国际商务函电5

1、 UNIT 5 ORDERS AND FULFILLMENT OF ORDERS Specimen Letters 1 Making A Trial Order 1. illustrated adj. 带图解的 We are very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and price list giving the details you ask for. 我们非常高兴的收 到你方1月15日的询盘，并随函寄去带图解的商品目录和价目单以向你提供所需详 情。

2、 2. enclose v. put sth. in an envelope, parcel, etc. 随附 enclosure n. 附件 We are enclosing herewith our commercial invoices in duplicate. 随函附寄商业发 票一式两份。 Enclosed are our commercial invoices in duplicate. 随函附寄商业发票一式两份。 Enclosed please find our commercial invoices in duplicate. 随函附寄商业发票一式 两份。 3. trial o

3、rder 试销订单 duplicate order 重复订单 initial order 初次订单repeat order 重复订单 4. satisfied (with) adj. 对感到满意 We very much regret to learn from your letter of 2nd May that you are not satisfied with the dress materials supplied to your order No. 87. 我们非常遗憾从你 方5月2日的信中得知，你对供应给第87号订单的布料不满意。 5. customs authority 海关

4、当局 6. shipping instructions 装运须知,是买方发给卖方的装运须知。 辨析：shipping advice指装船通知，是卖方在FOB、CFR价格术语条件下，完成 装货后，发给买方的通知，以便买方能及时安排保险。 7. observe v. pay attention to (rules) 遵守 You must be aware that the terms and conditions of a contract once signed should be strictly observed, failure to abide by them will mean vi

5、olation of contract. 你必须知道，一旦合同签署，合同的条款和条件就必须遵守，不遵守就 意味着违约。 8. standing n. position or reputation地位，身份，名誉，名望 credit standing 资信状况 financial standing 财务状况 9. Chamber of Commerce 商会 Specimen Letters 2 Enclosing an Order Form 1. inform v. give knowledge to 通知 (1) inform sb. of / about sth. 通知某人某事 Pleas

6、e inform us of the market situation on your side. 请告知你方的市场状况。 (2) inform sb. that通知某人 We wish to inform you that business has been done at $200 per metric ton. 现通知 你方以每公吨200美元的价格成交。 (3) Please be informed that兹通知你方 Please be informed that we are an importing company with a good reputation.兹告 知你方，我公司

7、是一家拥有良好声誉的进口公司。 (4) keep sb. informed of/ that随时告知 We hope you will keep us informed of the market condition at your end. 希望你方随 时告知你方的市场状况。 2. herewith adv. with this 同此，并此 We enclose herewith our catalogue and price list for your information. 我方随函附 上商品目录和价目表供贵方参考。 3. mutual benefit 互利 Our relations

8、hip is based on the principle of equality and mutual benefit. 我们的关 系建立在平等互利基础上。 4. place an order with向订购货物 We have decided to place a large order with you on the following conditions. 我公 司决定按下列条件向你方订一大笔货。 5. under-mentioned adj. 下述的 above-mentioned adj. 上述的 We have not received the below-mentioned

9、goods. 我们尚未收到下述货物。 Samples for the above-mentioned goods will be sent on request. 上述货物样品承索即寄。 6. terms and conditions 条款；条件 7. as follows 如下 这是一个习惯用语，不论前面的主语是单数或复数都要用as follows. It is as follows: 如下： We state as follows: 兹陈述如下 8. carton n. cardboard box for holding goods 纸板箱 9. ocean transportation

10、海洋运输 Specimen Letters 3 Place an Order 1. examine v. look at carefully in order to learn about or from检验；审核 The goods should be examined carefully before shipment. 货物在装运之前应仔细检 查。 2. workmanship n. quality as seen in sth. made 工艺 3. up to the requirement 达到标准 4. make delivery 交货 take delivery 提货 5. D

11、/P：Documents against Payment 付款交单：这种付款方式是跟单托收的一种，采 用这种支付方式时，必须在进口人付清全部货款后，代收行才把货运单据和其他单据 交给进口人。根据货款支付时间的不同，付款交单又分为即期付款交单(D/P at sight)和 远期付款交单(D/P after sight) 两种。即期付款交单是指出口人发货后，开具即期汇票， 委托托收行向进口人收取货款，进口人见票后要立即付款，付清货款后领取货运单据。 远期付款交单是出口人发货后，开具远期汇票，通过银行向进口人提示，先由进口人 承兑，于汇票到付款期限时再由进口人付清货款，领取提货单据。 D/A: Do

12、cuments against Acceptance 承兑交单：这是跟单托收的另一种形式，采用这 种付款方式时，进口人只要承兑汇票，便可从银行取得货运单据，承兑汇票到期时进 口人付款。这种支付方式对卖方风险较大。 Specimen Letters 4 Decline an Order 1. decline v. (1)become less下降 Computer sales declined 2% this year. 计算机的销售今年下降了2%。 (2)say no 婉言谢绝 After careful consideration on your request, we have come

13、to the conclusion that we cannot but decline your order. 经过对你方的要求认真研究后，我们认为不得不谢绝你 方订单。 2. stock n. store or goods available for sale, distribution or use存货 There is no stock at hand. 手头上无存货。 in stock 库存，现货out of stock 缺货，无货from stock 从库存中供应，供现货 3. interest n. 兴趣 We have no interest in the leather go

14、ods. 我们对皮革货物不感兴趣。 The leather goods are not of interest to us. 我们对皮革货物不感兴趣。 4. alternative adj.可选的 n. 替代品 5. fill your order 履行订单 类似的说法还有： carry out your order fulfill your order execute your order 6. meanwhile n./adv. at the same time同时 7. Meanwhile, we shall be only too pleased to have other inqui

15、ries from you. too前面如果有only, all, but, ready修饰时，结构表示肯定。Only too pleased to相当 于to be very glad to, 十分乐于做某事。 We would be only too glad to go with you. 我们很乐意与你同行。 Specimen Letters 5 Confirm an Order 1. confirm v. to show that something is definitely true确认，证实 we confirm having purchased from you 1 000

16、long tons of the captioned goods on the following terms and conditions: 我们确认已经从你处购买1000长吨的标 题货物，条件及条款如下： Please confirm this order by return. 烦请回函确认此订单。 2. state v. express in words陈述，说明 Please quote us your lowest price FOB New York, stating the earliest shipment and the packing. 请报最低FOB纽约价，并说明最早装运

17、期和包装情况。 3. Sales Confirmation 售货确认书 Purchase Confirmation 购货确认书 4. original n. 正本 adj. 正本的 This contract is made out in two originals in both Chinese and English.本合同制 成中英文正本各两份。 These are original documents. 这些是正本单据。 5. airmail n. 航空邮件 v. 用航空邮件寄送 We shall be pleased to receive from you catalogue and

18、 samples by airmail. 我 方很高兴收到你方用航空邮寄来的目录和样品。 Please airmail us your catalogue and samples. 请把贵方的商品目录和样品航空 邮寄给我方。 6. for our file 供我方存档 7. covering有关，关于 We enclose our Sales Contract No.66 covering this transaction.我方随函附上这笔交 易的销售合同66号。 8. stipulation n. something that must be done which is stated as

19、part of an agreement 条款 The transaction is concluded on the stipulation that L/C should be opened 30 days before the commencement of shipment. 这笔交易是以在装船前30天开出信用证达成 的。 9. relative adj. having a connection with有关的，关于 We are anxiously awaiting the relative L/C. 我方在急切盼望相关信用证。 10. conform v. be in agreem

20、ent with, comply with使一致，符合 It is necessary to conform the specifications to the requirements.规格必须与所需相符。 11. avoid v. to do something to prevent something bad from happening 避免 We want to avoid disappointing our customers. 我们希望避免让我们的客户失望。 12. subsequent adj. following以后的 13. amendment n. change 修改 1

21、4. You may rest assured that你方可以放心 You may rest assured that we will arrange for dispatch by the first available steamer without any delay upon receipt of your L/C. 你方可以放心，一收到你方开来的信用证， 我方就会毫不迟延的用可订到的第一班船来安排装运。 15. without relay 毫不迟延 Specimen Letters 6 Confirm a Repeat Order 1. duplicate (1) v. make

22、an exact copy of使重复，使加倍 If you would like to duplicate your last order, we can give you the same price reduction. 如果你方愿意重复上次的订单，我方可给与同样的价格减让。 (2) adj. copied复制的，成对的，副本的 Duplicate documents 单据副本 (3) n. an exact copy of something复制品，副本 in duplicate 一式两份 2. with the view of 目的是 We take the liberty of w

23、riting to you with the view of establishing business relations with you. 我方冒昧与您通信，希望能与你方建立业务关系。 3. make out 缮制 We will make out our Sales Contract in two originals. 我方将缮制合同正本，一 式两份。 4. duly adv. at the right time 及时地 We have duly received your Sales Contract No.1234 covering 50 metric tons rice we h

24、ave booked with you. 我方已经及时收到向你方订购50公吨大米的销售 合同1234号。 5. countersign v. to add another signature to a document to give it authority会签 When the Sales Contract has been signed by the seller, it should be countersigned by the buyer. 销售合同经卖方签署后，应由买方会签。 6. dispatch (1) n. 发送 As we need the articles we ord

25、ered to complete deliveries to our new customers, we must ask you to arrange for the dispatch of replacements at once. 由于我方需要订购的货物，以便向我方的新客户 完成交货，我方要求你方务必立刻发运替换的货品。 (2) v. 发运 Please note that as these goods are urgently required here, we should be most grateful if you could dispatch the goods as soo

26、n as possible. 请注意此地急需这些货物，如果你方能尽快发运这批货物，我方感激不 尽。 Specimen Letters 7 Recommendation of a Substitute 1. article (1) a thing, especially one of a group of things物品 We learn from your letter of 10th October that our price for the subject article is found to be on the high side. 我们从你10月10日的来信中得知我方上述产品的价

27、格 偏高。 (2) a piece of writing about a particular subject文章，论文，专论 (3) clause or item in an agreement(契约的)条款；条目 The article of the contract must be observed completely. 必须完全遵守合同条款。 2. demand (1) n. 需求(后接介词for) There is a demand for对有需求 There is a great demand for textiles in Europe.欧洲对纺织品有很大的需求。 Many r

28、eports have been received from our selling agents in HongKong, that there are very heavy demands for the captioned garments. 从我方香港销售代理人处收到 的报告表明标题服装的需求旺盛。 There is steady demand in Europe for Leather gloves of high quality. 欧洲对高品质 的皮手套有稳定的需求。 (2) v. 要求(后面接从句时要用虚拟语气) The exporter demanded that the bu

29、yer (should) open the irrevocable L/C immediately. 出口方要求买方立即开出不可撤销信用证。 3. extent n. degree 程度 to some extent 在某种程度上 to such an extent that达到此种程度以至于 4. cease v. stop停止 The factory has ceased making bicycles. 该工厂已经停止生产自行车。 5. substitute (1) n. something new or different that you use instead of somethi

30、ng else that you used previously代替品 This is an excellent substitute for leather. 这是极好的一种皮革代替品。 (2) v. to use something new or different instead of something else替代 “用A替代B”可以表达为substitute A for B或substitute B with/by A. As Art No. 111 is out of stock, we will substitute No. 112 for No. 111. 由于111货号产品

31、没 有存货，所以我们将用112货号产品代替它。 6. sales literature 文字说明，印刷的商品资料的总称。 Useful Sentences 1. We are enclosing herewith a copy of our Order form No. for the items. 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 benef

32、it. 3. We have the pleasure of placing with you our order for the under- mentioned goods on the terms and conditions stated as follows: 4. After 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 follow

33、ing: 5. Much to our regret, we have to decline your order, because 6. We confirm supply of at the prices stated in your order No. 7. The stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments. Letter-writing Guide The steps

34、 and expressions of writing an order letter: 订货信的写作步骤及常见的表达方式 Writing steps写作步骤 Examples of expressions表达方式举例 1.感谢对方的来函，决定订购货物。 Thank you for your letter of. Having studied your illustrated catalogue and price list, we have chosen five models among them, for which we would like to enclose our order.

35、 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。 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. 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

36、满意，特随函附寄产品订单号一份。 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 requirement 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

37、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 30 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 sh

38、all 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。 The steps and expressions of writing a letter to decline an order: 拒绝订货信的写作步骤及常见的表达方式 Writing steps写作步骤 Examples of expressions表达方式举例 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

39、收到贵方的订单。 2.拒绝订货的原因，并表示 歉意。 Much to our regret that we have 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。 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 th

40、at 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。 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。 In order to meet your requirement, we would recommend an excellent substitute. It is superior to your inquired article in quality, but the 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