7.1.1 订单函的写作要点(课件）《外贸英文函电第3版》（电子工业出版社）

外贸英文函电 李辉 白丹 主编 第3版 1 Acceptance and Orders 专业知识简介 学习目标 学习内容 本章小结 Chapter 7 复习思考题 2 专业知识简介 在经历了询盘、报盘和往返多次的还盘之后，在双方都同意的情况下，最后达成交易，买方就会向卖方下订单。订单是一种要求供应指定数量产品的表示，订单中要注明商品的名称、数量、价格、包装、支付条款及关于交货的相关信息。下订单时，买方通常会寄上一份订单函并附上填好的印制的订单。一收到订单，卖方应立即复函对订单给予确认、接受并随寄销售合同（或销售确认书）一式两份，要求买方会签并退回一份以供存档，即进入了签约阶段。 订货函是买方接受卖方报价后，向卖方发出的货物订购要求的商务信函。买方在写订单函时，应包括以下详细信息：1.订购的货物的完整详细信息，如名称、项目编号、规格、数量、单价等。2.对于包装和运输的要求，如装运日期、装货港、目的地、运输标志等。3.付款要求，如条款和条件、要出示的文件、银行详细信息等。订货函通常以确认和快速交货请求结束。但很多时候为了方便，也采用统一印刷格式的订货单。订货单包括以下七项主要内容：商品名称、数量规格、价格、包装方式、装运条件、付款条件及对方需要提供的单据。另外，还有订单编号、日期和经办人签名。订货单的主要特点是准确和清楚，不允许出现打印、抄写或数字方面的错误；不允许模棱两可或含混不清，否则在履行时容易发生不必要的损失与争议。总之，写订货函最重要的是保证信息的精确、清楚。 3 专业知识简介 卖方收到买方订货函后，应立即做出回复，表明是否接受买方订货。如接受，则要对买方提出的货物数量、交货期、货款金额等订购条件进行确认。如卖方因供不应求等各种原因无法接受订单，也应及时回函，向买方说明情况并表示歉意。如果无买方要求的货而有类似的货，卖方也可向买方推荐其他合适的替代货品。如果不能按买方的要求时间交货，应告诉买方可能的交货日期，并强调公司为尽早交货所做的努力。如果买方的订货函中有任何不妥或遗漏之处，不应指责买方，只能在感谢买方之后，策略地请买方说明；如果不满意买方所列的条件，怀疑买方信用，或无现货供应等原因，卖方不能接受买方订单，也要回函说明原因。拒绝接受订单的信函要注意语气的委婉，要为友好关系和未来交易留有余地。 签约函就是卖方在向买方寄送出口合同或销售确认书时随附的短信，其目的是要告知对方销售合同已经寄出，希望对方予以会签。 4 学习目标 掌握接受和订单相关的词汇和常用表达； 掌握订货函的写作； 掌握签约函的写作； 掌握/接受拒绝订货函的写作。 5 学习内容 写作指南 7.1 样函解析 实用句子 7.2 7.3 常用表达 7.4 6 7.1 写作指南 7.1.1 订单函的写作要点 （1）感谢卖方的报价或寄来的样品或商品目录等，表示愿意订购的意图。 （2）订购商品的名称、规格、数量、单价、货号、总值等（为使内容更明晰，这部分可列表）。 （3）提出自己的要求，如强调质量、交货期等。很多时候为了让卖方放心，还要表明付款方式。 （4）激励卖方迅速认真地执行订单，或对未来提出良好的希望。 7.1.2 确认（接受）订单函的写作要点 （1）对收到买方的订单或订货函表示高兴或感谢，并确认接受买方的订货。 （2）通知对方寄上已签妥的销售确认书或合同，希望予以会签。 （3）希望收到买方的货款或及时开出信用证，以便及时装运。 （4）向买方保证按买方要求及时执行买方的订单，备好货物，必要时，可强调所订货物的卖点或优势。 （5）希望再次收到买方的订单。 7 7.1 写作指南 7.1.3 婉拒订货函的写作要点 （1）表示订单已收到，并感谢买方对自己的信任。 （2）向买方说明无法接受订货的原因，并表示歉意。 （3）若有可提供的替代货物，可加以推荐。 （4）向买方表示，今后若有机会愿再合作的愿望。 7.1.4 签约函的写作要点 （1）表示合同已收到，并会签。 （2）向卖方说明已经开出信用证（如用信用证支付）。 （3）期待卖方的装运通知。 8 7.2 样函解析 7.2.1 样函1：订单函 From：MaryGao @Sigma.com.cn To：JohnCrown@thoms.com.cn Date : 27 June, 2016, 10:37 a.m. Subject：Re :Re : An Order for Cosmetic Bags Hi John, Thank you for your samples for cosmetic bags. We are glad to inform you that we have accepted your revised offer and are prepared to place a trial order with you for the following items on the understanding that they will be supplied from stock. Item No. AD 0011 cosmetic bag large size USD 4.6 per pc FOB Dalian 4000pcs Item No. AD 0012 cosmetic bag medium size USD 5.6 per pc FOB Dalian 4000pcs Packing: in cartons Shipment: within 20 days after receipt of the L/C Payment: by irrevocable sight L/C It’s important that the quality of your goods should be the same as that of the samples. If the initial order is executed satisfactorily, we trust large business can materialize in the future. We shall appreciate your immediate confirmation of the above. Best regards, Mary Gao 9 7.2 样函解析 7.2.2 样函2：附订货单订货 From：steven@ peterson.com To：zhaodi@dongchen.com.cn Date：27 June, 2016, 10:37a.m. Subject：an order for plush toy Attachment: an order form plush toy Dear Mr.Zhao, We are pleased to learn that you have accepted our request for the price reduction and now take pleasure in ordering from you 13000 dozen plush toy, details as per our Order No. 237 attached. An irrevocable L/C will be opened in your favor upon receipt of your sales contract. We would expect delivery within the validity of our L/C. As we are in urgent need of the goods, please effect shipment as soon as possible. In addition, we wish to point out that special care should be given to the quality of the goods. If these goods come up to our expection, substantial orders will follow. Your immediate attention to this order will be highly appreciated. Kind regards, Steven General manger J. Peterson & Co. 10 7.2 样函解析 7.2.2 样函2：附订货单订货 Attachment: An Order Form J. Peterson & Co. 257 Broadway Toronto, Canada Order No. :237 Order Form 27 June, 2016 Dalian Dongchen Import & Export Corporation Dalian, China ArticleNo. Description CIF Toronto Net Quantity amount KB 2677 Brown Bear USD50/per dozen 2,000 dozen USD100,000 KP 2273 Toy Cat USD70/per dozen 3,000 dozen USD210,000 KC 2048 Twin Tiger USD60/per dozen 5,000 dozen USD300,000 KF 2075 Charming Pig USD80/per dozen 3,000 dozen USD240,000 Total: 13,000 dozen USD450,000 Packing: in cotton cloth bales.Shipment: during October, 2016, from Shanghai port toToronto, Canada.Payment: by irrevocable L/C at sight to be opened 30 days before the time of shipment.StevenGeneral mangerJ. Peterson & Co. 11 7.2 样函解析 7.2.3 样函3：对样函2的回复:寄合同 From：zhaodi@dongchen.com.cn To：steven@ peterson.com Date：28 June, 2016, 10:00 a.m. subject：a sales confirmation Attachment: Sales Confirmation Dear steven, Thank you for your Order No. 237 and welcome you as one of our customers. Attached you will find our Sales Confirmation No. 13443 in duplicate. Please countersign and return one copy to us for our file. We find it neccesary to stress the importance of establishing the covering L/C immediately. And please see to it that the L/C stipulations are in exact accordance with the terms of our Sales Comfirmation in order to avoid subsequent amendments. We assure you that we shall do our best to execute your order to your entire satisfaction and hope that we may have further orders from you. Best wishes, Zhaodi Sales Manger Dalian Dongchen Import & Export Corporation 12 7.2 样函解析 7.2.4 样函4：对样函3的回复：签约函 From：steven@ peterson.com To：zhaodi@dongchen.com.cn Date：29 June, 2016, 10:00 a.m. Subject：Sales Confirmation No. 13443 Attachment: Countersigned S/C No. 13443 Dear Mr.Zhao, We have duly received your Sales Comfirmation No. 13443 and are sending you one copy duly countersigned. The relevant L/C has been established in your favor with National Bank of Cananda, Toronto Branch. It will reach you in due course. We are looking forward to your shipping advice. Best wishes, Steven General manger J. Peterson & Co. 13 7.2 样函解析 7.2.5 样函5：续订货 Dear Sirs, Contract No. 5467- Cosmetic Bags We have received the captioned goods under Sales Contract No. 5467 and are very pleased to inform you that we find the goods quite satisfactory. As we believe we can sell additional quantities in this market, we would like to place a repeat order for 1000 pieces of the same size of Item No.AD 0011 and Item No.AD 0012 respectively on the same terms as stipulated in the above Sales Contract. As we are in urgent need of the goods, please effect early shipment of this repeat order, if possible. Yours faithfully, 14 7.2 样函解析 6.2.6 样函6：拒绝续订货 Dear Sirs, We have the pleasure of receiving your letter of October 6, in which you inform us that you are satisfied with our products. We also note that you wish to book a repeat order. Much to our regret, we can not at present entertain any fresh orders for Cosmetic Bags, owing to heavy commitments. However, if you could accept later delivery we shall contact you again as soon as the supply position improves. We are enclosing a catalogue, which contains all of the particulars of our other products. We shall do our best to satisfy you if you are interested in any of them. We can assure you that we shall give your orders our best attention. Yours faithfully, Encl. 15 7.3 实用句子 7.3.1 订购商品 1. We are pleased to enclose Order No.AV-13 in duplicate for 10 sets of EPSON printing machines. 很高兴随信附上一式两份我方第AV-13号订单，订购10台爱普生打印机。 2. We find both the price and quality of your products satisfactory and are pleased to give you an order for the following items provided that they will be supplied from stock at the prices named. 我们对贵方产品的价格和质量都很满意，现寄上订单一份订购下列产品，要求按指定价格以现货供应。 3. Your samples of children’s toy received favorable reaction from our customers, and we are pleased to enclose our order for children’s toy. 我方客户对贵方儿童玩具样品反映良好，现高兴地附上儿童玩具的订单。 4. We thank you for your quotation of February 20 and enclosed herewith our Order No. 456 for the captioned goods. As the goods are urgently required by our customers, we hope you will deliver them promptly. 感谢你方2月20日的报价，随函附上关于标题项下货物的456号订单。因为我方客户急需该货，希望能尽快装运。 5. We can accept your offer on these terms, and are pleased to place an order for 50 cases of china tea sets. 我们可按此条款接受贵方报盘，并且很高兴向贵方订购50箱陶瓷茶具。 6. We are pleased to have placed with you an order for 150 metric tons of Groundnut oil. For detailed information, please see the attachment. 兹订购150公吨花生油，详情请参见附件。 7. We are pleased to place an order with you for the following items on the understanding that they can be supplied from stock at the prices quoted. 很高兴就下列商品和你方订货，只要按照所报价格现货供应。 16 7.3 实用句子 7.3.2 确认订单 1. We are very pleased to receive your order and confirm that all the items required are in stock. 本公司已收到贵公司订单，至感欣慰。贵方所需的各项产品，均以现货供应，特此奉告。 2. In view of your urgent need of the goods and the good relationship between our two parties, we have decided to accept your order in spite of the current tight supply position. 鉴于贵方急需此货以及你我双方的友好关系，尽管目前供货很紧，我方仍决定接受贵方订单。 3. We confirm supply of 1,000 pairs of shoes at the price stated in your order No. 888, and will allow a 5% special discount on your order worth USD 5,000 or more. 确认按你方第888号订单的价格供应1000双鞋，并给予你方价值5000美元或以上的订单5%的折扣。 4. As some items under your order are beyond our business scope, we can only accept your order partially. We hope this will not cause your inconvenience. 由于贵方订单项下的货物超出了我方的经营范围，我方只能部分接受贵方订单。希望这样做不致给贵方带来不便。 17 7.3 实用句子 7.3.3 拒绝订单 1.Since your order covers so big a quantity, we are unable to meet your requirements for the moment，but we will do our utmost to secure supply for you, and whenever the position improves we will not fail to let you know. 因为贵方订单数量很大，我们目前不能满足需求，但是我们将尽最大努力为贵方获取货源，一旦情况好转，一定告知。 2. Because we are already heavily burdened with outstanding orders, it is impossible for us to accept new orders for delivery within this year. 由于我方目前已承担过多的订单，因此无法接受今年之内交货的新订单。 3. We regret to inform you that the goods ordered are out of stock. 很遗憾地通知贵方，所订货物暂时无货。 4. We regret that we have to decline this order as we are running out of the stock. 很遗憾，由于没有现货不得不拒绝订货。 18 7.3 实用句子 7.3.4 签约函 1. We are sending our Sales Confirmation NO.DY1211 in triplicate at your request. 按你们的要求，我们随函寄去第 456 号销售确认书一式三份请查收。 2. You will receive our S/C and please countersign and return one copy to us for file. 你们将收到我方合同，请会签并退回一份供我方存档。 3. Our S/C No.12 in two originals was airmailed to you. 航空邮寄给贵方第12号合同，一式两份。 4. We are glad to have concluded this transaction with you and are enclosing our S/C No.12 in duplicate. 很高兴与贵方达成交易，现随函附上第12号合同一式两份。 5. We enclose our Sales Contract No. 66 covering this transaction. 我方随函附上这笔交易的售货合同第66号。 6. If you find everything proper, please sign and return the duplicate of the Sales Contract for our file soon. 如果你们认为没问题，请尽快签字并寄回销售合同的副本一份备查。 19 7.4 常用表达 （1）达成交易conclude a transaction （2）会签countersign （3）寄回一份供我方存档 return one copy to us for our file （4）一式两份in duplicate （5）确认订单confirm your order （6）订货太多have heavy commitments （7）购货合同Purchase Contract （8）销售合同/销售确认书Sales Contract /Confirmation （9）严格按照下列指示in strict accordance with the following instructions. （10）续订货 place a repeat order （11）现货供应supply from stock （12）在规定的时间内within the stipulated time （13）特别关注give special care to （14）试订货place a trial order （15）接受你方订货book/accept your order 20 订货函是买方向卖方发出的订购货物的书面通知，要求买方按订单所列的各项条件发货。现在，许多公司喜欢使用正式打印好的订货单，因其既节省时间又能保证没有遗漏任何重要细则。但是有一些小公司，仍使用订货函的方式订货。订单经买卖双方确认后就成为对双方都具有法律约束力的合同，也成为日后开立信用证的依据，所以订单的准确性非常重要，任何错误都可能造成不可挽回的损失。同样，订单内容必须详细、清楚、准确，不论是商品的价格还是商品的规格都应做到准确无误，否则会带来不必要的损失与麻烦。 卖方收到订货函后应及时回复。在写信确认订单时，应包括以下详细信息：1.卖方表示高兴和感谢收到订单。2.保证买方订购货物的质量，确保货物及时交货。3.确认其他重要项目，如付款等。4.如果买方所订货物无存货，建议现有库存的替代品可用。5.表达未来希望再次收到订单的愿望。 订单一旦被接受，就具有法律约束力并要求买卖双方履行合同，卖方应该严格依照订单备货并交货。如果买方发现商品质量低于订单标准，买方有权要求减价、换货，或者取消订单，甚至索赔。如果卖方无法提供买方所需要的货物，则最好介绍一些合适的替代品；如果买方所需货物的价格和规格发生了变化，卖方则提出还价并劝买方接受，但要注意：写拒绝接受订货的信时，必须非常谨慎，应为日后有可能的交易留下余地。 在进出口交易中，一方的发盘或还盘被另一方无条件接受，合同关系即宣告成立。在成交签约阶段，实际业务中常常要撰写接受函、成交签约函，可以根据磋商过程中的函电内容缮制合同，并给对方寄销售确认书或销售合同要求会签确认。 本章小结 21 Translate the following passage. 敬启者： 很高兴从你方5月5日邮件中得知你方已经接受我方5月4日报盘。我们现确认向贵方出售2000打绿色丝绸手帕，纸板箱包装，每箱10打，每打84美元CIF伦敦，由卖方按照发票金额110%投保一切险和战争险，2021年8月由福州运往伦敦，唛头由我方选定，以不可撤销的即期信用证付款，信用证必须在装船前30天到达我方。 随函附上我方5月20日在福州所签第13HE4号确认书，请会签并发回备查。 中国福州福成工艺品公司 复习思考题 22 PPT模板下载：/moban/ 行业PPT模板：/hangye/ 节日PPT模板：/jieri/ PPT素材下载：/sucai/ PPT背景图片：/beijing/ PPT图表下载：/tubiao/ 优秀PPT下载：/xiazai/ PPT教程： /powerpoint/ Word教程： /word/ Excel教程：/excel/ 资料下载：/ziliao/ PPT课件下载：/kejian/ 范文下载：/fanwen/ 试卷下载：/shiti/ 教案下载：/jiaoan/ 字体下载：/ziti/ Thank you! 23 $$