外贸英语函电 PROJECT ONE NEGOTIATION

Task Five Conclusion of Business I. Aims:  To understand the lessons in the chapter  to learn the importance of writing Confirming a purchase  to learn the importance of sending a sales contract and a reply

Section 4 Acceptance and Signing Contract  Task of this section: write a letter to conclude the transaction

Knowledge basis: Introduction: 1. How to judge if the deal is done A deal is concluded when the exporters’ firm offer is accepted by the importer or a non-firm offer, after being accepted by the importer, is confirmed by the exporter. In cases where the importer has made a counter-offer, or taken initiative by placing a firm order or a firm bid with the exporter, containing all necessary terms and conditions, the exporter’s acceptance concludes the deal.

2. Contract After acceptance and confirmation, a Sales Contract/Confirmation is made out by the exporter, which is to be signed by both parties. As we all know, the contract has many forms: ① P/C :Purchase Contract S/C: Sales Contract ② P/C: Purchase Confirmation S/C: Sales confirmation ③ Agreement ④ Memorandum

3. The structure of a contract A contract is made up of three parts: the heading, the body and the ending, among which the body is the most important part of a contract, it includes all the main clauses of the contract, reflecting duties and obligations of both parties. Usually the main clauses are: title, quality, specifications, quantity, price, packing, shipment and payment.

4. Letters of acceptance or confirmation In such kind of letters, we should state out the detailed information of the goods clearly, for example, price, packing, shipping, etc.

Acceptance & Confirmation Confirmation: Name of Commodity; Packing; Payment; Price; Quality; Quantity; Shipment; Specifications……

5. The outline of the letter of acceptance  Thanks for the offer or the order  confirm the relative terms  guarantee the shipment or payment  friendly close

Sample letters Dear Sirs, “Parrot” Brand White Cement As a result of our recent exchange of correspondence, we confirm having purchased from you 1,000 long tons of the captioned goods on the following terms and conditions:

Price: at USD 50 per long ton CFR Genoa, net shipping weight Packing: in 5-ply kraft-paper bags of about 110bls net each Quality: against the Seller’s own guarantee that the goods are fully up to the Chinese Export Standard.

Shipment: in one or two lots to be shipped from Qinhuangdao to Genoa during January 2008, preferably by direct steamer Payment: by a confirmed and irrevocable letter of credit in your favour, payable by draft at sight. We are pleased to have transacted this first business with your corporation and look forward to further expansion of trade to our mutual benefit. Yours faithfully,

confirm: v (1) We are pleased to confirm your order of Dec.10,2002 inquiring for Chinese Silk Textiles. (2) We confirm with thanks the receipt of the October shipment of toys. 2 ） Confirmation: n. e.g. The offer is subject to our final confirmation. Confirmation of Purchase 购货确认书 Confirmation of Sales 售货确认书 6.Words and expressions:

 With reference to the letters exchanged between us in the last few days, we are pleased to have been able to finalize the following transaction with you.  We are glad to have finalized /put through/closed/concluded this transaction /business with you.

 Although your price is below our level, we accept, as an exception, your order with a view to initiating business with you.  In order to conclude, we may make some concession.  We are pleased to enclose our Contract No.189 in two originals, one copy of which please counter-sign and return to us for our records.