商務(wù)英語Unit 6

1、Section1. How to Write Letters Placing and Executing Orders,To give a brief introduction to what is an order and reply to an order To enable Ss to become aware of main content of letters for an order and reply to an order To enable Ss to familiarize themselves with the samples given To read and prac

2、tice using some of the important words and expressions for business writing To do exercises and practice translating quotation, offer and counter-offer,Objectives:,Unit 6Writing for Orders and Executing Orders,I. What Is an Order and Reply to An Order?,An order is a request to supply a specified qua

3、ntity of goods. Very often, it is only after the exchange of a number of letters, faxes or E-mails that the two parties come entirely to terms and the buyer finally places or fills a formal order by letter or fax. When a seller receives the relative order and confirms and accepts its terms and condi

4、tions, he may begin to execute the order to the buyers satisfaction. However, there are times when a seller does not accept the buyers order for some reasons. Letters declining an order should be written with utmost care and an eye to good will and future business.,II. The Main Content of an Accepta

5、nce or Order Letter,1) Expressing thanks/pleasure for receiving the offer/quotation 2) Saying that you have accepted the offer/quotation 3) Saying to place an order,III. Read and Explain Sample Letters,Sample 1: An Order for Printed Shirting,Gentlemen, We thank you for your quotation of July 25 toge

6、ther with patterns of Printed Shirting. We find both quality and price satisfactory and are pleased to give you an order for the following items on the understanding that they will be supplied from stock at the prices named: Quantity Pattern No. Prices 50,000 yards 181 HK$11 per yd. 40,000 yards 183

7、 HK$14 per yd. 50,000 yards 185 HK$17 per yd. (All the prices are FOB Hong Kong.),III. Read and Explain Sample Letters,Sample 1: An Order for Printed Shirting,We expect to find a good market for the above and hope to place further and large orders with you in the near future. Our usual terms of paym

8、ent are by D/P 60 days and we hope they will be satisfactory to you. Meanwhile, should you wish to make inquires concerning our financial standing, you may refer to the following bank: The A. B. C. Bank 15XYZ Street, Hong Kong. Yours sincerely,Answer the Following Questions,1. What does the writer e

9、xpress in the opening? 2. What are the buyers payment terms?,Words and Phrases,1.give sb an order for sth place an order for sth,e.g. We are pleased to give you an order for Chinese tea.,e.g. I lent him money on the understanding that he paid it back the next month.,e.g. They cannot supply the goods

10、 from stock at the moment.,2.on the understanding that on the condition that,3.from stock from the goods available immediately,Refer to sample,Words and Phrases,4.find a good market for have a large demand for,e.g. Were sure that you will find a good market for our goods for they are of good quality

11、.,e.g. Do you accept D/P terms?,5.D/P Documents against Payment,Refer to sample,Sample 2: Sales Confirmation for Acknowledging an Order,Dear Sirs, Against the captioned order from you we have the pleasure of enclosing our Sales Confirmation No. EH - 718 for your signature. You are requested to retur

12、n us a copy as soon as possible. While appreciating the confidence you have placed in us, we wish to add that according to our usual practice we use the form of Sales Confirmation for acknowledging the conclusion of business rather than sign the Order Form of our clients. Our Sales Confirmations are

13、 reliable instruments which accurately and comprehensively reflect the spirit and essence of our agreement. To abide by the stipulations,Sample 2: Sales Confirmation for Acknowledging an Order,and carry them out to the full will mean the complete realization of the duties and rights of both parties

14、to the mutual benefit. We hope that this explanation will meet with your approval. Should there be any question with respect to the wording or content of the terms and stipulations, please do not hesitate to tell us so that we may make a check or adjustment, if necessary. Yours sincerely,Answer the

15、Following Questions,1. How does the writer acknowledge an order?,Words and Phrases,1.Sales Confirmation a simple form of sales contract,e.g. Well send you a Sales Confirmation for your signature.,e.g. It is the practice in English law to consider a person not guilty until he has been proved guilty.,

16、e.g. We must abide by the law.,2.practice a standard course of action that is accepted as correct or desirable,3.abide by act according to,Refer to sample,Words and Phrases,4.meet with get,e.g. Their reasonable request will meet with our approval.,e.g. The wording of a business agreement should be e

17、xact.,5.wording the words chosen to express sth and the phrases they form,Refer to sample,Sample 3: Sales Confirmation for Acknowledging an Order,Dear Sirs, Thank you for your order of November 11. We should like to fill your order for the Fashion Blouse A437, Size 38, but the fact is that we have r

18、eceived more orders than we had expected, with the result that our large reserve stock has been sold out. The manufacturer is no longer able to supply this blouse, but we are fortunate to have in stock a blouse of the same high quality and exquisite style, at a slightly lower price. You will find th

19、is blouse listed and illustrated in our catalogue, on page 15, A438. We can send you the blouse promptly if we receive your order within a few days. This model is very popular. It is now selling as fast as the model you ordered.,Sample 3: Sales Confirmation for Acknowledging an Order,Remember, you a

20、re fully protected by our guarantee, Money cheerfully and promptly refunded if you are not satisfied.” We are certain, however, that you will not part with the blouse when you see it. Just write the catalogue number of the blouse and the size you desire on enclosed special order blank, and, mail it

21、to us in the enclosed stamped envelope. The blouse will reach you promptly. Yours faithfully,Answer the Following Questions,1. Can the seller supply the required goods as the buyer ordered? What does the seller do to solve the problem? 2. Whats the reason that the seller cannot supply the goods requ

22、ired in the buyers order?,Words and Phrases,1.fill ones order fulfill ones order,e.g. Wed like to fill your order, but we do not have the special equipment to produce the goods.,e.g. Owing to big demand, their reserve stock is soon running out.,e.g. Are very long skirts the present model?,2.reserve

23、stock goods kept in stock for future use,3.model style of dressing,Refer to sample,Words and Phrases,4.refund return (money),e.g. We guarantee refunding the payment if you find the goods are not to your satisfaction.,e.g. Its not easy to part with ones possessions.,5.part with give up,Refer to sampl

24、e,Exercise,1. Translate the first reading into Chinese.,Answer,GO next,Exercise,1. Translate the following into English.,接到你公司8月15日印花細布定單，非常高興，并歡迎你公司成為我公司的客戶之一。 現(xiàn)確認按你方來信列明的價格供應(yīng)印花細布，并正安排下周由“公主號”輪裝出。深信你公司收到貨物后，定會感到完全滿意。 你公司也許不甚知道我公司的經(jīng)營范圍，現(xiàn)附上目錄一份。希望這首筆定單將導(dǎo)致彼此更多的業(yè)務(wù)往來，展開愉快的工作關(guān)系。,Answer,Objectives:,To giv

25、e a brief introduction to how to write an order and reply to an order To enable Ss to become aware of different conventionalities used for writing an order and reply to an order To practice using different conventionalities used for writing an order and reply to an order To do exercises,Section2. Sk

26、ills for Writing to Place Orders and to Make Replies to Orders,I. How to Write an Order and Reply to an Order,The essential qualities of an order are accuracy and clarity. In an order letter, supply the following information as exactly as possible:,1. Description-Indicate the name of the product, th

27、e model or article numbers, if any, the page of the catalogue from which you are ordering, the quantity of each item, and the price. 2. Destination- State where you want the order shipped. 3. Payment- Indicate now you plan to pay for the merchandise. 4. Any special circumstances-State such things as

28、 mode of packing, time of shipment, or the way of shipment (air freight, for example),II. Conventionalities for Writing an Order Letter.,1. Thank you for your offer of February 14. Your prices and quality turned out to be satisfactory and we are sending you an order for the following. 2. We are plea

29、sed to enclose an indent/trial order/purchase order/ revised order/substitute order for 20,000 pieces of plastic toy mobile phones. 3. Enclosed please find two copies of Purchase Contract No. , which we trust, will be found in order. Kindly sign and return a copy for our file. 4. Please see that you

30、r goods meet our requirements. 5. We need the goods urgently and it is imperative that the ordered goods reach us by the end of this month. 我們急需此貨，因此，所定貨物務(wù)必于本月底前運到。,III. Conventionalities for Writing an Order-Acknowledgement Letter.,1. We thank you for your trial order of February 26 for ten thousan

31、d sets of our “Diamond” electric fans. 2. We thank you for this order, and hope we may have the pleasure of supplying you again in the near future. 3. We were pleased to get such a good order from you although it was after a lapse of time which had been much too long.,III. Conventionalities for Writ

32、ing an Order-Acknowledgement Letter.,4. We want to tell you how pleased we were with your order, because it represents our first deal with you. We have always felt that our high quality merchandise should have a ready sale in your area. 5. Our best and prompt attention will be given to the execution

33、 of this order. 6. We are unable to manufacture the article you ordered. Enclosed, we are returning your order.,III. Conventionalities for Writing an Order-Acknowledgement Letter.,7. Due to difficulties with our suppliers, we are unable to accept your order at this time. 8. As a result of the recent

34、 communications between us, we confirm having accepted your order for, which has been booked with our manufacturers. Enclosed we are sending you our Sales Confirmation No.in duplicate/triplicate, one copy of which please sign and return to us for our records. 9. We are handing you herewith our Sales

35、 Confirmation No.with the request that you will sign and return to us the duplicate as soon as possible.,Exercise,1. Translate the following Chinese into English.,1)如果你們訂購這種商品，我們可以按你們所需要的數(shù)量供應(yīng)。 2)我方可接受交單付現(xiàn)的付款方式。 3)相關(guān)信用證將通過雅加達第一國家銀行開出。收到后請立即安排裝運，我方非常感謝。 4)如果你方能滿足我方的需要，井答應(yīng)提前交貨，我方就接受你方的價格。 5)800美元每臺的價格我

36、方可以接受，但條件是你方應(yīng)將訂貨數(shù)量增至3000臺。 6)貨物裝船后，您方可按發(fā)票金額開立匯票向我方提款。 7)請注意，貨物應(yīng)裝在結(jié)實的適合海運的集裝箱內(nèi)。 8)這種產(chǎn)品的起訂量是300箱。如果你方訂購500箱以上，我們就減價3。,Answer,Exercise,2. Complete the following letter by filling the blanks with the given words.,to it hope order for order,Dear Sirs, We thank you your order No, 215 for 6 sets of electri

37、c motor cars Model EF-617. We would like to accept your very much, but we cannot see our way clear to do this. You will understand that the alteration from the standard specifications to your requirements needs a substantial adjustment our production methods based on the belt conveyor system. This e

38、ntails a considerable increase in labor cost and materials. We trust that you will understand that it is not lack of cooperation and goodwill that makes impossible to meet your wishes. We you will find it possible to replace your by our excellent substitute Model EJ-627. Yours faithfully,Answer,Exer

39、cise,Return,你公司7月25日的報價單及印花細布花式樣均收悉，謝謝。我公司對品質(zhì)和價格均感滿意，并樂意在供應(yīng)現(xiàn)貨的條件下按（以下）指定價格訂購下列貨物： 數(shù) 量 花式號 價 格 50,000碼181每碼港幣11元 40,000碼183每碼港幣14元 50,000碼185每碼港幣17元 （所有價格都是香港船上交貨價） 我們期望為上述商品開拓好的市場，并希望不久將來再向你公司大量定貨。 我公司通常的付款條件是60天付款交單，希望此付款條件能令你公司滿意。你公司如需了解我公司財務(wù)狀況，請向下列銀行查詢：,GO text,Exercise,接到你公司8月15日印花細布定單，非常高興，并歡迎你

40、公司成為我公司的客戶之一。 現(xiàn)確認按你方來信列明的價格供應(yīng)印花細布，并正安排下周由“公主號”輪裝出。深信你公司收到貨物后，定會感到完全滿意。 你公司也許不甚知道我公司的經(jīng)營范圍，現(xiàn)附上目錄一份。希望這首筆定單將導(dǎo)致彼此更多的業(yè)務(wù)往來，展開愉快的工作關(guān)系。,Return,We are pleased to receive your order of August 15 for Printed Shirting and welcome you as one of our customers. We confirm supply of the Printed Shirting at the pric

41、es stated in your letter and are arranging for dispatch next week on s. s. “Princess.” When the goods reach you, we feel confident that you will be completely satisfied with them. As you may not be aware of the wide range of goods we deal in, we are enclosing a copy of our catalogue and hope that our handling of your first order with us will lead to further business between us and mark the beginning of a happy working relationship.,Exercise,Return,1) If you want to purchase this product, we are able to supply as much as you require. 2) Pay