外貿(mào)英語(yǔ)函電chapter-8-Placing-Orders-and-Executing-Orders

外貿(mào)英語(yǔ)函電chapter-8-Placing-Orders-and-Executing-Orders第一頁(yè)，共38頁(yè)。chapter8PlacingOrdersandExecutingOrders第二頁(yè)，共38頁(yè)。Reviewchapter7Counter-Offer第三頁(yè)，共38頁(yè)。Definitionofacounter-offer:Acounter-offerisvirtuallyapartialrejectionoftheoriginaloffer.Italsomeansacounterproposalputforwardbythebuyer.第四頁(yè)，共38頁(yè)。Howtomakeacounter-offer:1.Thankthesupplierfortheoffer;2.Expressregretatinabilitytoacceptandstatereason;3.Putforwardamendmentornewproposals(analternativetoanotheroffer);4.Hopetheoppositesidecanacceptourcounter-offer.Suggestthattheremaybeotheropportunitiestodobusinesstogether.第五頁(yè)，共38頁(yè)。再還盤（1）提及前一次還盤；（2）做出反應(yīng)（拒絕或者是接受）；（3）給出充分原因；（4）希望對(duì)方發(fā)出訂單。第六頁(yè)，共38頁(yè)。回復(fù)還盤信結(jié)構(gòu)如下：1．告訴對(duì)方你已明了其意圖并表示遺憾；2．說明可以接受或表示遺憾不能接受還盤；3．解釋接受或者不能接受對(duì)方還盤的原因；4．表示希望建立長(zhǎng)期的業(yè)務(wù)關(guān)系。第七頁(yè)，共38頁(yè)。接受acceptance是買方或賣方同意對(duì)方在發(fā)盤中提出的各項(xiàng)交易條件，并愿按這些條件與對(duì)方達(dá)成交易、訂立合同的一種肯定的表示。接受：在法律上稱為承諾，是指受盤人接到對(duì)方的發(fā)盤或還盤后，無條件地、完全同意對(duì)方提出的條件，愿意與對(duì)方達(dá)成交易的表示。第八頁(yè)，共38頁(yè)。chapter8PlacingOrdersandExecutingOrders第九頁(yè)，共38頁(yè)。ProcedureofBusinessNegotiationGenerallyspeaking,aprocedureofbusinessnegotiationinImportandexportmayinclude:Enquiry→offer→counter-offer→countercounteroffer→order→acceptance→contract

(詢盤→發(fā)盤→還盤→反還盤→訂單→接受→簽訂合同)第十頁(yè)，共38頁(yè)。第十一頁(yè)，共38頁(yè)。DefinitionofanAcceptanceAnacceptanceisafinalandunqualifiedagreement(anunconditionalassent)ofthetermsofanoffer.Mirrorimagerule:Tomakeabindingcontracttheacceptancemustexactlymatchtheoffer.Theoffereemustacceptallthetermsoftheoffer.Theacceptancecanbeexpressedverballyorinwriting.Itcanevenbeimpliedbyconduct.第十二頁(yè)，共38頁(yè)。SilenceAsAcceptance-GeneralRuleAcceptanceofanofferwillnotbeimpliedfromtheofferor.Theofferorcannotimposeacontractualobligationupontheoffereebystatingthat,unlesstheoffereeexpresslyrejectstheofferhewillbeheldtohaveacceptedit.第十三頁(yè)，共38頁(yè)。CommunicationofacceptanceThegeneralruleisthatanacceptancemustbecommunicatedtotheofferor.Untilandunlesstheacceptanceissocommunicated,nocontractcomesintoexistence.Theacceptancemustbecommunicatedbytheoffereeorsomeoneauthorisedbytheofferee.Ifsomeoneacceptsonbehalfoftheofferee,withoutauthorisation,thiswillnotbeavalidacceptance第十四頁(yè)，共38頁(yè)。IntroductionAnorderisarequestforthesupplyofaspecificquantityofgoods.Itmayresultfromthebuyer’sacceptanceorconfirmationofafirmoffermadebythesellerorresultfromtheseller’sacceptanceorconfirmationofacounter-offermadebythebuyer.第十五頁(yè)，共38頁(yè)。FeaturesofanOrder:1. Descriptionofthegoods,suchasname,specification,size,quantity,qualityandarticlenumber(ifany)2. Prices(unitpriceaswellastotalprice)3. Termsofpayment4. Modeofpacking5. Timeoftransportation,portofdestinationandtimeofshipmentetc.第十六頁(yè)，共38頁(yè)。Order：是購(gòu)貨方要求供貨方提供具體數(shù)量貨物的一種訂購(gòu)行為。它是對(duì)報(bào)盤或詢盤后發(fā)出報(bào)價(jià)及其他條款而促成的結(jié)果。訂單可以用訂單信或印制好的訂單表、傳真或e-mail來發(fā)送。賣方可采用相對(duì)應(yīng)的聯(lián)系方式或印制好的確認(rèn)書來回復(fù)。

Notlegallybindinguntilitisacceptedbytheseller.第十七頁(yè)，共38頁(yè)。購(gòu)貨訂單樣例：第十八頁(yè)，共38頁(yè)。PurchaseOrderNo.CHJ770402Date:May9,2004

Addresser：ABC&Co.,Ltd.ItchicuPark,999DesVoexRoadCincinnati,OH30897U.S.A.Tel:(406)444-6689

Addressee：NewZealandMeats,Co.Ltd.8009LambchopStationAucklandNewZealandPleasesupplythefollowinggoods:QuantityDescriptionCatalogueNumberUnitPrice100TMuttonJK1123USD120perton200TBeefCH6463USD180pertonTotalamount：USD43,470

Freight&Packingcharges：USD300Discount：10%ofdiscountformorethan100tonsTimeofshipment：beforeJune10,2004Termsofpayment：sightL/Ctobeopened30daysbeforetheshipmenttimeShippingmarks：tobeconfirmedlater第十九頁(yè)，共38頁(yè)。Thestructureofanorder:

Opening：Revealthebackgroundinformationofyourletterandusedirectlanguageinthefirstparagraphtotellthesellerofthebuyer’sintentiontoplaceanorder.Facts:Describewhatisbeingorderedindetail,includingthecataloguenumbers,sizes,colors,prices,specificationsandallotherrelevantinformationthatwillenablethesellertounderstandtheorderwithoutanyfurtherquestions.Action:MakeasuggestionfortermsofpaymentandarequestforpromptdeliveryEnding:Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.第二十頁(yè)，共38頁(yè)。Sample1(anorder)DearMr.Zhang:

Wehavereceivedyourpricelistandsamplesfordigitalcameras.Wearesatisfiedwithyourquotationandthequality.Wewouldliketoplacethefollowingorderwithyou:

Commodity:DigitalcameraSpecification:KodakEasyShareDX7630Quantity:2,000setsPrice:$290eachDateofshipment:By15thOctober,2005Payment:ByL/C

Pleaseconfirmacceptanceofourorderbyreturnmailandsendanadviceofshipment.Wewillforwardthebankdraftuponreceiptofthem.

Yourssincerely,

WangYing(autograph)WangYing(printingsignature)第二十一頁(yè)，共38頁(yè)。本文是一封訂購(gòu)函。這種以列表和數(shù)字訂購(gòu)的寫作方式是最直接、明確的訂購(gòu)。語(yǔ)言簡(jiǎn)潔、明了，讓人一目了然。寫信時(shí)提供的信息越全面越不容易出錯(cuò)。第二十二頁(yè)，共38頁(yè)。Acceptance(executetheorder)第二十三頁(yè)，共38頁(yè)。Acceptance(executetheorder)Anacceptanceoraconfirmationisinfactanunreservedassentofthebuyer’sterms.Whenasellerreceivestherelativeorderandconfirms/acceptsitstermsandconditions,hemaybegintoexecutetheordertothebuyer’ssatisfaction.按照商法，買主的訂單是對(duì)欲購(gòu)貨物的出價(jià)，在賣主接受以前，不受法律約束。在接受以后，雙方就要履行協(xié)議（如辦理開立信用證、付款、租船、裝運(yùn)、保險(xiǎn)等手續(xù)），并受法律約束第二十四頁(yè)，共38頁(yè)。Thestructureofaconfirmationletter:Opening:Expressappreciationfortheorderreceived.Facts:Assurethebuyerthattheorderedgoodswillbedeliveredincompliancewiththebuyer’srequest.Meanwhile,availyourselfofthisopportunitytoresellyourgoodsortointroducetheothernewproductstothebuyer.Action:MakearequestforestablishingL/CimmediatelyEnding:Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.第二十五頁(yè)，共38頁(yè)。MattersneedattentionWhatarethepointstorememberwhileyouarewritingaletterofacceptance?ConfirmtheorderArrangementfordelivery,paymentetc.第二十六頁(yè)，共38頁(yè)。Sample1(aconfirmingreply)DearSir,WearepleasedtoreceiveyourorderNo.BD/135CannedBeef.WeaccepttheorderandareenclosingourSalesConfirmationNo.354induplicateofwhichpleasesignandreturnonecopytousforourfile.WetrustyouwillopentherelativeL/Catanearlydate.AstotheItemsAandB,weshallarrangedeliveryassoonaswegetyourL/C,andforitemsCandDweshallshipaccordingly.Hopingthegoodswillturnouttobeyourentiresatisfactionandwemayhavefurtherordersfromyou.Yoursfaithfully,第二十七頁(yè)，共38頁(yè)。本文是接受函，在寫作上首先表示樂于接受對(duì)方的訂單，然后對(duì)接下來的工作進(jìn)行安排。如向?qū)Ψ揭蟀磿r(shí)開立信用證；感謝對(duì)方所作出的努力和誠(chéng)意等。(1)toacceptone’sorder接受某人訂單ThankyouforyourOrderNo.123.WeacceptitandwilldispatchthegoodsearlyJune.貴方123號(hào)訂單已收到，謝謝。我們接受此訂單并將于6月初交貨。第二十八頁(yè)，共38頁(yè)。Sample2(aconfirmingreply)DearSirs,

WehavereceivedyourOrderNo.123ofAug.1stwiththanks.

Weconfirmsupplyof1,000CanonDigitalCamerasatUSD400persetCIFLosAngelesforshipmentinOctober.Ourtermsofpaymentareconfirmed,irrevocableletterofcreditinourfavour,payablebydraftatsight.

Wearesurethatthesuperiorqualityofourproductswillbesatisfactorytoyou.

Pleasefeelfreetoletusknowifyouhaveanyotherrequirements.Yoursfaithfully,第二十九頁(yè)，共38頁(yè)。Sample3(aconfirmingreply)DearWangYing,Thankyouforyourorderfor5,000women’sleatherbags.Weassureyouthatwewillexecuteyourorderpromptlyandtoyourentiresatisfaction.PleasenotethatyourrelativeL/Cshouldbeestablishedinduecoursetoavoiddelayinshipment.

Besidesthemodelyouorder,wealsohandleawiderangeoffashionbags.Enclosedpleasefindalatestillustratedcatalogue.Pleasedonothesitatetoletusknowifanyofthemareofinteresttoyou.

Weawaityourfavorablereply.

Yoursfaithfully,第三十頁(yè)，共38頁(yè)。DeclininganOrder(謝絕訂貨)第三十一頁(yè)，共38頁(yè)。DeclininganOrderSupposeyouhavetodeclineanorder,howcanyoudealwiththesituation?ToexplainthereasonToreverttothebusinessinthefutureTosuggestsubstitute有時(shí)因所要求的貨物無貨可供或價(jià)格和規(guī)格已經(jīng)改變，賣主不能接受買主的訂單。在這種情況下，拒絕接受訂單的信函必須非常仔細(xì)的繕寫，而且要為友誼和今后交易留有余地。最好介紹一些合適的代替貨品，提出還盤及勸說買主接受。第三十二頁(yè)，共38頁(yè)。IntroductionReasonsforanordernottobeabletobeaccepted:Thegoodsrequiredarenotavailable;Pricesandspecificationshavebeenchanged;2.Thebuyerandthesellercannotagreeonsometermsofthebusiness;3.Thebuyer’screditisnotingoodstanding;4.Themanufacturersimplydoesnotproducethegoodsordered,etc..第三十三頁(yè)，共38頁(yè)。Thestructureofaletterdeclininganorder:Opening:Apositivebeginning—Appreciatereceivingtheorderandbesorrythatyouhavetodeclinetheorderforsomeunacceptableconditions.Facts:Detailedexplanations—Whendecliningtheorder,youshouldprovidethereaderwithdetailedandsensiblereasonsinordertoretainthereader’sinterestinyourproductsorservices.Inaddition,inordertoconcludeadeal,youusuallyoffersuitablesubstitutesormakeacounter-offer,andpersuadethebuyertoacceptthem.Action:Asincererequest—Requestthereadertounderstandyoursituation.Ending:Endtheletterinthewaythatmakesthereaderawareofyourexpectationforfuturecooperationwithhim.第三十四頁(yè)，共38頁(yè)。sampleDearSir,ThankyouforyourOrderNo.115receivedthismorningfortheabovegoods,butregretthatowingtoshortageofstocks,weareunabletoaccept,norcanourmanufacturersundertaketoentertainyourorderonaccountoftheuncertaintyofrawmaterials.Wewill,however,reverttothismatterandcontactyoubycable,oncethesupplypositionimproves.Meanwhile,pleasefeelfreetosendyourspecialenquiriesforanyothermetalsheetsandyoucanrelyonourbestattentionatalltimes.

Yoursfaithfully,Encl.Asstated.revertto回復(fù)，重談feelfreeto不要客氣，無拘束地做undertake承擔(dān),答應(yīng)metalsheets金屬片第三十五頁(yè)，共38頁(yè)。DearSirs,ThankyouforyourorderofNovember11.WeshouldliketofillyourorderfortheFashionBlouseA437,Size38,butthefactisthatwehavereceivedmoreordersthanwehadexpected,withtheresultthatourlargereservestockhas