外贸函电第六.ppt

Chapter 6 Orders Aims Requirements 1. Learn and master key words, phrases and sentence patterns in this unit. 2. Learn how to write a business letter about order and reply to the order. 6.1 接受 1.交易洽商的一般程序 询盘→发盘→还盘→反还盘→接受→签订合同 2.接受: 是指受盘人在发盘有效期内完全同意发盘的全部内容，愿意订立合同的一种表示。 3.一项有效的接受一般具备以下条件： (1).一项有效的接受必须是受盘人对一项实盘的完全接受。(不能增加、限制或其它修改 ) (2).一项有效的接受必须是发盘所规定的受盘人表示才有效。(特定人) (3).一项有效的接受必须是受盘人在发盘的有效期内内表示接受才有效。 (4).接受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。 (书面文字 ;卖方发运货物或买方支付货款 ) 接受即达成交易 具体的业务中，交易双方经过磋商，一方的发盘或还盘，被另一方接受后，交易立即达成，合同即告成立，双方就要承担法律责任。交易双方为明确规定各自的权利和义务，一般采用书面的形式把它确定下来。 (1).销售合同—Sales Contract (简化形式是销售确认书—Sales Confirmation ):卖方草拟 (2).购货合同—Purchase Contract(简化形式是购货确认书—Purchase Confirmation ) :买方草拟 不管是合同还是确认书，一般都是一式两份，经过双方签字(会签)，各执一份，据以执行，这种行为在进出口业务中，称之为签订合同。 6.2 Writing Steps A satisfactory order letter should include : 1. express pleasure in receiving the offer; 2. 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 between the exporter and the importer; 3. hope for further orders; A satisfactory reply to the order will include : 1. express pleasure in receiving the order; 2. add a favorable comment on the goods ordered; 3. include an assurance of prompt and careful attention; 4. draw attention to other products likely to be of interest; 5. hope for further orders; Specimen Letters（样函1采购函） Dear Sirs, We appreciate your immediate response dated June 20 to our request for a 5% reduction in price and through your full cooperation we have been able to confirm the following order with you at your revised (修订过的)price: Thirty metric tons of Bitter Apricot Kernels at $1750.00 per metric ton CFR Qingdao for shipment in August. Enclosed please find our Pu