Unit7Acceptanceandconfirmation外貿(mào)函電Revision1.我方已收到貴方八月十號(hào)的來(lái)信，關(guān)于300臺(tái)空調(diào)，每臺(tái)500美元CIF紐約價(jià)WehavereceivedyourletterofAugust10thfor300setsofairconditionersat$500persetCIFNewyork.2.感謝貴方十月二十日的報(bào)盤(pán)，關(guān)于1000打毛巾，每打20美元CIF廣州價(jià)ThankyouforyourofferofOctober20thfor1000dozenoftowelsat$20perdozenCIFGuangzhou.

3.很遺憾告知貴方價(jià)格偏高，高于同類(lèi)商品10%-15%，所以我們無(wú)法接受Weregrettoinformyouthatyourpriceisonthehighside,10%-15%higherthansimilargoods,soitisbeyondacceptable4.類(lèi)似質(zhì)量的商品很容易以更低價(jià)買(mǎi)到Thegoodsofsimilarqualityareeasilyobtainableatalowerprice5.我們的價(jià)格定位在比較適中的水平，按這種價(jià)格我們已經(jīng)收到了大量訂單Ourpriceisfixedatamoderatelevel.Wehavereceivedalotofordersatthisprice.

6.我們所報(bào)的價(jià)格是非常具有競(jìng)爭(zhēng)性的，不過(guò)如果你們的訂單超過(guò)一萬(wàn)件，我們可以提供10%的折扣Thepricewequotediscompetitive.Butwecanoffera10%discountforordersover10000pieces.7.按你們所報(bào)價(jià)格我們將無(wú)利可圖。我們最多只能讓價(jià)5%Wewouldmakenoprofitsatthepriceyouoffered.Thebestwecandois5%off.

Lead-inCase:假設(shè)你是中國(guó)安妮國(guó)際貿(mào)易有限公司銷(xiāo)售部經(jīng)理，最近你公司收到美國(guó)利立浦特國(guó)際貿(mào)易公司發(fā)來(lái)的關(guān)于化妝品的還盤(pán)，你們?yōu)榱碎_(kāi)始與該公司的業(yè)務(wù)往來(lái)，打算確認(rèn)接受該還盤(pán)。假設(shè)要你代表公司擬一封接受函，信中應(yīng)該包括哪些內(nèi)容Receipt,thanksYouropinion:AcceptanceConfirmationoftermsandconditionsExpectation---order,futuremoretransaction

Introduction外貿(mào)主要環(huán)節(jié)：SequenceofBusinessNegotiation業(yè)務(wù)磋商階段ConclusionofBusiness交易的達(dá)成階段SequenceofBusinessNegotiation業(yè)務(wù)磋商流程Buyerseller①

enquiry

→(Arequestfortradeterms)

←

②

offer(Statementabouttradeterms)

③

counter-offer→(showdisagreementtosometerms)

←

④

counter-counteroffers(giveyourreasonandconcession讓步)

goonformanyrounds多輪磋商，不是一錘子買(mǎi)賣(mài)ConclusionofBusiness交易的達(dá)成階段經(jīng)過(guò)多輪反復(fù)磋商，終于走到交易達(dá)成階段（開(kāi)花結(jié)果階段），買(mǎi)方若同意賣(mài)方最后報(bào)盤(pán)中的所有條款，或者賣(mài)方同意買(mǎi)方的最后還盤(pán)中的所有條款，他們就會(huì)宣布接受（acceptance）并確認(rèn)(confirmation)所有的交易條款KeywordsandphrasesAcceptance接受Confirmation確認(rèn)Initialdeal首次交易Inone’sfavor以某某為受益人Inaccordancewith按照Contractstipulations合同規(guī)定Sampleletter1onP117Readingquestions:1.Whatshouldbereferredtointheopeningparagraphofanacceptanceletter?2.Didthebuyeraccepttheoffer?Whichtermsandconditionsareconfirmed?3.Whatrequestdidthebuyerintheacceptanceletter?4.Whatexpectationdidthebuyermakeintheendofletter?Structureofacceptanceletter

thanksfortheletterAcceptance,confirmationoforder’stermsandconditionsRequest---preparethesalescontractExpectation---futuretransactions

UsefulExpressions

句型一Howtoexpressthanks①Wethankyoufor

yourletterof……..for…..

日期產(chǎn)品②Wethankyouforyourletterof…….givingus………….atrialorder/offer/counteroffer/acceptance

句型二Howtoexpressyouracceptanceandconfirmation:Wearepleasedtoaccept…..

youroffer

yourcounter-offeryourorderWeconfirmthisorderwiththefollowingparticularsWeconfirmtosell…..Weconfirmthat……

HowtoexpressyourexpectationP115我們誠(chéng)懇地希望首次交易將給我們雙方帶來(lái)更多的交易(P117)Wesincerelyhopethatthisinitialdealwillresultinfuturemoretransactionsbetweenus

我們很高興這次能與貴公司達(dá)成交易，期待著將來(lái)我們能擴(kuò)大我們之間的貿(mào)易(P118)Wearepleasedtohavefinalizedthisbusinesswithyouandexpectthatwecanexpandthetradebetweenusinthefuture.

謝謝你方的合作，并期待這第一筆交易將為我們雙方進(jìn)一步的業(yè)務(wù)鋪平道路。Thankyouforyourcooperationandhopethatthefirsttransactionwillpavethewayforourfurtherbusiness

Sampleletter2onP119Readingquestions:1.Whydidthesellerdecidetoacceptthebuyer’scounter-offer?2.Whichdetailsareconfirmed?3.

Howtopackthegoods?Howtocovertheinsurance?4Whatexpectationdidthesellermakeintheend?Structureofacceptanceletter:Thanksfor……(theletterandcounter-offer)Acceptance…….(yourcounter-offerat….,reason)Confirmation…..(tradetermsandconditions)Expectation…….(yourconfirmationbyreturn)KeystoIonP121(9)6月5日函及款式樣品和價(jià)目表均收到，謝謝。我們已選妥，現(xiàn)隨附第342號(hào)訂單。(10) 我已接受貴方85號(hào)訂單購(gòu)買(mǎi)印花布10萬(wàn)碼。請(qǐng)告顏色搭配并按合同規(guī)定開(kāi)立以我方為受益人的有關(guān)信用證。(11) 我方愿訂購(gòu)200臺(tái)貴方產(chǎn)品來(lái)試銷(xiāo)。 “良好的開(kāi)端意味著良好的結(jié)束”。我們希望從現(xiàn)在起，我們將有一個(gè)對(duì)雙方有益的貿(mào)易關(guān)系(12)我方確認(rèn)接受貴方訂單訂購(gòu)5公噸新干椒，每公噸80英鎊CIF倫敦價(jià)，10月裝船。(13) 我們認(rèn)為質(zhì)量與價(jià)格都令人滿(mǎn)意。很高興向你們訂購(gòu)下列貨物。(14) 我們成功地達(dá)成了30噸大蒜的交易。

這筆交易的達(dá)成肯定不是一個(gè)結(jié)束。它僅僅是一個(gè)開(kāi)端，一個(gè)我們之間良好的、長(zhǎng)期友好的貿(mào)易關(guān)系的開(kāi)端。(15) 我方已接受訂單并且將盡快安排發(fā)貨KeytoIIonP123(1)Concludeabusiness,(2)acceptanoffer/anorder/aquotation(3)forone’sfile(4) dosthasanexception(5) confirmthefollowingorder/confirmanorder(6)Initialorder(7) makeconfirmationbyreturnfordoingsth.(8)onthesametermsandconditionsasbefore套用句型中譯英(10)Weenclose….for…..ofTransistorRadiosT432.Wearepleasedto….(11)Referringto…exchangedbetween…inthelast….,wearepleasedtoconfirm….(12)Wearepleasedtoconfirm…..(13)Although……,weaccept,asanexception,…..withaviewof….(14)Asaresultofourexchangeof…,wewishtoconfirmourorderfromyoufor…..Wehopethattheinitialdealwillpavethewayfor….(15)Thisisa….Pleasesendus…sothat….tapthemarket.Ifabestseller,wewillgiveyou….inthefuture

(9) Yourtermsaresatisfactoryandweencloseanorder.(10) Weencloseourorderfor300setsofTransistorRadiosT432.Wearepleasedtohaveconcludedthebusinesswithyou(11)Referringtothetelegramsexchangedbetweenusinthelastfewweeks,wearepleasedtoconfirmhavingconcludedthefollowingtransactionswithyou(12)Wearepleasedtoconfirmthefollowingtrialorders

(13) Althoughyourpriceisbelowourlevel,weaccept，asanexception,yourorderwithaviewofinitiatingbusinesswithyou.(14) Asaresultofourexchangeoffaxes,wewishtoconfirmourorderfromyoufor6000casesofTigerheadflashlights.Wehopethattheinitialtransactionwillpavethewayforourfurtherbusiness.(15)Thisisatrialorder.Pleasesendus35setssothatwemaytapthemarket.Ifabestseller,wewillgiveyoulargerordersinthefuture.

作文套用句型onP124Dearsir,Wehavereceived….for……….Althoughyourpriceis…….level,wedecidedtoaccept