外贸函电09.09 Lecture 8 Order and confirmation Unit 6.ppt

Lecture 9Lecture 9 Order and Confirmation Order and ConfirmationObjectives:After this section you will:1.be able to translate and write order letters.2.be able to translate and write letters of acceptance.3.Be able to translate and write confirmation letters.KEY TO PRACTICE(Unit 5)I.Translate the following business terms and expressions1.to the extent of 2.counter-offer3.a big gap in price 4.similar product5.for the time being 6.decline a counter-offer7.in view of 8.conclude a transaction 9.decline your offer 10.make a concessionII.Translate the following sentences into Chinese.1.如果贵方能降价如果贵方能降价10%，我们就达成协议。，我们就达成协议。2.除非贵方降价除非贵方降价5%，不然无缘合作。，不然无缘合作。3.经过仔细研究，我方决定每码再让价经过仔细研究，我方决定每码再让价5分。分。4.我们不得不指出贵方价格与市场水平不符。我们不得不指出贵方价格与市场水平不符。5.贵方有必要早日定货。贵方有必要早日定货。6.既然行情看涨，我方建议贵方马上定货。既然行情看涨，我方建议贵方马上定货。7.由于近期市场行情看好，我方报价中已没有还价的余地。由于近期市场行情看好，我方报价中已没有还价的余地。8.这批芝麻质量上乘，但数量不多。这批芝麻质量上乘，但数量不多。9.我方已收到贵方的我方已收到贵方的T恤衫报盘，但感到价格太高。恤衫报盘，但感到价格太高。10.我方产品质量比其他国家的好。我方产品质量比其他国家的好。III.Translate the following sentences into English.1.Your counter-offer is very different from ours.2.Our price is always lower for the products of the same quality.3.If you dont agree to cut down your price,we have to place our order elsewhere.4.It is unwise to insist on their own price for both parties.5.Im afraid we have to call the whole deal off if you still insist on your original quotation.6.In respect to quality,I dont think that the goods of other brands can compare with ours.7.In view of our long-standing business relations,we can reduce the price by 3%.8.Only on orders of 600 tons can we manage to lower the price without lowering the Grade of the potatoes.9.We are glad to make a 5%discount for a order of 100 dozen or more.10.If the quality is up to our expectations,we shall send further orders in the future.Ex IVDear Jack:We acknowledge with thanks receipt of your offer for 500 cases of black tea,at 20 per kilogram,CIF Liverpool.Regretfully we are unable to accept your offer as your prices are too high and out of line with the world market.Information indicates that India has just come into the market with a lower price.We have seen your samples and admit that they are of top quality,but still,there is keen competition in the tea market.In order to conclude the transaction,we suggest that you reduce the prices by,say 10%.In view of our long-standing business relations,we make you the above counter-offer.We hope you can take my counter-offer into consideration and wait for your favorable reply.Yours Sincerely,Bill BCD Co.,Ltd.New Lecture:Unit 6Order and Confirmation An order is an offer to buy,which is not legally binding until it is accepted by the seller.It is a result of an offer or a counteroffer with a positive acceptance.When a company receives an order letter or order form,it often responds with a confirmation letter.Main&Difficult PointsInitial OrdersRepeat Orders Duplicate OrdersPlace and Confirm an Order Key Words&Expressionsdraw ones attention to the fact(that)transactionordersatisfactorysignLetter 1 Acceptance Language Points1.draw ones attention to sth./the fact that 使使某人注意力集中在；使某人注意某人注意力集中在；使某人注意 invite ones attention to sth./the fact that call ones attention to sth./the fact that direct ones attention to sth./the fact that attract ones attention to sth./the fact that arrest oned attention to sth./the fact that bring ones attention to sth./the fact that 提请注意某事提请注意某事We would like to call your attention to the validity of the L/C.提请你方注意信用证的有效期。提请你方注意信用证的有效期。2.order2.order n.n.订单订单订单订单 fresh order 新订单新订单 new order 新订单新订单 initial order 初次订单初次订单 trial order 试订单试订单 repeat order 续订单续订单 duplicate order 重复订单重复订单 outstanding order 未完成订单未完成订单 pending order 未完成未完成/待办订单待办订单 to accept an order 接受订单接受订单 to accept an order 接受订单接受订单 to confirm an order 确认订单确认订单 to cancel an order 取消订单取消订单 to withdraw an order to withdraw an order 取消订单取消订单取消订单取消订单 to turn down an order to turn down an order 拒绝订单拒绝订单拒绝订单拒绝订单 to decline an order to decline an order 谢绝订单谢绝订单谢绝订单谢绝订单 to fulfill an order to fulfill an order 执行订单执行订单执行订单执行订单 to execute an order to execute an order 履行订单履行订单履行订单履行订单 to carry out an order to carry out an order 执行订单执行订单执行订单执行订单 Difference between repeat order&duplicate orderduplicate order：指与原订单除了装运：指与原订单除了装运期不同外，其它交易条件与原来订单完全期不同外，其它交易条件与原来订单完全一致。一致。repeat order:指除交货期外，其它交指除交货期外，其它交易条件等未必与原订单相同的订单。易条件等未必与原订单相同的订单。3.transaction n.交易；生意交易；生意 transact v.办办理理，处处理理（业业务务），做做交交易易 conduct or carry out business(esp.between two people)在过去的几年里，我们与贵公司达成了多笔交易。在过去的几年里，我们与贵公司达成了多笔交易。We have concluded a number of transactions with you in the past few years.我们希望与南非珠宝出口商开展业务。我们希望与南非珠宝出口商开展业务。We wish to transact with the exporters of jewellery in South Africa.4.satisfactorily ad.令人满意地；符合要求地令人满意地；符合要求地 satisfactory adj.satisfactory adj.令人满意的令人满意的令人满意的令人满意的包包装装问问题题已已得得到到充充分分重重视视，我我方方确确信信这这将将使使你你方方客户对各方面都会满意。客户对各方面都会满意。Special attention has been paid to its packing,which we trust will prove satisfactory in every respect to your clients.Chinese version of the letter（接受）（接受）敬启者：敬启者：感感谢谢贵贵方方20082008年年1 1月月2323日日的的电电邮邮，给给我我方方报报盘盘：5050吨一级咖啡，单价为每吨吨一级咖啡，单价为每吨500500美元美元CIFCIF纽约。纽约。我我方方可可接接受受所所有有条条件件条条款款，故故请请贵贵方方尽尽快快寄寄送送销销售售确确认认书书，这这样样我我方方可可以以安安排排我我们们的的银银行行开开立立信信用证了。用证了。我我们们想想提提请请贵贵方方注注意意的的是是货货物物应应该该在在20082008年年5 5月月底底前前装装运运。如如不不能能按按时时装装运运，我我方方将将不不得得不不取取消消该该订单。订单。希希望望本本次次交交易易会会令令双双方方满满意意以以及及带带来来未未来来的的商商机。机。谨上，谨上，克拉克克拉克 ABCABC有限公司销售经理有限公司销售经理Letter 2 Confirmation of an ordersign v.签署；签字签署；签字 signature n.签名；署名签名；署名 Enclosed we are sending you the relative S/C No.777 in duplicate and hope that you will sign and return us one copy of it to complete our records.现现附附寄寄第第777号号销销售售合合同同一一式式两两份份，望望签签字字并并退回一份，以便归档。退回一份，以便归档。Language PointsChinese version of the letter（订单确认）（订单确认）敬启者敬启者/执事先生：执事先生：感谢贵方感谢贵方1 1月月8 8日的电邮。日的电邮。我们感谢贵方的合作并很高兴地确认订单如下：我们感谢贵方的合作并很高兴地确认订单如下：5050吨吨一一级级咖咖啡啡，单单价价为为每每吨吨500500美美元元CIFCIF上上海海，20082008年年5 5月装船。月装船。随随函函附附上上订订货货单单123123号号，请请查查收收并并尽尽快快签签字字后后返返回一份。回一份。如如及及时时收收到到上上述述寄寄回回的的订订货货单单，我我们们将将马马上上安安排与中国银行上海分行开立信用证。排与中国银行上海分行开立信用证。谨上谨上 亚德里恩亚德里恩 BCD BCD 有限公司有限公司Chinese version of letter 4（致谢）（致谢）敬启者敬启者/执事先生：执事先生：特特致致此此函函告告知知贵贵方方123123号号订订单单项项下下的的2 2 000000台台电电脑脑已已由由UPSUPS昨昨日日运运出出，相相信信最最迟迟20082008年年3 3月月5 5日日可可到到达贵处。达贵处。非常感谢贵方长期以来的订单。非常感谢贵方长期以来的订单。我我们们并并非非就就贵贵方方每每次次定定购购都都写写信信表表示示感感谢谢，但但要要告告知知的的是是我我们们一一直直都都竭竭尽尽全全力力用用合合理理价价格格、优优良品质的货物来满足贵方的需求。良品质的货物来满足贵方的需求。感谢贵方的合作，珍惜未来的商机。感谢贵方的合作，珍惜未来的商机。谨上谨上 克拉克克拉克 ABC ABC 有限公司有限公司 Writing Skills 1q A satisfactory order letter should:1.express pleasure in receiving the offer;2.confirm the conclusion of the business and point out the full details of article number,quantity,specification,quality,unit price,total value,shipment,packing,insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer;3.express hopes for further orders;Writing Skills 2q when receiving the first order from a new customer,you should write a letter of confirmation ASAP,including:1.thanks for the order;2.favorable comments on the items required;3.assurance of your best attention;4.other items which may be of interest to the buyer;5.hope for further orders.Writing Skills 3q if you are unable to accept the order,reply either to decline the order or to make a counter-offer,covering:1.thanks for the order;2.proper reasons to decline the order with regret;3.recommendation of other items as a replacement or presentation of a counter-offer;4.hopes for serving the buyer in future.Ex.Translate the following letter into English:兹高兴地确认按照下列条款买进你方兹高兴地确认按照下列条款买进你方兹高兴地确认按照下列条款买进你方兹高兴地确认按照下列条款买进你方29292929英寸英寸英寸英寸东芝彩色电视机东芝彩色电视机东芝彩色电视机东芝彩色电视机2000200020002000台：台：台：台：2000200020002000台台台台29292929英寸东芝彩色电视机，英寸东芝彩色电视机，英寸东芝彩色电视机，英寸东芝彩色电视机，大连成本、大连成本、大连成本、大连成本、保险加运费价每台保险加运费价每台保险加运费价每台保险加运费价每台美元，木箱装，每箱装美元，木箱装，每箱装美元，木箱装，每箱装美元，木箱装，每箱装4 4 4 4台。台。台。台。收到信用证一周内，从横滨运至大连。收到信用证一周内，从横滨运至大连。收到信用证一周内，从横滨运至大连。收到信用证一周内，从横滨运至大连。请特别注意货物的包装，以免货物在运输途请特别注意货物的包装，以免货物在运输途请特别注意货物的包装，以免货物在运输途请特别注意货物的包装，以免货物在运输途中受损。中受损。中受损。中受损。我们现在正在洽办开信用证，在接到你方确我们现在正在洽办开信用证，在接到你方确我们现在正在洽办开信用证，在接到你方确我们现在正在洽办开信用证，在接到你方确认书后，即可开出以你方为受益人（认书后，即可开出以你方为受益人（认书后，即可开出以你方为受益人（认书后，即可开出以你方为受益人（in your in your in your in your favor favor favor favor）的信用证。）的信用证。）的信用证。）的信用证。谨上，谨上，谨上，谨上，2006200620062006年年年年8 8 8 8月月月月20202020日日日日 Aug.20,2006Aug.20,2006 Dear Sirs,Dear Sirs,We are pleased to confirm having We are pleased to confirm having purchased from you 2000 sets of Toshiba purchased from you 2000 sets of Toshiba Color TV 29 inches Color TV 29 inches under the following under the following terms and conditionsterms and conditions:2000 sets of Toshiba Color TV 29 inches,2000 sets of Toshiba Color TV 29 inches,at US$CIF Dalian,at US$CIF Dalian,packed in wooden packed in wooden casescases,each containing 4 sets,each containing 4 sets,shipment shipment fromfrom Yokohama to Dalian within a week Yokohama to Dalian within a week after receipt of the relative L/C.after receipt of the relative L/C.We trust that you will give special care to the packing of the goods,lest the goods should be damaged during transit.We are now arranging the establishment of the L/C,which will be opened in your favor upon receipt of your Sales Confirmation.Yours faithfully,An order is an offer to buy goods,which is not legally binding until it is accepted by the seller.An order shall contain the particulars covering the buyer,the goods and the relative terms and conditions.A first order from a new importer should be acknowledged promptly.It is also advisable for an exporter to send a reply to a foreign importer when declining an order because they may be business opportunities in the future.Summarywherebyundermentionedat sellers optionin rushingbe filedbe liable fornotify HOMEWORK 1 HOMEWORK 2Preview Unit 7Thank you!Thank you!