unit5orders-acceptance-rejection市公开课一等奖省赛课微课金奖课.pptx

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,*,Unit Five Orders,Acceptances and Rejections,1/50,An order letter is a,common,form of business commutation in the international business.,It is written after the exchange of a number of communications and both parties come to agreements.,An order letter can be,an acceptance of an offer,or,a placement of an order sent voluntarily by a buyer,买方发出订单一经卖方接收，就不能随意撤回，买卖双方就将按订单上条件签署协议并执行协议。所以在拟写时，一定要将交易条件叙述完整，尤其是要将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。,Introduction,2/50,.Order,An order is a buyers written offer to a seller stating all terms and conditions of a proposed transaction.It is commonly know as a purchase order or P.O.,trial order(试单):,firm order(长久稳定定货):at regular intervals,substantial orders(大额定单):for a great amount,bulk orders(整批货物定单):for a great amount,3/50,Some useful expressions,fresh order 新订单,new order 新订单,initial order 首次订单,trial order 试订单,repeat order 续订单,duplicate order 重复订单,outstanding order 未完成订单,pending order 未完成订单,to accept an order 接收订单,to accept an order 接收订单,to confirm an order 确认订单,to cancel an order 取消订单,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 推行订单,to carry out an order 执行订单,4/50,A trial order,is the first order between two traders.Because they have no business relations before,a buyer may feel not secure enough to place a large order.Abuyer may feel not so sure that the seller can ship the goods under the order in strict accordance with the instructions stipulated in the order,while he is really in urgent need of large amount of the products offered by the seller.In this case a trial order for a little amount of the goods is placed to testify the sellers capacity to carry/put the subsequent order or large order.Sometimes,a trial order is an excuse for cutting down price,negotiating for better terms of business.,Difference between,repeat order,&,duplicate order,duplicate order：指与原订单除了装运期不一样外，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订单。,5/50,A satisfactory order letter should include:,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;,6/50,(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.,Write Order Letters,7/50,Sample Letter,Reading,1.Order of Video Camera Recorder,Language points:,description:specification,polybag,carton,deliver,8/50,Chinese version：,敬启者：,事由：NV-FJ630摄录机,继我们最近经过传真和电邮磋商，我方确认订购以上商品详细条件以下：,数量 规格 单价 总金额,500件 NV-FJ630 USD120.00 USD60,000.00,上述价格按货送抵广州成本加运费价计算。,包装：每件均先用塑料袋包装后装一纸箱。,支付：凭中国银行开立不可撤消跟单即期信用证支付。,交货：因为我方急需此货，故请在收到订单后40天内交货。,希望贵方能尽早发来关于该订单认收函，一旦收到函我方将安排申请开立信用证。,如贵方能早日关注该订单，将不胜感激。,谨上,9/50,2.Order of Valves,3.Order of Cashmere Sweater,4.Order of Powdered Milk,5.Order of Bed Sheets&Pillow Cases,10/50,Language points:,confirm/confirmation,shipping mark,one set of shipping documents,submit,do.:ditto,compliment,slip,11/50,What should the receiver do?,If the seller accepts the order,he or she should state,acknowledgement,immediately;,Otherwise,the exporter should acknowledge it straight away and then give the reasons to sustain good relationship.,12/50,.Acknowledgement,Expression of thanks or pleasures for receiving the order,Assurance of immediate actions for fulfilling the order,Introduction to the other lines of products produced.Arouse the buyers attention to other products of the company to expand the future business.,Expectation for future orders.Encourage the buyer to order more products.,13/50,Some printed routine acknowledgment,Acknowledgement for 2,000 Sets of Full-Automatic Washing Machine,Acknowledgement for 3 M/Ts of Walnut,Acknowledgement of equipment,14/50,认收设备订单,“我们接收你方上述订单。你方订单将严格按照上述条件和后面所列条款执行，你方同意这些条款是我方接收此订单条件。假如你方未能在要求时间内书面提出反对意见，不论你方接收订单部分或全部，都被认为是接收这些条款”。,15/50,.Acceptance,a mirror model,which means,unconditional acceptance,without any discrepancies between what is offered and what is accepted,otherwise it is a counter offer.,non material alterations are allowed nowadays by legal experts.,16/50,一项有效接收普通具备以下条件：,受盘人offeree对一项实盘完全接收,发盘所要求受盘人表示才有效,受盘人在发盘使用期内或合理时间内表示接收才有效,应由受盘人采取申明或做出其它行为方式表示，而且这种表示传达给发盘人才开始有效,Useful Expressions,We accept your firm offer.,We have accepted your firm offer.,We are accepting your offer.,We accept your offer subject to December Shipment.,17/50,Rules for Making Acceptances,1.Be cautious,Because once an acceptance has been made and has arrived at the offerer,it means the formation of a contract.Both the offerer and offferee have to be legally bound by the contract.,18/50,2.Pay more attention to the date of expiry,Acceptance should be made before the expiry date of the offer,otherwise it is ineffective,unless the offerer accepts it right away or in a reasonable period of time.The reply to a counter-offer also constitutes an acceptance,so it has to follow relevant rules discussed in this unit.,19/50,3.Acceptance unconditionally,Do not make any alterations in the trade terms stipulated in the offer,otherwise it is a counter-offer.,4.Withdraw the acceptance in time,if necessary,The letter of withdrawing should reach the offerer before the acceptance arrives,otherwise the acceptance has come into effect.The contractual relationship has be legally established.,20/50,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,21/50,If the order is accepted,more detailed 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 Letter(2),22/50,Examples for Acceptance of Orders,1.Acceptance of Order for Portable TV Sets,2.Acceptance of Order for Furniture,in duplicate,in triplicate,in quadruplicate,in quintuplicate,in four copies/fold,Countersign,Relative,Accordingly,Turn out,23/50,Acceptance of Order for Portable TV Sets,敬启者：,非常高兴地收到了贵方第FR246号订购手提电视机订单。我方接收订单而且将尽早安排装运。我方相信，贵方一定会对我方货物感到满意。,可能贵方并不了解我方经营商品范围非常广泛，兹随函附寄产品目录一份，并期望我方对贵方首批订单执行不但能促使我们双方更多交易，而且将标志着我们愉快合作开始。,谨上,24/50,Acceptance of Order for Furniture,敬启者：,已得悉贵方第BD/135号订购家俱订单。我方按对应条款接收订单并随函附寄我方第354号销售确认书一式两份，请会签后奇回一份供我方存档。我方相信贵方将尽早开立相关信用证。,关于1号和2号货物，一旦收到贵方信用证后，我方将安排装运。3号和4号两货物，我方也将按对应条件装运。,希望货物能令贵方完全满意，同时也希望继续收到贵方订单。,谨上,25/50,Rejection of Orders,Rejection for the Reason of Goods Been Sold Out,Offering Substitute,Letters of Regret,26/50,.Offering Substitute,1.Offering Rayon in Place of Watered Silk,substitute,rayon,lustre,distributor/whole saler/retailer,sample cutting,27/50,敬启者：,感激贵方昨天（4月3日）第456号传真订单，订购5000米付款100厘米水洗丝。,非常抱歉，这种丝品我方现在无货可供。因为时装在不停改变，近年来，水洗丝需求降低，所以，我方已经停顿生产此产品。,我方能够向贵方提供新产品“薄纱”牌人造丝。此产品质地精良、外观漂亮，耐穿不打皱，因而非常畅销。我方经常受到分销商及服装商大量续订单就是例证。这类人造丝售价每米只有1.8英镑，比水洗丝价低而外观同水洗丝一样漂亮。现邮寄一些剪样，以供参考。希望贵方对我方产品感兴趣。,期盼贵方订单。,谨上,28/50,2.Offering Zinc Oxide 99%in Place of Zinc Oxide 99.5%,appreciable,remainder,for your consideration,29/50,敬启者：,得悉贵方第246号订单，起订量为100吨氧化锌99.5%。,假如贵方能早些跟我方联络，我方就会完全满足贵方要求。然而，因为我方存货现在显著降低，最多只能供给50吨。其余部分可用新型产品氧化锌99%替换，此产品不但与氧化锌99.5%性能相近，而且价格要廉价5%。我方一个客户几周前购置过此产品，反应很好。,兹邮寄氧化锌99%样品，以供贵方参考。如若贵方能在本月10日（或之前）修正订单，我方将不胜感激。,谨上,30/50,.Letters of Regret,1.,Rejecting Ordered Price,refer to,bid,rough weather,at economic prices,with an upward/a downward tendency,31/50,拒绝接收订单价格,敬启者：,回复贵方第FR246好订单。非常抱歉，我方不能接收贵方对冷冻兔肉递价。,贵方也已经注意到，因为气候原因，食品价格已经急剧上升。所以，现在不可能再以较低价格购置此货。况且贵方从提供样品中能够了解到，我方改进了产品包装，这使我方花费不少。所以产品价格比贵方递价高出8%。,因为市场坚挺且有上涨趋势，我方提议贵方马上接收我方价格。考虑到我们之间长久贸易联络，假如贵方能在5天内修正订单，我方将确保供货。,谨上,32/50,Animals and their meat,cow-,beef,pig-,pork,deer-,venison,calf(小牛）-,veal,sheep,-mutton,hen,-chicken,Animals and their“children”,horse-,foal,colt,sheep-,lamb,deer-,fawn,eagle-,eaglet,goose-,gosling,fish-,fry,wild duck-,teal,cow-,calf,goat-,kid,cat-,kitten,duck-,-duckling,owl-,owlet,swan-,cygnet,cod雪鱼-,codling,33/50,2.Rejection for the Reason of no Supply,stock,revert to,come up,come to terms come to dealcome to businessstrike the dealclinch the dealink the deal strike handsstrike the bargain/the dealclose the bargain/dealput the deal through give ones hands on bargain,34/50,敬启者：,贵方第456号订单,回复贵方关于50公吨硅钢板第456号订单。非常抱歉，贵方订购货物我方时下无货，而且两个月之内不可能有新进货。在此之前，可能贵方能够从其它方面取得货源。假如不能，我方愿意在有了新货之后重新考虑此订单。,随函附寄两份我方当前可供货物目录。假如贵方需要某货物，请通知我方。请相信，贵方要求随时都会得到我方即时处理。,谨上,35/50,3.Rejecting Buyers Delivery Terms,exhaust,consecutive,pour in,The negotiation reaches deadlock.谈判陷入僵局.,on-and-off negotiations 重复地谈,a good buy,a better buy,36/50,敬启者：,感激贵方第120号订单，订购1000台“如意”牌彩色电视机。不过因为贵方坚持要在圣诞节前交货，所以我方当前无法供货，对此深表歉意。,生产商们认为极难满足当前市场需求，因为他们库存几近告罄，而新德订单源源不停。尽管工人们加紧生产，购货商还得等货。我方一个客户在一个月前经过我方订购了500台，最近得到消息说他们订单要等到孟念2月初才能执行。,非常抱歉，这次我方无法满足贵方要求。但贵方假如对其它品牌感兴趣，请告之我们。,谨上,37/50,Expressions Used When Freely Accepting an Offer,Come to think of it,If you insist,Im sold,In that case,Now that you mention it.,On second thought,Thats an offer I cant refuse!,Youve sold me!,Youve talked me into it.,When you put in that way,38/50,Expressions Used When Reluctantly Accepting an Offer,Given that there seems to be no other choice,If I absolutely have to,If thats the only alternative,If thats the only way,If thats the way its got to be,If theres no other alternative,If theres no other way,If you insist,Okay,just this once.,Thats an offer I guess Id better not refuse!,Well,under those circumstances,39/50,Expressions Used to Strengthen Arguments,Along with that,And another thing,And I might add,Besides,Furthermore,In addition to that,Moreover,Not only that,but,Not to mention the fact that,Plus the fact that,Whats more,40/50,Expressions Used When Giving In,If you really insist.,(I guess)Youre right(after all).,(I guess)Youve convinced me.,Ill buy that.,Ill go along with that.,Im sold.,Maybe youre right.,Perhaps in this case(youre right).,You may have a point there.(Youve got a point there.),Youve sold me.,41/50,Answers to EX4（P113）,Dear Sirs,We are pleased by your prompt reply to our inquiry of July 10,and now wishing to order from you as our Order No.987 enclosed.,Yours faithfully,Please supply the following items,42/50,XIAN INTERNATIONAL,COMMERCE CORPORATION,Tel:[phone] Fax:[phone],ORDERFORM,Order No.987 July 20,Messrs.JB SIMPSON&CO.LTD,18 Deanssgate Blackpool,43/50,Description:A:SA-135 Video Recorder,B:VT-462 Video Tape,C:RC-A43 Mini Radio Cassette Recorder,Quantity:A:1000,B:1000,C:5000,Unit Price:FOB Xin Gang inclusive of our 5%commission,A:US$600 each,B:US$5.5 each,C:US$18 each,Payment:L/C at 90 days sight to be opened 30 days befor shipment.,Package:By standard export cases.,Delivery Date:Before the end of August in one/two lots.,44/50,Answers to EX3,We shall place a trial order with you for 500 sets provided you will give us a 5%commission.,We are working on your Order No.678 at present and please believe that we will effect the shipment within your stipulated time.,45/50,3)Owing to heavy commitments,many orders havent been made,we can only accept orders for October shipment.,4)Our stock is exhausted and we arenot in a position to accept fresh orders.However,we will contact you by cable as soon as new supplies are available.,5)Shipment should be made during August to October in three lots,with 100 tons each.,46/50,Answers to EX6,Dear Sirs,We are pleased to have received your order by fax dated March 3 for 500 sets of knitting machinery.Thanks.,We have immediately contacted the manufacturer.But they refused our request since the machine sells well,and there is a great shortage of raw materials and still a large number of orders.After our repeated negotiations,they finally promised to accept the order and to make delivery of 100 sets each month,beginning from next January.,47/50,We are aware that you are in urgent need of the products,but uncertain whether you will agree on the above delivery date.We are making contact with manufacturers elsewhere and will let you know as soon as there are any favorable news.,Meanwhile,we are enclosing our catalogue covering all the articles available at present.If you are interested in any of the items,please inform us.We will surely give prompt attention to your requirement.,Yours faithfully,48/50,Answers to EX1,on,fulfill(or execute),with,to,without,to,with,on,of,from,for,on,terms,with,in,in,to,on,of,in,for,of,49/50,Answer to EX2,c 2)a 3)c 4)a 5)c,6)C 7)c 8)d 9)b 10)a,Thank You!,50/50,