BUSINESSWRITING

商務英語寫作

2021/5/91Chapter4

OrdersandConfirmationLetters

訂單與確認函2021/5/92Orders

訂單Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.2021/5/93Questions？Whatisanorder？

arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？

Good-newHowtogetanorder？

offerandcounter-offer報盤及還盤

2021/5/94TobeeffectiveCorrectClearConciseCompleteConciseCourteous2021/5/95Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy2021/5/96Confirmation

letters確認函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.2021/5/97Theletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder2021/5/98Whenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.2021/5/99LetterAPlacingOrderforTea

DearMr.Keynold:FromthesamplessentusonJuly6th,wehavemadeselectionsandhavethepleasureofhandingyouthefollowingorder,CIFKeelung:500chestsWestLakeLongjingTea–US$2,000500sacksLijiangLanguirenTea–US$2,200

SampleAnalysis2021/5/910

Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,2021/5/911SampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment樣品到岸價=Cost+Insurance+Freight成本加運費=Cost+Freight離岸價=freeonboard

進口許可證信用證參考號，序列號，編號裝貨2021/5/912貿(mào)易術(shù)語—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三個單詞的第一個字母大寫組成，中文意思為成本加保險費加運費（指定目的港），指當貨物在裝運港越過船舷時，（實際為裝運船艙內(nèi)），賣方即完成交貨。貨物自裝運港到目的港的運費保險費等由賣方支付，但貨物裝船后發(fā)生的損壞及滅失的風險由買方承擔。2021/5/913比較CFR中賣方必須支付將貨物運至指定的目的港所需的運費和費用，但交貨后貨物滅失或損壞的風險及由于各種事件造成的任何額外費用即由賣方轉(zhuǎn)移到買方。但是，在CIF條件下，賣方還必須辦理買方貨物在運輸途中滅失或損壞風險的海運保險。因此，由賣方訂立保險合同并支付保險費。買方應注意到，CIF術(shù)語只要求賣方投保最低限度的保險險別。如買方需要更高的保險險別，則需要與賣方明確地達成協(xié)議，或者自行作出額外的保險安排。2021/5/914貿(mào)易術(shù)語—CFRCFR/CNF是COSTANDFREIGHT三個單詞的其中一個字母組合而成，中文意思為：成本加運費，指定目的港。COSTANDFREIGHT（…namedportofdestination）成本加運費（…指定目的港）CFR是指賣方必須在合同規(guī)定的裝運期內(nèi),在裝運港將貨物交至運往指定目的港的船上,負擔貨物越過船舷為止的一切費用和貨物滅失或損壞的風險,并負責租船或訂艙,支付抵達目的港的正常運費。2021/5/915貿(mào)易術(shù)語—FOBFOB是國際貿(mào)易中常用的貿(mào)易術(shù)語之一。FOB的全文是FreeOnBoard(…namedportofshipment),即船上交貨(…指定裝運港),習慣稱為裝運港船上交貨。按此術(shù)語成交,由買方負責派船接運貨物,賣方應在合同規(guī)定的裝運港和規(guī)定的期限內(nèi),將貨物裝上買方指定的船只,并及時通知買方。貨物在裝船時越過船舷,風險即由賣方轉(zhuǎn)移至買方。在FOB條件下,賣方要負擔風險和費用,領取出口許可證或其他官方證件,并負責辦理出口手續(xù)。采用FOB術(shù)語成交時,賣方還要自費提供證明其已按規(guī)定完成交貨義務的證件,如果該證件并非運輸單據(jù),在買方要求下,并由買方承擔風險和費用的情況下,賣方可以給予協(xié)助以取得提單或其他運輸單據(jù)。2021/5/916

Dear

Mr.Samson

White:

Thank

you

foryouresteemedorderdatedOctober15th,2008for

500chestsWestLakeLongjingTea—US$2,000

500

sacks

Lijiang

Languiren

Tea

—

US$2,200

Ourbestattentionhasbeenpaidtotheexecutionofthisorder,andwehaveshippedtheteabym/s(motorship)“Pioneer”,leavinghereforKeelongtoday.Wearesurethatthegoodswillreachyousafelyandwillgiveyoueverysatisfaction.LetterBConfirminganOrderforTea

bym/s（MS）由/經(jīng)“先鋒號”（內(nèi)燃機）輪船裝運youresteemedorder貴公司的訂單2021/5/917

AccordingtothetermsofL/C,wehavedrawnuponyoufortheamountofinvoice,US$4200,atthreemonths,sightuponyouthroughBankofChina,KeelongBranch,andwetrustyouwillmeetthebillonpresentation.

Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用證條款drawupon：向……開具發(fā)票meetthebillonpresentation:見票即付我方已通過中國銀行基隆分行按發(fā)票金額向貴方開出4200美元的匯票。我方希望貴方見票即付。2021/5/918QuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?2021/5/9191PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis2021/5/920Youmaydrawuponusfortheamountofinvoice.1Yoursverytruly,KevinSmith1按發(fā)票金額向我方開具匯票2021/5/9212PlacinganorderOrderNo.468To:MessrsWangYun209HongyanRoadDalian,ChinaPleaseshipthefollowingmerchandise:2021/5/922QuantityItemsCatalogNo.Prices25bedsheets,3'6",blue75$1.25each25bedsheets,3'6",primrose82$1.50each50Pillowcases,blue117$0.60each50Pillowcases,primrose121$0.60each2021/5/923Delivery:NolaterthanDecember1.Payment:AgainstLetterofCredittobeestablishedinaccordancewithouragreement.Pleaseinformusofthedefinitedeliverydataandyourcooperationwillbeappreciated.Yoursincerely,MaryBrown2021/5/9243ComfirminganorderDearMr.Black:ThankyouforyourletterofOctober22,2012,togetherwithonecopyofyourOrderConfirmationNo.s/826for1,000tonsofYingkouMagnesia.EnclosedaretwocopiesofourContractNo.Magnesia鎂砂2021/5/925MY-0857foryoursignature.Pleasesignandreturnonesignedcopy.Sofarasdeliveryisconcerned,wewilltryourutmosttoshipthetotalquantityasyourequested,ifyourL/Carriveshereintime.Therefore,pleasearrangetheestablishmentofL/Catyourearliestconveniencesothatearlyshipmentcanbemade.2021/5/926weappreciatetheopportunitytoprovideourproductstoyouandaregratefulforyourconfidenceinourcompany.Sincerelyyours,DavidZhang2021/5/9274ConfirminganorderDearHugo:

Thankyouforyoure-mailconcerningtheorderdatedJune6.HerewehaveenclosedourOrderNo.ST/66689foryourpromptandcarefulattention.2021/5/928Yourpricesof$1.50peryardforPattern67and$2.40peryardforPattern86areacceptabletous,butyoumustkeepyourquotationforPattern89at$2.00.Asstatedintheoeder,youshoulddeliverthegoodstousinJuly,andyouaresupposedtogetpaymentbyLetterofCreditinWashingtonD.C.againstdocuments.2021/5/929Wewilldoourbestwiththesegoods,andifsalesaresatisfactory,weshallmakeyourbrandoneofourstandardlines.Yoursincerely.JamesWang2021/5/9301．PlacinganOrder

DearSirs:Wehavegotyourletterof12Julyandreceivedpatternsofyourcottonprints.We’dliketoorderthefollowingitems:

Quantity

PatternNo.

Prices400meters28$200permeter500meters48 $150permeter300meters69$120permeterWearelookingforwardtoyourreply.Sincerelyyours,Contrast

Poor？1.提及收到的信函和印花布樣品。2.訂貨如下。3.訂單具體內(nèi)容。

4.盼早復。2021/5/931

DearMr.Lock:Thankyouforyourletterof12Julyandpatternsofyourcottonprints.Wefindbothqualityandpricessatisfactoryandarepleasedtoorderthefollowingitems:

Quantity

PatternNo.

Prices(net)400meters28US$200permeter500meters48US$150permeter300meters69US$120permeterImproved？

1.感謝來函和寄來的印花布樣品。2.表示對質(zhì)量和價格滿意,定貨如下。3.提供訂單具體內(nèi)容。2021/5/932

Ourusualtermsofpaymentareonemonthfromdateofinvoice.WehopetogetthegoodsbeforeJuly31.Shouldyouwishtomakeenquiriesconcerningourfinancialstanding,youmayrefertotheAZYCo.,Ltd,withwhomwehavehaddealingsformanyyears.Wearesureyourcottonprintswillfindagoodmarketinourareaandhopetoplacefurtherandlargerorderswithyouinthefuture.Sincerelyyours,

4.告知付款條件與交貨日期。5.提供可以提供自己資信情況的公司名稱。

6.表達對未來生意的信心。2021/5/933這是客戶首次定購印花布的訂購函。為同一件事情寫的兩個信函，由于采取的策略不同，讀后效果也不同。前一封寫得過于簡單，內(nèi)容殘缺模糊，比如，只寫了價格，但沒有指出付款條件，交貨時間也不清楚，而且語氣生硬，語言有些陳腐，缺乏個性。改進后的內(nèi)容完整，語氣客氣友好，訂購商的訂單中商品品名、價格、數(shù)量、交貨時間、付款條件都不少。而且由于是首次打交道，付款采用的是賒賬，所以給對方提供進行資信調(diào)查的方便,很重要。結(jié)尾有針對性。2021/5/9342.ConfirminganOrder

DearSirs:Weareinreceiptofyourorderdated20July.Wearegladtosupplythegoodsyouordered.

Quantity

PatternNo.

Prices400meters28US$200permeter500meters48 US$150permeter300meters69US$120permeter

Wecansupplythegoodsfromourcurrentstock.

Sincerelyyours,1.告知接到對方訂單。2.表示愿意提供所訂貨物。3．提供訂單具體內(nèi)容。4.告知有現(xiàn)貨可供。

Poor？2021/5/935

DearMr.MarySmith:Welcomeyouasoneofourcustomers.Wewanttosayhowpleasedweweretoreceiveyourorderdated20Julyforcottonprints.

WeconfirmsupplyoftheprintsatthepricesstatedinyourorderandarearrangingfordispatchnextweekbyLinerGullantrytoHongkong.Ifyoucaneffectpaymentswithintendaysfromthedateofinvoice,wewillprovideyou2%discount.Weareconfidentwhenthegoodsreachyou,youwillfindthattheyarecompletelysatisfactorytoyou.Improved

1.歡迎對方訂貨,表達接到對方訂單的喜悅心情。2.確認提供訂單規(guī)定的商品,并告組織裝船安排。3.告知折扣條件。4.促銷。

2021/5/936

Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogandhopethatourhandlingofthisorderwillleadtofurtherbusinessbetweenusandmarkthebeginningofahappycooperationinthefuture.Yourssincerely,6.表達繼續(xù)開展并擴大雙方貿(mào)易的意愿。

5.意在推銷其它產(chǎn)品種類。2021/5/937這是對客戶首次定購印花布的確認函。第一封有數(shù)量、貨號和單價，但沒有提及價格條件，交貨時間。語言有些陳腐，Weareinreceiptof…。改進后的內(nèi)容完整，針對訂單的內(nèi)容，一一作答，語氣熱情。結(jié)尾展望未來，表示要把此次交易作為將來長期合作的開端，有助于雙方友好感情的建立。2021/5/9381.AboutordersAstoatrialorder,wearedelightedtogiveyouasmallorderfor150setsofyourAirConditionersAC/106.Pleasenotethatthegoodsaretobesuppliedinaccordancewithyoursamples.作為試訂單，我們欣然小量訂購貴公司樣本AC106號空調(diào)機150臺，請注意貨品必須與樣品一致。UsefulSentencePatterns2021/5/939ThankyouverymuchforyourletterofApril2withacatalogandpricelist.Wehavechosen6assortments.PleasetakepleasureinenclosingourorderNo.123.感謝貴方4月2日附有產(chǎn)品目錄及價目表之來函，我方已決定選訂6個品種，并隨函附上訂單第123號，請查收。2021/5/940WearepleasedtoreceiveyourpromptreplytoourenquirydatedAugust10aboutthecaptionedcannedfoodandherebyplaceanorderwithyouasperourPurchaseOrderenclosed.很高興收到你方對我方8月10日有關(guān)標題罐裝食品的答復，特此向你方訂貨，請依據(jù)我方隨函附上的訂貨單。2021/5/941Althoughprevailingpricesaresomewhathigher,inviewofourlong-standingrelationshipwearepreparedtoaccepttheorderonthesametermsasbefore.鑒于貴公司長年惠顧，雖然現(xiàn)時市價較前調(diào)升，但本公司仍會按上次訂單所列條件處理此次訂單。2021/5/942Wearepleasedbyyourpromptreplytoourinquiryof…aboutthecaptionedcommodityandnowwishtoorderfromyouasperourPurchaseOrderenclosed.很高興收到貴方對我們……有關(guān)標題所例商品的詢價的迅速答復，現(xiàn)按購貨訂單向您方訂購。2021/5/9432.AboutopeningL/CWefindyourtermssatisfactory,andlookforwardtoreceivingtheabovementionedgoodswithinonemonthofyourreceiptofthisorder.Payment,asusual,willmadebyirrevocableletterofcredit.貴方提出的條款我們很滿意，謹希望在貴方收到此訂單后一個月之內(nèi)收到上述產(chǎn)品。我們將按慣例用不可撤消信用證付款。2021/5/944Asweareinanurgentneedofthecommodityforthecomingsalesseason,pleasefaxyouracceptance.Uponreceiptofwhich,wewillopenanirrevocableL/CthroughtheBankofChina.由于我們急需此種商品在即將到來的銷售季節(jié)中應市，請把接受訂貨的傳真電報開到我處，待收妥后，我方將通過中國銀行開出不可撤消信用證。2021/5/9453.ProvidingstockinformationWithregardtostocklines,weareenclosingalistforyourinformation.Shouldyoubeinterestedinanyofthese,pleaseletusknowyourrequirements,statingquantity,styleandsize.現(xiàn)隨函附上本公司存貨清單以供參考。如欲訂購任何產(chǎn)品，請告知所需貨品之數(shù)量、式樣和尺碼，本公司將竭誠為您服務。2021/5/946Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyimproves.因為存貨短缺，未能供應貴公司所需產(chǎn)品，特此致歉。一旦供應情況改善，我們將電傳通知貴公司。2021/5/9473).Wewouldbegratefulifyoucouldarrangeearlyshipmentofthisrepeatorderasweareinurgentneedofthegoods.Ifthegoodsaren