1、Unit 4 Ordering,The Definition of an Order,An order is a request for the supply of a specific quantity of goods. It may result from the buyers acceptance or confirmation of a firm offer made by the sellers or result from the sellers acceptance or confirmation of a counter-offer made by the buyers. A
2、n order is considered accepted only when the exporter confirms the order.,Steps in Ordering,Placing an order; Confirming or declining an order.,An order letter should include:,Express pleasure in receiving the offer; Confirm the conclusion of the business and point out the full details of article nu
3、mber, quantity, specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations; Suggest future business dealings.,A reply to the order will include:,Express appreciation for the order received; Assure the buyers that the
4、goods they have ordered will be delivered in compliance with their request. It is also advisable for the sellers to take the opportunity to introduce their other products to the buyers; Close the letter by expressing willingness to cooperate or suggesting future business dealings.,Confirmation of Pu
5、rchase,After several rounds of correspondence, the buyer and seller reach an agreement and conclude the business. The buyer should make a Confirmation of Purchase with several copies, sending one to the seller for countersign. After signing, the seller returns it to the buyer for the buyers records.
6、,A letter example,Dear Sirs, We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised price: “Thirty metric tons of Bitter Apricot Kernels at $1750.00 per
7、 metric ton CFR Qingdao for shipment in August.” Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign and return one copy for our records as soon as possible.,We are arranging for the establishment of the relative letter of credit with the Bank of China, Sweden, and shall
8、let you know by fax as soon as it is opened. As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual shipment within the validity of the L/C. An early shipment would be appreciated. Yours faithfully, *,key words:,confirm the following order with you 确认
9、向你方订购 E.g. We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnut meat. 我们高兴地确认已与你方达成一百公吨核桃仁的交易。 We confirm having accepted your offer on the following terms and conditions: 兹确认已按下列条款接受你方的报盘：,key words:,for ones records 供某人存档，供存查 for ones file 供某人存档；供存查 be on
10、file 存档；归档 Here is our file on the Middle East. 这是我方关于中东情况的存档资料。,key words:,order 订单 fresh order/new order initial order trial order repeat order to accept an order to confirm an order,key words:,to cancel an order to withdraw an order to turn down/decline an order to fulfill/execute/carry out an or
11、der,Letter example 2,Dear Sirs, Reference is made to exchange of correspondences between us, we confirm having purchased from you 1000 sets of Sanyo Brand-model No. 1233 transistor radio on the following terms: Price: US$55.00 per set CIF Dalian Packing: in cartons, each containing 10 sets Shipment:
12、 within 45 days after receipt of the relevant L/C,confirming the deal,confirming the contents of the order,We trust that you will give special care to the packing of our goods lest they should be damaged in transit. The L/C will be opened in your favor on receipt of your Sales Contract, and we shall
13、 advise you of the shipping marks in the meantime. Emphasis has to be laid on the point that shipment must be made within the validity of the L/C. It may interest you to know that there is a good demand here for transistor radio. If this deal turns out to our entire satisfaction, substantial orders
14、will follow. Yours faithfully,requesting the seller to give special care to the packing,promising to open the L/C timely,emphasizing the importance of punctual shipment,looking forward to placing further orders,key words:,reference is made to 提及；涉及；谈及 Reference is made to your Sales Contract No. 123
15、 covering our Order No. 321. Please pack the goods and ship it promptly. We refer to your Sales Contract No. 123 covering our Order No. 321. Please pack the goods and ship it promptly. 提及你方第123号销售合同下的我方第321号订单的货物，请立即包装并发运。,key words:,lest conj. 唯恐，免得 We trust that you will give special care to the p
16、acking of the goods, lest they should be damaged. 我们相信你方将对货物的包装给予特别注意，以免货物受损。 transit 运输，通(经)过 during transit 在运输途中,Letter example 3,Dear sirs, We have received your letter of April 16 and regret that our counteroffer was refused. As your product “bed sheets” is very much appreciated to our local cu
17、stomers and there is a high demand at our market, we are very desirous of concluding this transaction with you. For the purpose of strengthening our friendship and cooperation, we agree to accept your offer: Bed Sheets US$19.99 per piece CIF Karachi with an order of 500 dozen.,We are very much pleas
18、ed to have been able to transacted this order with you after exchanging letters in the past two months and we are now looking forward to your sales confirmation for this order so as to enable us to open the L/C duly. As your make is comparatively famous here, the sales will be somewhat quick. If thi
19、s first order is executed satisfactorily, we shall be able to place repeat orders with you soon. Yours faithfully,Key words:,make n. （工业）产品；制造方法或式样 Chinese makes 中国牌子的产品；中国货 other makes 其他产品 of first-class make 头等技术制造的 We are interested in Chinese makes. 我们对中国产品感兴趣,key words:,execute v. 执行，履行 We bel
20、ieve you will do your utmost to execute our first order as it will lead to a series of transactions between us. 我们认为你方会尽最大努力执行我方第一个订单，因为它将带来一系列交易。 We assure you of our punctual execution of your order. 我们保证准时执行你方订单。 Our best and prompt attention will be given to the execution of this order. 我方将妥善迅速地
21、处理这一订单。,Reasons of declining an Order,There are times when a seller does not accept the buyers order because: he is not satisfied with the buyers terms and conditions; the buyers credit is suspected; the goods are not available.,Letters of Declining an Order should include:,Regret your inability to
22、meet the buyers needs; Explain the reasons and propose an alternative product, if one is available; Hope for the opportunity to serve him some other time.,An Example of Declining an Order:,Dear Sirs, We thank you for your Order No.115 received this morning for the above goods, but regret that owing
23、to shortage of stock, we are unable to accept it, nor can our manufacturers undertake to entertain your order for future delivery on account of the uncertainty of raw materials. We will, however, revert to this matter and contact you by cable once the supply position improves.,because of,turn to,due
24、 to, because of,Meanwhile, please feel free to send us your specific inquiries for any other our products and you can rely on our best attention at all times.Yours faithfully, *,Example 2,Dear Sirs, We have received your order No. 1160 for 100 sets of our color TV and thank you very much.To our regr
25、et, the size of your order is far below our required minimum of 200 sets. As you already mentioned in your last letter, our products are of superior quality. We have confidence that you will find a ready market for them. Therefore, if you will increase your order to 200 sets, we can ensure an early
26、shipment.,We wish to receive your favorable reply.Yours faithfully,Useful Sentences on Ordering,We will open an irrevocable L/C in your favor through Bank, to cover the total CIF value of this order as soon as we receive the returned confirmation. We appreciate your arranging to ship upon receipt of
27、 the L/C.,Useful Sentences on Ordering,Particular care should be taken about the quality and packing of the goods in this first order. There will be a flow of orders if this initial order proves to be satisfactory. We trust this order will be the first of a series of deals between us.,Useful Sentenc
28、es on Ordering,We will keep in mind your requirements for the same and shall contact you once it becomes available. We have duly noted your requirements for , but regret being unable to supply at present. We will certainly revert to this matter as soon as our supply position turns for the better.,Ex
29、ercises:,1.假如你方价格可行，我们将向你方试购80箱红茶。 2.很高兴从你五月二十八日传真中得知你方已决定订购100套以试销路。 3.我方已接受你方床单枕套的第168号订单。兹寄上第BP-200销售确认书一式两份。 4.你方订单正在迅速处理，而且尽可信赖我方将会在规定的时间内发运。,Exercises:,5. 兹随函附上试订单一份。如果质量合乎要求，我方近期内将寄订单。如能及时处理此订单将不胜感激。 6. 很高兴与你方达成首笔交易，盼望以后能进一步发展双方互利的贸易。 7. 我方已传真接受你方订单，望尽快开立信用证。,Answers:,We shall place a trial o
30、rder with you for 80 cases of Black Tea if your price is workable. We are glad to note from your fax of May 28 that you have decided to place an order with us for 100 sets to test the market. We have received your Order No. 168 for bed sheets and pillow-cases and are sending our Sales Confirmation N
31、o. BP-201 in duplicate. Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit.,Answers:,We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near future. Your prompt attention to this will be appreciated. We are pleased to have transacted the initial business with you and look forward to the further expansion of trade to our mutual benefit. We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.,
