国际贸易实务第05章

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Chapter 5,Acceptance 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 offerees 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 welcome to a new customer are important. Once accepted, the order will be legally binding and require both parties to honor their agreement. If the seller declines the buyers order, utmost care should be taken when writing a rejection so as to cause no harm to future business.,5.2 Situational Conversation,Section 1: Accepting the Offer,M = Mason; L = Liu,M:,Im very happy to inform you that your goods are selling remarkably well in our market. Your new concept has been warmly welcome by our consumers. To meet the heavy demand from all the supermarkets where we are selling your tool kits, wed like to place a new order with you immediately.,L:,Im glad to hear the good news from you. Well do our best to meet your requirements.,M:,To meet the rapidly growing demands, our quantity of order will be more than triple of the last one. Please give us your best offer based on the quantity of 2000 sets.,L:,That will be USD 2.48/set FOB China port.,M:,Its almost the same price as we had last time.,L:,You are right. However, it actually is much cheaper than last time.,M:,Why did you say so? Could you give me some more explanation?,L:,The situation has been changed a lot since your first order. We are facing pressures from at least two aspects. As you may know, the US dollars has been devaluing against Chinese currency since then. For this reason only, we have already lost 3%.,M:,Im sorry to hear that.,L:,Worse still, affected by oil prices in the international market, steel and plastic prices in Chinese domestic market have increased tremendously. And the steel and plastics are our main materials. Under such circumstances, we still offer you the same price, even a little lower. It means we are giving you a special favor on the price.,M:,Now we understood more about your situation. We are not going to insist on our position any more. We accept your price. In case the international oil price falls, we request our prices follow automatically.,L:,Fully agreeable. We hope the situation will get better in the near future.,Section 2: Placing an Order,B = Betty; D = David,B:,Now you have seen our samples, what do you think of them?,D:,I should say the quality and finish are all right. Nevertheless they are not exactly what I want.,B:,Is there anything wrong with them? Let me know your opinions frankly. I will be only too anxious to have them.,D:,Well, for one thing, I dont think I like the color. Besides, the design is a little out of date.,B:,That can be adjusted very easily. Just tell me the color and design you have in mind. Ill change them accordingly. Believe me, we can make them to everything of your desired specifications.,D:,But before placing an order, there is yet one point I wish you to make quite clear.,B:,What is it?,D:,When can I expect delivery? Is it possible for you to ship the goods in May?,B:,We could ship your order within ten days of receiving your payment.,D:,So, you require payment in advance of shipment?,B:,Yes. You could wire transfer the payment into our bank account or open a letter of credit in our favor.,D:,OK. I see. Id like to go ahead and place an order for two hundred units.,B:,Well, where is your destination port?,D:,I think youd better ship half to Liverpool and half to London.,B:,Right. Ill get our dispatch department started on the packing.,D:,Yes, please do. And I will prepare an official order on these notes and send it to you tomorrow. Hows that?,B:,Great. I am sure you will expect the most satisfactory goods.,5.3 Email Communication,Letter 1: The Acceptance of the Firm Offer,Dear Sirs,We have received your kind offer of June 8th, for 50 metric tons of Grade One Guangxi walnut meat, at 30,000 dollars per metric ton CIF London, with a 5% discount, as per copy of our telegram enclosed, which we herewith confirm.,We accept your offer. Please send the goods at once to our order, and draw upon us in the usual way, noticing us when you dispatch the goods.,Yours faithfully,Letter 2: Placing an Order,Dear Sirs,Thank you for your speedy samples, along with the quotation for your tea of October 5th.,We have made selections from the samples you sent on October 30th. We found the quality of the tea meets our requirement and we take pleasure of placing you the order as follows, which we commend to your immediate and best attention:,200 kilograms XIHU LONGJING tea,230 kilograms SHIFENG LONGJING tea,As it is the first time for your goods to be introduced here, we think the relevant literatures may help promote the sales. Hope you will send us them when you are at your earliest convenience.,We shall be obliged if you will kindly let us have the shipping advice immediately after you effect shipment.,Our order is subject to your acceptance of our usual term of payment that is 30 days after sight. If this first order proves satisfactory, we shall be happy to place further orders with you.,Yours faithfully,Letter 3: Confirming the Order,Dear Sirs,We thank you very much for your kind order for our tea which we have received. It has our immediate and careful attention.,You may rest assured that the tea under the order has been carefully packaged in chest to prevent damage in transit. We shall send you the shipping advice and the invoice at the time of shipment by this May.,The terms of payment you suggested are acceptable, and you may rely on us to give all your orders prompt attention.,Since it is the best season for tea, we hope you make full use of the opportunity. I am sure you will be pleased to collect good comments about our tea from your consumers, and build up a market for the product in your country.,We hope this will lead to more considerable orders.,Yours faithfully,5.4 Practical Skills,Skill 1: Explanatory Notes on Technical Terms,1. make a deal,成交；达成交易,He has no imagination. I can unload plenty of cotton in the black market if hell make a deal.,2. devalue vt.,使,(,货币,),贬值；降低,的价值,vi.,贬值,(1) The country devalued its currency by 5 percent.,(2) The president has devalued the dollar.,(3) The ruble has devalued greatly.,(4) The currency has devalued at a rapid rate.,3. currency n.,货币；通货,foreign currency,外币,reserve currency,储备货币,currency exchange,货币兑换,domestic currency,本国货币,hard currency,硬通货,soft currency,软通货,currency swap,货币互兑,The only two real options are capital controls and currency appreciation.,4. in our favor,以我方为受益人,(1) A great thing has happened in our favor. Nobody must spoil it.,(2) You could open a letter of credit in our favor.,5. rest assured,尽可放心,(1) You may rest assured that we will take your views into consideration.,(2) You may rest assured that any information you may provide will be treated as strictly confidential.,(3) You may rest assured that we shall effect shipment with the least possible delay upon receipt of the credit.,Skill 2: Useful Expressions,1. Acceptance,(1) Our price is quite reasonable and other buyers in your market have accepted it.,(2) Please accept our offer and confirm the above-mentioned terms immediately.,(3) Owing to heavy commitments, we cannot accept fresh business at present.,(4) Taking the quality into consideration, we accept your offer.,(5) We are pleased to have transacted our first business with your firm.,(6) We have succeeded in putting through the deal of five hundred bicycles.,(7) We have faxed our confirmation of your order and you are requested to open the L/C as soon as possible.,(8) We strongly recommend acceptance as our stocks are running low.,(9) With an eye to future business well accept payment by D/P this time.,(10) We are sorry that we cannot accept your counter-offer, as the price quoted by us is quite realistic.,2. Order,(1) I would like to place an order for 25 of your M100 wireless microphones.,(2) We would appreciate it if you could ship these products to us as soon as possible.,(3) We hope to receive this order by the end of the month, if possible.,(4) I have attached a completed order from this product, as requested.,(5) Please bill me using the credit card information on file from my last order.,(6) Wed like to order a KM-36. Do you have that on hand?,(7) We are sure that this initial order will result in further business in the future.,(8) We are pleased to confirm having purchased from you 50 metric tons of peanuts.,(9) As your quotation is competitive and acceptable to us, we are considering orders of large quantities.,(10) How much will you bring the price down, if we order 1000 units or more?,第五章 接受与订货,在国际贸易中，洽谈交易程序一般按询盘,报盘还盘接受签订合同这五个环节进行的。,一、背景知识,接受是达成交易和订立合同必不可少的环节。接受在法律上叫做承诺。它是指受盘人在报盘有效期内完全同意报盘的全部内容，愿意订立合同的一种表示。,接受之前要进行询盘、报盘与还盘；接受之后便是订购。但是，表示接受前，买方或卖方须谨慎考虑诸如价格与质量等内容。,订货指口头或书面请求提供特定量的货物。订货往往是交易双方对报盘或还盘表示同意后的直接结果。订货可通过信函、电报、电传提出，甚至可在开会时口头提出。不过购买设备、服务及储备品时，通常用信函进行订货。完整的订货信函或订货单必须包括以下细节：商品名称、目录号码和样品编号；价格，包括单价、总价；质量要求、品级、型号和规格；商品数量；原产地和使用材料；重量、尺码、颜色、式样；包装和标志；付款条件；送货须知，包括地点、日期、运输方式、运费到付还是运费付讫等；货运单据，例如提货单、商业发票、保险单等；特殊性能和其他注意事项，例如，如果所要的商品没有现货供应，是否同意以别的商品替代等。,收到订单应及时回复。卖方接受订单，最好在回复时重申订单条款，并在结尾时表达良好的祝愿，称赞他们的订货是明智的，对老主顾的惠顾表示感谢，或对新客户表示衷心的欢迎。订单一旦被接受，就具有法律约束力并要求买卖双方履行合同。如果卖方无法接受买方的订单，在写回绝订单的信时应特别小心，以免以后的买卖受到影响。,二、情景对话,对话,1：接受报盘,M = Mason; L = Liu,M：,很高兴告知你们的货物在我们的市场上销售极好。你们的新理念广受我们消费者的欢迎。为满足销售工具套件的所有超市的大量需求，我们想立即订购一批新货。,L：,很高兴听到这个好消息。我们会尽力满足你们的要求。,M：,为满足快速增长的需要，我们的订购量是上次的,3倍多。请根据2000套的数量报出最优惠的价格。,L：,2.48美元/套FOB中国港。,M：,几乎和我们上次订购的价格差不多。,L：,对。但是实际上要比上次更便宜。,M：,此话怎讲？能不能再解释一下？,L：,自上次订购后形势发生了很大的变化。我们至少面临两方面的压力。你可能知道，美元兑人民币的汇率从那时起一直在下降。仅由于这一原因，我们就已经损失,3%。,M：,听到这个消息感到很抱歉。,L：,更糟糕的是，受国际市场原油价格的影响，中国国内钢材和塑料市场价格发生了巨大的增长。钢材和塑料是我们主要的原材料。在这种情况下，我们仍然给你们同样的报价，甚至更低一点。这就意味着我们给你们的是特别的优惠价。,M：,那现在我们更了解你们的情况。我们不再坚持己见，决定接受你们的报价。如果国际油价降低，我们要求价格自动随之而降。,L：,完全同意。希望未来形势会越来越好。,对话,2：下订单,B = Betty; D = David,B：,您已经看过了我们的样品，您觉得怎么样？,D：,应该说质量和光洁度非常不错。但是并不完全符合我想要的。,B：,有什么问题吗？我非常期待您的真实想法。,D：,嗯，首先，我不喜欢这款颜色。另外设计风格上有些过时。,B：,这些可以很容易做出相应调整。请告诉我们您想要的颜色和设计风格，我会做出相应的更改。相信我，我们会百分之百地按照你们的要求来做。,D：,在下订单之前，我还有一点要弄明白。,B：,您说。,D：,什么时候可以交货？你们可能在五月份发货吗？,B：,我们在收到货款后,10日内就会发货。,D：,这样，你们要求发货前付款吗？,B：,是的。你可以通过电汇汇款到我方银行账户或以我方为受益人开立信用证。,D：,好的，我知道了。我想先订货,200件。,B：,那你们的目的港是哪里？,D：,最好能一半送到利物浦港，一半送到伦敦港。,B：,好的。我会让发货部门开始准备包装的。,D：,请您安排吧。我会准备好正式的订单明天发给你的。怎么样？,B：,太棒了。我确信你们会收到最满意的货物。,三、邮件往来,邮件,1：接受实盘,执事先生：,6月8日来函敬悉，感谢贵方实盘：50公吨的广西一级核桃肉，每公吨到达伦敦口岸的价格为3万美元，5%折扣。随函附上我方确认的电报复印本。,谨确认接受贵公司的实盘，请以本公司为收货人立即装运货物，并根据惯例，向本公司提取货款。一旦发货，请通知我方为盼。,敬上,邮件,2：下订单,执事先生：,贵公司迅速寄来的样品，以及,10月5日所发出的贵公司茶叶报价单均已收到，十分感谢。,我们对你方10月30日所寄的样品进行了挑选，认为贵公司茶叶的质量符合我们的要求，所以，我们很愉快地订购贵公司产品，如下所述，并希望得到你们迅速和全力的办理：,200千克西湖龙井茶叶,230千克狮峰龙井茶叶,由于这是第一次将你们的产品引进到这里，我们认为相关的宣传资料会有助于商品的推销，希望你们尽快寄来商品的宣传资料。,如蒙货物装运后立即寄送装船通知，我们将不胜感激。,我们的订单以贵公司接受我方通常的付款条件为有效，即从提单日期起30天见票即付。这是首次从贵公司订购商品，如果初战告捷，我们将会继续购买贵公司的产品。,敬上,邮件,3：确认订单,执事先生：,我们已收到贵公司的订单，非常感谢订购我们的茶叶，我们会予以立即而认真的办理。,请放心，该订单项下的茶叶已经用专门的茶叶包装箱细心包装好，以防运输途中受损。我们将于,5月份之前装船运输，届时将向你方寄送装船通知和发票。,你方所提出的付款条件可以接受，你们可以完全放心，我们会迅速办理贵公司所有的订单。,现在正是茶叶的旺销季节，因而希望你们能充分利用这个良机。我们相信，你们会因从你们的客户那里听到许多对我们茶叶的赞誉而感到欣喜，并在你方国内为此产品打开市场。,希望以后接到更多贵公司的订单。,敬上,四、实用技能,技能,1,：专用术语解释,1. make a deal,成交；达成交易,他这个人没有想象力，要是他愿意和我做一笔交易，我有办法在黑市上抛售掉许多棉花。,2. devalue vt.,使,(,货币,),贬值；降低,的价值,vi.,贬值,(1),该国使它的货币贬值,5%,。,(2),总统下令降低美元兑换值。,(3),卢布已大大贬值了。,(4),该货币已以很快的速度贬值了。,3. currency n.,货币；通货,foreign currency,外币,reserve currency,储备货币,currency exchange,货币兑换,domestic currency,本国货币,hard currency,硬通货,soft currency,软通货,currency swap,货币互兑,只有两种现实的选择：资本控制和货币升值。,4. in our favor 以我方为受益人,(1) 既然出了件对我们有利的大事，就不要弄巧成拙。,(2) 你可以开一个以我们公司为受益人的信用证。,5. rest assured 尽可放心,(1) 你尽管放心，我们一定会考虑你的意见的。,(2) 你们尽可放心，对你们提供的任何信息，我们一定予以绝对保密。,(3) 你方可以放心，在我们收到信用证后将立即发运。,技能,2：语言技巧,1. 接受,(1) 我们的价格很合理，已经为你们市场的其他买主所接受了。,(2) 请即接受我方报盘，并尽快确认以上条款。,(3) 由于订货太多，目前我们无法接受新的业务。,(4) 考虑到质量，我们接受你方报盘。,(5) 我们很高兴同贵公司达成了首批交易。,(6) 我们成功地达成了五百辆自行车的交易。,(7) 我们已发传真确认接受你方订单，请你们尽快开立信用证。,(8) 由于存货日渐趋少，我们力荐贵方接受。,(9) 为了今后的业务，我们这次可以接受付款交单方式。,(10) 报给你方的价格已很实际，很抱歉不能接受你方还盘。,2. 订货,(1) 我想在贵公司订购25个M100型无线麦克风。,(2) 如果您能将我们所订产品尽快送到，我们将不胜感激。,(3) 如果可以的话，我们希望能在月底之前收到这批货。,(4) 我已经按照要求将填好的订单放在附件里。,(5) 请按照我最后一次订单上填写的信用卡信息划取货款。,(6) 我们想订KM-36，你们有现货吗？,(7) 我们相信此次的首次订货会导致将来贸易的进一步发展。,(8) 我们高兴地确认从你处购进50公吨的花生。,(9) 由于你方的报价有竞争力而且能让我们接受，我们考虑大量购买。,(10) 如果我们订购1000件以上，你们的价格可以降低多少？,