商务英语写作 4 订单与确认函

2020/1/161BUSINESSWRITING商务英语写作2020/1/162Chapter4OrdersandConfirmationLetters订单与确认函2020/1/163Orders订单Anorderintradeisdefinedas“arequestbyacustomerforacompanytosupplygoodsorservice”.Itistheresultofanofferoracounter-offerwithapositiveacceptance.Anorderletterisimportantandwidelyusedtocompleteatransaction.Orderlettersneedtobeclearandconcisetoavoidconfusion.Besidessufficientinformationmustbeprovidedsothattherewillbenofurtherquestionsabouttheorder.2020/1/164Questions？Whatisanorder？arequestbyacustomerforacompanytosupplygoodsorserviceGood-neworbadnews？Good-newHowtogetanorder？offerandcounter-offer报盘及还盘2020/1/165TobeeffectiveCorrectClearConciseCompleteConciseCourteous2020/1/166Howtowriteaneffectiveorderletter？Orderlettersusuallyfollowthefollowingstepsinwriting▼Openwithreferencetosomepreviouscontactssuchascatalogue,orphonecall,exhibitionortradefair,etc.Thishelpsthereaderfindouttheintentionoftheletter.▼Describetheorder▼Mentionpaymentanddelivery▼Expresscourtesy2020/1/167Confirmationletters确认函Whenacompanyreceivesanorderletterororderform,itoftenrespondswithaconfirmationletter.Confirmationletteralsousesdirectorderofwriting.Itmustbeclearandspecificaboutwhatisbeingconfirmedorwhatisbeingchanged.2020/1/168Theletterusuallycontainsthefollowingparts:▼Thanksfortheorder▼Favorablecommentontheitemsrequired▼Assuranceofyourbestattention▼Otheritemswhichmaybeofinteresttothebuyer▼Hopeforfurtherorder2020/1/169Whenyouareunabletoaccepttheorder,youshouldreplyintimeeithertodeclinetheorderortomakeacounter-offer.Theletterofthiskindusuallycoversthesecontents:▼Thanksfortheorder▼Properreasonstodeclinetheorderwithregret▼Recommendationofotheritemsasareplacementorpresentationofcounter-offer▼Hopetoservethebuyerinfuture.2020/1/1610LetterAPlacingOrderforTeaDearMr.Keynold:FromthesamplessentusonJuly6th,wehavemadeselectionsandhavethepleasureofhandingyouthefollowingorder,CIFKeelung:500chestsWestLakeLongjingTea–US$2,000500sacksLijiangLanguirenTea–US$2,200SampleAnalysis2020/1/1611Wehavealreadyappliedforimportlicenseandletterofcreditforthisorderandwillinformyouthereferencenumbersofbothassoonasourapplicationshavebeenapprovedbythegovernmentagenciesconcerned.Sinceweneedthegoodsquiteurgently,pleaseeffectshipmentonemonthafterreceiptofourL/C.YoursSincerely,2020/1/1612SampleCIFCFRFOBimportlicenseletterofcreditreferencenumberseffectshipment样品到岸价=Cost+Insurance+Freight成本加运费=Cost+Freight离岸价=freeonboard进口许可证信用证参考号，序列号，编号装货2020/1/1613贸易术语—CIFCIF是COST，INSURANCE，ANDFREIGHT（NAMEDPORTOFDESTINATION）三个单词的第一个字母大写组成，中文意思为成本加保险费加运费（指定目的港），指当货物在装运港越过船舷时，（实际为装运船舱内），卖方即完成交货。货物自装运港到目的港的运费保险费等由卖方支付，但货物装船后发生的损坏及灭失的风险由买方承担。2020/1/1614比较CFR中卖方必须支付将货物运至指定的目的港所需的运费和费用，但交货后货物灭失或损坏的风险及由于各种事件造成的任何额外费用即由卖方转移到买方。但是，在CIF条件下，卖方还必须办理买方货物在运输途中灭失或损坏风险的海运保险。因此，由卖方订立保险合同并支付保险费。买方应注意到，CIF术语只要求卖方投保最低限度的保险险别。如买方需要更高的保险险别，则需要与卖方明确地达成协议，或者自行作出额外的保险安排。2020/1/1615贸易术语—CFRCFR/CNF是COSTANDFREIGHT三个单词的其中一个字母组合而成，中文意思为：成本加运费，指定目的港。COSTANDFREIGHT（…namedportofdestination）成本加运费（…指定目的港）CFR是指卖方必须在合同规定的装运期内,在装运港将货物交至运往指定目的港的船上,负担货物越过船舷为止的一切费用和货物灭失或损坏的风险,并负责租船或订舱,支付抵达目的港的正常运费。2020/1/1616贸易术语—FOBFOB是国际贸易中常用的贸易术语之一。FOB的全文是FreeOnBoard(…namedportofshipment),即船上交货(…指定装运港),习惯称为装运港船上交货。按此术语成交,由买方负责派船接运货物,卖方应在合同规定的装运港和规定的期限内,将货物装上买方指定的船只,并及时通知买方。货物在装船时越过船舷,风险即由卖方转移至买方。在FOB条件下,卖方要负担风险和费用,领取出口许可证或其他官方证件,并负责办理出口手续。采用FOB术语成交时,卖方还要自费提供证明其已按规定完成交货义务的证件,如果该证件并非运输单据,在买方要求下,并由买方承担风险和费用的情况下,卖方可以给予协助以取得提单或其他运输单据。2020/1/1617DearMr.SamsonWhite:ThankyouforyouresteemedorderdatedOctober15th,2008for500chestsWestLakeLongjingTea—US$2,000500sacksLijiangLanguirenTea—US$2,200Ourbestattentionhasbeenpaidtotheexecutionofthisorder,andwehaveshippedtheteabym/s(motorship)“Pioneer”,leavinghereforKeelongtoday.Wearesurethatthegoodswillreachyousafelyandwillgiveyoueverysatisfaction.LetterBConfirminganOrderforTeabym/s（MS）由/经“先锋号”（内燃机）轮船装运youresteemedorder贵公司的订单2020/1/1618AccordingtothetermsofL/C,wehavedrawnuponyoufortheamountofinvoice,US$4200,atthreemonths,sightuponyouthroughBankofChina,KeelongBranch,andwetrustyouwillmeetthebillonpresentation.Wehopethistransactionwillleadtoanenduringrelationshipbetweenus.Yourssincerely,RoseKeynoldthetermsofL/C：信用证条款drawupon：向……开具发票meetthebillonpresentation:见票即付我方已通过中国银行基隆分行按发票金额向贵方开出4200美元的汇票。我方希望贵方见票即付。2020/1/1619QuestionsforComprehension1.Dothelettersusedirectorder?2.Howdoesthefirstparagraphineachletterbegin?3.Dothelettersincludenecessaryexplanationsabouttheirpurposes?4.Dotheybothendwithgoodwillwordsadaptedtotheparticularcase?5.Whatisthepurposeofeachletter?6.Howdotheauthorsfulfilltheirtask?7.Whatareincludedineachletter?8.Listtheoutlinesforeachletter.9.Inwhatsituationisanorderwritten?10.Canyousumuptherequirementsforlettersoforderandconfirmationoforderingeneral?2020/1/16201PlacinganorderDearMr.Lion:ReffferingtoyourletterofMarch1,weshallbegladifyouwillsendusbymotorshipthefollowingbeforeApril15:150doz.Tiantanggents’umbrellas$80perdoz.200doz.Tiantangladies’ultraviolet-proofumbrellas$100perdoz.Pleasetakecarethatthegoodsarecarefullypacked.Insurancewillbeeffectedbyourselves.SampleAnalysis2020/1/162