商务英语阅读写作Unit 6

Section1.HowtoWriteLettersPlacingandExecutingOrdersTogiveabriefintroductiontowhatisanorderandreplytoanorderToenableSstobecomeawareofmaincontentoflettersforanorderandreplytoanorderToenableSstofamiliarizethemselveswiththesamplesgivenToreadandpracticeusingsomeoftheimportantwordsandexpressionsforbusinesswritingTodoexercisesandpracticetranslatingquotation,offerandcounter-offerObjectives:Unit6WritingforOrdersandExecutingOrdersI.WhatIsanOrderandReplytoAnOrder?Anorderisarequesttosupplyaspecifiedquantityofgoods.Veryoften,itisonlyaftertheexchangeofanumberofletters,faxesorE-mailsthatthetwopartiescomeentirelytotermsandthebuyerfinallyplacesorfillsaformalorderbyletterorfax.Whenasellerreceivestherelativeorderandconfirmsandacceptsitstermsandconditions,hemaybegintoexecutetheordertothebuyer’ssatisfaction.However,therearetimeswhenasellerdoesnotacceptthebuyer’sorderforsomereasons.Lettersdeclininganordershouldbewrittenwithutmostcareandaneyetogoodwillandfuturebusiness.II.TheMainContentofanAcceptanceorOrderLetter1)Expressingthanks/pleasureforreceivingtheoffer/quotation2)Sayingthatyouhaveacceptedtheoffer/quotation3)SayingtoplaceanorderIII.ReadandExplainSampleLettersSample1:AnOrderforPrintedShirtingGentlemen,WethankyouforyourquotationofJuly25togetherwithpatternsofPrintedShirting.Wefindbothqualityandpricesatisfactoryandarepleasedtogiveyouanorderforthefollowingitemsontheunderstandingthattheywillbesuppliedfromstockatthepricesnamed:Quantity PatternNo. Prices50,000yards 181 HK$11peryd.40,000yards 183 HK$14peryd.50,000yards 185 HK$17peryd.(AllthepricesareFOBHongKong.)III.ReadandExplainSampleLettersSample1:AnOrderforPrintedShirtingWeexpecttofindagoodmarketfortheaboveandhopetoplacefurtherandlargeorderswithyouinthenearfuture.OurusualtermsofpaymentarebyD/P60daysandwehopetheywillbesatisfactorytoyou.Meanwhile,shouldyouwishtomakeinquiresconcerningourfinancialstanding,youmayrefertothefollowingbank:TheA.B.C.Bank15XYZStreet,HongKong.YourssincerelyAnswertheFollowingQuestions1.Whatdoesthewriterexpressintheopening?2.Whatarethebuyer’spaymentterms?WordsandPhrases1.givesbanorderforsthplaceanorderforsthe.g.WearepleasedtogiveyouanorderforChinesetea.e.g.Ilenthimmoneyontheunderstandingthathepaiditbackthenextmonth.e.g.Theycannotsupplythegoodsfromstockatthemoment.2.ontheunderstandingthatontheconditionthat3.fromstockfromthegoodsavailableimmediatelyRefertosampleWordsandPhrases4.findagoodmarketforhavealargedemandfore.g.We’resurethatyouwillfindagoodmarketforourgoodsfortheyareofgoodquality.e.g.DoyouacceptD/Pterms?5.D/PDocumentsagainstPaymentRefertosampleSample2:SalesConfirmationforAcknowledginganOrderDearSirs,AgainstthecaptionedorderfromyouwehavethepleasureofenclosingourSalesConfirmationNo.EH-718foryoursignature.Youarerequestedtoreturnusacopyassoonaspossible.Whileappreciatingtheconfidenceyouhaveplacedinus,wewishtoaddthataccordingtoourusualpracticeweusetheformofSalesConfirmationforacknowledgingtheconclusionofbusinessratherthansigntheOrderFormofourclients.OurSalesConfirmationsarereliableinstrumentswhichaccuratelyandcomprehensivelyreflectthespiritandessenceofouragreement.ToabidebythestipulationsSample2:SalesConfirmationforAcknowledginganOrderandcarrythemouttothefullwillmeanthecompleterealizationofthedutiesandrightsofbothpartiestothemutualbenefit.Wehopethatthisexplanationwillmeetwithyourapproval.Shouldtherebeanyquestionwithrespecttothewordingorcontentofthetermsandstipulations,pleasedonothesitatetotellussothatwemaymakeacheckoradjustment,ifnecessary.Yourssincerely,AnswertheFollowingQuestions1.Howdoesthewriteracknowledgeanorder?WordsandPhrases1.SalesConfirmationasimpleformofsalescontracte.g.We’llsendyouaSalesConfirmationforyoursignature.e.g.ItisthepracticeinEnglishlawtoconsiderapersonnotguiltyuntilhehasbeenprovedguilty.e.g.Wemustabidebythelaw.2.practiceastandardcourseofactionthatisacceptedascorrectordesirable3.abidebyactaccordingtoRefertosampleWordsandPhrases4.meetwithgete.g.Theirreasonablerequestwillmeetwithourapproval.e.g.Thewordingofabusinessagreementshouldbeexact.5.wordingthewordschosentoexpresssthandthephrasestheyformRefertosampleSample3:SalesConfirmationforAcknowledginganOrderDearSirs,ThankyouforyourorderofNovember11.WeshouldliketofillyourorderfortheFashionBlouseA437,Size38,butthefactisthatwehavereceivedmoreordersthanwehadexpected,withtheresultthatourlargereservestockhasbeensoldout.Themanufacturerisnolongerabletosupplythisblouse,butwearefortunatetohaveinstockablouseofthesamehighqualityandexquisitestyle,ataslightlylowerprice.Youwillfindthisblouselistedandillustratedinourcatalogue,onpage15,A438.Wecansendyoutheblousepromptlyifwereceiveyourorderwithinafewdays.Thismodelisverypopular.Itisnowsellingasfastasthemodelyouordered.Sample3:SalesConfirmationforAcknowledginganOrderRemember,youarefullyprotectedbyourguarantee,"Moneycheerfullyandpromptlyrefundedifyouarenotsatisfied.”Wearecertain,however,thatyouwillnotpartwiththeblousewhenyouseeit.Justwritethecataloguenumberoftheblouseandthesizeyoudesireonenclosedspecialorderblank,and,mailittousintheenclosedstampedenvelope.Theblousewillreachyoupromptly.Yoursfaithfully,AnswertheFollowingQuestions1.Canthesellersupplytherequiredgoodsasthebuyerordered?Whatdoesthesellerdotosolvetheproblem?2.What’sthereasonthatthesellercannotsupplythegoodsrequiredinthebuyer’sorder?WordsandPhrases1.fillone’sorderfulfillone’sordere.g.We’dliketofillyourorder,butwedonothavethespecialequipmenttoproducethegoods.e.g.Owingtobigdemand,theirreservestockissoonrunningout.e.g.Areverylongskirtsthepresentmodel?2.reservestockgoodskeptinstockforfutureuse3.modelstyleofdressingRefertosampleWordsandPhrases4.refundreturn(money)e.g.Weguaranteerefundingthepaymentifyoufindthegoodsarenottoyoursatisfaction.e.g.It’snoteasytopartwithone’spossessions.5.partwithgiveupRefertosampleExercise1.TranslatethefirstreadingintoChinese.AnswerGOnextExercise1.TranslatethefollowingintoEnglish.接到你公司8月15日印花细布定单，非常高兴，并欢迎你公司成为我公司的客户之一。现确认按你方来信列明的价格供应印花细布，并正安排下周由“公主号”轮装出。深信你公司收到货物后，定会感到完全满意。你公司也许不甚知道我公司的经营范围，现附上目录一份。希望这首笔定单将导致彼此更多的业务往来，展开愉快的工作关系。AnswerObjectives:TogiveabriefintroductiontohowtowriteanorderandreplytoanorderToenableSstobecomeawareofdifferentconventionalitiesusedforwritinganorderandreplytoanorderTopracticeusingdifferentconventionalitiesusedforwritinganorderandreplytoanorderTodoexercisesSection2.SkillsforWritingtoPlaceOrdersandtoMakeRepliestoOrdersI.HowtoWriteanOrderandReplytoanOrderTheessentialqualitiesofanorderareaccuracyandclarity.Inanorderletter,supplythefollowinginformationasexactlyaspossible:1.Description---Indicatethenameoftheproduct,themodelorarticlenumbers,ifany,thepageofthecataloguefromwhichyouareordering,thequantityofeachitem,andtheprice.2.Destination---Statewhereyouwanttheordershipped.3.Payment---Indicatenowyouplantopayforthemerchandise.4.Anyspecialcircumstances---Statesuchthingsasmodeofpacking,timeofshipment,orthewayofshipment(airfreight,forexample)II.ConventionalitiesforWritinganOrderLetter.1.ThankyouforyourofferofFebruary14.Yourpricesandqualityturnedouttobesatisfactoryandwearesendingyouanorderforthefollowing.2.Wearepleasedtoencloseanindent/trialorder/purchaseorder/revisedorder/substituteorderfor20,000piecesofplastictoymobilephones.3.EnclosedpleasefindtwocopiesofPurchaseContractNo.…,whichwetrust,willbefoundinorder.Kindlysignandreturnacopyforourfile.4.Pleaseseethatyourgoodsmeetourrequirements.5.Weneedthegoodsurgentlyanditisimperativethattheorderedgoodsreachusbytheendofthismonth.我们急需此货，因此，所定货物务必于本月底前运到。III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.1.WethankyouforyourtrialorderofFebruary26fortenthousandsetsofour“Diamond”electricfans.2.Wethankyouforthisorder,andhopewemayhavethepleasureofsupplyingyouagaininthenearfuture.3.Wewerepleasedtogetsuchagoodorderfromyoualthoughitwasafteralapseoftimewhichhadbeenmuchtoolong.III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.4.Wewanttotellyouhowpleasedwewerewithyourorder,becauseitrepresentsourfirstdealwithyou.Wehavealwaysfeltthatourhighqualitymerchandiseshouldhaveareadysaleinyourarea.5.Ourbestandpromptattentionwillbegiventotheexecutionofthisorder.6.Weareunabletomanufacturethearticleyouordered.Enclosed,wearereturningyourorder.III.ConventionalitiesforWritinganOrder-AcknowledgementLetter.7.Duetodifficultieswithoursuppliers,weareunabletoacceptyourorderatthistime.8.Asaresultoftherecentcommunicationsbetweenus,weconfirmhavingacceptedyourorderfor…,whichhasbeenbookedwithourmanufacturers.EnclosedwearesendingyouourSalesConfirmationNo.…induplicate/triplicate,onecopyofwhichpleasesignandreturntousforourrecords.9.WearehandingyouherewithourSalesConfirmationNo.…withtherequestthatyouwillsignandreturntoustheduplicateassoonaspossible.Exercise1.TranslatethefollowingChineseintoEnglish.1)如果你们订购这种商品，我们可以按你们所需要的数量供应。2)我方可接受交单付现的付款方式。3)相关信用证将通过雅加达第一国家银行开出。收到后请立即安排装运，我方非常感谢。4)如果你方能满足我方的需要，井答应提前交货，我方就接受你方的价格。5)800美元每台的价格我方可以接受，但条件是你方应将订货数量增至3000台。6)货物装船后，您方可按发票金额开立汇票向我方提款。7)请注意，货物应装在结实的适合海运的集装箱内。8)这种产品的起订量是300箱。如果你方订购500箱以上，我们就减价3％。AnswerExercise2.Completethefollowingletterbyfillingtheblankswiththegivenwords.toithopeorderfororderDearSirs,WethankyouyourorderNo,215for6setsofelectricmotorcarsModelEF-617.Wewouldliketoacceptyourverymuch,butwecannotseeourwaycleartodothis.Youwillunderstandthatthealterationfromthestandardspecificationstoyourrequirementsneedsasubstantialadjustmentourproductionmethodsbasedonthebeltconveyorsystem.Thisentailsaconsiderableincreaseinlaborcostandmaterials.Wetrustthatyouwillunderstandthatitisnotlackofcooperationandgoodwillthatmakesimpossibletomeetyourwishes.WeyouwillfinditpossibletoreplaceyourbyourexcellentsubstituteModelEJ-627.Yoursfaithfully,AnswerExerciseReturn你公司7月25日的报价单及印花细布花式样均收悉，谢谢。我公司对品质和价格均感满意，并乐意在供应现货的条件下按（以下）指定价格订购下列货物：数量 花式号 价格50,000码 181 每码港币11元40,000码 183 每码港币14元50,000码 185 每码港币17元（所有价格都是香港船上交货价）我们期望为上述商品开拓好的市场，并希望不久将来再向你公司大量定货。我公司通常的付款条件是60天付款交单，希望此付款条件能令你公司满意。你公司如需了解我公司财务状况，请向下列银行查询：GOtextExercise接到你公司8月15日印花细布定单，非常高兴，并欢迎你公司成为我公司的客户之一。现确认按你方来信列明的价格供应印花细布，并正安排下周由“公主号”轮装出。深信你公司收到货物后，定会感到完全满意。你公司也许不甚知道我公司的经营范围，现附上目录一份。希望这首笔定单将导致彼此更多的业务往来，展开愉快的工作关系。ReturnWearepleasedtoreceiveyourorderofAugust15forPrintedShirtingandwelcomeyouasoneofourcustomers.WeconfirmsupplyofthePrintedShirtingatthepricesstatedinyourletterandarearrangingfordispatchnextweekons.s.“Princess.”Whenthegoodsreachyou,wefeelconfidentthatyouwillbecompletelysatisfiedwiththem.Asyoumaynotbeawareofthewiderangeofgoodswedealin,weareenclosingacopyofourcatalogueandhopethatourhandlingofyourfirstorderwithuswillleadtofurtherbusinessbetweenusandmarkthebeginningofahappyworkingrelationship.ExerciseReturn1)Ifyouwanttopurchasethisproduct,weareabletosupplyasmuchasyourequire.2)Paymentbycashagainstdocumentsisacceptabletous.3)TherelativeL/CwillbeestablishedthroughtheFirstNationalBank,Jakarta.Wethankyouverymuchforyourpromptarrangementofshipmentuponreceiptofit.4)We'llacceptyourpriceifyoucanmeetourneedsandmakeanearliershipment.5)Thepriceof$800persetisacceptable,providedyouincreasethequantityofyourorderto3,000sets.6)Afteryoushipthegoodsweordered,youmaydrawuponusfortheamountoftheinvoice.7)Pleasenotethatthecommoditiesshallbepackedinstrongseaworthycontainers.8)Theminimumquantityofanorderforthegoodsis300cases.Ifyouordermorethan500cases,wecanreduceourpriceby3%.DearSirs,WethankyouyourorderNo,215for6setsofelectricmotorcarsModelEF-617.Wewouldliketoacceptyourverymuch,butwecannotseeourwaycleartodothis.Youwillunderstandthatthealterationfromthestandardspecificationstoyourrequirementsneedsasubstantialadjustmentourproductionmethodsbasedonthebeltconveyorsystem.Thisentailsaconsiderableincreaseinlaborcostandmaterials.Wetrustthatyouwillunderstandthatitisnotlackofcooperationandgoodwillthatmakesimpossibletomeetyourwishes.WeyouwillfinditpossibletoreplaceyourbyourexcellentsubstituteModelEJ-627.Yoursfaithfully,forordertoithopeorder