外贸英语函电5订单接受和回绝课件.ppt

Unit 5 & Unit 6 Orders、Acceptances 、Confirmation & Purchase Contract外贸流程外贸流程n n客户资源客户资源询盘、发盘、还盘订单定金或L/C采购订货、工厂安排生产完工、检验、装箱船务订舱（booking）拉货物到码头装船出提单出提单跟踪货物到货跟踪货物到货投诉投诉 订单既可能是买方主动寄发的购货单，也可能订单既可能是买方主动寄发的购货单，也可能是买方对报盘的接受，买方发出的订单一经卖方是买方对报盘的接受，买方发出的订单一经卖方接受，就不能随意撤回，买卖双方就将按照订单接受，就不能随意撤回，买卖双方就将按照订单上的条件签署合同并执行合同因此，在拟写订上的条件签署合同并执行合同因此，在拟写订单时，一定要将交易条件叙述完整，尤其是主要单时，一定要将交易条件叙述完整，尤其是主要的交易条件叙述清楚，比如，商品名称、规格、的交易条件叙述清楚，比如，商品名称、规格、数量、包装、价格、总金额、支付条件、交货期数量、包装、价格、总金额、支付条件、交货期等 现在的许多贸易公司都使用正规的印刷订单，现在的许多贸易公司都使用正规的印刷订单，以确保不会疏漏任何重要的条件。

以确保不会疏漏任何重要的条件Ⅰ.Order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.hope for further orders;q A satisfactory order letter should include :Acceptance of Orders接受订单的函接受订单的函nAfter enquiry, quotation (offer), counter offer, the two sides of trading make the agreements, and then do business as per terms made, then get into the acceptance stage.订单与定单订单与定单n n收到买方定单后，货物发送之前，卖方为再次确收到买方定单后，货物发送之前，卖方为再次确认一些事项而发出确认定单的信件，以免可能发认一些事项而发出确认定单的信件，以免可能发生的误会。

生的误会n nWe acknowledge with thanks your letter of May 1, We acknowledge with thanks your letter of May 1, together with your valued order No. 111.together with your valued order No. 111.n nWe will expedite your order immediately and we We will expedite your order immediately and we assure you that the goods will be forwarded within assure you that the goods will be forwarded within the coming week.the coming week.n nWe hope you will be satisfied with both the goods We hope you will be satisfied with both the goods and our arrangements.and our arrangements.n n感谢五月一日来信，及第１１１号订单。

感谢五月一日来信，及第１１１号订单n n我方很重视这一定货，请相信货品将于本周内发我方很重视这一定货，请相信货品将于本周内发送n n希望对货品及我方安排皆能满意希望对货品及我方安排皆能满意 n n定单的定义定单的定义定单的定义定单的定义：书面供货单书面供货单 n n订单的定义订单的定义订单的定义订单的定义：企业采购部门向原材料、燃料、零：企业采购部门向原材料、燃料、零部件、办公用品等的供应者发出的定货单部件、办公用品等的供应者发出的定货单 二者二者基本可以通用基本可以通用 n n物流术语物流术语n n大多数情况下，大多数情况下，订单订单订单订单是指预期数，向供货商发出是指预期数，向供货商发出采购要约，拟向供货商提出订货数量和技术要求采购要约，拟向供货商提出订货数量和技术要求的一种书面文件的一种书面文件 而而定单定单定单定单是指买卖双方对订货数是指买卖双方对订货数量达成一致协议后，确定供应方应向采购方提供量达成一致协议后，确定供应方应向采购方提供实际应交货数量的一种书面的文件实际应交货数量的一种书面的文件 从法律角度从法律角度上来说，是有区别的建议使用订单上来说，是有区别的。

建议使用订单 , ,减少使用减少使用定单定单, ,避免风险避免风险 订单订单order 与合同与合同contract订单order,采购订单 Purchase order (PO)合同contract,,销售合同sales contract销售确认书 sales confirmation外贸销售合同书或者确认书必须包括所有商品的条款，同时还要包含检验（inspection）索赔,不了抗力，仲裁等条款如以信用证喂结算方式，一定要签合同Dear Sirs,We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised price:"Thirty metric tons of Walnut Meat at $1750.00 per metric ton CFR Qingdao for shipment in August."Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign and return one copy for our records as soon as possible.We are arranging for the establishment of the relative letter of credit with the Bank of China, Sweden, and shall let you know by fax as soon as it is opened.As we are in urgent need of the goods, we find it necessary to stress the importance of making punctual shipment within the validity of the L/C; any delay in shipment would be harmful to our future business.Yours faithfully,1. reduction n 减少；减小减少；减小 Although we are anxious to begin business with you, we regret that we cannot allow the reduction asked. Our prices have been cut to the lowest possible point.§make a reduction of 5% in the price 减价5% §make a 5% reduction in the price 减价5% 1)We have cut our price to the limit. We regret therefore being unable to comply with your request for further reduction.我方已削价到极限，遗憾不能同意你方再次降价的要求。

2)尽管我方渴望与你方开展贸易，但抱歉不能接受降价要求我方价格已削减到了最低点3)我们不能比报价少10%We are not in a position to take 10% off the listed price.2. confirm the following order with you 确认向你方订购确认向你方订购 §confirm having placed the order with you 确认向你方订购 1)我们高兴地确认已与你方达成一百公吨核桃仁的交易We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat.We confirm having accepted your offer on the following terms and conditions:2)兹确认已按下列条款接受你方的报盘：3. revised price 修改的价格，修改的价格，修正价格修正价格 1)We don’t think we can put the business through unless you revise your conditions. 除非你方修改你们的条件，否则我们认为不能达成交易。

2)由于你方的通力合作，我们才能按你方修正价格确认向你方订货如下：Through your full cooperation we have been able to confirm the following order with you at your revised price.4. sign v. 签署；签字签署；签字 §signature n. 签名；署名签名；署名 1)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. 现附寄第777号销售合同一式两份，望签字并退回一份，以便归档 5. for one’s records 供某人存档；供供某人存档；供……存查存查 §for one’s file 供某人存档；供…存查 §to complete one’s records 供某人存档/归档 §be on file 存档；归档 1)这是我方关于中东情况的存档资料。

Here is our file on the Middle East.I have arranged for a car to pick the trade delegation up at the airport.6. arrange v. 安排；筹备；后接介词安排；筹备；后接介词for §arrange for sb.to do sth 安排…做某事 §arrange for sth. to do sth 安排…做某事 1)我已安排小汽车到机场迎接贸易代表团2)泰德已安排此人参加交易会Ted had arranged for this man to attend the Fair.7. delay v. 耽搁；延误；推迟耽搁；延误；推迟 §delay in shipment 在某方面的延误 §delay of 延误若干时间 Excuse us for delay in answering your letter.2)这将造成约六天的延误This will cause a delay of about 6 days.8. harmful adj. 有害的；后接介词有害的；后接介词 to本报盘以货物未售出为条件。

1)原谅我方没有及时回信 Ø Chinese version of the letter执事先生：执事先生： 感感谢谢你你方方6 6月月2020日日来来信信对对我我要要求求降降价价5%5%的的迅迅速速答答复复，，由由于于您您的的通通力合作，我们现确认按你方修改的价格与你达成交易如下：力合作，我们现确认按你方修改的价格与你达成交易如下： 三三十十公公吨吨核核桃桃仁仁，，每每公公吨吨17501750美美元元成成本本加加运运费费青青岛岛，，装装运运期期为为8 8月份 随随函函附附上上我我方方第第369369号号购购货货确确认认书书一一式式两两份份，，请请查查收收请请尽尽快快签签名并退回一份以供我方存档名并退回一份以供我方存档 我我们们正正安安排排由由瑞瑞典典的的中中国国银银行行开开立立相相关关的的信信用用证证，，一一经经开开出出即即传通知你方真通知你方 由由于于我我们们急急需需此此货货，，我我们们认认为为有有必必要要重重申申在在信信用用证证有有效效期期内内按按时时装运的重要性，装运方面的任何延误都将给我们以后的交易带来损失。

装运的重要性，装运方面的任何延误都将给我们以后的交易带来损失谨上，谨上，1.Shipping marks 运输标志，通常称为唛头运输标志必须简洁、字体大、易读 LPSAN FRANCISCO NO.1/100 收收/发货人的名称代号、发货人的名称代号、 简单的几何图形简单的几何图形参考号，合同或订单编号参考号，合同或订单编号 目的港或目的地的名称目的港或目的地的名称 件号件号123运输标志必须符合船运公司、海关和收货人三方的要求有时，运输标志是由买方订货时指定的如果买方没有提供，出口商可以使用他自定的标志包装包装上常见的警示标志上常见的警示标志 Care Mark/Caution Mark小心搬运小心搬运 Handle Handle withcarewithcare 此面朝上此面朝上 This This side up side up 请勿抛掷请勿抛掷 Don't throw down Don't throw down 易腐物品易腐物品 Perishable goodsPerishable goods请勿平放请勿平放 Not to be laid flat Not to be laid flat 请勿用钩请勿用钩 No No hookshooks保持冷藏保持冷藏 Keep cool, Keep in cool placeKeep cool, Keep in cool place避免日光直射避免日光直射 Keep out of the direct sonKeep out of the direct son有毒物品有毒物品 Poison Poison 危险危险 DangerousDangerous危险品危险品 Dangerous goods Dangerous goods 保持干燥保持干燥 KeepKeep dry dry请勿堆积 Not to be stowed under other cargo 易燃物 Inflammable禁止潮湿 Guard against damp 易碎 Fragile玻璃器皿 Glassware 远离锅炉 Keep away from boiler陶瓷，瓷器 Porcelain , China 置于甲板 On deck填充物 padding, padAs this article is fragile, be sure to put enough padding.此物易碎，请务必装入足够的填充物。

2.Shipping documents 装运单据one set of shipping documents:1)1)Bill of Lading 2)2)Commercial Invoice 3)3)Certificate of Quality4)4)Certificate of Quantity5)5)Insurance Policy6)6)Weight Memo ⅡⅡ.Acceptances and Rejections1. in duplicatein duplicate一式二份一式二份 § in duplicate / in two copies 一式二份 § in triplicate / in three copies 一式三份 § in four copies 一式四份 § in five copies 一式五份 § in six copies 一式六份§ in seven copies 一式七份 Ⅲ.Contents of a Sales Contract1. 1.Title ==Title ==合同名称及其编号合同名称及其编号 2. 2.PreamblePreamble——序文：包括签约日期、地点、当事人名称、地址及其法序文：包括签约日期、地点、当事人名称、地址及其法律地位律地位 。

3. 3.Name of CommodityName of Commodity——商品名称商品名称 4. 4.Quality Clause Quality Clause ——品质条款：包括约定品质的决定方式及其时间和地品质条款：包括约定品质的决定方式及其时间和地点 5. 5.Quantity ClauseQuantity Clause——数量条款：包括约定数量单位、交付数量的决定数量条款：包括约定数量单位、交付数量的决定时间和地点，以及溢短装数量的解决办法等时间和地点，以及溢短装数量的解决办法等 6. 6.Price Clause Price Clause ——价格条款：包括价格种类、结构、使用货币计算单位价格条款：包括价格种类、结构、使用货币计算单位以及币值或价格变动风险的归宿等以及币值或价格变动风险的归宿等 7. 7.Packing Clause Packing Clause ——包装条款包装条款“ “包括包装的方式、方法、包装的材料包括包装的方式、方法、包装的材料以及唛头等以及唛头等 8. 8.Delivery Clause Delivery Clause ——交货期：包括交货时间、地点、交货方式、交货交货期：包括交货时间、地点、交货方式、交货通知等。

通知等 9. 9.Payment ClausePayment Clause——支付条款：包括支付方式、支付工具以及支付时支付条款：包括支付方式、支付工具以及支付时间等 Ø Contents of a Sales Contract10.10.Insurance ClauseInsurance Clause——保险条款：包括由何方保险、投保险别、金额与货保险条款：包括由何方保险、投保险别、金额与货币约定保险人等币约定保险人等 11.11.Inspection Clause Inspection Clause ——检验条款：包括项目、检验时间与地点、检验机检验条款：包括项目、检验时间与地点、检验机构、检验方法构、检验方法, ,检验效力及其费用的负担等检验效力及其费用的负担等 12.12.Claim ClauseClaim Clause——索赔条款：包括索赔的期限及其通知方法，应提出的索赔条款：包括索赔的期限及其通知方法，应提出的证明文件，索赔货物和付款的关系，以及解决索赔的基本原则证明文件，索赔货物和付款的关系，以及解决索赔的基本原则 13.13.Arbitration Clause Arbitration Clause ——仲裁条款：包括范围、地点、仲裁机构及其费用仲裁条款：包括范围、地点、仲裁机构及其费用的负担等。

的负担等 14.14.Force Majeure Clause Force Majeure Clause ——不可抗力条款：包括不可抗力事故的原因、不可抗力条款：包括不可抗力事故的原因、通知时间和方法、应提出的文件，以及免责事项等通知时间和方法、应提出的文件，以及免责事项等 15.15.Breach and Cancellation of Contract Clause Breach and Cancellation of Contract Clause ——违约及解除契约权条款：违约及解除契约权条款：包括违约的处理方法，解约事由和解约后的赔偿等包括违约的处理方法，解约事由和解约后的赔偿等 16.16.Miscellaneous Clause Miscellaneous Clause ——其他条款：依据契约的性质和具体情况，可其他条款：依据契约的性质和具体情况，可以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以及合同能否转让及其条件等条款以及合同能否转让及其条件等条款 Ø Practice LessonsI. I.Translate the following into English:Translate the following into English: 1.We shall book a trial order with you, provided you will give us a 5% commission. 2.We have booked your Order No.168 for bed sheets and pillow-cases and are sending our Sales Confirmation No. BP-201 in duplicate. 3.Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit. 兹随函附上试订单一份。

如果质量合乎要求，我方近期内将寄订单如能及时处理此订单将不胜感激 假如能给5%的佣金，我方将向你方试订一批货 你方订单正在迅速处理，而且尽可信赖我方将会在规定的时间内发运 4.We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near future. Your prompt attention to this will be appreciated. 我方已接受你方床单枕套的第168号订单兹寄上第BP-200 销售确认书一式两份 Ø Practice Lessons5. 5.We We wish wish to to refer refer to to the the recent recent exchange exchange of of cables cables and and are are pleases pleases to to confirm confirm having having concluded concluded with with you you a a transaction transaction of of 50 50 tons tons of of canned canned crabmeat.crabmeat. 6.We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual benefit. 7.We have succeeded in putting through the deal of five hundred tons of canned mushroom. 8.The price you quoted being found workable, we have cabled you our acceptance. 兹参阅近日往来电报并高兴地确认与你方达成了一笔50吨蟹肉罐头的交易。

很高兴与你方达成首笔交易，盼望以后能进一步发展双方互利的贸易 我们成功地达成了500吨蘑菇罐头的交易 我们认为你所报价格可行，因此已去电表示接受 Ø Practice Lessons9. 9.We have cabled our confirmation of your order and you are requested to We have cabled our confirmation of your order and you are requested to open the L/C as soon as possible. open the L/C as soon as possible. 10.Please accept our offer and confirm the above-mentioned terms immediately. 我方已去电接受你方订单，望尽快开立信用证 请立即接受我方报盘并确认上述条款。