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1、 InitialOrders RepeatOrders DuplicateOrders PlaceandConfirmanOrder Contents of a Sales Contract or Confirmation FillinaContractinEnglishChapterSixAcceptance&OrdersMain&DifficultPoints 一项有效的接受一般具备以下条件：Weareacceptingyouroffer.WeacceptyouroffersubjecttoDecemberShipment.v Useful Expressions Weacceptyour
2、firmoffer.Wehaveacceptedyourfirmoffer.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 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，并且这种表示传达给发盘人才开始有效 WritingSteps1.expresspleasureinreceivingtheoffer;2.confirmtheconclusionofthebusinessandpointoutthefulldetailsofarticlenumber,quantity,specification,quality,unitprice,t
3、otalvalue,shipment,packing,insuranceandtermsofpaymentasagreeduponinpreliminarynegotiationsbetweentheexporterandtheimporter;3.hopeforfurtherorders;qAsatisfactoryorderlettershouldinclude:KeyWords&Expressionsaccept acceptance confirmation oforder sales contract purchasecontract sales confirmation purch
4、ase confirmation sign signaturecounter-signatureLanguagePoints1.transactionn.交易；生意1)在过去的几年里，我们与贵公司达成了多笔交易。We wish to transact with the exporters ofjewelleryinSouthAfrica.We have concluded a number of transactionswithyouinthepastfewyears.2)我们希望与南非珠宝出口商开展业务。transactv.办理，处理（业务），做交易 LanguagePointsToenab
5、leustoshipthegoodsintime,youwillhavetoopentheL/Cintheprescribedtime.1)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。enablesbtodosth使（人）能够做某事enablesth.使某事成为可能3.enablev.使（人）能够2)请立即修改信用证以便十月装船。Please amend the L/C immediately to enableOctobershipment.LanguagePointsThetrainwillenablemetogetthereintime.4.maken.（工业）产品；制造方法或
6、式样 3)字典能使国际间的理解更明白一些。The dictionary will enable better internationalunderstanding.4)火车能保证我按时到达那里。LanguagePoints freshorder新订单 neworder新订单 initialorder初次订单 trialorder试订单 repeatorder续订单 duplicateorder重复订单5.ordern.订单LanguagePointsoutstandingorder未完成订单pendingorder未完成订单toacceptanorder接受订单toacceptanorder接
7、受订单toconfirmanorder确认订单tocancelanorder取消订单 We believeyou will do your utmost to executeour first order as it will lead to a series oftransactionsbetweenus.1)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。executionn执行；履行6.executev.执行 LanguagePoints2)我们保证准时执行你方订单。Weassureyouofourpunctualexecutionofyourorder.Chines
8、eversionoftheletter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，Letter 2 AcknowledgementofanorderHereisourt
9、heMiddleEast.1)这是我方关于中东情况的存档资料。foronesfile供某人存档；供存查 tocompleteonesrecords供某人存档/归档 beonfile存档；归档2.foronesrecords供某人存档；供存查LanguagePoints3.itisunderstoodthat不用说；不言而喻的；LanguagePoints4.makesure弄确实；查明；弄清楚；肯定makesurethat弄清楚makesureof弄清楚makesureabout弄清楚NeedlesstosaythatItgoeswithoutsayingthatLanguagePoints他
10、在睡觉之前确保所有的灯都关掉。订舱位之前，务必弄清楚停靠口岸。Makesureoftheportsofcallbeforebookingshippingspace.我们必须肯定我们能够把货物装上第一条可利用的轮船。Hemakessurethatallthelightsareoffbeforehegoestobed.Wehavetomakesurethatwecanshipthegoodsbythefirstavailablesteamer.LanguagePoints5.conformityn.符合；一致beinconformitywith与相一致；依照beinconformityto与相一致
11、beinaccordancewith与相一致beinagreementwith与相一致conformv.符合；使一致Yourproposalisnotinconformitywithourarrangements.你方的建议与我们商定的办法不一致。LanguagePointsThisdoesnotconformtothecontract.质量必须与样品一致。Thequalitymustconformtothesample.这与合同不符。6.setforthph.陈述；阐明；陈列；提出请注意做到有关信用证的规定条款要与合同条款完全一致。Pleaseseetoitthatthestipulatio
12、nssetforthintherelativeL/C are in exact accordance with the terms of thecontract.Chineseversionoftheletter执事先生：兹答复你方3月3日来函，现高兴地确认你方1000台半导体的订单。随函附上第2001号销售合同一式二份，请会签并退回其中一份以供我方存档。有关上述货物的信用证应立即开出。并确保信用证的条款与我销售合同规定的条款严格一致以避免随后的电报修改信用证。一经收到该证，我们就立即装运你方的订货。谢谢你方的合作。并希望这笔交易将为我们双方以后的交易铺平道路。谨上，Letter 3 Plac
13、ingarepeatorder(Atabulatedrepeatorder)LanguagePoints1.patternsn.花式样2.findbothqualityandpricesatisfactory认为质量和价格都令人满意besatisfiedwithboththequalityandprice认为质量和价格都令人满意3.ontheunderstandingthat以为条件；如果贵公司印花细布的设计款式很适合我方客户的品位。LanguagePoints我们同意你方针对付款条件提出的建议。Weareagreeabletoyourproposalforpaymentterms.The d
14、esigns of printed shirting are agreeable tothetasteofourcustomers.执事先生：你方本月23日来函收悉，并感谢你方寄来的印花府绸的样品。我们对质量和价格都满意并乐意在现货供应的条件下按指定价格向你们订购下列货物：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（所有的价格是成本保险加运费纽约）ChineseversionoftheletterLetter 4 SendingaS/Cwithcounter-signatureLanguagePoints
15、 tobookonesorder=toacceptsbsorder tobookwithsb.sth.=toplacewithsbanorder1.bookn.帐簿；v.把记载入册；预定1)兹高兴地确认从你处购进了五十吨核桃。Wearepleasedtoconfirmhavingbookedwithyou50tonsofwalnuts.2)兹高兴地确认卖给了你方五十吨核桃。Wearepleasedtoconfirmhavingbookedyourorderfor50tonswalnuts.LanguagePointsEnclosedpleasefindtheduplicatewithourco
16、untersignature.2)随函附上我方会签的合同。Wehavesomestockleft，andshallbeabletomeetyourrequirementsifyouwishtoduplicateyourlastorder.1)我们尚有一些库存，你方若愿意重复上次订单我们能满足你方的要求。2.duplicatev.n.重复；使再发生 LanguagePoints2)这是我方第007号销售合同，如你方认为合同内容无误，请会签并退回一份供我方归档。3.counter-signaturen.会签1)我们及时会签了合同，现在寄回一份供你方存档。Wehavedulycounter-sign
17、edthecontractandarereturningonecopyforyourfile.ThisisourS/CNo.007.Ifyoufindthecontentstherein agreeable,please counter-sign andreturnonecopyforourrecords.Thanks to your close cooperation,wesucceededinputtingthedealthrough.1)多亏你方的密切合作，我们成功地达成了这笔交易。4.thankstoph.由于；幸亏 LanguagePoints5.bridgev.弥合 bridget
18、hepricegap弥合价格差别 closethepricegap弥合价格差别 LanguagePoints1)价格差距太大，无法弥合。Wehopeyouwilldoyourbesttobridgethepricegap.2)我方希望你们能尽力弥合价格方面的差距。6.putthedealthrough7.达成交易Thepricegapistoowidetobridge.LanguagePoints toconcludeatransaction toclosethedeal/bargain toconcludethebusinesswithsb.tocometotermswithsb tocom
19、etobusinesswithsb.totransactbusinesswithsb.qSimilarExpressions:7.induecourseph.适时；及时；如期地1)卖方及时收到了有关的信用证。ThesellerhasreceivedtherelativeL/Cinduecourse.LanguagePoints2)我们相信货物将如期抵达你处。Wetrusttheshipmentwillreachyouinduecourse.8.aseriesofdeals一系列交易 LanguagePointsq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，
20、为什么寄送附件、要求对方做出什么样的反应等。）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。9.coveringletters说明信 LanguagePoints10.atmoderateprice公道的价格q Similarexpressions thelowestprice最 低 价 thebestprice最 低 价 competitiveprice竞 争 价 indicationofprice参考价 reasonableprice合理价格 LanguagePointsmoderateprice
21、公道价favorableprice优惠价格practicalprice可行价格workableprice实际价格keenestprice克己价格Chineseversionoftheletter执事先生：如期收到有关我方订购10,000打男式衬衫的你方第7768号销售合同。随函附上我们已会签的合同，请查收。由于双方的共同努力,我们能弥补价格方面的差距而达成这笔交易。以你方为受益人的有关信用证已由伦敦的中国银行开出。该证会如期抵达你处。相信此订单将成为我们双边一系列交易的先导。谨上，Letter 5 AreplyfromthesellerLanguagePoints1.bookonesorder
22、=toacceptonesorderChineseversionoftheletter执事先生：非常高兴地接受您方第1212号关于床盖的订单。由于所有的货物均有库存，所以一旦收到您方的信用证即可交货。希望我们的货物能令您方满意并期待能荣幸地得到您方进一步的订单。谨上，Contents ofaSalesContract1.Title=合同名称及其编号。2.Preamble序文：包括签约日期、地点、当事人名称、地址及其法律地位。3.NameofCommodity商品名称。4.QualityClause品质条款：包括约定品质的决定方式及其时间和地点。5.QuantityClause数量条款：包括约定
23、数量单位、交付数量的决定时间和地点，以及溢短装数量的解决办法等。Contents ofaSalesContract6.PriceClause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。7.PackingClause包装条款“包括包装的方式、方法、包装的材料以及唛头等。8.DeliveryClause交货期：包括交货时间、地点、交货方式、交货通知等。9.PaymentClause支付条款：包括支付方式、支付工具以及支付时间等。Contents ofaSalesContract10.InsuranceClause保险条款：包括由何方保险、投保险别、金额与货币约定保
24、险人等。11.InspectionClause检验条款：包括项目、检验时间与地点、检验机构、检验方法,检验效力及其费用的负担等。12.ClaimClause索赔条款：包括索赔的期限及其通知方法，应提出的证明文件，索赔货物和付款的关系，以及解决索赔的基本原则。13.ArbitrationClause仲裁条款：包括范围、地点、仲裁机构及其费用的负担等。Contents ofaSalesContract11.ForceMajeureClause不可抗力条款：包括不可抗力事故的原因、通知时间和方法、应提出的文件，以及免责事项等。12.BreachandCancellationofContractCla
25、use违约及解除契约权条款：包括违约的处理方法，解约事由和解约后的赔偿等。13.MiscellaneousClause其他条款：依据契约的性质和具体情况，可以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以及合同能否转让及其条件等条款。填制合同练习：卖方：北京轻工业进出口公司买方：纽约贸易公司商品名称：永久牌自行车规格：MB28型单价：CIF纽约每辆70美元数量：1000辆总值：70000美元包装：木箱装装运期：2005年12月31日前自中国港口至纽约，允许分批装运和装船付款条件：凭不可撤销即期信用证付款，于装运期前一个月开到卖方，并与上述装运期后15天内在中国议付有效保险：由卖方根
26、据中国人民保险公司1981年1月1日中国保险条款按发票金额的110%投保一切险和战争险合同号码：AC4789填制合同练习：FillinaContractinEnglishSALES CONTRACTContract No.Sellers:Buyers:This contract is made by and between the Buyers and the Sellers,whereby the Buyers agree to buy and the Sellers agree to sell the undermentioned commodity according to the te
27、rms and conditions stipulated below:Commodity:Specifications:Quantity:AC4789Beijing light Industrial Imp.&Exp.CorporationGeneral Trading Company,New York“Forever“Brand BicyclesModel MB281 000 BicyclesUnitPrice:TotalValue:Packing:Insurance:TimeofShipment:PortofShipment:PortofDestination:At US$70 each
28、 CIF New YorkUS&70 000(Say Us Dollars Seven Thousand Only)In wooden casesTo be covered by the sellers for 110%of the invoice value against All Risks and War Risk as per CIC dated 1st January,1981.To be effected not later than 31st December,allowing part shipment and transhipment.China PortNew YorkDo
29、neandsignedinonthisdayof,2005.TermsofPayment:ShippingMarks:At Sellers OptionBy irrevocable L/C at sight to reach the Sellers a month prior to the time of shipment and remain valid for negotiation in China until the 15th day after the final date of shipment.Beijing11thWriting TrainingDear Sirs,We hav
30、e received your offer of June 5 and regret that you have turned down our counteroffer.As we are in urgent need of the goods and anxious to conclude the business with you.We have made our every effort to persuade our client to accept your offer at GB 45.00 per piece.Fortunately,our customer in Liverp
31、ool has changed his mind and approached us again with an order for 3000 dozens of the above goods on your terms.We are very pleased to have been able to finalize this initial business with you after protracted exchange of correspondence,and look forward to your sales contract,upon receipt of which,w
32、e will open the relative L/C without delay.Yours faithfully,PracticeLessonsII.TranslatethefollowingintoEnglish:1.Weshallbookatrialorderwithyou,providedyouwillgiveusa5%commission.2.WehavebookedyourOrderNo.168forbedsheetsandpillow-casesandaresendingourSalesConfirmationNo.BP-201induplicate.假如能给5%的佣金，我方
33、将向你方试订一批货。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。PracticeLessons兹随函附上试订单一份。如果质量合乎要求，我方近期内将寄订单。如能及时处理此订单将不胜感激。4.Weencloseatrialorder.Ifthequalityisuptoourexpectation,weshallsendfurtherorderinthenearfuture.Yourpromptattentiontothiswillbeappreciated.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。3.Yourorderisreceivin
34、gourimmediateattentionandyoucandependonustoeffectdeliverywellwithinyourtimelimit.PracticeLessons5.We wish to refer to the recent exchange ofcables and are pleases to confirm havingconcluded with you a transaction of 50 tons ofcannedcrabmeat.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。6.Wearepleasedtohavetrans
35、actedtheinitialbusinesswithyourfirmandlookforwardtothefurtherexpansionoftradetoourmutualbenefit.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。PracticeLessons7.Wehavesucceededinputtingthroughthedealoffivehundredtonsofcannedmushroom.8.Thepriceyouquotedbeingfoundworkable,wehavecabledyououracceptance.我们成功地达成了500吨蘑菇罐头的
36、交易。我们认为你所报价格可行，因此已去电表示接受。PracticeLessons9.WehavecabledourconfirmationofyourorderandyouarerequestedtoopentheL/Cassoonaspossible.10.Pleaseacceptourofferandconfirmtheabove-mentionedtermsimmediately.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，大连成本、保险家运费价每台美元，木
37、箱装，每箱装4台。收到信用证一周内，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，2006年8月20日III.TranslatethefollowingletterintoEnglish:III.TranslatethefollowingletterintoEnglish:PracticeLessonsPracticeLessonsAug.20,2006DearSirs,We are pleased to confirm having purchased from you 2000 sets o
38、fToshiba Color TV 29 inches under the following terms andconditions:2000 sets of Toshiba Color TV 29 inches,at US$CIF Dalian,packed in wooden cases,each containing 4 sets,shipment fromYokohamatoDalianwithinaweekafterreceiptoftherelativeL/C.Wetrustthatyouwillgivespecialcaretothepackingofthegoods,lest
39、thegoodsshouldbedamagedduringtransit.We are now arranging the establishment of the L/C,which will beopenedinyourfavoruponreceiptofyourSalesConfirmation.Yoursfaithfully,4.As a of our endeavour,we have obtained supplies for you.2.We confirm our purchase _ you 1000 dozen of Alarm Clocks US$9.50 dozen C
40、IF Vancouver export packing.PracticeLessons1.We appreciate your cooperation and trust the shipment will prove _ your entire satisfaction.III.Filling the missing words:3.We confirm the sale to you of 200 tons Green Beans resulting _cables exchanged.5.We confirm cables exchanged resulting the sale to
41、you of 200 tons of Green Beans.tofrom forat per includingfromresultin7.We expect to put the deal.PracticeLessons 6.We hope to come terms with you this trial purchase.8.We have approached the manufacturers the result that they agree to arrange supplies for you.9.We are well experienced this line and
42、can place orders _ you _ large quantities if your prices are attractive enough.10.We regret that the execution of the agreement is _ from satisfactory.11.We appreciate your effort _ pushing the sale of our products these years.to inthroughwithininwithfarinPracticeLessons12.You may rest assured that
43、the shipment will turn out your satisfaction.13.Enclosed please find the duplicate our counter-signature.14.The L/C,we believe,will reach you due course.15.Your offer is not interested us.16.We do not deal this line.17.Your products are _ no interest us.18.We deal many firms Paris.19.We expect to pl
44、ace you an order Butterfly Sewing Machines.20.We based our price the international market.towithintoinof towithinwithforOn(upon)PracticeLessonsIV.Writealetterstatingthefollowingpoints:1.YouhavereceivedS/CNo.668induplicate.2.Youcountersignedandreturnedonecopy.3.Expressthanksfortheircooperation.4.Youh
45、aveopenedanL/C.5.Youarepreparedtoorderanother50tons.PracticeLessonsDearSirs,We have duly received your S/C No.668 in duplicate.Enclosedplease find the duplicate with our counter-signature.Thanks tomutualefforts,wewereabletoputthedealthrough.TherelativeL/Chasbeenestablishedinyourfavor.Itwillreachyouinduecourse.Regardingfurtherquantitiesrequired,wehopeyouwillseeyourwaycleartomakeusanoffer.Asanindication,wearepreparedtoorderanother50tons.Faithfullyyours,