国际经贸英语实务 第05章.ppt

Chapter 5Acceptance and Order In the international trade, negotiations usually proceed by 5 steps, which are inquiry, offer, counter-offer, acceptance and signing the contract. 5.1 Background Information Acceptance is an essential step of making a deal and signing the contract. Acceptance is called commitment in the law. It refers to a sign of the offeree’s willing to sign a contract and full agreement to all the content of the offer within the validity of the offer. Acceptance comes after inquiries, offers and counter-offers. Then an order may follow. But, before acceptance is given, the buyer or the seller has to take into careful consideration such elements as the price and the quality. Order refers to an oral or written request to supply a specified quantity of goods. It may be the result of an offer or a counter-offer with a positive acceptance. It may be given by letter, telegram, telex or fax, or even orally at a meeting. But order letters are a common form of correspondence for obtaining equipment, service and supplies. An order letter form must include all the necessary details to make it complete, namely name of goods, catalogue No. and sample No.; price of goods, including unit price, total value; quality requirement, grade, model name; number and specification; quantity of goods; origin and material; weight, dimensions, color and pattern; packing and marking; terms and payment; delivery requirements, including place, date, mode of transport, whether the order will be carriage paid or carriage forward, etc.; documents, such as Bill of Lading, commercial invoices, insurance policy; special features and others, for example, alternatives if exact goods required are not available. An order should be replied in good time. If the seller accepts it, he had better make a repeat of the terms and remember to deliver his good will in the closing section. Praising that the order is a wise one, thanks to a longtime customer for his repeat patronage and a hearty