商務(wù)函電 Chapter 7 - Orders and Execution

1、2021-12-11Chapter 7 Orders and Execution 2021-12-12Overview1. Generally speaking, a procedure of business negotiation in Import and export may include: Enquiry offer counter-offer counter counter offer acceptance contract (order)2. An order is a request made by the buyer to the seller, asking the se

2、ller to supply a specified quantity of goods on the terms agreed upon by both parties. nPrinted order form is preferred when placing an order.2021-12-13Overview3. One order always consisted of the following part: P82nName of commoditynQuantitynArticle numbernSpecificationnTotal amountnPrice termsnMo

3、de of packingnDelivery datenPort of destinationnDate and method of shipmentnTerms of payment2021-12-14Overview4. Order can be divided into two situations: P82nPlace an ordernAcknowledgement of an order: printed acknowledgement, postcard, short letter 2021-12-15Model Letter 7-1: Importer placing an i

4、nitial order 1. Proforma Invoice 形式發(fā)票，也稱預(yù)開發(fā)票或估價形式發(fā)票，也稱預(yù)開發(fā)票或估價發(fā)票發(fā)票 Commercial Invoice 商業(yè)發(fā)票商業(yè)發(fā)票Customs Invoice 海關(guān)發(fā)票海關(guān)發(fā)票Consular Invoice 領(lǐng)事發(fā)票領(lǐng)事發(fā)票2021-12-16Model Letter 7-1: Importer placing an initial order2. in duplicate：nin duplicate / in two copies/ in two fold 一式二份一式二份nin triplicate / in three copi

5、es/ in three fold一式三一式三份份nin quadruplicate / in four copies 一式四份一式四份nin quintuplicate / in five copies 一式五份一式五份2021-12-17Model Letter 7-1: Importer placing an initial order3. order n. 訂單，訂貨訂單，訂貨 ntrial order 試訂單試訂單nregular order 定期訂單定期訂單nfresh / new order 新訂單新訂單ninitial / first order 首次訂單首次訂單nrepeat

6、 order 續(xù)訂單續(xù)訂單 nduplicate order 重復(fù)訂單重復(fù)訂單2021-12-18Model Letter 7-1: Importer placing an initial order3. order n. 訂單，訂貨訂單，訂貨 nplace an order with sb. for sth. 向某人訂購某物向某人訂購某物nfill / execute / fulfill /perform/ carry out / work on an order 執(zhí)行訂單執(zhí)行訂單naccept / entertain an order 接受訂單接受訂單 nturn down an orde

7、r 拒絕訂單拒絕訂單ncancel an order 取消訂單取消訂單 nwithdraw an order 撤回訂單撤回訂單2021-12-19Model Letter 7-1: Importer placing an initial order3. order v. 訂購訂購 nWe are prepared to order 2,000 pieces of footballs from you. nAs your goods are quite satisfactory to our customers, we will order another 1,000 pieces. 2021-

8、12-110Model Letter 7-1: Importer placing an initial order4. see to it：務(wù)必：務(wù)必(注意注意)E.g. nPlease look the matter up at once and see to it that the goods are delivered without fail.nPlease see to it that the L/C reaches us not later than June 15.5. open a L/C：establish a L/C, issue a L/C. 2021-12-111Mod

9、el Letter 7-2 Exporter acknowledging receipt of an order 1. herewith = with this 在此在此nhereby = by thisthereby = by thatnhereof = of this thereof = of thatnhereafter=after this thereafter=after that2. Sales Confirmation1) Purchase Contract 購貨合同購貨合同2) Sales Contract 銷售合同銷售合同3) Purchase Confirmation 購貨

10、確認(rèn)書購貨確認(rèn)書4) Sales Confirmation 銷售確認(rèn)書銷售確認(rèn)書2021-12-112Model Letter 7-2 Exporter acknowledging receipt of an order 3. for our file：= for ones record 供供存檔存檔E.g. The copy of the invoice is sent to you for your file. 4. in ones favor: = in favor of ; payable to; to ones advantage 以以.受益人受益人E.g. nPlease open

11、 the relative L/C in our favor as soon as possible. nOur L/C opened in favor of Johnson & Sons was confirmed by Midland Bank.2021-12-113Model Letter 7-2 Exporter acknowledging receipt of an order 5. stipulation n. 規(guī)定，條款（適用于合同，規(guī)定，條款（適用于合同，規(guī)定，信用證等）規(guī)定，信用證等）nAll the stipulations in the L/C should be

12、 strictly abided by. stipulate vt. & vi. 規(guī)定規(guī)定nThe contract stipulates that payment should be made by sight L/C. 6. Credit：L/C (Letter of Credit)2021-12-114Model Letter 7-2 Exporter acknowledging receipt of an order 7. effect shipment / make shipment1) 裝運裝運 E.g. We require immediate shipment. pos

13、tpone / delay the shipment 延期裝運延期裝運2) 裝運期限裝運期限 E.g. Please extend shipment 20 days.3) 裝運的貨物裝運的貨物 E.g. We havent heard from you since your last shipment. 2021-12-115Model Letter 7-3 Exporter declining an order 1. captioned：adj. 標(biāo)題項下的，標(biāo)題所列的標(biāo)題項下的，標(biāo)題所列的 - subject 2. entertain: P91 - 93. on account of: 因

14、為；由于因為；由于4. revert to : P91 - 102021-12-116Sample Letter 7-1 A cover letter for an order form 1. cover letter：1) 求職信；求職信；2) 說明信，附信說明信，附信 2. Order Form: 訂單，訂貨單訂單，訂貨單n對格式化的訂單，特意用對格式化的訂單，特意用order form一詞，一詞，也可用也可用Purchase Order（縮寫為（縮寫為P/O）。）。n類似的單證名稱：類似的單證名稱：Inquiry Form 詢購單或詢購單或詢價單，詢價單，Quotation Sheet

15、報價單，報價單，Offer Sheet報盤單報盤單2021-12-117Sample Letter 7-3Seller accepting an order at old pricesn量詞和名詞之間一般有量詞和名詞之間一般有of : 50 sets of machines ; 30 tons of wool ; 200 kilograms of frozen pork1. dozen：n表示具體數(shù)量的時候不能接表示具體數(shù)量的時候不能接of, 如：如：five dozen eggsn但但dozen后面的名詞有限定詞后面的名詞有限定詞(如如the, his, their)修修飾時，要用飾時，要用

16、dozen of：two dozen of my booksn在表示約數(shù)的時候用在表示約數(shù)的時候用of，要用復(fù)數(shù)形式：，要用復(fù)數(shù)形式： dozens of complaints2021-12-118Sample Letter 7-3Seller accepting an order at old prices2. put in hand：P91 11 開始開始(著手著手)3. enjoy favorable reception： P91 12 受到好評受到好評2021-12-119Sample Letter 7-4Executing an order1. s.s : steamship 輪船輪

17、船 nM/V = motor vesseln S.S , s.s, s/s , S/S. E.g. M.V. “Princess”2. as per：P91 132021-12-120Sample Letter 7-5Seller declining an order politely1. be in a position to do sth. 能夠做某事能夠做某事(指處于指處于能做某事的地位能做某事的地位) lWe are not in a position to promise you that we will manufacture it in the near future. be i

18、n a position to 通常不宜與條件從句連用，下通常不宜與條件從句連用，下面的句子用面的句子用can或或shall be able to 較好：較好： lIf you can reduce the price by 5%, we shall be able to order 200 pieces.lIf you open L/C immediately, we shall be able to ship the goods this month.2021-12-121Sample Letter 7-5Seller declining an order politelybe not i

19、n a position / in no position to do sth. 不能做某事不能做某事nWe are very sorry to say that we are not in a position to agree on your counter-offer. 2021-12-122Sample Letter 7-5Seller declining an order politely2. commit vt. 承諾承諾, 約束；使負(fù)有責(zé)任約束；使負(fù)有責(zé)任(商業(yè)上常指訂商業(yè)上常指訂貨貨) commitment n. 承諾；責(zé)任承諾；責(zé)任E.g. lAs the market is

20、 volatile, we cant commit ourselves to your order. lWe are committed to delivering the goods by the end of next month. lWe regret to be unable to accept any new orders because we are heavily committed at the moment. 【Owing to heavy commitments = as they are heavily committed 】2021-12-123Writing Guid

21、elines - P841. How to place an order? - Model Letter 7 - 1 Part I : the writer may refer to a previous letter.Part II : all the details about the order are given.Part III : the writer may make his requirements or further expectations about this order.Part IV : try to express an expectation for smooth execution.2021-12-124Writing Guidelines - P842. How to accept an order? - Model Letter 7 - 2 Part I : acknowledging receipt of the order.Part II : writers response to the order - acceptance.Part III : expectation or a friendly close.2021-12-125Writing Guidelines - P843. How to