UnitSixOrderingPartOne:TeachingAims&Requirements1.Helpstudentstolearnandmasterkeywords,phrasesandsentencepatternsaboutordering;2.Helpstudentstolearnhowtowriteabusinessletteraboutordering;3.Helpstudentstobeabletoplace,declineandacceptordersinwriting;4.Enablestudentstoknowaboutwhatashippingmarkis.PartTwo:BackgroundKnowledgeI.DefinitionofanorderOrderisa

commercialdocumentusedtorequestsomeonetosupplysomethinginreturnforpaymentandprovidingspecificationsandquantities.Orderletterscreateonehalfofacontract.Agoodletterorderinganitemorserviceshouldbeaccurateandcomplete.Or

Anorderisarequestforthesupplyofaspecificquantityofgoods.Itmayresultfromthebuyers’acceptanceorconfirmationofafirmoffermadebythesellersorresultfromthesellers’acceptanceorconfirmationofacounter-offermadebythebuyers.

II.Anordershouldatleastcontainthefollowingpoints:1. descriptionofthegoods,suchasspecification,size,quantity,qualityandarticlenumber(ifany);2. prices(unitpricesaswellastotalprices);3. termsofpayment;4. modeofpacking;5. timeoftransportation,portofdestinationandtimeofshipmentetc.H.SIMPSON&CO.,LTD.298SouthStreetSydney,AustraliaOrderNo.237OrderForm/PurchaseOrder

Date:July24,2011To:/Messrs.ChinaNationalImp.&Exp.Corp.Shanghai,ChinaWeconfirmouragreementonpurchaseofthefollowinggoods:Packing:IncottonclothbalesPayment:ByirrevocableL/CavailablebydraftatsightShippingMarks:(omitted)forH.SIMPSON&CO.,LTD.(sgd.)SecretaryQntyItemCatalogueNo.CIFSydneyNetTimeofShipment250BedSheets,106cm,blue67US$2.50eachDuringSeptember250BedSheets,120cm,primrose893.00eachDuringSeptember500PillowCases,blue1011.80apairDuringSeptember500PillowCases,primrose1201.80apairDuringSeptemberWhenplacinganorderwithaprintedorderform,itisoftensufficientmerelytoattachacomplimentssliplike:J.B.SIMPSON&CO.LTD.598SouthStreet,Sydney,AustraliaJiangxiTextilesImp.&Exp.CorporationNanchang,ChinaEnclosedpleasefindourOrderNo.115.Wewouldappreciatepromptshipment.Withcompliments(Regards)PrintedRoutineAcknowledgements:1.AcceptinganorderJiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxhankyouforyourOrderNo.….Weacceptyourorderandwillarrangeshipmentaccordingly.Ourletterofacceptancewillreachyouinafewdays.PrintedRoutineAcknowledgements:2.Anorderisbeingworkedon.JiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxehavereceivedwiththanksyourorderfor….Weareworkingonyourorderandwillkeepyouinformedintimeoftheprogress.PrintedRoutineAcknowledgements:3.RejectinganorderJiangxiImp.&Exp.Corporation6/Fl,ForeignTradeBuilding,ZhanqianRdNanchang,ChinaTelaxethankyouforyourOrderNo.…for….Becauseoursupplyofrawmaterialshasbeencommittedtootherordersformonthsinadvance,weareunabletoacceptyourorderatthistime.III.GeneralStructureofLettersofOrderingBeginningOpenwithageneraldescriptionofyourorderthatencompassesallthedetailsMiddleProvideallspecifications:quantityprice(includingdiscounts),size,catalognumber,productdescription,shippinginstructions(dateandplace),arrangementsforpayment(method,time,deposits),andcosttotals.EndingThankthesupplier-orsimplyendwithanindicationofpaymentorshipping.(Whenpossible,suggestafuturereaderbenefitofcomplyingwiththeorder.)

III-1Thestructureusedinlettersofplacinganorder:

1. Usedirectlanguageinthefirstparagraphtotellthesellerofthebuyer’sintentiontoplaceanorder.2. Describewhatisbeingorderedingreatdetail.Indicatethecatalognumbers,sizes,colors,prices,specificationsandallotherrelevantinformationthatwillenablethesellertofilltheorderwithoutanyfurtherquestions.3. ClosetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealingsIII-2.Thestructureusedinlettersofconfirminganorder:1. Expressappreciationfortheorderreceived.2. Assurethebuyersthatthegoodstheyhaveorderedwillbedeliveredincompliancewiththeirrequest.Itisalsoadvisableforthesellerstotaketheopportunitytoreselltheirproductsortointroducetheirotherproductstothebuyers.3. Closetheletterbyexpressingwillingnesstocooperateorsuggestingfuturebusinessdealings.III-3.Thestructureusedinlettersofdeclininganorder:APositiveOpening—Itissensibletoopentheletterinapositivewayinordertoplacethemessageinitscorrectcommunicationcontext.Forexample,appreciationorpleasureinreceivingtheordercanbestatedatthebeginningoftheletter. Detailedexplanations—Whendeclininganorder,detailedandsensiblereasonsshouldbeprovidedinordertoretainthereader’sinterestinthewriter’sproductsorservices.Inaddition,inordertoconcludeadeal,thewriterusuallyofferssuitablesubstitutes,makescounter-offersandpersuadesthebuyerstoacceptthem. APositiveClose—Endtheletterinthewaythatmakesthereaderawareofthewriter’sexpectationforfuturebusinessrelationswithhim.AdditionalBackgroundKnowledgeShippingmarks運輸標志，通常稱為嘜頭，由五部分組成。Ashippingmarkreferstotheletters,numbersorothersymbolsplacedontheoutsideofcargotofacilitateidentification.AstandardshippingmarkmustcontainfourpartsaccordingtotheUNregulation.Theyare1)theEnglishabbreviationofthereceiver;2)referencenumber,suchasordernumberorinvoicenumber,etc.;3)destination;4)serialnumber;5)thewholesymbolordesignlikeatriangle,circleorrectangle.PartThree:SampleLetters(1)StudyUsefulWords&Phrases1.perprep.每一；經(jīng)20piecesto/perapackand10packsto/peracarton每包20支，10包一條。YourorderedgoodswillbeshippedperS.S.EastWindintime.規(guī)范所訂貨物將按時由“東方”輪裝出。Itistheusualpracticeherethat10shirtsarepackedto/peracartonand10cartonsto/perastrongseaworthywoodencase.當?shù)氐膽T例是每十件襯衫裝一紙盒；十個紙盒裝一個堅固的適航木箱。2.chargev./n.費用（在具有“否定”、“單項”的含義或其他習語中，常用單數(shù)）Weshallsendyouthesamplesfreeof(without)charge.我方將免費寄送這些樣品。Forlikeimportedanddomesticgoods,allbodiesandagencieswouldissuethesamemarkandchargethesamefee.對于同類進口和國產(chǎn)貨物，所有機構(gòu)和部門將頒發(fā)相同的標志和收取相同的費用。3.accountn./v.賬戶；原因、理由Weshallcredit/USD$500intoyouraccountuponreceiptofthesamples.收到樣品后，我方就把500美元的貨款貸記貴方賬戶。for(on)one’saccount由……支付，為……緣故Theadditionalinsurancepremiumisforthebuyer’saccount.額外保險費由買方負擔。Notwithstandinganyinstructiontotheconrary,Thisfeeshouldbeforaccountofthebeneficiary.如果沒有另外說明，這些費用會從受益人的賬戶中扣除。4.Includevt.包含，包括Thesecommoditiesincludeoil,soybeansandmetalslikecopper.這些商品包括石油，大豆和金屬，比如銅。Alsosee:Therearesomecommodities,includingoil,soybeansandmetalslikecopper.Therearesomecommodities,inclusiveofoil,soybeansandmetalslikecopper.

Therearesomecommodities,andoil,soybeansandmetalslikecopperincluded.5.orderv./t.訂貨；訂單；次序Place/makeanorderwithsb.向某人訂貨Accept/entertainanorderfromsb.接受/承接某人訂貨；Declineone’sorder謝絕訂貨；Fulfillone’sorder按訂單履行訂貨/交貨義務Cancelone’sorder取消訂貨Withdrawone’sorder撤銷訂貨Comparethefollowing:1.Thankyouforyourorders,butwearenownotinapositiontoentertainanyfreshordersjustbecausewehavealargebacklog.感謝貴方訂貨，但由于我方手中訂單積壓過多而無法接受任何新的訂貨。Sinceourmanufacturerhastoomanyordersinhand,weregretthatwecannotacceptyourorder. 因為我們的制造商手頭上訂單太多，所以很遺憾，我們無法接受貴方訂單。Aswearefully/heavilycommitted,wearenotinapositiontoentertainanyfurtherorders.

由于我們訂貨已滿，所以不能接受新的訂單。6.convincev.說服，使確信Idon'tmeantopersuadeanybodyandconvinceanybodyofthat,sinceexercisingiseveryone'spersonalbusiness,itisaninvestmentforfuture.

我可不想勸說任何人，也不打算說服任何人，因為健身是每個人自己的事，是為將來做投資。beconvinced相信……Weareconvincedofthecommercialintegrityofthesupplier.我方相信該供應商的商業(yè)信譽。PartThree:SampleLetters(2)StudyUsefulWords&Phrases1.daten.日期；約會；年代；棗椰子vi.過時；注明日期；始于（某一歷史時期）

vt.確定…年代；和…約會ofevendate同一天的，當天的[用于信和文件中]one‘ssteaddate關(guān)系穩(wěn)定的朋友outofdate舊式的；廢棄的；過時的，不用的todate到此為止，迄今為止直到現(xiàn)在，到今天；至此uptodate最新的；最近的；Thisfashionisoutofdate.這種式樣過時了。Pleasedatethecheckasoftheevendate.請在支票上注明同一天的日期。

2.Discountn.折扣；vi.貼現(xiàn)；打折扣出售商品；vt.打折扣；將…貼現(xiàn)；貶損Inordertopopularizetheseproducts，allthecataloguepricesaresubjecttoaspecialdiscountof1070duringthemonthofFebruaryonly．為了推銷此產(chǎn)品起見，對于目錄上所列的價格，凡在2月份內(nèi)訂貨，均可享有10％的特別折扣。Toourregret,weareunabletoacceptyourorderatthepricerequested,sinceourprofitmargindoesnotallowusanyconcessionbywayofdiscountofprices.很抱歉，我方不能按貴方所要求的價格接受訂單，因為我方利潤已不容許我方再打任何折扣。Thestorediscountedallcomputersforthesale.該店削價出售全部待售的電腦。3.dueadj.到期的；預期的；應付的；應得的n.應付款；應得之物1).become(或come,fall)due(票據(jù))到期，期滿(應償付、付給、舉行等)，支付日期到了Allthebillsmustbepaidbeforedue.所有的賬單須在到期強支付。Theamountduetous/duefromyouisupto$2000.你方欠付我方的費用高達2000美元。2).duetoa.應歸于，應歸功于；應歸咎于；因…而產(chǎn)生，(作為結(jié)果)發(fā)生Mr.Brightsaysourbonusincreasewasduetoyoursuccesswiththatcontract.布賴特先生說我們的獎金增多要歸功于你成功簽訂了合同。4.invoicen.發(fā)票；v.開具發(fā)票發(fā)票是指一切單位和個人在購銷商品、提供勞務或接受勞務、服務以及從事其他經(jīng)營活動，所提供給對方的收付款的書面證明，是財務收支的法定憑證，是會計核算的原始依據(jù)，也是審計機關(guān)、稅務機關(guān)執(zhí)法檢查的重要依據(jù)。它分為：commercialinvoice商業(yè)發(fā)票,customsinvoice海關(guān)發(fā)票，exportinvoice出口發(fā)票，salesinvoice銷售發(fā)票，uniforminvoice統(tǒng)一發(fā)票，proformainvoice形式發(fā)票，provisionalinvoice臨時發(fā)票,等等。Thusthepremiumforthedifferencebetween130%and110%oftheinvoicevalueshouldbebornebythebuyers.所以發(fā)票金額的130%與110%的差額所需保險費應由買方承擔。5.raten.

比率，率；速度；價格；等級1).atallrates=atanyrate無論如何；至少；不惜任何代價；在任何情況下Wecanunderstandthat,buta10%commissioncan'tbeacceptedatanyrate.我們理解這一點，但無論如何10%的傭金是不能接受的。2).atthat(或this)rate如果按照那樣(或這樣)的情況；照那種(或這種)情況下去Atthatratetheyuanwoulddoubleinvalueinjust174tradingdays.如果以這樣的比例上漲，人民幣的價值在174個交易日內(nèi)即可翻番。3).attherateof以…的速度；以…的比率PartThree:SampleLetters(3)StudyofUsefulWords&Phrases1.coverv.besufficienttomeet,defray,oroffsetthechargeorcostof足以支付Enclosedyouwillfindacheckcovering(支付beenoughmoneyfor)yourcommissionon50m/tsbitterapricotkernels同時，cover還有許多其他解釋：WesendyouacopyofBillofladingcovering(關(guān)于)shipmentof50m／tswalnuts.Inordertocover(reimburse/repay)yourselffortheexpenses(收回這筆費用的墊款)，youmaydrawonusat90days’sight．Cover作投保講，可有不同的搭配：WeshallcoverWPA(WithParticularAverage單獨海損賠債,擔保單獨海損,水漬險)insurance．WeshallcoverthegoodsagainstAllRisks．WeshallcoveryouagainstAllRisks．2.Stipulation

n.規(guī)定，條款stipulatev.規(guī)定Wherethepartiesstipulateotherwise,suchstipulationsshallgovern.當事人另有約定的，按照其約定。Allcreditsmuststipulateanexpirydateforpresentationofdocumentsforpayment,acceptanceornegotiation.一切信用證均須規(guī)定一個交單付款，承兌或議付的到期日。Duringthecurrencyoftheopenpolicy,theinsuredshalldeclaretotheInsurerinwriting,ingoodtimeeachandeveryriskfallingwithinthescopeoftheopencoveraccordingtothestipulations.在預約保險合同有效期內(nèi)，投保方應當將預約保險合同范圍內(nèi)的每一筆保險，按規(guī)定及時向保險方書面申報。Bothpartiesshallabidebythecontractualstipulations.雙方的一切活動都應遵守合同規(guī)定。3..conformto=1).obey;follow2).conformwith=beinagreementwithTheimportersmustconformtotheCustomsregulation.進口商必須遵守海關(guān)的規(guī)定。PleasemakesurethatthestipulationsintherelevantL/CconformexactlywiththetermsstatedinourS/Csoastoavoidsubsequentamendments.請確保相關(guān)信用證規(guī)定完全與我方銷售確認書所述之條款一致，以免以后有來修改。

4.assure

vt.causetofeelsure使放心;makecertainof確保

Assurequalityofeachbatchisgoodandsteady.保證每批供貨質(zhì)量都穩(wěn)定。Wecanassureyouthatwearewellexperiencedinthisline.我們可以向你保證，我們可以在這銷售線上做得很好。Youmayrestassuredthatwehavearrangedtotransportthegoodsbyrail.請放心，我們已安排好了用火車運輸這批貨物。PartThree:SampleLetters(4)StudyofUsefulWords&Phrases1.regretv.feelsorry(for)regretdoing對做過的事表示遺憾、后悔；regrettodo對要做的事表示抱歉或遺憾ThepeoplewhocomeintoChinabasicallydon'tregretitandthosecompanieswhochoosethewisepathwillneverregretdoingso.已經(jīng)在中國發(fā)展的外國公司基本都不后悔，行事明智的公司更不會后悔。另外，regretful與人連用，表示感到遺憾；regrettable與物連用，表示令人遺憾。例如：Wefeelregretfultodeclineyourorderduetoasharpriseinproductioncost.由于生產(chǎn)成本急劇上漲，我們只得拒絕貴方訂單，十分遺憾。Itisregrettabletoturndownsuchagoodproposalofours.拒絕我方如此周到的建議，令人十分遺憾。2.inviewof=inconsiderationof鑒于；考慮到Inviewofourfriendlycooperation,wearepreparedtoacceptpaymentbyD/Pat60days'sight.

鑒于我們之間的友好合作，我們準備接受60天遠期付款交單的支付條件。Withaviewto以…為目的；著眼于；帶有……觀點；為了Wewriteyouwithaviewtoestablishtrad