國際商務(wù)函電綜述

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1、*,*,單擊此處編輯母版標(biāo)題樣式,單擊此處編輯母版文本樣式,第二級,第三級,第四級,第五級,*,UNIT 5,ORDERS AND FULFILLMENT OF ORDERS,Specimen Letters 1 Making A Trial Order,1. illustrated adj. 帶圖解的,We are very pleased to receive your enquiry of 15th January and enclose our illustrated catalogue and price list giving the details you ask for. 我們

2、非常高興的收到你方1月15日的詢盤，并隨函寄去帶圖解的商品目錄和價目單以向你提供所需詳情。,2. enclose v. put sth. in an envelope, parcel, etc. 隨附 enclosure n. 附件,We are enclosing herewith our commercial invoices in duplicate. 隨函附寄商業(yè)發(fā)票一式兩份。,Enclosed are our commercial invoices in duplicate. 隨函附寄商業(yè)發(fā)票一式兩份。,Enclosed please find our commercial invo

3、ices in duplicate. 隨函附寄商業(yè)發(fā)票一式兩份。,3. trial order 試銷訂單 duplicate order 重復(fù)訂單,initial order 初次訂單repeat order 重復(fù)訂單,4. satisfied (with) adj. 對感到滿意,We very much regret to learn from your letter of 2nd May that you are not satisfied with the dress materials supplied to your order No. 87. 我們非常遺憾從你方5月2日的信中得知，

4、你對供應(yīng)給第87號訂單的布料不滿意。,5. customs authority 海關(guān)當(dāng)局,6. shipping instructions 裝運(yùn)須知,是買方發(fā)給賣方的裝運(yùn)須知。,辨析：shipping advice指裝船通知，是賣方在FOB、CFR價格術(shù)語條件下，完成裝貨后，發(fā)給買方的通知，以便買方能及時安排保險(xiǎn)。,7. observe v. pay attention to (rules) 遵守,You must be aware that the terms and conditions of a contract once signed should be strictly observ

5、ed, failure to abide by them will mean violation of contract. 你必須知道，一旦合同簽署，合同的條款和條件就必須遵守，不遵守就意味著違約。,8. standing n. position or reputation地位，身份，名譽(yù)，名望,credit standing 資信狀況,financial standing 財(cái)務(wù)狀況,9. Chamber of Commerce 商會,Specimen Letters 2 Enclosing an Order Form,1. inform v. give knowledge to 通知,(1)

6、 inform sb. of / about sth. 通知某人某事,Please inform us of the market situation on your side. 請告知你方的市場狀況。,(2) inform sb. that通知某人,We wish to inform you that business has been done at $200 per metric ton. 現(xiàn)通知你方以每公噸200美元的價格成交。,(3) Please be informed that茲通知你方,Please be informed that we are an importing co

7、mpany with a good reputation.茲告知你方，我公司是一家擁有良好聲譽(yù)的進(jìn)口公司。,(4) keep sb. informed of/ that隨時告知,We hope you will keep us informed of the market condition at your end. 希望你方隨時告知你方的市場狀況。,2. herewith adv. with this 同此，并此,We enclose herewith our catalogue and price list for your information. 我方隨函附上商品目錄和價目表供貴方參考

8、。,3. mutual benefit 互利,Our relationship is based on the principle of equality and mutual benefit. 我們的關(guān)系建立在平等互利基礎(chǔ)上。,4. place an order with向訂購貨物,We have decided to place a large order with you on the following conditions. 我公司決定按下列條件向你方訂一大筆貨。,5. under-mentioned adj. 下述的,above-mentioned adj. 上述的,We have

9、 not received the below-mentioned goods. 我們尚未收到下述貨物。,Samples for the above-mentioned goods will be sent on request. 上述貨物樣品承索即寄。,6. terms and conditions 條款；條件,7. as follows 如下,這是一個習(xí)慣用語，不論前面的主語是單數(shù)或復(fù)數(shù)都要用as follows.,It is as follows: 如下：,We state as follows: 茲陳述如下,8. carton n. cardboard box for holding

10、goods 紙板箱,9. ocean transportation 海洋運(yùn)輸,Specimen Letters 3 Place an Order,1. examine v. look at carefully in order to learn about or from檢驗(yàn)；審核,The goods should be examined carefully before shipment. 貨物在裝運(yùn)之前應(yīng)仔細(xì)檢查。,2. workmanship n. quality as seen in sth. made 工藝,3. up to the requirement 達(dá)到標(biāo)準(zhǔn),4. make

11、delivery 交貨,take delivery 提貨,5. D/P：Documents against Payment 付款交單：這種付款方式是跟單托收的一種，采用這種支付方式時，必須在進(jìn)口人付清全部貨款后，代收行才把貨運(yùn)單據(jù)和其他單據(jù)交給進(jìn)口人。根據(jù)貨款支付時間的不同，付款交單又分為即期付款交單(D/P at sight)和遠(yuǎn)期付款交單(D/P after sight) 兩種。即期付款交單是指出口人發(fā)貨后，開具即期匯票，委托托收行向進(jìn)口人收取貨款，進(jìn)口人見票后要立即付款，付清貨款后領(lǐng)取貨運(yùn)單據(jù)。遠(yuǎn)期付款交單是出口人發(fā)貨后，開具遠(yuǎn)期匯票，通過銀行向進(jìn)口人提示，先由進(jìn)口人承兌，于匯票到付款期

12、限時再由進(jìn)口人付清貨款，領(lǐng)取提貨單據(jù)。,D/A: Documents against Acceptance 承兌交單：這是跟單托收的另一種形式，采用這種付款方式時，進(jìn)口人只要承兌匯票，便可從銀行取得貨運(yùn)單據(jù)，承兌匯票到期時進(jìn)口人付款。這種支付方式對賣方風(fēng)險(xiǎn)較大。,Specimen Letters 4 Decline an Order,1. decline v.,(1)become less下降,Computer sales declined 2% this year. 計(jì)算機(jī)的銷售今年下降了2%。,(2)say no 婉言謝絕,After careful consideration on yo

13、ur request, we have come to the conclusion that we cannot but decline your order. 經(jīng)過對你方的要求認(rèn)真研究后，我們認(rèn)為不得不謝絕你方訂單。,2. stock n. store or goods available for sale, distribution or use存貨,There is no stock at hand. 手頭上無存貨。,in stock 庫存，現(xiàn)貨out of stock 缺貨，無貨from stock 從庫存中供應(yīng)，供現(xiàn)貨,3. interest n. 興趣,We have no in

14、terest in the leather goods. 我們對皮革貨物不感興趣。,The leather goods are not of interest to us. 我們對皮革貨物不感興趣。,4. alternative adj.可選的 n. 替代品,5. fill your order 履行訂單 類似的說法還有：,carry out your order fulfill your order execute your order,6. meanwhile n./adv. at the same time同時,7. Meanwhile, we shall be only too ple

15、ased to have other inquiries from you.,too前面如果有only, all, but, ready修飾時，結(jié)構(gòu)表示肯定。Only too pleased to相當(dāng)于to be very glad to, 十分樂于做某事。,We would be only too glad to go with you. 我們很樂意與你同行。,Specimen Letters 5 Confirm an Order,1. confirm v. to show that something is definitely true確認(rèn)，證實(shí),we confirm having pu

16、rchased from you 1 000 long tons of the captioned goods on the following terms and conditions: 我們確認(rèn)已經(jīng)從你處購買1000長噸的標(biāo)題貨物，條件及條款如下：,Please confirm this order by return. 煩請回函確認(rèn)此訂單。,2. state v. express in words陳述，說明,Please quote us your lowest price FOB New York, stating the earliest shipment and the packi

17、ng. 請報(bào)最低FOB紐約價，并說明最早裝運(yùn)期和包裝情況。,3. Sales Confirmation 售貨確認(rèn)書,Purchase Confirmation 購貨確認(rèn)書,4. original n. 正本 adj. 正本的,This contract is made out in two originals in both Chinese and English.本合同制成中英文正本各兩份。,These are original documents. 這些是正本單據(jù)。,5. airmail n. 航空郵件 v. 用航空郵件寄送,We shall be pleased to receive f

18、rom you catalogue and samples by airmail. 我方很高興收到你方用航空郵寄來的目錄和樣品。,Please airmail us your catalogue and samples. 請把貴方的商品目錄和樣品航空郵寄給我方。,6. for our file 供我方存檔,7. covering有關(guān)，關(guān)于,We enclose our Sales Contract No.66 covering this transaction.我方隨函附上這筆交易的銷售合同66號。,8. stipulation n. something that must be done w

19、hich is stated as part of an agreement 條款,The transaction is concluded on the stipulation that L/C should be opened 30 days before the commencement of shipment. 這筆交易是以在裝船前30天開出信用證達(dá)成的。,9. relative adj. having a connection with有關(guān)的，關(guān)于,We are anxiously awaiting the relative L/C. 我方在急切盼望相關(guān)信用證。,10. confor

20、m v. be in agreement with, comply with使一致，符合,It is necessary to conform the specifications to the requirements.規(guī)格必須與所需相符。,11. avoid v. to do something to prevent something bad from happening 避免,We want to avoid disappointing our customers. 我們希望避免讓我們的客戶失望。,12. subsequent adj. following以后的,13. amendme

21、nt n. change 修改,14. You may rest assured that你方可以放心,You may rest assured that we will arrange for dispatch by the first available steamer without any delay upon receipt of your L/C. 你方可以放心，一收到你方開來的信用證，我方就會毫不遲延的用可訂到的第一班船來安排裝運(yùn)。,15. without relay 毫不遲延,Specimen Letters 6 Confirm a Repeat Order,1. duplic

22、ate,(1) v. make an exact copy of使重復(fù)，使加倍,If you would like to duplicate your last order, we can give you the same price reduction. 如果你方愿意重復(fù)上次的訂單，我方可給與同樣的價格減讓。,(2) adj. copied復(fù)制的，成對的，副本的,Duplicate documents 單據(jù)副本,(3) n. an exact copy of something復(fù)制品，副本,in duplicate 一式兩份,2. with the view of 目的是,We take

23、the liberty of writing to you with the view of establishing business relations with you. 我方冒昧與您通信，希望能與你方建立業(yè)務(wù)關(guān)系。,3. make out 繕制,We will make out our Sales Contract in two originals. 我方將繕制合同正本，一式兩份。,4. duly adv. at the right time 及時地,We have duly received your Sales Contract No.1234 covering 50 metric

24、 tons rice we have booked with you. 我方已經(jīng)及時收到向你方訂購50公噸大米的銷售合同1234號。,5. countersign v. to add another signature to a document to give it authority會簽,When the Sales Contract has been signed by the seller, it should be countersigned by the buyer. 銷售合同經(jīng)賣方簽署后，應(yīng)由買方會簽。,6. dispatch,(1) n. 發(fā)送,As we need the a

25、rticles we ordered to complete deliveries to our new customers, we must ask you to arrange for the dispatch of replacements at once. 由于我方需要訂購的貨物，以便向我方的新客戶完成交貨，我方要求你方務(wù)必立刻發(fā)運(yùn)替換的貨品。,(2) v. 發(fā)運(yùn),Please note that as these goods are urgently required here, we should be most grateful if you could dispatch the

26、 goods as soon as possible. 請注意此地急需這些貨物，如果你方能盡快發(fā)運(yùn)這批貨物，我方感激不盡。,Specimen Letters 7 Recommendation of a Substitute,1. article,(1) a thing, especially one of a group of things物品,We learn from your letter of 10th October that our price for the subject article is found to be on the high side. 我們從你10月10日的來

27、信中得知我方上述產(chǎn)品的價格偏高。,(2) a piece of writing about a particular subject文章，論文，專論,(3) clause or item in an agreement(契約的)條款；條目,The article of the contract must be observed completely. 必須完全遵守合同條款。,2. demand,(1) n. 需求(后接介詞for),There is a demand for對有需求,There is a great demand for textiles in Europe.歐洲對紡織品有很大

28、的需求。,Many reports have been received from our selling agents in HongKong, that there are very heavy demands for the captioned garments. 從我方香港銷售代理人處收到的報(bào)告表明標(biāo)題服裝的需求旺盛。,There is steady demand in Europe for Leather gloves of high quality. 歐洲對高品質(zhì)的皮手套有穩(wěn)定的需求。,(2) v. 要求(后面接從句時要用虛擬語氣),The exporter demanded th

29、at the buyer (should) open the irrevocable L/C immediately. 出口方要求買方立即開出不可撤銷信用證。,3. extent n. degree 程度,to some extent 在某種程度上,to such an extent that達(dá)到此種程度以至于,4. cease v. stop停止,The factory has ceased making bicycles. 該工廠已經(jīng)停止生產(chǎn)自行車。,5. substitute,(1) n. something new or different that you use instead o

30、f something else that you used previously代替品,This is an excellent substitute for leather. 這是極好的一種皮革代替品。,(2) v. to use something new or different instead of something else替代,“用A替代B”可以表達(dá)為substitute A for B或substitute B with/by A.,As Art No. 111 is out of stock, we will substitute No. 112 for No. 111.

31、由于111貨號產(chǎn)品沒有存貨，所以我們將用112貨號產(chǎn)品代替它。,6. sales literature 文字說明，印刷的商品資料的總稱。,Useful Sentences,1. We are enclosing herewith a copy of our Order form No. for the items.,2. We are pleased to have transacted this first business with your corporation and look forward to the further expansion of trade to our mutu

32、al benefit.,3. We have the pleasure of placing with you our order for the under-mentioned goods on the terms and conditions stated as follows:,4. After examining your samples we found both the quality and the workmanship are up to our requirement and we are pleased to place an order with you for the

33、 following:,5. Much to our regret, we have to decline your order, because,6. We confirm supply of at the prices stated in your order No.,7. The stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments.,Letter-writing Guide,Th

34、e steps and expressions of writing an order letter:,訂貨信的寫作步驟及常見的表達(dá)方式,Writing steps寫作步驟,Examples of expressions表達(dá)方式舉例,1.感謝對方的來函，決定訂購貨物。,Thank you for your letter of. Having studied your illustrated catalogue and price list, we have chosen five models among them, for which we would like to enclose our

35、 order. 感謝貴方的來信，在仔細(xì)研究了你方的圖解目錄及價目表之后，我方從中選擇了五個型號的產(chǎn)品，并隨函附上了我方訂單。,Thank you for your letter of. and we are very glad to inform you that the quality and the prices of the products are both satisfactory. We are enclosing herewith a copy of our Order form No. for the items. 感謝貴方的來函。我方很高興的告知貴方，我方對貴方產(chǎn)品的價格及質(zhì)

36、量都十分滿意，特隨函附寄產(chǎn)品訂單號一份。,We acknowledge with thanks the receipt of your offer dated and the sample you send us. After examining your sample we found both the quality and the workmanship are up to our requirement and we are pleased to place an order with you for the following: 收到貴方的發(fā)盤以及皮鞋的樣品，十分感謝。在檢驗(yàn)樣品后，

37、我方認(rèn)為質(zhì)量和工藝都符合我方的要求，因此很高興的向貴方訂購如下貨品：,2. 訂購商品的名稱、規(guī)格、數(shù)量、單價、總值等。,為使內(nèi)容更明晰，這部分可列表。,3.包裝方式，裝運(yùn)及付款等,The goods should be packed in貨物應(yīng)用包裝。,The goods should be delivered in 貨物應(yīng)在裝運(yùn),The payment is to be made by D/P 30 days after sight. 用30天遠(yuǎn)期付款交單方式支付貨款。,4.表示若對本次交易滿意，以后會繼續(xù)訂購。,If this order proves satisfactory, we s

38、hall be happy to place further orders with you. 如果這次訂貨令我方滿意，我方會再次訂購。,The steps and expressions of writing a letter to decline an order:,拒絕訂貨信的寫作步驟及常見的表達(dá)方式,Writing steps寫作步驟,Examples of expressions表達(dá)方式舉例,1.感謝對方訂購貨物。,Thank you very much for your order of感謝貴方的訂單。,We are glad to receive your order of很高興

39、收到貴方的訂單。,2.拒絕訂貨的原因，并表示歉意。,Much to our regret that we have to decline your order because there is no stock of the goods you order. 很遺憾不能接受貴方的訂單，因?yàn)槟嗁彽呢浳餆o貨可供。,We are regretful to tell you that the article you order is not available because the demand for this article has fallen to such an extent that

40、 we have ceased to produce it. 很遺憾的告知貴方，您所訂購的貨物目前無貨可供，因?yàn)閷@種產(chǎn)品需求下降，我方已經(jīng)停止生產(chǎn)了。,3.若有可提供的替代貨品，可加以推薦。,Now we can supply thefrom stock, and they are of the same quality and also fashionable. 但是目前我方可供，他們和貴方訂購的貨品質(zhì)量相同而且同樣流行。,In order to meet your requirement, we would recommend an excellent substitute. It is

41、 superior to your inquired article in quality, but the price is almost the same. 為滿足貴方要求，我方推薦一種非常好的替代產(chǎn)品。它在質(zhì)量上優(yōu)于貴方訂購的產(chǎn)品，但是價格幾乎相同。,4.希望收到對方的訂單。,We are looking forward to your order. 期望收到貴方訂單。,We hope to receive your order again. 期望再次收到貴方訂單。,The steps and expressions of writing a letter to confirm an o

42、rder:,確認(rèn)訂貨信的寫作步驟及常見的表達(dá)方式,Writing steps寫作步驟,Examples of expressions表達(dá)方式舉例,1.感謝對方訂購貨物，并確認(rèn)訂單。,Thank you very much for your order ofand we confirm having sold you the following goods on terms and conditions as below感謝貴方的訂單，我方確認(rèn)按如下條款供下列貨品：,We are glad to receive your order ofand we confirm supply of on t

43、he following terms and conditions.很高興收到貴方的訂單，我方確認(rèn)按如下條款供貨。,2.說明貨物名稱、規(guī)格、數(shù)量、價格、包裝、裝運(yùn)、付款等內(nèi)容或附寄合同。,Our Sales Confirmation No. in two originals were airmailed to you. Please sign and return one copy of them for our file. 我方銷售確認(rèn)書ABC111號正本一式兩份已經(jīng)航寄你方。請會簽并寄回一份供我方存檔。,We will effect shipment within one month af

44、ter receipt of your relative L/C. 裝運(yùn)在收到你方開來的相關(guān)信用證的一個月之內(nèi)進(jìn)行。,3.提醒對方注意事項(xiàng)。,Please open the covering L/C in our favor immediately. 請立即開立以我方為受益人的信用證。,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 amendment

45、s. 我方要指出的是，相關(guān)信用證條款必須嚴(yán)格遵照合同條款開立以避免日后的修改。,4.請對方放心我方會很好的履行訂單，并希望再次收到對方的訂單。,You may rest assured that we will effect shipment without delay on receipt of your letter of credit. 貴方可放心，一收到信用證，我方立刻安排裝運(yùn)。,You may rest assured that you will be satisfied with our goods. 貴方可放心，您會對我方所交貨物感到滿意。,We appreciate your cooperation and look forward to receiving from you further orders. 感謝貴方的合作，期望再次收到貴方的訂單。,