商务英语写作4订单与确认函省公开课金奖全国赛课一等奖微课获奖课件

BUSINESSWRITING

商务英语写作5/8/202411/52Chapter4

OrdersandConfirmationLetters

订单与确认函5/8/202422/52Orders

订单Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.5/8/202433/52Questions？Whatisanorder？

arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？

Good-newHowtogetanorder？

offerandcounter-offer报盘及还盘

5/8/202444/52TobeeffectiveCorrectClearConciseCompleteConciseCourteous5/8/202455/52Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy5/8/202466/52Confirmation

letters确认函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.5/8/202477/52Theletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder5/8/202488/52Whenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.5/8/202499/52LetterAPlacingOrderforTea

DearMr.Keynold:FromthesamplessentusonJuly6th,wehavemadeselectionsandhavethepleasureofhandingyouthefollowingorder,CIFKeelung:500chestsWestLakeLongjingTea–US$2,000500sacksLijiangLanguirenTea–US$2,200

SampleAnalysis5/8/20241010/52

Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,5/8/20241111/52SampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment样品到岸价=Cost+Insurance+Freight成本加运费=Cost+Freight离岸价=freeonboard进口许可证信用证参考号，序列号，编号装货5/8/20241212/52贸易术语—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三个单词第一个字母大写组成，汉字意思为成本加保险费加运费（指定目标港），指当货物在装运港越过船舷时，（实际为装运船舱内），卖方即完成交货。货物自装运港到目标港运费保险费等由卖方支付，但货物装船后发生损坏及灭失风险由买方负担。5/8/20241313/52比较CFR中卖方必须支付将货物运至指定目标港所需运费和费用，但交货后货物灭失或损坏风险及因为各种事件造成任何额外费用即由卖方转移到买方。不过，在CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险海运保险。所以，由卖方订立保险协议并支付保险费。买方应注意到，CIF术语只要求卖方投保最低程度保险险别。如买方需要更高保险险别，则需要与卖方明确地达成协议，或者自行作出额外保险安排。5/8/20241414/52贸易术语—CFRCFR/CNF是COSTANDFREIGHT三个单词其中一个字母组合而成，汉字意思为：成本加运费，指定目标港。COSTANDFREIGHT（…namedportofdestination）成本加运费（…指定目标港）CFR是指卖方必须在协议要求装运期内,在装运港将货物交至运往指定目标港船上,负担货物越过船舷为止一切费用和货物灭失或损坏风险,并负责租船或订舱,支付抵达目标港正常运费。5/8/20241515/52贸易术语—FOBFOB是国际贸易中惯用贸易术语之一。FOB全文是FreeOnBoard(…namedportofshipment),即船上交货(…指定装运港),习惯称为装运港船上交货。按此术语成交,由买方负责派船接运货物,卖方应在协议要求装运港和要求期限内,将货物装上买方指定船只,并及时通知买方。货物在装船时越过船舷,风险即由卖方转移至买方。在FOB条件下,卖方要负担风险和费用,领取出口许可证或其它官方证件,并负责办理出口手续。采取FOB术语成交时,卖方还要自费提供证实其已按要求完成交货义务证件,假如该证件并非运输单据,在买方要求下,并由买方负担风险和费用情况下,卖方能够给予帮助以取得提单或其它运输单据。5/8/20241616/52

Dear

Mr.Samson

White:

Thank

you

foryouresteemedorderdatedOctober15th,for

500chestsWestLakeLongjingTea—US$2,000

500

sacks

Lijiang

Languiren

Tea

—

US$2,200

Ourbestattentionhasbeenpaidtotheexecutionofthisorder,andwehaveshippedtheteabym/s(motorship)“Pioneer”,leavinghereforKeelongtoday.Wearesurethatthegoodswillreachyousafelyandwillgiveyoueverysatisfaction.LetterBConfirminganOrderforTea

bym/s（MS）由/经“先锋号”（内燃机）轮船装运youresteemedorder贵企业订单5/8/20241717/52

AccordingtothetermsofL/C,wehavedrawnuponyoufortheamountofinvoice,US$4200,atthreemonths,sightuponyouthroughBankofChina,KeelongBranch,andwetrustyouwillmeetthebillonpresentation.

Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用证条款drawupon：向……开具发票meetthebillonpresentation:见票即付我方已经过中国银行基隆分行按发票金额向贵方开出4200美元汇票。我方希望贵方见票即付。5/8/20241818/52QuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?5/8/20241919/521PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis5/8/20242020/52Youmaydrawuponusfortheamountofinvoice.1Yoursverytruly,KevinSmith1按发票金额向我方开具汇票5/8/20242121/522PlacinganorderOrderNo.468To:MessrsWangYun209HongyanRoadDalian,ChinaPleaseshipthefollowingmerchandise:5/8/20242222/52QuantityItemsCatalogNo.Prices25bedsheets,3'6",blue75$1.25each25bedsheets,3'6",primrose82$1.50each50Pillowcases,blue117$0.60each50Pillowcases,primrose121$0.60each5/8/20242323/52Delivery:NolaterthanDecember1.Payment:AgainstLetterofCredittobeestablishedinaccordancewithouragreement.Pleaseinformusofthedefinitedeliverydataandyourcooperationwillbeappreciated.Yoursincerely,MaryBrown5/8/20242424/523ComfirminganorderDearMr.Black:ThankyouforyourletterofOctober22,,togetherwithonecopyofyourOrderConfirmationNo.s/826for1,000tonsofYingkouMagnesia.EnclosedaretwocopiesofourContractNo.Magnesia镁砂5/8/20242525/52MY-0857foryoursignature.Pleasesignandreturnonesignedcopy.Sofarasdeliveryisconcerned,wewilltryourutmosttoshipthetotalquantityasyourequested,ifyourL/Carriveshereintime.Therefore,pleasearrangetheestablishmentofL/Catyourearliestconveniencesothatearlyshipmentcanbemade.5/8/20242626/52weappreciatetheopportunitytoprovideourproductstoyouandaregratefulforyourconfidenceinourcompany.Sincerelyyours,DavidZhang5/8/20242727/524ConfirminganorderDearHugo:

Thankyouforyoure-mailconcerningtheorderdatedJune6.HerewehaveenclosedourOrderNo.ST/66689foryourpromptandcarefulattention.5/8/20242828/52Yourpricesof$1.50peryardforPattern67and$2.40peryardforPattern86areacceptabletous,butyoumustkeepyourquotationforPattern89at$2.00.Asstatedintheoeder,youshoulddeliverthegoodstousinJuly,andyouaresupposedtogetpaymentbyLetterofCreditinWashingtonD.C.againstdocuments.5/8/20242929/52Wewilldoourbestwiththesegoods,andifsalesaresatisfactory,weshallmakeyourbrandoneofourstandardlines.Yoursincerely.JamesWang5/8/20243030/521．PlacinganOrder

DearSirs:Wehavegotyourletterof12Julyandreceivedpatternsofyourcottonprints.We’dliketoorderthefollowingitems:

Quantity

PatternNo.

Prices400meters28$200permeter500meters48 $150permeter300meters69$120permeterWearelookingforwardtoyourreply.Sincerelyyours,Contrast

Poor？1.提及收到信函和印花布样品。2.订货以下。3.订单详细内容。

4.盼早复。5/8/20243131/52

DearMr.Lock:Thankyouforyourletterof12Julyandpatternsofyourcottonprints.Wefindbothqualityandpricessatisfactoryandarepleasedtoorderthefollowingitems:

Quantity

PatternNo.

Prices(net)400meters28US$200permeter500meters48US$150permeter300meters69US$120permeterImproved？

1.感激来函和寄来印花布样品。2.表示对质量和价格满意,定货以下。3.提供订单详细内容。5/8/20243232/52

Ourusualtermsofpaymentareonemonthfromdateofinvoice.WehopetogetthegoodsbeforeJuly31.Shouldyouwishtomakeenquiriesconcerningourfinancialstanding,youmayrefertotheAZYCo.,Ltd,withwhomwehavehaddealingsformanyyears.Wearesureyourcottonprintswillfindagoodmarketinourareaandhopetoplacefurtherandlargerorderswithyouinthefuture.Sincerelyyours,

4.通知付款条件与交货日期。5.提供能够提供自己资信情况企业名称。

6.表示对未来生意信心。5/8/20243333/52这是客户首次定购印花布订购函。为同一件事情写两个信函，因为采取策略不一样，读后效果也不一样。前一封写得过于简单，内容残缺含糊，比如，只写了价格，但没有指出付款条件，交货时间也不清楚，而且语气生硬，语言有些陈腐，缺乏个性。改进后内容完整，语气客气友好，订购商订单中商品品名、价格、数量、交货时间、付款条件都不少。而且因为是首次打交道，付款采取是赊账，所以给对方提供进行资信调查方便,很主要。结尾有针对性。5/8/20243434/522.ConfirminganOrder

DearSirs:Weareinreceiptofyourorderdated20July.Wearegladtosupplythegoodsyouordered.

Quantity

PatternNo.

Prices400meters28US$200permeter500meters48 US$150permeter300meters69US$120permeter

Wecansupplythegoodsfromourcurrentstock.

Sincerelyyours,1.通知接到对方订单。2.表示愿意提供所订货物。3．提供订单详细内容。4.通知有现货可供。

Poor？5/8/20243535/52

DearMr.MarySmith:Welcomeyouasoneofourcustomers.Wewanttosayhowpleasedweweretoreceiveyourorderdated20Julyforcottonprints.

WeconfirmsupplyoftheprintsatthepricesstatedinyourorderandarearrangingfordispatchnextweekbyLinerGullantrytoHongkong.Ifyoucaneffectpaymentswithintendaysfromthedateofinvoice,wewillprovideyou2%discount.Weareconfidentwhenthegoodsreachyou,youwillfindthattheyarecompletelysatisfactorytoyou.Improved

1.欢迎对方订货,表示接到对方订单喜悦心情。2.确认提供订单要求商品,并告组织装船安排。3.通知折扣条件。4.促销。

5/8/20243636/52

Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogandhopethatourhandlingofthisorderwillleadtofurtherbusinessbetweenusandmarkthebeginningofahappycooperationinthefuture.Yourssincerely,6.表示继续开展并扩大双方贸易意愿。

5.意在推销其它产品种类。5/8/20243737/52这是对客户首次定购印花布确认函。第一封有数量、货号和单价，但没有提及价格条件，交货时间。语言有些陈腐，Weareinreceiptof…。改进后内容完整，针对订单内容，一一作答，语气热情。结尾展望未来，表示要把此次交易作为未来长久合作开端，有利于双方友好感情建立。5/8/20243838/521.AboutordersAstoatrialorder,wearedelightedtogiveyouasmallorderfor150setsofyourAirConditionersAC/106.Pleasenotethatthegoodsaretobesuppliedinaccordancewithyoursamples.作为试订单，我们欣然小量订购贵企业样本AC106号空调机150台，请注意货物必须与样品一致。UsefulSentencePatterns5/8/20243939/52ThankyouverymuchforyourletterofApril2withacatalogandpricelist.Wehavechosen6assortments.PleasetakepleasureinenclosingourorderNo.123.感激贵方4月2日附有产品目录及价目表之来函，我方已决定选订6个品种，并随函附上订单第123号，请查收。5/8/20244040/52WearepleasedtoreceiveyourpromptreplytoourenquirydatedAugust10aboutthecaptionedcannedfoodandherebyplaceanorderwithyouasperourPurchaseOrderenclosed.很高兴收到你方对我方8月10日相关标题罐装食品回复，特此向你方订货，请依据我方随函附上订货单。5/8/20244141/52Althoughprevailingpricesaresomewhathigher,inviewofourlong-standingrelationshipwearepreparedtoaccepttheorderonthesametermsasbefore.鉴于贵企业终年惠顾，即使现时市价较前调升，但本企业仍会按上次订单所列条件处理此次订单。5/8/20244242/52Wearepleasedbyyourpromptreplytoourinquiryof…aboutthecaptionedcommodityandnowwishtoorderfromyouasperourPurchaseOrderenclosed.很高兴收到贵方对我们……相关标题所例商品询价快速回复，现按购货订单向您方订购。5/8/20244343/522.AboutopeningL/CWefindyourtermssatisfactory,andlookforwardtoreceivingtheabovementionedgoodswithinonemonthofyourreceiptofthisorder.Payment,asusual,willmadebyirrevocableletterofcredit.贵方提出条款我们很满意，谨希望在贵方收到此订单后一个月之内收到上述产品。我们将按通例用不可撤消信用证付款。5/8/20244444/52Asweareinanurgentneedofthecommodityforthecomingsalesseason,pleasefaxyouracceptance.Uponreceiptofwhich,wewillopenanirrevocableL/CthroughtheBankofChina.因为我们急需此种商品在即将到来销售季节中应市，请把接收订货传真电报开到我处，待收妥后，我方将经过中国银行开出不可撤消信用证。5/8/20244545/523.ProvidingstockinformationWithregardtostocklines,weareenclosingalistforyourinformation.Shouldyoubeinterestedinanyofthese,pleaseletusknowyourrequirements,statingquantity,styleandsize.现随函附上本企业存货清单以供参考。如欲订购任何产品，请通知所需货物之数量、式样和尺码，本企业将竭诚为您服务。5/8/20244646/52Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyimproves.因为存货短缺，未能供给贵企业所需产品，特此致歉。一旦供给情况改进，我们将电传通知贵企业。5/8/20244747/523).Wewouldbegratefulifyoucouldarrangeearlyshipmentofthisrepeatorderasweareinurgentneedofthegoods.Ifthegoodsarenotavailablefrom