Unite 6: Order and Acceptance,学习目标,了解国际贸易中的订购与确认的基本知识； 掌握订购单内容及进口商订购信函的写作要点、基本内容； 掌握出口商的接受订单信函和拒绝订单信函的写作要点、基本内容； 掌握订购信函、确认信函的常用表达，能够根据业务情境准确撰写订单信函、接受订单信函和拒绝订单信函。,本讲内容,Section 1: Introduction Section 2: Specimen Letters Section 3: Some Useful Expressions,Section 1: Introduction,订购（Order） 确认（Acceptance）,Section 1: Introduction,订购（Order） 1. 订单的含义 在国际贸易中，订单（Order）是进口方对出口方供应具体数量的货物而提出的要求。,Section 1: Introduction,订购（Order） 2. 订单信函必须包括的要点 （1）感谢卖方的报价或发盘 （2）表示此来函就是向卖方订货 （3）对欲购买的货物要有全面准确的描述 （4）表达期盼订单能够顺利履行的愿望（Desire）,Section 1: Introduction,确认（Acceptance） 1. 确认（Acceptance）订单的信函包括如下内容： （1）对进口商的订单表示感谢并且确认订单； （2）重申订单的内容； （3）向进口商保证会立即认真执行该订单； （4）提供一些进口商可能感兴趣的其他产品信息； （5）表达继续合作的愿望； （6）随附销售确认书（Sales Confirmation）一式两份供对方会签。,Section 1: Introduction,确认（Acceptance） 2. 拒绝对方订单的信函一般包括以下几点： （1）告知收到对方何时发来的订单及订单编号，并对收到进口商的订单表示感谢； （2）直接说明不能接受订单原因； （3）告知对方自己收到订单后的努力，求得对方谅解； （4）向进口商表达歉意，并建议其他业务； （5）希望将来能继续合作。,Section 2: Specimen Letters,Letter 1 A buyer writes to make an order and urge for early delivery Letter 2 A seller replies to accept an order Letter 3 A seller accepts the order but asks for extending the date of shipment Letter 4 A seller writes to decline an order,Section 2: Specimen Letters,Letter 5 A buyer writes to place an order Letter 6 A seller acknowledges an order Letter 7 A seller writes to explain the reasons for refusing an order,Section 2: Specimen Letters,Letter 1 A buyer writes to make an order and urge for early delivery 思考： What does the order include?,Section 2: Specimen Letters,Letter 1 A buyer writes to make an order and urge for early delivery We are in receipt of your offer of , We find both quality and prices satisfactory and are pleased to give you an order for the following items:,Section 2: Specimen Letters,Section 2: Specimen Letters,Packing: In cotton cloth bales Shipment: to be effected before July Payment: By irrevocable L/C available by draft at sight ,Section 2: Specimen Letters,Note 1. satisfactory 2. item 3. invoice 4. all risks 5. irrevocable L/C available by draft at sight 6. urgently,Section 2: Specimen Letters,Letter 2 A seller replies to accept an order 思考： What does the seller require about L/C?,Section 2: Specimen Letters,We confirm your Order and send you herewith our Sales Confirmation No. in duplicate. Please sign and return one copy to us for our file at your earliest convenience.,Section 2: Specimen Letters,a letter of credit in our favor covering the above mentioned goods will be established immediately. 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 rest assured that,Section 2: Specimen Letters,We appreciate and assure you that your order will receive our most carefully attention. Yours sincerely,Section 2: Specimen Letters,Note 1. sales confirmation 2. in duplicate 3. for our file 4. letter of credit in our favor 5. stipulations,Section 2: Specimen Letters,6. conform to 7. subsequent amendments 8. rest assured that 也可以用：be assured that,Section 2: Specimen Letters,Letter 3 A seller accepts the order but asks for extending the date of shipment 思考： Why does the seller ask for extending the date of shipment?,Section 2: Specimen Letters,We welcome you as a new customer and appreciate very much your order No.536 for ,Section 2: Specimen Letters,However, we are unable to deliver the goods at the shipment date stipulated by you in your order due to . We would like to do business with you but it is necessary for you to give us a little more time.,Section 2: Specimen Letters,Again, we apologize for the delay and hope it will not cause you serious inconvenience. We are awaiting your early reply with keen interest. Yours truly,Section 2: Specimen Letters,Notes 1. manufacturing plant 2. effect shipment 3. do business with 4. with keen interest,Section 2: Specimen Letters,Letter 4 A seller writes to decline an order 思考： Why does the seller decline the order?,Section 2: Specimen Letters,Thank you very much for your order We regret to say that we can not meet your requirements and must turn down your order as Although , we are unable to accept your order this time.,Section 2: Specimen Letters,Please let us know if you need any other help, we will do our utmost to serve you. Yours faithfully,Section 2: Specimen Letters,Letter 4 A seller writes to decline an order Note 1. meet ones requirement 2. turn down 3. at present 4. definite 5. tried ones best to do /do ones utmost to do 6. from other channels,Section 2: Specimen Letters,Letter 5 A buyer writes to place an order 思考： What does the buyer write in the order?,Section 2: Specimen Letters,We thank you for your quotation of and find your terms acceptable. We are pleased to give you a trial order for the following items:,Section 2: Specimen Letters,Pattern No. Quantity Prices 9001 15 000 yards USD 12/yard 9002 10 000 yards USD 15/yard Please note that all t