1、 ii iUnit8OrdersandTheirFulfillment訂單及其履行8.1Introduction（簡介）目的：掌握如何下訂單并進行回復。 一般地，訂單應包括以下內容：品名和品質。應清楚地提及商品目錄或目錄號碼，對商品質量進行必要的準確而全面的描述(比如質量等級、顏色、式樣等)。價格和數量。應清楚地說明所訂購的每項商品的數量、重量或長度。如果沒有明確的數量，則應說明最高限量與最低限量。包裝和標志。裝運地點、裝運日期、運輸方式及代理等。付款條件。單據。包括所需的全部單據及運輸指示。替代品。如果所要的商品沒有現貨供應，是否同意以別的商品替代。8.2WritingSkills（寫作技巧

2、）訂單信函的寫作步驟及常見表達方式:寫作步驟表達方式(1)表明向對方訂購貨物(或信后隨附有訂WeareinreceiptofyourletterofOctober4thandarepleasedtoplaceanorderwithyouforthefollowinggoods.（我們已收到你方10月4日信函，并非常高興地向你方訂購以下貨物。）單)PleasefindenclosedourOrderNo.B5421for（請注意隨附的我方B5421號訂單。）(2)確認雙方達成的交易條件(交貨期、運輸方式、包裝、付款條件及折扣等)Wewouldliketoconfirmthatpaymentist

3、obemadebyirrevocableletterofcredit.（我們確認以不可撤銷信用證付款。）Wewouldliketothank呼ouffoirtlte30D%discountyouallowedus.（非常感謝你方給予我方30%的商業折扣。）(3)表達進一步合作的愿望Wewillsubmitfurtherorders,ifthisoneiscompletedtooursatisffaction.（如果本次訂貨令我方滿意，我方將繼續向你方訂貨。）接受訂單信函的寫作步驟及常見表達方式:寫作步驟表達方式(1)對收到訂單表示咼興，并同意訂單的條件Wearepleasedtoconfirm

4、yourorderwhichwehaveacceptedontheterms.（我方很高興確認你方訂單并已接受你方條件。）Weareinreceiptofyourfavorofthe10thMaywithyourorderforfiveprintingmachines,whichIherewithacknowledgewithbestthanks.（貴公司5月10日來函及五部印刷機器的定單均已收到，在此表示謝。）Weacknowledgereceiptofyourfavorofthe10thJuly,andthankyoufortheorderyouhavegivenus.（貴公司7月10日函

5、收悉，對此次訂貨，我公司表示感謝。）(2)對所訂貨物加以贊許Ourproductsaresellingwellinmanyareas.(我們的產品在許多地區銷路很好。)(3)保證對訂單迅速、認真地處理Weappreciatethebusinessyouhavebeenabletogiveusandassureyouthatyourorderwillreceiveourmostcarefulattention.(感謝你公司照顧我們這筆交易，我們保證一定慎重辦理貴方訂單。)WearepleasedtosaythatwehavealreadymadeupyourorderNo.9901,andyou

6、mayexpectdeliverywithinthenexttihrnee（days.（我們高興地通知你方9901號訂單貨已備妥，有望在三日內交貨。）(4)提醒對方注意其他可能感興趣的商品Besidessergeswesupplyawiderageofothermanufacturedclothesandencloseacopyofourcurrentpricelist.（除了嗶嘰布之外，我們還供應一系列機織布，現隨信附上一份取新的價目表。）(5)希望今后收到更多訂單Weappreciateyourco-operationandlookforwardtoreceivingyourfurther

7、orders.（感謝你方的合作，希望繼續收到你方訂單。）拒絕訂單信函的寫作步驟及常見表達方式:寫作步驟表達方式(1)對未能滿足對方的需要表示歉意Wearesorrythatthemodellrequirediisnolongerbeingmanufactured.（非常抱歉，你方所需型號我方已不再生產。）Wearesorrytosaythatwemustturndownyourorderaswehavefullorderbooksatpresentandcannotgiveadefinitedatefordelivery.(非常抱歉我們必須拒絕你方訂單，因為目前我們的訂單排得很滿，不能給你們一

8、個確切的交貨期。)(2)若有替代品的話，建議對方使用替代品WearesorrythatyourorderofmodelIisoutofstocknow.Pleaseselectasuitablesubstitutefromtheenclosedcatalogue.（你方有關1型號的訂單，現在無貨，深感抱歉。請從所附寄的目錄中挑選合適的替品。）(3)希望下一次有機Weregretthat,owingtoashortageofstocks,weareunabletofillyourorder.Wewill,however,contactyoubyfaxoncesupplyingimproves.（

9、因為存貨短缺，未能供應貴公司所需貨品，特此致歉。一旦供應情況改善，我們將電傳通知貴公司）會合作 #8.SpecimenLetters(樣函)Letter1:PlacinganorderDearSirs,Re:OurOrderNo.456Pleaseshipthefollowingmerchandise:QuantityPatternNo.CatalogueNo.Prices600pillowcases1845USD1.60each500pillowcases2165USD1.70each(AllthepricesareFOBShanghai.)Delivery:DuringSeptemberP

10、ayment:ByLetterofCredittobeopenedinaccordaneewithouragreementPacking:Usuallypackinginstrongbales,withgunnybagcoverandwaterproofmaterial.Pleaseacknowledgethisorderimmediatelyonreceiptandinformdefinitedeliverydate.Thisorderisofnoavailifitnotsignedbyaresponsiblepersonofourfirm.Yoursfaithfully,8.4FocalW

11、ords（焦點詞匯）actn行為，行為過程，一幕，條例，法令Thethiefwascaughtintheactofrifflingthesafe.Thesecondactwasnotveryinteresting.NavigationActvt.&vi.行動，辦事，充任，發生作用Whydontyoumakeupyourmindtoactatonce?Weshouldactinaprincipledmanner.Whoactedaschairmaninherabsenee?Thismedicineactsontheheart.actas擔任Heactedaschairmaninmyabsenee

12、.actin在方面（的）行動Iamquitesurethatheactedinthismatterfromdisinterestedmotives.acting:adj.&n.代理的，演技anactingchairmanHeractingwasquitefirst-rate.action:n.行動，行為，作用，訴訟，故事takeactionputoutofactionActionspeaklouderthanwords.Theywereforcedtotakelegalaction.Thestormputthetelephonesoutofaction.Ifeltthatitwastimefo

13、rmetotakeaction.confirmvt.鞏固，確定Thelatestinformationconfirmsmybeliefthatheistoblame.Weherebyconfirmacceptaneeofyourorder.confirmation:n.批準，認可，證實Wearewaitingforconfirmationofthenews.confirmed:adj.證實的，保兌的confirmedletterofcreditfavorn.好感，賞識，幫忙，特權Wouldyoudomeafavor?Aletterofcreditinourfavorwillbeestablis

14、hedimmediately.vt恩惠，給以優惠，對有利，贊成Opportunitiesalwaysfavorthosewithcourage.Wetrusttobefavoredwithyourorder.favorable:adj.贊成的，有利的，優越的Webelieveifyoutakethequalityintoconsideration,youwillfindourquotationmostfavorable.favorably:adv.贊成地，滿意地，有幫助地Heimpressedmefavorably.favoredadj.滿意的，優惠的most-favored-nationtr

15、eatmentfavorern.支持者，贊成者infavorof贊成，主張Theywereinfavoroffreetrade.inonesfavor對某人有利Theexchangerateisnotinourfavor.askafavorofsb.求人幫一個忙Iwanttoaskafavorofyou.marketn.市場，需求，銷路，交易，市價Goodwaremakesquickmarkets.vt.交易，銷售Theinventoristryingtormarrtettihiismew|prmarketableadj.適銷的，暢銷的marketablegoods暢銷貨marketern.在

16、市場上買賣的人，專營某種商品的商人或商店abiggasolinemarketermarketingn.買賣，營銷amarketingcostmarketplacen.集市，市場registern.登記，記錄，注冊，登記冊JustsigntheregisterhereandIllhaveyourbagssentuplater.vt.&vi.登記，注冊，掛號郵寄，留下印象Pleaseregisterthisletter.Hisbearingregisteredmewithintensefear.registeredadj.登記的，注冊的，掛號的registeredtrademarkregister

17、edpost ii #&5UsefulSentencesInconsiderationofthisbeingyourinitialorder,wehavedecidedtograntyou3%specialdiscounttostrengthenyourpositionincompetitionwithothersuppliers.WehavereceivedyourletterofMay23alongwithyourproformainvoiceNo215/1427intriplicateandtakepleasureinplacinganorderwithyouforthesaiditem

18、s.WearepleasedtoinformyouthatyourorderNo.320hasbeenacceptedbyourmanufacturers.Weherebyconfirmacceptanceofyourorderandareenclosingherewithoursalesconfirmationintwooriginalsoneofwhichpleasesignandreturntousforourfile.Wehopethatthisorderwillmeetyourimmediateacceptanceandcarefulexecutionasusual.Pleasesupplytheunder-mentionedgoodsasperyourquotationandsamplessubmittedonSeptember5.Inviewofourheavybookings,wearenot