国际商务函电：Chapter

,LearningObjectives,howordersaremadeandwhatinformationtheyinclude;howtoacceptordeclineorders;howtowritelettersforexecutingorders;howtousethecommonexpressionsinthistypeofletter.,Chapter,7,Chapter7,OrdersOtherwise,theexportershouldacknowledgeitstraightawayandthengivethereasonstosustaingoodrelationship.,(1)Mentionanycontractthathehassignedwiththesupplierinthefirstpart.(2)Accuracyandclaritymustbeensured.(3)Describingthegoodstobeordered,becausetheorderletterfunctionsasarealcontract.,Guidelines,3.WriteOrderLetters,4.ReplytoanOrderLetter(1),Thewritershould:acknowledgereceiptoftheorderandalsorepeatthemainpointsoftheorderlestanymisunderstandingmayoccur.givearesponsetotheorderreceivedsuchasacceptanceorrefusal.,GeneralProcedures,Iftheorderisaccepted,moredetailedarrangementsforsmoothexecutionoftheordermaybegiveninthefollowingpart.Ifithastobedeclined,anadequateexplanationisnecessaryinthereplytothebuyer.Thiskindofmattershouldbehandledwithgreatcaresoasnottocauseanyharmtofuturebusiness.,4.ReplytoanOrderLetter(2),SpecimenLetters,PlacingordersLetter7-1Letter7-3AcceptingordecliningordersLetter7-4Letter7-6,SampleLettersincludethefollowingtwosubjects:,Letter7-1,DearSirs,Thankyouforyourletterof18thMaysendingussomenewpatternsofcottonprints.Wefindbothqualityandpricessatisfactoryandarepleasedtogiveyouanorderforthefollowingitemsonconditionthattheywillbesuppliedfromyourcurrentstockatthepricesnamed:QuantityPatternNo.Prices(net)300yards6632pperyard150yards7237pperyard300yards8040pperyardCIFLagosWeexpecttofindareadymarketforthesecottonsandhopetoplacefurtherandlargerorderswithyouinthenearfuture.Ourusualtermsofpaymentarecashagainstdocumentsandwehopetheywillbeacceptabletoyou.Ifyouwishtomakeinquiresconcerningourfinancialstatus,youmayrefertoourbank:theCharteredBank,London.PleasesendusyourSalesConfirmationintriplicate.Yourcooperationwillbehighlyappreciated.Yoursfaithfully,DearMissJenkins,Thankyouforyourletterof16thAugustwithwhichyouenclosedyourcataloguesandprice-lists.WethereforeencloseourofficialPurchaseOrderFormNo.8046forarangeofyourproductstothevalueofUS$18600(SayeighteenthousandandsixhundredUSdollarsonly).Pleaseshipthefollowingmerchandise:QuantityPatternNo.CatalogueNo.UnitPrices(FOBShanghai)6000Pillowcases15-0545US$1.605000Pillowcases22-0165US$1.80Delivery:DuringOctoberPayment:ByL/CtobeopenedinaccordancewithouragreementPacking:Packedinstrongbales,withgunnybagcoverandwater-proofmaterial.Pleaseacknowledgethisorderimmediatelyonreceiptandinformusofadefinitedeliverydate.Thisorderisofnoavailifitisnotsignedbyaresponsiblepersonofourfirm.Lookingforwardtoyourearlyreply.Yoursincerely,Letter7-2,DearSirs,WerefertoourletterofenquiryofJanuary5.WehavereceivedyourProformaInvoiceNo.0368-01andnowwishtoplaceaninitialorder(OrderNo.813-J77)for1500tapesTypeNo.EM008.WehaveinstructedourbanktoestablishanirrevocabledocumentaryL/Cinyourfavour.TheamountisUS$1275.00(Sayonethousand,twohundredandseventy-fivedollarsonly).ThiscreditwillbeconfirmedsoonbyourbankscorrespondentinLondon.Youareauthorizedtodrawa60daysdraftonourbankagainstthiscreditfortheamountofyourinvoice.Yourdraftmustbeaccompaniedbyacompletesetofshippingdocuments,consistingof:AfullsetofcleanshippedB/L;CommercialInvoice5copies;InsuranceCertificate2copies.Ourbankwillacceptyour60daysdraftonthemfortheamountofyourinvoiceincludingthecostoffreightandinsurance,asagreed.Yourbillwillbeat60d/sforfullCIFinvoicevalue.Thecreditisvaliduntilthe12thApril.Pleaseconfirmuponreceiptofthisemail.Lookforwardtoworkingwithyou.Yoursfaithfully,Letter7-3,DearSirs,Re:YourOrderNo.163WearepleasedtohavereceivedyourOrderNo.163forCannedFishandaresendingyouherewithourSalesConfirmationNo.AC-202induplicate.Pleasesignandreturnonecopyforourfile.Wetrustthataletterofcreditinourfavourcoveringtheabove-mentionedgoodswillbeestablishedimmediately.WewishtopointoutthatthestipulationsinthecoveringL/CshouldstrictlyconformtothetermsstatedinourSalesConfirmationinordertoavoidsubsequentamendments.Youmayrestassuredthatweshalleffectshipmentwithoutdelayuponreceiptofthecredit.Weappreciateyourco-operationandlookforwardtothepleasureofservingyouagainonfutureoccasions.Yoursfaithfully,Letter7-4,DearSirs,ThankyouforyourorderforBassinetModelCenclosedinyourletterofAug.10th.Weregrettosay,however,thatBassinetModelCasrequiredisnotavailableinstockatthistime.InsteadweshouldliketorecommendournewproductModelDwhichwethinkismoreattractiveindesignandcolor,andalsomorepracticalforuse,despitealittledifferenceinprice.ThebestpricewecanofferisUSD55persetCIFBoston,America.Thesamplepicturewithdescriptionwillbeforwardedtoyoubyairmailtoday.Wearelookingforwardtoyourearlyreplyandhopetobefavouredwithyourneworder.Yoursfaithfully,Letter7-5,DearMr.Sun,Re:YourRecentOrderofSiliconSteelSheetWefeelthankfulforyourOrderNo.1005-Areceivedthismorningforthecaptionedgoods,butregretthatowingtotheshortageofstocks,weareunabletoacceptthesame,norcanourmanufacturerundertaketoentertainyourorderforfuturedeliveryonaccountoftheuncertaintyofrawmaterials.Wewill,however,reverttothismatterandcontactyoubyemail,oncethesupplypositionimproves.Meanwhile,pleasefeelfreetosendusyourspecificenquiriesforanyothermetalsheetsandyoucanrelyonourbestattentionatalltimes.Weexpecttoworkwithyousooninthefuture.Yourssincerely,MartinCoopers,Letter7-6,Excersises,Practicemakesperfect,deliveryassurefurnishcomplywithonconditionthatofnoavailexecutedrawsustainauthorizefavourwithaneyetoinstructreverttoonaccountofrestassuredinonesfavourentertaininaccordancewithconformto,1Fillintheblankswiththewordsandphrasesgiveninthebox.Changetheformswherenecessary.,Exercises,(1)Theenclosedorder,No.98918,isforprompt_asthewinterseasonisonlyafewweeksaway.(2)Weacceptyourorderandwishto_youthatdispatchwillbeputinhandimmediatelywhenwereceiveyourL/C.(3)Please_uswithyourownsamplesofhandkerchiefsclosestindesignsandqualitytothoseweenclosehere.(4)Wefinditdifficultto_yourrequestaswehaveofferedyouthebestpossiblepriceifyoutakethequalityofourproductsintoaccount.(5)Alloureffortstoexpediteshipmenthavebeen_.(6)Weshallincreaseourorderby10%_youreduceyourpriceaccordingly.(7)Therehasbeensomedelayinthe_ofyourorder.(8)Ivesucceededinpersuadingourexportmanagertoagreetoareductionoftenpercent.Hemadethisanexception_futurebusiness.(9)Wehopethatyouwillseeyourwaytomakeupforthelosswe_.(10)Toavoidsubsequentamendment,pleaseseetoitthattheL/Cstipulationsshouldbe_thetermsinthesalesconfirmation.,delivery,assure,furnish,complywith,ofnoavail,onconditionthat,execution,withaneyeto,sustained,inaccordancewith,(11)We_byourbanktopaythedeposit.(12)Asforthepayment,wewouldlikeyouto_adraftat30d/sonusfortheinvoiceamountplusshippingandotherexpenseswitha10%commission.(13)WewillrequestourbankerstoopenanL/C_uponreceiptofyourconfirmationofthisorder.(14)We_tousethetrademarksinconnectionwithouractivitiesunderthisagreement.(15)Wearealwaysimprovingourdesignandpatternsto_theworldmarket.(16)Whenfreshsuppliescomeintothemarket,wecan_yourenquiry.(17)Youcan_thatwewouldmakeeveryefforttoeffecttheshipmentassoonaspossiblesoastomeetyourdemand.(18)Wehavetocanceltheorder_yourfailuretoshipthegoodswithinthespecifiedtime.(19)Atpresentwecannotseeourwayto_yourcounteroffer,asourpriceisquiterealistic.(20)Weshallbeverypleasedtoreceiveanyorderwithwhichyoucareto_us.,havebeeninstructed,draw,inyourfavour,areauthorized,conformto,revertto,restassured,onaccountof,entertain,favour,2.Choosethebestanswertocompletethefollowingsentences.,(1)Becauseoftheexceptionaldemandforcoffeeandthelong-lastingrainyweather,wearenotinaposition_yourrequirementsforthemakeyouneed.A.meetingB.meetC.tomeetD.met(2)Itishightimeyou_withusforthegoodsofferedinourletterof20May.A.placedordersB.placeordersC.shouldplaceordersDwouldhaveplacedorders(3)Ifyoucan_usa5%discount,weshallgiveyouourinitialorderamountingtoUSD35000.A.provideB.payC.guaranteeD.allow(4)Aswearefullycommittedtobookingsformonthsahead,weregretourinabilityto_anyneworders.A.giveB.sendC.entertainD.place(5)Itisessentialthataletterofcreditinourfavor_theabovegoodsshouldbeopenedonemonthbeforethetimeofshipment.A.coversB.coveringC.tocoverD.covered,C,A,D,C,B,(6)ThemanufacturershavepromisedusafurthersupplybytheendofJuneand,ifyoucouldwaituntilthen,wellbeglad_promptlythequantityyouneed.A.deliveryB.todeliverC.deliveringD.deliver(7)Wewishtoorder_you_ItemsNo.201and205inyourcatalogueandwillapplyforgovernmentalapprovaltoimportthem.A.fromwithB.withforC.withatD.withwith(8)As_inourletterdated10thJuly,itwillbehighlyappreciatedifyouwilleffectshipmentofthesegoodsbythefirstavailablevessel.A.statedB.statingC.tostateD.statement(9)Weshallbookatrialorderwithyou,_youwillgiveusa3%commission.A.supposeB.onconditionthatC.hopeD.provide(10)Wewishtostressthatyourquotationmustbe_thatrulinginthepresentmarket.A.complywithB.conformtoC.accordingtoD.inaccordancewith,B,B,A,B,D,(11)Weconfirm_withyouontheabovegoodsandhopeitwillleadtomorerepeats.A.comingtotermsB.tocometotermsC.thatcometotermsD.havingcometoterms(12)_pleasefindourS/CNo.6789-10induplicateforyoursignatureandpleasereturnonecopyforourfile.A.EncloseB.EnclosingC.EnclosedD.Toenclose(13)Pleasegiveyourpromptattention_theexecution_ourOrderNo.89734.A.atatB.forofC.ofofD.toof(14)Youmayrest_thatwewillhandleyourorderingreatcareandeffectdeliverywellwithinthetimelimit.A.assureB.assuredC.assuringD.toassure(15)WehaveseenyouradvertisementintheGlobalSourcesandhavedecidedtoplaceatrialorderfortheitems_below.A.specifyingB.specifyC.tospecifyD.specified,D,D,D,C,B,3.Fillintheblankswithproperprepositions.,DearSir,Weare_receiptofyourletterof2ndApril,andverymuchregret_thedelay_deliveringtheabovegoods.Wearenowmakingthearrangements_immediatedelivery,whichmeansyouwillhavetheexcavators_theendofApril_thelatest.TheSuperlineGSCisthemostsuccessfulexcavatorwehavesofarproduced.Itwasaninstantsuccess_itsfirstappearancelastyearattheLeedsBuildingExhibitionandweweresooninundated_orders.YourownorderreceivedinDec.and,accordingtothewaitinglistwehad,itwasnotdue_deliveryuntilJune.Nevertheless,wehaveputthedeliverydateforwardsothatyoucouldhavethemachinesinMarch.InFebruary,productionwasslightlysetbackbythelatearrival_somespecialparts,andthishasbeenresponsible_thedelayinthepresentcase.Wetrustthatyouwillnotbeundulyinconvenienced_havingtowaitafewmoredays.Theperformance_theSuperlineGSCexcavatorwillamplycompensateyou.Yoursfaithfully,in/for/in/for/by/at/at/with/for/of/for/by/of,KEY,4.TranslatethefollowingsentencesintoEnglish.,(1)感谢你们2月15日的报盘。由于你们的价格和质量令我方满意，因此，我们特订购下列产品。(1)ThankyouforyourofferofFebruary15th.Yourpricesandqualityturnedouttobesatisfactoryandwearesendingyouanorderforthefollowing.(2)由于这是我们首次向澳大利亚市场推销你们的产品，所以你们务必要注意做到，所有交付的产品必须达到出口要求。(2)SincethisisthefirsttimewehaveexploredtheAustralianmarketsforyourproducts,itisessentialforyoutoseetoitthatallthegoodsdeliveredareuptotheexportstandards.(3)所有报价以我方最后确认为准，除非另有声明或双方同意，否则所有价格都是净价，不含佣金。(3)Allquotationsaresubjecttoourfinalconfirmation.Unlessotherwisestatedoragreedupon,allpricesarenetwithoutcommission.(4)由于你们订单中的有些产品不在我们的经营范围之内，我们只能接受部分订单。我们希望这不会给你们带来任何不便。(4)Assomeitemsunderyourorderarebeyondourbusinessscope,wecanonlyacceptyourorderpartially.Wehopethiswillnotbringyouanyinconvenience.,(5)假若质量能达到我们所期待的要求，我们不久将另外寄上订单。你们若能认真履行该订单，我们将不胜感激。(5)Ifthequalityisuptoourexpectations,weshallsendfurtherordersinthenearfuture.Yourpromptattentiontothisorderwillbeappreciated.(6)我方获悉，你方市场对胡桃肉需求旺盛，因此借此机会向你们寄上9876号报价单，以供你们参考。(6)Wehavelearntthatthereisagooddemandforwalnutmeatinyourmarket,andtakethisopportunityofenclosingourQuotationSheetNo9876fory