商务英语函电 第二版 课件 Unit 6 Ordering

UnitSixOrderingPartOne:TeachingAims&Requirements1.Helpstudentstolearnandmasterkeywords,phrasesandsentencepatternsaboutordering;2.Helpstudentstolearnhowtowriteabusinessletteraboutordering;3.Helpstudentstobeabletoplace,declineandacceptordersinwriting;4.Enablestudentstoknowaboutwhatashippingmarkis.PartTwo:BackgroundKnowledgeI.DefinitionofanorderOrderisa

commercialdocumentusedtorequestsomeonetosupplysomethinginreturnforpaymentandprovidingspecificationsandquantities.Orderletterscreateonehalfofacontract.Agoodletterorderinganitemorserviceshouldbeaccurateandcomplete.Or

Anorderisarequestforthesupplyofaspecificquantityofgoods.Itmayresultfromthebuyers’acceptanceorconfirmationofafirmoffermadebythesellersorresultfromthesellers’acceptanceorconfirmationofacounter-offermadebythebuyers.

II.Anordershouldatleastcontainthefollowingpoints:1. descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber(ifany);2. prices(unitpricesaswellastotalprices);3. termsofpayment;4. modeofpacking;5. timeoftransportation,portofdestinationandtimeofshipmentetc.H.SIMPSON&CO.,LTD.298SouthStreetSydney,AustraliaOrderNo.237OrderForm/PurchaseOrder

Date:July24,2011To:/Messrs.ChinaNationalImp.&Exp.Corp.Shanghai,ChinaWeconfirmouragreementonpurchaseofthefollowinggoods:Packing:IncottonclothbalesPayment:ByirrevocableL/CavailablebydraftatsightShippingMarks:(omitted)forH.SIMPSON&CO.,LTD.(sgd.)SecretaryQntyItemCatalogueNo.CIFSydneyNetTimeofShipment250BedSheets,106cm,blue67US$2.50eachDuringSeptember250BedSheets,120cm,primrose893.00eachDuringSeptember500PillowCases,blue1011.80apairDuringSeptember500PillowCases,primrose1201.80apairDuringSeptemberWhenplacinganorderwithaprintedorderform,itisoftensufficientmerelytoattachacomplimentssliplike:J.B.SIMPSON&CO.LTD.598SouthStreet,Sydney,AustraliaJiangxiTextilesImp.&Exp.CorporationNanchang,ChinaEnclosedpleasefindourOrderNo.115.Wewouldappreciatepromptshipment.Withcompliments(Regards)PrintedRoutineAcknowledgements:1.AcceptinganorderJiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxhankyouforyourOrderNo.….Weacceptyourorderandwillarrangeshipmentaccordingly.Ourletterofacceptancewillreachyouinafewdays.PrintedRoutineAcknowledgements:2.Anorderisbeingworkedon.JiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxehavereceivedwiththanksyourorderfor….Weareworkingonyourorderandwillkeepyouinformedintimeoftheprogress.PrintedRoutineAcknowledgements:3.RejectinganorderJiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxethankyouforyourOrderNo.…for….Becauseoursupplyofrawmaterialshasbeencommittedtootherordersformonthsinadvance,weareunabletoacceptyourorderatthistime.III.GeneralStructureofLettersofOrderingBeginningOpenwithageneraldescriptionofyourorderthatencompassesallthedetailsMiddleProvideallspecifications:quantityprice(includingdiscounts),size,catalognumber,productdescription,shippinginstructions(dateandplace),arrangementsforpayment(method,time,deposits),andcosttotals.EndingThankthesupplier-orsimplyendwithanindicationofpaymentorshipping.(Whenpossible,suggestafuturereaderbenefitofcomplyingwiththeorder.)

III-1Thestructureusedinlettersofplacinganorder:

1. Usedirectlanguageinthefirstparagraphtotellthesellerofthebuyer’sintentiontoplaceanorder.2. Describewhatisbeingorderedingreatdetail.Indicatethecatalognumbers,sizes,colors,prices,specificationsandallotherrelevantinformationthatwillenablethesellertofilltheorderwithoutanyfurtherquestions.3. ClosetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealingsIII-2.Thestructureusedinlettersofconfirminganorder:1. Expressappreciationfortheorderreceived.2. Assurethebuyersthatthegoodstheyhaveorderedwillbedeliveredincompliancewiththeirrequest.Itisalsoadvisableforthesellerstotaketheopportunitytoreselltheirproductsortointroducetheirotherproductstothebuyers.3. Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.III-3.Thestructureusedinlettersofdeclininganorder:APositiveOpening—Itissensibletoopentheletterinapositivewayinordertoplacethemessageinitscorrectcommunicationcontext.Forexample,appreciationorpleasureinreceivingtheordercanbestatedatthebeginningoftheletter. Detailedexplanations—Whendeclininganorder,detailedandsensiblereasonsshouldbeprovidedinordertoretainthereader’sinterestinthewriter’sproductsorservices.Inaddition,inordertoconcludeadeal,thewriterusuallyofferssuitablesubstitutes,makescounter-offersandpersuadesthebuyerstoacceptthem. APositiveClose—Endtheletterinthewaythatmakesthereaderawareofthewriter’sexpectationforfuturebusinessrelationswithhim.AdditionalBackgroundKnowledgeShippingmarks运输标志，通常称为唛头，由五部分组成。Ashippingmarkreferstotheletters,numbersorothersymbolsplacedontheoutsideofcargotofacilitateidentification.AstandardshippingmarkmustcontainfourpartsaccordingtotheUNregulation.Theyare1)theEnglishabbreviationofthereceiver;2)referencenumber,suchasordernumberorinvoicenumber,etc.;3)destination;4)serialnumber;5)thewholesymbolordesignlikeatriangle,circleorrectangle.PartThree:SampleLetters(1)StudyUsefulWords&Phrases1.perprep.每一；经20piecesto/perapackand10packsto/peracarton每包20支，10包一条。YourorderedgoodswillbeshippedperS.S.EastWindintime.规范所订货物将按时由“东方”轮装出。Itistheusualpracticeherethat10shirtsarepackedto/peracartonand10cartonsto/perastrongseaworthywoodencase.当地的惯例是每十件衬衫装一纸盒；十个纸盒装一个坚固的适航木箱。2.chargev./n.费用（在具有“否定”、“单项”的含义或其他习语中，常用单数）Weshallsendyouthesamplesfreeof(without)charge.我方将免费寄送这些样品。Forlikeimportedanddomesticgoods,allbodiesandagencieswouldissuethesamemarkandchargethesamefee.对于同类进口和国产货物，所有机构和部门将颁发相同的标志和收取相同的费用。3.accountn./v.账户；原因、理由Weshallcredit/USD$500intoyouraccountuponreceiptofthesamples.收到样品后，我方就把500美元的货款贷记贵方账户。for(on)one’saccount由……支付，为……缘故Theadditionalinsurancepremiumisforthebuyer’saccount.额外保险费由买方负担。Notwithstandinganyinstructiontotheconrary,Thisfeeshouldbeforaccountofthebeneficiary.如果没有另外说明，这些费用会从受益人的账户中扣除。4.Includevt.包含，包括Thesecommoditiesincludeoil,soybeansandmetalslikecopper.这些商品包括石油，大豆和金属，比如铜。Alsosee:Therearesomecommodities,includingoil,soybeansandmetalslikecopper.Therearesomecommodities,inclusiveofoil,soybeansandmetalslikecopper.

Therearesomecommodities,andoil,soybeansandmetalslikecopperincluded.5.orderv./t.订货；订单；次序Place/makeanorderwithsb.向某人订货Accept/entertainanorderfromsb.接受/承接某人订货；Declineone’sorder谢绝订货；Fulfillone’sorder按订单履行订货/交货义务Cancelone’sorder取消订货Withdrawone’sorder撤销订货Comparethefollowing:1.Thankyouforyourorders,butwearenownotinapositiontoentertainanyfreshordersjustbecausewehavealargebacklog.感谢贵方订货，但由于我方手中订单积压过多而无法接受任何新的订货。Sinceourmanufacturerhastoomanyordersinhand,weregretthatwecannotacceptyourorder. 因为我们的制造商手头上订单太多，所以很遗憾，我们无法接受贵方订单。Aswearefully/heavilycommitted,wearenotinapositiontoentertainanyfurtherorders.

由于我们订货已满，所以不能接受新的订单。6.convincev.说服，使确信Idon'tmeantopersuadeanybodyandconvinceanybodyofthat,sinceexercisingiseveryone'spersonalbusiness,itisaninvestmentforfuture.

我可不想劝说任何人，也不打算说服任何人，因为健身是每个人自己的事，是为将来做投资。beconvinced相信……Weareconvincedofthecommercialintegrityofthesupplier.我方相信该供应商的商业信誉。PartThree:SampleLetters(2)StudyUsefulWords&Phrases1.daten.日期；约会；年代；枣椰子vi.过时；注明日期；始于（某一历史时期）

vt.确定…年代；和…约会ofevendate同一天的，当天的[用于信和文件中]one‘ssteaddate关系稳定的朋友outofdate旧式的；废弃的；过时的，不用的todate到此为止，迄今为止直到现在，到今天；至此uptodate最新的；最近的；Thisfashionisoutofdate.这种式样过时了。Pleasedatethecheckasoftheevendate.请在支票上注明同一天的日期。

2.Discountn.折扣；vi.贴现；打折扣出售商品；vt.打折扣；将…贴现；贬损Inordertopopularizetheseproducts，allthecataloguepricesaresubjecttoaspecialdiscountof1070duringthemonthofFebruaryonly．为了推销此产品起见，对于目录上所列的价格，凡在2月份内订货，均可享有10％的特别折扣。Toourregret,weareunabletoacceptyourorderatthepricerequested,sinceourprofitmargindoesnotallowusanyconcessionbywayofdiscountofprices.很抱歉，我方不能按贵方所要求的价格接受订单，因为我方利润已不容许我方再打任何折扣。Thestorediscountedallcomputersforthesale.该店削价出售全部待售的电脑。3.dueadj.到期的；预期的；应付的；应得的n.应付款；应得之物1).become(或come,fall)due(票据)到期，期满(应偿付、付给、举行等)，支付日期到了Allthebillsmustbepaidbeforedue.所有的账单须在到期强支付。Theamountduetous/duefromyouisupto$2000.你方欠付我方的费用高达2000美元。2).duetoa.应归于，应归功于；应归咎于；因…而产生，(作为结果)发生Mr.Brightsaysourbonusincreasewasduetoyoursuccesswiththatcontract.布赖特先生说我们的奖金增多要归功于你成功签订了合同。4.invoicen.发票；v.开具发票发票是指一切单位和个人在购销商品、提供劳务或接受劳务、服务以及从事其他经营活动，所提供给对方的收付款的书面证明，是财务收支的法定凭证，是会计核算的原始依据，也是审计机关、税务机关执法检查的重要依据。它分为：commercialinvoice商业发票,customsinvoice海关发票，exportinvoice出口发票，salesinvoice销售发票，uniforminvoice统一发票，proformainvoice形式发票，provisionalinvoice临时发票,等等。Thusthepremiumforthedifferencebetween130%and110%oftheinvoicevalueshouldbebornebythebuyers.所以发票金额的130%与110%的差额所需保险费应由买方承担。5.raten.

比率，率；速度；价格；等级1).atallrates=atanyrate无论如何；至少；不惜任何代价；在任何情况下Wecanunderstandthat,buta10%commissioncan'tbeacceptedatanyrate.我们理解这一点，但无论如何10%的佣金是不能接受的。2).atthat(或this)rate如果按照那样(或这样)的情况；照那种(或这种)情况下去Atthatratetheyuanwoulddoubleinvalueinjust174tradingdays.如果以这样的比例上涨，人民币的价值在174个交易日内即可翻番。3).attherateof以…的速度；以…的比率PartThree:SampleLetters(3)StudyofUsefulWords&Phrases1.coverv.besufficienttomeet,defray,oroffsetthechargeorcostof足以支付Enclosedyouwillfindacheckcovering(支付beenoughmoneyfor)yourcommissionon50m/tsbitterapricotkernels同时，cover还有许多其他解释：WesendyouacopyofBillofladingcovering(关于)shipmentof50m／tswalnuts.Inordertocover(reimburse/repay)yourselffortheexpenses(收回这笔费用的垫款)，youmaydrawonusat90days’sight．Cover作投保讲，可有不同的搭配：WeshallcoverWPA(WithParticularAverage单独海损赔债,担保单独海损,水渍险)insurance．WeshallcoverthegoodsagainstAllRisks．WeshallcoveryouagainstAllRisks．2.Stipulation

n.规定，条款stipulatev.规定Wherethepartiesstipulateotherwise,suchstipulationsshallgovern.当事人另有约定的，按照其约定。Allcreditsmuststipulateanexpirydateforpresentationofdocumentsforpayment,acceptanceornegotiation.一切信用证均须规定一个交单付款，承兑或议付的到期日。Duringthecurrencyoftheopenpolicy,theinsuredshalldeclaretotheInsurerinwriting,ingoodtimeeachandeveryriskfallingwithinthescopeoftheopencoveraccordingtothestipulations.在预约保险合同有效期内，投保方应当将预约保险合同范围内的每一笔保险，按规定及时向保险方书面申报。Bothpartiesshallabidebythecontractualstipulations.双方的一切活动都应遵守合同规定。3..conformto=1).obey;follow2).conformwith=beinagreementwithTheimportersmustconformtotheCustomsregulation.进口商必须遵守海关的规定。PleasemakesurethatthestipulationsintherelevantL/CconformexactlywiththetermsstatedinourS/Csoastoavoidsubsequentamendments.请确保相关信用证规定完全与我方销售确认书所述之条款一致，以免以后有来修改。

4.assure

vt.causetofeelsure使放心;makecertainof确保

Assurequalityofeachbatchisgoodandsteady.保证每批供货质量都稳定。Wecanassureyouthatwearewellexperiencedinthisline.我们可以向你保证，我们可以在这销售线上做得很好。Youmayrestassuredthatwehavearrangedtotransportthegoodsbyrail.请放心，我们已安排好了用火车运输这批货物。PartThree:SampleLetters(4)StudyofUsefulWords&Phrases1.regretv.feelsorry(for)regretdoing对做过的事表示遗憾、后悔；regrettodo对要做的事表示抱歉或遗憾ThepeoplewhocomeintoChinabasicallydon'tregretitandthosecompanieswhochoosethewisepathwillneverregretdoingso.已经在中国发展的外国公司基本都不后悔，行事明智的公司更不会后悔。另外，regretful与人连用，表示感到遗憾；regrettable与物连用，表示令人遗憾。例如：Wefeelregretfultodeclineyourorderduetoasharpriseinproductioncost.由于生产成本急剧上涨，我们只得拒绝贵方订单，十分遗憾。Itisregrettabletoturndownsuchagoodproposalofours.拒绝我方如此周到的建议，令人十分遗憾。2.inviewof=inconsiderationof鉴于；考虑到Inviewofourfriendlycooperation,wearepreparedtoacceptpaymentbyD/Pat60days'sight.

鉴于我们之间的友好合作，我们准备接受60天远期付款交单的支付条件。Withaviewto以…为目的；着眼于；带有……观点；为了Wewriteyouwithaviewtoestablishtrad