学习目标
熟练掌握与“订购”相关函电的基本写作步骤、常用句型和术语以及适用的写作方法，并能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力，为完成与“订购”相关的外贸任务打下基础。
学习重点
熟练掌握与“订购”相关函电的基本写作步骤、常用句型和术语以及适用的写作方法。
学习难点
能够根据不同的外贸情景，在规定的时间内完成写作，积累写作技巧，提高交际能力。
一、相关外贸知识建构
订购是买方要求卖方按照一定条件供货。订购可以通过书信的形式，即“订购函”完成，也可使用印制好的订单。
二、“订购函”撰写建构
无论是以信函还是订单的方式订购，都应当清楚、具体、全面。另外，订单或者订购函应当尽可能发给直接经办人，尽量不要使用诸如“Dear Sirs”等形式模糊的称呼语。
订单或订购函一般应当包含以下一些内容：
①对于货物相关信息的详尽描述：品名、型号、规格、货号等
②订购的数量
③单价、付款方式
④运输方式、目的港、包装方式、交货期等
●比较下面两封订购函
第一封
第二封
显然，含有列表形式的“订购函”更加简洁明了。
●总结“订购函”撰写步骤（意义建构）
①告知卖方已订货
②详细列明自己所订货物的相关信息
③期待卖方确认订购并尽快发货
●加深理解
三、“订购确认函”撰写建构
在收到订购后，卖家应迅速回复，如能满足对方订购，在回函中要告诉客户会尽快安排发运，并表达希望进一步交往的愿望。
●模拟外贸情景Business Scenario
卖方于7月20日接到买方Mr.Chan 有关订购纯丝绸织物（Pure Silk Fabrics）的订单。
●明确撰写任务
回复如下：
①确认订购（同意买方订购函中的价格和其他条款）
②赞扬买方所订购的产品物超所值，并期待买方续订
③借机宣传自己的产品：随函寄送目录及价目表，如有兴趣会寄送样品
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
提供信息（Provide Information）
步骤2 明确主题（Determine the Main Idea）
确认订单
步骤3 选取支撑信息（Choose Supporting Information）
赞扬自己的产品，并宣传所经营的其他产品（随函寄送目录和价目表）
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
好消息——“平铺直叙法”（Direct Approach）
●完成撰写
●总结“订购确认函”撰写步骤（意义建构）
①告知收到订单并表示感谢
②确认订单
③赞扬所订购的产品并借机推销所经营的其他产品
④期待进一步合作
●加深理解
四、“谢绝订购函”撰写建构
接到订购后，卖方应尽力满足买方要求。但由于各种原因，有时卖方不得不谢绝买方的订购。处理这类拒绝函要格外小心，以免影响自己的商业信誉和今后的生意。
思考：列举一些无法满足订购的原因
缺货；订购产品价格上涨；订购产品停产等。
●模拟外贸情景Business Scenario
卖方收到买方（Mrs.Turner）发自6月15日关于WARMONE 系列羊毛内衣的订购函。由于订购价格过低，卖方无法接受。
●明确撰写任务
去函谢绝
谢绝原因：
解释卖方产品
①质优：此系列产品生产过程中，羊毛经特殊工艺处理，不仅防水且耐用。
卖方是全国最大的羊毛内衣供货商这一事实本身，就足以说明其产品的高品质。
②价廉：事实上，卖方产品价格已经比其他竞争对手同等质量货物的价格至少要低2%，利润已经微乎其微。
希望买方能够考虑这些情况，接受卖方价格。卖方也乐意研究任何能够促进贸易的提议。
●撰写构思Planning
步骤1 确定写作目标（Identify the Objective）
说服（To Persuade）
步骤2 明确主题（Determine the Main Idea）
谢绝订购
步骤3 选取支撑信息（Choose Supporting Information）
解释谢绝原因（产品质优价廉）
步骤4 确定写作方法，组织整理材料（Determine the Writing Approach and Adjust the Message）
负面消息——“迂回曲折法”（Indirect Approach）
●完成撰写
●总结“谢绝订购函”撰写步骤（意义建构）
①提及订单并表示感谢
②解释谢绝的理由
③谢绝
④提供一些可行的建议（如有必要）
⑤表达关切、期待进一步合作
●加深理解
注释
①carry［美国英语］【商业】有（某种商品）出售；备办（货物）；经营
The department store carries a variety of leather shoes.
这家百货商店经售各种皮鞋。
②leafing through 浏览
Most patients derive enjoyment from leafing through old picture albums.
大部分病人能从翻阅旧相册中获得乐趣。
③pure silk fabrics 真丝织物
We are very much interested in Hangzhou pure silk fabrics.
我们对杭州真丝印花绸很感兴趣。
④satisfactory 令人满意的，相当于satisfying
a satisfactory performance 令人满意的演出
比较：satisfied 感到满意的——a satisfied customer 感到满意的顾客
⑤alloy steel 合金钢
Words,Expressions and Sentences
1.via 通过……方式；介词。意思同by。via 还可以作“经由”（=by the way of）讲。
Upon receipt of payment,we will ship your goods via air.
收到付款后我们会航空邮寄你们的货物。
As direct steamers to your port are few and far between,we have to ship via Hong Kong more often than not.
2.cover
①包括，包含，适用于
Our business activities cover a wide range of articles.
我公司经营的品种繁多。
The rules cover all possible cases.
这些规章适用于所有可能发生的情况。(www.xing528.com)
②支付（货款），弥补（损失）
$3,000 is even not sufficient to cover the advertising fees,to say nothing of the other expenses.
3 000 美元支付广告费都不够，更不用说其他费用了。
We agree to cover all losses you sustained.
我方同意弥补你方所遭受的全部损失。
③（保险业用语）投保，承保
The goods are to be covered against All Risks.
须对货物投保一切险。
④（以现在分词形式）有关，关于
We enclose our Sales Contract No.289 covering this transaction.
⑤（以过去分词形式）由（某项文件所包含）；在（某文件）项下
We have shipped on board S.S.“Daqing” 2,500 pairs of rubber shoes covered by your L/C No.335.
你方335 号信用证项下的2 500 双胶鞋已装“大庆”轮。
3.place an order with sb.for sth.向……订购……
We plan to place an order with you for 100 cases of window glass.
我方拟向贵公司订购100 箱窗户玻璃。
可在order 前加上适当的形容词或名词：
place a large/substantial order 大量订购
place a repeat/trial order 续订/试订
根据不同情况，order 可与不同动词搭配：
place/give/send an order（顾客）订货，订购
accept/close/receive/entertain/confirm/take up/enter an order 接受订货（单）
fill/execute/carry out/fulfill an order 按订单交货，履行订单，交付订货
duplicate/repeat an order 续订，按前次订单再订购
hold up/suspend an order 暂停执行订单，暂不履行交货
revoke/rescind/annul/cancel/withdraw an order 取消订单
decline/refuse/turn down an order 拒接订单
4.a wide range of 范围广泛的……，各种各样的
We supply a wide range of other goods of which you may not be aware.
我们还供应许多别的商品。
类似表达方式还有：
a large assortment of goods
a different collection of products
a good selection of table-cloths
a good variety of T-shirts
different kinds of hi-fi equipment
5.bid
①vt.（买方）出价，递盘；（卖方）要价，索价；（拍卖时或商品交易所中）叫价，喊价
One minute before the auctioneer struck his hammer,a Chinese firm bid $35 for your product.
拍卖人击槌前一分钟，一家中国公司对你方产品出价35 美元。
②vi.（买方）出价，递盘；（卖方）要价，索价；（拍卖时或商品交易所中）叫价，喊价；投标（以求承包一项工程或供应货物）
We are sorry to say that you are bidding higher than Japanese manufacturers.
抱歉，你方定价比日本厂商还高。
③n.（买方的）出价、递盘；（卖方的）要价，索价；（拍卖时或商品交易所中）叫价，喊价；（承包工程的）投标
Will no one make a higher bid?
再没有人出更高价了吗？
bid（投标）作名词常与entertain，get，invite，make，open，reject，send in，submit，put in，withdraw，write 等动词搭配。
注意：商务英语中用作“投标、递价，出价”解的动词bid，过去式和过去分词均用bid，不用bade 和bidden。
作“投标”解释时，tender 有同样的意思：
invitation to bid = invitation to tender 招标
invitation for bid = invitation for tender 招标
to invite bid = to invite tender 招标
to call for bid = to call for tender 招标
6.Thank you for showing me your range of carpets when I visited your showroom last Monday.
7.Further to our telephone conversation this morning I should like to confirm details of the order which we discussed.
8.We confirm our acceptance of the order at the prices mentioned in your letter and subject to your agreement that delivery of the goods is to be made in May.
9.The manufactures are heavily committed for many months to come and are unable to supply your requirements in this case.
10.Thank you for your letter of June 15 and the samples enclosed.We find both prices and quality satisfactory and are glad to return you the completed order form for the following.
拓展训练
一、单项选择
1.We can revert______the matter as soon as the situation is______.
A.to,satisfied B.by,improved C.to,improved D.with,improved
2.Would you please fax us your statement so that we can proceed______your order?
A.with B.on C.in D.to
3.Your quotation______to be exactly the same as we have received from France.
A.finds B.happens C.intends D.occurs
4.We have been able to confirm the following order with you______your______price.
A.at,revised B.at,revising C.in,revised D.in,revising
5.Please______your bank to increase the L/C amount by USD1,000.
A.approach with B.approach in C.approach D.make approach
6.As you failed to make delivery in time,we have no choice______our order with you.
A.but to cancel B.but cancel C.but canceling D.but canceled
7.Please be assured that your orders will be satisfactorily______.
A.exercised B.made C.done D.executed
8.We must have the goods not later than April 30______our stock is running short.
A.when B.as C.that D.which
9.We have accepted your order No.666.Place open the relevant L/C______here two weeks prior to the date of shipment.
A.which must reach B.when must teach
C.it teaches D.that reaches
10.We hope you give your usual best attention______the______of this order.
A.for,carrying out B.to,execution
C.by,filling out D.in,performance
二、填空
1.Please remind your consumers______this matter.
2.Catalogue and brochure will be sent______request.
3.We shall make a reduction______our price by 5% if you increase the quantity to 5,000M/T.
4.We prefer your quotation______CIF San Francisco basis.
5.We apologize______you______being unable to fill your present order.
三、英汉翻译
1.We make you the following offer,subject to your reply reaching us not later than noon time,November 23.
2.Now we look forward to replying to our offer in the form of counter-offer.
3.With regard to our order for 500 sets of tractors,we have already received your Sales Contract No.6436.
4.We are appreciative of your responses dated July 5 to our request for a 5% reduction in price,and through your cooperation we have been able to confirm the following order with you.
5.We would like to place an order for 10,000 metric tons of “Yuanyang” rice at price of USD 2 each kilogram,for shipment during March or April.
四、汉英翻译
1．兹确认已与你方达成以下交易。
2．我方预计在3 天内将你方第819 号订单项下的货物运出。
3．由于大量承约，很抱歉我们不能接受新订单，但是一旦新货源到来，我方将随即与你方联系不误。
4．感谢你方3月11日来函和报价单。我们对价格和质量都表示满意，现高兴地向你方发出订单。
5．我们一般给量大的翻单3%～5%的折扣。
五、模拟外贸情景写作实操
你公司于9月2日收到英国HOME PRODUCTS LTD.公司订购家用器皿的订单。但在英国，你公司的产品是通过你们的代理商（SHAWSPENCER INTERNATIONAL PLC.，VALE HOUSE，34-38 VALE ROAD，BUSHEY HERTFORDSHIRE，Tel：0044 1923 446049）销售的。
兹去函给对方公司进口部经理Mr.Kent 并解释理由，请对方与你们的英国代理商直接联系。
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