Module 6 Acceptance & Orders.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,English for Business Communication,DLVTC XU MEIRONG,Xu,Meirong,from Department of Intl Business Communication of,Dalian,Vocational&Technical Collage,English for Business Communication,Third Edition,Learning Objectives,Be able to write letters of acceptance,Be able to write letters of confirming order,Be able to write covering letters,accept acceptance confirmation of order sales contract purchase contract sales confirmation purchase confirmation sign signature counter-signature execution of a contract,Key Words&Expressions,Identifying the reference of your letter,We are in receipt of your letter of February 15,and are pleased to confirm having accepted you offer.,We are pleased to have booked your Order No.1234 for Jeans.,Key Words&Expressions,Confirming/accepting offers(orders),After long and friendly discussion now we have concluded the transaction of 3000,m/ts,of walnut meat.,We have pleasure in confirming your order of April 20 for 500 dozen of T-shirts.Enclosed you will our S/C No.007 in duplicate,of which please countersign and return one copy for our file.,We agree to accept your offer of Oct.10.,We are pleased to place an order with you as the terms and conditions mentioned in your firm offer.,Key Words&Expressions,.Ending,a.We appreciate your cooperation and hope that this transaction will pave the way for future dealings between us.,b.We trust this order will be the first of a series of deals between us.,c.We hope you will find our goods satisfactory and that we may have the pleasure of receiving your further orders.,d.If this initial order is executed satisfactorily,we shall be able to place repeat orders soon.,Key Words&Expressions,Task 1,Warming-up Discussion,You(Fashion Trading Company in U.K.)have received a counter counter-offer from the seller(China National Garments Imp.&Exp.Corporation).As your buyers are in urgent need of the goods,and the season is approaching.What will you reply to the seller?,Writing Steps for reference,identifying the reference of the letter,accept the sellers offer,requesting for sales contract,Endings,Specimen Letters for Analysis,(1),Language Points,一项有效的接受一般具备以下条件：,We are accepting your offer.,We accept your offer subject to December Shipment.,Useful Expressions,We accept your firm offer.,We have accepted your firm offer.,受盘人对一项实盘的完全接受,发盘所规定的受盘人表示才有效,受盘人在发盘的有效期内或合理的时间内表示接受才有效,应由受盘人采用声明或做出其他行为的方式表示，并且这种表示传达给发盘人才开始有效,1.,turn down =refuse,Language Points,2.conclude v.=,达成,conclude a deal of,sth,.with,sb,.,Your turn,很高兴经过长时间的磋商，我们终于达成了这笔,5,，,000,打衬衫的交易。,We are glad to have,concluded,a transaction of 5,000 dozen mens shirts with you after a long negotiation.,to conclude a transaction,达成交易,to come to terms,达成交易,to close a bargain,达成交易,to close a deal,达成交易,to put the deal through,达成交易,Language,Points,Language Points,Should you be prepared to reduce your price by,say 5%,we might come to terms with you.,如果你方愿意减价，比如说,5%,，我们很可能达成交易。,2.,persuade v.,说服；劝说,遗憾我们未能说服他们接受你方的报盘。,We regret we have not been able to persuade them to accept your offer.,We believe we can persuade our users to divert their purchase to you.,我们相信能说服客户转向你方购货。,3.,finalize v.to finish the last part of deal,After a long and friendly negotiation,we finalized the initial deal with the new customer.,Language Points,Language Points,4.,approach v.,与,接洽,曾有几家买主与我接洽索要花生的供货。,请与在你地的我方代理直接联系。,Please approach our agent at your end directly.,Several buyers have approached us for the supply of peanuts.,They have approached that factory several times for water pollution.,他们已就水污染一事多次与那家工厂联系。,Language Points,be in receipt of,收到,upon receipt of,一收到,就,on receipt of,一收到,就,after receipt of,收到后,5.,protracted adj.,拖延的；延长的；持久的,6.,receipt n,收到；收据,Language Points,sales confirmation,销售确认书,purchase contract,购货合同,purchase confirmation,购货确认书,7.,sales contract,销售合同,Chinese version of the letter,执事先生：,你方,2,月,24,日的报盘收悉，十分遗憾你们没有接受我们的还盘。,由于我们急需此货并渴望与你方做成这笔交易，所以我们竭尽全力说服我方客户接受你方每件,45,英镑,的报盘。幸运的是我们的客户最终改变了主意又与我接洽同意接受你方交易条件订购,3000,打上述货物。,我们很高兴经过长期函电往来，终于达成了首笔交易。期待收到你的销售合同，一经收到该合同，我们即开立有关信用证。,谨呈，,Task 2,Warming-up Discussion,You,the seller(China National Garments Imp.&Exp.Corporation),have received a acceptance from the buyer(Fashion Trading Company in,U.K.),meanwhile,he asked for S/C.What will you write to them?,Writing Steps,1.identifying the reference of the letter,2.acknowledging the buyers order,3.sending the sales contract,4.Endings,Specimen Letters for Analysis,(2),Language Points,1.sign v.,签署；签字,signature n.,签名；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,号销售合同一式两份，望签字并退回一份，以便归档。,Here is our file on the Middle East.,这是我方关于中东情况的存档资料。,for ones file,供某人存档；供,存查,to complete ones records,供某人存档,/,归档,be on file,存档；归档,2.for ones records,供某人存档；供,存查,Language Points,3.it is understood that,不用说；不言而喻的；,Language Points,4.make sure,弄确实；查明；弄清楚；肯定,make sure that,弄清楚,make sure of,弄清楚,make sure about,弄清楚,Needless to say that,It goes without saying that,Language Points,他在睡觉之前确保所有的灯都关掉。,订舱位之前，务必弄清楚停靠口岸。,Make sure of the ports of call before booking shipping space.,我们必须肯定我们能够把货物装上第一条可利用的轮船。,He makes sure that all the lights are off before he goes to bed.,We have to make sure that we can ship the goods by the first available steamer.,Language Points,5.conformity n.,符合；一致,be in conformity with,与,相一致；依照,be in conformity to,与,相一致,be in accordance with,与,相一致,be in agreement with,与,相一致,conform v.,符合；使一致,Your proposal is not in conformity with our arrangements.,你方的建议与我们商定的办法不一致。,Language Points,This does not conform to the contract.,质量必须与样品一致。,The quality must conform to the sample.,这与合同不符。,6.set forth ph.,陈述；阐明；陈列；提出,请注意做到有关信用证的规定条款要与合同条款完全一致。,Please see to it that the stipulations set forth in the relative L/C are in exact accordance with the terms of the contract.,Language Points,7.subsequent amendments,随后的修改（信用证）,The agreement paves the way for lasting peace.,8.pave v.,铺（设）；筑（路）,pave the way to,为,铺平道路,Some roads are paved with wooden blocks,some with slabs of stone.,有些小路用枕木铺平，有些用铺路石铺平。,该协议为维持和平铺平了道路。,Chinese version of the letter,执事先生：,兹答复你方,2,月,25,日来函，现高兴地确认你方,3000,打真丝衬衫的订单。随函附上第,216,号销售合同一式二份，请会签并退回其中一份以供我方存档。,毋庸置疑，有关上述货物的信用证应立即开出。并确保信用证的条款与我销售合同规定的条款严格一致以避免随后的电报修改信用证。一经收到该证，我们就立即装运你方的订货。,谢谢你方的合作。并希望这笔交易将为我们双方以后的交易铺平道路。,谨上，,Task 3,Warming-up Discussion,You(Fashion Trading Company in U.K.)have received the S/C from the seller(China National Garments Imp.&Exp.Corporation).What are you going to do with it?,Writing Steps for reference,1.identifying the reference of the letter,2.returing one copy of the S/C with your counter-signature,3.informing the seller of the opening of the L/C,4.Endings,Specimen Letters for Analysis,(3),Language Points,to book ones order=to accept,sbs,order,to book with,sb,.,sth,.=to place with,sb,an order,book n.,帐簿；,v.,把,记载入册；预定,兹高兴地确认从你处购进了五十吨核桃。,We are pleased to confirm having booked with you 50 tons of walnuts.,兹高兴地确认卖给了你方五十吨核桃。,We are pleased to confirm having booked your order for 50 tons walnuts.,Language Points,Enclosed please find the duplicate with our countersignature.,随函附上我方会签的合同。,We have some stock left,，,and shall be able to meet your requirements if you wish to duplicate your last order.,我们尚有一些库存，你方若愿意重复上次订单我们能满足你方的要求。,duplicate v.n.,重复；使再发生,Language Points,这是我方第,007,号销售合同，如你方认为合同内容无误，请会签并退回一份供我方归档。,counter-signature n.,会签,我们及时会签了合同，现在寄回一份供你方存档。,We have duly counter-signed the contract and are returning one copy for your file.,This is our S/C No.007.If you find the contents therein agreeable,please counter-sign and return one copy for our records.,Thanks to your close cooperation,we succeeded in putting the deal through.,多亏你方的密切合作，我们成功地达成了这笔交易。,thanks to ph.,由于；幸亏,Language Points,bridge v.,弥合,bridge the price gap,弥合价格差别,close the price gap,弥合价格差别,Language Points,价格差距太大，无法弥合。,We hope you will do your best to bridge the price gap.,我方希望你们能尽力弥合价格方面的差距。,put the deal through,达成交易,The price gap is too wide to bridge.,Language Points,to conclude a transaction,to close the deal/bargain,to conclude the business with,sb,.,to come to terms with,sb,to come to business with,sb,.,to transact business with,sb,.,Similar Expressions:,in due course ph.,适时；及时；如期地,卖方及时收到了有关的信用证。,The seller has received the relative L/C in due course.,Language Points,我们相信货物将如期抵达你处。,We trust the shipment will reach you in due course.,a series of deals,一系列交易,Language Points,顾名思义，就是对附件有关问题作一说明（对附件本身或其前因后果加以解释，即附件数量，为什么寄送附件、要求对方做出什么样的反应等。）这种信可简可繁，可长可短，由写信人自己掌握。一般来说，老客户之间只要看到附件就明白了，这时的说明信可短一点，而给新客户的说明信则可详细一点。,covering letters,说明信,Language Points,at moderate price,Similar expressions,the lowest price,最 低 价,the best price,最 低 价,competitive price,竞 争 价,indication of price,参 考 价,reasonable price,合理价格,Language Points,moderate price,公 道 价,favorable price,优惠价格,practical price,可行价格,workable price,实际价格,keenest price,克己价格,Chinese version of the letter,执事先生：,如期收到有关我方订购,3,000,打真丝衬衫的你方第,TF216,号销售合同。随函附上我们已会签的合同，请查收。由于双方的共同努力,我们能弥补价格方面的差距而达成这笔交易。,以你方为受益人的有关信用证已由伦敦的巴克莱银行开出。该证会如期抵达你处。,相信此订单将成为我们双边一系列交易的先导。,谨上，,Specimen Letters for Self-Study,Letter 4,Language Points,1.,transaction n.,交易；生意,在过去的几年里，我们与贵公司达成了多笔交易。,We wish to transact with the exporters of,jewellery,in South Africa.,We have concluded a number of transactions with you in the past few years.,我们希望与南非珠宝出口商开展业务。,transact v.,办理，处理（业务），做交易,Language Points,To enable us to ship the goods in time,you will have to open the L/C in the prescribed time.,为了使我们能及时装运，你方必须按规定的时间开立信用证。,enable,sb,to do,sth,使,（人）能够,做某事,enable,sth,.,使某事成为可能,2.,enable v.,使（人）能够,请立即修改信用证以便十月装船。,Please amend the L/C immediately to enable October shipment.,Language Points,The train will enable me to get there in time.,10.,make n.,（,工业）产品；制造方法或式样,字典能使国际间的理解更明白一些。,The dictionary will enable better international understanding.,火车能保证我按时到达那里。,We are interested in Chinese makes.,我们对中国造感兴趣。,Chinese makes,中国牌子的产品；中国货,other makes,其他产品,of first-class make,头等技术制造的,Language Points,抱歉因为我们不能向你报盘,所以请买别处的产品。,Much to our regret that we are not in a position to offer you,as a result,you may purchase other makes.,Language Points,fresh order,新订单,new order,新订单,initial order,初次订单,trial order,试订单,repeat order,续订单,duplicate order,重复订单,3.,order n.,订单,Language Points,outstanding order,未完成订单,pending order,未完成订单,to accept an order,接受订单,to accept an order,接受订单,to confirm an order,确认订单,to cancel an order,取消订单,Language Points,to withdraw an order,取消订单,to turn down an order,拒绝订单,to decline an order,谢绝订单,to fulfill an order,执行订单,to execute an order,履行订单,to carry out an order,执行订单,Difference between repeat order&duplicate order,duplicate order,：,指与原订单除了装运期不同外，其它交易条件与原来订单完全一致。,repeat order:,指除交货期外，其它交易条件等未必与原订单相同的订单。,We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us.,我们认为你方会尽最大努力执行我方第一个订单，因为它将带来一系列交易。,execution n,执行；履行,4.,execute v.,执行,Language Points,我们保证准时执行你方订单。,We assure you of our punctual execution of your order.,Language Points,satisfactory adj.,令人满意的,我方将妥善迅速地处理这一订单。,Our best and prompt attention will be given to the execution of this order.,7.,satisfactorily ad.,令人满意地；符合要求地,包装问题已得到充分重视，我方确信这将使你方客户对各方面都会满意。,Special attention has been paid to its packing,which we trust will prove satisfactory in every respect to your clients.,有关配额的新规章可能给我们执行你方订单带来困难。,The new regulations on quotas may make it difficult for us to execute your order.,Chinese version of the letter,执事先生：,你方,4,月,16,日函悉。十分遗憾，你们没有接受我们的还盘。,由于我客户对您的床单非常欣赏，并且市场需求量很大，为了增进我们之间的友谊和合作，而且我们渴望与你方做成生意，我们同意接受你的报盘：床单,19,99,美元,/,每条,卡拉奇成本运费加保险，数量,500,打。,我们很高兴经过两个月的函电往来，终于与你方做成了这笔生意。我们渴望收到你们的销售确认书以便使我方及时开立信用证。,因为您的产品在此地名气很大，销售也一定很快。倘若第一次订货合同能够满意地执行，我们将高兴地向贵公司续购。,谨上，,Specimen Letters for Self-Study,Letter 5,Language Points,1.patterns n.,花式样,2.find both quality and price satisfactory,认为质量和价格都令人满意,be satisfied with both the quality and price,认为质量和价格都令人满意,3.on the understanding that,以,为条件；如果,Language Points,4.find a good market for,（,找到销路）畅销,中国绿茶在北美总是畅销。,Chinese green tea always finds a ready market in North America.,5.agreeable adj.,惬意的；令人愉快的；适合的；同意的,be agreeable to,sb,对,（欣然）同意的,贵公司印花细布的设计款式很适合我方客户的品位。,Language Points,我们同意你方针对付款条件提出的建议。,We are agreeable to your proposal for payment terms.,The designs of printed shirting are agreeable to the taste of our customers.,执事先生：,你方本月,23,日来函收悉，并感谢你方寄来的印花府绸的样品。,我们对质量和价格都满意并乐意在现货供应的条件下按指定价格向你们订购下列货物：,数量,花式号,价格,50,000,码,181,每码港币,11,元,40,000,码,183,每码港币,14,元,50,000,码,185,每码港币,17,元,（所有的价格是成本保险加运费纽约）,Chinese version of the letter,我们期望为上述商品开拓好的市场，并希望在不久的将来能向你方进一步大量订购。,我们通常的付款条件是凭单付现并希望这对你方是可以接受的。,请寄给我们您对这笔交易的确认书一式两份。,谨上，,Chinese version of the letter,Contents,of a Sales Contract,1.,Title=,合同名称及其编号。,2.,Preamble,序文：包括签约日期、地点、当事人名称、地址及其法律地位,。,3.,Name of Commodity,商品名称。,4.,Quality Clause,品质条款：包括约定品质的决定方式及其时间和地点。,5.,Quantity Clause,数量条款：包括约定数量单位、交付数量的决定时间和地点，以及溢短装数量的解决办法等。,Contents,of a Sales Contract,6.,Price Clause,价格条款：包括价格种类、结构、使用货币计算单位以及币值或价格变动风险的归宿等。,7.,Packing Clause,包装条款,“,包括包装的方式、方法、包装的材料以及唛头等。,8.,Delivery Clause,交货期：包括交货时间、地点、交货方式、交货通知等。,9.,Payment Clause,支付条款：包括支付方式、支付工具以及支付时间等。,Contents,of a Sales Contract,Insurance Clause,保险条款：包括由何方保险、投保险别、金额与货币约定保险人等。,Inspection Clause,检验条款：包括项目、检验时间与地点、检验机构、检验方法,检验效力及其费用的负担等,。,Claim Clause,索赔条款：包括索赔的期限及其通知方法，应提出的证明文件，索赔货物和付款的关系，以及解决索赔的基本原则。,Arbitration Clause,仲裁条款：包括范围、地点、仲裁机构及其费用的负担等。,Contents,of a Sales Contract,Force,Majeure,Clause,不可抗力条款：包括不可抗力事故的原因、通知时间和方法、应提出的文件，以及免责事项等。,Breach and Cancellation of Contract Clause,违约及解除契约权条款：包括违约的处理方法，解约事由和解约后的赔偿等。,Miscellaneous Clause,其他条款：依据契约的性质和具体情况，可以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以及合同能否转让及其条件等条款。,填制合同练习：,卖方：北京轻工业进出口公司,买方：纽约贸易公司,商品名称：永久牌自行车,规格：,MB28,型,单价：,CIF,纽约每辆,70,美元,数量：,1000,辆,总值：,70 000,美元,包装：木箱装,装运期：,2005,年,12,月,31,日前自中国港口至纽约，允许分批装运和装船,付款条件：凭不可撤销即期信用证付款，于装运期前一个月开到卖方，并与上述装运期后,15,天内在中国议付有效,保险：由卖方根据中国人民保险公司,1981,年,1,月,1,日中国保险条款按发票金额的,110%,投保一切险和战争险,合同号码：,AC 4789,填制合同练习：,Fill in a Contract in English,SALES CONTRACT,Contract No.,Sellers:,Buyers:,This contract is made by and between the Buyers and the Sellers,whereby the Buyers agree to buy and the Sellers agree to sell the,undermentioned,commodity according to the terms and conditions stipulated below:,Commodity:,Specifications:,Quantity:,AC4789,Beijing light Industrial Imp.&Exp.Corporation,General Trading Company,New York,“Forever“Brand Bicycles,Model MB28,1 000 Bicycles,Unit Price:,Total Value:,Packing:,Insurance:,Time of Shipment:,Port of Shipment:,Port of Destination:,At US$70 each CIF New York,US&70 000(Say Us Dollars Seven Thousand Only),In wooden cases,To be covered by the sellers for 110%of the invoice value against All Risks and War Risk as per CIC dated 1,st,January,1981.,To be effected not later than 31st December,allowing part shipment and,transhipment,.,China Port,New York,Done and signed in on this day of ,2005.,Terms of Payment:,Shipping Marks:,At Sellers Option,By irrevocable L/C at sight to reach the Sellers a month prior to the time of shipment and remain valid for negotiation in China until the 15,th,day after the final date of shipment,.,Beijing,11th,