外贸英语函电第四章--Conclusion-of-Business.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,*,*,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,*,*,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 FOUR,CONCLUSION OF BUSINESS,本章学习目标,Understanding the function and features of acceptance,，,placing orders and sales confirmation;,了解接受、订货信与合同的功能和特点；,Grasping the essential components of a letter of acceptance,placing orders and sales confirmation;,掌握接受、订货与合同的结构；,Grasping typical sentences and expressions in writing such letters.,掌握接受、订货与合同的常用句型。,4.1 Letters about Acceptance,4.1.1 Elements of Acceptance,（接受函的构成要素）,An effective acceptance should meet all the following requirements:,(1)The acceptance should be given by the offeree.,(2)The acceptance should accept all of the content of the previous offer unconditionally.In the practice,some offerees send out acceptance with some changes on the offer,which would make it a counteroffer rather than an acceptance.,4.1 Letters about Acceptance,(3)The acceptance should be given within the validity of the previous offer.,(4)The acceptance should be given by the offeree with some kinds of action or expression which should reach the offeror.In business writing,an acceptance is usually expressed by the offeree in letters of placing orders with the offeror,confirming the terms and conditions both sides have decided in previous correspondences.,4.1 Letters about Acceptance,4.1.2 Sample Letters of Acceptance and Placing Orders,（接受函及订货函范例）,Sample Letter 1,Notes:,1.appreciate v.,欣赏，赏识，重视,Her talent for music was not appreciated.,她的音乐才能无人赏识。,4.1 Letters about Acceptance,2.transaction n.,交易，生意,transact v.,交易，谈判，协议,We have concluded a number of transactions with you in the past few years.,在过去的几年里，我们与贵公司达成了多笔交易。,4.1 Letters about Acceptance,3.strengthen v.,加强,It is a systematic attempt to strengthen our competitiveness.,这是为增强我们的竞争能力而作的有计划的努力。,Your visit will certainly strengthen the friendship between our two peoples.,你们这次访问必将增强两国人民之间的友谊,4.sales confirmation,销售确认书，有时简写为,S/C,4.1 Letters about Acceptance,6.make n.,（工业）产品，制造方法或式样,Chinese makes,中国货,first-class makes,头等货,other makes,其他产品,Our price is a little higher but our quality is much better than other makes.,我方的价格比其他产品略高，但质量要好得多。,4.1 Letters about Acceptance,7.execute v.,执行,execution n.,执行，旅行,executive adj.,执行的，实际的,chief executive officer,缩写为,CEO,，首席执行官,Our best and prompt attention will be given to the execution of this order.,我方将妥善迅速的处理这一订单。,4.1 Letters about Acceptance,Sample Letter 2,Notes:,1.speedy adj.,快速的，迅速的,Reform and opening to the outside world has brought a speedy growth in economy.,改革开放带来了经济的迅速发展。,4.1 Letters about Acceptance,3.as follows,如下，下列,as follows,与,following,意思相同，用法不一样。,as follows,是惯用语，其中,as,是联系代词，,follow,是动词。不论时间，不论所指的事物是单数或复数，一律用,as follows,。,Following,是现在分词，可用作名词性成分，也可以作定语或状语。,4.1 Letters about Acceptance,The requirements are as follows:,须知如下：,All our new products are in included in the following list.,下面的列表中包括了我们的所有新产品。,The following are the models we need.,下面是我们所需要的型号。,4.1 Letters about Acceptance,4.relevant adj.,有关的，切题的,All the relevant documents are ready.,一切有关的文件已备妥。,It is not relevant to the question.,它和这个问题没有关系。,We will effect shipment within a month after receipt of the relevant L/C.,我们会收到有关信用证后一个月之内发货。,4.1 Letters about Acceptance,5.literature n.,（没有复数形式）文字说明，印刷的商品资料,Sales literature are prepared for those who are interested in our goods.,我们备有商品宣传资料可提供给对我们的商品感兴趣的顾客。,Please send any literature you have on the use of computers.,请惠寄贵处有关计算机使用的所有资料。,4.1 Letters about Acceptance,6.sales n.,adj.,销售量，销售额，销售的,promote the sales,促销,Sales are not very high,but good prices are obtained.,销售额虽不很高，但卖了好价钱。,The new sales manager is pretty capable.,新的销售部经理很能干。,4.1 Letters about Acceptance,7.find a good market for,畅销,Chinese green tea always finds a ready market in North America.,中国绿茶在北美总是畅销。,8.cash against document,凭单付现,相当于,D/P,（,document against payment,），付款交单，是即期托收,4.1 Letters about Acceptance,9.agreeable adj.,惬意的，令人愉快的，适合的,agreeable weather,好天气,be agreeable to sb.,对,欣然同意的,The designs of printed shirting are agreeable to the taste of our customers.,贵公司印花细布的设计款式很适合我方客户的品味。,4.1 Letters about Acceptance,The price is US$80 per ton Ex Warehouse London.,价格是伦敦仓库交货价每吨,80,美元。,4.1 Letters about Acceptance,2.book,订购，接受订货，登记入册，预订,book an order with sb.for sth.(book sth.with sb.),向某人订购某物,book ones order for sth.,接受某人订购某物的订单,We are pleased to book an order with you for 1 000 Mu Lan Brand Motorcycles.,我们很高兴地向你方订购,1000,辆木兰牌摩托车。,4.1 Letters about Acceptance,As we do not stock linen goods for the time being,we very much regret that we cant book your order for 3000 yards at this article.,由于暂时我们不备亚麻织物的存货，所以很抱歉不能接受你方3000码该商品的订单.,4.1 Letters about Acceptance,3.repeat order,续订的订单，续订的货物,repeats=repeat orders,是指除交货期与原订单不同外，数量、价格等也未必与原订单相同的订单。,If the quality is up to our customers expectations,we will place with you many repeats(repeat orders).,如果品质达到我方客户的预期标准，我们将会大量续订。,4.1 Letters about Acceptance,We are very glad to place with you a repeat order for 5000 pieces of backpacks.,我们很高兴地向你方续订,5000,个背包。,4.2 Letters about Sales Confirmation and Contracts,4.2.1 Structure of a Sales Confirmation(S/C),（销售确认书的结构）,A sales confirmation(S/C)may cover accurate and full descriptions of the following specifics:,(1)Name of goods;,(2)Price of goods,including unit price,total value;,4.2 Letters about Sales Confirmation and Contracts,(3)Quality requirement,grade,model name,number and specification;,(4)Quantity of goods;,(5)Origin and material;,(6)Weight,dimensions,color and pattern;,(7)Packing and marking;,(8)Terms of payment;,(9)Delivery requirements,including place,date,mode of transport,freight,etc.;,4.2 Letters about Sales Confirmation and Contracts,(10)Insurance.,(11)Others,such as Arbitration,Force Majeure,Claims,etc.,In foreign trade communication,letters concerning S/C are:,(1)To discuss and confirm some terms and conditions in the S/C.,4.2 Letters about Sales Confirmation and Contracts,(2)Cover letters when sending the S/C for sign and counter sign.Under such circumstances,the S/C would be the enclosure.,4.2 Letters about Sales Confirmation and Contracts,4.2.2 Sample Letters about S/C and Contract,（销售确认书和合同相关的函电范例）,Sample Letter 4,Notes,：,1.reference is made to,提及，涉及,make a reference to sth.,关于某事,refer to,关于某事,4.2 Letters about Sales Confirmation and Contracts,Reference is made to your Sales Contract No.53 covering our Order B21.Please pack the goods and ship it promptly.,关于你方第,53,号销售合同项下的我方第,B21,号订单的货物，请立即包装并发运。,4.2 Letters about Sales Confirmation and Contracts,2.confirm v.,确认,confirm your order,确认你方的订货,confirm having placed the order with you,确认向你方订购,confirm having concluded the transaction with you,确认与你方达成协议,3.give special care to,对,予以特别关照,4.2 Letters about Sales Confirmation and Contracts,4.lest conj.,唯恐，免得,The goods need to be packed by wooden boxes instead of cartons lest they should be damaged during transit.,货物不应用纸箱，而应用木箱装，以免在运输途中受损。,5.transit n.,运输，通过,in transit,在运输途中,during transit,在运输途中,4.2 Letters about Sales Confirmation and Contracts,6.shipping marks,装运标志，运输唛头,7.emphasis n.,强调，重申,emphasize v.,强调，重申,8.extension n.,延展，伸长，扩大,extend v.,延长，给予，延续,extensive adj.,广泛的，广阔的,4.2 Letters about Sales Confirmation and Contracts,9.a good demand for,需求量很大,10.at moderate price,价格合理,11.suitable adj.,合适的，适当的,Will you please let us know the details of any lines of goods you think are suitable for your market?,请详细告知适合你方市场的货物。,4.2 Letters about Sales Confirmation and Contracts,12.satisfaction n.,满意，满足,turn out to ones entire satisfaction,使人完全满意,to the satisfaction of sb.,使人满意,We trust the shipment will turn out to your entire satisfaction.,相信运送的货物会使你方完全满意。,4.2 Letters about Sales Confirmation and Contracts,Sample Letter 5,Notes:,1.in reply to,答复，作为,的答复,2.in duplicate,一式两份,in triplicate,一式三份,in quadruplicate,一式四份,in quintuplicate,一式五份,4.2 Letters about Sales Confirmation and Contracts,in sextuplicate,一式六份,in septuplicate,一式七份,in octuplicate,一式八份,in nonuplicate,一式九份,in decuplicate,一式十份,3.sign v.,签署，签字,signature n.,签字,4.2 Letters about Sales Confirmation and Contracts,4.for ones records,供某人存档,for ones file,供某人存档,to complete ones record,供某人存档,5.it is understood that,不用说，不言而喻,4.2 Letters about Sales Confirmation and Contracts,6.conformity n.,符合，一致,in conformity with,与,一致,in accordance with,与,一致,in agreement with,与,一致,The quality of the shipment is not in conformity with the sample.,这批货物的质量与样品不符。,4.2 Letters about Sales Confirmation and Contracts,7.set forth,公布，阐明，提出,Please see to it that the stipulations set forth in the relative L/C are in exact accordance with the terms of the contract.,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。,4.2 Letters about Sales Confirmation and Contracts,8.subsequent amendment,随后的修改,9.pave v.,铺，筑,pave the way to,为,铺平道路,The agreement paves the way for lasting peace.,该协议为维持和平铺平了道路。,4.2 Letters about Sales Confirmation and Contracts,Sample Letter 6,Notes:,1.book v.,订购，预定,2.thanks to,由于，多亏,Thanks to your close cooperation,we successfully got compensation from the insurance company for the damage to our goods.,多亏你方的密切合作，我方成功地从保险公司得到了损害赔偿。,4.2 Letters about Sales Confirmation and Contracts,3.countersignature n.,会签,countersign v.,会签,This is our S/C No.007.If you find the contents therein agreeable,please countersign and return one copy for our records.,这是我方的,007,号销售确认书，如果你方同意其内容，请会签并将其中的一份寄回我方，供我方存档。,4.2 Letters about Sales Confirmation and Contracts,4.bridge v.,弥合,bridge the price gap,消除价格差别,The price gap is too wide to bridge.,价格差别太大，无法弥合。,4.2 Letters about Sales Confirmation and Contracts,5.put the deal through,达成交易,同义的表达还有：,close the deal,conclude the business,come to terms(business)with sb.,transact business with sb.,come to an agreement,reach an agreement,4.2 Letters about Sales Confirmation and Contracts,6.establish a L/C with,由某银行开立信用证,同义的表达方式：,open a L/C through,4.2 Letters about Sales Confirmation and Contracts,7.in due course,及时，适时,The seller has received the relative L/C in due course.,卖方及时收到了有关信用证,4.2 Letters about Sales Confirmation and Contracts,Sample Letter 7,Notes:,1.assure v.,使确信，使相信,He assured us that the good would arrive by the end of this month.,他向我们保证货物将于本月底运到。,2.item n.,产品，商品,3.in stock,有现货,4.2 Letters about Sales Confirmation and Contracts,4.in accordance with,与,一致，依照,The terms in your L/C should be in accordance with those in our S/C No.22.,你方信用证中的条款应当与我们的第,22,号销售合同的条款相一致。,5.bale n.,大包,6.gunny adj.,粗麻布的,gunny bag,麻袋,4.2 Letters about Sales Confirmation and Contracts,7.waterproof adj.,防水的,Please note that goods under Contract No.56 should be packed with waterproof material.,请注意，第,56,号合同项下的货物应当用防水材料包装。,4.2 Letters about Sales Confirmation and Contracts,8.at your earliest convenience,在贵方方便时请尽早,at ones(own)convenience,在方便时,for convenience,为了方便起见,4.2 Letters about Sales Confirmation and Contracts,9.Confirmed Irrevocable Letter of Credit,保兑的不可撤销的信用证,10.responsible adj.,负责的,responsible person,负责人,11.enduring adj.,持久的,12.purchase confirmation,购买确认书,本章小结,接受是国际贸易中买卖双方磋商的最后环节，它由受盘人在发盘有效期内以一定形式向发盘人发出，表示无条件接受原发盘。,接受信通常由四部分组成：,（,1,）开头表示收到对方发盘；,（,2,）主体确认发盘中的具体规定，表明愿意按发盘条件订货；,（,3,）强调希望早日收到销售确认书；,（,4,）结尾表达对未来合作顺利的希望。,本章小结,当一项发盘被接受后，买卖双方即在法律上达成了交易。为了进一步确认交易条款，双方将签订书面文件，即销售确认书或合同。,双方关于销售确认书或合同的往来函电包括：（,1,）进一步商讨销售确认书中的某些条款；（,2,）发送销售确认书供对方签字时的说明信，这种情况下，销售确认书往往作为附件发送。,