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1、Unit 8 Orders and Their Fulfillment订单及其履行,8.1 Introduction（简介）,目的：掌握如何下订单并进行回复。 订单是指买方要求卖方按先前报盘达成的交易条件供应具体数量的货物。许多公司常常采用具有正式打印号的订货单，这样既能节省时间，又能确保不遗漏任何重要细则。不过，仍有一些公司，尤其是小公司，采用信函方式订货。必须特别指出的是，如果采用电话订购，应该通过书信加以确认。 订单必须准确、清楚，否则就会带来意想不到的麻烦。,一般地，订单应包括以下内容： （1）品名和品质。应清楚地提及商品目录或目录号码，对商品质量进行必要的准确而全面的描述（比如质量等
2、级、颜色、式样等）。 （2）价格和数量。应清楚地说明所订购的每项商品的数量、重量或长度。如果没有明确的数量，则应说明最高限量与最低限量。 （3）包装和标志。 （4）装运地点、装运日期、运输方式及代理等。 （5）付款条件。 （6）单据。包括所需的全部单据及运输指示。 （7）替代品。如果所要的商品没有现货供应，是否同意以别的商品替代。,8.2 Writing Skills（写作技巧）,订单信函的写作步骤及常见表达方式：,接受订单信函的写作步骤及常见表达方式：,拒绝订单信函的写作步骤及常见表达方式：,8.3 Specimen Letters（样函）,Letter 1：Placing an order
3、Dear Sirs,Re: Our Order No.456Please ship the following merchandise:Quantity Pattern No. Catalogue No. Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.),Delivery: During September Payment: By Letter of Credit to be opened in accordance with
4、 our agreement Packing: Usually packing in strong bales1, with gunny bag2 cover and waterproof material3. Please acknowledge this order immediately on receipt and inform definite delivery date. This order is of no avail if it not signed by a responsible person of our firm. Yours faithfully,Letter 2：
5、Acknowledging an order （A reply to Letter 1） Dear Sirs, Re: Your Order No.456 Thank you for your order No.456 for pillowcases and we are happy that you are one of our customers. We confirm with you the following order for the pillowcases at the prices stated in your letter: Quantity Pattern No. Cata
6、logue No. Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.) Delivery: During the first ten-day of September,Payment: By Letter of Credit Packing: Usually packing in strong bales, with gunny bag cover and waterproof material. For the above
7、 order, we enclose our Purchase Confirmation No.216 in duplicate. Please sign and return one copy for our file4 at your earliest convenience. We are arranging for the establishment of the relative Confirmed Irrevocable Letter of Credit5 through the bankers and shall inform you by fax as soon as it i
8、s opened. We thank you again for the above order and hope that this will lead to a long-term cooperation between us. Yours faithfully,Letter 3：Placing an order Dear Sirs, We thank you for your letter of July 2 and are glad to inform you that your samples are satisfactory. Enclosed please find our Or
9、der No.237 for four of the items. All these items are urgently required by our customers. We, therefore, hope you will make delivery at an early date. Yours faithfully, Encl.,Packing: In cotton cloth bales.Shipment: Prompt shipment from Shanghai.Payment: By irrevocable L/C available by draft at sigh
10、t.,Order No.,Letter 4：Accepting an order （A reply to Letter 3） Dear Sirs, Re: Your Order No.237 We have booked your Order6 No.237 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation No.BP-103 in duplicate. Please sign and return one copy to us for our file.,It is under
11、stood that a letter of credit in our favor covering the above-mentioned goods, will be established immediately. We wish to point out that the stipulations in the relevant credit should strictly conform to the terms stated in our Sales Confirmation in order to avoid subsequent amendments. You may res
12、t assured that we shall effect shipment with the least possible delay upon receipt of the credit. We appreciate your co-operation and look forward to receiving your further orders. Yours faithfully,Letter 5：Placing an order Dear Sirs, We acknowledge receipt of your letter of May 5, and request you t
13、o take in hand the construction of 100 pumping machines described in detail in ours of May 3, at the prices fixed by you. GBP620.00 for No.1 GBP580.00 for No.2 As you make no mention of the guarantee usually given when delivering machines, we would point out to you that we must stipulate for a two y
14、ears guarantee, during which period you engage to make goods any necessary repairs free of charge7.,Moreover, to ensure delivery of the machines on /before August 1, you are to furnish us with a 2% performance bond8, which shall be forfeited by default on the expiration of the time specified. Please
15、 acknowledge acceptance of our order, and confirm the conditions stated above by return of mail. Yours faithfully,Letter 6：Accepting an order（A reply to Letter 5） Dear Sirs, We thank you for your letter of May 17 with order for the delivery of 100 pumping machines. You may be assured that we shall d
16、o our best to execute the order to your satisfaction. The omission of the customary guarantee in our letter of May 5 was an oversight on our part, for which please accept our apology. We hereby guarantee the 100 pumping machines ordered for two years, during which period we are prepared to repair fr
17、ee of charge any defects in the machines arising from faulty material. We are likewise arranging to provide the performance bond prescribed by you. Yours faithfully,Letter 7：Refusing an order Dear Sirs, We were very glad to receive your order of November 2 for 100 Jinxing television sets but, since
18、you make delivery before Christmas a firm condition, deeply regret that we cannot supply you, as we have done on so many occasions in the past. The manufactures are finding it impossible to meet current demand for this very popular set. We ourselves placed an order for twenty-four a month ago, but w
19、ere informed that all orders are being met in strict rotation9 and that our own could not be dealt with before the beginning of February.,I gather from our telephone conversation this morning that your customers are unwilling to consider other makes. I hope therefore you will be able to obtain your
20、needs from other source. May I suggest that you try Television Services Ltd, Dalian. This I am afraid is the only suggestion I can make that is likely to be of some use. Sincerely yours,Letter 8：Refusing an order Dear Sirs, Thank you for your order, No.149, which we received on May 7. Unfortunately
21、we do not feel that we can offer the trade discounts which you have asked for, viz. 35 percent as we only allow a 25 percent trade discount10 to all our customers regardless of the quantity they buy. As we think you will agree, our prices are extremely competitive and it would not be worthwhile supp
22、lying on the allowance you have asked for. Therefore, in this instance, we regret that we have to turn down your order. Yours faithfully,Notes to the specimen letters1. strong bales大包2. gunny bag黄麻麻袋3. waterproof material防水材料4. file档案5. Confirmed Irrevocable Letter of Credit保兑的、不可撤销信用证6. We have boo
23、ked your Order我们接订你方订单7. repair free of charge免费修理8. performance bond履约保证金9. all orders are being met in strict rotation所有订单排得很紧10.trade discounts商业折扣,8.4 Focal Words（焦点词汇）,actn.行为，行为过程，一幕，条例，法令The thief was caught in the act of riffling the safe.The second act was not very interesting. Navigation A
24、ctvt. & vi.行动，办事，充任，发生作用Why dont you make up your mind to act at once？We should act in a principled manner. Who acted as chairman in her absence？This medicine acts on the heart.,act as担任He acted as chairman in my absence.act in在-方面（的）行动I am quite sure that he acted in this matter from disinterested
25、motives.acting: adj.& n.代理的，演技an acting chairmanHer acting was quite first-rate.,action: n. 行动，行为，作用，诉讼，故事take action put out of action Action speak louder than words.They were forced to take legal action.The storm put the telephones out of action. I felt that it was time for me to take action.,conf
26、irmvt. 巩固，确定The latest information confirms my belief that he is to blame. We hereby confirm acceptance of your order.confirmation: n. 批准，认可，证实We are waiting for confirmation of the news. confirmed: adj.证实的，保兑的confirmed letter of credit,favorn. 好感，赏识，帮忙，特权 Would you do me a favor？ A letter of credit
27、 in our favor will be established immediately. vt. 恩惠，给以优惠，对有利，赞成 Opportunities always favor those with courage. We trust to be favored with your order.favorable: adj. 赞成的，有利的，优越的 We believe if you take the quality into consideration, you will find our quotation most favorable.favorably: adv. 赞成地，满意
28、地，有帮助地 He impressed me favorably.,favored adj. 满意的，优惠的 most-favored-nation treatmentfavorer n. 支持者，赞成者in favor of 赞成，主张 They were in favor of free trade.in ones favor 对某人有利 The exchange rate is not in our favor.ask a favor of sb. 求人帮一个忙 I want to ask a favor of you.,Marketn. 市场，需求，销路，交易，市价 Good ware
29、 makes quick markets.vt. 交易，销售 The inventor is trying to market his new product.marketable adj. 适销的，畅销的 marketable goods 畅销货marketer n. 在市场上买卖的人，专营某种商品的商人或商店 a big gasoline marketermarketing n. 买卖，营销 a marketing cost marketplace n. 集市，市场,Registern. 登记，记录，注册，登记册 Just sign the register here and Ill ha
30、ve your bags sent up later.vt. & vi. 登记，注册，挂号邮寄，留下印象 Please register this letter. His bearing registered me with intense fear. registered adj.登记的，注册的，挂号的 registered trademark registered post,8.5 Useful Sentences（实用语句）,1. In consideration of this being your initial order, we have decided to grant you
31、 3% special discount to strengthen your position in competition with other suppliers.2. We have received your letter of May 23 along with your proforma invoice No 215/1427 in triplicate and take pleasure in placing an order with you for the said items.3. We are pleased to inform you that your order
32、No.320 has been accepted by our manufacturers.,4. We hereby confirm acceptance of your order and are enclosing herewith our sales confirmation in two originals one of which please sign and return to us for our file.5. We hope that this order will meet your immediate acceptance and careful execution
33、as usual.6. Please supply the under-mentioned goods as per your quotation and samples submitted on September 5.,7. In view of our heavy bookings, we are not in a position to commit ourselves to new orders. 8. Your prompt attention to this order will be highly appreciated.9. Thank you again for this trial order, we sincerely hope it will lead to further business.10. We appreciate your order No.304 for 3,000 pieces of womens shirts. We are pleased to accept your terms. Enclosed is a copy of our Sales Note No.56.,
