1、Unit 9 Orders and Their Fulfillment,一、Order An order is a letter (or a printed form), sent by the importer to exporter, for request to supply a specified quantity of goods. Once an order is accepted by the export, he must send a letter confirming agreed terms and conditions. Then a transaction is co
2、ncluded and a contract will be signed between both parties. If the exporter finds it difficulty to accept the importers order, he may recommend some substitutes; suggest other opportunities to do business together or just decline the importers order.,1、result from An order is a request to supply a s
3、pecified quantity of goods. It may result from (1)an offer (2)or an enquiry with subsequent quotations.,2、the form of order An order may be given (1) by letter (2) or memo, (3) by telex (4) or telegraphic message, (5) or orally at a meeting. Usually there is no correspondence at all; instead, (1) bu
4、yers use printed order forms (2) and sellers use printed acknowledgements,3、the essential element of an order The essential qualities of an order are accuracy and clarity. An order or an order letter should: (1) include full details of article number, quantity, specification, quality, unit price, an
5、d total value, if any, (2) state mode of packing, insurance, port of destination and time of shipment, (3) confirm the terms of payment as agreed upon in preliminary negotiations.,4、卖方拒绝买方订单时的原因及处理办法 However, there are times, when sellers cannot accept buyers orders, because (1) the goods required a
6、re not availed (2) or prices and specifications have been changed. In this case, letters rejecting orders must be written with the utmost care and with an eye to goodwill and future business. It is advisable to recommend suitable substitutes, make counter-offers and persuade importer (buyers) to acc
7、ept them.,5、我国的进出口贸易在“订单”这一环节上的通常做法： （1）在我国的出口贸易中，交易达成后，一般均由我出口公司（卖方）缮制“售货确认书”或“售货合同”，经我方签署后，寄给国外买方，要求买方签署后，退回正本一份，以供存查。 经双方签署的“售货确认书”，就是一份对双方有约束力的售货合同，双方必须遵守履行。,（2）在我国的进口贸易中，一旦交易达成，通常都由我国的进口公司（买方）缮制并签署“购货确认书”或“购货合同”，寄交国外卖方签署，退还正本一份。,6、成交函 在进出口交易中，一方的发盘或还盘被另一方接受，即，合同关系宣告成立。 同时，为了便于履约和监督，双方通常会签订一份合同（
8、采购确认书或者销售确认书）。 当出口方向进口方寄销售确认书的时候，往往会附上一封短信，这封信就是我们这里所说的出口成交函。 成交函是一种典型的通知类信函，在写法上与我们在前几章中所学到的建交函、发盘函、还盘函、促销函有所不同。,1、出口成交函的最主要的目的是，卖方要告诉买方，销售合同已寄出，希望其予以会签。 常用的语句是： E.g.: We are sending you our Sales Confirmation No.990123 in duplicate.Please sign it and return one copy for our file.,2、当然，作为成交函，我们通常还会
9、对本次成交表示高兴，并希冀合同顺利履行。 E.g.: (1) We are glad that through our mutual effort, finally we have reached the agreement. (2) We believe the first transaction will turn to be profitable to both of us. (3) You may rest assured that we shall effect shipment strictly as contracted.,3、另外，在信用证交易中，信用证能否及时开到出口方，影响
10、着出口方能否按时履约交货。 3、所以，在拟写成交函时，特别是在距规定到证日较近的情况下，我们还会加上一些催促对方尽可能开立信用证的语句。 e.g.: (1) It is understood that a letter of credit ,in our favor, covering the above-mentioned goods, will be established promptly.,(2) Please instruct your bank to issue the letter of credit as early as possible in order that we m
11、ay process with the goods immediately. (3) We wish to point out that the stipulations in the relevant credit should strictly conform to the terms, we have agreed upon ,so as to avoid subsequent amendments.,一、订货信的写作步骤,1.感谢对方的来函，决定订购货物1） Thank you for your letter of. Having studied your illustrated ca
12、talogue and price list, we have chosen five models among them, for which we would like to enclose our order. 感谢贵方的来信，在仔细研究了你方的图解目录及价目表之后，我方从中选择了五个型号的产品，并随函附上了我方订单。,2）Thank you for your letter of and we are very glad to inform you that the quality and the prices of the products are both satisfactory.
13、 We are enclosing herewith a copy of our Order form No. for the items. 感谢贵方的来函。我方很高兴的告知贵方，我方对贵方产品的价格及质量都十分满意，特随函附寄产品订单号一份,3）We acknowledge with thanks the receipt of your offer dated and the sample you send us. After examining your sample we found both the quality and the workmanship are up to our r
14、equirement and we are pleased to place an order with you for the following: 收到贵方的发盘以及皮鞋的样品，十分感谢。在检验样品后，我方认为质量和工艺都符合我方的要求，因此很高兴的向贵方订购如下货品：,2. 订购商品的名称、规格、数量、单价、总值等。为使内容更明晰，这部分可列表。,3.包装方式，装运及付款等The goods should be packed in货物应用包装。The goods should be delivered in 货物应在装运The payment is to be made by D/P 3
15、0 days after sight. 用30天远期付款交单方式支付货款。,4.表示若对本次交易满意，以后会继续订购。If this order proves satisfactory, we shall be happy to place further orders with you. 如果这次订货令我方满意，我方会再次订购。,case1,Dear Sirs, We thank you for you letter of August 22 and are pleased to inform you that our customers are very satisfied with yo
16、ur counter-samples. Enclosed is our order No. 88 for four of the items. All these items are urgently required by our customers. We therefore, hope you will make delivery at an early date.Your faithfully, Encl,Case 2 Our Order for 10,000 doz. mens ShirtsWe despatched to you this order as per yesterda
17、ys cable:Particular care should be taken about the quality and the packing of the goods to be delivered in this first order. It is the usual practice here that 10 shirts are packed to a carton and 10 cartons to a strong seaworthy wooden case. There will be a flow of orders if this initial order prov
18、es to be satisfactory.,We are enclosing our Confirmation of Purchase in duplicate. Please sign one copy and return it to us for our records. As soon as we receive your confirmation, a letter of credit will be opened through Barclays Bank of London.We trust this order will be the first of a series of
19、 deals between us.Sincerely,for ones records (file) 存档备查 We are sending you our blank proforma invoice in quadruplicate. Please fill in all the particulars for submitting to your authorities for import licence, and send us a copy for our record. 兹寄上空白形式发票一式四份。请填写各栏送贵方当局申请进口许可证，并请寄回副本一份以便备查。 Please s
20、ign and return one signed copy of the Contract for our files.,二、回复订货信的结构,1.感谢对方订购货物，并确认订单。 1) Thank you very much for your order ofand we confirm having sold you the following goods on terms and conditions as below感谢贵方的订单，我方确认按如下条款供下列货品：2)We are glad to receive your order ofand we confirm supply of
21、on the following terms and conditions.很高兴收到贵方的订单，我方确认按如下条款供货。,2.说明货物名称、规格、数量、价格、包装、装运、付款等内容或附寄合同。1)Our Sales Confirmation No. in two originals were airmailed to you. Please sign and return one copy of them for our file. 我方销售确认书ABC111号正本一式两份已经航寄你方。请会签并寄回一份供我方存档。2)We will effect shipment within one mo
22、nth after receipt of your relative L/C. 装运在收到你方开来的相关信用证的一个月之内进行。,3.提醒对方注意事项。1) Please open the covering L/C in our favor immediately. 请立即开立以我方为受益人的信用证。2)We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent
23、amendments. 我方要指出的是，相关信用证条款必须严格遵照合同条款开立以避免日后的修改。,4.请对方放心我方会很好的履行订单，并希望再次收到对方的订单。1)You may rest assured that we will effect shipment without delay on receipt of your letter of credit. 贵方可放心，一收到信用证，我方立刻安排装运。2)You may rest assured that you will be satisfied with our goods. 贵方可放心，您会对我方所交货物感到满意。3)We appr
24、eciate your cooperation and look forward to receiving from you further orders. 感谢贵方的合作，期望再次收到贵方的订单。,(3) Re: S/C No. SH100In reply to your letter dated March 10th, 2001, we are pleased to confirm your order for 5,000 TV sets. Enclosed you will find our S/C No. SH100 in duplicate, a copy of which is t
25、o be signed and returned to us for our records.It is understood that the letter of credit covering the abovementioned goods will be established immediately. Please make sure that the stipulations in the relevant L/C conform exactly with the terms stated in our S/C so as to avoid subsequent amendment
26、s. Upon receipt of your L/C we will ship the goods without delay.We wish to thanks you for your cooperation and hope that this transaction will pave the way for further development of business between us.Sincerely,First Order,1表示感谢对方订货； （Express pleasure at receiving the order；）情景搭配用语：Useful express
27、ions Thank you for your order for（感谢你们对的订货。） We are glad to receive your order of （很高兴收到你们的订单。） Your order of today has been received with thanks. （感谢收到你方今天的订单。）,2对所定的货物进行好的评价； （Add a favorable comment on the goods ordered；） 情景搭配用语：Useful expressions Our goods are of the best quality （我们的货物质量优良） We
28、appreciate your interest in our products which are of good quality and best price. （感谢你们对我方货物的兴趣，货物品质优良、价格合理。） You will be happy you bought our goods. （你买我方产品会感到物有所值。）,3表示要迅速认真执行订货； （Include an assurance of prompt and careful attention；） 情景搭配用语：Useful expressions We are now arranging shipment of you
29、r goods（我方正安排装运你方所订货物） Your order has been given our careful attention. （你方订货引起我方高度重视。） We will ship your ordered goods as soon as possible. （我们会尽快装运你方货物。）,4对读者可能感兴趣的其它产品进行宣传/推销；（Draw attention to other products likely to be of interest；） 情景搭配用语：Useful expressions For your information, we have produ
30、ced several new products. （兹告知，我方又生产了一些新产品。） We enclose our latest catalogIf you are interested in some other items, please tell us. （附寄上我方最新的产品目录，如果对上边的产品感兴趣，请告知我方。）,5希望对方再次订货。 （Hope for further orders.） 情景搭配用语：Useful expressions Hope this initial order will lead to many others.（希望第一订货会给我们带来更多的合作。）
31、 We hope to cooperate with you again in the future. （希望以后继续合作。） We are sure this is just a beginning of our business.（我们相信这只是我们间生意的开始。）,三、谢绝订货信的结构：,1.感谢对方订购货物。Thank you very much for your order of感谢贵方的订单。We are glad to receive your order of很高兴收到贵方的订单。,2.拒绝订货的原因，并表示歉意。1）Much to our regret that we hav
32、e to decline your order because there is no stock of the goods you order. 很遗憾不能接受贵方的订单，因为您所订购的货物无货可供。2）We are regretful to tell you that the article you order is not available because the demand for this article has fallen to such an extent that we have ceased to produce it. 很遗憾的告知贵方，您所订购的货物目前无货可供，因
33、为对这种产品需求下降，我方已经停止生产了。,3.若有可提供的替代货品，可加以推荐。1）Now we can supply thefrom stock, and they are of the same quality and also fashionable. 但是目前我方可供，他们和贵方订购的货品质量相同而且同样流行。2）In order to meet your requirement, we would recommend an excellent substitute. It is superior to your inquired article in quality, but th
34、e price is almost the same. 为满足贵方要求，我方推荐一种非常好的替代产品。它在质量上优于贵方订购的产品，但是价格几乎相同。,4.希望收到对方的订单。We are looking forward to your order. 期望收到贵方订单。We hope to receive your order again. 期望再次收到贵方订单。,Gentlemen: We are pleased to receive your order of September 5 for Printed Shirting and welcome you as one of our cu
35、stomers. We confirm supply of the Printed Shirting at the prices stated in your letter and are arranging for dispatch next week on s.s.,“Princess”. When the goods reach you, we feel confident you will be completely satisfied with them. As you may not be aware of the wide range of goods we deal in we
36、 are enclosing a copy of our catalogue and hope that our handling of,first order with us will lead to further business between us and mark the happy beginning of a happy working relationship.Yours very truly,Dear Mr. Thomson Thank you for your order No. EI202-69. We have noticed with interest that y
37、ou are asking for a 30% discount.,As a matter of fact, the price we have quoted you is very competitive, compared with quotations from other suppliers. Further more, we are working on an extremely narrow profit margin, so 20% is the most generous discount we can give our customers under the pre-,sen
38、t situation. However, considering the long-standing relationship between us, we are prepared to let you have a special discount of 25% if you will increase your quantity to XXX. We hope you will take advantage of this exceptional proposal, which re-,mains open until the 10th of this month. We are lo
39、oking forward to receiving your order. Yours sincerely Deng Yu Export Manager,Translations,1.很高兴按照如下条款向贵公司订购如下货物 2.在检验过贵公司的样品后,我方认为质量和工艺都符合要求,愿意向贵公司订购如下货物 3.感谢贵方寄来目录本和价目表,先随函寄去我们的订单。如贵方能尽早发来货物,我们将不胜感激,1.we have the pleasure of placing with you our order on the terms and condition as follows : 2.Afte
40、r examining your samples we found both the quality and the workmanship are up to our requirement and we are pleased to place an order with you for the following; 3.Thanking you for sending your catalogue and price list. we enclose the order form and would be grateful if you would send the goods as s
41、oon as possible,1.非常感谢贵方的123号订单向我们订购2500件女式衬衫,随信附上我方的45号销售确认书一份 2.我方确认按照你方。号订单中的价格订购。货物,1.it is appreciated that you handed us your order No.123for 2,500 womens shirts. Enclosed is a copy of our Sales Note No.45 We confirm supply of at the prices stated in your order No,1.由于我们订货已满，所以不能接受新的订单。 2.尽管我们
42、的制造商订单任务繁重，但考虑到我们长期的业务关系，我们还是接受贵方的订单,1.As we are fully committed, we are not in a position to entertain any further orders. 2. Despite the fact that our manufacturer is heavily committed, we accept your order with a view to our long-standing business relationship.,1.如果你们的产品令人满意的话，我们打算再向你们订货。 2.很高兴与贵
43、方达成第一笔交易,希望能够为双方的共同的利益进一步扩展贸易。 3.相关信用证中的条款必须必须严格符合销售确认书中的条款,以避免日后的修改,1.We mean to place further orders with you if your goods are satisfactory. 2. We are pleased to have transacted this first business with your corporation and look forward to the further expansion of trade to our mutual benefit. 3.
44、The stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments.,Step 4: Keys to Exercise III Refer to our textbook Unit 9 Letters for Optional Study LOS 9 (2): Seller rejects an order at old prices,IV 1. We have received your l
45、etter of September 20, 19together with an order for 1,000 Sewing Machine. Enclosed is our Sales Confirmation No. 346 in duplicate, one copy of which please sign and return to us for our file.,2. Your Order No. 85 for 100,000 yards of Cotton Prints Art. No. 1002 has been booked. Please let us know th
46、e color assortment at once and open the covering L/C in our favor according to the terms contracted.,3. We learn that an L/C covering the above-mentioned goods will be established immediately. You may rest assured that we will arrange for dispatch by the first available steamer with the least possib
47、le delay upon receipt of your L/C.,4. Please note that the stipulations in the relevant credit should fully conform to with the terms as stated in our S/C in order to avoid subsequent amendments. V Dear Sirs,We thank you for your order of September 10 for brown serge, but regret being unable to ente
48、rtain it because since we offered you on August 15, the price has risen considerably. We ourselves even could hardly replenish our stock at the price quoted you previously. It is,hoped that you will understand the position we are facing. May we inform you that the ruling price for the article on you
49、r order is now at US $ 1.05 per yard FOB Shanghai. However, in order to finalize this first transaction between us, we are prepared to allow you a,2% discount on the above rate. We sincerely recommend you to accept our proposal as our stocks are getting lower day by day, and we are afraid we shall be unable to meet your requirements if you fail to let us to have your confirmation by return.,We look forward with pleasure to receiving your reply. Yours faithfully,translations,
