商务英语写作 chapter 4

1、 外语教学与研究出版社外语教学与研究出版社 Chapter 4 外语教学与研究出版社外语教学与研究出版社 Objectives To learn ways of submitting an order. To learn useful terms and expressions for orders. To practice writing letters for orders. 外语教学与研究出版社外语教学与研究出版社 Steps of business transaction lInquiry 询盘询盘lOffer 报盘、发盘报盘、发盘lCounter-offer 还盘还盘lAccepta

2、nce 接受接受lSign the contract 签合同签合同 外语教学与研究出版社外语教学与研究出版社 What is an order letter?lIt is a request by a customer for a company to supply goods or services.lIn the letter, you should be definite and complete so that the reader feels exactly what the writer wishes for. 外语教学与研究出版社外语教学与研究出版社 lClearlConcise

3、lSufficient informationlAn order letter should be as accurate and clear as possible, because any error may cause unexpected trouble. 外语教学与研究出版社外语教学与研究出版社 lThe quality and specifications of goodsIndicate the name of the product, the model or Indicate the name of the product, the model or article numb

4、ers, the quantity of each item, and article numbers, the quantity of each item, and the price.the price.lThe packing and the price of goodslTerms of paymentlTime of shipmentWhat should be included? 外语教学与研究出版社外语教学与研究出版社 l订单或订购信函应包含：订单或订购信函应包含：l1. 详细的说明、数量、价格以及货号等详细的说明、数量、价格以及货号等l2. 说明包装方式、目的港以及装运期说明包

5、装方式、目的港以及装运期l3. 确认在初期洽谈时所同意的付款条件确认在初期洽谈时所同意的付款条件 外语教学与研究出版社外语教学与研究出版社 Writing steps of an Order letterlOpen with referring to some previous contacts such as catalogs, phone calls or trade fairs.lDescribe the orderlMention payment and deliverylExpress courtesy 外语教学与研究出版社外语教学与研究出版社 l1. Placing Ordersl

6、1) to place an order with sb.for sth.跟某人下订单lWe thank you for your quotation of May 20 and now place an order with you for the following items.l贵方5月20日报价函已收到，谢谢。现向贵方订购下列商品。Expressions for Order Letters 外语教学与研究出版社外语教学与研究出版社 l若贵方能保证在10月9日之前将货物由上海运至新加坡，则我方乐于向贵方订购下列货物.lWe are pleased to place the followi

7、ng orders with you if you can guarantee shipment from Shanghai to Singapore by October 9. 外语教学与研究出版社外语教学与研究出版社 l2) to place (enclose) a trial order = to order as a trial 下（附寄）试订单lWe find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.l我方对贵方产品的质量和价

8、格均感满意，现寄去试订单，请供应现货。 外语教学与研究出版社外语教学与研究出版社 l3)to send (give)sb.ones order for sth.l向某人下订单lWe are pleased to find that your material appear to be fine quality. As a trial, we are delighted to send you a small order for 2,500 dozen Rubber Shoes.l我方很高兴发现贵方原料品质优良，现寄去2500打胶鞋小额订单，作为试购。 外语教学与研究出版社外语教学与研究出版社

9、l4)to order sth.at a price按按价格订购价格订购lWe have received your catalogue and price list, and now we order the following goods at the prices named.l已收到贵方产品目录和价格表。现按所示价格订已收到贵方产品目录和价格表。现按所示价格订购下列货物。购下列货物。 外语教学与研究出版社外语教学与研究出版社 Sample on page 56, 57-58 外语教学与研究出版社外语教学与研究出版社 lAfter a contract is concluded betw

10、een a buyer and a seller, the buyers bank supplies a letter of credit to the seller.L/C 外语教学与研究出版社外语教学与研究出版社 Seller consigns the goods to a carrier in exchange for a bill of lading.B/LGoods 外语教学与研究出版社外语教学与研究出版社 Seller provides the B/L to bank in exchange for payment. Sellers bank then provides the b

11、ill to buyers bank, who provides the bill to buyer.B/LB/LB/Lpayment 外语教学与研究出版社外语教学与研究出版社 Buyer provides the B/L to carrier and takes delivery of the goods.B/LGoods 外语教学与研究出版社外语教学与研究出版社 Order forms lSpecially-designed order form enclosed in catalogs, brochures sent to potential customerslIf intereste

12、d, a customer only needs to fill in the form, which is much more convenient and easier than writing a complete order letterlEffective in avoiding mistakes 外语教学与研究出版社外语教学与研究出版社 外语教学与研究出版社外语教学与研究出版社 外语教学与研究出版社外语教学与研究出版社 Exercise 外语教学与研究出版社外语教学与研究出版社 lHas this customer ordered before?lWhat is his numbe

13、r?lWhat did he order?lHow long will the pizza be delivered?lYes.l 5557868l Large spicy beef pizza and a 2-liter bottle of cola.l In 35 minutes. 外语教学与研究出版社外语教学与研究出版社 Listening exerciselListen and fill in the form on your ownlAfter the second listening, please discuss the answer with your group member

14、s and submit ONE paper to the teacher 外语教学与研究出版社外语教学与研究出版社 Name: Initials Address: Postcode: Date: GoodsCode No.Color QuantitySizeUnit PricePostage Tracksuit DIY Tool Kit Ladies watch Total: Tel No: Grand Total:Payment:CashCredit CardCheck Time Limit for Delivery: 外语教学与研究出版社外语教学与研究出版社 Name:Mrs. Gran

15、ger Initials G.S.Address:Millhouse, Salisbury Road, Little Afton, Farnbury Postcode:N/A Date:June 15th GoodsCode No.Color QuantitySizeUnit PricePostage Tracksuit SP 302 White 1 M 18 2DIY Tool Kit WK15 1 21 Ladies watch TM431Red1 15 Total:54 Tel No:3623624 Grand Total: 56PaymentCashCredit CardCheck N

16、o: 0582 / 74343 / 512 Time Limit for Delivery: in a fortnight 外语教学与研究出版社外语教学与研究出版社 Exercise III on p66 外语教学与研究出版社外语教学与研究出版社 Answer lInquiringlPopularitylOpportunitylGuaranteelQualitylEnclosedlExpectlDetermininglAppreciatelserving 外语教学与研究出版社外语教学与研究出版社 外语教学与研究出版社外语教学与研究出版社 What is a confirmation lette

17、r?lA confirmation letter is written to acknowledge and confirm details. 外语教学与研究出版社外语教学与研究出版社 Writing steps:lThanks for the orderlFavorable comment on the items requiredlAssurance of the best attentionlOther items which attract the customerlHope for further orders 外语教学与研究出版社外语教学与研究出版社 lThank you for

18、your Order No.123. We accept it and will dispatch the goods early June.l贵方123号订单已收到，谢谢。我们接受此订单并将于6月初交货。Expressions for confirmation letters 外语教学与研究出版社外语教学与研究出版社 lWe are pleased to receive your order and confirm acceptance of it.l很高兴接到你方订单，现确认予以接受。lWe have pleasure in informing you that we have booke

19、d your order No.234. We are sending you our Sales Confirmation No.789 in duplicate, one copy of which. please sign and return for our filel我们很高兴地告知已接受你方第234号订单。现寄上第789号销售确认书一式两份，请签退一份供我方存档。 外语教学与研究出版社外语教学与研究出版社 lAs the goods you ordered are now in stock, we will ship them without fail as early as po

20、ssible.l因为贵方订货尚有存货，本公司将一定尽快发运。lI am sorry, but that product is out of stock at the moment.l很抱歉，该商品目前已没有存货了。 外语教学与研究出版社外语教学与研究出版社 Sample on page 56, 59 外语教学与研究出版社外语教学与研究出版社 l有时因所要求的货物无货可供或价格和有时因所要求的货物无货可供或价格和 规格规格已经改变，卖方不能接受买方的订单。在这种已经改变，卖方不能接受买方的订单。在这种情况下，情况下，拒绝接受订单拒绝接受订单的信函必须非常仔细的的信函必须非常仔细的缮写，而且要为友

21、谊和今后交易留有余地。最缮写，而且要为友谊和今后交易留有余地。最好好介绍一些合适的代替货品介绍一些合适的代替货品，提出还盘及劝说，提出还盘及劝说买方接受。买方接受。 外语教学与研究出版社外语教学与研究出版社 Decline the orderpThanks for the orderpProper reasons to decline the order with regretpRecommendation of other items as a replacementpHope for serving the customer in the future 外语教学与研究出版社外语教学与研究出

22、版社 Declining an OrderDear Sir,We thank you for the order for a 60 x 30 fish tank which we recently received. The order form you sent us is from our 2014 catalogue which lists the tank at $450.00. Unfortunately, this particularly fish tank is a discontinued item and we have no more in stock. I have e

23、nclosed our newest (2015) catalogue and have marked the relevant pages for fish tanks. I would particularly recommend the Underwater Garden for $425.00 on page 62 as being comparable to the tank you originally ordered. 外语教学与研究出版社外语教学与研究出版社 To order please call 698-8475 and charge your purchase to yo

24、ur credit card (most major credit cards accepted). Most orders are delivered within three working days to your home. We value your business and hope to be of service to you in the future.Yours truly, 外语教学与研究出版社外语教学与研究出版社 外语教学与研究出版社外语教学与研究出版社 Choose the appropriate word or words.1) We are arranging f

25、or the punctual (shipment, shipping) of the ( ordered, order ) goods.2) Our offer is (firm， work ) subject to your reply (for, in, within ) one week.3) Any delay (in, about ) shipment will cause us inconvenience.4) Enclosed is our order ( for, on ) 300 sets of Transistor Radio. 外语教学与研究出版社外语教学与研究出版社

26、5) Your (term, terms) are satisfactory and we are pleased to (enclose, place) an order (with , to )you.6) If you cannot (send, give) the goods as per (requirements, specifications), please send us alternates.7) If you do not have Model 105 (from, in) stocks, please (remove, cancel) this order.8) We hope you will (agree, accept, receive, admit) our terms and make (preparation, arrangements) for an early delivery.9