《国际贸易拓展课程教案》订单及其履行

1、第 页教 学 内 容 提 要备注Unit 4 Orders and Their Fulfillment 订单及其履行 4.1 Introduction（简介）(5 mins) 目的：掌握如何下订单并进行回复。 订单是指买方要求卖方按先前报盘达成的交易条件供应具体数量的货物。许多公司常常采用具有正式打印号的订货单，这样既能节省时间，又能确保不遗漏任何重要细则。不过，仍有一些公司，尤其是小公司，采用信函方式订货。必须特别指出的是，如果采用电话订购，应该通过书信加以确认。 订单必须准确、清楚，否则就会带来意想不到的麻烦。 一般地，订单应包括以下内容： （1）品名和品质。应清楚地提及商品目录或目录号码

2、，对商品质量进行必要的准确而全面的描述（比如质量等级、颜色、式样等）。 （2）价格和数量。应清楚地说明所订购的每项商品的数量、重量或长度。如果没有明确的数量，则应说明最高限量与最低限量。 （3）包装和标志。 （4）装运地点、装运日期、运输方式及代理等。 （5）付款条件。 （6）单据。包括所需的全部单据及运输指示。 （7）替代品。如果所要的商品没有现货供应，是否同意以别的商品替代。4.2 Writing Skills（写作技巧）(5 mins)订单信函的写作步骤及常见表达方式：接受订单信函的写作步骤及常见表达方式：拒绝订单信函的写作步骤及常见表达方式：4.3 Specimen Letters（样

3、函）(55 mins)Notes to the specimen letters1. strong bales大包2. gunny bag黄麻麻袋3. waterproof material防水材料4. file档案5. Confirmed Irrevocable Letter of Credit保兑的、不可撤销信用证6. We have booked your Order我们接订你方订单7. repair free of charge免费修理8. performance bond履约保证金9. all orders are being met in strict rotation所有订单排得

4、很紧10.trade discounts商业折扣4.4 Focal Words（焦点词汇）actn.行为，行为过程，一幕，条例，法令The thief was caught in the act of riffling the safe.The second act was not very interesting. Navigation Actvt. & vi.行动，办事，充任，发生作用Why dont you make up your mind to act at once？We should act in a principled manner. Who acted as chairma

5、n in her absence？This medicine acts on the heart.act as担任He acted as chairman in my absence.act in在-方面（的）行动I am quite sure that he acted in this matter from disinterested motives.acting: adj.& n.代理的，演技an acting chairmanHer acting was quite first-rate.action: n. 行动，行为，作用，诉讼，故事take action put out of a

6、ction Action speak louder than words.They were forced to take legal action.The storm put the telephones out of action. I felt that it was time for me to take action.confirmvt. 巩固，确定The latest information confirms my belief that he is to blame. We hereby confirm acceptance of your order.confirmation:

7、 n. 批准，认可，证实We are waiting for confirmation of the news. confirmed: adj.证实的，保兑的confirmed letter of creditfavorn. 好感，赏识，帮忙，特权 Would you do me a favor？ A letter of credit in our favor will be established immediately. vt. 恩惠，给以优惠，对有利，赞成 Opportunities always favor those with courage. We trust to be favo

8、red with your order.favorable: adj. 赞成的，有利的，优越的 We believe if you take the quality into consideration, you will find our quotation most favorable.favorably: adv. 赞成地，满意地，有帮助地 He impressed me favorably.favored adj. 满意的，优惠的 most-favored-nation treatmentfavorer n. 支持者，赞成者in favor of 赞成，主张 They were in

9、favor of free trade.in ones favor 对某人有利 The exchange rate is not in our favor.ask a favor of sb. 求人帮一个忙 I want to ask a favor of you.Marketn. 市场，需求，销路，交易，市价 Good ware makes quick markets.vt. 交易，销售 The inventor is trying to market his new product.marketable adj. 适销的，畅销的 marketable goods 畅销货marketer n

10、. 在市场上买卖的人，专营某种商品的商人或商店 a big gasoline marketermarketing n. 买卖，营销 a marketing cost marketplace n. 集市，市场registern. 登记，记录，注册，登记册 Just sign the register here and Ill have your bags sent up later.vt. & vi. 登记，注册，挂号邮寄，留下印象 Please register this letter. His bearing registered me with intense fear. register

11、ed adj.登记的，注册的，挂号的 registered trademark registered post 4.5 Useful Sentences（实用语句）(25 mins)1. In consideration of this being your initial order, we have decided to grant you 3% special discount to strengthen your position in competition with other suppliers.2. We have received your letter of May 23

12、along with your proforma invoice No 215/1427 in triplicate and take pleasure in placing an order with you for the said items.3. We are pleased to inform you that your order No.320 has been accepted by our manufacturers.4. We hereby confirm acceptance of your order and are enclosing herewith our sale

13、s confirmation in two originals one of which please sign and return to us for our file.5. We hope that this order will meet your immediate acceptance and careful execution as usual.6. Please supply the under-mentioned goods as per your quotation and samples submitted on September 5. 7. In view of our heavy bookings, we are not in a position to commit ourselves to new orders. 8. Your prompt attention to this order will be highly appreciated.9. Thank you again for this t