Unit8OrdersandTheirFulfillment訂單及其履行

8.1Introduction（簡(jiǎn)介）目的：掌握如何下訂單并進(jìn)行回復(fù)。

一般地，訂單應(yīng)包括以下內(nèi)容：（1）品名和品質(zhì)。應(yīng)清楚地提及商品目錄或目錄號(hào)碼，對(duì)商品質(zhì)量進(jìn)行必要的準(zhǔn)確而全面的描述（比如質(zhì)量等級(jí)、顏色、式樣等）。（2）價(jià)格和數(shù)量。應(yīng)清楚地說(shuō)明所訂購(gòu)的每項(xiàng)商品的數(shù)量、重量或長(zhǎng)度。如果沒(méi)有明確的數(shù)量，則應(yīng)說(shuō)明最高限量與最低限量。（3）包裝和標(biāo)志。（4）裝運(yùn)地點(diǎn)、裝運(yùn)日期、運(yùn)輸方式及代理等。（5）付款條件。（6）單據(jù)。包括所需的全部單據(jù)及運(yùn)輸指示。（7）替代品。如果所要的商品沒(méi)有現(xiàn)貨供應(yīng)，是否同意以別的商品替代。8.2WritingSkills（寫(xiě)作技巧）訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式：寫(xiě)作步驟

表達(dá)方式

（1）表明向?qū)Ψ接嗁?gòu)貨物（或信后隨附有訂單）

WeareinreceiptofyourletterofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.（我們已收到你方10月4日信函，并非常高興地向你方訂購(gòu)以下貨物。）PleasefindenclosedourOrderNo.B5421for…（請(qǐng)注意隨附的我方B5421號(hào)訂單。）（2）確認(rèn)雙方達(dá)成的交易條件（交貨期、運(yùn)輸方式、包裝、付款條件及折扣等）

Wewouldliketoconfirmthatpaymentistobemadebyirrevocableletterofcredit.（我們確認(rèn)以不可撤銷(xiāo)信用證付款。）Wewouldliketothankyouforthe30%discountyouallowedus.（非常感謝你方給予我方30%的商業(yè)折扣。）（3）表達(dá)進(jìn)一步合作的愿望

Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisfaction.（如果本次訂貨令我方滿(mǎn)意，我方將繼續(xù)向你方訂貨。）接受訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式：寫(xiě)作步驟

表達(dá)方式

（1）對(duì)收到訂單表示高興，并同意訂單的條件

Wearepleasedtoconfirmyourorderwhichwehaveacceptedontheterms.（我方很高興確認(rèn)你方訂單并已接受你方條件。）Weareinreceiptofyourfavorofthe10thMay,withyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.（貴公司5月10日來(lái)函及五部印刷機(jī)器的定單均已收到，在此表示謝。）Weacknowledgereceiptofyourfavorofthe10thJuly,andthankyoufortheorderyouhavegivenus.（貴公司7月10日函收悉，對(duì)此次訂貨，我公司表示感謝。）（2）對(duì)所訂貨物加以贊許

Ourproductsaresellingwellinmanyareas.（我們的產(chǎn)品在許多地區(qū)銷(xiāo)路很好。）（3）保證對(duì)訂單迅速、認(rèn)真地處理

Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillreceiveourmostcarefulattention.（感謝你公司照顧我們這筆交易，我們保證一定慎重辦理貴方訂單。）WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyoumayexpectdeliverywithinthenextthreedays.（我們高興地通知你方9901號(hào)訂單貨已備妥，有望在三日內(nèi)交貨。）（4）提醒對(duì)方注意其他可能感興趣的商品

Besidessergeswesupplyawiderageofothermanufacturedclothesandencloseacopyofourcurrentpricelist.（除了嗶嘰布之外，我們還供應(yīng)一系列機(jī)織布，現(xiàn)隨信附上一份最新的價(jià)目表。）（5）希望今后收到更多訂單

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.（感謝你方的合作，希望繼續(xù)收到你方訂單。）拒絕訂單信函的寫(xiě)作步驟及常見(jiàn)表達(dá)方式：寫(xiě)作步驟

表達(dá)方式

（1）對(duì)未能滿(mǎn)足對(duì)方的需要表示歉意

Wearesorrythatthemodelrequiredisnolongerbeingmanufactured.（非常抱歉，你方所需型號(hào)我方已不再生產(chǎn)。）Wearesorrytosaythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.（非常抱歉我們必須拒絕你方訂單，因?yàn)槟壳拔覀兊挠唵闻诺煤軡M(mǎn)，不能給你們一個(gè)確切的交貨期。）（2）若有替代品的話(huà)，建議對(duì)方使用替代品

WearesorrythatyourorderofmodelIisoutofstocknow.Pleaseselectasuitablesubstitutefromtheenclosedcatalogue.（你方有關(guān)I型號(hào)的訂單，現(xiàn)在無(wú)貨，深感抱歉。請(qǐng)從所附寄的目錄中挑選合適的替品。）（3）希望下一次有機(jī)會(huì)合作

Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyingimproves.（因?yàn)榇尕浂倘?，未能供?yīng)貴公司所需貨品，特此致歉。一旦供應(yīng)情況改善，我們將電傳通知貴公司)8.3SpecimenLetters（樣函）Letter1：PlacinganorderDearSirs,Re:OurOrderNo.456Pleaseshipthefollowingmerchandise:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)Delivery:DuringSeptember

Payment:ByLetterofCredittobeopenedinaccordancewithouragreement

Packing:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.

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

Delivery:Duringthefirstten-dayofSeptemberPayment:ByLetterofCreditPacking:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.Fortheaboveorder,weencloseourPurchaseConfirmationNo.216induplicate.Pleasesignandreturnonecopyforourfileatyourearliestconvenience.WearearrangingfortheestablishmentoftherelativeConfirmedIrrevocableLetterofCreditthroughthebankersandshallinformyoubyfaxassoonasitisopened.Wethankyouagainfortheaboveorderandhopethatthiswillleadtoalong-termcooperationbetweenus.Yoursfaithfully,

Letter3：PlacinganorderDearSirs,WethankyouforyourletterofJuly2andaregladtoinformyouthatyoursamplesaresatisfactory.EnclosedpleasefindourOrderNo.237forfouroftheitems.Alltheseitemsareurgentlyrequiredbyourcustomers.We,therefore,hopeyouwillmakedeliveryatanearlydate.Yoursfaithfully,Encl.OrderNo.237Packing:Incottonclothbales.Shipment:PromptshipmentfromShanghai.Payment:ByirrevocableL/Cavailablebydraftatsight.QuantityItemCatalogueNo.CIFSydneyNET250250500500BedSheets,106cm,blueBedSheets,120cm,primrosePillowCases,bluePillowCases,primrose7582117121GBP2.50eachGBP3.00eachGBP1.80apairGBP1.80apairLetter4：Acceptinganorder（AreplytoLetter3）DearSirs,Re:YourOrderNo.237

WehavebookedyourOrderNo.237forbedsheetsandpillowcasesandaresendingyouherewithourSalesConfirmationNo.BP-103induplicate.Pleasesignandreturnonecopytousforourfile.Itisunderstoodthataletterofcreditinourfavorcoveringtheabove-mentionedgoods,willbeestablishedimmediately.WewishtopointoutthatthestipulationsintherelevantcreditshouldstrictlyconformtothetermsstatedinourSalesConfirmationinordertoavoidsubsequentamendments.Youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.

Yoursfaithfully,Letter5：PlacinganorderDearSirs,WeacknowledgereceiptofyourletterofMay5,andrequestyoutotakeinhandtheconstructionof100pumpingmachinesdescribedindetailinoursofMay3,atthepricesfixedbyyou.GBP620.00forNo.1GBP580.00forNo.2

Asyoumakenomentionoftheguaranteeusuallygivenwhendeliveringmachines,wewouldpointouttoyouthatwemuststipulateforatwoyear’sguarantee,duringwhichperiodyouengagetomakegoodsanynecessaryrepairsfreeofcharge.Moreover,toensuredeliveryofthemachineson/beforeAugust1,youaretofurnishuswitha2%performancebond,whichshallbeforfeitedbydefaultontheexpirationofthetimespecified.Pleaseacknowledgeacceptanceofourorder,andconfirmtheconditionsstatedabovebyreturnofmail.Yoursfaithfully,Letter6：Acceptinganorder（AreplytoLetter5）DearSirs,WethankyouforyourletterofMay17withorderforthedeliveryof100pumpingmachines.Youmaybeassuredthatweshalldoourbesttoexecutetheordertoyoursatisfaction.TheomissionofthecustomaryguaranteeinourletterofMay5wasanoversightonourpart,forwhichpleaseacceptourapology.Weherebyguaranteethe100pumpingmachinesorderedfortwoyears,duringwhichperiodwearepreparedtorepairfreeofchargeanydefectsinthemachinesarisingfromfaultymaterial.Wearelikewisearrangingtoprovidetheperformancebondprescribedbyyou.

Yoursfaithfully,Letter7：RefusinganorderDearSirs,WewereverygladtoreceiveyourorderofNovember2for100Jinxingtelevisionsetsbut,sinceyoumakedeliverybeforeChristmasafirmcondition,deeplyregretthatwecannotsupplyyou,aswehavedoneonsomanyoccasionsinthepast.Themanufacturesarefindingitimpossibletomeetcurrentdemandforthisverypopularset.Weourselvesplacedanorderfortwenty-fouramonthago,butwereinformedthatallordersarebeingmetinstrictrotationandthatourowncouldnotbedealtwithbeforethebeginningofFebruary.Igatherfromourtelephoneconversationthismorningthatyourcustomersareunwillingtoconsiderothermakes.Ihopethereforeyouwillbeabletoobtainyourneedsfromothersource.MayIsuggestthatyoutryTelevisionServicesLtd,Dalian.ThisIamafraidistheonlysuggestionIcanmakethatislikelytobeofsomeuse.

Sincerelyyours,Letter8：RefusinganorderDearSirs,Thankyouforyourorder,No.149,whichwereceivedonMay7.Unfortunatelywedonotfeelthatwecanofferthetradediscountswhichyouhaveaskedfor,viz.35percentasweonlyallowa25percenttradediscounttoallourcustomersregardlessofthequantitytheybuy.Aswethinkyouwillagree,ourpricesareextremelycompetitiveanditwouldnotbeworthwhilesupplyingontheallowanceyouhaveaskedfor.Therefore,inthisinstance,weregretthatwehavetoturndownyourorder.Yoursfaithfully,8.4FocalWords（焦點(diǎn)詞匯）actn.行為，行為過(guò)程，一幕，條例，法令Thethiefwascaughtintheactofrifflingthesafe.Thesecondactwasnotveryinteresting.

NavigationActvt.&vi.行動(dòng)，辦事，充任，發(fā)生作用Whydon’tyoumakeupyourmindtoactatonce？Weshouldactinaprincipledmanner.

Whoactedaschairmaninherabsence？Thismedicineactsontheheart.actas擔(dān)任Heactedaschairmaninmyabsence.actin在---方面（的）行動(dòng)Iamquitesurethatheactedinthismatterfromdisinterestedmotives.acting:adj.&n.代理的，演技anactingchairmanHeractingwasquitefirst-rate.action:n.行動(dòng)，行為，作用，訴訟，故事takeactionputoutofactionActionspeaklouderthanwords.Theywereforcedtotakelegalaction.Thestormputthetelephonesoutofaction.

Ifeltthatitwastimeformetotakeaction.confirmvt.鞏固，確定Thelatestinformationconfirmsmybeliefthatheistoblame.

Weherebyconfirmacceptanceofyourorder.confirmation:n.批準(zhǔn)，認(rèn)可，證實(shí)Wearewaitingforconfirmationofthenews.

confirmed:adj.證實(shí)的，保兌的confirmedletterofcreditfavorn.好感，賞識(shí)，幫忙，特權(quán)Wouldyoudomeafavor？Aletterofcreditinourfavorwillbeestablishedimmediately.

vt.恩惠，給以?xún)?yōu)惠，對(duì)……有利，贊成Opportunitiesalwaysfavorthosewithcourage.Wetrusttobefavoredwithyourorder.favorable:adj.贊成的，有利的，優(yōu)越的Webelieveifyoutakethequalityintoconsideration,youwillfindourquotationmostfavorable.favorably:adv.贊成地，滿(mǎn)意地，有幫助地Heimpressedmefavorably.favoredadj.滿(mǎn)意的，優(yōu)惠的most-favored-nationtreatmentfavorern.支持者，贊成者infavorof贊成，主張Theywereinfavoroffreetrade.inone’sfavor對(duì)某人有利Theexchangerateisnotinourfavor.askafavorofsb.求人幫一個(gè)忙Iwanttoaskafavorofyou.marketn.市場(chǎng)，需求，銷(xiāo)路，交易，市價(jià)Goodwaremakesquickmarkets.vt.交易，銷(xiāo)售Theinventoristryingtomarkethisnewproduct.marketableadj.適銷(xiāo)的，暢銷(xiāo)的marketablegoods暢銷(xiāo)貨marketern.在市場(chǎng)上買(mǎi)賣(mài)的人，專(zhuān)營(yíng)某種商品的商人或商店abiggasolinemarketermarketingn.買(mǎi)賣(mài)，營(yíng)銷(xiāo)amarketingcost

marketplacen.集市，市場(chǎng)registern.登記，記錄，注冊(cè)，登記冊(cè)JustsigntheregisterhereandI’llhaveyourbagssentuplater.vt.&vi.登記，注冊(cè)，掛號(hào)郵寄，留下印象Pleaseregis