Unit 8 Orders and Their Fulfillment订单及其履行8.1 Introduction（简介）目的：掌握如何下订单并进行回复。
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。
）付款条件（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 Skills（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。
）单）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、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%包装、付款条件及折扣等）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。
））表达进We will submit further orders, if this one iscompleted to our satisfaction （3一步合作的愿望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We are pleased to confirm your order whichh t d th t （1）对收到订单表示高兴，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）并同意订单的条件定单均已收到，在此表示谢。
）We acknowledge receipt of your favor of the10th July, and thank you for the order youhave 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。
）We appreciate the business you have been able to give us and assure you that your（3）保证对订单迅速、认真地处理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 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，现随信附上份最新的价目表）信附上一份最新的价目表。
）（5）希望今后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）收到更多订单方订单。
）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W th t th d l i d i（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 fordelivery.（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。
）请从所附寄的目录中挑选合的替品（3）希望下一次有机We regret that, owing to a shortage ofstocks, we are unable to fill your order. Wewill, 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旦供应情会合作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 Letters（样函）Letter 1：Placing an orderDear Sirs,Re: Our Order No.456Please ship the following merchandise:Quantity Pattern No. Catalogue No. Prices600 pillowcases 18 45 USD1.60 each500 pillowcases 21 65 USD1.70 each(All the prices are FOB Shanghai.)Delivery: During SeptemberPayment: By Letter of Credit to be opened in accordance with our agreementPacking: 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,8.4 Focal Words（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 Actvt. & 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act inI am quite sure that he acted in this matter fromdisinterested motives.acting: adj.& n.代理的，演技gan acting chairmanHer acting was quite first-rate.action: n. 行动，行为，作用，诉讼，故事take actionput out of actionAction speak louder than words.A ti k l d th dThey 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 creditfavorn. 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t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 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 treatmentfavorer 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.The inventor is trying to market his new productmarketable 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 marketerg gmarketing n. 买卖，营销a marketing costmarketplace 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.latervt. & 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 trademarkregistered post8.5 Useful Sentences（实用语句）1. In consideration of this being your initial order, wehave decided to grant you 3% special discount tostrengthen your position in competition with othersuppliers.suppliers2. We have received your letter of May 23 along withyour proforma invoice No 215/1427 in triplicate andtake pleasure in placing an order with you for the said items.3. We are pleased to inform you that your order No.320has been accepted by our manufacturers.4. We hereby confirm acceptance of your order and areenclosing herewith our sales confirmation in twooriginals one of which please sign and return to us for our file.fil5. We hope that this order will meet your immediateacceptance and careful execution as usual.6.Please supply the under-mentioned goods as per your 6. Please supply the under mentioned goods as per yourquotation and samples submitted on September 5.7. In view of our heavy bookings, we are not in a positionto commit ourselves to new orders.8. Your prompt attention to this order will be highly8Y t tt ti t thi d ill b hi hl appreciated.9. Thank you again for this trial order, we sincerely hopeit will lead to further business.10. We appreciate your order No.304 for 3 000 pieces ofwomen’s shirts. We are pleased to accept your terms.Enclosed is a copy of our Sales Note No.56.。