Unit7Acceptanceandconfirmation外貿(mào)函電Revision1.我方已收到貴方八月十號的來信，關于300臺空調(diào)，每臺500美元CIF紐約價WehavereceivedyourletterofAugust10thfor300setsofairconditionersat$500persetCIFNewyork.2.感謝貴方十月二十日的報盤，關于1000打毛巾，每打20美元CIF廣州價ThankyouforyourofferofOctober20thfor1000dozenoftowelsat$20perdozenCIFGuangzhou.

3.很遺憾告知貴方價格偏高，高于同類商品10%-15%，所以我們無法接受Weregrettoinformyouthatyourpriceisonthehighside,10%-15%higherthansimilargoods,soitisbeyondacceptable4.類似質(zhì)量的商品很容易以更低價買到Thegoodsofsimilarqualityareeasilyobtainableatalowerprice5.我們的價格定位在比較適中的水平，按這種價格我們已經(jīng)收到了大量訂單Ourpriceisfixedatamoderatelevel.Wehavereceivedalotofordersatthisprice.

6.我們所報的價格是非常具有競爭性的，不過如果你們的訂單超過一萬件，我們可以提供10%的折扣Thepricewequotediscompetitive.Butwecanoffera10%discountforordersover10000pieces.7.按你們所報價格我們將無利可圖。我們最多只能讓價5%Wewouldmakenoprofitsatthepriceyouoffered.Thebestwecandois5%off.

Lead-inCase:假設你是中國安妮國際貿(mào)易有限公司銷售部經(jīng)理，最近你公司收到美國利立浦特國際貿(mào)易公司發(fā)來的關于化妝品的還盤，你們?yōu)榱碎_始與該公司的業(yè)務往來，打算確認接受該還盤。假設要你代表公司擬一封接受函，信中應該包括哪些內(nèi)容Receipt,thanksYouropinion:AcceptanceConfirmationoftermsandconditionsExpectation---order,futuremoretransaction

Introduction外貿(mào)主要環(huán)節(jié)：SequenceofBusinessNegotiation業(yè)務磋商階段ConclusionofBusiness交易的達成階段SequenceofBusinessNegotiation業(yè)務磋商流程Buyerseller①

enquiry

→(Arequestfortradeterms)

←

②

offer(Statementabouttradeterms)

③

counter-offer→(showdisagreementtosometerms)

←

④

counter-counteroffers(giveyourreasonandconcession讓步)

goonformanyrounds多輪磋商，不是一錘子買賣ConclusionofBusiness交易的達成階段經(jīng)過多輪反復磋商，終于走到交易達成階段（開花結果階段），買方若同意賣方最后報盤中的所有條款，或者賣方同意買方的最后還盤中的所有條款，他們就會宣布接受（acceptance）并確認(confirmation)所有的交易條款KeywordsandphrasesAcceptance接受Confirmation確認Initialdeal首次交易Inone’sfavor以某某為受益人Inaccordancewith按照Contractstipulations合同規(guī)定Sampleletter1onP117Readingquestions:1.Whatshouldbereferredtointheopeningparagraphofanacceptanceletter?2.Didthebuyeraccepttheoffer?Whichtermsandconditionsareconfirmed?3.Whatrequestdidthebuyerintheacceptanceletter?4.Whatexpectationdidthebuyermakeintheendofletter?Structureofacceptanceletter

thanksfortheletterAcceptance,confirmationoforder’stermsandconditionsRequest---preparethesalescontractExpectation---futuretransactions

UsefulExpressions

句型一Howtoexpressthanks①Wethankyoufor

yourletterof……..for…..

日期產(chǎn)品②Wethankyouforyourletterof…….givingus………….atrialorder/offer/counteroffer/acceptance

句型二Howtoexpressyouracceptanceandconfirmation:Wearepleasedtoaccept…..

youroffer

yourcounter-offeryourorderWeconfirmthisorderwiththefollowingparticularsWeconfirmtosell…..Weconfirmthat……

HowtoexpressyourexpectationP115我們誠懇地希望首次交易將給我們雙方帶來更多的交易(P117)Wesincerelyhopethatthisinitialdealwillresultinfuturemoretransactionsbetweenus

我們很高興這次能與貴公司達成交易，期待著將來我們能擴大我們之間的貿(mào)易(P118)Wearepleasedtohavefinalizedthisbusinesswithyouandexpectthatwecanexpandthetradebetweenusinthefuture.

謝謝你方的合作，并期待這第一筆交易將為我們雙方進一步的業(yè)務鋪平道路。Thankyouforyourcooperationandhopethatthefirsttransactionwillpavethewayforourfurtherbusiness

Sampleletter2onP119Readingquestions:1.Whydidthesellerdecidetoacceptthebuyer’scounter-offer?2.Whichdetailsareconfirmed?3.

Howtopackthegoods?Howtocovertheinsurance?4Whatexpectationdidthesellermakeintheend?Structureofacceptanceletter:Thanksfor……(theletterandcounter-offer)Acceptance…….(yourcounter-offerat….,reason)Confirmation…..(tradetermsandconditions)Expectation…….(yourconfirmationbyreturn)KeystoIonP121(9)6月5日函及款式樣品和價目表均收到，謝謝。我們已選妥，現(xiàn)隨附第342號訂單。(10) 我已接受貴方85號訂單購買印花布10萬碼。請告顏色搭配并按合同規(guī)定開立以我方為受益人的有關信用證。(11) 我方愿訂購200臺貴方產(chǎn)品來試銷。 “良好的開端意味著良好的結束”。我們希望從現(xiàn)在起，我們將有一個對雙方有益的貿(mào)易關系(12)我方確認接受貴方訂單訂購5公噸新干椒，每公噸80英鎊CIF倫敦價，10月裝船。(13) 我們認為質(zhì)量與價格都令人滿意。很高興向你們訂購下列貨物。(14) 我們成功地達成了30噸大蒜的交易。

這筆交易的達成肯定不是一個結束。它僅僅是一個開端，一個我們之間良好的、長期友好的貿(mào)易關系的開端。(15) 我方已接受訂單并且將盡快安排發(fā)貨KeytoIIonP123(1)Concludeabusiness,(2)acceptanoffer/anorder/aquotation(3)forone’sfile(4) dosthasanexception(5) confirmthefollowingorder/confirmanorder(6)Initialorder(7) makeconfirmationbyreturnfordoingsth.(8)onthesametermsandconditionsasbefore套用句型中譯英(10)Weenclose….for…..ofTransistorRadiosT432.Wearepleasedto….(11)Referringto…exchangedbetween…inthelast….,wearepleasedtoconfirm….(12)Wearepleasedtoconfirm…..(13)Although……,weaccept,asanexception,…..withaviewof….(14)Asaresultofourexchangeof…,wewishtoconfirmourorderfromyoufor…..Wehopethattheinitialdealwillpavethewayfor….(15)Thisisa….Pleasesendus…sothat….tapthemarket.Ifabestseller,wewillgiveyou….inthefuture

(9) Yourtermsaresatisfactoryandweencloseanorder.(10) Weencloseourorderfor300setsofTransistorRadiosT432.Wearepleasedtohaveconcludedthebusinesswithyou(11)Referringtothetelegramsexchangedbetweenusinthelastfewweeks,wearepleasedtoconfirmhavingconcludedthefollowingtransactionswithyou(12)Wearepleasedtoconfirmthefollowingtrialorders

(13) Althoughyourpriceisbelowourlevel,weaccept，asanexception,yourorderwithaviewofinitiatingbusinesswithyou.(14) Asaresultofourexchangeoffaxes,wewishtoconfirmourorderfromyoufor6000casesofTigerheadflashlights.Wehopethattheinitialtransactionwillpavethewayforourfurtherbusiness.(15)Thisisatrialorder.Pleasesendus35setssothatwemaytapthemarket.Ifabestseller,wewillgiveyoulargerordersinthefuture.

作文套用句型onP124Dearsir,Wehavereceived….for……….Althoughyourpriceis…….level,wedecidedtoaccept