外貿(mào)英語(yǔ)函電

BusinessEnglishCorrespondence主編項(xiàng)偉峰

學(xué)習(xí)目標(biāo)與崗位工作能力學(xué)習(xí)任務(wù)學(xué)習(xí)任務(wù)學(xué)習(xí)任務(wù)模塊評(píng)估測(cè)試

LearningGoals

LearningTask1

LearningTask2

LearningTask3

ModuleAssessmentModuleContentStructure模塊總結(jié)ModuleConclusion

擴(kuò)展商務(wù)資源ExtendedBusinessResourcesLearningGoals(JobCompetence)Writealettertoconcludebusinessorsendanorder/salesconfirmationdirectly;Designasalescontractorsalesconfirmation;Writeletterstoacceptorrejectorderswithproperetiquette.ModuleFourOrders2LearningTask1

3LearningTask24LearningTask35ModuleAssessment1LearningGoals(Jobcompetence)6ModuleConclusionLearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisSection1Lead-inWatchthevideoanddiscussthefollowingquestions:Whatisanorder?Doyouknowhowtoplaceanorderindailylifeorwork?3.Listthesentencespatternsoforderusedinthevideo.Video:placinganorderPlacinganorderAnorderisarequestforthesupplyofaspecificquantityofgoods.purchase/buygoodsorservicesfromanotherpartyConfirmdetailsofpurchasePlacinganorderPutin/placeanorderforsth.I’dliketoplaceanorderfor…(someImperialLemon-sizedluxuryboxes)We’regoingtoneed…(quiteafew)Couldyousend…(300,greenones)Couldwealsohave…(nameofourcompanyonthesides)Whencanweexpecttoreceivethem?CourtesyLet’smakethisorderabitmorepoliteway?WhyaretheEnglishsoobsessedwithbeingpolite!?Iwantsome…;I’dliketoplaceanorderforWewanttobuy…Weareinthemarketfor…We’dliketopurchase…LearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisOfferandOrderOrdermayresultfromenquiry,offerorcounter-offer.Orderresultsfromenquiryisregardedasanoffer;theotherpartycanacceptorrejectit.Whenanofferorcounter-offeraccepted,anorderwillbeplacedaccordingly.Anorderisasymbolofacceptanceofoffer.Iftheselleracceptthecounter-offer,hewillwriteconfirmationofacceptanceandthenthebuyerwillwriteanorderletter.Ifthebuyeraccepttheofferorcounter-offer,anacceptancelettercanbeanorderletteratthesametime.Orderlettermayserveasalegalrecordoftransaction.MainpointsofanOrderLetterOpening:appreciationforquotationorofferandshowyourintentionofplacinganorder.Body(termsandconditions):description&specificationofgoodsquantity;priceterms;packingandmarking;termsofshipment;termsofpayment;insurance;Closing:Desiredactionorexpectations.AdvantagesbyusingorderformsItsavestime;Importantpoints(printed)won’tbeforgotten;Convenientforchecking,filing&futurereference.Aformalcontractoraprintedorderformmaybeattachedandshouldalwaysbeaccompaniedbyeitheracomplimentsliporacoveringletter.Acoveringletterispreamble(序文、前言)asitallowsyoutheopportunitytomakeanynecessarypointsandconfirmthetermsthathavebeenagreed.LearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLetter1PlacingatrialorderDearSally,Thankyouforyourletterof10October,inwhichyouagreedonourcounter-offer.Nowwe’regladtoplaceatrialorderwithyou.Attachedpleasefindourpurchasecontract

induplicate,pleasecountersignandreturnoneofthecopiestousforourfile.Pleasekindlyletushaveyourconfirmation,andyourpromptattentiononourorderwouldbehighlyappreciated.Yoursfaithfully,MichaelMichaelEnc:PurchaseContractNo.11018Comments&AnalisysComments:Thisletterisbriefandtothepoint.Thedetailedinformationabouttheorderisintheenclosure—thepurchasecontract.Thisisawisewaytoplaceanorderbecausenoimportantmessagemaybeneglected.Analysis:Para.1:Identifytheorder.Para.2:Givedetailsoftheenclosureandinstructionsonwhatactionistobetaken.Para.3:Endwithafriendlymessage.Letter2APurchaseOrderDearAngela,Subject:IronOreFines（鐵礦砂/石/粉）

Thankyouforyourquotationof11April.Nowwewishtoorderthesubjectediteminyourquotationasfollows:IronOreFines:Fe63.50%basis/Rejectionbelow62.50%TradeTerms:FOBParadipCountryofOrigin:

IndiaPackaging:BulkLoadingPort:Paradipport,IndiaDischargingport:OneMainport,SouthChinaPaymentterm:L/C60daysfromB/LdateDeliveryPeriod:Shipmentbefore11July2017Remarks:INSPECTION:AtloadingportcargoinspectionforqualityandquantitytobeconductedbyInspectorateGriffithIndiaPty.Ltd.Allchargeswithregardstothisinspectionarefortheseller’saccount.TheBuyerorhisrepresentativemaywitnesstheinspectionofthegoodsandtheloadingattheloadingportathisowncost.Buyershall,atbuyer’scost,appointCIQtoinspectthecargoatthedischargingport.Sellerholdstherighttoappointanotherthirdpartyforinspectionatthedischargingport.Lookforwardtoyourearlyreply.Yourstruthfully,JackJackLetter2Comments&AnalysisComments:Thisletteractsasapurchaseorderthatincludesmostimportantclausesforatransaction.Manycompaniespreferthiskindoforderletterbecauseitprovidesspecificinformationorintroductionsonwhichotherrelevantdocumentsshouldbebased.Analysis:Part1:Refertothequotationgivenbeforeandplacetheorderdirectly;Part2:Illustratemainclausesintheorder,suchascommodity,specifcations,shipment,andpaymenttermsandsoon;Part3:Expectfortheconfirmationoftheorderfromtheseller.LearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisCorePhrasesandSentencePatterns1.initialorder(firstorder)初次訂單;trialorder(orderasatrial)試銷(xiāo)訂單;repeatorder再次下訂單2．向某人訂購(gòu)某商品ordersth.fromsb.placeanorderwithsb.forsth.purchase/buysth.fromsb.tosend/givesb.one’sorderforsth.3.enclose/attach附上4.toordersth.ataprice按…價(jià)格訂購(gòu)5.…inurgentneedofsth.;needurgentlyofsth.急需…….;promptdelivery;punctualshipment即期交貨/按時(shí)裝運(yùn)CorePhrasesandSentencePatternsGroupActivity:ReciteandInterpretStep1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpret:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretthispart.

LearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisSection5SimulationWorkshopPleasewriteabusinessletterplacinganorder;thefollowingcontentsshouldbeincluded:toplaceanorder(No.8521)forwomen’sT-shirtsonFOBbasistoaskfortheearliestdateofshipmenttoexpectconfirmationofthisorderfromthereceiverKeysDearSirs,Women'sT-shirtsThankyouforyourletterofApril4,inwhichyouprovieduswithyoursamplesandcatalogue.WefindbothqualityandpricessatisfactoryandwearepleasedtogiveyouanorderNo.8521forthefollowingitems:Keys

(AllthepricesarebasedonFOBNewYork)Wearelookingforwardtoyourconfirmationandappreciateitifyoucouldtellustheearliestdateofshipment.Yourssincerely,(Signature)LearningTask1PlaceanorderSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisSection6SummaryMainpointsofplacinganorder:1.Intentiontoplaceanorder.2.Detailsoftheorderorenclosepurchasecontract:catalognumbers,sizes,colors,prices,specifications,termsofpayment,modeofpacking,timeoftransportation,portofdestination,timeofshipment,andallotherrelevantinformationthatwillenablethesellertofilltheorderwithoutanyfurtherquestions.3.Expectationofconfirmation,willingnesstocooperate,orbysuggestingfuturebusinessdealings.ModuleFourOrders2LearningTask1

3LearningTask2

4LearningTask35ModuleAssessment1LearningGoals(Jobcompetence)6ModuleConclusionSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2AcceptanorderSection1LeadinDiscussthefollowingquestions:1.Howtorespondtoanorderletter?2.Exceptfortheconfirmationofanorder,whatelsecanthereceiverdo?KeysQuestion1:Howtorespondtoanorderletter?

Afterreceivinganorder,thesellerusuallyrespondtoconfirmtheorderandshowhisappreciationforit,orsendasalesconfirmation.Question2:Exceptfortheconfirmationofanorder,whatelsecanthereceiverdo?

Thesellercanrecommendotherproductsthatmaybesuitableforthebuyer’smarketordrawhisattentiontotheseller’snewitemthatthebuyermaybeinterestedinaccordingtohispurchasehistoryormarketsituation.Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Acceptanorder1.AcceptinganOrderexpressthanks;expressacceptanceoftheorder;quotethenumberanddateoftheorder;repeatthecontentsoftheorder;givespecialinstructions;expressyoursincerityinfulfillingyourdutiesoryourwishestocooperateCorfirmtheorderintwoways:confirmationoforder;confirmingletterwithsalesconfirmationorcontract2.Forms&contentsofacontractAContractisalegaldocumentthatstatesandexplainsaformalagreementbetweentwopeopleorgroups,andsetsforthbindingobligationsoftherelevantparties.Forms:longorshort,formalorinformal,simpleorcomplicated,andverbalorwritten(CISG:writtenorverbal)Sales/purchasecontract/confirmation3partsofacontract:heading,body&endingThebody:themostimportantpart,includesallthemainclausesofthecontract,reflectingdutiesandobligationsofbothparties.ContentsofacontractContractNo.orReferenceNo.(合同號(hào)及索引號(hào))Preamble（序言）NameofCommodity（商品名稱(chēng)）QualityClause（品質(zhì)條款）PriceClause（價(jià)格條款）PackingClause（包裝條款）DeliveryClause（交貨條款）PaymentClause（支付條款）InsuranceClause（保險(xiǎn)條款）InspectionClause（檢驗(yàn)條款）ClaimClause（索賠條款）ArbitrationClause（仲裁條款）ForceMajeureClause（不可抗力條款）BreachandCancellationofContractClause（違約及解除合同條款）MiscellaneousClause(其他條款)Signature(簽名)Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2AcceptanorderLetter1DearJohn,WeconfirmyourorderNo.1107of8Novemberforassortedjeans

withthevaluetotalingUSD15000andarepleasedtoencloseourSalesConfirmationNo.SC656induplicate.Pleasecountersignandreturnonecopytousforourfile.AsstipulatedinourS/C,arelevantL/Cinfavorofourcompanyissupposedtoreachus20daysbeforeshipment.Wehopeyoucouldseetothis.Shouldyouhaveanyproblem,pleasedon’thesitatetocontactus.Yourssincerely,Thomas

ThomasEncl:SC656Comments&AnalysisComments:Uponreceivingtheorderletter,thesellerconfirmsitandsendssalesconfirmationforcountersignature.Analysis:Para.1:ConfirmtheorderandsendaSalesConfirmationaccordingly.Para.2:Givespecialinstructionstotheorder.Para.3:Endwithpoliteness.Letter2DearMike,ThankyouforyourorderofJuly2,2017for60,000setsofWireStanderwith6Hooksandwearepleasedtoconfirmyourorder.Sincewecansupplythemfromstock,youcanbeassuredthatthegoodswillreachyouasyourequired.PleaseopenthecoveringL/CASAPsowecouldworkonyourorderaccordingly.Thankyouforyourimmediatecooperation.Yoursfaithfully,JollyJollyEncl:SalesConfirmationNo.11RQA2E336Comments&AnalysisComments:Thisletterstatesclearlythatitservestoconfirmtheorder.Allthedetailsappearasanattachmentinasalesconfirmationhereafter.Analysis:Para.1:Confirmtheorderandrepeatthenameandquantityofthecommodity.Para.2:InformthestockandaskforopeningtheL/C.Para.3:Endwithpoliteness.Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2Acceptanorder

CorePhrasesandSentencePatterns1.thanksb.fororderNo....of...(date)

感謝...訂單;2.accept/entertain/confirmorder接受/確認(rèn)訂單;3.acceptorderandsendsalescontractfor

signature/countersignature接受訂單并附上銷(xiāo)售確認(rèn)書(shū)或合同供簽署signandreturnacopyof…forone’sfile簽退一份供某人存檔4.隨附單據(jù)的數(shù)量表示。

a.induplicate一式兩份

b.intriplicate一式三份

c.inquadruplicate 一式四份

d.inquintuplicate 一式五份CorePhrasesandSentencePatternsGroupActivity:ReciteandInterpretStep1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpret:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretthispart.Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2AcceptanorderSimulationWorkshopTranslatethefollowingletterintoEnglish敬啟者：我們很樂(lè)意接受貴公司關(guān)于鐵礦砂的第0188號(hào)訂單，現(xiàn)寄上銷(xiāo)售確認(rèn)書(shū)一式兩份，請(qǐng)會(huì)簽并寄回其中一份供我方存檔。根據(jù)雙方達(dá)成的協(xié)議，貴公司應(yīng)馬上就合同項(xiàng)下的貨物開(kāi)立以我方為受益人的不可撤銷(xiāo)即期信用證。并確保所有信用證條款與我公司的銷(xiāo)售確認(rèn)書(shū)一致，以避免不必要的修改。一旦收到貴公司開(kāi)立的相關(guān)信用證，我方馬上安排裝運(yùn)。謝謝合作！寧波益邦公司JackKeysDearSirs,WearehappytoacceptyourorderNo.0188forironorefines.AttachedpleasefindourSalesConfirmationinduplicate,oneofwhichpleasecountersignandreturntousforourfile.Asagreed,anirrevocableletterofcreditatsightinourfavorcoveringthecontractedgoodsshouldbeopened.Pleaseseetoit/makesure

thatallthetermsandconditionsintheL/CareinaccordancewiththoseinourS/Ctoavoidunnecessaryamendment.ShipmentwillbearrangedaccordinglyuponreceiptofyourL/C.

Weappreciateyourcooperation.JackJackNingboYibangCo.Ltd.Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask2AcceptanorderConfirmationisveryimportant

SummaryMainpointsofconfirminganorder:1.

Appreciationfortheorderwithconfirmation.2.

Assureshipment.Itisalsoadvisableforthesellerstotaketheopportunitytoreselltheirproductsortointroducetheirotherproductstothebuyers.3.

Willingnesstocooperateorsuggestingfuturebusinessdealings.ModuleFourOrders2LearningTask1

3LearningTask2

4LearningTask3

5ModuleAssessment1LearningGoals(Jobcompetence)6ModuleConclusionSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3DeclineanorderSection1LeadinDiscussion:Whatfactorswillcausetherejectionoftheorders?KeysForthefollowingreasons,theordermaynotbeaccepted:a.thegoodsrequiredarenotavailableanymoreorthemanufacturersimplydoesnotproducethegoodsordered(discontinuedproduct);b.thebuyerschangedsomealreadyagreedtermsofthebusinessintheorder;c.thesellerfindsoutthatthebuyer’screditisnotingoodstanding;d.Thegoodsrunoutofstock.e.Thebuyerrepliedtoolate.Section1LeadinSection1LeadinThankyouforyouroffer,but...I'mafraiditisagainstcompanypolicy.Itwouldn'tbeappropriate.Withregreat,Iamgoingtohavetosayno.Section1LeadinHowdoyoufeelaboutrejection?Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3Declineanorder1.MinimizenegativeeffectsofrejectingIndicategoodattitudeinapositiveopening;(Beassincereasyoucanbe.)Givecushionsifyoucan:presentgoodnewsbeforebadnewsofrejection;(Leadthereceivertothebrighterside.)Providedetailedandreasonableexplanation;(Besensitivetothesoundofthewords)Offersubstituteifyoucannotsupplythegoodsordered.(Offeroptionsandotherchoicestogetthingsdone.)2.AvoidthefollowingproblemsTurndownyourcustomerattheverybeginningwithoutanytactics;Justrefusetoaccepttheorderwithoutanyexplanations;Noteventrytoshowyourappreciationtotheorderoryourwillingnesstodobusiness;Failtoofferalternativesifyoucould.Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3DeclineanorderLetter1DearSirs,ReferringtoyourorderNo.3678ofApril22,2017for500dozenofItemR11080,weregrettotellyouthatyourordercannotbeacceptednow.Inouroffer,itstates“thisofferisvalid,subjecttothereceiptofyourreplyonorbeforeApril10,2017”.Unfortunately,yourorderis3dayslaterthanrequired.Ifwehadbeeninformedintime,wewouldhavereservedthegoodsforyou.Attachedpleasefindournewcatalogue,indicatingproductswhichcanbesuppliednow.Welookforwardtoyourfutureenquiriesandorders.Yourstruthfully,(Signature)Comments&AnalysisComments:Thesellerrejectstheorderappropriately,whichmayimpressthebuyerandtheirgoodrelationshipmightbekept.Analysis:Para.1:Acknowledgetheorderbuthavetorejectit.Para.2:Statethereasonforrejection.Para.3:Endwithsubstitutesandhopeforfuturecooperation.Letter2DearSirs,Thankyouforyourorderof12July.However,wecannotacceptthepriceyoustated.Althoughwe’vealreadytradedatthatprice,wehavetoincreaseitnowbecausetherawmaterialsincreased/rosesharplyinthepasttwomonthsandaregoingupsteadilyininternationalmarket.Withaviewtoourlong-standingbusinessrelationship,we’dliketogiveyouourlowestpricesasfollows:Wedon’tmeantopushyoutoplacetheorder.Butwethinkyou’d

ratherknowthatthepriceswillbeincreasedagainafterwerunoutoftherawmaterialswe’vestocked.Wearelookingforwardtoyourpromptreplyandhopetohaveachancetotradewithyousoon.Yoursfaithfully,(Signature)Letter2Comments&AnalysisComments:Thisletteriswellorganized,inwhichthewriterrejectsthe

orderwithpolitenessandstatesthereasonswhytheycannotentertainit.Asalternative,theyofferlowestpricesforthesaiditemstoshowtheirsincerity.Finally,theyinformthebuyeroftheupwardpricetrendinordertopushthebuyertomakethedecisionofplacingtheorder.Analysis:Part1:Showappreciationfortheorder,buthavetorejectit.Part2:ReasonforrejectionandnewoffersPart3:Pressthebuyertactfullytoplacetheorderandexpress

thehopeforfuturecooperationSection6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3DeclineanorderCorePhrasesandSentencePatterns1.beunable/notinapositiontoaccept/entertainsb’sorder拒絕訂單2.heavy/full

commitments/bookingswithorder;heavily/fully

loaded/burdened/committedwithorder…承擔(dān)大量的訂單/承擔(dān)過(guò)重的訂單;heavybacklogof…commitments/orders

積壓尚未交付的訂單太多backlogoforders:backorders沒(méi)交付的訂貨/訂單Wearefacedwithabacklogoforderswecan'tdealwith.我們面對(duì)一大堆未交付的訂單。（在英國(guó)指擔(dān)心訂貨積壓不易脫手，又“無(wú)奈”意；在美國(guó)指生意興隆，有“躊躇滿(mǎn)志”意）CorePhrasesandSentencePatterns3.runoutofstock;beunavailable/unsuppliable

脫銷(xiāo)/沒(méi)有庫(kù)存/無(wú)存貨/缺貨/無(wú)貨可供4.meet/satisfy/fulfillone'sneed/requirements滿(mǎn)足某人的需要/要求5.tightsupply/inshortsupply/supplybelimited供貨緊張/供貨短缺/供貨有限6.cansupply...(commodity)asasubstitute可供某商品為替代品7.supplypositionimproves；supplypositionturns

favorably/better

供貨情況好轉(zhuǎn)9.goodsbesoldout

貨物已售出GroupActivity:ReciteandInterpretStep1ReadaloudtheCorePhrasesandSentencePatterns.(Inandafterclass,5minutesinclass)Step2MemorizeandReciteSetp3Interpret:OnestudentreadEnglishandanotherstudenttranslateitintoChinesewithoutlookingatthetextbookandthenChineseintoEnglish;Taketurnstointerpretthispart.

Section6SummarySection5SimulationWorkshopSection4CorePhrasesandSentencePatternsSection1LeadinSection2BusinessCompassSection3WorkSamplesandAnalysisLearningTask3DeclineanorderSection5SimulationWorkshopWritealetterrejectinganorderpartly:Tobegladtoknowthecustomersaresatisfiedwiththelastorderandwillplacearepeatorder.Twooftheitems(JA003andJA004)intheordercannotbesuppliednowbecauseofshortageofrawmaterials,butavailablenextmonth.Noproblemwiththerest(JA002,JA005,etc.).Aboutthestock,whichcanbesuppliedimmediately,pleaserefertothecatalogueattached.KeysDearMary,Wearegladtoknowthatyou’resatisfiedwithourproductsandgoingtoplacearepeatorderwithus.WehavenoproblemswithitemJA002anditemJA005,whichcanbeshipped/suppliedasrequired.However,itemJA003andJA004cannotbeavailablenowbecausetheproviderofrawmaterialsfailedtosupplythefiberintime,andwearelookingforthealternatives.WepromisethatitemJA003andJA004willbeavailablenextmonthandwewillinformyouoncesupplyimproves.WerecommendyouplaceanorderforitemJA002anditemJA005first.Youmayliketopurchasesomeotheritemswecouldsupplyfromstock,pleaserefertothecatalogueenclosed/attatched.Wearelookingforwardtoyourearlyreply.Yourssincerely,