Unit7Acceptanceandconfirmation订单确认与接受

1、Unit 7 Acceptance and confirmation外贸函电外贸函电Revision n1. 我方已收到贵方八月十号的来信，关于我方已收到贵方八月十号的来信，关于300台台 空调，每台空调，每台500美元美元CIF纽约价纽约价nWe have received your letter of August 10th for 300 sets of air conditioners at $500 per set CIF Newyork. n2. 感谢贵方十月二十日的报盘，关于感谢贵方十月二十日的报盘，关于1000 打毛巾，打毛巾，每打每打20美元美元CIF广州价广州价nThank

2、 you for your offer of October 20th for 1000 dozen of towels at $ 20 per dozen CIF Guangzhou. n3. 很遗憾告知贵方价格偏高，高于同类商品很遗憾告知贵方价格偏高，高于同类商品10%-15%，所以我们无法接受，所以我们无法接受nWe regret to inform you that your price is on the high side , 10%- 15% higher than similar goods , so it is beyond acceptablen4. 类似质量的商品很容易以

3、更低价买到类似质量的商品很容易以更低价买到nThe goods of similar quality are easily obtainable at a lower pricen5. 我们的价格定位在比较适中的水平，按这种我们的价格定位在比较适中的水平，按这种价格我们已经收到了大量订单价格我们已经收到了大量订单nOur price is fixed at a moderate level. We have received a lot of orders at this price. n6. 我们所报的价格是非常具有竞争性的，不过我们所报的价格是非常具有竞争性的，不过如果你们的订单超过一万件

4、，我们可以提供如果你们的订单超过一万件，我们可以提供10%的折扣的折扣nThe price we quoted is competitive. But we can offer a 10% discount for orders over 10000 pieces.n 7. 按你们所报价格我们将无利可图。我们最按你们所报价格我们将无利可图。我们最多只能让价多只能让价5%nWe would make no profits at the price you offered. The best we can do is 5% off. Lead-innCase : n假设你是中国安妮国际贸易有限公司

5、销售部经假设你是中国安妮国际贸易有限公司销售部经理，最近你公司收到美国利立浦特国际贸易公理，最近你公司收到美国利立浦特国际贸易公司发来的关于化妆品的还盘，你们为了开始与司发来的关于化妆品的还盘，你们为了开始与该公司的业务往来，打算确认接受该还盘。假该公司的业务往来，打算确认接受该还盘。假设要你代表公司拟一封接受函，信中应该包括设要你代表公司拟一封接受函，信中应该包括哪些内容哪些内容nReceipt, thanksnYour opinion: Acceptance nConfirmation of terms and conditionsnExpectation - order, future

6、more transaction Introductionn外贸主要环节：外贸主要环节：nSequence of Business Negotiation 业务磋业务磋商阶段商阶段 nConclusion of Business 交易的达成阶段交易的达成阶段Sequence of Business Negotiation 业务磋商流程业务磋商流程nBuyer sellern enquiry (A request for trade terms)n offern (Statement about trade terms) counter-offer (show disagreement to s

7、ome terms)n counter-counter offersn (give your reason and concession让步让步)n ngo on for many rounds 多轮磋商，不是一锤子买卖多轮磋商，不是一锤子买卖Conclusion of Business 交易的达交易的达成阶段成阶段n经过多轮反复磋商，终于走到交易达成经过多轮反复磋商，终于走到交易达成阶段阶段 （开花结果阶段），买方若同意卖（开花结果阶段），买方若同意卖方最后报盘中的所有条款，或者卖方同方最后报盘中的所有条款，或者卖方同意买方的最后还盘中的所有条款，他们意买方的最后还盘中的所有条款，他们就会宣

8、布接受（就会宣布接受（acceptance）并确认）并确认(confirmation) 所有的交易条款所有的交易条款Key words and phrasesnAcceptance 接受接受nConfirmation 确认确认nInitial deal 首次交易首次交易nIn ones favor 以某某为受益人以某某为受益人nIn accordance with 按照按照nContract stipulations 合同规定合同规定Sample letter 1 on P117nReading questions:n1. What should be referred to in the o

9、pening paragraph of an acceptance letter? n2. Did the buyer accept the offer? Which terms and conditions are confirmed ? n3. What request did the buyer in the acceptance letter?n4. What expectation did the buyer make in the end of letter?Structure of acceptance letter nthanks for the letternAcceptan

10、ce , confirmation of orders terms and conditionsnRequest - prepare the sales contractnExpectation- future transactions Useful Expressions n句型一句型一 How to express thanks nWe thank you for your letter of.for.n 日期日期 产品产品n We thank you for your letter of.giving us .n a trial order/offer/n counteroffer/ a

11、cceptancen n句型二句型二 How to express your acceptance and confirmation:nWe are pleased to accept. n your offern your counter-offern your ordernWe confirm this order with the following particularsnWe confirm to sell.nWe confirm that n How to express your expectation P115 n我们诚恳地希望首次交易将给我们双方带来更多的交我们诚恳地希望首次

12、交易将给我们双方带来更多的交易易 (P117)nWe sincerely hope that this initial deal will result in future more transactions between usn 我们很高兴这次能与贵公司达成交易，期待着将来我我们很高兴这次能与贵公司达成交易，期待着将来我们能扩大我们之间的贸易们能扩大我们之间的贸易 (P118)nWe are pleased to have finalized this business with you and expect that we can expand the trade between us

13、in the future.n 谢谢你方的合作，并期待这第一笔交易将为我们双方谢谢你方的合作，并期待这第一笔交易将为我们双方进一步的业务铺平道路。进一步的业务铺平道路。nThank you for your cooperation and hope that the first transaction will pave the way for our further business Sample letter 2 on P119nReading questions: n1. Why did the seller decide to accept the buyers counter-off

14、er?n2. Which details are confirmed? n3. How to pack the goods?n How to cover the insurance?n4 What expectation did the seller make in the end?Structure of acceptance letter:nThanks for ( the letter and counter-offer)nAcceptance. ( your counter-offer at ., reason )nConfirmation. ( trade terms and con

15、ditions)nExpectation. ( your confirmation by return)Keys to I on P121 n(9) 6月月5日函及款式样品和价目表均收到，谢日函及款式样品和价目表均收到，谢谢。我们已选妥，现随附第谢。我们已选妥，现随附第342号订单。号订单。n(10)我已接受贵方我已接受贵方85号订单购买印花布号订单购买印花布10万码。请告颜色搭配并按合同规定开立以我万码。请告颜色搭配并按合同规定开立以我方为受益人的有关信用证。方为受益人的有关信用证。n(11)我方愿订购我方愿订购200台贵方产品来试销。台贵方产品来试销。“良好的开端意味着良好的结束良好的开端

16、意味着良好的结束”。我们希。我们希望从现在起，我们将有一个对双方有益的贸易望从现在起，我们将有一个对双方有益的贸易关系关系n(12) 我方确认接受贵方订单订购我方确认接受贵方订单订购5公吨新干椒，公吨新干椒，每公吨每公吨80英镑英镑CIF伦敦价，伦敦价，10月装船。月装船。n(13)我们认为质量与价格都令人满意。很我们认为质量与价格都令人满意。很高兴向你们订购下列货物。高兴向你们订购下列货物。n(14)我们成功地达成了我们成功地达成了30吨大蒜的交易。吨大蒜的交易。 这笔交易的达成肯定不是一个结束。它仅这笔交易的达成肯定不是一个结束。它仅仅是一个开端，一个我们之间良好的、长期友仅是一个开端，一

17、个我们之间良好的、长期友好的贸易关系的开端。好的贸易关系的开端。n(15)我方已接受订单并且将尽快安排发货我方已接受订单并且将尽快安排发货Key to II on P123n(1) Conclude a business, n(2) accept an offer/an order/a quotationn(3) for ones filen(4) do sth as an exceptionn(5) confirm the following order / confirm an ordern(6) Initial ordern(7) make confirmation by return

18、for doing sth.n(8) on the same terms and conditions as before 套用句型中译英n(10) We enclose.for.of Transistor Radios T432. We are pleased to.n(11) Referring to exchanged betweenin the last., we are pleased to confirm.n(12) We are pleased to confirm .n(13) Although , we accept , as an exception, . with a v

19、iew of.n(14) As a result of our exchange of, we wish to confirm our order from you for. We hope that the initial deal will pave the way for .n(15) This is a . Please send usso that .tap the market. If a best seller, we will give you .in the future n(9) Your terms are satisfactory and we enclose an o

20、rder. n(10)We enclose our order for 300 sets of Transistor RadiosT432. We are pleased to have concluded the business with youn(11) Referring to the telegrams exchanged between us in the last few weeks, we are pleased to confirm having concluded the following transactions with youn(12) We are pleased

21、 to confirm the following trial orders n(13)Although your price is below our level, we accept， as an exception, your order with a view of initiating business with you. n(14)As a result of our exchange of faxes, we wish to confirm our order from you for 6000 cases of Tigerhead flash lights. We hope t

22、hat the initial transaction will pave the way for our further business.n(15) This is a trial order. Please send us 35 sets so that we may tap the market. If a best seller, we will give you larger orders in the future. n作文套用句型作文套用句型 on P124nDear sir,nWe have received . for .nAlthough your price is . l