Unit 8 Orders and Their Fulfillment

订单及其履行

8.1 Introduction8.1 Introduction （简介）（简介）

目的：掌握如何下订单并进行回复。

一般地，订单应包括以下内容：（ 1 ）品名和品质。应清楚地提及商品目录或目录号码，对商

品质量进行必要的准确而全面的描述（比如质量等级、颜色、式样等）。

（ 2 ）价格和数量。应清楚地说明所订购的每项商品的数量、重量或长度。如果没有明确的数量，则应说明最高限量与最低限量。

（ 3 ）包装和标志。（ 4 ）装运地点、装运日期、运输方式及代理等。（ 5 ）付款条件。（ 6 ）单据。包括所需的全部单据及运输指示。（ 7 ）替代品。如果所要的商品没有现货供应，是否同意以别

的商品替代。

8.2 Writing Skills8.2 Writing Skills （写作技巧）（写作技巧）

订单信函的写作步骤及常见表达方式：

写作步骤 表达方式

（ 1 ）表明向对方订购货物（或信后随附有订单）

We are in receipt of your letter of October 4th and are pleased to place an order with you for the following goods. （我们已收到你方 10 月 4 日信函，并非常高兴地向你方订购以下货物。） Please find enclosed our Order No.B5421 for… （请注意随附的我方 B5421 号订单。）

（ 2 ）确认双方达成的交易条件（交货期、运输方式、包装、付款条件及折扣等）

We would like to confirm that payment is to be made by irrevocable letter of credit. （我们确认以不可撤销信用证付款。） We would like to thank you for the 30% discount you allowed us. （非常感谢你方给予我方 30% 的商业折扣。）

（ 3 ）表达进一步合作的愿望

We will submit further orders, if this one is completed to our satisfaction. （如果本次订货令我方满意，我方将继续向你方订货。）

接受订单信函的写作步骤及常见表达方式：

写作步骤 表达方式

（ 1 ）对收到订单表示高兴，并同意订单的条件

We are pleased to confirm your order which we have accepted on the terms. （我方很高兴确认你方订单并已接受你方条件。） We are in receipt of your favor of the 10th May, with your order for five printing machines, which I herewith acknowledge with best thanks. （贵公司 5 月 10 日来函及五部印刷机器的定单均已收到，在此表示谢。） We acknowledge receipt of your favor of the 10th July, and thank you for the order you have given us. （贵公司 7 月 10 日函收悉，对此次订货，我公司表示感谢。）

（ 2 ）对所订货物加以赞许

Our products are selling well in many areas. （我们的产品在许多地区销路很好。）

（ 3 ）保证对订单迅速、认真地处理

We appreciate the business you have been able to give us and assure you that your order will receive our most careful attention. （感谢你公司照顾我们这笔交易，我们保证一定慎重办理贵方订单。）

We are pleased to say that we have already made up your order No.9901, and you may expect delivery within the next three days.（我们高兴地通知你方 9901 号订单货已备妥，有望在三日内交货。）

（ 4 ）提醒对方注意其他可能感兴趣的商品

Besides serges we supply a wide rage of other manufactured clothes and enclose a copy of our current price list. （除了哔叽布之外，我们还供应一系列机织布，现随信附上一份最新的价目表。）

（ 5 ）希望今后收到更多订单

We appreciate your co-operation and look forward to receiving your further orders. （感谢你方的合作，希望继续收到你方订单。）

拒绝订单信函的写作步骤及常见表达方式：

写作步骤 表达方式

（ 1 ）对未能满足对方的需要表示歉意

We are sorry that the model required is no longer being manufactured. （非常抱歉，你方所需型号我方已不再生产。）

We are sorry to say that we must turn down your order as we have full order books at present and cannot give a definite date for delivery. （非常抱歉我们必须拒绝你方订单，因为目前我们的订单排得很满，不能给你们一个确切的交货期。）

（ 2 ）若有替代品的话，建议对方使用替代品

We are sorry that your order of model I is out of stock now. Please select a suitable substitute from the enclosed catalogue.（你方有关 I 型号的订单，现在无货，深感抱歉。请从所附寄的目录中挑选合适的替品。）

（ 3 ）希望下一次有机会合作

We regret that, owing to a shortage of stocks, we are unable to fill your order. We will, however, contact you by fax once supplying improves. （因为存货短缺，未能供应贵公司所需货品，特此致歉。一旦供应情况改善，我们将电传通知贵公司 )

8.3 Specimen Letters8.3 Specimen Letters （样函）（样函）

Letter 1 ： Placing an orderDear Sirs,

Re: Our Order No.456

Please ship the following merchandise:

Quantity Pattern No. Catalogue No. Prices

600 pillowcases 18 45 USD1.60 each

500 pillowcases 21 65 USD1.70 each

(All the prices are FOB Shanghai.)

Delivery: During September Payment: By Letter of Credit to be opened in

accordance with our agreement Packing: Usually packing in strong bales, with gunny bag

cover and waterproof material. Please acknowledge this order immediately on receipt and

inform definite delivery date. This order is of no avail if it not signed by a responsible person of our firm.

Yours faithfully,

Letter 2 ： Acknowledging an order （ A reply to Letter 1 ）

Dear Sirs,Re: Your Order No.456 Thank you for your order No.456 for pillowcases and we

are happy that you are one of our customers.

We confirm with you the following order for the pillowcases at the prices stated in your letter:

Quantity Pattern No. Catalogue No. Prices 600 pillowcases 18 45 USD1.60 each 500 pillowcases 21 65 USD1.70 each (All the prices are FOB Shanghai.) Delivery: During the first ten-day of September

Payment: By Letter of Credit

Packing: Usually packing in strong bales, with gunny bag cover and waterproof material.

For the above order, we enclose our Purchase Confirmation No.216 in duplicate. Please sign and return one copy for our file at your earliest convenience.

We are arranging for the establishment of the relative Confirmed Irrevocable Letter of Credit through the bankers and shall inform you by fax as soon as it is opened.

We thank you again for the above order and hope that this will lead to a long-term cooperation between us.

Yours faithfully,

Letter 3 ： Placing an orderDear Sirs,

We thank you for your letter of July 2 and are glad to inform you that your samples are satisfactory. Enclosed please find our Order No.237 for four of the items.

All these items are urgently required by our customers. We, therefore, hope you will make delivery at an early date.

Yours faithfully,

Encl.

Order No. 237

Packing: In cotton cloth bales.

Shipment: Prompt shipment from Shanghai.

Payment: By irrevocable L/C available by draft at sight.

Quantity Item Catalogue No. CIF Sydney NET

250

250

500

500

Bed Sheets, 106cm, blue

Bed Sheets, 120cm, primrose

Pillow Cases, blue

Pillow Cases, primrose

75

82

117

121

GBP2.50 each

GBP3.00 each

GBP1.80 a pair

GBP1.80 a pair

Letter 4 ： Accepting an order （ A reply to Letter 3 ）

Dear Sirs,

Re: Your Order No.237

We have booked your Order No.237 for bed sheets and pillowcases and are sending you herewith our Sales Confirmation No.BP-103 in duplicate. Please sign and return one copy to us for our file.

It is understood that a letter of credit in our favor covering the above-mentioned goods, will be established immediately. We wish to point out that 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 we shall effect shipment with the least possible delay upon receipt of the credit.

We appreciate your co-operation and look forward to receiving your further orders.

Yours faithfully,

Letter 5 ： Placing an orderDear Sirs,

We acknowledge receipt of your letter of May 5, and request you to take in hand the construction of 100 pumping machines described in detail in ours of May 3, at the prices fixed by you.

GBP620.00 for No.1

GBP580.00 for No.2

As you make no mention of the guarantee usually given when delivering machines, we would point out to you that we must stipulate for a two year’s guarantee, during which period you engage to make goods any necessary repairs free of charge.

Moreover, to ensure delivery of the machines on /before August 1, you are to furnish us with a 2% performance bond, which shall be forfeited by default on the expiration of the time specified.

Please acknowledge acceptance of our order, and confirm the conditions stated above by return of mail.

Yours faithfully,

Letter 6 ： Accepting an order （ A reply to Letter 5 ）Dear Sirs, We thank you for your letter of May 17 with order for the

delivery of 100 pumping machines. You may be assured that we shall do our best to execute the order to your satisfaction.

The omission of the customary guarantee in our letter of May 5 was an oversight on our part, for which please accept our apology. We hereby guarantee the 100 pumping machines ordered for two years, during which period we are prepared to repair free of charge any defects in the machines arising from faulty material. We are likewise arranging to provide the performance bond prescribed by you.

Yours faithfully,

Letter 7 ： Refusing an orderDear Sirs,

We were very glad to receive your order of November 2 for 100 Jinxing television sets but, since you make delivery before Christmas a firm condition, deeply regret that we cannot supply you, as we have done on so many occasions in the past.

The manufactures are finding it impossible to meet current demand for this very popular set. We ourselves placed an order for twenty-four a month ago, but were informed that all orders are being met in strict rotation and that our own could not be dealt with before the beginning of February.

I gather from our telephone conversation this morning that your customers are unwilling to consider other makes. I hope therefore you will be able to obtain your needs from other source. May I suggest that you try Television Services Ltd, Dalian. This I am afraid is the only suggestion I can make that is likely to be of some use.

Sincerely yours,

Letter 8 ： Refusing an orderDear Sirs,

Thank you for your order, No.149, which we received on May 7. Unfortunately we do not feel that we can offer the trade discounts which you have asked for, viz. 35 percent as we only allow a 25 percent trade discount to all our customers regardless of the quantity they buy.

As we think you will agree, our prices are extremely competitive and it would not be worthwhile supplying on the allowance you have asked for. Therefore, in this instance, we regret that we have to turn down your order.

Yours faithfully,

8.4 Focal Words8.4 Focal Words （焦点词汇）（焦点词汇）

actn. 行为，行为过程，一幕，条例，法令The thief was caught in the act of riffling the safe.

The second act was not very interesting.

Navigation Act

vt. & vi. 行动，办事，充任，发生作用Why don’t you make up your mind to act at once ？We should act in a principled manner.

Who acted as chairman in her absence ？This medicine acts on the heart.

act as 担任He acted as chairman in my absence.

act in 在 --- 方面（的）行动I am quite sure that he acted in this matter from

disinterested motives.

acting: adj.& n. 代理的，演技an acting chairman

Her acting was quite first-rate.

action: n. 行动，行为，作用，诉讼，故事take action

put out of action

Action speak louder than words.

They were forced to take legal action.

The storm put the telephones out of action.

I felt that it was time for me to take action.

confirmvt. 巩固，确定The latest information confirms my belief that he is to blame.

We hereby confirm acceptance of your order.

confirmation: n. 批准，认可，证实We are waiting for confirmation of the news.

confirmed: adj. 证实的，保兑的confirmed letter of credit

favorn. 好感，赏识，帮忙，特权Would you do me a favor ？A letter of credit in our favor will be established immediately.

vt. 恩惠，给以优惠，对……有利，赞成Opportunities always favor those with courage.We trust to be favored with your order.

favorable: adj. 赞成的，有利的，优越的We believe if you take the quality into consideration, you will We believe if you take the quality into consideration, you will

find our quotation most favorable.find our quotation most favorable.

favorably: adv. 赞成地，满意地，有帮助地He impressed me favorably.

favored adj. 满意的，优惠的most-favored-nation treatment

favorer n. 支持者，赞成者

in favor of 赞成，主张They were in favor of free trade.

in one’s favor 对某人有利The exchange rate is not in our favor.

ask a favor of sb. 求人帮一个忙I want to ask a favor of you.

marketn. 市场，需求，销路，交易，市价Good ware makes quick markets.

vt. 交易，销售The inventor is trying to market his new product.

marketable adj. 适销的，畅销的marketable goods 畅销货

marketer n. 在市场上买卖的人，专营某种商品的商人或商店a big gasoline marketer

marketing n. 买卖，营销a marketing cost

marketplace n. 集市，市场

registern. 登记，记录，注册，登记册Just sign the register here and I’ll have your bags sent up

later.

vt. & vi. 登记，注册，挂号邮寄，留下印象Please register this letter.

His bearing registered me with intense fear.

registered adj.登记的，注册的，挂号的registered trademark

registered post

order 订单，订货initial order 首次订单fresh order 新订单trial order 试购订单repeat order 续订单duplicate order 重复订单outstanding/pending order 未完成订单additional order 追加订货rush order 紧急订单

to place an order with sb. for sth.

向某人订购某物

to accept an order 接受订单 to execute/ fulfill/ fill/ carry out an order 执行订单 to cancel an order 取消订单 to withdraw an order 撤回订单 to decline/ turn down/ refuse an order 拒接订单 to close/ confirm/ take/ entertain an order 接受订单 to hold up/ suspend an order 暂停执行订单

order sheet/ form 订单 substantial orders 大批量的订单 to dispatch an order 发货 book v. 登记入账簿，预订 book one’s order = accept one’s order 卖给某人

We have booked your order for 200pcs. book an order with sb. = place an order with sb. booking 订货

Owing to heavy bookings, we cannot accept any fresh order for the time being.

heavy commitments 过量订单

herewith =with this 同此 hereafter =after this 此后 hereby =by this 以后 herein =in this 在此 hereinafter =in a following part of 在下文 hereunder =under this 在下面 hereof =of this 关于此 hereto =to this 附此

sales confirmation 销售合同书 sales contract 销售合同 purchase confirmation 购买确认书 purchase contract 购买合同

effect v. 实现，完成effect shipment 装船effect insurance 投保effect payment 支付effect delivery 交货

take effect from/ on … 自（在）…开始生效 The newly revised prices will take effect from/on

the first of next month.

for one’s file = for one’s records 供某人存档 for one’s reference 供某人参考 for one’s information 供某人参考 for one’s consideration 供某人考虑

at one’s earliest convenience 在…尽早方便时

to one’s entire satisfaction 让某人完全满意

8.5 Useful Sentences8.5 Useful Sentences （实用语句）（实用语句）1. In consideration of this being your initial order, we

have decided to grant you 3% special discount to strengthen your position in competition with other suppliers.

2. We have received your letter of May 23 along with your proforma invoice No 215/1427 in triplicate and take pleasure in placing an order with you for the said items.

3. We are pleased to inform you that your order No.320 has been accepted by our manufacturers.

4. We hereby confirm acceptance of your order and are enclosing herewith our sales confirmation in two originals one of which please sign and return to us for our file.

5. We hope that this order will meet your immediate acceptance and careful execution as usual.

6. Please supply the under-mentioned goods as per your quotation and samples submitted on September 5.

7. In view of our heavy bookings, we are not in a position to commit ourselves to new orders.

8. Your prompt attention to this order will be highly appreciated.

9. Thank you again for this trial order, we sincerely hope it will lead to further business.

10. We appreciate your order No.304 for 3 000 pieces of women’s shirts. We are pleased to accept your terms. Enclosed is a copy of our Sales Note No.56.

We are glad to have closed (finished/ put through/ concluded/ finalized/ realized/ materialized) this transaction with you.

我们很高兴和贵方达成这笔交易。 We appreciate your cooperation and trust that

your ordered goods will turn out to your full satisfaction. 我们很感激贵方的合作，并相信这次订购的货物会令贵方完全满意。

We intend to place with you a repeat order for 1000 dozens Men’s Shirts of the same styles and sizes. 我们同意贵方续订 1000 打相同样式和尺寸的男士衬衫。

We are sorry to report that our buyer does not confirm this order at your price $500; we must , therefore, ask you to cancel same.

We hope that our handling of your first order with us will lead to further business between us and mark the beginning of a friendly business relationship.

In view of your urgent need of the goods and the good relationship between us, we have decided to accept your order in spite of the current tight supply position, but we can do only putting off our supply to another customer.

We have cut the price to the limit. We regret, therefore, being unable to comply with your request for further reduction.

Please rest assured we shall execute your order as per the agreed terms (as per the terms agreed).

We have to put in extra time to complete the order in June.

supply sth. from stock 供应现货 急需货物 need the goods urgently 装船须知 shipping instructions 付款方式 method of payment total value 总额 more or less clause 溢短装条款 within the stipulated time 在规定的时间里 付现交单 cash against documents (CAD) D/P documents against payment 付款交单 at one’s expense 由…承担费用 draw up 起草，草拟 all particulars 详细情况

1. Please make sure that our order is executed _____.A. with least any delayB. without the least possible delayC. with the least possible delayD. with least possible delay

2. Although the present market is advancing, we will accept your order __ same terms as before with the view __ encouraging business.A. in/of B. on/in C. for/to D. on/of

一俟收到你方具体询价单，我们马上寄送样品并报最优惠的价格。

Samples and prices will be immediately sent to you upon receipt of your specific enquiry.

第 1986 号合同项货物现已备妥待装，请赶快开立信用证。

As the goods under Contract No. 1986 are now ready for shipment, please rush your L/C with the least possible delay.

1.  We are pleased to give you this order for the following items on the understanding that they will be supplied at the prices stated in your letter of last week. 

2.  We expect to find a good market for these cottons and hope to place further and larger orders with you in the near future. 

3.  All these items are in urgent need, and you are therefore requested to make delivery without delay. 

4. Your letter of June 6, 2004 together with your order for bamboo ware has been received with thanks.

5.  We will arrange for the production in receipt of your order. 

6. We are satisfied with the results of the negotiations held at the Spring Guangzhou Fair. 

7. If the quality is to our expectation, we will place with you our further orders.

8.  Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit. 

9. We are sending you our S/C No. 0024 in duplicate, one copy of which please sign and return us for our file. 

10. Your alarm clocks are satisfactory to our customers and there is a possibility of their repeat orders in large quantities.

Dear Sirs ， We are pleased to have booked with you an __ for 200

metric tons vegetable oil. Our Order Sheet No. 5889 is ___ and the relative credit will be faxed to you within the next few days.

Our buyers have agreed to allow ___ shipment for this order. If you could spread our ___ by forwarding a proportionate quantity each month instead of letting the whole lot of 200 tons be congested into the ___ month, it would be of much assistance to our customers.

It might interest you to know that the buyers concerned are among the leading importers of edible oils in this city. If the ___ represented by your initial consignment turns ___ satisfactory, they are likely to ___ orders very soon.

Thank you very much for your cooperation.

Yours faithfully,

×××

We have b___ your order No. 237 for bed sheets and pillowcases and are sending you h___ our sales confirmation No. BP-103 in d___. Please sign and return one copy to us for our file.

It is understood that a L/C in our f___ covering the above-mentioned goods will be e___ immediately. We wish to point out that the s___ in the relevant credit should strictly c___ to the terms stated in our S/C in order to avoid subsequent a___ . You may rest a___ that we shall e___ shipment with the least possible delay upon receipt of the credit.

homeworkhomework

感谢贵方 7 月 20 日的订单报价， 随函附上关于标题项下货物的 111 号订单。

关于贵方 3 月 20 日的电子邮件，我们乐意通知贵方我们已经接受了贵方订购 2500 打天坛牌男式衬衫的订单。现寄上第 H0808 号销售合同一式两份，请签退其中一份，以供我方存档。

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。

因为你方订单数量很大，我们目前不能满足需求，但是我们将尽最大努力为你方获取货源，一旦情况好转，一定告知。