中职专业课-外贸英语函电02项目二 签订合同 (三)

项目二签订合同一、教学目标1.了解“达成交易”相关的基本商务知识、2.了解“达成交易”相关的写作要求和3.了解“达成交易”相关的内容要点。二、课时分配本项目共1个任务，安排2课时。三、教学重点理解“达成交易”函电书写的内容，理解“达成交易”函电书写的格式，理解“达成交易”函电书写的步骤，理解“达成交易”函电书写的典型的表达。四、教学难点掌握“达成交易”的信件书写，结合格式、步骤、内容等方面，完成信件书写。五、教学内容项目介绍:签订合同是外贸交易中的达成环节，包含了对商品数量、价格、装运时间等的确定。在本项目中我们通过我国一家外贸公司与国外公司在签订合同方面的信件往来，掌握该项目的基本知识，会用学到的相关格式和内容表达，独立完成该环节的信件书写，并学会相关的词组句子、重要表达、实践知识等。任务达成交易任务描述在该任务中，练习者要从一名外贸公司业务员的身份出发，以“达成交易”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。知识储备TheSignificanceandEffectofAcceptanceAcceptanceisthelaststepinbusinessnegotiation.Anacceptanceisafactthatthebuyersorsellersagreecompletelytoallthetermsandconditionsinanoffer（oracounter-offerasanewoffer）.Iftheofferisafirm-offer，adealisconcludedafteracceptance.Iftheofferisanon-firm-offer，adealisnotconcludeduntiltheacceptanceisconfirmedbythebuyersorsellers.Anentireacceptancemeanstheoffereeiswillingtoenterintoacontractwiththeofferoraccordingtothelatter’stermsoftransactionunconditionally.Thustheleaderofacceptanceusuallyrepeatsthefollowingitemssoastoavoidmisunderstandingoneitherside.Theyarenameofcommodities，specifications，quality，quantity，price，shipment，termsofpayment，etc.AccordingtotheUNConventiononcontractsfortheInternationalSaleofGoods（《联合国国际货物销售合同公约》），acontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffective.QuestionandAnswering1.Whatiscalledacceptance?___________________________________________________________________2.Whatissueswillbetalkedaboutintheentireacceptance?______________________________________________________________________________________________________________________________________3.Whatarethemeaningsoftheunderlinedwordsandphrases?（1）afirm-offer___________________________________________________________________（2）anon-firm-offer___________________________________________________________________（3）termsoftransaction___________________________________________________________________（4）nameofcommodities___________________________________________________________________（5）specification___________________________________________________________________（6）shipment___________________________________________________________________（7）termsofpayment___________________________________________________________________（8）becomeeffective___________________________________________________________________实例示范 DearTrond，WeacknowledgewiththanksthereceiptofyourletterofDecember15th，concerningourorderforfurniture.It’sourcompany’spolicynottodiscountonourstandardprices.However，inordertodevelopourmarketinyourplace，wehavedecidedtoacceptyourcounter-offerfor250.00USD/PCasanexceptionalcase.PleasepreparethesalescontractinbothEnglishandChineseversions.Wehopethisinitialdealwillresultinfuturetransactionsbetweenus.Yourquickanswerwillbeappreciated.YoursSincerely，JoeLauJoeLauNotes：standardprices：标准价格anexceptionalcase：特例EnglishandChineseversions：中英文版本initialdeal：首次交易1.QuestionandAnswering（1）Whatarethewritingstepsofthisletter?_________________________________________________________________________________________________________________________________________________________________________________________________________（2）Whatisthereasonprovidedbythesellertoacceptthecounter-offer?_________________________________________________________________________________________________________________________________________________________________________________________________________2.Thewritingstepsandtypicalexpressionsoftheletterconcerned3.Theothercommonlyusedexpressionsandsentences其他常用表达和例句Expressions（1）accepta/anoffer/order/quotation接受报盘/订单/报价（2）confirmanorder确认订单（3）confirmyouracceptanceof...确认贵方对……的接受（4）confirmthesupplyof...atthepricesstatedin...确认按……中规定的价格供应...（5）makeconfirmationbyreturnfordoingsth.回信确认做某事（6）finalizeatransaction成交（7）concludeabusiness/transaction达成协议（8）getbusinessdone成交（9）initiatebusinesswithsb.开始与某人的贸易（10）initialorder首次试订（11）dosth.asanexception破例做某事（12）makeanexception破例（13）asanexceptionalcase作为一个例外（14）resultin结果将会（15）leadto...最终会……（16）induplicate一式两份（17）intwooriginals原件两份（18）onthesametermsandconditionsasbefore按照以往的条件（19）SalesContract销售合同（20）SalesConfirmation销售确认书TypicalSentences（1）Inreply，weconfirmtosellyou7,000tonsofcementonthefollowingtermsandconditions.（2）Asatokenoffriendship，weaccept，asanexception，yourcounter-offerfor5，000pairsofleathershoesat＄26perpair.（3）WenowconfirmouracceptanceofyourofferofUSD3.50persetCIFGuangzhou.（4）WearepleasedtoconfirmyourorderNo.BTS-001of16thAprilforcottonshirtsandwelcomeyouasoneofourcustomers.（5）Wearepleasedtoconfirmhavingconcludedwithyouatransactionof300unitsofelectricmowers.Weassureyouofthepunctualexecutionofyourorder.（6）Wehavebeenabletoconfirmthefollowingorderwithyouatyourrevisedprice.（7）Itisonlyinviewofourlongestablishedbusinessrelationshipthatweacceptyourcounter-offerforladies’clothing.（8）Althoughyourpriceisbelowourlevel，weaccept，asanexception，yourorderwithaviewtoinitiatingbusinesswithyouandconfirmhavingplacedanorderwithyoufor1，500tonsofsoybeans.（9）Takingthequalityintoconsideration，weacceptyourofferalthoughyourpriceissomewhathigherthanthoseofothermanufacturers.（10）Thoughournegotiationshavebee