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Unit 8Unit 8

OrderOrder

I. IntroductionI. Introduction

1. Definition of an Order1. Definition of an Order

An order is an offer to buy, and it is a common An order is an offer to buy, and it is a common

form of correspondence for obtaining specified form of correspondence for obtaining specified

goods or services. goods or services.

It may result from an offer or an enquiry with It may result from an offer or an enquiry with

subsequent quotations. subsequent quotations.

An order can be given by letter, telegram or An order can be given by letter, telegram or telex, or orally at the meeting. telex, or orally at the meeting.

In international business, orders are always In international business, orders are always made in printed forms, which ensure that no made in printed forms, which ensure that no important information will be neglected. important information will be neglected.

A buyer can use his own company’s form or A buyer can use his own company’s form or he can fill out the seller’s form. Sometimes, a he can fill out the seller’s form. Sometimes, a buyer might use a business letter to place his buyer might use a business letter to place his order. When writing an order letter, he must order. When writing an order letter, he must include all the specific contents to complete the include all the specific contents to complete the order. order.

The seller can either send a letter accepting The seller can either send a letter accepting

the request and then supply the goods, or send the request and then supply the goods, or send

back a counteroffer with different terms or even back a counteroffer with different terms or even

decline the order. decline the order.

If the order is an acceptance of a previous If the order is an acceptance of a previous

firm offer to sell, then it may be taken as part of firm offer to sell, then it may be taken as part of

the contract between the seller and the buyer, the contract between the seller and the buyer,

and the seller is obliged to supply goods under and the seller is obliged to supply goods under

the stated terms.the stated terms.

2. Important Components in an Order The essential qualities of an order are accuracy and The essential qualities of an order are accuracy and clarity. An order should include:clarity. An order should include:(1) Name of commodity, item number, specifications (1) Name of commodity, item number, specifications such as size and color;such as size and color;(2) Quantity or weight;(2) Quantity or weight;(3) Price, including unit price and amount;(3) Price, including unit price and amount;(4) Package;(4) Package;(5) Date and method of shipment;(5) Date and method of shipment;(6) Terms of payment. (6) Terms of payment. (7) (7) The name and address of both the buyer and The name and address of both the buyer and the sellerthe seller

3. Components of an Order Form The key components of an order form include:The key components of an order form include:(1) Title(1) Title(2) Number and date of the order(2) Number and date of the order(3) Exporter’s name and address(3) Exporter’s name and address(4) Contents, usually including (4) Contents, usually including

① ① DescriptionDescription ② ② QuantityQuantity ③ ③ PackingPacking ④ ④ PaymentPayment ⑤ ⑤ ShipmentShipment ⑥ ⑥ DeliveryDelivery ⑦ ⑦ Shipping marksShipping marks  ⑧  ⑧ Other termsOther terms

(5) Signature (name of importer)(5) Signature (name of importer)

4. Contents of Letters about an Order

Letters about an order include the letters on Letters about an order include the letters on

placing an order, letters on acknowledging an placing an order, letters on acknowledging an

order and letters on declining an order. order and letters on declining an order.

4.1 Letters on Placing an Order4.1 Letters on Placing an Order If we want to place an order, we should If we want to place an order, we should follow the basic skills in the following items.follow the basic skills in the following items.

(1) State the order and number of order in (1) State the order and number of order in the beginning, including the name of the the beginning, including the name of the commodity, number of the commodity, commodity, number of the commodity, specifications, quantity, price, payment specifications, quantity, price, payment terms, packing, date and terms, packing, date and method of

shipment, etc;shipment, etc;

(2) Repeat the commodity that you ordered, as (2) Repeat the commodity that you ordered, as

well as the related information, such as the well as the related information, such as the

color, size, quantity, discount, etc. If there is color, size, quantity, discount, etc. If there is

the enclosed order form, repeat the name of the enclosed order form, repeat the name of

commodity and the order number only;commodity and the order number only;

(3) Emphasize the payment terms and other (3) Emphasize the payment terms and other

related clauses, and remind the receiver to related clauses, and remind the receiver to

confirm it and make shipment as soon as confirm it and make shipment as soon as

possible according to the shipment possible according to the shipment

requirements. requirements.

4.2 4.2 Letters on Acknowledging and Declining an Order

The following basic rules should be followed when The following basic rules should be followed when we accept or decline an order. we accept or decline an order.

(1) Express thanks for receiving the order in the (1) Express thanks for receiving the order in the beginning; beginning;

(2) For acknowledging the order, repeat the main (2) For acknowledging the order, repeat the main contents of the order, and make sure to deal with the contents of the order, and make sure to deal with the order promptly and carefully; for declining the order, order promptly and carefully; for declining the order, state the reasons politely and show optimism for state the reasons politely and show optimism for future cooperation.future cooperation.

(3) Encourage the further orders or cooperation. (3) Encourage the further orders or cooperation.

PackingPacking

1. Introduction1. Introduction

Packing is of great importance in foreign trade. It Packing is of great importance in foreign trade. It

may be appropriately said that packing is to goods may be appropriately said that packing is to goods

means what clothing is to man. The ultimate purpose means what clothing is to man. The ultimate purpose

of packing is to keep the transported goods in perfect of packing is to keep the transported goods in perfect

condition with nothing missing on arrival.condition with nothing missing on arrival.

国际贸易的货物种类繁多，性质、特点、形状国际贸易的货物种类繁多，性质、特点、形状各异，对包装的要求各不相同。从是否需要包装来各异，对包装的要求各不相同。从是否需要包装来看，可以分为三类：看，可以分为三类：

裸装货 裸装货 Nuded CargoNuded Cargo ( ( 货物品质较稳定，不货物品质较稳定，不易受外界条件影响，难于包装或不需包装的货物，易受外界条件影响，难于包装或不需包装的货物，如钢材、木材等如钢材、木材等 ))

散装货 散装货 Cargo in BulkCargo in Bulk （货物散装在运输工（货物散装在运输工具上，如散装的石油、矿砂、粮食、煤炭等）具上，如散装的石油、矿砂、粮食、煤炭等）

包装货 包装货 Packed CargoPacked Cargo

Classification of PackingClassification of Packing

Good packing must be able to stand the roughest Good packing must be able to stand the roughest

transportation. Packing divided into transportation. Packing divided into transport packintransport packin

gg (usually known as outer packing (usually known as outer packing 运输包装，又称运输包装，又称

大包装或外包装大包装或外包装 ) and ) and sales packingsales packing (usually known (usually known

as inner packingas inner packing 销售包装，又称小包装或内包装销售包装，又称小包装或内包装 ).).

Transport packing is done mainly to keep the Transport packing is done mainly to keep the goods safe and sound during transportation. It goods safe and sound during transportation. It must not only be solid enough to prevent the pamust not only be solid enough to prevent the packed goods from any damage, but also be pilfercked goods from any damage, but also be pilferage-proof, easy to store, convenient to load and age-proof, easy to store, convenient to load and unload. unload.

（（ 11 ）按包装造型分为：）按包装造型分为： 箱 箱 casescases

桶 桶 drumsdrums

袋 袋 bagsbags

包 包 balesbales

捆 捆 bundles bundles 等等

（（ 22 ）按包装用材分为：）按包装用材分为： 纸箱 纸箱 cartonscartons

木箱 木箱 wooden caseswooden cases

铁桶 铁桶 iron drumsiron drums

木桶 木桶 wooden caskswooden casks

塑料桶 塑料桶 plastic casksplastic casks

纸袋 纸袋 paper bagspaper bags

麻袋 麻袋 gunny bags /jute bagsgunny bags /jute bags

塑料袋 塑料袋 plastic bagsplastic bags 等等

Sales packing is done mainly to push sales. Sales packing is done mainly to push sales.

It is now universally recognized as a decisive It is now universally recognized as a decisive

aid in selling goods. It can be realized in aid in selling goods. It can be realized in

various forms and with different materials as various forms and with different materials as

long as it is nice to look at, easy to handle and long as it is nice to look at, easy to handle and

helpful to the sales.helpful to the sales.

2. Packing Marking of Goods 2. Packing Marking of Goods 货物包装标志货物包装标志 Packing Marking Packing Marking （包装标志是指在运输包装外部书（包装标志是指在运输包装外部书写、压印、贴印、刷制的简单图形、文字和数字。）写、压印、贴印、刷制的简单图形、文字和数字。） Packing must be strictly marked. Conventionally, marks aPacking must be strictly marked. Conventionally, marks are classified into three categories: re classified into three categories: shipping marks, indicativshipping marks, indicative marks and warning markse marks and warning marks.. (1) (1) Shipping Marks Shipping Marks （运输标志，习惯上称作唛头（运输标志，习惯上称作唛头 mamarksrks ）） Generally speaking, a shipping mark consists ofGenerally speaking, a shipping mark consists of ：：(1)(1)Simple geometric figure and consignor’s or consignee’s coSimple geometric figure and consignor’s or consignee’s code name(de name( 简单几何图形及收、发货人代号简单几何图形及收、发货人代号 )) ；；(2)(2)The place or port of destination(The place or port of destination( 目的地名称和代号目的地名称和代号 ) ) ；；(3)(3)Numbers of the packed goods (Numbers of the packed goods ( 件号、批号件号、批号 ). ). 此外，有的运输标志还包括原产地、合同号、许可证号、此外，有的运输标志还包括原产地、合同号、许可证号、信用证号和体积与重量等内容。信用证号和体积与重量等内容。

(2) Indicative Marks (2) Indicative Marks （指示性标志（指示性标志 // 注意标志）注意标志） Indicative marks are eye-catching figures and conIndicative marks are eye-catching figures and concise instructions concerning manner of proper handlicise instructions concerning manner of proper handling, storing, loading and unloading of the packed goong, storing, loading and unloading of the packed goods.ds.

HANDLE  WITH  CARE

FRAGILE ， HANDLE  WITH  CARE

GLASS  WARE ， HANDLE  WITH  CARE

THIS  SIDE  UP

THIS  END  UP

USE  NO  HOOK

NO  HOOK

KEEP  AWAY FROM  HEAT

TO  BE  PROTECTED FROM  HEAT

KEEP  DRY

CAUTION  AGAINST  WET

(3) Warning Marks (3) Warning Marks （警告性标志（警告性标志 // 危险货物包装危险货物包装标志）标志） Warning marks are obvious symbols or wordWarning marks are obvious symbols or words to warm people against the hidden danger of fs to warm people against the hidden danger of flammables, explosives and poisonous products. lammables, explosives and poisonous products.

EXPLOSIVE FLAMMABLE

POISON ， WITH  CARE

POISONOUS

PERISHABLE

Letter 1Letter 1

A First OrderA First Order

Language PointsLanguage Points

order n. order n. 订单订单 • fresh order 新订单• new order 新订单 • initial order 初次（首次）订单 • trial order 试订单 • repeat order 续订单 • duplicate order 重复订单• outstanding order 未完成订单

• pending order 未完成订单

• to accept an order 接受订单 • to entertain an order 考虑并接受订单 • to confirm an order 确认订单 • to cancel an order 取消订单 • to withdraw an order to withdraw an order 取消订单取消订单• to turn down an order to turn down an order 拒绝订单 拒绝订单 • to decline an order to decline an order 拒绝拒绝 // 谢绝订单 谢绝订单 • to fulfill an order to fulfill an order 执行订单 执行订单 • to carry out an order to carry out an order 执行订单 执行订单 • to execute an order to execute an order 履行订单履行订单

Difference between repeat order & duplicate order

duplicate order ：指与原订单除了交货期不同外，其它

交易条件与原来订单完全一致。

repeat order: 指与原订单除了装运期不同外，其它交易

条件（如价格、数量等）未必与原订单相同的订单。

find both quality and price satisfactory

认为质量和价格都令人满意

    △ be satisfied with both the quality and price

认为质量和价格都令人满意

find a good market for （找到销路）畅销

Chinese green tea always finds a ready market in N

orth America.

中国绿茶在北美总是畅销。

conform v. 符合；使一致conform to 与…相一致 ; 与…相符合

This does not conform to the contract.

这与合同不符。The quality must conform to the sample.

质量必须与样品一致。conformity n. 符合；一致be in conformity with 与…相一致；依照

Your proposal is not in conformity with our arrangements.

你方的建议与我们商定的办法不一致。    △ be in conformity to 与…相一致    △ be in accordance with 与…相一致    △ be in agreement with 与…相一致

Ex 5. Write an order letter with an order form covering the following contents: (1) 有意订购对方公司的某牌号摄像机、数码照相机、 MP3

(2) 数量 : 摄像机 1000 台 数码照相机 1000 台 MP3 5000 台 价格 : FOB 上海 , 包括我方 3% 佣金 摄像机 : 每台 600 美元 数码照相机 : 每台 300 美元 MP3: 每台 60 美元(4) 付款方式 : 90 天期信用证装船前 30 天开立(5) 包装 : 适合于海运的出口包装(6) 交货日期 : 一批或分二批 8 月底前交完

Dear Sirs,Dear Sirs,

We are pleased by your prompt reply to our We are pleased by your prompt reply to our inquiry of November 10, 2009 and now wisinquiry of November 10, 2009 and now wish to place an order with you as per our Ordh to place an order with you as per our Order No.57 enclosed.er No.57 enclosed.

Yours faithfully,Yours faithfully,

CHANGSHA INTERNATIONALCHANGSHA INTERNATIONAL

COMMERCE CORPORATIONCOMMERCE CORPORATION

Tel: (0731) 88976532 Fax: (0731) 88976531Tel: (0731) 88976532 Fax: (0731) 88976531

ORDER FORMORDER FORM

Order No.57 November 20, 2009Order No.57 November 20, 2009

To: DIGITAL LEGEND CO. LTD.To: DIGITAL LEGEND CO. LTD.

124 Gower Street, LONDON W.1, England124 Gower Street, LONDON W.1, England

Please supply the following items:Please supply the following items:

Description: A: VC-45 Video CameraDescription: A: VC-45 Video Camera

B: DC-62 Digital CameraB: DC-62 Digital Camera

C: MP-83 MP3 C: MP-83 MP3

Quantity: A: 1000 setsQuantity: A: 1000 sets B: 1000 setsB: 1000 sets C: 5000 setsC: 5000 setsUnit Price: FOB Shanghai, inclusive of our 3% commissioUnit Price: FOB Shanghai, inclusive of our 3% commissio

nn A: US$ 600 eachA: US$ 600 each B: US$ 300 eachB: US$ 300 each C: US$ 60 eachC: US$ 60 eachPayment: L/C at 90 days’ sight to be opened 30 days before Payment: L/C at 90 days’ sight to be opened 30 days before

shipment.shipment.Package: By standard export seaworthy cases.Package: By standard export seaworthy cases.Delivery Date: Before the end of August in one/two lots. Delivery Date: Before the end of August in one/two lots. Changsha International Commerce Corporation Changsha International Commerce Corporation

Letter 2Letter 2

A Repeat OrderA Repeat Order

Language PointsLanguage Points

captioned shipment 标题项下货物

to find the goods quite satisfactory 对该货颇为满意

additional quantities 更多的数量

in this market 在本地市场

to place with you a repeat order for 3,OOO doz. 向你方续

订 3 千打

the same style and sizes 同样式样和尺码

be urgently required by 急需

be urgently needed by

be badly needed by

be in urgent need of

need … urgently

Letter 3Letter 3

Acknowledging an OrderAcknowledging an Order

Language PointsLanguage Points

confirm: to state or show that sth. is definitely true or

correct 确认；证实

e.g. We confirm having received your telex of

yesterday. 我方确认收到了你方昨日的电传。

opening of an L/C: 开立信用证。表示开立信用证最常用的

两个动词是 open 和 establish.

to your satisfactory: 令你方满意

Letter 4Letter 4

Declining an OrderDeclining an Order

Language PointsLanguage Points

advanced version: 已改进的型号

alternative: available in place for sth else; other choice

s 替换物

Answer of Exercise1. Complete the following sentences by translating the part in Chinese into English.

(1) We hope this initial order ( 该首次订购 ) will lead to further business with you.

(2) If the time of shipment meets with our satisfaction, we will place large orders （我方将大量订货） .

(3) We will open the L/C after we have received your contract ( 收到你方合同后 ).

(4) We regret that it is difficult for us to obtain more resources ( 我方很难获得更多的资源 ).

(5) If you can reduce your price by, say, 2%, we will be glad to place a repeat order for 500 tons ( 续订 500 吨 ).

2. Read the following sentences and try to find out the mistakes and make corrections. There is one mistake in each sentence. (1) If your price compares favorably to those of other suppliers, we shall send you an order. to → with (2) The goods are urgently required, so promptly delivery will be most appreciated. promptly → prompt (3) Your terms are satisfied and we enclose an order. satisfied → satisfactory (4) We are glad to inform you that your first shipment of shoes has received favorable reaction of our customers. of → from (5) If the first shipment is satisfactory, we can place for you many repeat orders. for → with

3. Translate the following sentences.

Part I Translate the following sentences into English.

(1)   如果你方能给我方 6% 的佣金，我方将试购 300 台。 We shall place a trial order with you for 300 sets if you give us a 6% commission.

(2)   我方正在执行你方 78 号订单。请相信我方定将在你方所规定的期限内安排装运。 We are working on your Order No. 78 at present and you can trust we will effect shipment within your stipulated time.

(3)   由于大量承约，许多客户的订货都未发出，因此我方目前只能接受 12 月船期的订单。 Owing to heavy commitments, orders of many clients haven’t been dispatched, so we can only accept orders for December shipment at present. (4)   因为存货售罄，我方不能接受新订单。但是一俟新货源到来，我方即去电与你方联系。 Our stock is exhausted and we are not in a position to accept fresh orders. However, we will contact you by cable as soon as new supplies are available. (5)   该货须分三批装出，每月 200 吨，从 8 月份开始。 Shipment should be made during August to October in three lots, with 200 tons each.

Part II Translate the following sentences into Chinese.

(1) We are pleased of placing an order with you for 1,000 dozen skirts at US $ 120 per dozen CIF New York.

我方很高兴向你方订购 1000打女裙，每打 120 美元，纽约成本保险费加运费价。(2) We regret to inform you that it is not possible for us to meet your delivery requirements due to a substantial backlog of orders.

我方很遗憾地告知你方，由于我方手中积压了大量订货，所以不能满足你方的交货要求。

(3) We appreciate your cooperation and look forward to receiving your future orders. 

十分感谢你方的合作，盼望收到你方将来（更多）的订单。(4) Your order is receiving our immediate attention and you can depend on us to effect delivery well within your time limit.

你方订货正在及时处理，你方可信赖我方将会在规定时间内发运。(5) As our customers are urgently in need of these goods, we hope you will send them at an early date.

由于我方客户急需此货，希望你方尽早发运。

Dear Sirs,

We have received with thanks your quotation of March 12. We have read carefully your catalog and price list. We hope to order the types listed on the price list with you.

We’d like to emphasize that this is our first order with you, if the first delivery is satisfactory, we shall be able to place repeat and regular orders with you. In order to avoid the unnecessary troubles with our Customs, please read our shipment instructions with care.

As to our credit, please refer to Shenzhen Branch, the Commercial Bank. Yours faithfully,

Dear Sirs,

Thank you for your offer. We regret that your price is on the high side compared with the leather from Australia. As you know, this would be the first time that you introduce your product into our market; therefore, you should be aware of the competitions of market. So, we suggest you reduce your price by $1.50 per square feet.

We really appreciate your cooperation and would like to develop a long-term business relations with you. If you could accept our proposal, we may place a trial order for 250,000 square feet.

Awaiting your soonest reply to the above.

Yours faithfully,