訂單和執(zhí)行訂單

OrdersandExecution王慧廣州番禺職業(yè)技術(shù)學(xué)院What’s

order?Anorderis

arequesttosupply

aspecifiedquantity

ofgoods.It

mayresultfroman

offeror

anenquirywith

subsequent

quotations.LearningObjective了解訂單的相關(guān)知識和寫作原則熟悉訂單、答復(fù)訂單、確認(rèn)訂單、取消訂單和續(xù)訂函的寫作框架和模式掌握與上述訂單環(huán)節(jié)相關(guān)的撰寫要點、專業(yè)術(shù)語和表達(dá)方式What’s

order?訂單是買方向賣方為了要求供應(yīng)具體數(shù)（質(zhì)）量的貨物而提出的一種要求。買賣雙方經(jīng)過報盤或詢盤后，雙方談判并達(dá)成協(xié)議，買方根據(jù)最終報價而促成的結(jié)果；買方根據(jù)賣方在信件所附、傳真或當(dāng)面提供的產(chǎn)品目錄、價目表、樣品等，或事先準(zhǔn)備的訂貨單直接下訂單；Theclassification

oforderInitial

OrderTrialOrderRepeat

OrderDuplicate

OrderFreshOrderTheclassification

oforderInitial

Order

首次訂單TrialOrder

試購訂單Repeat

Order

續(xù)訂Duplicate

Order

重復(fù)訂單FreshOrder

新訂單RepeatOrder

VS

Duplicate

Orderduplicateorder(重復(fù)訂單):指與原訂單除了裝運期不同外，其他交易條件與原訂單完全一致。repeat

order(續(xù)訂訂單):指除交貨期外，其它交易條件等未必與原訂單相同的訂單。Newwords

study1.

Orderplacean

order下訂單regular

order

長期訂單first/initial

order

初次訂單trialorder

試購訂單duplicate

orderrepeat

orderNewwords

studyoutstanding

/pending

order

未完成訂單accept/confirm/close/entertain

an

order接受訂單cancel/withdraw

/revoke

an

order

取消訂單decline/turn

down/

refusean

order謝絕訂單fulfill/execute/carry

outan

order

執(zhí)行訂單ExampleExample:

We

encloseatrialorder.Ifthequality

isuptoour

expectation,we

shall

sendfurther

ordersinthenear

future.Example:

We

would

like

to

bookyour

order,butourcurrent

stockisrunningout.Whatshouldanorderlettercontain?Anorder

shouldatleastcontainthefollowingpoints:1.

Full

details

of

description:

indicate

the

nameof

the

product,

the

model

orarticle

number,

thequantity

andprice2.

Destination:

State

what

you

want

the

ordertobeshipped3.

Payment:

Indicate

now

you

plan

to

pay

forthemerchandise4.

Any

special

circumstances:

state

such

thingsas

mode

of

packing,

time

of

shipment,

or

theway

ofshipment.Anorder

shouldatleastcontainthefollowingpoints:1.

詳細(xì)的說明：貨物的數(shù)量、價格以及貨號等；2.

說明包裝方式、目的港、裝運日期3.

確認(rèn)在初期洽談時所統(tǒng)一的支付方式和條件4.

收貨人的詳細(xì)信息Structure

of

anorder

letter1.

Expressing

the

thanksfor

the

offer2.

Saying

that

you

have

accepted

the

offer3.Saying

toplace

anorderanddescribewhatisbeingorderedingreatdetail4.Closing:expresswillingnesstocooperateorsuggestingfuturebusinessdealingSampleOneDear

SirsRe:Smart

ChoiceExpressingthanksThankyouvery

much

foryourletterofJune

27,inwhichyouenclosed

apricelistforyour

newproductSmart

Choice

andanillustrated

catalogue.

We

likeyourproduct

andfind

yourpricesacceptable.

Weshould

like

you

to

sendusthefollowing:Saying

thatyou

haveacceptedtheofferandwill

place

anorder.Quantity

ArticleNo.

Prices(net)100100Type

IType

IIUS$20perunitUS$20perunitTotal

US$4,000CIF

LiverpoolPayment:

Byirrevocable

L/Cpayable

bydraftatsightAswewouldlike

to

havethegoods

onthemarket

intimeforChristmas,pleasesee

toitthatthe

goods

areshipped

by

August

2005.Iftheyarenot

delivered

bythat

time,we

shall

have

tocanceltheorder.expressyour

hopeforthe

futurebusiness.We

hope

thisfirst

transaction

willproveto

besatisfactory

anditwill

leadtofurtherbusinessbetweenus.Yours

faithfullyUsefulexpressions1.

Thankyoufor

your

offer

of

Jan.1st.

Your

pricesandqualityturn

outto

besatisfactory,sowe

aresendingyouanorder

for

thefollowing

.2.

We

have

thepleasureofhandingyouatrialorder/purchaseorder/substituteorder

for

thevarious

articles

asper

order

sheetenclosed.3.

Pleasesee

thatyour

goodsmeet

our

requirement.4.

Pleaseforward

thegoods

namedbelowinstrictaccordance

with/in

compliance

with

thefollowinginstructions.Newwords

studyUsefulexpressionsUsefulexpressionsUsefulexpressionsUsefulexpressionsPractice我方認(rèn)為質(zhì)量和價格都令人滿意,現(xiàn)向你方訂購如下商品,條件是指定的價格,現(xiàn)貨供應(yīng).We

find

both

quality

andpricesatisfactoryand

arepleased

togive

youanorderforthe

following

items

onthe

understanding

that

theywill

besupplied

fromstockattheprices

named.茲訂購150公噸花生油,詳情請參見附件.We

arepleasedtohaveplacedwithyou

anorderfor150

metrictonsofGroundnut

oil.For

detailedinformation,please

seethe

attachment.Howto

replyto

an

order?The

besttipforsuchletteris

to

beconsiderate,thatis,writemore

aboutthe

customersthanyour

owncompany.The

commonreply

optionsare

listed

asfollows:AcceptanceDeclineChangeorcancelofordersRecommendation

of

somethingasasubstituteStructureof

Acknowledgement

ofthefirstorder1.Expresspleasureatreceivingtheorder2.

Include

an

assurance

of

prompt

and

carefulpreparation3.

Draw

attention

to

other

products

likely

to

be

ofinterest4.

Hopefor

further

ordersStructureof

Acknowledgement

ofthefirstorder確認(rèn)訂單通常包含三個主要部分：1.首先對買方的訂單表示謝意2.向買方表示會按要求供貨3.借此機會推銷其他產(chǎn)品4.結(jié)尾表達(dá)希望未來繼續(xù)合作的愿望After

the

orderis

confirmed,the

seller

issupposedtomakeout

the

contract

or

sales

confirmation,tobesenttothebuyer

forcountersignature.

Aftercountersignature,

the

buyer

returnsone

copyto

theseller.

Hereistheletter

structure:1.

To

tellthe

buyerthat

youhave

acceptedhisorder.2.

To

remind

the

buyer

toopenL/C

intimeifthetransaction

isbased

onL/C.3.

To

promisepunctual

shipment4.

To

expresshope

forfurtherordersSampleLetter

1Dear

Sirs,Itiswith

greatpleasurethat

wereceiveyour

orderofMay20forourContainer

Bags.We

confirm

thesupply

of

the

goods

attheprices,terms

andconditions

stated

inyourletter.

We

areconfident

that

thegoods

will

arrivein

timetoyour

entiresatisfaction.Pleaseread

our

attachment,whichwillacquaint

you

withthewiderangeofgoods

wehandle.

We

hopethat

ourexecutionofyourfirstorderwillleadtofurtherbusiness

betweenus.Yours

trulySampleLetter

2Dear

SirsRe:

Your

order

for

Smart

ChoiceWe

are

verypleased

toreceiveyourorderofJune

3forSmart

Choice.

We

accept

yourorderonthe

termsandconditions

stated

inyourletterasfollows:Quantity

ArticleNo.

Prices(net)100100Type

IType

IIUS$20perunitUS$20perunitTotal

US

$4,000CIF

LiverpoolPayment:

Byirrevocable

L/Cpayable

bydraftatsightWe

areworkingon

yourorder.

Aswecan

supplythe

goods

fromstock,

wecan

assure

youthat

weshallmeet

yourdeadline.

Please

openthe

relevantL/Cimmediately

to

enableustomake

shipmentpromptly.

We

areconfident

thatSmart

Choice

willbeasuccessin

yourmarket.We

areenclosing

ourSalesConfirmationNo8456induplicate.

Pleasesign

andreturnone

copyforourfile.We

arelooking

forward

toa

happy

workingrelationship

withyourcompany.Yours

faithfullyRepeatorders續(xù)訂的情況有兩種：買方對同樣產(chǎn)品的再次訂購；發(fā)生謝絕訂單的情況后，重新談判下確認(rèn)下訂；或?qū)u方推薦的替代品下訂。Repeatorders續(xù)訂訂單格式：買方對賣方之前訂單履行的情況表示滿意，直接告知賣方要下訂單的意愿；詳細(xì)描述續(xù)訂訂單的內(nèi)容。如需賣方改進(jìn)，明確提出，以便賣方準(zhǔn)確無誤地按訂單執(zhí)行。結(jié)尾處對賣方的訂單供貨表示充滿信心。Repeatorders續(xù)訂訂單回函格式：感謝續(xù)訂；明確貨運方式、發(fā)貨日期如買方提出整改要求，明確表態(tài)結(jié)尾處表達(dá)對更多合作機會的期待Anorder

(訂單）

isarequesttosupply

aspecified

quantityofgoods.

Very

often

itisonly

after

theexchange

ofanumber

ofletters,

faxes,

or

E-mails

thatthetwo

partiescometoentirely

totheterms

andthebuyersfinally

places

aformalorder

byletter

or

fax.Whenaseller

receives

therelative

order

andconfirms

andacceptsits

terms

or

conditions,

hemaybeginto

executetheorder

tothebuyer’ssatisfaction.

However

there

are

timeswhen

aseller

doesnotintendtoaccept

thebuyer’sorder

for

some

reasons.

Letters

declining

anorder

shouldbewritten

with

utmostcareandaneye

togoodwillandfuturebusiness.

Declining

an

order謝絕訂貨常見的原因：1.不能提供所訂產(chǎn)品：如廠家停產(chǎn)等；2.市場價格發(fā)生變化3.買方雙方就貿(mào)易條款發(fā)生分歧4.對買方名譽或信用有疑問

Declining

an

order拒絕信函應(yīng)寫得清楚、完整，又要委婉、含蓄，以維持與買方的良好業(yè)務(wù)關(guān)系為基本原則。撰寫參考：1.肯定語氣的開頭有利于良好的溝通。即在信函的開頭感謝買方的訂單。2.向買方解釋謝絕訂單的具體原因。通常賣方會推薦替代產(chǎn)品，給出報盤價，希望促成交易。3.態(tài)度積極的結(jié)尾會使買方了解賣方期待未來的合作機會。

Declining

an

orderRecommendation

of

other

products1.我們建議你們訂購B-08作為替代.We

suggest

youtake

Model

B-08asreplacement.2.我們推薦你們訂購C-33型,

該產(chǎn)品有現(xiàn)貨,能否考慮?Maywe

recommend

ModelC-33available

fromstockfor

your

consideration?

Declining

an

order-SamplesDear

sirs,Your

enquiry

of25th

AprilforourContainer

BagshasIndirectbeenreceivedwithmany

thanks.refusalYo

uperhaps

knowthat

there

has

beenaheavy

demandforthe

articleyouenquire

for

since

thebeginning

ofthe

yearandwearetooheavilycommitted

tomakeyou

the

offer

asrequested.However,

we

shall

notfailtoapproachyouassoonasfreshsupplies

areavailable.SincerelyyoursDirectRefusalDear

Sirs,Subject:

Container

BagsWe

have

receivedwiththanksyourorderforthe

abovegoods,

but

regrettosaythat

the

stock

shortage

preventsusfrom

acceptingyourorder.

Nor

canwepromisetoaccept

ordersfordelivery

in

the

following

monthasaresult

oftheuncertainty

ofrawmaterials.However,

wewillreopen

the

matterassoon

asthesupplyposition

improves.Meanwhilepleasedon’thesitate

to

letusknowifyou

needourother

products,

whichweassureyou

willreceiveourbestattention.SincerelyyoursChange

or

cancelof

orders1)

非常抱歉，茲因購貨人已向我們撤消訂單，迫使我們只好向貴公司取消這次定貨。To

my

deep

regret,

the

buyer

of

these

goods

has

justwithdrawn

the

order,

a

fact

which

compels

us

to

canceltheorder

with

you.2)我想變更下我的訂單，將訂貨單號為0018的改成0017，數(shù)量不變。We

want

to

change

ourorder,

replacing

No.0018with

No.0017,

nochange

inquantity.Useful

expressions1.收單與確認(rèn):1)

貴公司5月1日定單已收到，對此次定貨，我公司表示感謝。We

acknowledge

the

receipt

of

your

letter

of

May

1andthankyou

fortheorderyouhave

givenus.2)

We

confirm

herewith

your

order

of

June

1,

for100

tonsofbeans.貴公司6月1日關(guān)于100噸黃豆的定單已收到，并與以確認(rèn)。3)

With

referenceto

your

letter

ofthe4thNovember,we

havepleasureininformingyouthatwe

haveacceptedyour

order

for

1000alarmclocks.

We

aresendingyouour

S/CNo.100

induplicate,one

copyofwhich

pleasesign/countersignandreturn

for

ourfile.4)

我們可以登記你們5月19日傳真過來的定單.We

canbook

this

orderon

theterms

mentionedinyourfax

ofMay19.2.對于定單的關(guān)注1）感謝你方1月2日的定單，本月已履約，特此奉告。Inthanking

youfor

your

order

of

Jan

2,Iinformyouthatithasbeendulyexecuted

thismonth.2)

Your

order

is

receiving

our

immediateattention,andyoucan

depend

onustoeffectdelivery

wellwithin

your

timelimit.3)

Your

order

isbooked

andwill

behandledwithgreat

care.PleaseopentherelevantL/C,whichmust

reach

here

onemonth

beforethedateofshipment.3.

拒絕定貨1)

Your

order

for

asupplyofour

booklet

“

AWonderful

Story”hasnotbeenfilled,becauseofourinabilityofprocuringnecessary

paper

for

printing.由于所需紙張無法解決，因此貴公司訂購我公司發(fā)行的雜志“奇聞奇事”未能安排。2)目前由于此類特制品沒有存貨，工廠也無法立即制造，因此我們很擔(dān)心，在接到定單后恐怕不能保證三個月內(nèi)發(fā)貨，敬請諒解。We

have

none

of

this

particular

make

in

stock

at

themoment,

andowingtothegreat

pressure

atthemills,we

are

afraid

we

can

not

guarantee

delivery

withinlessthan

three

months

ofreceipt

oforder.Exercises1.謝謝你方6月5日的報盤.

你方價格和質(zhì)量合意,現(xiàn)寄上定單一紙,訂購以下商品.Thank

you

for

your

quotation

of

June

5.

We

find