外贸函电 第4版 课件 408FBC-4nd Edition-Unit 08 订单与履行

外贸函电FOREIGNBUSINESSCORRESPONDENCEUnit8OrdersandTheirFulfillment订单与履行

8.1Introduction（简介）目的：掌握如何下订单并进行回复。订单是买方要求卖方按提出的交易条件供应具体数量的货物的要求。

国际贸易中，订单可能是买方对卖方询盘的回复，其作用相当于买方发盘，订单也可能是买方接受卖方的发盘或还盘而做出的回复，其作用相当于接受函。

订单有两种形式，一种是订货单或订货表，

另一种是采用信函方式订货而形成的订单函。

B端跨境电商订单和C端跨境电商订单存在不同，与传统贸易方式下的订单也有差异。

订单必须准确、清楚地包括一些重要交易条件，一般包括：（1）品名和品质。对商品名称和质量进行必要的准确而全面的描述，如商品的通用名以及对应的商品目录的型号，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、重量或长度或者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、运输方式等。（5）付款条件等。

8.2WritingSkills（写作技巧）订单信函的写作步骤及常见表达方式：写作步骤表达方式（1）对来函或询盘或发盘表示感谢，同时表明订购意图WeareinreceiptofyourletterofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.（已收到贵方10月4日信函，非常高兴地向你方订购以下货物。）ThankyouforyourquotationofJune4，pleasefindenclosedourOrderNo.B5421for…（感谢贵方6月4号的报价，请注意查收随附的我方B5421号订单。）（2）列明或确认订单的交易条件（交货期、运输方式、包装、付款条件及折扣等）Wewouldliketoconfirmthatpaymentistobemadebyirrevocableletterofcredit.（我们确认以不可撤销信用证付款。）Pleasesupply:ST568,1000pieces,$12/PCCIFMontreal.（请供应1000件商品，型号ST568，单价12美元CIF蒙特利尔。）（3）表达尽快发货或进一步合作的愿望Wewillsubmitfurtherordersifthisoneiscompletedtooursatisfaction.（如果本次订单令我方满意，我方将继续向贵方订货。）接受订单信函的写作步骤及常见表达方式：写作步骤表达方式（1）对收到订单表示高兴，并同意或接受订单Weareinreceiptofyourletterofthe10thMay,withyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.（贵公司5月10日来函及五部印刷机器的定单均已收到，在此表示感谢。）Weacknowledgereceiptofyourletterofthe10thJuly,andthankyoufortheorderyouhavegivenus.（贵公司7月10日函收悉，对此次订货，我公司表示感谢。）（2）重申或确认订单条款并对所订货物加以赞许Weconfirmthesupplyof2000setsofHaierwashingmachinesatthepricesstatedinyourorder.（确认向贵方供应2000台海尔洗衣机，价格就按订单所述价格。）Ourproductsaresellingwellinmanyareas,wefeelconfidentyouwillbesatisfiedwithourgoods.（我们的产品在许多地区销路很好,相信你们会对我们的产品满意的。）（3）保证对订单迅速、认真地处理Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillreceiveourmostcarefulattention.（感谢贵公司给我们这笔业务，我们保证一定会认真处理贵方订单。）WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.（高兴地通知贵方第9901号订单的货已备妥，有望在三日内交货。）（4）提醒对方注意其他可能感兴趣的商品

Besidessergeswesupplyawiderageofothermanufacturedclothesandencloseacopyofourcurrentpricelist.（除了哔叽布之外，我们还供应一系列机织布，现随信附上一份最新的价目表。）（5）希望今后收到更多订单Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.（感谢你方的合作，希望继续收到你方订单。）拒绝订单信函的写作步骤及常见表达方式：写作步骤表达方式（1）收到订单表示感谢。（2）对不能接受表示歉意并说明原因或困难。ThankyouforyourorderNo.310forourshoes.（感谢贵方第310号鞋子订单。）Wearesorrytosaythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.（非常抱歉我们必须拒绝贵方订单，因为目前我们的订单排得很满，不能给你们一个确切的交货期。）（3）若有替代品的话，建议对方使用替代品WearesorrythatyourorderofmodelIisoutofstocknow.Pleaseselectasuitablesubstitutefromtheenclosedcatalogue.（有关I型号的订单，现在无货，深感抱歉。请从所附寄的目录中挑选合适的替品。）（4）希望下一次有机会合作Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyouwithoutdelayoncesupplyingimproves.（很遗憾，因为存货短缺，未能供应贵公司所需货品。一旦供应情况改善，我们将立即通知贵公司)8.3SpecimenLetters（样函）Letter1：PlacinganorderDearSirs,Re:OurOrderNo.456ThankyouforyourquotationofJuly5andsamples.Yoursamplepillowcasesensureusthatthequalityisuptomarketexpectation.Weare,therefore,placingourOrderNo.456asfollows:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)Delivery:DuringSeptember

Payment:ByLetterofCredittobeopenedinaccordancewithouragreement

Packing:Usuallypackinginstrongbales1,withgunnybag2coverandwaterproofmaterial3.

Pleaseacknowledgethisorderimmediatelyonreceiptandinformdefinitedeliverydate.Yoursfaithfully,Letter2：Acknowledginganorder（AreplytoLetter1）DearSirs,Re:YourOrderNo.456ThankyouforyourorderNo.456forpillowcases.Weconfirmwithyouthefollowingorderforthepillowcasesatthepricesstatedinyourletter:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)

Delivery:Duringthefirstten-dayofSeptemberPayment:ByLetterofCreditPacking:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.Fortheaboveorder,weencloseourSalesConfirmationNo.216induplicate.Pleasesignandreturnonecopyforourfile4atyourearliestconvenience.WearearrangingfortheestablishmentoftherelativeConfirmedIrrevocableLetterofCredit5throughthebankersandshallinformyoubyfaxassoonasitisopened.Wethankyouagainfortheaboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,Letter3：Placinganorder

DearSirs,WethankyouforyourletterofJuly2andaregladtoinformyouthatyoursamplesaresatisfactory.EnclosedpleasefindourOrderNo.237forfouroftheitems.Alltheseitemsareurgentlyrequiredbyourcustomers.We,therefore,hopeyouwillmakedeliveryatanearlydate.Yoursfaithfully,Encl.Packing:Incottonclothbales.Shipment:PromptshipmentfromShanghai.Payment:ByirrevocableL/Cavailablebydraftatsight.QuantityItemCatalogueNo.CIFSydneyNET250250500500BedSheets,106cm,blueBedSheets,120cm,primrosePillowCases,bluePillowCases,primrose7582117121GBP2.50eachGBP3.00eachGBP1.80apairGBP1.80apairOrderNo237.Letter4：Acceptinganorder（AreplytoLetter3）

DearSirs,Re:YourOrderNo.237

WehavebookedyourOrder6No.237forbedsheetsandpillowcasesandaresendingyouherewithourSalesConfirmationNo.BP-103induplicate.Pleasesignandreturnonecopytousforourfile.

Wewishtopointoutthataletterofcreditinourfavorcoveringtheabove-mentionedgoodsshouldbeestablishedimmediatelyandthestipulationsintherelevantcreditshouldstrictlyconformtothetermsstatedinourSalesConfirmationinordertoavoidsubsequentamendments.Youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.

Yoursfaithfully,Letter5：PlacinganorderDearSirs,WeacknowledgereceiptofyourletterofMay5,andrequestyoutotakeinhandtheconstructionof100pumpingmachinesdescribedindetailinoursofMay3,atthepricesfixedbyyou.GBP620.00forNo.1GBP580.00forNo.2Asyoumakenomentionoftheguaranteeusuallygivenwhendeliveringmachines,wewouldpointouttoyouthatwemuststipulateforatwoyear’sguarantee,duringwhichperiodyouengagetomakegoodsanynecessaryrepairsfreeofcharge7.

Moreover,toensuredeliveryofthemachineson/beforeAugust1,youaretofurnishuswitha2%performancebond8,whichshallbeforfeitedbydefaultontheexpirationofthetimespecified.Pleaseacknowledgeacceptanceofourorder,andconfirmtheconditionsstatedabovebyreturnofmail.Yoursfaithfully,Letter6：Acceptinganorder（AreplytoLetter5）DearSirs,WethankyouforyourletterofMay17withorderforthedeliveryof100pumpingmachines.Youmaybeassuredthatweshalldoourbesttoexecutetheordertoyoursatisfaction.TheomissionofthecustomaryguaranteeinourletterofMay5wasanoversightonourpart,forwhichpleaseacceptourapology.Weherebyguaranteethe100pumpingmachinesorderedfortwoyears,duringwhichperiodwearepreparedtorepairfreeofchargeanydefectsinthemachinesarisingfromfaultymaterial.Wearelikewisearrangingtoprovidetheperformancebondprescribedbyyou.Yoursfaithfully,Letter7：RefusinganorderDearSirs,WewereverygladtoreceiveyourorderofNovember2for100Jinxingtelevisionsets,but,unfortunately,wecan'tmeetyourrequestfordeliverybeforeChristmas.Themanufacturesarefindingitimpossibletomeetcurrentdemandforthisverypopularset.Weourselvesplacedanorderfortwenty-fouramonthago,butwereinformedthatallordersarebeingmetinstrictrotation9andthatourowncouldnotbedealtwithbeforethebeginningofFebruary.

Iunderstandfromourtelephoneconversationthismorningthatyourcustomersareunwillingtoconsiderothermakes.Ihopethereforeyouwillbeabletoobtainyourneedsfromothersource.MayIsuggestthatyoutryTelevisionServicesLtd,Dalian?Theyusuallyholdlargestocksandmaybeabletomeetyou.

Sincerelyyours,Letter8：OnlineorderconfirmationDearZack,Weappreciateyourtrustandthanksforyouronlineorder.Yourorderhasbeenplaced.Wewillgetyourorderboxedupandshipitinthenext48hours.Onceitisdispatched,youwillreceiveane-mailwithtrackingnumber10.Ifyouhaveanyquestions,feelfreetoreachout.Lookingforwardtoprovidingyouwithanexcellentshoppingexperience.

Bestregards,AllieNotestothespecimenletters1.strongbales大包2.gunnybag黄麻麻袋3.waterproofmaterial防水材料4.Pleasesignandreturnonecopyforourfile请签字并退回一份以供我们存档5.ConfirmedIrrevocableLetterofCredit保兑的、不可撤销信用证6.WehavebookedyourOrder我们接订你方订单7.repairfreeofcharge免费修理8.performancebond履约保证金9.Allordersarebeingmetinstrictrotation所有订单将严格按顺序执行10.trackingnumber查询号码，快递号码

appreciatevt感谢，感激；理解appreciateone’s(effortsin)doingsth感谢....做....behighly/greatlyappreciated非常感谢（常常被动语态）Weshallappreciateyoursendingusacatalogueandpricelistbyexpressimmediately.Weshallappreciateitifyouwillsendusacatalogueandpricelistbyairimmediately.Yourpromptreplywillbehighlyappreciated.Wehopeyouwillappreciateourposition.8.4FocalWords（焦点词汇）8.4FocalWords（焦点词汇）ordern.订单，订购的货物，顺序，规则，命令freshorder/neworder,initialorder,trialorder,duplicateorder,repeatorderplaceanorderwithsb.forsth.下订单，向...订购...fulfill/carryout/executeanorder执行订单Weintendtoplacealargeorderwithyoufor1000setsofheavypayloaddrones.Wewilldoourbesttogiveyouentiresatisfactioninexecutionofyourorders.Thankyouagainforyourtrialorder.Weexpecttoshipyourorderbeforetheendofthismonth.8.4FocalWords（焦点词汇）in(good/perfect)order状况良好，符合要求，整齐无误Wouldyoupleasesignandreturnonecopyforourfileifyoufindeverythinginorder？inbad/damagedorder状态不好，受损状态Thegoodsarrivedindamagedorder.vt.&vi.订购，订货；命令，要求；点（酒菜等）Canyousupplythegoodsfromstockifweorderimmediately?HeorderedhimselfaKungPaochicken.confirmvt.巩固，确定Thelatestinformationconfirmsmybeliefthatheistoblame.

Weherebyconfirmacceptanceofyourorder.confirmation:n.批准，认可，证实Wearewaitingforconfirmationofthenews.

SalesConfirmation/PurchaseConfirmation销售确认书/采购确认书WearesendingyourherewithourSalesConfirmationNo.BP-103induplicate.confirmed:adj.证实的，保兑的confirmedletterofcredit8.4FocalWords（焦点词汇）favorn.好感，赏识，帮忙，特权Wouldyoudomeafavor？vt.恩惠，给以优惠，对……有利，赞成Opportunitiesalwaysfavorthosewithcourage.Wetrusttobefavoredwithyourorder.favorable

adj.赞成的，有利的，优越的Webelieveifyoutakethequalityintoconsideration,youwillfindourquotationmostfavorable.favorablyadv.赞成地，满意地，有帮助地Heimpressedmefavorably.8.4FocalWords（焦点词汇）favoredadj.满意的，优惠的most-favored-nationtreatmentfavorern.支持者，赞成者infavorof赞成，主张Theywereinfavoroffreetrade.inone’sfavor对某人有利，以...为受益人Theexchangerateisnotinourfavor.Aletterofcreditinyourfavorwillbeestablishedimmediately.

askafavorofsb.求人帮一个忙Iwanttoaskafavorofyou.8.4FocalWords（焦点词汇）filen.文件夹，档案，锉刀Takeoutthefileweneedandcopythosedocuments.Thesearefilesofallthepreviouscontracts.

v.把……归档，提出（申请），排成纵队行进Pleasefileawaythesedocuments.

Hehasfiledanapplicationwiththeauthorities.Thecourthasfiledasuitagainsthim.

Theyfiledoutoftheroom.8.4FocalWords（焦点词汇）Marketn.市场，需求，销路，交易，市价Goodwaremakesquickmarkets.vt.交易，销售Theinventoristryingto