外贸英语函电5订单、接受和回绝-2省名师优质课赛课获奖课件市赛课一等奖课件.ppt

,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,本资料仅供参考，不能作为科学依据。谢谢。本资料仅供参考，不能作为科学依据。谢谢,第1页,Unit 5&Unit 6 Orders,、,Acceptances,、,Confirmation&Purchase Contract,第2页,外贸流程,客户资源,客户资源,询盘、发盘、还盘,订单,定金或,L/C,采购订货、工厂安排生产,完工、检验、装箱,船务订舱（,booking,）,拉货物到码头,装船,出提单,跟踪货物到货,投诉,第3页,订单既可能是买方主动寄发购货单，也可能是买方对报盘接收，买方发出订单一经卖方接收，就不能随意撤回，买卖双方就将按照订单上条件签署协议并执行协议。所以，在拟写订单时，一定要将交易条件叙述完整，尤其是主要交易条件叙述清楚，比如，商品名称、规格、数量、包装、价格、总金额、支付条件、交货期等。,现在许多贸易企业都使用正规印刷订单，以确保不会疏漏任何主要条件。,.Order,第4页,express pleasure in receiving the offer;,confirm the conclusion of the business and point out the full details of article number,quantity,specification,quality,unit price,total value,shipment,packing,insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer;,hope for further orders;,A satisfactory order letter should include:,第5页,Acceptance of Orders,接收订单函,After enquiry,quotation(offer),counter offer,the two sides of trading make the agreements,and then do business as per terms made,then get into the acceptance stage.,第6页,订单与定单,收到买方定单后，货物发送之前，卖方为再次确认一些事项而发出确认定单信件，以免可能发生误会。,We acknowledge with thanks your letter of May 1,together with your valued order No.111.,We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week.,We hope you will be satisfied with both the goods and our arrangements.,感激五月一日来信，及第号订单。,我方很重视这一定货，请相信货物将于本周内发送。,希望对货物及我方安排皆能满意。,第7页,定单定义,：书面供货单。,订单定义,：企业采购部门向原材料、燃料、零部件、办公用具等供给者发出定货单。二者基本能够通用。,物流术语,大多数情况下，,订单,是指预期数，向供货商发出采购要约，拟向供货商提出订货数量和技术要求一个书面文件。而,定单,是指买卖双方对订货数量达成一致协议后，确定供给方应向采购方提供实际应交货数量一个书面文件。从法律角度上来说，是有区分。提议使用订单,降低使用定单,防止风险,第8页,订单,order,与协议,contract,订单,order,采购订单,Purchase order(PO),协议,contract,销售协议,sales contract,销售确认书,sales confirmation,外贸销售协议书或者确认书必须包含全部商品条款，同时还要包含检验（,inspection,）索赔,不了抗力，仲裁等条款。,如以信用证喂结算方式，一定要签协议。,第9页,Dear Sirs,We appreciate your immediate response dated June 20 to our request for a 5%,reduction,in price and through your full cooperation we have been able to,confirm the following order with you,at your,revised price,:,Thirty metric tons of Walnut Meat at$1750.00 per metric ton CFR Qingdao for shipment in August.,Enclosed please find our Purchase Confirmation No.369 in duplicate.Please,sign,and return one copy,for our records,as soon as possible.,We are,arranging,for the establishment of the relative letter of credit with the Bank of China,Sweden,and shall let you know by fax as soon as it is opened.,As we are in urgent need of the goods,we find it necessary to stress the importance of making punctual shipment within the validity of the L/C;any,delay,in shipment would be,harmful,to our future business.,Yours faithfully,第10页,1.reduction n,降低；减小,Although we are anxious to begin business with you,we regret that we cannot allow the reduction asked.Our prices have been cut to the lowest possible point.,make a reduction of 5%in the price,减价,5%,make a 5%reduction in the price,减价,5%,We have cut our price to the limit.We regret therefore being unable to comply with your request for further reduction.,我方已削价到极限，遗憾不能同意你方再次降价要求。,尽管我方渴望与你方开展贸易，但抱歉不能接收降价要求。我方价格已削减到了最低点。,我们不能比报价少,10%,。,We are not in a position to take 10%off the listed price.,第11页,2.confirm the following order with you,确认向你方订购,confirm having placed the order with you,确认向你方订购,我们高兴地确认已与你方达成一百公吨核桃仁交易。,We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat.,We confirm having accepted your offer on the following terms and conditions:,兹确认已按以下条款接收你方报盘：,第12页,3.revised price,修改价格，,修正价格,We don,t think we can put the business through unless you revise your conditions.,除非你方修改你们条件，不然我们认为不能达成交易。,因为你方通力合作，我们才能按你方修正价格确认向你方订货以下：,Through your full cooperation we have been able to confirm the following order with you at your revised price.,第13页,4.sign v.,签署；签字,signature n.,署名；署名,Enclosed we are sending you the relative S/C No.777 in duplicate and hope that you will sign and return us one copy of it to complete our records.,现附寄第,777,号销售协议一式两份，望签字并退回一份，方便归档。,5.for ones records,供某人存档；供,存查,for one,s file,供某人存档；供,存查,to complete one,s records,供某人存档,/,归档,be on file,存档；归档,这是我方关于中东情况存档资料。,Here is our file on the Middle East.,第14页,I have arranged for a car to pick the trade delegation up at the airport.,6.arrange v.,安排；筹备；后接介词,for,arrange for sb.to do sth,安排,做某事,arrange for sth.to do sth,安排,做某事,我已安排小汽车到机场迎接贸易代表团。,泰德已安排此人参加交易会。,Ted had arranged for this man to attend the Fair.,第15页,7.delay v.,耽搁；延误；推迟,delay in shipment,在某方面延误,delay of,延误若干时间,Excuse us for delay in answering your letter.,这将造成约六天延误。,This will cause a delay of about 6 days.,8.harmful adj.,有害；后接介词,to,本报盘以货物未售出为条件。,原谅我方没有及时回信。,第16页,Chinese version of the letter,执事先生：,感激你方,6,月,20,日来信对我要求降价,5%,快速回复，因为您通力合作，我们现确认按你方修改价格与你达成交易以下：,三十公吨核桃仁，每公吨,1750,美元成本加运费青岛，装运期为,8,月份。,随函附上我方第,369,号购货确认书一式两份，请查收。请尽快署名并退回一份以供我方存档。,我们正安排由瑞典中国银行开立相关信用证，一经开出即传真通知你方。,因为我们急需此货，我们认为有必要重申在信用证使用期内按时装运主要性，装运方面任何延误都将给我们以后交易带来损失。,谨上，,第17页,1.Shipping marks,运输标志，通常称为唛头。运输标志必须简练、字体大、易读。,LP,SAN FRANCISCO,NO.1/100,收,/,发货人名称代号、简单几何图形。,参考号，协议或订单编号,目标港或目标地名称,件号,123,运输标志必须符合船运企业、海关和收货人三方要求。有时，运输标志是由买方订货时指定。假如买方没有提供，出口商能够使用他自定标志。,第18页,包装上常见警示标志,Care Mark/Caution Mark,小心搬运,Handle withcare,此面朝上,This side up,请勿抛掷,Dont throw down,易腐物品,Perishable goods,请勿平放,Not to be laid flat,请勿用钩,No hooks,保持冷藏,Keep cool,Keep in cool place,防止日光直射,Keep out of the direct son,有毒物品,Poison,危险,Dangerous,危险品,Dangerous goods,保持干燥,Keep,dry,第19页,请勿堆积,Not to be stowed under other cargo,易燃物,Inflammable,禁止潮湿,Guard against damp,易碎,Fragile,玻璃器皿,Glassware,远离锅炉,Keep away from boiler,陶瓷，瓷器,Porcelain,China,置于甲板,On deck,填充物,padding,pad,As this article is fragile,be sure to put enough padding.,此物易碎，请务必装入足够填充物。,第20页,2.Shipping documents,装运单据,one set of shipping documents:,Bill of Lading,Commercial Invoice,Certificate of Quality,Certificate of Quantity,Insurance Policy,Weight Memo,第21页,.Acceptances and Rejections,1.,in duplicate,一式二份,in duplicate/in two copies,一式二份,in triplicate/in three copies,一式三份,in four copies,一式四份,in five copies,一式五份,in six copies,一式六份,in seven copies,一式七份,第22页,.,Contents of a Sales Contract,Title=,协议名称及其编号。,Preamble,序文：包含签约日期、地点、当事人名称、地址及其法律地位,。,Name of Commodity,商品名称。,Quality Clause,品质条款：包含约定品质决定方式及其时间和地点。,Quantity Clause,数量条款：包含约定数量单位、交付数量决定时间和地点，以及溢短装数量处理方法等。,Price Clause,价格条款：包含价格种类、结构、使用货币计算单位以及币值或价格变动风险归宿等。,Packing Clause,包装条款,“,包含包装方式、方法、包装材料以及唛头等。,Delivery Clause,交货期：包含交货时间、地点、交货方式、交货通知等。,Payment Clause,支付条款：包含支付方式、支付工具以及支付时间等。,第23页,Contents,of a Sales Contract,Insurance Clause,保险条款：包含由何方保险、投保险别、金额与货币约定保险人等。,Inspection Clause,检验条款：包含项目、检验时间与地点、检验机构、检验方法,检验效力及其费用负担等,。,Claim Clause,索赔条款：包含索赔期限及其通知方法，应提出证实文件，索赔货物和付款关系，以及处理索赔基本标准。,Arbitration Clause,仲裁条款：包含范围、地点、仲裁机构及其费用负担等。,Force Majeure Clause,不可抗力条款：包含不可抗力事故原因、通知时间和方法、应提出文件，以及免责事项等。,Breach and Cancellation of Contract Clause,违约及解除契约权条款：包含违约处理方法，解约事由和解约后赔偿等。,Miscellaneous Clause,其它条款：依据契约性质和详细情况，能够包含进出口许可证条款、税捐条款、通知条款、唯一协议条款，以及协议能否转让及其条件等条款。,第24页,订单既可能是买方主动寄发购货单，也可能是买方对报盘接收，买方发出订单一经卖方接收，就不能随意撤回，买卖双方就将按照订单上条件签署协议并执行协议。所以，在拟写订单时，一定要将交易条件叙述完整，尤其是主要交易条件叙述清楚，比如，商品名称、规格、数量、包装、价格、总金额、支付条件、交货期等。,现在许多贸易企业都使用正规印刷订单，以确保不会疏漏任何主要条件。,.Order,第25页,Practice Lessons,Translate the following into English:,We shall book a trial order with you,provided you will give us a 5%commission.,We have booked your Order No.168 for bed sheets and pillow-cases and are sending our Sales Confirmation No.BP-201 in duplicate.,Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit.,兹随函附上试订单一份。假如质量合乎要求，我方近期内将寄订单。如能及时处理此订单将不胜感激。,假如能给,5%,佣金，我方将向你方试订一批货。,你方订单正在快速处理，而且尽可信赖我方将会在要求时间内发运。,We enclose a trial order.If the quality is up to our expectation,we shall send further order in the near future.Your prompt attention to this will be appreciated.,我方已接收你方床单枕套第,168,号订单。兹寄上第,BP-200,销售确认书一式两份。,第26页,Practice Lessons,We wish to refer to the recent exchange of cables and are pleases to confirm having concluded with you a transaction of 50 tons of canned crabmeat.,We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual benefit.,We have succeeded in putting through the deal of five hundred tons of canned mushroom.,The price you quoted being found workable,we have cabled you our acceptance.,兹参阅近日往来电报并高兴地确认与你方达成了一笔,50,吨蟹肉罐头交易。,很高兴与你方达成首笔交易，期望以后能深入发展双方互利贸易。,我们成功地达成了,500,吨蘑菇罐头交易。,我们认为你所报价格可行，所以已去电表示接收。,第27页,Practice Lessons,We have cabled our confirmation of your order and you are requested to open the L/C as soon as possible.,Please accept our offer and confirm the above-mentioned terms immediately.,我方已去电接收你方订单，望尽快开立信用证。,请马上接收我方报盘并确认上述条款。,第28页,Unit 5&Unit 6 Orders,、,Acceptances,、,Confirmation&Purchase Contract,第29页,外贸流程,客户资源,客户资源,询盘、发盘、还盘,订单,定金或,L/C,采购订货、工厂安排生产,完工、检验、装箱,船务订舱（,booking,）,拉货物到码头,装船,出提单,跟踪货物到货,投诉,第30页,express pleasure in receiving the offer;,confirm the conclusion of the business and point out the full details of article number,quantity,specification,quality,unit price,total value,shipment,packing,insurance and terms of payment as agreed upon in preliminary negotiations between the exporter and the importer;,hope for further orders;,A satisfactory order letter should include:,第31页,Acceptance of Orders,接收订单函,After enquiry,quotation(offer),counter offer,the two sides of trading make the agreements,and then do business as per terms made,then get into the acceptance stage.,第32页,订单与定单,收到买方定单后，货物发送之前，卖方为再次确认一些事项而发出确认定单信件，以免可能发生误会。,We acknowledge with thanks your letter of May 1,together with your valued order No.111.,We will expedite your order immediately and we assure you that the goods will be forwarded within the coming week.,We hope you will be satisfied with both the goods and our arrangements.,感激五月一日来信，及第号订单。,我方很重视这一定货，请相信货物将于本周内发送。,希望对货物及我方安排皆能满意。,第33页,定单定义,：书面供货单。,订单定义,：企业采购部门向原材料、燃料、零部件、办公用具等供给者发出定货单。二者基本能够通用。,物流术语,大多数情况下，,订单,是指预期数，向供货商发出采购要约，拟向供货商提出订货数量和技术要求一个书面文件。而,定单,是指买卖双方对订货数量达成一致协议后，确定供给方应向采购方提供实际应交货数量一个书面文件。从法律角度上来说，是有区分。提议使用订单,降低使用定单,防止风险,第34页,订单,order,与协议,contract,订单,order,采购订单,Purchase order(PO),协议,contract,销售协议,sales contract,销售确认书,sales confirmation,外贸销售协议书或者确认书必须包含全部商品条款，同时还要包含检验（,inspection,）索赔,不了抗力，仲裁等条款。,如以信用证喂结算方式，一定要签协议。,第35页,Dear Sirs,We appreciate your immediate response dated June 20 to our request for a 5%,reduction,in price and through your full cooperation we have been able to,confirm the following order with you,at your,revised price,:,Thirty metric tons of Walnut Meat at$1750.00 per metric ton CFR Qingdao for shipment in August.,Enclosed please find our Purchase Confirmation No.369 in duplicate.Please,sign,and return one copy,for our records,as soon as possible.,We are,arranging,for the establishment of the relative letter of credit with the Bank of China,Sweden,and shall let you know by fax as soon as it is opened.,As we are in urgent need of the goods,we find it necessary to stress the importance of making punctual shipment within the validity of the L/C;any,delay,in shipment would be,harmful,to our future business.,Yours faithfully,第36页,1.reduction n,降低；减小,Although we are anxious to begin business with you,we regret that we cannot allow the reduction asked.Our prices have been cut to the lowest possible point.,make a reduction of 5%in the price,减价,5%,make a 5%reduction in the price,减价,5%,We have cut our price to the limit.We regret therefore being unable to comply with your request for further reduction.,我方已削价到极限，遗憾不能同意你方再次降价要求。,尽管我方渴望与你方开展贸易，但抱歉不能接收降价要求。我方价格已削减到了最低点。,我们不能比报价少,10%,。,We are not in a position to take 10%off the listed price.,第37页,2.confirm the following order with you,确认向你方订购,confirm having placed the order with you,确认向你方订购,我们高兴地确认已与你方达成一百公吨核桃仁交易。,We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat.,We confirm having accepted your offer on the following terms and conditions:,兹确认已按以下条款接收你方报盘：,第38页,3.revised price,修改价格，,修正价格,We don,t think we can put the business through unless you revise your conditions.,除非你方修改你们条件，不然我们认为不能达成交易。,因为你方通力合作，我们才能按你方修正价格确认向你方订货以下：,Through your full cooperation we have been able to confirm the following order with you at your revised price.,第39页,4.sign v.,签署；签字,signature n.,署名；署名,Enclosed we are sending you the relative S/C No.777 in duplicate and hope that you will sign and return us one copy of it to complete our records.,现附寄第,777,号销售协议一式两份，望签字并退回一份，方便归档。,5.for ones records,供某人存档；供,存查,for one,s file,供某人存档；供,存查,to complete one,s records,供某人存档,/,归档,be on file,存档；归档,这是我方关于中东情况存档资料。,Here is our file on the Middle East.,第40页,I have arranged for a car to pick the trade delegation up at the airport.,6.arrange v.,安排；筹备；后接介词,for,arrange for sb.to do sth,安排,做某事,arrange for sth.to do sth,安排,做某事,我已安排小汽车到机场迎接贸易代表团。,泰德已安排此人参加交易会。,Ted had arranged for this man to attend the Fair.,第41页,7.delay v.,耽搁；延误；推迟,delay in shipment,在某方面延误,delay of,延误若干时间,Excuse us for delay in answering your letter.,这将造成约六天延误。,This will cause a delay of about 6 days.,8.harmful adj.,有害；后接介词,to,本报盘以货物未售出为条件。,原谅我方没有及时回信。,第42页,Chinese version of the letter,执事先生：,感激你方,6,月,20,日来信对我要求降价,5%,快速回复，因为您通力合作，我们现确认按你方修改价格与你达成交易以下：,三十公吨核桃仁，每公吨,1750,美元成本加运费青岛，装运期为,8,月份。,随函附上我方第,369,号购货确认书一式两份，请查收。请尽快署名并退回一份以供我方存档。,我们正安排由瑞典中国银行开立相关信用证，一经开出即传真通知你方。,因为我们急需此货，我们认为有必要重申在信用证使用期内按时装运主要性，装运方面任何延误都将给我们以后交易带来损失。,谨上，,第43页,1.Shipping marks,运输标志，通常称为唛头。运输标志必须简练、字体大、易读。,LP,SAN FRANCISCO,NO.1/100,收,/,发货人名称代号、简单几何图形。,参考号，协议或订单编号,目标港或目标地名称,件号,123,运输标志必须符合船运企业、海关和收货人三方要求。有时，运输标志是由买方订货时指定。假如买方没有提供，出口商能够使用他自定标志。,第44页,包装上常见警示标志,Care Mark/Caution Mark,小心搬运,Handle withcare,此面朝上,This side up,请勿抛掷,Dont throw down,易腐物品,Perishable goods,请勿平放,Not to be laid flat,请勿用钩,No hooks,保持冷藏,Keep cool,Keep in cool place,防止日光直射,Keep out of the direct son,有毒物品,Poison,危险,Dangerous,危险品,Dangerous goods,保持干燥,Keep,dry,第45页,请勿堆积,Not to be stowed under other cargo,易燃物,Inflammable,禁止潮湿,Guard against damp,易碎,Fragile,玻璃器皿,Glassware,远离锅炉,Keep away from boiler,陶瓷，瓷器,Porcelain,China,置于甲板,On deck,填充物,padding,pad,As this article is fragile,be sure to put enough padding.,此物易碎，请务必装入足够填充物。,第46页,2.Shipping documents,装运单据,one set of shipping documents:,Bill of Lading,Commercial Invoice,Certificate of Quality,Certificate of Quantity,Insurance Policy,Weight Memo,第47页,.Acceptances and Rejections,1.,in duplicate,一式二份,in duplicate/in two copies,一式二份,in triplicate/in three copies,一式三份,in four copies,一式四份,in five copies,一式五份,in six copies,一式六份,in seven copies,一式七份,第48页,.,Contents of a Sales Contract,Title=,协议名称及其编号。,Preamble,序文：包含签约日期、地点、当事人名称、地址及其法律地位,。,Name of Commodity,商品名称。,Quality Clause,品质条款：包含约定品质决定方式及其时间和地点。,Quantity Clause,数量条款：包含约定数量单位、交付数量决定时间和地点，以及溢短装数量处理方法等。,Price Clause,价格条款：包含价格种类、结构、使用货币计算单位以及币值或价格变动风险归宿等。,Packing Clause,包装条款,“,包含包装方式、方法、包装材料以及唛头等。,Delivery Clause,交货期：包含交货时间、地点、交货方式、交货通知等。,Payment Clause,支付条款：包含支付方式、支付工具以及支付时间等。,第49页,Contents,of a Sales Contract,Insurance Clause,保险条款：包含由何方保险、投保险别、金额与货币约定保险人等。,Inspection Clause,检验条款：包含项目、检验时间与地点、检验机构、检验方法,检验效力及其费用负担等,。,Claim Clause,索赔条款：包含索赔期限及其通知方法，应提出证实文件，索赔货物和付款关系，以及处理索赔基本标准。,Arbitration Clause,仲裁条款：包含范围、地点、仲裁机构及其费用负担等。,Force Majeure Clause,不可抗力条