Unit 08 訂單及其履行

Unit8OrdersandTheirFulfillment訂單及其履行

8.1Introduction（簡介）目的：掌握如何下訂單并進行回復。

一般地，訂單應包括以下內(nèi)容：（1）品名和品質。應清楚地提及商品目錄或目錄號碼，對商品質量進行必要的準確而全面的描述（比如質量等級、顏色、式樣等）。（2）價格和數(shù)量。應清楚地說明所訂購的每項商品的數(shù)量、重量或長度。如果沒有明確的數(shù)量，則應說明最高限量與最低限量。（3）包裝和標志。（4）裝運地點、裝運日期、運輸方式及代理等。（5）付款條件。（6）單據(jù)。包括所需的全部單據(jù)及運輸指示。（7）替代品。如果所要的商品沒有現(xiàn)貨供應，是否同意以別的商品替代。8.2WritingSkills（寫作技巧）訂單信函的寫作步驟及常見表達方式：寫作步驟

表達方式

（1）表明向對方訂購貨物（或信后隨附有訂單）

WeareinreceiptofyourletterofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.（我們已收到你方10月4日信函，并非常高興地向你方訂購以下貨物。）PleasefindenclosedourOrderNo.B5421for…（請注意隨附的我方B5421號訂單。）（2）確認雙方達成的交易條件（交貨期、運輸方式、包裝、付款條件及折扣等）

Wewouldliketoconfirmthatpaymentistobemadebyirrevocableletterofcredit.（我們確認以不可撤銷信用證付款。）Wewouldliketothankyouforthe30%discountyouallowedus.（非常感謝你方給予我方30%的商業(yè)折扣。）（3）表達進一步合作的愿望

Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisfaction.（如果本次訂貨令我方滿意，我方將繼續(xù)向你方訂貨。）接受訂單信函的寫作步驟及常見表達方式：寫作步驟

表達方式

（1）對收到訂單表示高興，并同意訂單的條件

Wearepleasedtoconfirmyourorderwhichwehaveacceptedontheterms.（我方很高興確認你方訂單并已接受你方條件。）Weareinreceiptofyourfavorofthe10thMay,withyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.（貴公司5月10日來函及五部印刷機器的定單均已收到，在此表示謝。）Weacknowledgereceiptofyourfavorofthe10thJuly,andthankyoufortheorderyouhavegivenus.（貴公司7月10日函收悉，對此次訂貨，我公司表示感謝。）（2）對所訂貨物加以贊許

Ourproductsaresellingwellinmanyareas.（我們的產(chǎn)品在許多地區(qū)銷路很好。）（3）保證對訂單迅速、認真地處理

Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillreceiveourmostcarefulattention.（感謝你公司照顧我們這筆交易，我們保證一定慎重辦理貴方訂單。）WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.（我們高興地通知你方9901號訂單貨已備妥，有望在三日內(nèi)交貨。）（4）提醒對方注意其他可能感興趣的商品

Besidessergeswesupplyawiderageofothermanufacturedclothesandencloseacopyofourcurrentpricelist.（除了嗶嘰布之外，我們還供應一系列機織布，現(xiàn)隨信附上一份最新的價目表。）（5）希望今后收到更多訂單

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.（感謝你方的合作，希望繼續(xù)收到你方訂單。）拒絕訂單信函的寫作步驟及常見表達方式：寫作步驟

表達方式

（1）對未能滿足對方的需要表示歉意

Wearesorrythatthemodelrequiredisnolongerbeingmanufactured.（非常抱歉，你方所需型號我方已不再生產(chǎn)。）Wearesorrytosaythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.（非常抱歉我們必須拒絕你方訂單，因為目前我們的訂單排得很滿，不能給你們一個確切的交貨期。）（2）若有替代品的話，建議對方使用替代品

WearesorrythatyourorderofmodelIisoutofstocknow.Pleaseselectasuitablesubstitutefromtheenclosedcatalogue.（你方有關I型號的訂單，現(xiàn)在無貨，深感抱歉。請從所附寄的目錄中挑選合適的替品。）（3）希望下一次有機會合作

Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyingimproves.（因為存貨短缺，未能供應貴公司所需貨品，特此致歉。一旦供應情況改善，我們將電傳通知貴公司)8.3SpecimenLetters（樣函）Letter1：PlacinganorderDearSirs,Re:OurOrderNo.456Pleaseshipthefollowingmerchandise:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)Delivery:DuringSeptember

Payment:ByLetterofCredittobeopenedinaccordancewithouragreement

Packing:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.

Pleaseacknowledgethisorderimmediatelyonreceiptandinformdefinitedeliverydate.Thisorderisofnoavailifitnotsignedbyaresponsiblepersonofourfirm.Yoursfaithfully,Letter2：Acknowledginganorder（AreplytoLetter1）DearSirs,Re:YourOrderNo.456ThankyouforyourorderNo.456forpillowcasesandwearehappythatyouareoneofourcustomers.Weconfirmwithyouthefollowingorderforthepillowcasesatthepricesstatedinyourletter:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)

Delivery:Duringthefirstten-dayofSeptemberPayment:ByLetterofCreditPacking:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.Fortheaboveorder,weencloseourPurchaseConfirmationNo.216induplicate.Pleasesignandreturnonecopyforourfileatyourearliestconvenience.WearearrangingfortheestablishmentoftherelativeConfirmedIrrevocableLetterofCreditthroughthebankersandshallinformyoubyfaxassoonasitisopened.Wethankyouagainfortheaboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,

Letter3：PlacinganorderDearSirs,WethankyouforyourletterofJuly2andaregladtoinformyouthatyoursamplesaresatisfactory.EnclosedpleasefindourOrderNo.237forfouroftheitems.Alltheseitemsareurgentlyrequiredbyourcustomers.We,therefore,hopeyouwillmakedeliveryatanearlydate.Yoursfaithfully,Encl.OrderNo.237Packing:Incottonclothbales.Shipment:PromptshipmentfromShanghai.Payment:ByirrevocableL/Cavailablebydraftatsight.QuantityItemCatalogueNo.CIFSydneyNET250250500500BedSheets,106cm,blueBedSheets,120cm,primrosePillowCases,bluePillowCases,primrose7582117121GBP2.50eachGBP3.00eachGBP1.80apairGBP1.80apairLetter4：Acceptinganorder（AreplytoLetter3）DearSirs,Re:YourOrderNo.237

WehavebookedyourOrderNo.237forbedsheetsandpillowcasesandaresendingyouherewithourSalesConfirmationNo.BP-103induplicate.Pleasesignandreturnonecopytousforourfile.Itisunderstoodthataletterofcreditinourfavorcoveringtheabove-mentionedgoods,willbeestablishedimmediately.WewishtopointoutthatthestipulationsintherelevantcreditshouldstrictlyconformtothetermsstatedinourSalesConfirmationinordertoavoidsubsequentamendments.Youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.

Yoursfaithfully,Letter5：PlacinganorderDearSirs,WeacknowledgereceiptofyourletterofMay5,andrequestyoutotakeinhandtheconstructionof100pumpingmachinesdescribedindetailinoursofMay3,atthepricesfixedbyyou.GBP620.00forNo.1GBP580.00forNo.2

Asyoumakenomentionoftheguaranteeusuallygivenwhendeliveringmachines,wewouldpointouttoyouthatwemuststipulateforatwoyear’sguarantee,duringwhichperiodyouengagetomakegoodsanynecessaryrepairsfreeofcharge.Moreover,toensuredeliveryofthemachineson/beforeAugust1,youaretofurnishuswitha2%performancebond,whichshallbeforfeitedbydefaultontheexpirationofthetimespecified.Pleaseacknowledgeacceptanceofourorder,andconfirmtheconditionsstatedabovebyreturnofmail.Yoursfaithfully,Letter6：Acceptinganorder（AreplytoLetter5）DearSirs,WethankyouforyourletterofMay17withorderforthedeliveryof100pumpingmachines.Youmaybeassuredthatweshalldoourbesttoexecutetheordertoyoursatisfaction.TheomissionofthecustomaryguaranteeinourletterofMay5wasanoversightonourpart,forwhichpleaseacceptourapology.Weherebyguaranteethe100pumpingmachinesorderedfortwoyears,duringwhichperiodwearepreparedtorepairfreeofchargeanydefectsinthemachinesarisingfromfaultymaterial.Wearelikewisearrangingtoprovidetheperformancebondprescribedbyyou.

Yoursfaithfully,Letter7：RefusinganorderDearSirs,WewereverygladtoreceiveyourorderofNovember2for100Jinxingtelevisionsetsbut,sinceyoumakedeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou,aswehavedoneonsomanyoccasionsinthepast.Themanufacturesarefindingitimpossibletomeetcurrentdemandforthisverypopularset.Weourselvesplacedanorderfortwenty-fouramonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofFebruary.Igatherfromourtelephoneconversationthismorningthatyourcustomersareunwillingtoconsiderothermakes.Ihopethereforeyouwillbeabletoobtainyourneedsfromothersource.MayIsuggestthatyoutryTelevisionServicesLtd,Dalian.ThisIamafraidistheonlysuggestionIcanmakethatislikelytobeofsomeuse.

Sincerelyyours,Letter8：RefusinganorderDearSirs,Thankyouforyourorder,No.149,whichwereceivedonMay7.Unfortunatelywedonotfeelthatwecanofferthetradediscountswhichyouhaveaskedfor,viz.35percentasweonlyallowa25percenttradediscounttoallourcustomersregardlessofthequantitytheybuy.Aswethinkyouwillagree,ourpricesareextremelycompetitiveanditwouldnotbeworthwhilesupplyingontheallowanceyouhaveaskedfor.Therefore,inthisinstance,weregretthatwehavetoturndownyourorder.Yoursfaithfully,8.4FocalWords（焦點詞匯）actn.行為，行為過程，一幕，條例，法令Thethiefwascaughtintheactofrifflingthesafe.Thesecondactwasnotveryinteresting.

NavigationActvt.&vi.行動，辦事，充任，發(fā)生作用Whydon’tyoumakeupyourmindtoactatonce？Weshouldactinaprincipledmanner.

Whoactedaschairmaninherabsence？Thismedicineactsontheheart.actas擔任Heactedaschairmaninmyabsence.actin在---方面（的）行動Iamquitesurethatheactedinthismatterfromdisinterestedmotives.acting:adj.&n.代理的，演技anactingchairmanHeractingwasquitefirst-rate.action:n.行動，行為，作用，訴訟，故事takeactionputoutofactionActionspeaklouderthanwords.Theywereforcedtotakelegalaction.Thestormputthetelephonesoutofaction.

Ifeltthatitwastimeformetotakeaction.confirmvt.鞏固，確定Thelatestinformationconfirmsmybeliefthatheistoblame.

Weherebyconfirmacceptanceofyourorder.confirmation:n.批準，認可，證實Wearewaitingforconfirmationofthenews.

confirmed:adj.證實的，保兌的confirmedletterofcreditfavorn.好感，賞識，幫忙，特權Wouldyoudomeafavor？Aletterofcreditinourfavorwillbeestablishedimmediately.

vt.恩惠，給以優(yōu)惠，對……有利，贊成Opportunitiesalwaysfavorthosewithcourage.Wetrusttobefavoredwithyourorder.favorable:adj.贊成的，有利的，優(yōu)越的Webelieveifyoutakethequalityintoconsideration,youwillfindourquotationmostfavorable.favorably:adv.贊成地，滿意地，有幫助地Heimpressedmefavorably.favoredadj.滿意的，優(yōu)惠的most-favored-nationtreatmentfavorern.支持者，贊成者infavorof贊成，主張Theywereinfavoroffreetrade.inone’sfavor對某人有利Theexchangerateisnotinourfavor.askafavorofsb.求人幫一個忙Iwanttoaskafavorofyou.marketn.市場，需求，銷路，交易，市價Goodwaremakesquickmarkets.vt.交易，銷售Theinventoristryingtomarkethisnewproduct.marketableadj.適銷的，暢銷的marketablegoods暢銷貨marketern.在市場上買賣的人，專營某種商品的商人或商店abiggasolinemarketermarketingn.買賣，營銷amarketingcost

marketplacen.集市，市場registern.登記，記錄，注冊，登記冊JustsigntheregisterhereandI’llhaveyourbagssentuplater.vt.&vi.登記，注冊，掛號郵寄，留下印象Pleaseregis