外贸英文函电第6章conclusion.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,*,Unit SixConclusion of Business,表示成交的短语,:,come to terms,come to deal,come to business,conclude the bargain/business,close the bargain/deal,put the deal through,Many Steps in Business Negotiation,enquiry,offer,counter-offer,acceptance,Business Knowledge,What is an acceptance?,An acceptance or a confirmation is,an,assent,of,the buyers or the sellers,who after mutual negotiations are willing to,enter into contract,in accordance with the terms and conditions,agreed upon,.,接受,(Acceptance),是指受盘人接到发盘人的发盘或发盘人接到受盘人的还盘，同意对方提出的条件，愿意与对方达成交易，订立合同的一种表示。,.,What are the steps of conclusion,of business?,Main Contents,Process:From,Acceptance,to,Order,to,Contract,1.Business is concluded(,acceptance,),2.The buyer,sends the,order,sheet,to the seller(place the order),3.The seller makes out,sales,contract,4.The sales contract,signed,by both parties,An order is a,request,to supply a specified quantity of goods.,What is,an,“Order”?,The main contents of an order,Name of commodities and Quality,Price and Quantity,Packing and Marks,Port of destination and time of shipment,Payment,Can you tell me if the order in the letter of acceptance is legally binding?,Answer,The buyers order is an arrangement to buy and is not legally binding.only when the seller accept the order,both parties are legally bound to honor their arrangement,.,What is a contract?,A contract is,an agreement,enforceable by law,by which,two parties mutually agree to carry out,a trade reached after exchanges of correspondence.,.How to Write a Letter of Acceptance,from buyers angle,Usually the buyer adopts the following three steps to write a letter to conclude the business:,1.Mention the order,contract and products.,2.Confirm the name of products,quality,quantity,price,terms of payment,shipment,etc.,3.End the letter by your wishes.,Sample letters,Letter-(5),1.Parrot,prt,n.,鹦鹉,Words And Expressions,2.cement,siment,n.,水泥,3.confirm,1,）,确认,我们确认已向你方订购,1500,吨大豆。,We confirmed having placed an order with you for 1500 tons soybeans.,2,）证实；肯定,现证实已收到你方报盘。,We now confirm our acceptance of your offeradjective form,confirmed adj.,保兑的,应该用保兑的、不可撤销的即期信用证支付。,Payment is to be made by confirmed,irrevocable sight L/C.,confirmation n.,确认,兹报盘如下，以我方最后确认为准。,We are now making you the following offer subject to our final confirmation.,This is our sales confirmation confirming your order No.26 of April 10th这是我方的销售确认书，确认贵方,4/10,的第,26,号订单。,noun form,4.ply,plai,n,.(,木的,),层，,(,布的,),厚度；,(,绳或纱的,),股,two plies of cloth,二层布,two-ply wood,二层胶合板,three-ply knitting wool,三股毛线,5.LBS,an abbreviation of pounds,磅,1,磅,=0.45359237,千克（公斤）,1,磅,=0.90718474,斤,6.preferably,prefrbli,adv.,更可取地，更好地，更适宜,Minimum 5 years working experience in IT-related field,preferably that in multinational corporation.,至少,5,年以上,IT,业的工作经历,有在跨国公司工作的经历更佳,.,7.,steamer,direct steamer,直达船；直轮,轮船因天气不佳而延期。,The steamer was delayed by bad weather.,我们将租一艘船运送这批货物。,We will charter a steamer to convey the goods.,8.Genoa,denu,n.,热那亚（意大利西北部港市）,Useful expressions,牛皮纸,达到,标准,批货,条款及条件,kraft,krft,paper,up to Standard,in lots,terms and conditions,up to,Standard,达到,标准,如果你们的质量达标的话，我会下许多的订单。,I can place plenty of orders if your quality is up to standard.,up to sample/,达到样品水平,我很遗憾的通知你方，你方运来的商品没有达到你方承诺的样品的标准。,We regret to inform you that the goods shipped werent up to sample you guaranteed.,in,lots,批货,感谢你方为我方保留这最后一批货的好意。,We thank you for your kindness of reserving this last lot for us.,货物分三批装运，每批,20,吨，提单分开。,The goods are to be shipped in three lots of 20 tons each on separate bills of lading.,terms and conditions,条款及条件,我们同意在合同中记载的条款与条件，并且一定会遵守它。,We agree to the terms and conditions stipulated in the contract and will abide by it.,“Parrot”Brand White Cement,As a result of our recent exchange of faxes,we,confirm,having purchased from you 1000 long tons of the captioned goods on the following,terms and conditions,:,Text Translation,作为我们最近传真往来的结果,我们确认已从你处购买,1000,长吨的标题货物，条件及条款如下：,Price:at,225 per long ton CFR,Genoa,net shipping weight.,Packing:in,6-ply,kraft,-paper bags,of about 110,lbs,net each.,单价:成本加运费热那亚价每长吨225 英镑,净装运数量。,包装:6 层牛皮纸袋,每袋净重110 磅。,Quality:against the Sellers own,guarantee,that the goods are fully,up to the Chinese Export Standard,.质量:根据卖方的保证,货物完全合乎中国出口标准。,Shipment:,in one or two lots,to be shipped from,Qinhuangdao,to Genoa during January,2011,preferably by,direct steamer,.,装运,:2011,年,1,月期间从青岛分一或两批运到热那亚,最好用直达船。,Payment:by a letter of credit in your,favour,payable by draft at sight.,支付:,开立,以你方为受益人的信用证,凭即期汇票支付。,We are pleased to have transacted this first business with your corporation and look forward to the further expansion of trade to our mutual benefit.,我们很高兴在贵公司的合作下达成了首笔交易并期望双方朝着互利的方向扩展贸易。,1.,作为我们最近传真往来的结果,我们确认已从你处购买,1000,长吨的标题货物，条件及条款如下：,As a result of our recent exchange of faxes,we confirm having purchased from you 1000 long tons of the captioned goods on the following terms and conditions:,Useful sentences,2.,质量:根据卖方的保证,货物完全合乎中国出口标准。,Quality:against the Sellers own guarantee that the goods are fully up to the Chinese Export Standard.,3.,装运,:2011,年,1,月期间从青岛分一或两批运到热那亚,最好用直达船。,Shipment:in one or two lots to be shipped from,Qinhuangdao,to Genoa during January,2001,preferably by direct steamer.,Sample letters,Letter-(1),1.urgent,adj.,紧急的；急迫的,地震灾民迫切需要医疗品。,The earthquake victims are in urgent need of medical supplies.,Words And Expressions,2.dispatch,1,）,v.,运送,派遣,e.g.,我们将按照你方的要求发送货物。,We will dispatch the goods as per your request.,2,）,n.,派遣,e.g.,我们会尽一切可能确保货物准时发运至你方港口。,Well do our utmost to ensure the prompt dispatch of the goods to your port.,We thank you for your letter of 4th April,2000 with which you enclosed your price list and catalogue,and for sample pairs of shoes that we have also received.,Text Translation,你方2010年4月4日的来函连同随函寄来的价目单、商品目录及样品鞋均已收悉,谢谢,。,We agree that the quality is,up to the standard,and the prices you quoted are satisfactory.We also note that you will allow us a discount of 5%on an order worth,5000 or more,.,我们认为质量达到标准,而且你所报的价格也令人满意。我们还注意到,你们将对价值5000 英镑或以上的订单给予5%的折扣,。,We therefore,have airmailed you our Order No.888 on Wednesday,it reads,：,Commodity Quantity Article Price Total,Ladies 400pairs 1021,12.00,4 800,400pairs 1024,10.50,4 200,Childrens 200pairs 1025,9.50,1 900,Shoes,10 900,Less 5%discount,545,10 355,Please note that as these goods are,urgently,required here,we should be most grateful if you could,dispatch,the goods as soon as possible.,请注意由于此地急需这些货物,如果你方能尽早发货,我们将不胜感激。,1.,我们认为质量达到标准,而且你所报的价格也令人满意。,We agree that the quality is,up to the standard,and the prices you quoted are satisfactory.,Useful sentences,When the seller received the buyers letter,the seller also adopts three steps to complete the letter:,.How to Write a Letter of Acceptance,the sellers angle,1.Confirm that you have received the letter.,2.Give your favorable or unfavorable reply and your reason.,3.State your good will to do business with the reader.,Sample letters,Letter-(2),1.original,1),n.,正本,这副本与正本不符。,This copy does not correspond with the original.,Words And Expressions,2,）,adj.,正本的，原先的,这些都是正本单据。,These are original documents.,2.,stipulation,n.,规定，条款,(,适合于合同、信用证等,),e.g.,这笔交易是基于合同中的这项条款达成的。,The transaction is concluded on the key stipulation in the contract.,verb form,stipulate,v.,规定,合同规定付款条件为即期汇票信用证。,The contract stipulates payment by sight L/C.,合同规定货物必须一次全部装运。,The contract stipulates that the goods(should)be shipped entirely.,3.conform,knfm,vi.,符合；遵照；适应环境,Conform to,符合,质量必须与货样一致。,The quality must conform to the sample.,4.amendment,mendmnt,n.,修改；修正,由于此事紧迫,请用电传确认此项修改,Since an urgent matter,please confirm the amendment by telex.,5.subsequent,sbskw()nt,adj.,以后的,这适用于以后的交易。,This applies to all subsequent transactions.,Useful expressions,售货确认书,为的是,正本一式两份,Sales Confirmation,so as to,in two originals,We were very pleasure to receive your order of 15 April for Ladies and Childrens Shoes.,Text Translation,很高兴收到你方4 月15 日女鞋和童鞋的订单。,We confirm supply of 1000 pairs of the shoes at the prices stated in your order No.888 and will allow a 5%special discount on your order worth,5000 or above.,兹确认按你方第888 号订单的价格供应1 000 双鞋,并就你方价值5 000英镑或以上的订单给予5%的折扣,。,Our Sales Confirmation No.BC510,in two originals,were airmailed to you.Please sign and return one copy of them for our file.,我方第BC-510 号售货确认书正本一式两份已航寄你处。请签字并退回一份以便我方存档。,It is understood that a letter of credit in our favor,covering,the said shoes should be opened immediately.,关于上述鞋的以我方为受益人的信用证要立即开出,。,We wish to point out that,stipulations,in the relative L/C must strictly,conform to,the stated in our Sales Confirmation so as to avoid,subsequent amendments,.,我们想要指出的是为了避免随后的修改,有关信用证上的规定必须严格与售货合同条款相一致。,You may rest assured that we will effect shipment without delay on receipt of your letter of credit.,We appreciate your cooperation and look forward to receiving from you further orders.,你尽可放心,一收到你们的信用证,我方立即装运。,感谢你方的合作并盼望从贵公司处进一步得到订单。,1.,我方第BC-510 号售货确认书正本一式两份已航寄你处。,Our Sales Confirmation No.BC510 in two originals were airmailed to you.,Useful sentences,2.,请签字并退回一份以便我方存档。,Please sign and return one copy of them for our file.,3.,我们想要指出的是为了避免随后的修改,有关信用证上的规定必须严格与售货合同条款相一致。,We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments.,Sample letters,Letter-(3),1.duly,djuli,adv.,按时地，准时地,他们按时参加了我们的会议。,They duly attended our meeting.,有关收养的文件在,1974,年,5,月就已归档。,Adoption papers were duly filed in May 1974.,Words And Expressions,2.duplicate,djuplikeit,1,）,v.,使重复，使加倍，使有两份,我们尚有一些库存，如你方愿意重复上次的订单，我们能够满足你们的需要。,We have some stock left,and shall be able to meet your requirements if you wish to duplicate your last order.,我们希望你方能按我们订单,189,号再供应一次。,We hope you can duplicate our order No.189.,2,）,adj.,复制的，成对的，副的，完全一样的,单据副本,duplicate documents,同样价格和条件的重复订货,duplicate order,3,）,n.,完全相同的东西，复制品，副本,随函寄去第,123,号销货确认书一式两份。,We are sending you our Sales Confirmation No.123 in duplicate.,3.,counter-signature,n.,会签,请会签后退还一份。,Please return one copy completed with your counter-signature.,Verb form,counter sign v.,会签,销售合同经卖方签署后，须经买方会签。,When the Sales Contract has been signed by the seller,it will be countersigned by the buyer.,请审查和会签，并尽快寄回一份存档。,please check and counter-sign,then return one copy to us for our records as soon as possible会 签,会签是撰拟公文的过程中，主办单位主动与有关单位协商并核签的一种办文程序，一般当公文的内容涉及本单位的多个部门或与其他单位有关时，需要进行会签。,Useful expressions,多亏了,弥合价格差距,达成协议,thanks to,bridge the price gap,put the deal through,thanks to,多亏了,，由于,亏得你们帮忙，我们才提前完成了任务。,Thanks to your help,we accomplished the task ahead of schedule.,We have duly received your Sales Contract No.5630 Covering 50 tons,walnutmeat,we have booked with you.Enclosed please find the duplicate with our,counter-signature,.,Text Translation,我们已及时收到了同贵公司签订的50 吨核桃仁的第5630 号售货合同。随函寄去我们已会签的副本,请查收。,Thanks to,mutual efforts,we were able,to bridge the price gap,and,put the deal through.,多亏了双方的努力,我们才能弥合价格差距,，,达成协议。,The relative L/C has been established with the Bank of China,London,in your favor.It will reach you in due course.,有关以你方为受益人的信用证已通过伦敦的中国银行开出,并将及时送达你处。,Regarding further quantities required,we hope you will see your way clear to make us an offer.As an indication,we are prepared to order 80 tons.,关于进一步所需的数量,，,我们希望你方能设法给我方报盘。顺便提醒一下,，,我们打算订购80 吨。,1.,随函寄去我们已会签的副本,请查收。,Enclosed please find the duplicate with our counter-signature.,Useful sentences,2.,多亏了双方的努力,我们才能弥合价格差距,，,达成协议。,Thanks to mutual efforts,we were able to bridge the price gap and put the deal through.,非常高兴接到你公司,9,月,5,日印花细布订单，欢迎你公司成为我公司的客户。,Translate the letter into English:,现确认按你方来信列明价格供应印花细布,并已安排下周由“公主号冶轮装出。深信你公司收到货物后,定会感到满意。,你公司也许不甚了解我公司的经营范围,现附上目录一份。希望首批订单将建立良好的贸易关系,并带来更多的业务。,Answer,We have pleasure in receiving your order of Sept.5 for printed shirting and you are welcome to be one of our clients.,We confirm having supplied you the above-mentioned goods at the price listed in your letter and have effected shipment by m.v.“Princess”next week.We firmly believe you will be satisfied when you received them.,You may don,t know the scope of our business activities.Now we send you,under cover,a copy of catalog.,（,enclosed please find a copy of catalogue,）,We hope that this initial order will result in more business connections and pleasant working relations.,