1、Unit 5 2. confirm the conclusion of the business and point out the full details of article number, quantity,specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer; 3. hope for
2、 further orders; q A satisfactory order letter should include :Acceptance of Orders接受订单的函 nAfter enquiry, quotation (offer), counter offer, the two sides of trading make the agreements, and then do business as per terms made, then get into the acceptance stage.订单与定单 n 收到买方定单后，货物发送之前，卖方为再次确 认一些事项而发出确
3、认定单的信件，以免可能发 生的误会。 n We acknowledge with thanks your letter of May 1, together with your valued order No. 111. n We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week. n We hope you will be satisfied with both the goods and our arrangements
4、. n 感谢五月一日来信，及第号订单。 n 我方很重视这一定货，请相信货品将于本周内发 送。 n 希望对货品及我方安排皆能满意。 n 定单的定义：书面供货单。 n 订单的定义：企业采购部门向原材料、燃料、零 部件、办公用品等的供应者发出的定货单。 二者 基本可以通用。 n 物流术语 n 大多数情况下，订单是指预期数，向供货商发出 采购要约，拟向供货商提出订货数量和技术要求 的一种书面文件。 而定单是指买卖双方对订货数 量达成一致协议后，确定供应方应向采购方提供 实际应交货数量的一种书面的文件。 从法律角度 上来说，是有区别的。建议使用订单 ,减少使用定 单,避免风险 订单order 与合同co
5、ntract 订单order,采购订单 Purchase order (PO) 合同contract,销售合同sales contract 销售确认书 sales confirmation 外贸销售合同书或者确认书必须包括所有商 品的条款，同时还要包含检验（inspection ）索赔,不了抗力，仲裁等条款。 如以信用证喂结算方式，一定要签合同。Dear Sirs, We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your ful
6、l cooperation we have been able to confirm the following order with you at your revised price: “Thirty metric tons of Walnut Meat at $1750.00 per 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 ou
7、r 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 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 shipme
8、nt within the validity of the L/C; any delay in shipment would be harmful to our future business. Yours faithfully,1. reduction n 减少；减小 Although we are anxious to begin business with you, we regret that we cannot allow the reduction asked. Our prices have been cut to the lowest possible point. make
9、a reduction of 5% in the price 减价5% make a 5% reduction in the price 减价5% 1) We have cut our price to the limit. We regret therefore being unable to comply with your request for further reduction. 我方已削价到极限，遗憾不能同意你方再次降价的要 求。 2) 尽管我方渴望与你方开展贸易，但抱歉不能接受降价要 求。我方价格已削减到了最低点。 3) 我们不能比报价少10%。 We are not in a
10、position to take 10% off the listed price.2. confirm the following order with you 确认向你方订购 confirm having placed the order with you 确认向你方订购 1) 我们高兴地确认已与你方达成一百公吨核桃仁的交易。 We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat. We confirm having accepted your o
11、ffer on the following terms and conditions: 2) 兹确认已按下列条款接受你方的报盘：3. revised price 修改的价格，修正价格 1) We don t think we can put the business through unless you revise your conditions. 除非你方修改你们的条件，否则我们认为不能达成交 易。 2) 由于你方的通力合作，我们才能按你方修正价格确认向你方 订货如下： Through your full cooperation we have been able to confirm t
12、he following order with you at your revised price.4. sign v. 签署；签字 signature n. 签名；署名 1) Enclosed we are sending you the relative S/C No.777 in duplicate and hope that you will sign and return us one copy of it to complete our records. 现附寄第777号销售合同一式两份，望签字并退回一份，以便归 档。 5. for ones records 供某人存档；供存查 f
13、or one s file 供某人存档；供存查 to complete one s records 供某人存档/归档 be on file 存档；归档 1) 这是我方关于中东情况的存档资料。 Here is our file on the Middle East.I have arranged for a car to pick the trade delegation up at the airport. 6. arrange v. 安排；筹备；后接介词for arrange for sb.to do sth 安排做某事 arrange for sth. to do sth 安排做某事 1)
14、 我已安排小汽车到机场迎接贸易代表团。 2) 泰德已安排此人参加交易会。 Ted had arranged for this man to attend the Fair.7. delay v. 耽搁；延误；推迟 delay in shipment 在某方面的延误 delay of 延误若干时间 Excuse us for delay in answering your letter. 2)这将造成约六天的延误。 This will cause a delay of about 6 days. 8. harmful adj. 有害的；后接介词 to 本报盘以货物未售出为条件。 1)原谅我方没有
15、及时回信。 Chinese version of the letter 执事先生：感谢你方6月20日来信对我要求降价5%的迅速答复，由于您的通 力合作，我们现确认按你方修改的价格与你达成交易如下：三十公吨核桃仁，每公吨1750美元成本加运费青岛，装运期为8 月份。随函附上我方第369号购货确认书一式两份，请查收。请尽快签 名并退回一份以供我方存档。我们正安排由瑞典的中国银行开立相关的信用证，一经开出即传 真通知你方。由于我们急需此货，我们认为有必要重申在信用证有效期内按时 装运的重要性，装运方面的任何延误都将给我们以后的交易带来损 失。 谨上，1.Shipping marks 运输标志，通常称
16、为唛头。 运输标志必须简洁、字体大、易读。LP SAN FRANCISCONO.1/100收/发货人的名称代号、 简单的几何图形。 参考号，合同或订单编号 目的港或目的地的名称件号 123 运输标志必须符合船运公司、海关和收货人三方的 要求。有时，运输标志是由买方订货时指定的。如 果买方没有提供，出口商可以使用他自定的标志。包装 上常见的警示标志Care Mark/Caution Mark 小心搬运 Handle withcare 此面朝上 This side up 请勿抛掷 Dont throw down 易腐物品 Perishable goods 请勿平放 Not to be laid f
17、lat 请勿用钩 No hooks 保持冷藏 Keep cool, Keep in cool place 避免日光直射 Keep out of the direct son 有毒物品 Poison 危险 Dangerous 危险品 Dangerous goods 保持干燥 Keep dry请勿堆积 Not to be stowed under other cargo 易燃物 Inflammable 禁止潮湿 Guard against damp 易碎 Fragile 玻璃器皿 Glassware 远离锅炉 Keep away from boiler 陶瓷，瓷器 Porcelain , Chin
18、a 置于甲板 On deck 填充物 padding, pad As this article is fragile, be sure to put enough padding. 此物易碎，请务必装入足够的填充物。2.Shipping documents 装运单据 one set of shipping documents: 1) Bill of Lading 2) Commercial Invoice 3) Certificate of Quality 4) Certificate of Quantity 5) Insurance Policy 6) Weight Memo .Accept
19、ances and Rejections 1. in duplicate一式二份 in duplicate / in two copies 一式二份 in triplicate / in three copies 一式三份 in four copies 一式四份 in five copies 一式五份 in six copies 一式六份 in seven copies 一式七份 .Contents of a Sales Contract 1. Title =合同名称及其编号。 2. Preamble序文：包括签约日期、地点、当事人名称、地址及其法 律地位 。 3. Name of Commo
20、dity商品名称。 4. Quality Clause 品质条款：包括约定品质的决定方式及其时间和地 点。 5. Quantity Clause数量条款：包括约定数量单位、交付数量的决定 时间和地点，以及溢短装数量的解决办法等。 6. Price Clause 价格条款：包括价格种类、结构、使用货币计算单位 以及币值或价格变动风险的归宿等。 7. Packing Clause 包装条款“包括包装的方式、方法、包装的材料以 及唛头等。 8. Delivery Clause 交货期：包括交货时间、地点、交货方式、交货 通知等。 9. Payment Clause支付条款：包括支付方式、支付工具以及
21、支付时 间等。 Contents of a Sales Contract 10. Insurance Clause保险条款：包括由何方保险、投保险别、金额与货 币约定保险人等。 11. Inspection Clause 检验条款：包括项目、检验时间与地点、检验机 构、检验方法,检验效力及其费用的负担等 。 12. Claim Clause索赔条款：包括索赔的期限及其通知方法，应提出的 证明文件，索赔货物和付款的关系，以及解决索赔的基本原则。 13. Arbitration Clause 仲裁条款：包括范围、地点、仲裁机构及其费用 的负担等。 14. Force Majeure Clause
22、不可抗力条款：包括不可抗力事故的原因、 通知时间和方法、应提出的文件，以及免责事项等。 15. Breach and Cancellation of Contract Clause 违约及解除契约权条款： 包括违约的处理方法，解约事由和解约后的赔偿等。 16. Miscellaneous Clause 其他条款：依据契约的性质和具体情况，可 以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款， 以及合同能否转让及其条件等条款。 订单既可能是买方主动寄发的购货单，也可能 是买方对报盘的接受，买方发出的订单一经卖方 接受，就不能随意撤回，买卖双方就将按照订单 上的条件签署合同并执行合同。因此
23、，在拟写订 单时，一定要将交易条件叙述完整，尤其是主要 的交易条件叙述清楚，比如，商品名称、规格、 数量、包装、价格、总金额、支付条件、交货期 等。 现在的许多贸易公司都使用正规的印刷订单， 以确保不会疏漏任何重要的条件。 .Order Practice Lessons I. Translate the following into English: 1. We shall book a trial order with you, provided you will give us a 5% commission. 2. We have booked your Order No.168 for
24、 bed sheets and pillow-cases and are sending our Sales Confirmation No. BP-201 in duplicate. 3. Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit. 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。 假如能给5%的佣金，我方将向你方试订一批货。 你方订单正在迅速处理，而且
25、尽可信赖我方将会在规定的时间内 发运。 4. 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. 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。 Practice Lessons 5. We wish to refer to the recent exchange of cable
26、s and are pleases to confirm having concluded with you a transaction of 50 tons of canned crabmeat. 6. We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual benefit. 7. We have succeeded in putting through the deal of f
27、ive hundred tons of canned mushroom. 8. The price you quoted being found workable, we have cabled you our acceptance. 兹参阅近日往来电报并高兴地确认与你方达成了一笔50吨蟹 肉罐头的交易。 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。 我们成功地达成了500吨蘑菇罐头的交易。 我们认为你所报价格可行，因此已去电表示接受。 Practice Lessons 9. We have cabled our confirmation of your order and
28、 you are requested to open the L/C as soon as possible. 10. Please accept our offer and confirm the above-mentioned terms immediately. 我方已去电接受你方订单，望尽快开立信用证。 请立即接受我方报盘并确认上述条款。 Unit 5 2. confirm the conclusion of the business and point out the full details of article number, quantity,specification, qu
29、ality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer; 3. hope for further orders; q A satisfactory order letter should include :Acceptance of Orders接受订单的函 nAfter enquiry, quotation (offer),
30、counter offer, the two sides of trading make the agreements, and then do business as per terms made, then get into the acceptance stage.订单与定单 n 收到买方定单后，货物发送之前，卖方为再次确 认一些事项而发出确认定单的信件，以免可能发 生的误会。 n We acknowledge with thanks your letter of May 1, together with your valued order No. 111. n We will expe
31、dite your order immediately and we assure you that the goods will be forwarded within the coming week. n We hope you will be satisfied with both the goods and our arrangements. n 感谢五月一日来信，及第号订单。 n 我方很重视这一定货，请相信货品将于本周内发 送。 n 希望对货品及我方安排皆能满意。 n 定单的定义：书面供货单。 n 订单的定义：企业采购部门向原材料、燃料、零 部件、办公用品等的供应者发出的定货单。 二
32、者 基本可以通用。 n 物流术语 n 大多数情况下，订单是指预期数，向供货商发出 采购要约，拟向供货商提出订货数量和技术要求 的一种书面文件。 而定单是指买卖双方对订货数 量达成一致协议后，确定供应方应向采购方提供 实际应交货数量的一种书面的文件。 从法律角度 上来说，是有区别的。建议使用订单 ,减少使用定 单,避免风险 订单order 与合同contract 订单order,采购订单 Purchase order (PO) 合同contract,销售合同sales contract 销售确认书 sales confirmation 外贸销售合同书或者确认书必须包括所有商 品的条款，同时还要包
33、含检验（inspection ）索赔,不了抗力，仲裁等条款。 如以信用证喂结算方式，一定要签合同。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 Walnut
34、Meat at $1750.00 per 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
35、, Sweden, and shall 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; any delay in shipment would be harmful to our future business. Yours faithfully,1. reducti
36、on n 减少；减小 Although we are anxious to begin business with you, we regret that we cannot allow the reduction asked. Our prices have been cut to the lowest possible point. make a reduction of 5% in the price 减价5% make a 5% reduction in the price 减价5% 1) We have cut our price to the limit. We regret th
37、erefore being unable to comply with your request for further reduction. 我方已削价到极限，遗憾不能同意你方再次降价的要 求。 2) 尽管我方渴望与你方开展贸易，但抱歉不能接受降价要 求。我方价格已削减到了最低点。 3) 我们不能比报价少10%。 We are not in a position to take 10% off the listed price.2. confirm the following order with you 确认向你方订购 confirm having placed the order wit
38、h you 确认向你方订购 1) 我们高兴地确认已与你方达成一百公吨核桃仁的交易。 We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat. We confirm having accepted your offer on the following terms and conditions: 2) 兹确认已按下列条款接受你方的报盘：3. revised price 修改的价格，修正价格 1) We don t think we can put the
39、business through unless you revise your conditions. 除非你方修改你们的条件，否则我们认为不能达成交 易。 2) 由于你方的通力合作，我们才能按你方修正价格确认向你方 订货如下： Through your full cooperation we have been able to confirm the following order with you at your revised price.4. sign v. 签署；签字 signature n. 签名；署名 1) Enclosed we are sending you the rela
40、tive S/C No.777 in duplicate and hope that you will sign and return us one copy of it to complete our records. 现附寄第777号销售合同一式两份，望签字并退回一份，以便归 档。 5. for ones records 供某人存档；供存查 for one s file 供某人存档；供存查 to complete one s records 供某人存档/归档 be on file 存档；归档 1) 这是我方关于中东情况的存档资料。 Here is our file on the Middl
41、e East.I have arranged for a car to pick the trade delegation up at the airport. 6. arrange v. 安排；筹备；后接介词for arrange for sb.to do sth 安排做某事 arrange for sth. to do sth 安排做某事 1) 我已安排小汽车到机场迎接贸易代表团。 2) 泰德已安排此人参加交易会。 Ted had arranged for this man to attend the Fair.7. delay v. 耽搁；延误；推迟 delay in shipment
42、在某方面的延误 delay of 延误若干时间 Excuse us for delay in answering your letter. 2)这将造成约六天的延误。 This will cause a delay of about 6 days. 8. harmful adj. 有害的；后接介词 to 本报盘以货物未售出为条件。 1)原谅我方没有及时回信。 Chinese version of the letter 执事先生：感谢你方6月20日来信对我要求降价5%的迅速答复，由于您的通 力合作，我们现确认按你方修改的价格与你达成交易如下：三十公吨核桃仁，每公吨1750美元成本加运费青岛，装运
43、期为8 月份。随函附上我方第369号购货确认书一式两份，请查收。请尽快签 名并退回一份以供我方存档。我们正安排由瑞典的中国银行开立相关的信用证，一经开出即传 真通知你方。由于我们急需此货，我们认为有必要重申在信用证有效期内按时 装运的重要性，装运方面的任何延误都将给我们以后的交易带来损 失。 谨上，1.Shipping marks 运输标志，通常称为唛头。 运输标志必须简洁、字体大、易读。LP SAN FRANCISCONO.1/100收/发货人的名称代号、 简单的几何图形。 参考号，合同或订单编号 目的港或目的地的名称件号 123 运输标志必须符合船运公司、海关和收货人三方的 要求。有时，运
44、输标志是由买方订货时指定的。如 果买方没有提供，出口商可以使用他自定的标志。包装 上常见的警示标志Care Mark/Caution Mark 小心搬运 Handle withcare 此面朝上 This side up 请勿抛掷 Dont throw down 易腐物品 Perishable goods 请勿平放 Not to be laid flat 请勿用钩 No hooks 保持冷藏 Keep cool, Keep in cool place 避免日光直射 Keep out of the direct son 有毒物品 Poison 危险 Dangerous 危险品 Dangerous
45、 goods 保持干燥 Keep dry请勿堆积 Not to be stowed under other cargo 易燃物 Inflammable 禁止潮湿 Guard against damp 易碎 Fragile 玻璃器皿 Glassware 远离锅炉 Keep away from boiler 陶瓷，瓷器 Porcelain , China 置于甲板 On deck 填充物 padding, pad As this article is fragile, be sure to put enough padding. 此物易碎，请务必装入足够的填充物。2.Shipping documents 装运单据 one set of shipping documents: 1) Bill of Lading 2) Commercial Invoice 3) Certificate of Quality 4) Certificate of Quantity 5) Insurance Policy 6) Weight Memo
