1、,Learning Objectives, how orders are made and what information they include; how to accept or decline orders ; how to write letters for executing orders; how to use the common expressions in this type of letter.,Chapter,7,Chapter 7,Orders Otherwise, the exporter should acknowledge it straight away a

2、nd then give the reasons to sustain good relationship.,(1) Mention any contract that he has signed with the supplier in the first part. (2) Accuracy and clarity must be ensured. (3) Describing the goods to be ordered, because the order letter functions as a real contract.,Guidelines,3. Write Order L

3、etters,4. Reply to an Order Letter (1),The writer should: acknowledge receipt of the order and also repeat the main points of the order lest any misunderstanding may occur. give a response to the order received such as acceptance or refusal.,General Procedures,If the order is accepted, more detailed

4、 arrangements for smooth execution of the order may be given in the following part. If it has to be declined, an adequate explanation is necessary in the reply to the buyer. This kind of matter should be handled with great care so as not to cause any harm to future business.,4. Reply to an Order Let

5、ter (2),Specimen Letters,Placing orders Letter 7-1 Letter 7-3 Accepting or declining orders Letter 7-4Letter 7-6,Sample Letters include the following two subjects:,Letter 7-1,Dear Sirs, Thank you for your letter of 18th May sending us some new patterns of cotton prints. We find both quality and pric

6、es satisfactory and are pleased to give you an order for the following items on condition that they will be supplied from your current stock at the prices named: Quantity Pattern No. Prices (net) 300 yards 66 32p per yard 150 yards 72 37p per yard 300 yards 80 40p per yard CIF Lagos We expect to fin

7、d a ready market for these cottons and hope to place further and larger orders with you in the near future. Our usual terms of payment are cash against documents and we hope they will be acceptable to you. If you wish to make inquires concerning our financial status, you may refer to our bank: the C

8、hartered Bank, London. Please send us your Sales Confirmation in triplicate. Your cooperation will be highly appreciated. Yours faithfully,Dear Miss Jenkins, Thank you for your letter of 16th August with which you enclosed your catalogues and price- lists. We therefore enclose our official Purchase

9、Order Form No.8046 for a range of your products to the value of US$18 600 (Say eighteen thousand and six hundred US dollars only). Please ship the following merchandise: Quantity Pattern No. Catalogue No. Unit Prices (FOB Shanghai) 6 000 Pillowcases 15-05 45 US$ 1.60 5 000 Pillowcases 22-01 65 US$ 1

10、.80 Delivery: During October Payment: By L/C to be opened in accordance with our agreement Packing: Packed in strong bales, with gunny bag cover and water-proof material. Please acknowledge this order immediately on receipt and inform us of a definite delivery date. This order is of no avail if it i

11、s not signed by a responsible person of our firm. Looking forward to your early reply. Your sincerely,Letter 7-2,Dear Sirs, We refer to our letter of enquiry of January 5. We have received your Proforma Invoice No.0368-01 and now wish to place an initial order (Order No. 813-J77) for 1 500 tapes Typ

12、e No.EM008. We have instructed our bank to establish an irrevocable documentary L/C in your favour. The amount is US$1 275.00 (Say one thousand, two hundred and seventy-five dollars only). This credit will be confirmed soon by our banks correspondent in London. You are authorized to draw a 60 days d

13、raft on our bank against this credit for the amount of your invoice. Your draft must be accompanied by a complete set of shipping documents, consisting of : A full set of clean shipped B/L; Commercial Invoice 5 copies; Insurance Certificate 2 copies. Our bank will accept your 60 days draft on them f

14、or the amount of your invoice including the cost of freight and insurance, as agreed. Your bill will be at 60d/s for full CIF invoice value. The credit is valid until the 12th April. Please confirm upon receipt of this email. Look forward to working with you. Yours faithfully,Letter 7-3,Dear Sirs, R

15、e: Your Order No. 163 We are pleased to have received your Order No. 163 for Canned Fish and are sending you herewith our Sales Confirmation No. AC-202 in duplicate. Please sign and return one copy for our file. We trust that a letter of credit in our favour covering the above-mentioned goods will b

16、e established immediately. We wish to point out that the stipulations in the covering L/C should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments. You may rest assured that we shall effect shipment without delay upon receipt of the credit. We app

17、reciate your co-operation and look forward to the pleasure of serving you again on future occasions. Yours faithfully,Letter 7-4,Dear Sirs, Thank you for your order for Bassinet Model C enclosed in your letter of Aug. 10th. We regret to say, however, that Bassinet Model C as required is not availabl

18、e in stock at this time. Instead we should like to recommend our new product Model D which we think is more attractive in design and color, and also more practical for use, despite a little difference in price. The best price we can offer is USD 55 per set CIF Boston, America. The sample picture wit

19、h description will be forwarded to you by airmail today. We are looking forward to your early reply and hope to be favoured with your new order. Yours faithfully,Letter 7-5,Dear Mr. Sun, Re: Your Recent Order of Silicon Steel Sheet We feel thankful for your Order No. 1005-A received this morning for

20、 the captioned goods, but regret that owing to the shortage of stocks, we are unable to accept the same, nor can our manufacturer undertake to entertain your order for future delivery on account of the uncertainty of raw materials. We will, however, revert to this matter and contact you by email, on

21、ce the supply position improves. Meanwhile, please feel free to send us your specific enquiries for any other metal sheets and you can rely on our best attention at all times. We expect to work with you soon in the future. Yours sincerely, Martin Coopers,Letter 7-6,Excersises,Practice makes perfect,

22、delivery assure furnish comply with on condition that of no avail execute draw sustain authorize favour with an eye to instruct revert to on account of rest assured in ones favour entertain in accordance withconform to,1 Fill in the blanks with the words and phrases given in the box. Change the form

23、s where necessary.,Exercises,(1) The enclosed order, No.98918, is for prompt _ as the winter season is only a few weeks away. (2) We accept your order and wish to _ you that dispatch will be put in hand immediately when we receive your L/C. (3) Please _ us with your own samples of handkerchiefs clos

24、est in designs and quality to those we enclose here. (4) We find it difficult to _ your request as we have offered you the best possible price if you take the quality of our products into account. (5) All our efforts to expedite shipment have been _. (6) We shall increase our order by 10% _ you redu

25、ce your price accordingly. (7) There has been some delay in the _ of your order. (8) Ive succeeded in persuading our export manager to agree to a reduction of ten percent. He made this an exception _ future business. (9) We hope that you will see your way to make up for the loss we _. (10) To avoid

26、subsequent amendment, please see to it that the L/C stipulations should be _ the terms in the sales confirmation.,delivery,assure,furnish,comply with,of no avail,on condition that,execution,with an eye to,sustained,in accordance with,(11) We _ by our bank to pay the deposit. (12) As for the payment,

27、 we would like you to _ a draft at 30 d/s on us for the invoice amount plus shipping and other expenses with a 10% commission. (13) We will request our bankers to open an L/C _ upon receipt of your confirmation of this order. (14) We _ to use the trademarks in connection with our activities under th

28、is agreement. (15) We are always improving our design and patterns to _ the world market. (16) When fresh supplies come into the market, we can _ your enquiry. (17) You can _ that we would make every effort to effect the shipment as soon as possible so as to meet your demand. (18) We have to cancel

29、the order _ your failure to ship the goods within the specified time. (19) At present we cannot see our way to _ your counteroffer, as our price is quite realistic. (20) We shall be very pleased to receive any order with which you care to _us.,have been instructed,draw,in your favour,are authorized,

30、conform to,revert to,rest assured,on account of,entertain,favour,2. Choose the best answer to complete the following sentences.,(1) Because of the exceptional demand for coffee and the long-lasting rainy weather, we are not in a position _ your requirements for the make you need. A. meeting B. meet

31、C. to meet D. met (2) It is high time you _ with us for the goods offered in our letter of 20 May. A. placed orders B. place orders C. should place orders D would have placed orders (3) If you can _ us a 5% discount, we shall give you our initial order amounting to USD 35 000. A. provide B. pay C. g

32、uarantee D. allow (4) As we are fully committed to bookings for months ahead, we regret our inability to _ any new orders. A. give B. send C. entertain D. place (5) It is essential that a letter of credit in our favor _ the above goods should be opened one month before the time of shipment. A. cover

33、s B. covering C. to cover D. covered,C,A,D,C,B,(6) The manufacturers have promised us a further supply by the end of June and, if you could wait until then, well be glad _ promptly the quantity you need. A. delivery B. to deliver C. delivering D. deliver (7) We wish to order _ you _ Items No. 201 an

34、d 205 in your catalogue and will apply for governmental approval to import them. A. fromwith B. withfor C. withat D. withwith (8) As _ in our letter dated 10th July, it will be highly appreciated if you will effect shipment of these goods by the first available vessel. A. stated B. stating C. to sta

35、te D. statement (9) We shall book a trial order with you, _ you will give us a 3% commission. A. suppose B. on condition that C. hope D. provide (10) We wish to stress that your quotation must be _ that ruling in the present market. A. comply with B. conform to C. according to D. in accordance with,

36、B,B,A,B,D,(11) We confirm _ with you on the above goods and hope it will lead to more repeats. A. coming to terms B. to come to terms C. that come to terms D. having come to terms (12) _ please find our S/C No. 6789-10 in duplicate for your signature and please return one copy for our file. A. Enclo

37、se B. Enclosing C. Enclosed D. To enclose (13) Please give your prompt attention _ the execution _ our Order No. 89734. A. atat B. forof C. ofof D. toof (14) You may rest _ that we will handle your order in great care and effect delivery well within the time limit. A. assure B. assured C. assuring D

38、. to assure (15) We have seen your advertisement in the Global Sources and have decided to place a trial order for the items _ below. A. specifying B. specify C. to specify D. specified,D,D,D,C,B,3. Fill in the blanks with proper prepositions.,Dear Sir, We are _ receipt of your letter of 2nd April,

39、and very much regret _ the delay _ delivering the above goods. We are now making the arrangements _ immediate delivery, which means you will have the excavators _ the end of April _ the latest. The Superline GSC is the most successful excavator we have so far produced. It was an instant success _ it

40、s first appearance last year at the Leeds Building Exhibition and we were soon inundated _ orders. Your own order received in Dec. and, according to the waiting list we had, it was not due _ delivery until June. Nevertheless, we have put the delivery date forward so that you could have the machines

41、in March. In February, production was slightly set back by the late arrival _ some special parts, and this has been responsible _ the delay in the present case. We trust that you will not be unduly inconvenienced _ having to wait a few more days. The performance _ the Superline GSC excavator will am

42、ply compensate you.Yours faithfully,in / for / in / for / by / at / at / with / for / of / for / by / of,KEY,4. Translate the following sentences into English.,(1) 感謝你們2月15日的報盤。由于你們的價格和質量令我方滿意，因此，我們特訂購下列產品。 (1) Thank you for your offer of February 15th. Your prices and quality turned out to be satis

43、factory and we are sending you an order for the following. (2) 由于這是我們首次向澳大利亞市場推銷你們的產品，所以你們務必要注意做到，所有交付的產品必須達到出口要求。 (2) Since this is the first time we have explored the Australian markets for your products, it is essential for you to see to it that all the goods delivered are up to the export standa

44、rds. (3) 所有報價以我方最后確認為準，除非另有聲明或雙方同意，否則所有價格都是凈價，不含傭金。 (3) All quotations are subject to our final confirmation. Unless otherwise stated or agreed upon, all prices are net without commission. (4) 由于你們訂單中的有些產品不在我們的經營范圍之內，我們只能接受部分訂單。我們希望這不會給你們帶來任何不便。 (4) As some items under your order are beyond our busi

45、ness scope, we can only accept your order partially. We hope this will not bring you any inconvenience.,(5) 假若質量能達到我們所期待的要求，我們不久將另外寄上訂單。你們若能認真履行該訂單，我們將不勝感激。 (5) If the quality is up to our expectations, we shall send further orders in the near future. Your prompt attention to this order will be appreciated. (6) 我方獲悉，你方市場對胡桃肉需求旺盛，因此借此機會向你們寄上9876號報價單，以供你們參考。 (6) We have learnt that there is a good demand for walnut meat in your market, and take this opportunit