1、UNIT FOURCONCLUSION OF BUSINESS本章学习目标Understanding the function and features of acceptance，placing orders and sales confirmation;了解接受、订货信与合同的功能和特点；Grasping the essential components of a letter of acceptance,placing orders and sales confirmation;掌握接受、订货与合同的结构；Grasping typical sentences and expression
2、s in writing such letters.掌握接受、订货与合同的常用句型。4.1 Letters about Acceptance4.1.1 Elements of Acceptance（接受函的构成要素）An effective acceptance should meet all the following requirements:(1)The acceptance should be given by the offeree.(2)The acceptance should accept all of the content of the previous offer unc
3、onditionally.In the practice,some offerees send out acceptance with some changes on the offer,which would make it a counteroffer rather than an acceptance.4.1 Letters about Acceptance4.1.2 Sample Letters of Acceptance and Placing Orders（接受函及订货函范例）（接受函及订货函范例）Sample Letter 1Notes:1.appreciate v.欣赏，赏识，
4、重视Her talent for music was not appreciated.她的音乐才能无人赏识。4.1 Letters about Acceptance2.transaction n.交易，生意transact v.交易，谈判，协议We have concluded a number of transactions with you in the past few years.在过去的几年里，我们与贵公司达成了多笔交易。4.1 Letters about Acceptance3.strengthen v.加强It is a systematic attempt to strengt
5、hen our competitiveness.这是为增强我们的竞争能力而作的有计划的努力。Your visit will certainly strengthen the friendship between our two peoples.你们这次访问必将增强两国人民之间的友谊4.sales confirmation 销售确认书，有时简写为S/C4.1 Letters about Acceptance5.enable v.使人能够enable sb.to do sth.使某人能够做某事Please amend the L/C immediately to enable October sh
6、ipment.请立即修改信用证以便10月装船。The exhibition will enable better international understanding.这展览能促进国际间的理解。4.1 Letters about Acceptance6.make n.（工业）产品，制造方法或式样Chinese makes 中国货first-class makes 头等货 other makes 其他产品Our price is a little higher but our quality is much better than other makes.我方的价格比其他产品略高，但质量要好得
7、多。4.1 Letters about Acceptance7.execute v.执行 execution n.执行，旅行executive adj.执行的，实际的chief executive officer 缩写为CEO，首席执行官Our best and prompt attention will be given to the execution of this order.我方将妥善迅速的处理这一订单。4.1 Letters about Acceptance8.satisfactorily adv.令人满意地，符合要求地satisfactory adj.令人满意的Special a
8、ttention has been paid to its packing,we trust which will prove satisfactory in every respect to your clients.包装问题已经得到充分重视，我方确信这将使你方客户对各方面都会满意。4.1 Letters about AcceptanceSample Letter 2Notes:1.speedy adj.快速的，迅速的Reform and opening to the outside world has brought a speedy growth in economy.改革开放带来了经济
9、的迅速发展。4.1 Letters about Acceptance2.selection n.选择，挑选，精选We have a fine selection of wonderful and fashionable presents.我们有各种精美、时尚的礼物可供选购。We hope that the enclosed illustrated catalogue will help you make selection.我们希望随附的带有插图说明的目录可对你方选购货物有所帮助。4.1 Letters about Acceptance3.as follows 如下，下列as follows与
10、following意思相同，用法不一样。as follows是惯用语，其中as是联系代词，follow是动词。不论时间，不论所指的事物是单数或复数，一律用as follows。Following是现在分词，可用作名词性成分，也可以作定语或状语。4.1 Letters about AcceptanceThe requirements are as follows:须知如下：All our new products are in included in the following list.下面的列表中包括了我们的所有新产品。The following are the models we need
11、.下面是我们所需要的型号。4.1 Letters about AcceptanceFollowing the instructions you sent to us,we shipped the good on board.按照你们发出的指示，我们已将货物装上船。4.1 Letters about Acceptance4.relevant adj.有关的，切题的All the relevant documents are ready.一切有关的文件已备妥。It is not relevant to the question.它和这个问题没有关系。We will effect shipment
12、within a month after receipt of the relevant L/C.我们会收到有关信用证后一个月之内发货。4.1 Letters about Acceptance5.literature n.（没有复数形式）文字说明，印刷的商品资料 Sales literature are prepared for those who are interested in our goods.我们备有商品宣传资料可提供给对我们的商品感兴趣的顾客。Please send any literature you have on the use of computers.请惠寄贵处有关计算
13、机使用的所有资料。4.1 Letters about Acceptance6.sales n.,adj.销售量，销售额，销售的promote the sales 促销Sales are not very high,but good prices are obtained.销售额虽不很高，但卖了好价钱。The new sales manager is pretty capable.新的销售部经理很能干。4.1 Letters about Acceptance7.find a good market for 畅销Chinese green tea always finds a ready mark
14、et in North America.中国绿茶在北美总是畅销。8.cash against document 凭单付现相当于D/P（document against payment），付款交单，是即期托收4.1 Letters about Acceptance9.agreeable adj.惬意的，令人愉快的，适合的agreeable weather 好天气be agreeable to sb.对欣然同意的The designs of printed shirting are agreeable to the taste of our customers.贵公司印花细布的设计款式很适合我方客
15、户的品味。4.1 Letters about AcceptanceSample Letter 3Notes:1.ex prep.从，在交货Please be advised that the goods ex S/S“Peace”have arrived in good condition.兹告知，由“和平”轮运来的货物到达时状况良好。4.1 Letters about AcceptanceThe price is US$80 per ton Ex Warehouse London.价格是伦敦仓库交货价每吨80美元。4.1 Letters about Acceptance2.book 订购，接
16、受订货，登记入册，预订book an order with sb.for sth.(book sth.with sb.)向某人订购某物book ones order for sth.接受某人订购某物的订单We are pleased to book an order with you for 1 000 Mu Lan Brand Motorcycles.我们很高兴地向你方订购1 000辆木兰牌摩托车。4.1 Letters about AcceptanceAs we do not stock linen goods for the time being,we very much regret
17、that we cant book your order for 3 000 yards at this article.由于暂时我们不备亚麻织物的存货，所以很抱歉不能接受你方3 000码该商品的订单.4.1 Letters about Acceptancebooking n.（复）订货，预订Owing to heavy bookings,we cant accept any new orders at present.由于订货已满，目前我们不能接受你方任何新订单。4.1 Letters about Acceptance3.repeat order 续订的订单，续订的货物repeats=rep
18、eat orders是指除交货期与原订单不同外，数量、价格等也未必与原订单相同的订单。If the quality is up to our customers expectations,we will place with you many repeats(repeat orders).如果品质达到我方客户的预期标准，我们将会大量续订。4.1 Letters about AcceptanceWe are very glad to place with you a repeat order for 5 000 pieces of backpacks.我们很高兴地向你方续订5 000个背包。4.
19、1 Letters about Acceptance4.in urgent need of 急需同义的表达还有：badly in need of,in great need ofWe are in urgent need of raw materials to arrange production of this order.我们急需原材料来安排这批订货的生产。5.particular n.详情，细目The work is complete in every particular.工作的每个细节均已完成。4.2 Letters about Sales Confirmation and Cont
20、racts4.2.1 Structure of a Sales Confirmation(S/C)（销售确认书的结构）（销售确认书的结构）A sales confirmation(S/C)may cover accurate and full descriptions of the following specifics:(1)Name of goods;(2)Price of goods,including unit price,total value;4.2 Letters about Sales Confirmation and Contracts(3)Quality requireme
21、nt,grade,model name,number and specification;(4)Quantity of goods;(5)Origin and material;(6)Weight,dimensions,color and pattern;(7)Packing and marking;(8)Terms of payment;(9)Delivery requirements,including place,date,mode of transport,freight,etc.;4.2 Letters about Sales Confirmation and Contracts(1
22、0)Insurance.(11)Others,such as Arbitration,Force Majeure,Claims,etc.In foreign trade communication,letters concerning S/C are:(1)To discuss and confirm some terms and conditions in the S/C.4.2 Letters about Sales Confirmation and Contracts(2)Cover letters when sending the S/C for sign and counter si
23、gn.Under such circumstances,the S/C would be the enclosure.4.2 Letters about Sales Confirmation and Contracts4.2.2 Sample Letters about S/C and Contract（销售确认书和合同相关的函电（销售确认书和合同相关的函电范例）范例）Sample Letter 4Notes：1.reference is made to 提及，涉及make a reference to sth.关于某事refer to 关于某事4.2 Letters about Sales
24、Confirmation and ContractsReference is made to your Sales Contract No.53 covering our Order B21.Please pack the goods and ship it promptly.关于你方第53号销售合同项下的我方第B21号订单的货物，请立即包装并发运。4.2 Letters about Sales Confirmation and Contracts2.confirm v.确认confirm your order 确认你方的订货confirm having placed the order wi
25、th you 确认向你方订购confirm having concluded the transaction with you 确认与你方达成协议3.give special care to 对予以特别关照4.2 Letters about Sales Confirmation and Contracts4.lest conj.唯恐，免得The goods need to be packed by wooden boxes instead of cartons lest they should be damaged during transit.货物不应用纸箱，而应用木箱装，以免在运输途中受损
26、。5.transit n.运输，通过in transit 在运输途中during transit 在运输途中4.2 Letters about Sales Confirmation and Contracts6.shipping marks 装运标志，运输唛头7.emphasis n.强调，重申emphasize v.强调，重申8.extension n.延展，伸长，扩大extend v.延长，给予，延续extensive adj.广泛的，广阔的4.2 Letters about Sales Confirmation and Contracts9.a good demand for 需求量很大
27、10.at moderate price 价格合理11.suitable adj.合适的，适当的Will you please let us know the details of any lines of goods you think are suitable for your market?请详细告知适合你方市场的货物。4.2 Letters about Sales Confirmation and Contracts12.satisfaction n.满意，满足turn out to ones entire satisfaction 使人完全满意to the satisfaction
28、of sb.使人满意We trust the shipment will turn out to your entire satisfaction.相信运送的货物会使你方完全满意。4.2 Letters about Sales Confirmation and Contracts Sample Letter 5Notes:1.in reply to 答复，作为的答复2.in duplicate 一式两份in triplicate 一式三份in quadruplicate 一式四份in quintuplicate 一式五份4.2 Letters about Sales Confirmation
29、and Contractsin sextuplicate 一式六份in septuplicate 一式七份in octuplicate 一式八份in nonuplicate 一式九份in decuplicate 一式十份3.sign v.签署，签字signature n.签字 4.2 Letters about Sales Confirmation and Contracts4.for ones records 供某人存档for ones file 供某人存档to complete ones record 供某人存档5.it is understood that 不用说，不言而喻4.2 Let
30、ters about Sales Confirmation and Contracts6.conformity n.符合，一致in conformity with 与一致in accordance with 与一致in agreement with 与一致The quality of the shipment is not in conformity with the sample.这批货物的质量与样品不符。4.2 Letters about Sales Confirmation and Contracts7.set forth 公布，阐明，提出Please see to it that th
31、e stipulations set forth in the relative L/C are in exact accordance with the terms of the contract.请注意做到有关信用证的规定条款要与合同条款完全一致。4.2 Letters about Sales Confirmation and Contracts8.subsequent amendment 随后的修改9.pave v.铺，筑pave the way to 为铺平道路The agreement paves the way for lasting peace.该协议为维持和平铺平了道路。4.2
32、 Letters about Sales Confirmation and Contracts Sample Letter 6Notes:1.book v.订购，预定2.thanks to 由于，多亏Thanks to your close cooperation,we successfully got compensation from the insurance company for the damage to our goods.多亏你方的密切合作，我方成功地从保险公司得到了损害赔偿。4.2 Letters about Sales Confirmation and Contracts3
33、.countersignature n.会签countersign v.会签This is our S/C No.007.If you find the contents therein agreeable,please countersign and return one copy for our records.这是我方的007号销售确认书，如果你方同意其内容，请会签并将其中的一份寄回我方，供我方存档。4.2 Letters about Sales Confirmation and Contracts4.bridge v.弥合bridge the price gap 消除价格差别The p
34、rice gap is too wide to bridge.价格差别太大，无法弥合。4.2 Letters about Sales Confirmation and Contracts5.put the deal through 达成交易同义的表达还有：close the dealconclude the businesscome to terms(business)with sb.transact business with e to an agreementreach an agreement4.2 Letters about Sales Confirmation and Contrac
35、ts6.establish a L/C with 由某银行开立信用证同义的表达方式：open a L/C through4.2 Letters about Sales Confirmation and Contracts7.in due course 及时，适时The seller has received the relative L/C in due course.卖方及时收到了有关信用证4.2 Letters about Sales Confirmation and ContractsSample Letter 7Notes:1.assure v.使确信，使相信He assured us
36、 that the good would arrive by the end of this month.他向我们保证货物将于本月底运到。2.item n.产品，商品3.in stock 有现货4.2 Letters about Sales Confirmation and Contracts4.in accordance with 与一致，依照The terms in your L/C should be in accordance with those in our S/C No.22.你方信用证中的条款应当与我们的第22号销售合同的条款相一致。5.bale n.大包6.gunny adj
37、.粗麻布的gunny bag 麻袋4.2 Letters about Sales Confirmation and Contracts7.waterproof adj.防水的Please note that goods under Contract No.56 should be packed with waterproof material.请注意，第56号合同项下的货物应当用防水材料包装。4.2 Letters about Sales Confirmation and Contracts8.at your earliest convenience 在贵方方便时请尽早at ones(own)
38、convenience 在方便时for convenience 为了方便起见4.2 Letters about Sales Confirmation and Contracts9.Confirmed Irrevocable Letter of Credit 保兑的不可撤销的信用证10.responsible adj.负责的responsible person 负责人11.enduring adj.持久的12.purchase confirmation 购买确认书本章小结接受是国际贸易中买卖双方磋商的最后环节，它由受盘人在发盘有效期内以一定形式向发盘人发出，表示无条件接受原发盘。接受信通常由四部分组成：（1）开头表示收到对方发盘；（2）主体确认发盘中的具体规定，表明愿意按发盘条件订货；（3）强调希望早日收到销售确认书；（4）结尾表达对未来合作顺利的希望。本章小结当一项发盘被接受后，买卖双方即在法律上达成了交易。为了进一步确认交易条款，双方将签订书面文件，即销售确认书或合同。双方关于销售确认书或合同的往来函电包括：（1）进一步商讨销售确认书中的某些条款；（2）发送销售确认书供对方签字时的说明信，这种情况下，销售确认书往往作为附件发送。
