商務(wù)英語寫作 4 訂單與確認(rèn)函

1、2022-5-91BUSINESS WRITING商務(wù)英語寫作商務(wù)英語寫作2022-5-92Chapter 4 Orders and Confirmation Letters 訂單與確認(rèn)函2022-5-93 Orders 訂單nAn order in trade is defined as “ a request by a customer for a company to supply goods or service”. It is the result of an offer or a counter-offer with a positive acceptance. An order

2、letter is important and widely used to complete a transaction. Order letters need to be clear and concise to avoid confusion. Besides sufficient information must be provided so that there will be no further questions about the order. 2022-5-94Questions？nWhat is an order？ a request by a customer for

3、a company to supply goods or servicenGood-new or bad news？ Good-newnHow to get an order？ offer and counter-offer報(bào)盤報(bào)盤及還盤還盤 2022-5-95To be effectivenCorrectnClearnConcise nCompletenConcise nCourteous 2022-5-96How to write an effective order letter？ nOrder letters usually follow the following steps in

4、writing Open with reference to some previous contacts such as catalogue, or phone call, exhibition or trade fair, etc. This helps the reader find out the intention of the letter. Describe the order Mention payment and delivery Express courtesy 2022-5-97Confirmation letters 確認(rèn)函nWhen a company receive

5、s 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. 2022-5-98The letter usually contains the following parts:Thanks for the order Fa

6、vorable comment on the items required Assurance of your best attentionOther items which may be of interest to the buyer Hope for further order2022-5-99When you are unable to accept the order, you should reply in time either to decline the order or to make a counter-offer. The letter of this kind usu

7、ally covers these contents: Thanks for the order Proper reasons to decline the order with regret Recommendation of other items as a replacement or presentation of counter-offer Hope to serve the buyer in future. 2022-5-910Letter A Placing Order for Tea Dear Mr. Keynold: From the samples sent us on J

8、uly 6th, we have made selections and have the pleasure of handing you the following order, CIF Keelung: 500 chests West Lake Longjing Tea U S$ 2,000 500 sacks Lijiang Languiren Tea US $ 2,200 Sample Analysis2022-5-911 We have already applied for import license and letter of credit for this order and

9、 will inform you the reference numbers of both as soon as our applications have been approved by the government agencies concerned. Since we need the goods quite urgently, please effect shipment one month after receipt of our L/C. Yours Sincerely,2022-5-912nSamplenCIFnCFRnFOBnimport licensenletter o

10、f creditnreference numbersneffect shipmentn樣品n到岸價(jià)=Cost+ Insurance+Freightn成本加運(yùn)費(fèi)=Cost + Freightn離岸價(jià)=free on board n 進(jìn)口許可證n信用證n參考號，序列號，編號n裝貨2022-5-913貿(mào)易術(shù)語CIF nCIF是COST，INSURANCE，AND FREIGHT（NAMED PORT OF DESTINATION）三個(gè)單詞的第一個(gè)字母大寫組成，中文意思為成本加保險(xiǎn)費(fèi)加運(yùn)費(fèi)（指定目的港），指當(dāng)貨物在裝運(yùn)港越過船舷時(shí)，（實(shí)際為裝運(yùn)船艙內(nèi)），賣方即完成交貨。貨物自裝運(yùn)港到目的港的運(yùn)費(fèi)保險(xiǎn)費(fèi)

11、等由賣方支付，但貨物裝船后發(fā)生的損壞及滅失的風(fēng)險(xiǎn)由買方承擔(dān)。2022-5-914比較nCFR中賣方必須支付將貨物運(yùn)至指定的目的港所需的運(yùn)費(fèi)和費(fèi)用，但交貨后貨物滅失或損壞的風(fēng)險(xiǎn)及由于各種事件造成的任何額外費(fèi)用即由賣方轉(zhuǎn)移到買方。但是，在CIF條件下，賣方還必須辦理買方貨物在運(yùn)輸途中滅失或損壞風(fēng)險(xiǎn)的海運(yùn)保險(xiǎn)。因此，由賣方訂立保險(xiǎn)合同并支付保險(xiǎn)費(fèi)。買方應(yīng)注意到，CIF術(shù)語只要求賣方投保最低限度的保險(xiǎn)險(xiǎn)別。如買方需要更高的保險(xiǎn)險(xiǎn)別，則需要與賣方明確地達(dá)成協(xié)議，或者自行作出額外的保險(xiǎn)安排。 2022-5-915貿(mào)易術(shù)語CFRnCFR/CNF 是COST AND FREIGHT三個(gè)單詞的其中一個(gè)字母組合而

12、成，中文意思為：成本加運(yùn)費(fèi)，指定目的港。COST AND FREIGHT（named port of destination）成本加運(yùn)費(fèi)（指定目的港） nCFR是指賣方必須在合同規(guī)定的裝運(yùn)期內(nèi),在裝運(yùn)港將貨物交至運(yùn)往指定目的港的船上,負(fù)擔(dān)貨物越過船舷為止的一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn),并負(fù)責(zé)租船或訂艙,支付抵達(dá)目的港的正常運(yùn)費(fèi)。2022-5-916貿(mào)易術(shù)語 FOBnFOB是國際貿(mào)易中常用的貿(mào)易術(shù)語之一。FOB的全文是Free On Board(named port of shipment),即船上交貨(指定裝運(yùn)港),習(xí)慣稱為裝運(yùn)港船上交貨。按此術(shù)語成交,由買方負(fù)責(zé)派船接運(yùn)貨物,賣方應(yīng)在合同規(guī)

13、定的裝運(yùn)港和規(guī)定的期限內(nèi),將貨物裝上買方指定的船只,并及時(shí)通知買方。貨物在裝船時(shí)越過船舷,風(fēng)險(xiǎn)即由賣方轉(zhuǎn)移至買方。 n在FOB條件下,賣方要負(fù)擔(dān)風(fēng)險(xiǎn)和費(fèi)用,領(lǐng)取出口許可證或其他官方證件,并負(fù)責(zé)辦理出口手續(xù)。采用FOB術(shù)語成交時(shí),賣方還要自費(fèi)提供證明其已按規(guī)定完成交貨義務(wù)的證件,如果該證件并非運(yùn)輸單據(jù),在買方要求下,并由買方承擔(dān)風(fēng)險(xiǎn)和費(fèi)用的情況下,賣方可以給予協(xié)助以取得提單或其他運(yùn)輸單據(jù)。 2022-5-917 Dear Mr. Samson White: Thank you for your esteemed order dated October 15th, 2008 for 500 che

14、sts West Lake Longjing Tea US$ 2, 000 500 sacks Lijiang Languiren Tea US$ 2, 200 Our best attention has been paid to the execution of this order, and we have shipped the tea by m/s (motorship) “Pioneer”, leaving here for Keelong today. We are sure that the goods will reach you safely and will give y

15、ou every satisfaction.Letter B Confirming an Order for Tea by m/s （ MS ）由/經(jīng)“先鋒號”（內(nèi)燃機(jī)）輪船裝運(yùn)your esteemed order 貴公司的訂單2022-5-918 According to the terms of L/C, we have drawn upon you for the amount of invoice, US$4 200, at three months, sight upon you through Bank of China, Keelong Branch, and we trust

16、 you will meet the bill on presentation. We hope this transaction will lead to an enduring relationship between us. Yours sincerely, Rose Keynoldthe terms of L/C：信用證條款draw upon： 向開具發(fā)票meet the bill on presentation: 見票即付我方已通過中國銀行基隆分行按發(fā)票金額向貴方開出4200美元的匯票。我方希望貴方見票即付。2022-5-919Questions for Comprehension

17、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 purposes? 4. Do they both end with goodwill words adapted to the particular case? 5. What is the purpose of each letter? 6. How do the authors fulfil

18、l their task? 7. What are included in each letter? 8. List the outlines for each letter. 9. In what situation is an order written?10. Can you sum up the requirements for letters of order and confirmation of order in general? 2022-5-9201 Placing an ordernDear Mr. Lion:nRefffering to your letter of Ma

19、rch 1, we shall be glad if you will send us by motorship the following before April 15:n150 doz. Tiantang gents umbrellas $80 per doz.n200 doz. Tiantang ladies ultraviolet-proof umbrellas $100 per doz.nPlease take care that the goods are carefully packed. Insurance will be effected by ourselves.Samp

20、le Analysis2022-5-921nYou may draw upon us for the amount of invoice. 1nYours very truly,nKevin Smith1 按發(fā)票金額向我方開具匯票2022-5-9222 Placing an orderOrder No. 468To: Messrs Wang Yun209 Hongyan RoadDalian, ChinaPlease ship the following merchandise:2022-5-923Quantity Items Catalog No.Prices 25bed sheets,36

21、,blue75$1.25 each25bed sheets,36, primrose 82$1.50 each50Pillow cases, blue117$0.60 each50Pillow cases, primrose121$ 0.60 each2022-5-924 Delivery: No later than December 1. Payment: Against Letter of Credit to be established in accordance with our agreement. Please inform us of the definite delivery

22、 data and your cooperation will be appreciated. Your sincerely, Mary Brown2022-5-9253 Comfirming an order Dear Mr. Black: Thank you for your letter of October 22,2012, together with one copy of your Order Confirmation No.s/826 for 1,000 tons of Yingkou Magnesia. Enclosed are two copies of our Contra

23、ct No. Magnesia 鎂砂2022-5-926 MY-0857 for your signature. Please sign and return one signed copy. So far as delivery is concerned, we will try our utmost to ship the total quantity as you requested, if your L/C arrives here in time. Therefore, please arrange the establishment of L/C at your earliest

24、convenience so that early shipment can be made.2022-5-927 we appreciate the opportunity to provide our products to you and are grateful for your confidence in our company. Sincerely yours, David Zhang2022-5-9284 Confirming an order Dear Hugo: Thank you for your e-mail concerning the order dated June

25、 6. Here we have enclosed our Order No. ST/66689 for your prompt and careful attention.2022-5-929 Your prices of $1.50 per yard for Pattern 67 and $2.40 per yard for Pattern 86 are acceptable to us, but you must keep your quotation for Pattern 89 at $2.00. As stated in the oeder, you should deliver

26、the goods to us in July, and you are supposed to get payment by Letter of Credit in Washington D.C. against documents.2022-5-930 We will do our best with these goods, and if sales are satisfactory, we shall make your brand one of our standard lines. Your sincerely. James Wang2022-5-9311Placing an Or

27、der Dear Sirs: We have got your letter of 12 July and received patterns of your cotton prints. Wed like to order the following items: Quantity Pattern No. Prices 400 meters 28 $ 200 per meter 500 meters 48 $ 150 per meter 300 meters 69 $ 120 per meter We are looking forward to your reply. Sincerely

28、yours, Contrast Poor ？1. 提及收到的信函和印花布樣品。2.訂貨如下。3.訂單具體內(nèi)容。 4. 盼早復(fù)。2022-5-932 Dear Mr. Lock: Thank you for your letter of 12 July and patterns of your cotton prints. We find both quality and prices satisfactory and are pleased to order the following items: Quantity Pattern No. Prices (net) 400 meters 28

29、 US $ 200 per meter 500 meters 48 US $ 150 per meter 300 meters 69 US $ 120 per meterImproved？ 1. 感謝來函和寄來的印花布樣品。2.表示對質(zhì)量和價(jià)格滿意,定貨如下。3. 提供訂單具體內(nèi)容。2022-5-933 Our usual terms of payment are one month from date of invoice. We hope to get the goods before July 31. Should you wish to make enquiries concernin

30、g our financial standing, you may refer to the AZY Co., Ltd, with whom we have had dealings for many years. We are sure your cotton prints will find a good market in our area and hope to place further and larger orders with you in the future. Sincerely yours, 4.告知付款條件與交貨日期。5. 提供可以提供自己資信情況的公司名稱。 6.表達(dá)

31、對未來生意的信心。2022-5-934n這是客戶首次定購印花布的訂購函。為同一件事情寫的兩個(gè)信函，由于采取的策略不同，讀后效果也不同。前一封寫得過于簡單，內(nèi)容殘缺模糊，比如，只寫了價(jià)格，但沒有指出付款條件，交貨時(shí)間也不清楚， 而且語氣生硬，語言有些陳腐，缺乏個(gè)性。改進(jìn)后的內(nèi)容完整，語氣客氣友好，訂購商的訂單中商品品名、價(jià)格、數(shù)量、交貨時(shí)間、付款條件都不少。而且由于是首次打交道，付款采用的是賒賬，所以給對方提供進(jìn)行資信調(diào)查的方便,很重要。結(jié)尾有針對性。2022-5-9352. Confirming an Order Dear Sirs: We are in receipt of your ord

32、er dated 20 July. We are glad to supply the goods you ordered . Quantity Pattern No. Prices 400 meters 28 US$ 200 per meter 500 meters 48 US$ 150 per meter 300 meters 69 US$ 120 per meter We can supply the goods from our current stock. Sincerely yours, 1. 告知接到對方訂單。告知接到對方訂單。2. 表示愿意提供所訂貨物。表示愿意提供所訂貨物。3

33、提供訂單具體內(nèi)容。提供訂單具體內(nèi)容。4. 告知有現(xiàn)貨可供。告知有現(xiàn)貨可供。 Poor ？2022-5-936 Dear Mr. Mary Smith : Welcome you as one of our customers. We want to say how pleased we were to receive your order dated 20 July for cotton prints. We confirm supply of the prints at the prices stated in your order and are arranging for dispatc

34、h next week by Liner Gullantry to Hongkong. If you can effect payments within ten days from the date of invoice, we will provide you 2% discount. We are confident when the goods reach you, you will find that they are completely satisfactory to you. nImproved 1.歡迎對方訂貨, 表達(dá)接到對方訂單的喜悅心情。2. 確認(rèn)提供訂單規(guī)定的商品, 并

35、告組織裝船安排。3. 告知折扣條件。4. 促銷。 2022-5-937 As you may not be aware of the wide range of goods we deal in, we are enclosing a copy of our catalog and hope that our handling of this order will lead to further business between us and mark the beginning of a happy cooperation in the future. Yours sincerely,6.

36、表達(dá)繼續(xù)開展并擴(kuò)大雙方貿(mào)易的意愿。 5. 意在推銷其它產(chǎn)品種類。2022-5-938n這是對客戶首次定購印花布的確認(rèn)函。第一封有數(shù)量、貨號和單價(jià)，但沒有提及價(jià)格條件，交貨時(shí)間。語言有些陳腐，We are in receipt of 。改進(jìn)后的內(nèi)容完整，針對訂單的內(nèi)容，一一作答，語氣熱情。結(jié)尾展望未來，表示要把此次交易作為將來長期合作的開端，有助于雙方友好感情的建立。2022-5-9391. About ordersnAs to a trial order, we are delighted to give you a small order for 150 sets of your Air C

37、onditioners AC/106. Please note that the goods are to be supplied in accordance with your samples.n作為試訂單，我們欣然小量訂購貴公司樣本AC106號空調(diào)機(jī)150臺(tái)，請注意貨品必須與樣品一致。Useful Sentence Patterns2022-5-940nThank you very much for your letter of April 2 with a catalog and pricelist. We have chosen 6 assortments. Please take p

38、leasure in enclosing our order No.123.n感謝貴方4月2日附有產(chǎn)品目錄及價(jià)目表之來函，我方已決定選訂6個(gè)品種，并隨函附上訂單第123號，請查收。2022-5-941nWe are pleased to receive your prompt reply to our enquiry dated August 10 about the captioned canned food and hereby place an order with you as per our Purchase Order enclosed.n很高興收到你方對我方8月10日有關(guān)標(biāo)題罐裝

39、食品的答復(fù)，特此向你方訂貨，請依據(jù)我方隨函附上的訂貨單。2022-5-942nAlthough prevailing prices are somewhat higher, in view of our long-standing relationship we are prepared to accept the order on the same terms as before.n鑒于貴公司長年惠顧，雖然現(xiàn)時(shí)市價(jià)較前調(diào)升，但本公司仍會(huì)按上次訂單所列條件處理此次訂單。2022-5-943n We are pleased by your prompt reply to our inquiry

40、of about the captioned commodity and now wish to order from you as per our Purchase Order enclosed.n很高興收到貴方對我們有關(guān)標(biāo)題所例商品的詢價(jià)的迅速答復(fù)，現(xiàn)按購貨訂單向您方訂購。2022-5-9442. About opening L/CnWe find your terms satisfactory, and look forward to receiving the above mentioned goods within one month of your receipt of this

41、order. Payment, as usual, will made by irrevocable letter of credit.n貴方提出的條款我們很滿意，謹(jǐn)希望在貴方收到此訂單后一個(gè)月之內(nèi)收到上述產(chǎn)品 。我們將按慣例用不可撤消信用證付款。2022-5-945nAs we are in an urgent need of the commodity for the coming sales season, please fax your acceptance. Upon receipt of which, we will open an irrevocable L/C through

42、the Bank of China.n由于我們急需此種商品在即將到來的銷售季節(jié)中應(yīng)市，請把接受訂貨的傳真電報(bào)開到我處，待收妥后，我方將通過中國銀行開出不可撤消信用證。2022-5-9463. Providing stock informationnWith regard to stock lines, we are enclosing a list for your information. Should you be interested in any of these, please let us know your requirements, stating quantity, styl

43、e and size.n現(xiàn)隨函附上本公司存貨清單以供參考。如欲訂購任何產(chǎn)品，請告知所需貨品之?dāng)?shù)量、式樣和尺碼，本公司將竭誠為您服務(wù)。2022-5-947nWe regret that, owing to a shortage of stocks, we are unable to fill your order. We will, however, contact you by fax once supply improves.n因?yàn)榇尕浂倘?，未能供?yīng)貴公司所需產(chǎn)品，特此致歉。一旦供應(yīng)情況改善，我們將電傳通知貴公司。2022-5-948n3). We would be grateful if you could arrange early shipment of this repeat order as we are in urgent need of the goods. If the goods are not available from stock, we would appreciate it if you co