外贸函电08-订单及其履行课件.ppt

1、Unit 8 Orders and Their Fulfillment订单及其履行订单及其履行 目的：掌握如何下订单并进行回复。订单是指买方要求卖方按先前报盘达成的交易条件供应具体数量的货物。许多公司常常采用具有正式打印号的订货单，这样既能节省时间，又能确保不遗漏任何重要细则。不过，仍有一些公司，尤其是小公司，采用信函方式订货。必须特别指出的是，如果采用电话订购，应该通过书信加以确认。订单必须准确、清楚，否则就会带来意想不到的麻烦。一般地，订单应包括以下内容：（1）品名和品质。应清楚地提及商品目录或目录号码，对商品质量进行必要的准确而全面的描述（比如质量等级、颜色、式样等）。（2）价格和数量。

2、应清楚地说明所订购的每项商品的数量、重量或长度。如果没有明确的数量，则应说明最高限量与最低限量。（3）包装和标志。（4）装运地点、装运日期、运输方式及代理等。（5）付款条件。（6）单据。包括所需的全部单据及运输指示。（7）替代品。如果所要的商品没有现货供应，是否同意以别的商品替代。订单信函的写作步骤及常见表达方式：订单信函的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式（1）表明向对表明向对方订购货方订购货物（或信物（或信后随附有后随附有订单）订单）We are in receipt of your letter of October 4th and are pleased to

3、place an order with you for the following goods.（我们已收到你方10月4日信函，并非常高兴地向你方订购以下货物。）Please find enclosed our Order No.B5421 for（请注意随附的我方B5421号订单。）（2）确认双方确认双方达成的交达成的交易条件易条件（交货期、（交货期、运输方式、运输方式、包装、付包装、付款条件及款条件及折扣等）折扣等）We would like to confirm that payment is to be made by irrevocable letter of credit.（我们确

4、认以不可撤销信用证付款。）We would like to thank you for the 30%discount you allowed us.（非常感谢你方给予我方30%的商业折扣。）（3）表达进一表达进一步合作的步合作的愿望愿望 We will submit further orders,if this one is completed to our satisfaction.（如果本次订货令我方满意，我方将继续向你方订货。）接受订单信函的写作步骤及常见表达方式：接受订单信函的写作步骤及常见表达方式：写作步骤 表达方式（1）对收到订单表示高兴，并同意订单的条件 We are plea

5、sed to confirm your order which we have accepted on the terms.（我方很高兴确认你方订单并已接受你方条件。）We are in receipt of your favor of the 10th May,with your order for five printing machines,which I herewith acknowledge with best thanks.（贵公司5月10日来函及五部印刷机器的定单均已收到，在此表示谢。）We acknowledge receipt of your favor of the 10

6、th July,and thank you for the order you have given us.（贵公司7月10日函收悉，对此次订货，我公司表示感谢。）（2）对所订货物加以赞许 Our products are selling well in many areas.（我们的产品在许多地区销路很好。）（3）保证对订单迅速、认真地处理 We appreciate the business you have been able to give us and assure you that your order will receive our most careful attention

7、.（感谢你公司照顾我们这笔交易，我们保证一定慎重办理贵方订单。）We are pleased to say that we have already made up your order No.9901,and you may expect delivery within the next three days.（我们高兴地通知你方9901号订单货已备妥，有望在三日内交货。）（4）提醒对方注意其他可能感兴趣的商品 Besides serges we supply a wide rage of other manufactured clothes and enclose a copy of ou

8、r current price list.（除了哔叽布之外，我们还供应一系列机织布，现随信附上一份最新的价目表。）（5）希望今后收到更多订单 We appreciate your co-operation and look forward to receiving your further orders.（感谢你方的合作，希望继续收到你方订单。）拒绝订单信函的写作步骤及常见表达方式：拒绝订单信函的写作步骤及常见表达方式：写作步骤写作步骤 表达方式表达方式（1）对未能满足对方的需要表示歉意 We are sorry that the model required is no longer bei

9、ng manufactured.（非常抱歉，你方所需型号我方已不再生产。）We are sorry to say that we must turn down your order as we have full order books at present and cannot give a definite date for delivery.（非常抱歉我们必须拒绝你方订单，因为目前我们的订单排得很满，不能给你们一个确切的交货期。）（2）若有替代品的话，建议对方使用替代品 We are sorry that your order of model I is out of stock now

10、.Please select a suitable substitute from the enclosed catalogue.（你方有关I型号的订单，现在无货，深感抱歉。请从所附寄的目录中挑选合适的替品。）（3）希望下一次有机会合作 We regret that,owing to a shortage of stocks,we are unable to fill your order.We will,however,contact you by fax once supplying improves.（因为存货短缺，未能供应贵公司所需货品，特此致歉。一旦供应情况改善，我们将电传通知贵公司

11、)Letter 1：Placing an orderDear Sirs,Re:Our Order No.456Please ship the following merchandise:Quantity Pattern No.Catalogue No.Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.)Delivery:During September Payment:By Letter of Credit to be opene

12、d in accordance with our agreement Packing:Usually packing in strong bales1,with gunny bag2 cover and waterproof material3.Please acknowledge this order immediately on receipt and inform definite delivery date.This order is of no avail if it not signed by a responsible person of our firm.Yours faith

13、fully,Letter 2：Acknowledging an order（A reply to Letter 1）Dear Sirs,Re:Your Order No.456 Thank you for your order No.456 for pillowcases and we are happy that you are one of our customers.We confirm with you the following order for the pillowcases at the prices stated in your letter:Quantity Pattern

14、 No.Catalogue No.Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.)Delivery:During the first ten-day of September Payment:By Letter of Credit Packing:Usually packing in strong bales,with gunny bag cover and waterproof material.For the abov

15、e order,we enclose our Purchase Confirmation No.216 in duplicate.Please sign and return one copy for our file4 at your earliest convenience.We are arranging for the establishment of the relative Confirmed Irrevocable Letter of Credit5 through the bankers and shall inform you by fax as soon as it is

16、opened.We thank you again for the above order and hope that this will lead to a long-term cooperation between us.Yours faithfully,Letter 3：Placing an order Dear Sirs,We thank you for your letter of July 2 and are glad to inform you that your samples are satisfactory.Enclosed please find our Order No

17、.237 for four of the items.All these items are urgently required by our customers.We,therefore,hope you will make delivery at an early date.Yours faithfully,Encl.Packing:In cotton cloth bales.Shipment:Prompt shipment from Shanghai.Payment:By irrevocable L/C available by draft at sight.Quantity Item

18、Catalogue No.CIF Sydney NET250250500500 Bed Sheets,106cm,blueBed Sheets,120cm,primrosePillow Cases,bluePillow Cases,primrose 7582117121 GBP2.50 eachGBP3.00 eachGBP1.80 a pairGBP1.80 a pair Order No.Letter 4：Accepting an order （A reply to Letter 3）Dear Sirs,Re:Your Order No.237 We have booked your Or

19、der6 No.237 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation No.BP-103 in duplicate.Please sign and return one copy to us for our file.It is understood that a letter of credit in our favor covering the above-mentioned goods,will be established immediately.We wish to

20、 point out that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments.You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.We appreciate your co-oper

21、ation and look forward to receiving your further orders.Yours faithfully,Letter 5：Placing an order Dear Sirs,We acknowledge receipt of your letter of May 5,and request you to take in hand the construction of 100 pumping machines described in detail in ours of May 3,at the prices fixed by you.GBP620.

22、00 for No.1 GBP580.00 for No.2 As you make no mention of the guarantee usually given when delivering machines,we would point out to you that we must stipulate for a two years guarantee,during which period you engage to make goods any necessary repairs free of charge7.Moreover,to ensure delivery of t

23、he machines on/before August 1,you are to furnish us with a 2%performance bond8,which shall be forfeited by default on the expiration of the time specified.Please acknowledge acceptance of our order,and confirm the conditions stated above by return of mail.Yours faithfully,Letter 6：Accepting an orde

24、r（A reply to Letter 5）Dear Sirs,We thank you for your letter of May 17 with order for the delivery of 100 pumping machines.You may be assured that we shall do our best to execute the order to your satisfaction.The omission of the customary guarantee in our letter of May 5 was an oversight on our par

25、t,for which please accept our apology.We hereby guarantee the 100 pumping machines ordered for two years,during which period we are prepared to repair free of charge any defects in the machines arising from faulty material.We are likewise arranging to provide the performance bond prescribed by you.Y

26、ours faithfully,Letter 7：Refusing an order Dear Sirs,We were very glad to receive your order of November 2 for 100 Jinxing television sets but,since you make delivery before Christmas a firm condition,deeply regret that we cannot supply you,as we have done on so many occasions in the past.The manufa

27、ctures are finding it impossible to meet current demand for this very popular set.We ourselves placed an order for twenty-four a month ago,but were informed that all orders are being met in strict rotation9 and that our own could not be dealt with before the beginning of February.I gather from our t

28、elephone conversation this morning that your customers are unwilling to consider other makes.I hope therefore you will be able to obtain your needs from other source.May I suggest that you try Television Services Ltd,Dalian.This I am afraid is the only suggestion I can make that is likely to be of s

29、ome use.Sincerely yours,Letter 8：Refusing an order Dear Sirs,Thank you for your order,No.149,which we received on May 7.Unfortunately we do not feel that we can offer the trade discounts which you have asked for,viz.35 percent as we only allow a 25 percent trade discount10 to all our customers regar

30、dless of the quantity they buy.As we think you will agree,our prices are extremely competitive and it would not be worthwhile supplying on the allowance you have asked for.Therefore,in this instance,we regret that we have to turn down your order.Yours faithfully,Notes to the specimen lettersn 1.stro

31、ng bales大包n 2.gunny bag黄麻麻袋n 3.waterproof material防水材料n 4.file档案n 5.Confirmed Irrevocable Letter of Credit保兑的、不可撤销信用证n 6.We have booked your Order我们接订你方订单n 7.repair free of charge免费修理n 8.performance bond履约保证金n 9.all orders are being met in strict rotation所有订单排得很紧n 10.trade discounts商业折扣actn.行为，行为过程，

32、一幕，条例，法令行为，行为过程，一幕，条例，法令The thief was caught in the act of riffling the safe.The second act was not very interesting.Navigation Actvt.&vi.行动，办事，充任，发生作用行动，办事，充任，发生作用Why dont you make up your mind to act at once？We should act in a principled manner.Who acted as chairman in her absence？This medicine ac

33、ts on the heart.act as担任担任He acted as chairman in my absence.act in在在-方面（的）行动方面（的）行动I am quite sure that he acted in this matter from disinterested motives.acting:adj.&n.代理的，演技代理的，演技an acting chairmanHer acting was quite first-rate.action:n.行动，行为，作用，诉讼，故事行动，行为，作用，诉讼，故事take action put out of action A

34、ction speak louder than words.They were forced to take legal action.The storm put the telephones out of action.I felt that it was time for me to take action.confirmvt.巩固，确定巩固，确定The latest information confirms my belief that he is to blame.We hereby confirm acceptance of your order.confirmation:n.批准，

35、认可，证实批准，认可，证实We are waiting for confirmation of the news.confirmed:adj.证实的，保兑的证实的，保兑的confirmed letter of creditfavorn.好感，赏识，帮忙，特权 Would you do me a favor？A letter of credit in our favor will be established immediately.vt.恩惠，给以优惠，对有利，赞成 Opportunities always favor those with courage.We trust to be fav

36、ored with your order.favorable:adj.赞成的，有利的，优越的 We believe if you take the quality into consideration,you will find our quotation most favorable.favorably:adv.赞成地，满意地，有帮助地 He impressed me favorably.favored adj.满意的，优惠的 most-favored-nation treatmentfavorer n.支持者，赞成者in favor of 赞成，主张 They were in favor

37、of free trade.in ones favor 对某人有利 The exchange rate is not in our favor.ask a favor of sb.求人帮一个忙 I want to ask a favor of you.Marketn.市场，需求，销路，交易，市价市场，需求，销路，交易，市价 Good ware makes quick markets.vt.交易，销售交易，销售 The inventor is trying to market his new product.marketable adj.适销的，畅销的适销的，畅销的 marketable goo

38、ds 畅销货marketer n.在市场上买卖的人，专营某种商品的商人或商店在市场上买卖的人，专营某种商品的商人或商店 a big gasoline marketermarketing n.买卖，营销买卖，营销 a marketing cost marketplace n.集市，市场集市，市场Registern.登记，记录，注册，登记册登记，记录，注册，登记册 Just sign the register here and Ill have your bags sent up later.vt.&vi.登记，注册，挂号邮寄，留下印象登记，注册，挂号邮寄，留下印象 Please register

39、 this letter.His bearing registered me with intense fear.registered adj.登记的，注册的，挂号的登记的，注册的，挂号的 registered trademark registered post 1.In consideration of this being your initial order,we have decided to grant you 3%special discount to strengthen your position in competition with other suppliers.2.We

40、 have received your letter of May 23 along with your proforma invoice No 215/1427 in triplicate and take pleasure in placing an order with you for the said items.3.We are pleased to inform you that your order No.320 has been accepted by our manufacturers.4.We hereby confirm acceptance of your order

41、and are enclosing herewith our sales confirmation in two originals one of which please sign and return to us for our file.5.We hope that this order will meet your immediate acceptance and careful execution as usual.6.Please supply the under-mentioned goods as per your quotation and samples submitted

42、 on September 5.7.In view of our heavy bookings,we are not in a position to commit ourselves to new orders.8.Your prompt attention to this order will be highly appreciated.9.Thank you again for this trial order,we sincerely hope it will lead to further business.10.We appreciate your order No.304 for 3,000 pieces of womens shirts.We are pleased to accept your terms.Enclosed is a copy of our Sales Note No.56.