DearSirs,

WethankyouforyourletterofJuly2andaregladtoinformyouthatyoursamplesaresatisfactory.EnclosedpleasefindourOrderNo.237forfouroftheitems.Alltheseitemsareurgentlyrequiredbyourcustomers.We,therefore,hopeyouwillarrangedeliveryatanearlydate.Weexpecttofindagoodmarketforyourgoodsandhopetoplacefurtherandlargeorderswithyouinthenearfuture.

Yoursfaithfully,MichaelSituationalIntroductionOrderNo.237Packing:Incottonclothbales.Shipment:PromptshipmentfromShanghai.Payment:ByirrevocableL/Cavailablebydraftatsight.Mr.Zhang:LiNa,theletteraboveisakindoforderletterwhichmeansanoralorwrittenbuyingpromise.Anordershouldatleastcontainthefollowingpoints:Descriptionofthecommodity,suchasspecification,size,quantity,quality,andarticlenumber(ifany)Prices(unitpricesaswellastotalprices)TermsofpaymentModeofpackingPortofshipment,portofdestinationandtimeofshipment,etc.Knowledge

訂單是一種買方口頭或者書面的購買承諾。訂單必須包含以下幾點(diǎn)：貨物的詳細(xì)說明，比如規(guī)格，大小，數(shù)量，質(zhì)量以及貨號.貨物的價格（單價和總價）。付款方式。包裝方式。目的港及裝運(yùn)期等。Thefollowingstructurecanbeforyourreferenceinplacinganorder:Usedirectlanguageinthefirstparagraphtotellthesellerofthebuyer’sintentiontoplaceanorderDescribewhatisbeingorderedingreatdetail.Indicatethecatalognumbers,sizes,colors,prices,specificationsandallotherrelevantinformationthatwillenablethesellertofilltheorderwithoutanyquestions.Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.書寫訂單時的參考結(jié)構(gòu):在第一段使用直接簡單的語言告訴賣方買方下訂單的意愿。詳細(xì)說明需要訂購的產(chǎn)品信息，說明產(chǎn)品的貨號，大小，顏色，價格，等其它相關(guān)信息，這些信息可以使賣方正確供貨。在信的結(jié)尾處，表達(dá)出合作的意愿或暗示今后想要繼續(xù)業(yè)務(wù)往來。PracticeGroupDiscussion:HelpLiNafinishthethreetaskstogether.Task1:AnswerthefollowingquestionsWhatdowecalltheaboveletter??Whataretheimportantpointswhenwritinganorderletter?Task2:Accordingtotheaboveletter,completetheblanksTheordernumberis_______.Goodstobeorderedare____________.Thetotalnumberofthegoodsare______.Thetotalpricesofthegoodsare_______.Themodeofpackingis___________.Thetimeofshipmentis___________.Thetermsofpaymentis___________.Task3:Completethefollowingstepsandexpressionswiththeinformationintheaboveletter.Writingsteps寫作步驟Expressions表達(dá)方式感謝對方的來函，決定訂購貨物訂購商品的名稱，規(guī)格，數(shù)量，單價，總值等說明你所希望的交易方式（包裝，裝運(yùn)，及付款方式等）表示若對本次交易滿意，以后會繼續(xù)訂購★L(fēng)iNaandyouhavecompletedThreeTaskssmoothly,nowbothofyouareaskedtomasterthefollowingkeywordsandPhrases.

李娜和你們出色完成了“ThreeTasks”，現(xiàn)在要求你們一起熟練掌握以下“KeywordsPhrases”.Comments&Suggestions:

inform[in'f?:m]v.通知，告知sample['s?mpl]n.樣例，樣張satisfactory[s?tis'f?kt?ri]a.令人感到滿意的urgent['?:d??nt]adj.急切的，迫切的specification[spesifi'kei??n]n.規(guī)格，產(chǎn)品說明quantity['kw?ntiti]n.數(shù)量destination[desti'nei??n]n.目的地

enclosed[in'kl?uzd]adj.隨信附上.pillow['pil?u]n.枕頭KeywordsPhrases

10.primrose[‘primr?uz]a.淡黃色的11.bale[beil]n.大包12.irrevocable[i'rev?k?bl]adj.不可撤銷的13.L/C(letterofcredit)信用證14.commodity[k?'m?diti]n.商品，貨物◆◆◆◆◆◆◆◆◆◆◆OrderNo.訂單號makedelivery發(fā)貨atanearlydate早期placeorder下訂bedsheet床單pillowcase枕頭套cottonclothbale棉布大包IrrevocableL/C不可撤銷信用證draftatsight即期匯票termsofpayment付款方式Mr.Zhang:Iwillshowyouanotherorderlettertogiveyoumoreideasaboutit.Dearsirs,FromthesamplesyousentusinApril,wehavemadeselectionsandhavethepleasureofgivingyouthefollowingorderonusualtermsforshipmenttoSydney.

QuantityItemsCatalogueNumberPrice

150cartonsHealthTeaT16US$110percarton250cartonsWenJingTeaT17US$120percarton350cartonsFatReducingTeaT18US$130percartonForyourinformation,wehaveappliedfortheimportlicenseandtheletterofcreditforthisorder.Sinceweneedthegoodsurgently,youarerequestedtoeffectshipmentonemonthafterreceiptofourL/C.Thereisagoodmarketforthesaiditemsand,ifthisinitialorderissatisfactorilyexecuted,wearepreparedtoplacerepeatorderswithyouinthenearfuture.Weareawaitingyourconfirmationandpromptdelivery.YoursfaithfullyJamesKnowledgeconsolidation

我們和李娜一樣將來多是從事國際貿(mào)易專業(yè)的從業(yè)人員，在張先生的指導(dǎo)下，我們學(xué)到了什么？是否掌握了下訂單的基本步驟呢？我們是否能準(zhǔn)確的書寫一封訂單信件呢？讓我們一起來試試吧！Usefulsentencepatterns（實(shí)用語句）

1.我們對你方產(chǎn)品的價格和質(zhì)量都很滿意，現(xiàn)寄上訂單一份訂購下列產(chǎn)品，要求按指定價格以現(xiàn)貨供應(yīng)。

Wefindboththepriceandqualityofyourproductsatisfactoryandarepleasedtogiveyouanorderforthefollowingitemsontheunderstandingthattheywillbesuppliedfromcurrentstockatthepricesnamed.2.感謝你方2月20日的報價，隨函附上56號訂單。因我方客戶急需該貨，希望能盡快裝運(yùn)。

WethankyouforyourquotationofFebruary20andencloseherewithourorderNo.56forthegoods.Asthegoodsareurgentlyrequiredbyourcustomers,wehopeyouwilldeliverthempromptly.3.我們非常高興跟您訂購。。。。Wearepleasedtogiveyouanorderfor…4.在此訂購下列產(chǎn)品。。。Weherewithorderthefollowingitems…5.隨信附上訂單。Enclosedpleasefindourorder./Ourorderisenclosed.6.請盡快交貨，我們將非常感激。Wewouldbegratefulifyoucoulddeliverassoonaspossible.7.包裝要足夠結(jié)實(shí)，確保為產(chǎn)品提供足夠的保護(hù)。Packingshouldbestrongenoughtoensuresufficientprotection.8.貨到付款。Paymentshallberenderedupondelivery.

Task1:ReadthefollowingorderletterandmatchtheChineseexpressionswiththeEnglishones.DearMr.Warner,Wehavereceivedyourpricelistandthesample.Wewouldliketoplacethefollowingorderwithyou:Commodity:DVDPlayerSpecification:PanasonicDVD-LS50Quantity:3,000Price:$254.00eachDateofshipment:By20thJuly,2005Payment:ByL/CPleaseconfirmacceptanceofourorderbyreturnmailandsendanadviceofshipment.Wewillforwardthebankdraftuponreceiptofthem.Yourssincerely,KarlDavisKarlDavis

()1.價格表()2.銀行匯票()3.請回信確認(rèn)我們的訂貨。()4.數(shù)量()5.規(guī)格()6.樣品()7.商品（名）()8.貨運(yùn)期()9.向貴公司訂購以下貨物。()10.信用證commodityspecification.samplepricelistdateofshipmentquantityPlacethefollowingorderwithyou.L/C(letterofcredit)Pleaseconfirmacceptanceofourorderbyreturnmail.bankdraftTask2:Writeanorderletterusingtheinformationgivenbelow假設(shè)你公司收到ABC公司數(shù)碼照相機(jī)的價格表和樣品，對報價(quotation)和產(chǎn)品質(zhì)量感到滿意，決定訂購。請你寫一封訂購信，告訴對方訂購數(shù)量、價格、貨運(yùn)期、付款方式，并希望來函確認(rèn)訂購。DearMr.Zhang,

---__________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________Yoursfaithfully,SignatureContractPartSituationalIntroduction（情景介紹）一周后的一天，李娜收到了Edward先生傳真過來的訂單，這將是她獨(dú)立處理的第一份訂單，丹麥的ABC外貿(mào)公司決定訂購10000件他們公司所生產(chǎn)的T恤衫。以下就是訂單的部分內(nèi)容。ABCTradingCo.,Ltd.Kollegievej6,9000Aalborg,DenmarkTel:+4543313233

Fax:+4543313243Date:August15,2012ShanghaiIndustry&TradeCo.,Ltd.Room1106,No.777LuJiaZuiRoad,PudongNewArea,Shanghai,ChinaDearMissLi,WearegladtoorderfromyouyourT-shirtsYoursFaithfully,JustinEdward李娜現(xiàn)在要做的就是根據(jù)訂單的內(nèi)容，親自填制一份銷售合同，該怎么填呢？我們一起來幫幫她吧！Toimpartknowledge（傳授知識）

Let’shelpLiNawiththefollowingthreequestions.Question1:Whatisacontract?Answer:Acontractisanagreementacceptedbylaw,bywhichtwopartiesmutuallypromisetobuyorsellsomeparticulargoods,ortodoacertainwork.

合同是一份雙方都同意買賣某種商品或共同去做某件事情，并具有法律效力的協(xié)議。KnowledgeQuestion2:Howmanypartscanasalescontractbedividedinto?Whatarethey?Answer:AsalescontractcanbedividedintothreepartsPreamble,BodyandWitnessclauses.合同通常分為三部分：約首、正文和約尾。

Preambleincludes:1.Nameandnumber(合同的名稱和編號)2.Eachparty’sname,nationality,principalplacesofbusiness,telephoneorfaxnumber(簽約各方名稱、國際、法定地址、電話或傳真)3.Dateofsigning(簽約日期)

Bodymainlyincludes:1.Nameofgoods(貨物的品名)2.Qualityandspecifications(質(zhì)量和規(guī)格3.Quantity(數(shù)量)4.Price(價格)5.Termsofpayment(支付條件)6.Packing(包裝)7.Shipment&Delivery(裝運(yùn)與發(fā)貨)8.Insurance(保險)

事實(shí)上，正文部分還包括Inspection(檢驗(yàn))、Claim(索賠)、Arbitration(仲裁)、ForceMajeure(不可抗力)等內(nèi)容，這里不作具體填寫要求。Question3:Somecompaniesusesalescontractsandothersusesalesconfirmations.Isthereanydifference?Answer:Asalescontractandasalesconfirmationactuallyplaythesameroleintrading.

銷售合同和銷售確認(rèn)書所起到的作用是完全相同的，因此沒有必要區(qū)分兩者的不同之處。Task1.:Fillinthepreambleofthesalescontractaccordingtotheletteronthelastpage:SalesContractContractNo.:DS-200018ShanghaiDate:August15,2012

ThiscontractismadebyandbetweenShanghaiIndustry&TradeCo.,Ltd.Add:_(1)___________________________________________________Tel:0086-21-58876721Fax:0086-21-58876723And_(2)____________________________________________________Add:_(3)___________________________________________________Theselleragreestosellandthebuyeragreestobuytheundermentionedgoodsaccordingtothetermsandconditionsbelow:...PracticeTask2:Thefollowingisthebodypartofasalescontract.Pleasefinishitwiththecorrectnamesoftermsandconditions.SalesContract...Theselleragreestosellandthebuyeragreestobuytheundermentionedgoodsaccordingtothetermsandconditionsbelow:(1)____________:T-shirts(2)____________:short-sleeved,100%cotton,withcolorwhite,black,blueandred(3)____________:10000(2500piecesforeachcolor)(4)____________:keepitoutofwater/rain(防潮)(5)____________:USD10foreach,CIFAalborgDenmark____________:USD100000(6)____________:ByirrevocableL/Cpayableatsight.TheL/Cshouldreachtheseller30daysbeforethetimeofshipmentandtoremainvalidfornegotiationinChinauntilthe15thdayafterthedayofshipment.(憑不可撤消即期信用證付款，于裝運(yùn)期前30天開到賣方，并于上述裝運(yùn)期后15天內(nèi)在中國議付有效。)(7)Shipmentmark:KTC180____________:duringAugust,2012____________:Huangpu,ChinaPortofdestination:Aalborg,Denmark(8)____________:tobecoveredbythebuyerTask3:Whichofthefollowingsentencescanbeputintothewitnessclauses?Thecorrectanswermaybemorethanone.Enclosedpleasealsofindourlatestillustratedcatalogueforotherproducts.We’dliketoplaceatrialorderwithyou.TheselleragreestosellandthebuyeragreestobuytheundermentionedgoodsaccordingtothetermsandconditionsbelowIfyoufindanyotherproductsinteresting,pleaseletusknow.WehavereachedanagreementonPackingandQuality.IfweagainfailtoreceiveyourL/Cintime,weshallhavetocanceloursalesconfirmation.Wewillsendyouourbestquotation.通過以上三項(xiàng)練習(xí)，李娜已經(jīng)對銷售合同的三部分了解得很清楚了，同學(xué)們，你們呢？那么，隨合同附上的函電，又應(yīng)該如何措辭呢？大家與李娜一起進(jìn)入下一個練習(xí)吧，做完你們就明白了。Task4:Fillineachblankwithaproperword.DearSirs,WehavebookedyourorderNo.237__1__ourContainerBagsandwearesendingyouherewithourSalesContractNo.222__2__duplicate.Pleasesignandreturnonecopy__3__ourfile.Itisunderstoodthataletterofcreditinourfavor__4__theabove-mentionedgoodswillbeestablishedimmediately.Pleasesee__5__itthatthestipulationsintheL/Cshouldstrictlyconformwith__6__statedinthecontractsoastoavoidsubsequentamendments.Youmayrestassuredthatshipmentwillbeeffected__7__theleastpossibledelayassoonaswehavereceivedtheL/C.Thankyouverymuchforyourcooperationandlookforwardtofurtherorders__8__you.YoursSincerely,XXXComments&Suggestions:

★L(fēng)iNahascompletedFourTaskssmoothly,nowsheisaskedtomasterthefollowingkeywords&Phrases.

李娜出色完成了“FourTasks”，現(xiàn)在要求她熟練掌握以下“Keywords&Phrases”.14.mutually['mju:t?u?li]adv.相互地15.agreement[?'gri:m?nt]n.協(xié)議16.preamble[pri:'?mbl]n.約首17.shipment['?ipm?nt]n.裝運(yùn)24.inspection[in'spek??n]n.檢驗(yàn)25.claim[kleim]n.索賠26.arbitration[ɑ:bi'trei?n]n.仲裁27.seal[si:l]n.蓋章

18.confirmation[k?nf?'mei??n]n.確認(rèn)19.valid['v?lid]a.有效的20.herewith[hi?'wie]adv.同此21.covering['k?v?ri?]a.涉及...的22.stipulation：[,stipju'lei??n]n.規(guī)定23.subsequent['s?bsikw?nt]a.后來的，28..undermentioned[??nd??men??nd]adj.

下述的29.illustrate[?il?streit]

v.

說明；表明；給……加插圖30..trial[?trai?l]

n.

試驗(yàn)；adj.

試驗(yàn)的

◆◆◆◆◆◆◆◆◆◆◆ordersth.fromsb.向某人訂購某物witnessclauses約尾portofdestination到達(dá)港forcemajeure不可抗