外贸英语函电 订单 接受和回绝
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订单order,采购订单 Purchase order (PO) 合同contract,,销售合同sales contract 销售确认书 sales confirmation 外贸销售合同书或者确认书必须包括所有商
品的条款，同时还要包含检验（inspection ）索赔,不了抗力，仲裁等条款。 如以信用证喂结算方式，一定要签合同。
订货如下：
Through your full cooperation we have been able to confirm the following order with you at your revised price.
4. sign v. 签署；签字
▪ signature n. 签名；署名 1) Enclosed we are sending you the relative S/C No.777 in duplicate and
LP 123 SAN FRANCISCO NO.1/100
收/发货人的名称代号、 简单的几何图形。
参考号，合同或订单编号
目的港或目的地的名称
件号
运输标志必须符合船运公司、海关和收货人三方的
要求。有时，运输标志是由买方订货时指定的。如 果买方没有提供，出口商可以使用他自定的标志。
物流术语
大多数情况下，订单是指预期数，向供货商发出 采购要约，拟向供货商提出订货数量和技术要求 的一种书面文件。 而定单是指买卖双方对订货数 量达成一致协议后，确定供应方应向采购方提供 实际应交货数量的一种书面的文件。 从法律角度 上来说，是有区别的。建议使用订单 ,减少使用定 单,避免风险
订单order 与合同contract
▪ delay in shipment 在某方面的延误
▪ delay of
延误若干时间
1) 原谅我方没有及时回信。
Excuse us for delay in answering your letter.
2) 这将造成约六天的延误。
This will cause a delay of about 6 days.
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）
完工、检验、装箱
拉货物到码头
装船
跟踪货物到货
出提单 投诉
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.
现在的许多贸易公司都使用正规的印刷订单， 以确保不会疏漏任何重要的条件。
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;
hope that you will sign and return us one copy of it to complete our records. 现附寄第777号销售合同一式两份，望签字并退回一份，以便归档 。 5. for one’s records 供某人存档；供…存查
▪ for one’s file 供某人存档；供…存查
8. harmful adj. 有害的；后接介词 to 本报盘以货物未售出为条件。
➢ Chinese version of the letter
执事先生： 感谢你方6月20日来信对我要求降价5%的迅速答复，由于您的通
力合作，我们现确认按你方修改的价格与你达成交易如下： 三十公吨核桃仁，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
名并退回一份以供我方存档。 我们正安排由瑞典的中国银行开立相关的信用证，一经开出即传
真通知你方。 由于我们急需此货，我们认为有必要重申在信用证有效期内按时
装运的重要性，装运方面的任何延误都将给我们以后的交易带来损失 。
谨上，
1.Shipping marks 运输标志，通常称为唛头。 运输标志必须简洁、字体大、易读。
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。
▪ to complete one’s records 供某人存档/归档
▪ be on file 存档；归档 1) 这是我方关于中东情况的存档资料。
Here is our file on the Middle East.
6. arrange v. 安排；筹备；后接介词for
▪ arrange for sb.to do sth 安排…做某事 ▪ arrange for sth. to do sth 安排…做某事 1) 我已安排小汽车到机场迎接贸易代表团。
3) 我们不能比报价少10%。
We are not in a position to take 10% off the listed price.
2. confirm the following order with you 确认向你方订购
▪ confirm having placed the order with you 确认向你方订购
Dear Sirs,
We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised price:
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.
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.
"Thirty metric tons of Walnut Meat at $1750.00 per metric ton CFR Qingdao for shipment in August."
Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign and return one copy for our records as soon as possible.
unable to comply with your request for further reduction.
我方已削价到极限，遗憾不能同意你方再次降价的要求 2) 尽。管我方渴望与你方开展贸易，但抱歉不能接受降价要
求。我方价格已削减到了最低点。
Although we are anxious to begin business with you, we regret that we cannot allow the reduction asked. Our prices have been cut to the lowest possible point.
I have arranged for a car to pick the trade delegation up at the airport.
2) 泰德已安排此人参加交易会。 Ted had arranged for this man to attend the Fair.
7. delay v. 耽搁；延误；推迟
1) 我们高兴地确认已与你方达成一百公吨核桃仁的交易。
We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat. 2) 兹确认已按下列条款接受你方的报盘：
We confirm having accepted your offer on the following terms and conditions:
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
We hope you will be satisfied with both the goods and our arrangements.
感谢五月一日来信，及第１１１号订单。
我方很重视这一定货，请相信货品将于本周内发 送。
定单的定义：书面供货单。
订单的定义：企业采购部门向原材料、燃料、零 部件、办公用品等的供应者发出的定货单。 二者 基本可以通用。
Yours faithfully,
1. reduction n 减少；减小 ▪ make a reduction of 5% in the price 减价5%
▪ make a 5% reduction in the price 减价5% 1) We have cut our price to the limit. We regret therefore being
3. hope for furtherders接受订单的函
After enquiry, quotation (offer), counter offer, the two sides of trading make the agreements, and then do business as per terms made, then get into the acceptance stage.
品的条款，同时还要包含检验（inspection ）索赔,不了抗力，仲裁等条款。 如以信用证喂结算方式，一定要签合同。
订货如下：
Through your full cooperation we have been able to confirm the following order with you at your revised price.
4. sign v. 签署；签字
▪ signature n. 签名；署名 1) Enclosed we are sending you the relative S/C No.777 in duplicate and
LP 123 SAN FRANCISCO NO.1/100
收/发货人的名称代号、 简单的几何图形。
参考号，合同或订单编号
目的港或目的地的名称
件号
运输标志必须符合船运公司、海关和收货人三方的
要求。有时，运输标志是由买方订货时指定的。如 果买方没有提供，出口商可以使用他自定的标志。
物流术语
大多数情况下，订单是指预期数，向供货商发出 采购要约，拟向供货商提出订货数量和技术要求 的一种书面文件。 而定单是指买卖双方对订货数 量达成一致协议后，确定供应方应向采购方提供 实际应交货数量的一种书面的文件。 从法律角度 上来说，是有区别的。建议使用订单 ,减少使用定 单,避免风险
订单order 与合同contract
▪ delay in shipment 在某方面的延误
▪ delay of
延误若干时间
1) 原谅我方没有及时回信。
Excuse us for delay in answering your letter.
2) 这将造成约六天的延误。
This will cause a delay of about 6 days.
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）
完工、检验、装箱
拉货物到码头
装船
跟踪货物到货
出提单 投诉
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.
现在的许多贸易公司都使用正规的印刷订单， 以确保不会疏漏任何重要的条件。
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;
hope that you will sign and return us one copy of it to complete our records. 现附寄第777号销售合同一式两份，望签字并退回一份，以便归档 。 5. for one’s records 供某人存档；供…存查
▪ for one’s file 供某人存档；供…存查
8. harmful adj. 有害的；后接介词 to 本报盘以货物未售出为条件。
➢ Chinese version of the letter
执事先生： 感谢你方6月20日来信对我要求降价5%的迅速答复，由于您的通
力合作，我们现确认按你方修改的价格与你达成交易如下： 三十公吨核桃仁，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
名并退回一份以供我方存档。 我们正安排由瑞典的中国银行开立相关的信用证，一经开出即传
真通知你方。 由于我们急需此货，我们认为有必要重申在信用证有效期内按时
装运的重要性，装运方面的任何延误都将给我们以后的交易带来损失 。
谨上，
1.Shipping marks 运输标志，通常称为唛头。 运输标志必须简洁、字体大、易读。
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。
▪ to complete one’s records 供某人存档/归档
▪ be on file 存档；归档 1) 这是我方关于中东情况的存档资料。
Here is our file on the Middle East.
6. arrange v. 安排；筹备；后接介词for
▪ arrange for sb.to do sth 安排…做某事 ▪ arrange for sth. to do sth 安排…做某事 1) 我已安排小汽车到机场迎接贸易代表团。
3) 我们不能比报价少10%。
We are not in a position to take 10% off the listed price.
2. confirm the following order with you 确认向你方订购
▪ confirm having placed the order with you 确认向你方订购
Dear Sirs,
We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised price:
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.
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.
"Thirty metric tons of Walnut Meat at $1750.00 per metric ton CFR Qingdao for shipment in August."
Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign and return one copy for our records as soon as possible.
unable to comply with your request for further reduction.
我方已削价到极限，遗憾不能同意你方再次降价的要求 2) 尽。管我方渴望与你方开展贸易，但抱歉不能接受降价要
求。我方价格已削减到了最低点。
Although we are anxious to begin business with you, we regret that we cannot allow the reduction asked. Our prices have been cut to the lowest possible point.
I have arranged for a car to pick the trade delegation up at the airport.
2) 泰德已安排此人参加交易会。 Ted had arranged for this man to attend the Fair.
7. delay v. 耽搁；延误；推迟
1) 我们高兴地确认已与你方达成一百公吨核桃仁的交易。
We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat. 2) 兹确认已按下列条款接受你方的报盘：
We confirm having accepted your offer on the following terms and conditions:
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
We hope you will be satisfied with both the goods and our arrangements.
感谢五月一日来信，及第１１１号订单。
我方很重视这一定货，请相信货品将于本周内发 送。
定单的定义：书面供货单。
订单的定义：企业采购部门向原材料、燃料、零 部件、办公用品等的供应者发出的定货单。 二者 基本可以通用。
Yours faithfully,
1. reduction n 减少；减小 ▪ make a reduction of 5% in the price 减价5%
▪ make a 5% reduction in the price 减价5% 1) We have cut our price to the limit. We regret therefore being
3. hope for furtherders接受订单的函
After enquiry, quotation (offer), counter offer, the two sides of trading make the agreements, and then do business as per terms made, then get into the acceptance stage.