我方已通过中国银行基隆分行按发 票金额向贵方开出4200美元的汇票。 我方希望贵方见票即付。
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Questions for Comprehension 1. Do the letters use direct order? 2. How does the first paragraph in each letter begin? 3. Do the letters include necessary explanations about their purposes? 4. Do they both end with goodwill words adapted to the particular case? 5. What is the purpose of each letter? 6. How do the authors fulfill their task? 7. What are included in each letter? 8. List the outlines for each letter. 9. In what situation is an order written? 10. Can you sum up the requirements for letters of order and confirmation of order in general?
draw upon： 向……开具发票
We hope this transaction will lead to an enduring relationship between us. meet the bill on presentation: 见票即付 Yours sincerely, Rose Keynold
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比较

CFR中卖方必须支付将货物运至指定的目的港 所需的运费和费用，但交货后货物灭失或损坏 的风险及由于各种事件造成的任何额外费用即 由卖方转移到买方。但是，在CIF条件下，卖 方还必须办理买方货物在运输途中灭失或损坏 风险的海运保险。因此，由卖方订立保险合同 并支付保险费。买方应注意到，CIF术语只要 求卖方投保最低限度的保险险别。如买方需要 更高的保险险别，则需要与卖方明确地达成协 议，或者自行作出额外的保险安排。
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The letter usually contains the following parts: ▼Thanks for the order ▼ Favorable comment on the items required ▼Assurance of your best attention ▼Other items which may be of interest to the buyer ▼ Hope for further order
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When you are unable to accept the order, you should reply in time either to decline the order or to make a counter-offer. The letter of this kind usually covers these contents: ▼Thanks for the order ▼ Proper reasons to decline the order with regret ▼ Recommendation of other items as a replacement or presentation of counter-offer ▼ Hope to serve the buyer in future.
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贸易术语—CFR


CFR/CNF 是COST AND FREIGHT三个单词的其 中一个字母组合而成，中文意思为：成本加运费， 指定目的港。COST AND FREIGHT（…named port of destination）成本加运费（…指定目的港） CFR是指卖方必须在合同规定的装运期内,在装运 港将货物交至运往指定目的港的船上,负担货物越 过船舷为止的一切费用和货物灭失或损坏的风险, 并负责租船或订舱,支付抵达目的港的正常运费。
500 chests West Lake Longjing Tea — US$ 2, 000 500 sacks Lijiang Languiren Tea — US$ 2, 200 Our best attention has been paid to the execution of this order, and we have shipped the tea by m/s (motorship) “Pioneer”, leaving here for Keelong today. We are sure that the goods will reach you safely and will give you every satisfaction.
500 chests West Lake Longjing Tea – U S$ 2,000 500 sacks Lijiang Languiren Tea – US $ 2,200
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We have already applied for import license and letter of credit for this order and will inform you the reference numbers of both as soon as our applications have been approved by the government agencies concerned.
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Confirmation letters 确认函

When a company receives an order letter or order form, it often responds with a confirmation letter. Confirmation letter also uses direct order of writing. It must be clear and specific about what is being confirmed or what is being changed.
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Questions？



What is an order？ a request by a customer for a company to supply goods or service Good-new or bad news？ Good-new How to get an order？ offer and counter-offer 报盘及还盘
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样品 到岸价=Cost+ Insurance+Freight 成本加运费=Cost + Freight 离岸价=free on board 进口许可证 信用证 参考号，序列号，编号 装货
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贸易术语—CIF

CIF是COST，INSURANCE，AND FREIGHT （NAMED PORT OF DESTINATION）三个单 词的第一个字母大写组成，中文意思为成本加 保险费加运费（指定目的港），指当货物在装 运港越过船舷时，（实际为装运船舱内），卖 方即完成交货。货物自装运港到目的港的运费 保险费等由卖方支付，但货物装船后发生的损 坏及灭失的风险由买方承担。
BUSINESS WRITING
商务英语写作
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Chapter 4
Orders and Confirmation Letters
订单与确认函
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Orders 订单

An order in trade is defined as “ a request by a customer for a company to supply goods or service”. It is the result of an offer or a counter-offer with a positive acceptance. An order letter is important and widely used to complete a transaction. Order letters need to be clear and concise to avoid confusion. Besides sufficient information must be provided so that there will be no further questions about the order.
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贸易术语— FOB


FOB是国际贸易中常用的贸易术语之一。FOB的 全文是Free On Board(…named port of shipment),即 船上交货(…指定装运港),习惯称为装运港船上交 货。按此术语成交,由买方负责派船接运货物,卖方 应在合同规定的装运港和规定的期限内,将货物装 上买方指定的船只,并及时通知买方。货物在装船 时越过船舷,风险即由卖方转移至买方。 在FOB条件下,卖方要负担风险和费用,领取出口许 可证或其他官方证件,并负责办理出口手续。采用 FOB术语成交时,卖方还要自费提供证明其已按规 定完成交货义务的证件,如果该证件并非运输单据, 在买方要求下,并由买方承担风险和费用的情况下, 卖方可以给予协助以取得提单或其他运输单据。