chapter six商务函电.doc

Chapter VI Orders and Replies订货、答复Teaching Objectives1. To know the definition of orders and contracts 2. To know the steps of dealing with orders and signing contractsn How to place and confirm an order;n The contents of a sales contract or sales confirmation3. To master the vocabulary and useful expressions Contents1. Order2. Acknowledgment of Orders 3. A sales confirmationorder n. 订单，订货 initial order 首次订单 fresh (new) order 新订单 trial order 试订单repeat order 续订单 duplicate order 重复订单 place an order with sb. for sth. 向某人订购某物 fill / execute / fulfill / carry out / work on an order 执行订单Accept / take an order 接受订单 entertain an order 考虑并接受订单cancel an order 取消订单 withdraw an order 撤回订单Sample Sentences: n 如果样品令人满意，我们将试订5000打。 Should the sample prove satisfactory, we will place a trial order with you for 5000 dozen.n 很高兴从你五月二十八日传真中获悉你们已决定订购一百套试试销路。 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.n 如果首次订货令人满意，我们将会大量续订。 If the first order proves satisfactory, we will place with you many repeat orders.n 由于成本上涨了很多，抱歉不能按原来价格接受你们的重复订单。 As the cost has now advanced a lot, we regret we cannot accept your duplicate order at the original level.n conform vt. 使一致，使符合 vi. 一致，符合E.g. conform sth to sth conform to 1) It is necessary to conform the specifications to the requirements.2) We regret to find that the goods do not conform to the original pattern.n Conformity n. In conformity with / to 和一致，依照E.g. We find with regret that certain points in your L/C are not in conformity with the terms and conditions 条款originally agreed upon. Place Order1) Express the source of your order. 2) The details of your order with your requests. (1) Description of Goods (including: the name of commodity, quality, pattern, size, color, item, model No., grade, etc.) (2) Quantity (3) Price (4) Packing (5) Date and way of shipment (6) Payment terms 3) Ask for the confirmation of your order from the seller. 4) With the hopes of their attention. The Units of Calculation Generally Used in Different Kinds of Commodities英文名称度量衡常用计量单位Number 数量Piece/PC, pair/PR, set, dozen, case, package/PKG, gross amount, unit price, bundle, roll, carton/CTNWeight重量Gross weight/GW, net weight/NW, ton, kilogram/KG, pound/LG, ounce/OZ, long ton, short ton, metric ton/M/T, chargeable weight/C/W, volume weight/V/WLength长度Meter/M, centimeter/CM, yard/YD, foot/FT, inch/INMeasurement尺寸Length/L, width/W, height/H, square meter/SQVolume体积Cubic meter/CBM, cubic foot/CBF, cubic yard/CBYCapacity容积Liter/L, gallon/GL, bushel/BLPower功率Kilowatt/KW, horse power/HPCurrency货币Dollars/DL, cent, pound/PD价格条款的内容 商品的单价通常由四个部分组成，即包括计价货币、单位价格金额、计量单位和贸易术语。 E.g. US$300 per metric ton CIF SeattlePacking 包装板条箱(crate) 纸箱(carton) 木箱(wooden case 木桶(cask 包(bale) 铁桶(iron drum) 塑料桶(plastic drum常用包装1. 木箱(wooden case), 板条箱(crate), 纸箱(carton)捆（bundle）, 包（bale）2. 麻袋（gunny bag）, 布袋（sack）,（cloth bag）, 塑料袋（plastic bag）, 牛皮纸袋（kraftpaper bag）铁桶（iron drum）, 塑料桶（plastic drum）, 木桶（cask）Payment terms1. C.W.O. (Cash with Order) 随定单付现 C.O.D. (Cash on Delivery) 交货时付现2 汇付Remittance: 信汇(Mail Transfer, M/T) 电汇(Telegraphic Transfer, T/T) 票汇(Demand Draft, D/D) 托收Collections: 付款交单(D/P) 承兑交单(D/A) 信用证(Letter of credit ,L/C) 1. Place an order 我们对贵方价格和质量感到满意，现寄上订单一份，订购下列商品。 Your prices and quality turned out to be satisfactory and we are sending you an order for the following. proved to be,既然这是我们初次订货，望贵方尽一切可能，确保按期装运。 Since this is our first order, we hope you will do everything possible to ensure / guarantee / secure punctual shipment. 2. Acknowledgment of Order Acknowledgment is to confirm that the order has been received, that the order will be or has been shipped as contracted, or that the delivery of the order will have to be delayed.1) Express your thanks for the order. 2) State your acceptance for the order. 3) Include an assurance of prompt and careful attention. 4) Give your hope for further order. 2. Acknowledgment of Order Sample sentences: n 感谢你方第100号订单。We thank you for your order No. 100. are very much obliged for acknowledge with thanks appreciate are glad to receiven We are pleased to accept / confirm / take up / close / enter / book your order dated May 10. 2. Acknowledgment of Order Sample sentences: n 请放心，本批订货定将妥善办理。You may be assured that this order will be have our careful attention. filled carefully. executed to your satisfaction. carried out successfully. fulfilled in good time. 我们正在执行你方678号订单。请相信我们将在你方所规定的期限内安排装运。We are working on your order No. 678 at present and you can trust we will effect the shipment within your shipment timeContract is an agreement when a seller or a buyer agrees completely with the terms and conditions of an offer, order or a counter-offer. n sign a contract 签合同enter into a contract 订合同n come into effect 生效 draw up a contract 拟订合同 n be laid down in the contract 在合同中列明 be stipulated in the contract 在合同中予以规定 cease to be in effect / force 失效1. The Forms of Contract 1) Purchase Contract支付合同 2) Sales Contract 销售合同3) Purchase Confirmations支付确认书 4) Sales Confirmation销售确认书 5) Order定货、定单6) Indenture agreement 7) Memorandum 8) Agreement (1) Agency Agreement (2) Exclusive Sales Agreement (3) Distributive Sales Agreement 3. Decline of Order and Recommendation of Substitute 1) Opening Paragraph: Express your thanks of the order. 2) Transitional Paragraph: A. Out of stock. B. Recommend Substitutes. C. Other Reason of Decline.3) Closing Paragraph: Express your regret of unable to supply the order and hope to do business in future.3. Decline of Order and Recommendation of Substitute Sample sentences:n 由于大量承约，许多客户的订单都未发出，因此我们目前只能接受10月船期的订单。 Owing to heavy commitments, many orders havent been made; we can only accept orders for October shipment.n 因为存货售罄，我们不能接受新订单。但是一有新货源到来，我们即去电与你方联系。 Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you by fax as soon as new supplies are available.n 订货太多，我们到年底交货的产品都已售完。 As a result of crowded orders, we have sold out all the goods scheduled for shipment within this year.3. Decline of Order and Recommendation of Substitute Sample sentences:1) We regret to inform you that the goods ordered are out of stock / no longer available.2) 很遗憾的通知贵方我们已经没有存货.2) We are too heavily committed to be able to entertain any fresh orders.由于接单太多,我们已经无法再接受任何定单了.3) We can offer you a substitute which is the same price and of similar quality to the goods ordered.我们可以提供给你其他可替代的产品,这些产品的价格与定单上所提的产品的价格相同,质量相近.A Specimen of Sales ContractSALES CONTRACT (ORIGINAL)正本copy副本Contract No.: CE102 合同号 合同日期 Date: Jun. 2, 20-Signed at: Qingdao签约地点Sellers: Sinochem Shandong Import & Export Group Corporation20, Xianggangzhong Road, Qingdao, China买方Buyers: Pacific Trading Co., Ltd1118 Green Road, New York, U.S.A.，卖方This Sales Contract is made by and between the Sellers and the Buyers whereby the Sellers agree to sell and the Buyers agree to buy the under-mentioned goods according to the terms and conditions 条款stipulated规定 below:开头语stipulation规定Name of CommoditySpecifications & PackingQuantityUnit PriceTotal AmountLithoponeZnS content 28% min.Paper-lined glass-fibre bags100 M/TsUSD360.00 per M/TCIFC3% New YorkUSD36,000.00(The Sellers are allowed to load 5% more or less and the price shall be calculated according to the unit price.)溢短装条款2. Shipping Marks:卖头PTCNew YorkNo. 1-10003.Insurance: To be covered by the Sellers for 110% of the invoice value against All Risks一切险 and War Risk战争险 as per the relevant Ocean Marine Cargo Clauses of the Peoples Insurance Company of China. If other coverage or an additional insurance amount is required, the Buyers must have the consent of the Sellers before shipment, and the additional premium is to be borne by the buyers保险条款4.Port of Shipment: Qingdao, China.装运港5.Port of Destination: New York, U.S.A.目的港6.Time of Shipment: During August, 20-, allowing partial shipments and transshipment.发货时间7.Terms of Payment支付条款： The Buyers shall open with a bank acceptable to the Sellers an Irrevocable Letter of Credit at sight to reach the Sellers 30 days before the time of shipment specified, valid for negotiation in China until the 15th day after the aforesaid time of shipment.8.Commodity Inspection: 检验条款It is mutually agreed that the Certificate of Quality and Weight issued by the State General Administration for Quality Supervision and Inspection and Quarantine of P. R. China at the port of shipment shall be taken as the basis of delivery.9.Discrepancy and Claim:索赔条款 Any claim by the Buyers on the goods shipped shall be filed within 30 days after the arrival of the goods at the port of destination and supported by a survey report issued by a surveyor approved by the Sellers. Claims in respect to matters within the responsibility of the insurance company or of the shipping company will not be considered or entertained by the Sellers.Force Majeure不可抗力条款: If shipment of the contracted goods is prevented or delayed in whole or in part due to Force Majeure, the Sellers shall not be liable for non-shipment or late shipment of the goods under this Contract. However, the Sellers shall notify the Buyers by fax or E-mail and furnish the latter within 15 days by registered airmail with a certificate issued by the China Council for the Promotion of International Trade attesting such event or events.11.Arbitration仲裁条款: All disputes arising out of the performance of or relating to this Contract shall be s