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1、 Writing Steps express pleasure in receiving the offer; confirm the conclusion of the business and point out the full details of article number, quantity,specification, quality, unit price, total value, shipment, packing, insurance and terms of payment as agreed upon in preliminary negotiations betw
2、een the exporter and the importer; hope for further orders;q A satisfactory order letter should include : Writing Stepsq A satisfactory reply to the order will include : express pleasure in receiving the order; add a favorable comment on the goods ordered; include an assurance of prompt and careful
3、attention; draw attention to other products likely to be of interest; hope for further orders;一项有效的接受一般具备以下条件：一项有效的接受一般具备以下条件： We are accepting your offer. We accept your offer subject to December Shipment. v Useful Expressions We accept your firm offer. We have accepted your firm offer. 受盘人对一项实盘的完全
4、接受受盘人对一项实盘的完全接受 发盘所规定的受盘人表示才有效发盘所规定的受盘人表示才有效 受盘人在发盘的有效期内或合理的时间内表示接受才有效受盘人在发盘的有效期内或合理的时间内表示接受才有效 应由受盘人采用声明或做出其他行为的方式表示，并且这种应由受盘人采用声明或做出其他行为的方式表示，并且这种 表示传达给发盘人才开始有效表示传达给发盘人才开始有效 Specimen Letter 1Dear Sirs,We appreciate your immediate response dated June 20 to our request for a 5% reduction in price an
5、d through your full cooperation we have been able to confirm the following order with you at your revised price:Thirty metric tons of Bitter Apricot Kernels at $1750.00 per metric ton CFR Qingdao for shipment in August. Enclosed please find our Purchase Confirmation No.369 in duplicate. Please sign
6、and return one copy for our records as soon as possible. We are arranging for the establishment of the relative letter of credit with the Bank of China, Sweden, and shall let you know by fax as soon as it is opened. As we are in urgent need of the goods, we find it necessary to stress the importance
7、 of making punctual shipment within the validity of the L/C; any delay in shipment would be harmful to our future business. Yours faithfully, Language Points2. for ones records 供某人存档；供供某人存档；供存查存查 for ones file 供某人存档；供存查 to complete ones records 供某人存档/归档 be on file 存档；归档 这是我方关于中东情况的存档资料。Here is our f
8、ile on the Middle East.1. confirm the following order with you 确认向你方订购确认向你方订购 confirm having placed the order with you 确认向你方订购 我们高兴地确认已与你方达成一百公吨核桃仁的交易。We are pleased to confirm having concluded with you a transaction of 100 metric tons of walnutmeat.We confirm having accepted your offer on the follo
9、wing terms and conditions:兹确认已按下列条款接受你方的报盘： Language Points3. arrange v. 安排；筹备；后接介词安排；筹备；后接介词for arrange for sb.to do sth 安排做某事 arrange for sth. to do sth 安排做某事 我已安排小汽车到机场迎接贸易代表团。I have arranged for a car to pick the trade delegation up at the airport.泰德已安排此人参加交易会。Ted had arranged for this man to at
10、tend the Fair.4. delay v. 耽搁；延误；推迟耽搁；延误；推迟 delay in shipment 在某方面的延误 delay of 延误若干时间 Excuse us for delay in answering your letter.这将造成约六天的延误。This will cause a delay of about 6 days.原谅我方没有及时回信。 Language Points5. order n. 订单订单 fresh order 新订单新订单new order 新订单新订单 initial order 初次订单初次订单 trial order 试订单试订
11、单 repeat order 续订单续订单 duplicate order 重复订单重复订单outstanding order 未完成订单未完成订单 pending order 未完成订单未完成订单 to accept an order 接受订单接受订单 to confirm an order 确认订单确认订单 to cancel an order 取消订单取消订单 Language Points to withdraw an order 取消订单取消订单 to turn down an order 拒绝订单拒绝订单 to decline an order 谢绝订单谢绝订单 to fulfil
12、l an order 执行订单执行订单 to execute an order 履行订单履行订单 to carry out an order 执行订单执行订单 q Difference between repeat order & duplicate order duplicate order：指与原订单除了装运期不同外，其它交易条件与原来订单完全一致。 repeat order: 指除交货期外，其它交易条件等未必与原订单相同的订单。 Language Points假如你方价格可行，我们将向你方试购80箱红茶。We shall place a trial order with you for
13、80 cases of Black Tea if your price is workable.你方得告知我们你方要订购的数量。You have to give us an idea of the quantity you wish to order. 很高兴从你五月二十八日传真中得知你方已决定订购一百套试试销路。We are glad to note from your fax of May 28 that you have decided to place an order with us for 100 sets to test the market. Chinese version o
14、f the letter执事先生： 感谢你方6月20日来信对我要求降价5%的迅速答复，由于您的通力合作，我们现确认按你方修改的价格与你达成交易如下： 三十公吨苦杏仁，每公吨1750美元成本加运费青岛，装运期为8月份。 随函附上我方第369号购货确认书一式两份，请查收。请尽快签名并退回一份以供我方存档。 我们正安排由瑞典的中国银行开立相关的信用证，一经开出即传真通知你方。 由于我们急需此货，我们认为有必要重申在信用证有效期内按时装运的重要性，装运方面的任何延误都将给我们以后的交易带来损失。谨上， Specimen Letter 2Gentlemen:We have received your l
15、etter of April 16 and regret that our counteroffer was refused.As your product “bed sheets” is very much appreciated to our local customers and there is a high demand at our market, we are very desirous of concluding this transaction with you, for the purpose of strengthening our friendship and coop
16、eration, we agree to accept your offer: Bed Sheets US$19.99 per piece CIF Karachi with an order of 500 dozen.We are very much pleased to have been able to transacted this order with you after exchange letters in the past two months and we are now looking forward to your sales confirmation for this o
17、rder so as to enable us to open the L/C duly.As your make is comparatively famous here, the sales will be somewhat quicker. If this first order is executed satisfactorily, we shall be able to place repeat orders with you soon.Yours faithfully, Language Points为了使我们能及时装运，你方必须按规定的时间开立信用证。 To enable us
18、to ship the goods in time, you will have to open the L/C in the prescribed time. 1. enable v. 使（人）能够使（人）能够 enable sb to do sth 使（人）能够 做某事 enable sth. 使某事成为可能 请立即修改信用证以便十月装船。Please amend the L/C immediately to enable October shipment.2. make n. （工业）产品；制造方法或式样（工业）产品；制造方法或式样 Chinese makes 中国牌子的产品；中国货 o
19、ther makes 其他产品 of first-class make 头等技术制造的 Language Points我们对中国造感兴趣。We are interested in Chinese makes.抱歉因为我们不能向你报盘,所以请买别处的产品。Much to our regret that we are not in a position to offer you, as a result, you may purchase other makes. 3. execute v. 执行执行 我们认为你方会尽最大努力执行我方第一个订单，因为它将带来一系列交易。 execution n 执
20、行；履行We believe you will do your utmost to execute our first order as it will lead to a series of transactions between us.我们保证准时执行你方订单。We assure you of our punctual execution of your order. Language Points我方将妥善迅速地处理这一订单。Our best and prompt attention will be given to the execution of this order.有关配额的新
21、规章可能给我们执行你方订单带来困难。The new regulations on quotas may make it difficult for us to execute your order. Chinese version of the letter执事先生： 你方4月16日函悉。十分遗憾，你们没有接受我们的还盘。 由于我客户对您的床单非常欣赏，并且市场需求量很大，为了增进我们之间的友谊和合作，而且我们渴望与你方做成生意，我们同意接受你的报盘：床单1999美元/每条, 卡拉奇成本运费加保险，数量500打。 我们很高兴经过两个月的函电往来，终于与你方做成了这笔生意。我们渴望收到你们的销售
22、确认书以便使我方及时开立信用证。 因为您的产品在此地名气很大，销售也一定很快。倘若第一次订货合同能够满意地执行，我们将高兴地向贵公司续购。谨上， Specimen Letter 3Dear Sirs,We have duly received your Sales Contract No.7768 covering 10,000 dozen Gents Shirts we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, w
23、e were able to bridge the price gap and put the deal through.The relative L/C has been established with the Bank of China, London, in your favor. It will reach you in due course.We trust this order will be the first of a series of deals between us.Yours faithfully, Language Points to book ones order
24、= to accept sbs order to book with sb. sth. = to place with sb an order book n. 帐簿；帐簿；v.把把记载入册；预定；订记载入册；预定；订 兹高兴地确认从你处购进了五十吨核桃。 We are pleased to confirm having booked with you 50 tons of walnuts.兹高兴地确认卖给了你方五十吨核桃。 We are pleased to confirm having booked your order for 50 tons walnuts.这是我方第007号销售合同，如
25、你方认为合同内容无误，请会签并退回一份供我方归档。 2. counter-signature n. 会签会签 我们及时会签了合同，现在寄回一份供你方存档。We have duly counter-signed the contract and are returning one copy for your file.This is our S/C No.007. If you find the contents therein agreeable, please counter-sign and return one copy for our records. Language Points3
26、. thanks to ph. 由于；幸亏由于；幸亏 多亏你方的密切合作，我们成功地达成了这笔交易。 Thanks to your close cooperation, we succeeded in putting the deal through. 4. bridge v. 弥合弥合 bridge the price gap 弥合价格差别close the price gap 弥合价格差别价格差距太大，无法弥合。We hope you will do your best to bridge the price gap.我方希望你们能尽力弥合价格方面的差距。 The price gap is
27、 too wide to bridge. 5. in due course ph. 适时；及时；如期地适时；及时；如期地 q 卖方及时收到了有关的信用证。 The seller has received the relative L/C in due course. Language Pointsq 我们相信货物将如期抵达你处。 We trust the shipment will reach you in due course. 6. covering letters 说明信说明信q 顾名思义，就是对附件有关问题作一说明（对附件本身或其前因后果加以解释，即附件数量，为什么寄送附件、要求对方做
28、出什么样的反应等。）这种信可简可繁，可长可短，由写信人自己掌握。一般来说，老客户之间只要看到附件就明白了，这时的说明信可短一点，而给新客户的说明信则可详细一点。 Specimen Letter 4Dear Sirs,Reference is made to exchange of correspondences between us, we confirm having placed with you the following order:1000 sets of transistor radioSanyo Brand-model: 1234UD$55.00 per set C&F Dali
29、anPacking: in cartons, each containing 10 setsShipment: within 45 days after receipt of the relevant L/CWe trust that you will give special care to the packing of our goods lest they should be damaged in transit. The L/C will be opened in your favour on receipt of your Sales Contract, and we shall a
30、dvise you of the shipping marks in the meantime. Emphasis has, however, to be laid on the point that shipment must be made within the validity of the L/C, as no extension will be considered. It may interest you to know that there is a good demand here for transistor radio at moderate prices, and we
31、have no doubt that your products are suitable for this market. If the shipment turns out to our entire satisfaction, substantial orders will follow. Yours faithfully, Language Pointsreference is made to 提及；涉及；谈及提及；涉及；谈及 make a reference to sth refer to referring to 提及你方第123号销售合同项下的我方第321号订单的货物，请立即包装
32、并发运 。Reference is made to your Sales Contract No.123 covering our Order No.321.Please pack the goods and ship it promptly. We refer to your Sales Contract No.123 covering our Order No.321. Please pack the goods and ship it promptly.2. lest conj.惟恐；免得惟恐；免得（在被连接的状语从句里常用should或原形动词）我们相信你方将对货物的包装给予特别注意，
33、以免货物受损。 We trust that you will give special care to the packing of the goods, lest they should be damaged. Language Points3. transit n. 运输；通（经）过运输；通（经）过 in transit ph. 在运输途中 during transit 在运输途中 4. satisfaction n. 满意；满足满意；满足 turn out to ones entire satisfaction 使人完全满意 to the satisfaction of sb 使人满意
34、相信运送的货物会使你方完全满意。 We trust the shipment will turn out to your entire satisfaction. Language Points5. at moderate price q Similar expressions the lowest price 最 低 价 the best price 最 低 价 competitive price 竞 争 价 indication of price 参 考 价 reasonable price 合理价格 moderate price 公 道 价 favorable price 优惠价格 pr
35、actical price 可行价格 workable price 实际价格 keenest price 克己价格 Analyzing the LetterParagraph One: confirming the deal Paragraph Two: confirming the contents of the order Paragraph Three: requesting the seller to give special care to the packingParagraph Four: promising to open the L/C timely Paragraph Fi
36、ve: emphasizing the importance of punctual shipmentParagraph Six: looking forward to placing further orders q Letter 4 Chinese version of the letter执事先生： 参阅最近我们之间往来的信函，我们现确认向你方订购如下： 1000台半导体收音机 三洋型号：1234 每台55美元成本加运费大连 包装：纸箱，每箱装10台 装运：收到相关信用证后45天内完成装运 请特别注意货物的包装，以免货物在运输途中受损。 一经收到销售合同即开立以你方为收益人的信用证，并同
37、时告知装运标志。 由于不能考虑展期信用证，因此我们重申你方必须在信用证有效期内完成装运。 你方可能会有兴趣了解到这一点：此地对中等价格的半导体需求甚殷，因而，我们毫不怀疑你的产品适销本市场。如果货物能使我们完全满意，大额订单会接踵而至。 谨上， Contents of a Sales ContractTitle =合同名称及其编号。 Preamble序文：包括签约日期、地点、当事人名称、地址及其法律地位 。 Name of Commodity商品名称。 Quality Clause 品质条款：包括约定品质的决定方式及其时间和地点。 Quantity Clause数量条款：包括约定数量单位、交付
38、数量的决定时间和地点，以及溢短装数量的解决办法等。 Price Clause 价格条款：包括价格种类、结构、使用货币计算单位以及币值或价格变动风险的归宿等。 Packing Clause 包装条款“包括包装的方式、方法、包装的材料以及唛头等。 Delivery Clause 交货期：包括交货时间、地点、交货方式、交货通知等。 Payment Clause支付条款：包括支付方式、支付工具以及支付时间等。 Practice LessonsTranslate the following into Chinese: We shall book a trial order with you, provi
39、ded you will give us a 5% commission. We have booked your Order No.168 for bed sheets and pillow-cases and are sending our Sales Confirmation No. BP-201 in duplicate. Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit. 兹随函附上试订单一份。如
40、果质量合乎要求，我方近期内将寄订单。如能及时处理此订单将不胜感激。 假如能给5%的佣金，我方将向你方试订一批货。 你方订单正在迅速处理，而且尽可信赖我方将会在规定的时间内发运。 We enclose a trial order. If the quality is up to our expectation, we shall send further order in the near future. Your prompt attention to this will be appreciated. 我方已接受你方床单枕套的第168号订单。兹寄上第BP-200 销售确认书一式两份。 Pra
41、ctice LessonsWe wish to refer to the recent exchange of cables and are pleases to confirm having concluded with you a transaction of 50 tons of canned crabmeat. We are pleased to have transacted the initial business with your firm and look forward to the further expansion of trade to our mutual bene
42、fit. We have succeeded in putting through the deal of five hundred tons of canned mushroom. The price you quoted being found workable, we have cabled you our acceptance. 兹参阅近日往来电报并高兴地确认与你方达成了一笔50吨蟹肉罐头的交易。 很高兴与你方达成首笔交易，盼望以后能进一步发展双方互利的贸易。 我们成功地达成了500吨蘑菇罐头的交易。 我们认为你所报价格可行，因此已去电表示接受。 Practice LessonsWe
43、have cabled our confirmation of your order and you are requested to open the L/C as soon as possible. Please accept our offer and confirm the above-mentioned terms immediately. 我方已去电接受你方订单，望尽快开立信用证。 请立即接受我方报盘并确认上述条款。 兹高兴地确认按照下列条款买进你方29英寸东芝彩色电视机2000台： 2000台29英寸东芝彩色电视机， 横滨成本、保险家运费价每台美元，木箱装，每箱装4台。收到信用证
44、一周内，从横滨运至大连。 请特别注意货物的包装，以免货物在运输途中受损。 我们现在正在洽办开信用证，在接到你方确认书后，即可开出以你方为受益人的信用证。 谨上，2001年8月20日Translate the following letter into English: Practice Lessons Practice Lessons2001Dear Sirs,We are pleased to confirm having purchased from you 2000 sets of Toshiba Color TV 29 inches under the following terms
45、and conditions:2000 sets of Toshiba Color TV 29 inches, at US$ CIF Yokohama, packed in wooden cases, each containing 4 sets, shipment from Yokohama to Dalian within a week after receipt of the relative L/C.We trust that you will give special care to the packing of the goods, lest the goods should be
46、 damaged during transit.We are now arranging the establishment of the L/C, which will be opened in your favor upon receipt of your Sales Confirmation.Yours faithfully, As a of our endeavor, we have obtained supplies for you. We confirm our purchase _ you 1000 dozen of Alarm Clocks US$9.50 dozen CIF
47、Vancouver export packing. Practice LessonsWe appreciate your cooperation and trust the shipment will prove _ your entire satisfaction. Filling the missing words :We confirm the sale to you of 200 tons Green Beans resulting _cables exchanged. We confirm cables exchanged resulting the sale to you of 2
48、00 tons of Green Beans. tofromforatperincludingfromresultinWe expect to put the deal. Practice Lessons We hope to come terms with you this trial purchase. We have approached the manufacturers the result that they agree to arrange supplies for you. We are well experienced this line and can place orde
49、rs _ you _ large quantities if your prices are attractive enough. We regret that the execution of the agreement is _ from satisfactory.We appreciate your effort _ pushing the sale of our products these years.tointhroughwithininwithfarin Practice LessonsYou may rest assured that the shipment will tur
50、n out your satisfaction. Enclosed please find the duplicate our counter-signature. The L/C, we believe, will reach you due course. Your offer is not interested us. We do not deal this line. Your products are _ no interest us. We deal many firms Paris. We expect to place you an order Butterfly Sewing