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,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,本幻灯片资料仅供参考，不能作为科学依据，如有不当之处，请参考专业资料。谢谢,Unit3Conclusion of Business,达成交易,BUSINESS LETTERS,商务函电,大连理工大学电子音像出版社,大连理工大学出版社,第1页,Contents,introduction,Lesson 8 An Order,Lesson 9 Sending contract,Sum-up,1,2,4,3,3,第2页,introduction,背景介绍,在国际贸易中，双方经过交易磋商，确立契约关系。在外贸函电往来中，业务达成表达为报盘或还盘得到双方认可，或买方发出订单并得到卖方确实认，确定协议。达成交易后，往往另行签署书面协议。订立协议是指对以往磋商过程中达成协议、共同接收交易条件达成书面确认形式。协议含有法律效力，一经订立，以后贸易活动都应以协议条款为依据。这是因为经过签署协议，把往来函电中有所变更条件，最终究纳于一份规范协议文本中，并由双方签署。这么协议，既是一份完整、有效法律文件，也是一份完整、明确履约依据。协议内 容通常包含三个部分：,约首：包含协议名称、编号以及双方当事人名称、地址、电传或传真号码等。,本文：协议条款，即对各项交易条件详细要求，包含品名条款、品质条款、数量条款、包装条款、价格条款、装运条款、保险条款、支付条款、商检条款、索赔条款、不可抗力条款、仲裁条款等条款。,约尾：指明协议正本份数、使用文字效力、协议准据法等，并由双方签字当事人落款签字。,第3页,写作关键点及要求,订单关键点：,开头：1）确认交易条件，说明订货意图,正文：2)订单主要内容，详述所订购商品名称、数量、规格、价格、,货号等,3)说明其它要求，如包装、目标地、装运时间等,结尾：4)期望；希望订单得到回复，表示合作愿望等,回信关键点：,接收订单回信：,开头：1）感激对方订单及信任,正文：2）对订单确实认，并说明怎样处理订单,结尾：3）表示合作愿望,协议信函关键点：,开头：1）确认交易达成,正文：2）发送协议，说明协议号（附有详细条款协议）,3）提醒对方注意交易主要事项，如付款方式、装运条件等,结尾：4）期望；尽快签署协议,每封信件详细内容会有改变，需要依据实际情况加以调整。,第4页,Contents,introduction,Lesson 8 An Order,Lesson 9 Sending contract,Sum-up,1,2,4,3,3,第5页,Lesson 8 An Order,订货,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第6页,1.TEXT,Specimen 1 An order,Specimen 2 Confirming the order,第7页,Lesson 8 An Order,订货,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第8页,2.Arm yourself,1.,be satisfied with,be please with,对满意,满足,e.g.,我们对你们产品质量很满意。,We re satisfied with the quality of your goods.,句式：sb.be satisfied with sth.,satisfy sb.,be satisfactory,to ones satisfaction,turn out to ones satisfaction and turn out to be satisfactory 结果令人满意,e.g.,首批货质量使我们客户满意。,The quality of the first lot satisfied our customers.,我们用户对你们缝纫机质量很满意，所以我们希望续订。,Our clients are so satisfied with the quantity of your sewing,machines that we wish to book a repeat order.,第9页,2.,make delivery,交货,e.g.,我们从你方9月14日信中得悉，你方要求早日交付你方订货。,We note from your letter of September 14 that you require for,an early delivery of your order.,n.delivery 交付，交货,delivery date 交货期,相关词组：take delivery of 提货,v.deliver 交付,交运,deliver the goods,e.g.,因为我们有大量订单还未交货，故你方订货不能提前付运。,In view of the fact that we are fully committed at the moment,your order can not be delivered in advance.,第10页,3.for your reference,供你方参考,e.g.,供你方参考，各种迹象表明价格正在呈上升趋势。,For your reference,there is every indication that the prices show an advancing tendency.,with reference to,就而言，关于，兹提及,similar expressions:for your information,for your consideration,for your perusal,e.g.,供你方参考，我们最近和日本出口商以此付款方式达成了一笔交易。,For your reference,we have recently concluded with a Japanese,exporter a transaction on this payment term.,n.reference 参考,make reference(to)提及,for ones reference 供某人参考,without reference to 不论，与无关,reference world market price 世界市场参考价格,v.refer 与相关；包括；参考,refer to sth.谈及,Patterns:,refer to sth.谈及,refer sth.to sb.提交,第11页,refer sb.to sb.else 介绍某人与另一人接洽,refer sb.to sth.参阅,refer(sth)to sb.向,探询,We refer to/We make reference to/Reference is made to 兹提及,e.g.,关于这笔货，我们希望尽快装运。,With reference to the order we hope to have the goods shipped as,soon as possible.,兹提及我们10月3日报盘，我们写信催促你方接收。,Referring to our order of Oct.3,we are writing to urge you to accept.,Or:With reference to our order of Oct.3,we are writing to urge you to accept.,关于我方资信情况，请向我方银行伦敦银行探询。,As regards our financial position,please refer to our bank,London bank,for information.,Or:You can refer our financial position to our bank.,“兹提及”表示式：,referring to 不能成开首句,with reference to 不能成开首句,第12页,4.effect v.fulfill,make 实施、实施,e.g.,谨通知贵方尽快开立信用证方便我们及时装运。,It would be advisable for you to establish the covering L/C as early as possible so as to enable us to effect shipment in the time.,这个企业不好名声将对这次交易产生不利影响。,His bad reputation in international trade will have an adverse effect on this transaction.,effect shipment 装运 effect insurance 投保,effect payment 支付款项,n.effect 效果,goes into effect 生效 in effect 实际上,to the effect 意思是 personal effects 个人财产,adj.effective 有效,effective demand 有效需求 effective date 使用期,effective exchange rate 实际 effective money 硬币,effective period 使用期,e.g.,企业同意实际上是降低价格。,The company agreed to what was in effect a reduction in the price.,他们写了封信给银行，大意是要求它为他们开立信用证。,They wrote a letter to the bank to the effect that they would ask it to,open an L/C for them.,第13页,5,.purchase,v.buy 购置,n.buying,e.g.,你方产品质量优良，我们想向你方购置。,Your goods are of high quality,and we would like to,purchase from you.,句式：purchase sth from sb.从处购置,purchase of sth.购置什么,make purchase buy 购置,purchase confirmation 购货确认书,purchase on our own account 自负盈亏,make purchase 购置,e.g.,我们确认已从你处购置了500吨货物。,We confirm having purchased from you 500 tons goods.,Or:We confirm our purchase from you of 500 tons goods.,第14页,6.,dispatch,v.send,ship 运输,派遣,n.sending 派遣,e.g.,我们将按照你方要求发送货物。,We will dispatch the goods as per your request.,e.g.,三套机器发运确保了工厂顺利运行。,The dispatch of 3 sets machines ensure the smooth operation of the factory.,dispatch the goods 发运货物,dispatch the cable 发电报,dispatch an engineer 派送工程师,dispatch sth.to somewhere or sb.发送，寄出,dispatch a person to your end 派遣,e.g.,我们在事先要申明，如你方所交货物质量与协议不符，我们有权,拒受。,We would like to claim beforehand that if the quality of the goods,dispatched by you is not in accordance with the contract,we have,a right to refuse the goods.,我们会尽一切可能确保货物按时发运至你方港口。,Well do our utmost to ensure the prompt dispatch of the goods to,your port.,第15页,7.,consignment,n.goods for delivery 发运，发运货物，寄售，寄售货物,e.g.,这批货物很易受天气影响。,The consignments are subject to weather change.,8.,as regards,关于,e.g.,关于目录与价目表，我们将另邮寄给你方。,As regards catalogue and price list,we will send you by separate mail.,consignment goods 寄售货物,a new consignment of goods 一批货,on consignment terms 寄售,v.consign 发运,consign the goods 寄售,consignor 发货人,Shipper 托运人，有时可为发货人,Carrier 承运人,consignee 收货人,e.g.,发运货物有望在8月初准备好装运。,It is expected that the consignment will be ready for shipment in the,early part of August.,similar expressions:with regard to,in regard to,regarding,concerning,covering,v.regard regard as,e.g.,关于剩下数量情况，将于日内通知。,As regards the balance,we will inform you in a few days.,第16页,9,.acceptable,adj.can be accepted(to sb.)可接收,e.g.,用即期信用证支付我们能够接收。,Payment by sight L/C is acceptable to us.,e.g.,如我方价格你们能够接收，请让我们知道。,If our price is acceptable to you,please let us know.,你方价格有竞争力而且我们也能接收。,Your price is competitive and acceptable to us.,第17页,10.,result in,due to,lead to 造成,e.g.,供大于求，造成价格下跌。,The supply exceeds demand,resulting in the declining price.,result from 因为,而引发,e.g.,装运延误会造成很打损失。,Delay in shipment will result in great losses.,你一定注意到由坏包装引发货物损坏。,You must be aware that the inferior packing will result in damage to the goods.,我们最近电报往来带来了1000吨货物买卖。,Our recent exchange of telegrams resulted in a transaction of,1,000 ton of goods.,result from 因为,而引发,e.g,.价格下跌是因为供大于求而引发。,The declining price resulted from the fact that the supply exceeds demand.,result from因为,而引发,e.g.,你一定注意到由坏包装引发货物损坏。You must be aware of the damage to the goods resulting from inferior packing.1000吨货物买卖是因为我们最近电报往来结果。The transaction of 1,000 ton of goods resulted from our recent exchange of,telegrams.,第18页,Lesson 8 An Order,订货,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第19页,3.Main points,Specimen 1,a.sending the order;,b.requirements of quality and payment;,c.requirements(shipment etc.)；,d.expectation of confirmation.,Specimen 2,a.receipt of the order and confirmation；,b.assurance of shipment and acceptance of payment；,c.expectation of future co-operation.,第20页,Chinese Version,信件一,东北进出口贸易企业,加拿大多伦多深合区约斯大街35号,华鑫贸易有限责任企业,中国上海金林路676号帝王之星大厦14楼,敬启者:,事由:女士衬衫,感激你方10月6日来信对女式衬衫报价，我们很满意产品质量并很高兴,地随函寄去322号订单，订购你方最新商品目录中提到尺寸商品。,我们注意到你方能供给现货，希望能在11月装运。如装运延误，我们保留撤,消或拒绝接收货物权利。,供参考，我方希望采取60天即期付款交单，请来函确认。,(署名),格兰.P.约翰逊,经理,谨上,年10月15日,第21页,货号,(打),品名,尺寸,单价(打),成本、保险加运费伦敦价,15,女式衬衫,小,35.00 英镑,16,同上,中,45.00 英镑,14,同上,大,50.00 英镑,订 单,322号,中国天津,请供给以下货物,第22页,信件二,华鑫贸易有限责任企业,中国上海金林路676号帝王之星大厦14楼,东北进出口贸易企业,加拿大多伦多深合区约斯大街35号,敬启者:,事由:女士衬衫,非常感激你方10月15日寄来订单，很高兴确认你方关于女式衬衫,订货。我企业发货部门正在处理你们订单，发运货物准备好就会通知,你方。,关于付款条件是能够接收。装运后企业就经过银行递上相关单据。衷心希望此次试订会带来以后续订。,(署名),黄凯,经理,谨上,年10月27日,第23页,Lesson 8 An Order,订货,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第24页,4.Make yourself skilled,I.Basic Training,1.Fill in the blanks with proper forms of the given words:,satisfied reference effect regard result,dispatch purchase acceptable consignment delivery,1)We would like to claim beforehand that if the quality of the goods _ by you is not in accordance with the contract,we have a right to refuse the goods.,2)Owing to heavy commitments,the goods for _ by the end of this year have been sold out.,3)Since the _ is made on FOB basis,you are to ship the goods from Liverpool on a steamer to be designated by us.,4)With _ to our previous letters and cables we wish to call your attention to the fact that up to the present moment no news has come from you about the shipment.,dispatched,delivery,purchase,reference,第25页,5)You may rest assured that we shall _ shipment with the least possible delay upon receipt of the credit.,6)As _ sole agent,we would like to go into details.,7)The negotiations between us have _ in a conclusion of a transaction of$3000.,8)We would like to mention that if your price is attractive and delivery date can be _ to us,we shall place our order with you immediately.,9)Mr.Wood guarantees that Mr.Li will be _ with their equipment.,10)_ apply to transactions with small amount involved.,regards,resulted,acceptable,satisfied,Consignments,effect,第26页,2.Complete the following sentences in English:,1)Please inform us _.,a.你们对我们供货情况是否满意。(be satisfied with),b.你们进口数量供我方参考。(for ones reference),c.你们要求装运日期。(delivery date),2)Please rest assured that we _.,a.准备装运上述货物。(effect shipment),b.及时发运你们订单。(dispatch),c.发运货物价格公道,品质优良。(consign),if you are satisfied with our supply.,of the quantities you import for our reference.,the delivery date you required.,are ready to effect shipment the goods mentioned above.,will dispatch your order in time.,will consign goods of high quality at reasonable price.,第27页,3)In reply,we _.,a.能够以寄售货物方式做生意。(on consignment),b.确认因为往来电报而带来成交。(confirm,exchange),c 遗憾地说你方所报价格我方不能接收。(acceptable),can do business on consignment.,confirm the transaction resulting from cable exchanged.,regret to inform you that your offer is unacceptable to us.,第28页,3.Improving Training,Translate the following sentences into English:,1)我们希望货物能在8月份前发运。（consignment,dispatch）,2)我们相信11月15日前能够交货。(make delivery),3)我们相信此次首次订货会造成未来贸易深入发展。(be sure,result in),4)因为我方急需，如你方尽早安排发货我们将不胜感激。(dispatch v.),We hope that the consignments will be dispatched before August.,We believe that delivery can be made before November 15.,We are sure that this initial order will result in further business in the future.,As we are in badly demand of the goods,we shall appreciate it if you,dispatch the goods at early date.,第29页,5）我们高兴地确认从你处购进50公吨花生。(confirm,purchase),6)十分抱歉，因为天气原因，我方不可能在本月底以前装运货物。(effect),7)我们会确保货物按时发运至你方港口。(dispatch n.),8）因为你方报价有竞争力而且能让我们接收，我们考虑大量购置。(acceptable,large quantities),We are pleased to confirm having purchased from you 50 metric tons of peanuts.,We regret to inform that,owing to the bad weather,we are unable to effect,shipment before the end of the month.,Well ensure the prompt dispatch of the goods to your port.,As your quotation is competitive and acceptable to us,we are considering orders of large quantities.,第30页,4.Letter-writing practice:,Please write a letter of an order with the given words,phrases and the list that show the requirements about the goods.,inform sport supplies a steady market ship an irrevocable L/C payment in urgent need acceptance of the order delay cancel,100 cases,35.79/case,25-665EE,Golf balls,24 balls per case,200 bags,15.69/bag,607EE,Golf bags,brown leatherette,with strap,200 bags,29.9/bag,680EE,Golf bags,brown leather,with strap,Quantity,Unit Price US$,Catalogue No.,Description of Goods,第31页,Letter-writing practice:,Dear sirs,We are delighted to inform you that your sport supplies have found a steady market here.Please ship us the goods according to the following requirements:,As usual,the payment for the above goods is going to be made by an irrevocable L/C open in your favor ten days after your acceptance of the order.Since our customers are in urgent need of the goods,please ship them by the first available vessel no later than July 30.For any delay in shipment,we will have the right to cancel the order.,Looking forward to the arrival of our order in time.,Yours faithfully,Description of Goods,Catalogue No.,Unit Price US$,Quantity,Golf bags,brown leather,with strap,680EE,29.9/bag,100 bags,Golf bags,brown leatherette,with strap,607EE,15.69/bag,100 bags,Golf balls,24 balls per case,25-665EE,35.79/case,20 cases,第32页,More exercises,Translate the following expressions into Chinese:,repeat orders,purchase confirmation,delivery date,dispatch department,consignment goods,D/P at 30 days sight,续订,购货确认书,交货期,寄售部门,发运货物,30天即期付款交单,第33页,2.Fill in the blanks with proper forms of given words:,effect satisfy result regard,purchase dispatched accept refer,1)At present,supply can be _ only in small quantities.,2)The quality of your new products _ us in every respect,3)As a _ of our endeavor,we have obtained supplies for you.,4)In international business,sales confirmation is a document _ as a contract.,effected,satisfied,result,regarded,第34页,5)_to our enquiry of Oct.25,we invite your attention to it.,6)We are _ these goods for our own account.,7)We would like to claim beforehand that if the quality of the goods _ by you is not in accordance with the contract,we have a right to refuse the goods.,8)We are not sure that our quotation is _ to you.,Referring,purchasing,dispatched,acceptable,第35页,3 Write a routine order letter,using the information below:,1)对上次原色布料供货表示满意。,2)要求再次订货：,商品货号 数量 价格,9715 100，000码 1.5 美元（码）,9716 150，000码 1.2美元（码）,9623 120，000码 1.4美元（码）,3)要求对方接到订货信后三周内装运，最迟不能晚于9月30,日，因为用户急需这批货物。,4)计划用D/P即期方式付款。,第36页,Dear sirs,We are satisfied with the quality of your gray cotton sheets,your supply have found a steady market here.We are herewith placing a repeat order as follows:,We hope that you will,make delivery in three weeks on receipt of our order.Shipment should be effected no later than September 30 because our customers are in bad need of the goods.,For your reference,we wish to effect payment by D/P at sight.Please kindly let us have your confirmation.,Yours faithfully,Specification,No.,Quantities,Yard,Unit Price(Per yard.),US$,9715,100，000,1.5,9716,150，000,1.2,9623,120，000,1.4,第37页,Contents,introduction,Lesson 8 An Order,Lesson 9 Sending contract,Sum-up,1,2,4,3,3,第38页,Lesson 9 Sending Contract,寄送协议,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第39页,1.TEXT,Specimen 1 Sending Contract,Specimen 2 Counter-signature,第40页,Lesson 9 Sending Contract,寄送协议,TEXT,Arm yourself,Main points,Make yourself skilled,TEXT,Arm yourself,Main points,Make yourself skilled,第41页,2.Arm Yourself,1.,e
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