【Task Description】任务描述
Having received Zheng Hao’s counter offer, Andy proposed a face-to-face negotiation on May 22nd, 2016. After this face-to-face meeting, Andy intended to send some sample products he intends to purchase. Upon receiving the samples, Zheng Hao repeatedly discussed with Andy about the manufacturing of the samples in a series of e-mails starting from June 26th, 2016 to July 29th, 2016. On August 26th, 2016, Zheng Hao received Andy’s counter offer demanding an adjustment on price. After careful consideration, Zheng Hao thought it unnecessary to adjust the price as he already gave the best price to the client. On the same day, Zheng Hao invites the client to further confirm some details of the product through e-mail. After receiving the email, Mr. Andy accepted Zheng Hao’s price and confirmed the details.
【Knowledge Link】知识链接
接受（Acceptance），在法律上称为“承诺”，是交易的一方无条件地接受对方在发盘中提出的各项交易条件，并愿意按这些条件与对方达成交易、订立合同的一种意思的表示。发盘一经接受，交易达成，合同即告订立，对双方当事人具有约束力。
接受的构成条件如下：
（1）接受必须由特定的受盘人做出。发盘是向特定的人提出的，因此只有特定的人才能对发盘做出接受。由第三者做出的接受，不能视为有效接受，只能作为一项新的发盘。
（2）接受必须表示出来。接受的实质是对发盘表示同意。这种同意，通常应以某种方式向发盘人表示出来。根据《联合国国际货物销售合同公约》的规定，受盘人对发盘表示接受，既可以通过口头或书面形式向发盘人发表声明（Statement）的方式接受，也可以通过其他实际行动（Act）来表示接受，如卖方发运货物，买方支付价款。沉默或不行为本身，并不等于接受，如果受盘人收到发盘后，不采取任何行动对发盘做出反应，而只是保持缄默，则不能认为对发盘表示接受。
（3）接受必须是同意发盘所提出的交易条件。
【Task Underway】任务进行
8月26日，安迪接受了我方还盘，准备开立信用证。
Dear Mr. Zheng Hao,
The rate is OK for this order. In the future we are sure that you will supply as per our order. We will send the bar-codes to you & the L/C will be opened in 2-3 days. Please give us your bank details & the details of the beneficiary to open the L/C.
Best regards!
Andy
8月26日，安迪要求我方对合同价格再次进行调整，并按调整后的价格邮递形式发票。
Dear Mr. Zheng Hao,
Also confirm the price $ 0.05 is the price before 2% discount so that we can open the L/C. Also E-mail us the proforma invoice with bank details to open the L/C. This is very urgent please.
Best regards!
Andy
我方收到安迪的还盘后，立刻讨论研究方案。综合各方面考虑，我方价格应是客户能获得的最优价格，因此无须再调整。8月26日，我方通过邮件还盘并就一些产品细节问题再次要求安迪确认，安迪收到邮件后默认接受价格并对细节问题做出确认。
Dear Mr. Andy Burns,
Thank you for your E-mail.
1) Enclosed please find our P/I.
2) Regarding the price, the exit price (USD0.05/pc CNF DUBAI) is very low and leaves no more profit to us. We accept this price in view of our future cooperation. So, please understand our position and confirm this price. We are sure that 5 % discount is on the above price.
3) Regarding batch number, we are going to emboss number 0826 on the pencil. Please confirm it.
4) Regarding position of batch number and bar-code, bar-code will be put next to the aluminum end. The batch number will be embossed next to the bar-code. Please confirm it.
5) We have checked samples you sent to us before. You didn’t send mocha at first time. What we miss is mocha now. Please check it again.
Your kindly attention will be highly appreciated.
Thanks and best regards.
Zheng Hao
Dear Mr. Zheng Hao,
Your E-mail has been received with many thanks.
1) Batch numbers should be different for each item & the year & month should also to be put in that.If the batch number is 1 & the month is Sep. & year is 2015,You can put the batch number as 10915 for the first batch’20915 for the 2nd batch etc.
2) Bar-codes to be pasted on the cap. We will send the pasted samples along with the bar-codes.
Best regards.
Andy
【Communication Skills】沟通技巧
从原则上讲，接受必须无条件地与发盘相符。但在实际业务中，常有这种情况，受盘人在表示接受的同时，又对发盘的内容做了增加、限制或修改，这在法律上称为有条件的接受。例如：
Yours 10th accepted but D/P sight instead of sight L/C.
Yours 15th acceptable subject to import licence to be obtained.
Yours 15th accepted but buyer shall have the right to reinspect the goods.
有条件的接受是否有效，主要取决于内容的变更是否属于实质性的。
实质性变更（Material Alteration）如对货物的价格、付款、货物的质量和数量、交货的时间或地点、一方当事人对另一方当事人赔偿责任范围或解决争端等的添加、限制或更改。《联合国国际货物销售合同公约》规定，对发盘条件提出实质性变更的，不能构成有效接受，而只能视作还盘。
非实质性变更（Non-material Alteration）如要求增加重量单、装箱单、原产地证明或某些单据的份数，提供样品，刷制唛头等的非实质性的添加、限制和更改。《联合国国际货物销售合同公约》规定，对发盘条件提出非实质性变更是否有效取决于发盘人是否反对。
【Task Extension】任务扩展
Letter 1
Accepting the Exporter’s Offer for Men’s Canvas Shoes
Dear Sirs,
We acknowledge with thanks the receipt of your letter of June 15th, together with one copy of your quotation sheet for Men’s Canvas Shoes CFR Singapore.
After studying the terms and conditions of your offer, we found it acceptable. Therefore, we are enclosing our Purchase Contract No.212 in duplicate, a copy of which please sign and return for our file.
As we are in urgent need of these commodities, you are requested to execute the order during August, 2016 as stated in your offer. We shall issue an L/C in your favor within one week after we receive the copy of Purchase Contract duly signed by you.
We are looking forward to your confirmation.
Yours sincerely,
Letter 2
Re: Our Order No.12151 for Pillowcases
Dear Mr. Williams,
Please forward the following merchandise to us:
Quantity Pattern No. Catalogue No. Price
500 pillowcases 18 45 US $5.60 each
500 pillowcases 21 65 US $5.70 each
(All the prices are FOB Hong Kong.)
Delivery: during June/ July, 2017
Payment: by confirmed, irrevocable letter of credit
Packing: usual 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 is not signed by a responsible person of our firm.
Yours faithfully,
Letter 3
Reply to the Above
Dear Mr. Smith,
Thank you for your Order No.12151 for pillowcases and we assure you that all the items you required are in stock. We are happy that you are one of our customers.
We confirm with you the following order for the pillowcases at the prices stated in your letter of April 21st.
Quantity Pattern No. Catalogue No. Price
500 pillowcases 18 45 US $5.60 each
500 pillowcases 21 65 US $5.70 each
(All the prices are FOB Hong Kong.)
You are expected to arrange for the establishment of a confirmed, irrevocable letter of credit through the bankers and shall inform us by fax as soon as it is opened.
We thank you again for the above order and hope that this will lead to an enduring cooperation between us.
Yours faithfully,
Letter 4
Order No.38 for 300 Tons of Garlic
Dear Sirs,
We appreciate your letter of September 20 th, 2016 together with your order No.38 for 300 tons of garlic.
We are pleased to accept your terms and conditions. Enclosed please find our Sales Contract No.333 in duplicate. Please sign one copy and return to us for our file.
We wish to point out that a Letter of Credit in our favor should be opened before October 20th, 2016.
We appreciate your cooperation and trust that the shipment, which is to be dispatched after receipt of the relative L/C, will result in your entire satisfaction.
We look forward to your early reply.
Sincerely yours,
Letter 5
Order No.101 for Cotton Prints
Dear Sirs,
We are pleased to receive your order No.101 of 18th December for cotton prints and welcome you as one of our customers.
For goods ordered we require payment to be made by a confirmed and irrevocable letter of credit payable by draft at sight upon presentation of shipping documents. Please let us know immediately whether you agree to our terms. As soon as we receive your reply in the affirmative, we shall confirm supply of the prints at the prices stated in your letter and arrange for dispatch by the first available steamer upon receipt of your L/C.
When the goods reach you, we feel confident that you will be completely satisfied with them at the prices offered.
As you may not be aware of the wide range of goods we deal in, we are enclosing a copy of our catalogue and hope that our handling of this trial order of yours will lead to further business between us and mark the beginning of a happy working relationship.
Yours sincerely,
【Writing Q&A】写作答疑
如何确保买卖双方对所沟通的内容有相同的理解是外贸函电磋商的重要内容。不同的外贸术语、语言文字和传递信息时可能犯的错误都会造成误解。因此比讨价还价更重要的是买卖双方应该确保他们对所达成一致的合同条款有一致的理解。这就是确认成交的函电非常必要的原因。那么在外贸函电写作中与客人确认成交时，应注意哪些问题呢？
首先，要确认对与客户达成的每一项成交条款都完全理解，条款内容是正确的，这尤其适用于母语不同的买卖双方。其次，在和客人确认成交时，要特别注意价格、支付条件、产品规格、品质要求、产品数量、交货期、目的港等条款。如果客人对所确认的内容进行修改或附加条款与原达成的协议内容有抵触而我方又不能接受时，应及时拒绝。否则，即以由对方更改过的确认条款为准。
【Useful Expression】交流表达
1. Please be assured that…/ We assure you that… 兹保证，请放心……
We assure you of the punctual execution of your order.
我方保证准时执行贵方订单。
Please be assured that we shall give priority to your order as soon as we are able to accept fresh orders.
请放心，一旦我们有能力接受新订单，一定优先考虑贵方订单。
2. sign/countersign and return a copy of… for one’s file/record 签退/会签一份……供某人存档备案
If you find everything in order, please sign and return one copy for our file.
如果贵方认为一切妥当的话，请会签并退回一份供我方存档。
Please countersign one of the originals and return to us for our records.
请会签其中的一份原件并退回供我方存档。
3. Enclosed please find… 随函附上……请查收
Enclosed please find our sales confirmation No.996 in duplicate for your counter-signature.
随函附上第996号销售确认书一式两份供贵方会签，请查收。
Enclosed please find our order sheet for 1000 sets of Sewing Machines.
随函附上我方关于一千台缝纫机的订单，请查收。
4. As a result of the recent exchange of faxes（letters）…. 作为近来传真（或信件）交流的结果……
As a result of the recent exchange of letters, we are pleased to confirm having concluded with you a transaction of 30 metric tons of groundnut kernels.
作为近来信件交流的结果，我方确认与贵方达成30公吨花生仁的交易。
As a result of the recent exchange of letters between us, we confirm having booked your order No.369 on the terms and conditions set forth in the enclosed S/C No.939.
作为近来信件交流的结果，我方确认按照第939号销售合同规定的交易条件接受贵方第369号订单。
As a result of letters exchanged between us, we take pleasure in finalizing the following transaction with you.
作为近来信件交流的结果，我们欣然与贵方达成了下述交易。
【Notes】词汇与短语
1. as per 按照
e.g. as per attached specification sheets（按照所附规格单）
e.g. We are interested in your Art and Craft goods, details as per the list attached.（我们对贵方的工艺品感兴趣，详情见附表。）
2.bar-codes 条形码
3. beneficiary n. （信用证）受益人
4. Proforma Invoice 形式发票，预开发票（简称P/I，是一种非正式发票，供进口方申请进口或批准外汇时用）；proforma 是拉丁语，作“形式上的”解
e.g. The Proforma Invoice asked for was sent enclosed in our letter of May 28th.（所需的形式发票已在5月28日函中附寄。）
5. profit n. 利润，盈利
6.batch number 货物批号
7. emboss vt. 凸凹印
8. paste vt. 粘贴
9. canvas n. 帆布
10. bale n. 一捆，一包 vt. 把……打成包，把……捆成大捆
11.gunny bag 麻袋
12.pillowcase 亦作pillow case n. 枕套
13.garlic n. 蒜，大蒜，蒜头
14.terms and conditions 条款；条件
15. execute the order 履行订单
e.g. Please do your utmost to execute the order at an early date.（请尽早执行订单。）
16. issue an L/C 开立信用证
17. for one’s file 供某人存档
18. confirmed letter of credit 保兑信用证
confirmed and irrevocable letter of credit 保兑的不可撤销信用证
19. payable by draft at sight 见票即付
draft at 30 days（30 days’ draft ）30天期汇票
20. the first available steamer 首班货轮
ship是最普遍的用词，各种船均可叫ship。但在商务函电中，用steamer较多，也常用vessel。若冠于船名前，则常用Steamer Ship的缩写S.S 或S/S和Motor Vessel 的缩写 M.V. 或 M/V。
21. upon(on) receipt of…一收到……
e.g. Upon (On ) receipt of your quotation, we make an offer as follows.（一收到你的询盘，我们立即发盘如下。）
22. be aware of 知道
be aware that 认识到
23. deal in(sth) 经营
deal with(sb) 与某人打交道
其他表示经营（产品）的含义的词语有：trade in、handle。
24. in duplicate 一式两份 in triplicate 一式三份 in quadruplicate 一式四份
一式四份及其以上也常说 in four copies、in five copies等，或in four fold、in five fold。
e.g. Enclosed please find our S/C No.114 in duplicate. （随函附上我方第114号销售确认书一式两份。）
duplicate order 续单
e.g. As our buyers are quite satisfied with your last shipment, they hope that you can accept their duplicate order.（因为我们的买主对贵方上批船货很满意，因此希望贵方可以接受他们的续单。）
25. in one’s favor/ in favor of sb 以某人为受益人
e.g. We have instructed our bank to open an irrevocable letter of credit in your favor. The amount is $ 20,000.（我们已经通知我方银行开立以贵方为受益人的不可撤销的信用证，金额为2万美元。）
e.g. In order to cover this order, an L/C has been issued in favor of your company for €4,000.（为支付这批订货，已开立一份以贵公司为受益人的金额为4 000欧元的信用证。）
in one’s favor 还作“对某人有利”解。
e.g. The market situation is entirely in our favor.（市场情况完全对我们有利。）
26. dispatch(despatch) n. 发送，迅速 v. 发送，迅速办理
e.g. Please do your best to hasten the dispatch of our Order No.65.（请尽力加快我方第65号订单的发货。）
e.g. We are anxious to dispatch the matter in hand.（我们急切想处理手边事务。）
27. avail oneself of… 利用
e.g. You may avail yourselves of the advantages of this strengthening market.（你可以利用市场上涨的好时机。）
avail n. 效用；帮助；利益
e.g. It would be of no avail to bargain with us over the price.（在价格上和我们谈判没有用。）
available adj. 可以利用的，可以供应的；可以得到的
e.g. We have sold all available stocks in this line.（我们售完了所有这类产品。）
e.g. If you have anything available, please offer.（如果你有新货源，请发盘。）
