议书
外贸函电订单合同协议书这是小编精心编写的合同文档，其中清晰明确的阐述了合同的各项重要内容与条款，请基于您自己的需求，在此基础上再修改以得到最终合同版本，谢谢！外贸函电订单合同协议书合同双方：甲方：（公司名称）地址：（公司地址）联系方式：（电话、邮箱等）乙方：（公司名称）地址：（公司地址）联系方式：（电话、邮箱等）鉴于甲方为一家专业从事（产品名称）的生产和销售企业，拥有良好的生产和质量控制能力，乙方为一家专业从事（产品名称）的贸易公司，具有广泛的市场和销售渠道。
双方为了实现互利共赢，经友好协商，就甲方向乙方提供（产品名称）产品事宜，达成如下协议：一、产品名称、规格、数量及价格1. 产品名称：（具体产品名称）2. 产品规格：（具体产品规格）3. 产品数量：（具体数量）4. 产品价格：（具体价格，如需根据市场行情调整，可注明“以市场价格为准”）二、交货期限1. 甲方应在合同签订后的（具体时间）内将货物运至乙方指定地点。
三、付款方式及期限1. 乙方应在货物到达目的地后（具体时间）内支付合同总金额的（具体比例）作为预付款。
2. 乙方应在货物到达目的地后（具体时间）内支付剩余的合同总金额。
四、质量保证1. 甲方保证所提供的产品质量符合国际标准和乙方要求。
2. 甲方应在收到乙方质量异议后的（具体时间）内予以更换或修复。
五、售后服务1. 甲方提供（产品名称）的安装、调试和培训等服务。
2. 甲方应在合同有效期内提供免费的技术支持和售后服务。
六、违约责任1. 任何一方违反合同条款，应承担相应的违约责任，向对方支付合同总金额的（具体比例）作为违约金。
七、争议解决1. 双方在履行合同过程中发生的争议，应首先通过友好协商解决。
2. 若协商不成，任何一方均有权向合同签订地的人民法院提起诉讼。
八、合同的生效、修改和解除1. 合同自双方签字盖章之日起生效。
2. 合同的修改和解除应经双方协商一致，并书面确认。
九、其他条款1. 双方应遵守国家相关法律法规，不得从事违法行为。
商务函电Correspondence 6 - Orders(订货)
Conformity n.
in conformity with / to 和……一致，依照
E.g. We find with regret that certain points in your L/C are not in conformity with the terms and conditions originally agreed upon.
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The Units of Calculation Generally Used in Different Kinds of Commodities
英文名称 度量 衡
常用计量单位
Number 数量 Piece/pc, pair/pr, set, dozen, case, package/PKG, bundle, roll, carton/CTN
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Order and Replies
Teaching Objectives 1. To know the definition of orders and contracts 2. To know the steps of dealing with orders and signing
are very much obliged for acknowledge with thanks appreciate
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Order and Replies
2. Acknowledgment of Order Sample sentences: 请放心，本批订货定将妥善办理。 You may be assured that this order will be filled carefully.
外贸函电Unit5OrdersandAcknowledgements
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。
Unit8 Orders and contract 订单与合同
现随函附寄我方第。。。号销售合同 / 销售 确认书一式两份，请会签并退回一份供我方 存档。
Practice ： 英译中 P133（3）----（10）分组分任务
（6）---三组Pk翻译水平
Key to II on P142
(9) From the samples sent on June 5, we have made a choice. We are pleased to place an order with you. If the quality is suitable, we may place repeat orders with you . (10) We accept the order and shall arrange delivery as soon as possible (11) As we find both quality and prices satisfactory, we are placing an order with you for the following items (12) As a trial order, we are pleased to give you a small order for 150 sets of your air conditioners AC106.
Introduction
Case 3: If the seller ---广东纺织品进出口公司 cannot supply the goods and sometimes there is no stock at present, what will they do?
----- They may write a letter to decline the order or recommend the buyer to try to buy some substitutes.
国际商务英语函电CHAP6 Order and Contracts
Introduction
Orders are usually written on a company’s official order form, which has a date, and reference number that should be quoted in any correspondence which refers to the order. Even if the order is telephoned, it must be confirmed in writing, and an order form should always be accompanied by either a compliment slip or a covering letter. A covering letter is preferable as it allows you the opportunity to make any necessary points and confirm the terms that have been agreed upon.
1. Explain there is an order accompanying the letter. 2. Confirm the terms of payment. 3. Confirm the agreed discounts, if any. 4. Confirm the delivery dates. 5. State the methods of delivery. 6. Advise your supplier how you want the goods packed.
外贸英语函电5订单、接受和回绝201603031讲义资料
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.
Word list
Trial order 试购订单
initial order 首次订单
Fresh order 新订单 repeat order 续订单
duplicate order 重复订单 execute an order 执行订单
confirm an order 接受订单 decline an order 拒绝订单 suspend an order 暂停执行订单 cancel an order 取消订单 acknowledge receipt of 确认收到 make acknowledge to 确认 on the understanding that 在此条件下 a stock of 一批…现货 from stock 现货，动用库存 in stock 库存中 come into stock 库存有货 out of stock 无货，缺货make delivery 交货 take delivery 提货 in one’s favor 以…为受益人 upon receipt of sth.一收到 in large demand for 大量需求 in brisk demand for 需求活跃 in regular demand for 常年需求 in small demand for 需求不大
（inform sb.，be accepted by） 很遗憾，由于对方订单过多，贵方所要求的货物无现货可 供。（from stock，due to） 我方已收到贵方订单，但需稍作改动（make a small change）
外贸函电之——订单与合同(Order and Contract)
(8)If you can open the L/C promptly we ensure that the shipment will be effected according to contract stipulation.
(9)We are enclosing our Sales Contract No KTS32345 in duplicate. Please review and countersign it and then return us one copy for file.
Exercises:
3. Translate the following into English:
(1)Enclosed is our order B3214 for 4500 bicycles. Please confirm by fax. (2)We regret very much that we are unable to supply from stock at present because of sources of goods. (3)We have received your catalogue and price list, and now we order the following goods at the price named.
(4)We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.
(5)What is the minimum order quantity of your products? (6)We must insist in immediate delivery or we have to cancel the order. (7)All the clauses are the same as those stipulated in the contract No C70064 we signed before.
外贸函电教案5order and confirmation 订单与确认
2.1Whatis an order?
1. Order letters need to be clear and concise to avoid confusions.
2. Sufficient information must be provided so that there will be no further questions about the order.
Step four: Teaching summary
Step five: Homework
I.□Introduction□Discussion
1. Introduction :
Order: It is the result of an offer or a counter-offer with a positive acceptance.
2.To require S.S. tograsp key expressions.
教 学
重点和难点
1.Master the structure of order
2.confimation
教学(具)准备
Some specific information about source of information
3. Study the commonly used sentences;
教 学 过 程 设 计
备 注
Step one:□Introduction□Discussion
Step two: Detailed study of□the structure□andspecimen letters
Step three:□Translation□Writing
外贸英文函电-Oders and Contracts
1. To know the basic principles of orders and contracts; 2. To be able to draw up orders and confirmations; 3. To be able to draft contracts according to agreed trade terms; 4. To master the related useful expressions.
5.1.2 Purchase and Sales Confirmations
• In confirmations, every term should be expressed clearly and precisely so as to avoid any misunderstanding. A confirmation usually includes the following points：
payment; • (5) insurance: it should be indicated whether the seller or the buyer covers insurance on
the goods.
5.1.2 Purchase and Sales Confirmations
• A confirmation is more simplified than a contract, only covering specific terms such as name of commodity, quantity, quality, packing, shipment, insurance and terms of payment. And a contract contains not only specific terms of a transaction but also general terms such as commodity inspection, claim, penalty, force majeure, arbitration, and special conditions, etc.
《世纪商务英语——外贸函电》参考书7
Unit 7 Order and Contract第七章订单与合同Part Three Other Commonly Used Expressions and SentencesTypical Sentences1. We have now seen the samples and are prepared to order 50000 pieces as a trial. (我们现已看过样品，并预备试订5万件。
)2．We are pleased to find that your material appears to be of fine quality. As a trial, we are delighted to send you a small order for 2500 dozen rubber shoes. (我们很高兴发现贵方用料品质优良。
现寄去2500打胶鞋的小额订单以作试购。
)3．With reference to the goods you ordered, we have decided to accept your order at the same price as that of last year. (关于贵方订购的货物，我们决定按去年价格接受贵方订单。
) 4．We have pleasure in informing you that we have accepted your order No. 234. (我们很高兴地告知已接受贵方第234号订单。
)5．As the goods you ordered are now in stock, we will ship them without fail as early as possible. (因为贵方所订货物尚有库存，本公司将一定尽快发货。
)6. Unfortunately, your order for goods model No. 84 is now out of stock, but we recommend No.85 as a substitute which is very close to your choice in quality though slightly higher in price. (很抱歉，贵方所订购的84型产品目前已无存货，故推荐85型产品。
外贸函电 Unit 8 order
练习
五.Translate the following letter 敬启者：
soon. Please arrange shipment without any delay upon receipt of the credit. .
常用句型
(5)请注意有关信用证的条款必须与合同条款完 全一致，以避免日后修改。
Please note that the stipulations in the relative credit should fully conform to the terms in our Sales Contract in order to avoid subsequent amendments .
10. To avoid possible dispute quality , both sides should describe the goods clearly in the contract.
练习
答案 1.in in 2. to from 3. to with 4.to from 5. of 6. to 7. to between 8. before 9.to in 10.of
(4)随函附上我们第123号销售确认书一式两份，会签后 请寄回一份。
Enclosed are our 2 copies of sales confirmation NO.123. Please send back one copy duly countersigned.
外贸函电订单合同范本
外贸函电订单合同范本1. 引言该文档提供了一个外贸函电订单合同的范本，用于指导和参考在国际贸易中签订订单合同。
该合同范本涵盖了合同的基本要素和常见条款，以确保双方的权益和义务得到保障。
2. 合同主体2.1 合同双方信息本合同由以下双方签订：•乙方：[买方公司名称] 地址：[买方公司地址] 联系人：[买方联系人] 电话：[买方电话] 传真：[买方传真] 电子邮件：[买方邮箱]•甲方：[卖方公司名称] 地址：[卖方公司地址] 联系人：[卖方联系人] 电话：[卖方电话] 传真：[卖方传真] 电子邮件：[卖方邮箱]2.2 商品信息本合同的商品信息如下：•商品名称：[商品名称]•规格/型号：[规格/型号]•数量：[数量]•单价：[单价]3. 条款和约定3.1 价格和付款方式1.商品总价为：[总价]2.付款方式：[付款方式]3.买方需在合同签订后的 [天数] 内支付货款，以 [货币] 结算给卖方。
3.2 交货方式和日期1.交货方式：[交货方式]2.交货地址：[交货地址]3.交货日期：[交货日期]3.3 质量和规格1.商品品质必须符合国际标准，并符合合同约定的规格。
3.4 包装和装运1.卖方负责适当的包装商品，以确保商品在运输过程中不受损坏。
2.包装和装运方式必须符合国际贸易的标准和适当的法律法规。
3.5 拒收和索赔1.买方在收到商品之前有权检查货物，如发现明显的质量问题或数量差异，买方有权拒收货物。
2.买方收到商品后 [天数] 内，发现非明显的质量问题或数量差异，买方有权提出索赔，并要求卖方赔偿。
3.6 违约和争议解决1.若卖方未按合同约定交付商品或提供不符合合同约定的商品，卖方将被视为违约，买方有权解除合同。
2.双方一致同意将任何争议提交仲裁，仲裁地为 [仲裁地点]。
4. 附则4.1 合同生效本合同经双方签字盖章后生效，并以电子邮件互发合同文本作为合同文件的正本。
4.2 修改和解释本合同的修改和解释必须经双方书面同意。
《外贸英语函电》Unit 7-订单和执行订单
2. Reply to Orders
3)to be unable (not in a position) to accept one’s order 无法接受某人订单
We regret that we are unable (are not in a position) to accept your order because the goods you ordered are momentarily out of stock.
订单
Useful Phrases
to hold up an order 暂停执行订单 to cancel/withdraw an order 取消订单 to decline an order 谢绝订单 cannot commit oneself to new orders 无力承接新
订单
be heavily loaded with orders 已承接过量订单
1. Placing Orders
6)to place one’s order elsewhere
谢谢贵方自行车报价，但遗憾的是，贵方价格 对此市场来说过高，我们不得不向别处订购。
Thank you for your quotation for bicycle, but we regret that we have to place our order elsewhere as your prices are too high for this market.
fresh order 新订单 initial (fresh) order 首次订单 outstanding order 未完成订单 repeat order 重复订单 to accept/book/close an order 接受订单 to carry out/execute/fill/fulfill an order 执行
外贸英语函电Unit 5-订单、接受和回绝
பைடு நூலகம்
6
An order should at least contain the following points:
description of the goods, such as specification, size, quantity , quality and article number (if any); prices(unit prices as well as total prices); terms of payment; mode of packing; time of transportation, port of destination and time of shipment etc. .
付款方式：由中国银行开具的不可撤销、见票即付（即期）信用证。
Unit price
Amount
Packing: Each piece is packed in a polybag then in a
Delivery: As we need the goods urgently, please deliver within 40 days after receipt of the order.
国际贸易商务函电英语版unit7
Classification/Contents Typical Expressions
4. Using order as a counter-offer or counter -offering an order or recommending suitable substitutes
A contract or a sales confirmation must contain all the particulars agreed upon during the course of negotiation, but the contract contains also such conventional clauses as inspection and claims, arbitration and force majeure, etc. In case of dispute, this is the only authentic document on which judgment is based. In a letter sending or making mention of a contract, the following contents should be included.
We thank you for your quotation of May 20, 2007 and now place an order with you for the following items. 谢谢贵方2007年5月20日的报价,现向贵方订购商品 如下:
外贸函电订单合同范本
外贸函电订单合同范本合同编号：_______合同签订日期：_______合同双方：地址：_______联系人：_______电话：______________电子：_______地址：_______联系人：_______电话：______________电子：_______鉴于甲方愿意按照乙方的订单要求出售货物，乙方愿意购买甲方所提供的货物，双方本着平等互利的原则，经友好协商，达成如下合同条款：第一条订单内容1.1 货物名称：_______1.2 货物数量：_______1.3 货物单价：_______1.4 货物总价：_______1.5 交货日期：_______第二条质量标准2.1 货物的质量标准按照_______执行。
2.2 甲方应保证所提供的货物符合约定的质量标准，且不存在任何质量问题。
第三条交货及包装3.1 甲方应按照约定的交货日期将货物交付给乙方。
3.2 货物的包装应按照_______执行。
3.3 货物的运输方式为_______，运费由_______承担。
第四条价格及付款方式4.1 货物的价格为_______。
4.2 乙方应在合同签订后_______日内支付预付款，预付款金额为货物总价的_______%。
4.3 乙方应在货物交付后_______日内支付剩余货款。
4.4 付款方式为_______。
第五条违约责任5.1 甲方未能按照约定的交货日期交付货物的，应向乙方支付违约金，违约金为货物总价的_______%。
5.2 乙方未能按照约定的付款期限支付货款的，应向甲方支付违约金，违约金为未支付货款的_______%。
第六条争议解决6.1 双方在履行合同过程中发生的争议，应通过友好协商解决。
6.2 如协商不成，任何一方均有权将争议提交_______仲裁委员会进行仲裁。
第七条其他约定7.1 本合同自双方签字（或盖章）之日起生效。
7.2 本合同一式两份，甲乙双方各执一份。
甲方（盖章）：_______乙方（盖章）：_______签订日期：_______。
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。
商务英语写作订单和确认函[精编文档]
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我方已通过中国银行基隆分行按发 票金额向贵方开出4200美元的汇票。 我方希望贵方见票即付。
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Questions for Comprehension 1. Do the letters use direct order? 2. How does the first paragraph in each letter begin? 3. Do the letters include necessary explanations about their
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Questions？
What is an order？ a request by a customer for a company to supply goods or service
Good-new or bad news？ Good-new
How to get an order？ offer and counter-offer 报盘及还盘
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Confirmation letters 确认函
When a company receives an order letter or order form, it often responds with a confirmation letter. Confirmation letter also uses direct order of writing. It must be clear and specific about what is being confirmed or what is being changed.
draw upon： 向……开具发票
We hope this transaction will lead to an enduring relationship between us. meet the bill on presentation: 见票即付
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(8)If you can open the L/C promptly we ensure that the shipment will be effected according to contract stipulation.
(9)We are enclosing our Sales Contract No KTS32345 in duplicate. Please review and countersign it and then return us one copy for file.
pricelist.
关于我们产品的价格，你可你参阅我们的价目表。
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3. enclose v. 装入，放入套内，随函寄… … *We have enclosed a copy of our quotation
for your information. 我们随函附上一份我们的报价单供你们了解。
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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. refer to 向……咨询，参阅
*If you want to investigate our financial standing, you may refer to
the Bank of China. 如果你们想调查我方财务状况，请咨询中国银行。
*As to the prices of our products, you may refer to our
(3)We have received your catalogue and price list,
and now we order the following goods at the
price named.
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(4)We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.
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. .
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Words and Useful expressions
1. place an order with sb. for sth. 跟……订购… …
*We wish to place an order with you for 2000 canvas folding chairs.
*We hope that we will place large orders with you in the future.
*Enclosed please find a complete set of shipping documents. 随函寄去一整套货运单据，请查收。
*Enclosed is our order for the following items.
随函附上我们的订单，订购下列产品。
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4. stock n. 存货
Project Three Order and Contract
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Objectives:
通过本章的学习，帮助学生掌握: • 订单的定义 • 订单的内容 • 涉及订单的信函的撰写 • 看懂简单的合同文本
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Definition of an order:
(5)What is the minimum order quantity of your products?
(6)We must insist in immediate delivery or we have to cancel the order.
(7)All the clauses are the same as those stipulated in the contract No C70064 we signed before.
*We regret to inform you that the goods you ordered are out of stock now.
我们遗憾地通知你们，你们订购的货物目前 缺货。
*We hope that you can supply our order from stock.
我们希望你们能够现货供应我们的订单。
An order is a request for the supply of a specific quantity of goods.
It may result from the buyers’ acceptance or confirmation of a firm offer made by the sellers or result from the sellers’ acceptance or confirmation of a counter-offer made by the buyers.
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Exercises:
3. Translate the following into English:
(1)Enclosed is our order B3214 for 4500 bicycles. Please confirm by fax.
(2)We regret very much that we are unable to supply from stock at present because of sources of goods.