2. LOGO www.themegallery.com Unit 6 Acceptance and Confirmation 接受与确认 大连理工大学电子音像出版社 世纪商务英语 外贸函电 http://www.dutpgz.cn

3. LOGO www.themegallery.com Basic Knowledge Concerned Letter-writing Guide Other Commonly Used Expressions and Sentences Sample Letters Practical Training  Part One Part One  Part Two Part Two  Part Three Part Three  Part Four Part Four  Part Five Part Five Contents http://www.dutpgz.cn

4. LOGO www.themegallery.com Part One http://www.dutpgz.cn An acceptance is a fact that the buyers or sellers agree completely to all the terms and conditions in an offer (or a counter-offer as a new offer). If the offer is a firm offer, a deal is concluded after acceptance. If the offer is a non-firm offer, a deal is not concluded until the acceptance is confirmed by the buyers or sellers. In a letter for acceptance or conformation, all the necessary terms and conditions may need a further confirmation/check from both sides. 1. Acceptance and Confirmation

5. LOGO www.themegallery.com Part One http://www.dutpgz.cn 2. The Main Contents of an Acceptance/Confirmation Letter (1) Thanking the senders for their offers/counter-offers or acceptance (2) Declaring that you accept the offer or confirm the acceptance from the senders and stating that you would like to conclude business with the senders according to the terms and conditions agreed upon (listing all the terms and conditions agreed upon in detail) (3) Stating that you have enclosed an order form, a contract confirmation, or a sales confirmation and asking for the returning of one copy duly signed for your file (It may be not necessary however if a signed copy is not needed.) (4) Expressing your hope that the transaction would be conducted smoothly and successfully, and that business would be expanded in the future

6. LOGO www.themegallery.com Part Two http://www.dutpgz.cn Steps/ContentsTypical Expressions For letters of acceptance or confirming acceptance 1. Expressing your thanks for order,  offer, counter-offer or acceptance We thank you for giving us a trial order/offer/counter- offer/ acceptance. 感谢贵方的试订单 / 报盘 / 还盘 / 接受｡ See also Unit 2 -5 for all kinds of expressions. 2. Declaring clearly that you accept the offer/counter-offer or stating clearly that you are confirming the acceptance We are pleased to accept the following order as per your fax of April 4, 2007 and ours of April 8, 2007. 根据贵方 2007 年 4 月 4 日和我方 2007 年 4 月 8 日的传真, 我 们很高兴接受以下订单｡ We confirm having purchased from you 7000 tons of cement on the following terms and conditions. 我们确认已向贵方按下列条件购买 7000 吨水泥｡

7. LOGO www.themegallery.com Part Two http://www.dutpgz.cn Steps/ContentsTypical Expressions 2. Declaring clearly that you accept the offer/counter-offer or stating clearly that you are confirming the acceptance We are pleased to accept your offer and confirm this order with the following particulars:... 我们很高兴接受你们的报盘并对订单确认如下 :…… We confirm that delivery will be made by March 15,  2008 as requested. 我们确认会按要求在 2008 年 3 月 15 日交货｡ We have decided to accept your quotation of US$3.50 per set CIF Guangzhou. 我们决定按每台 CIF 广州 3.5 美元的价格接受贵方报盘｡

8. LOGO www.themegallery.com Part Two Steps/ContentsTypical Expressions 3. Stating that you have enclosed an order form, a contract confirmation, or a sales confirmation or asking the receiver to prepare them (It is not necessary the case, however.) We have accepted your order No.111 for ladies’ clothing and are sending you our sales confirmation No.BS-043. 我们已经接受贵方第 111 号订购女式服装的订单, 并 随函附上我方第 BS-043 号销售确认书｡ Enclosed please find our sales contract No.4567 in duplicate. 随函附上我方销售合同第 4567 号一式两份, 请查收｡ http://www.dutpgz.cn

9. LOGO www.themegallery.com Part Two Steps/ContentsTypical Expressions Please prepare the sales contract in both English and Chinese versions. 请准备中英两种文字版本的销售合同｡ We will e-mail the contract to you within the next week. 我们将在下周把合同通过电子邮件的形式发给你们。 4. Expressing your hope We sincerely hope that this exchange of business will be an initial one of many to our mutual advantage. 我们诚恳地希望, 这次交易是许许多多对双方都有利的 贸易往来的开始｡ http://www.dutpgz.cn

10. LOGO www.themegallery.com Part Two http://www.dutpgz.cn Steps/ContentsTypical Expressions 4. Expressing your hope We are pleased to have finalized this business with you and expect that we can expand the trade between us in the future. 我们很高兴这次能与贵公司达成交易, 期待着将来可以拓展 我们之间的交易｡ We trust that this initial order will lead to further dealings between our two companies. 我们相信首次试订将会引领我们两公司之间进一步的贸易 往来｡ We appreciate your cooperation and look forward to receiving your future orders. 谢谢贵方的合作, 并期待将来还能接到你们的订单｡

11. LOGO www.themegallery.com Part Three http://www.dutpgz.cn Expressions (1) 1. with the view of sth., with a view to doing sth. 以 …… 为目的, 本着 …… 的宗旨 2. finalize a transaction, put the deal through, close the deal, conclude a business, come to the conclusion, come to terms, reach an agreement 达成 交易 / 协议 3. as an exception 破例 4. initiate business with sb. 开始与某人的贸易 5. confirm the following order 确认下述订单 ; confirm an order 确认订单 6. Enclosed please find..., Enclosed you will find... 随函附上 ……, 请查收｡ 7. initial order 首次试订 8. accept an offer/order/quotation 接受发盘 / 订单 / 报价 9. place/book a trial order with sb. 向 …… 试订货 10. as per sample 按照样品

12. LOGO www.themegallery.com Part Three http://www.dutpgz.cn Expressions (2) 11. for one’s file/record 供某人存档 12. Please be assured that..., We assure you that 兹保证, 请放心 …… 13. confirm supply of... at the prices stated in... 确认按 …… 中规定的价格供 应 …… 14. reference to 关于 15. make confirmation by return for doing sth. 回信确认做某事 16. result in..., lead to... 最终会 ……, 结果将会 …… 17. in duplicate 一式两份 ; in two originals 原件两份 18. on the same terms as before 按照以往的条件 19. confirm your acceptance of... 确认贵方对 …… 的接受 20. set forth 规定

13. LOGO www.themegallery.com Part Three http://www.dutpgz.cn Typical Sentences (1) 1. With reference to the faxes exchanged between us in the last few days, we are pleased to have been able to finalize the following transaction with you. 2. In reply, we confirm to sell you... on the following terms and conditions. 3. We hope this initial deal will result in future transactions between us. 4. As a result of the exchange of letters between us, we have now come to the conclusion. 5. It is only in view of our long established business relationship that we accept your counter-offer. 6. A good beginning makes a good ending. We hope that from now on we will enjoy business relations that are profitable to both of us. 7. Though our negotiations have been lengthy and on-and-off, we have finally reached a satisfactory agreement.

14. LOGO www.themegallery.com Part Three http://www.dutpgz.cn Typical Sentences (2) 8. After long and friendly discussions, now we have concluded a business. 9. Although the prevailing quotations are somewhat higher, we will accept the order on the same terms as before with the view to encouraging business. 10. We have been able to confirm the following order with you at your revised price. 11. We confirm having placed an order with you for 1500 tons of soybeans. 12. We now confirm our acceptance of your offer. 13. Although your price is below our level, we accept, as an exception, your order with a view to initiating business with you. 14. We assure you of the punctual execution of your order.

15. LOGO www.themegallery.com Part Three http://www.dutpgz.cn Typical Sentences (3) 15. Before we draft the contract, let’s examine the details. 16. We trust that the current business is only the beginning of a series of transactions in the future. 17. We look forward to receiving further orders from you. 18. Taking the quality into consideration, we accept your offer although your price is somewhat higher than those of other manufacturers. 19. This transaction, though small in amount, marks the beginning of our formal business relationship. 20. We thank you very much for your initial order and hope that this may be the beginning of long and friendly relations between us.

16. LOGO www.themegallery.com Part Four http://www.dutpgz.cn Sample 1 (1) The Buyer Accepting an Offer Dear Sir or Madam: Thank you for your letter of May 13, 2007 concerning 1 our order for T-shirts.concerning 1 We are pleased to accept your offer and confirm this order with the following particulars 2 : particulars 2 Commodity: T-shirt Price: US$80 per dozen CFR Seattle Specification: S, M, and L equally assorted 3assorted 3 Quantity: 2000 dozens Packing: half a dozen packed in a cardboard box, six dozens to a carton Payment: by irrevocable L/C at sight

17. LOGO www.themegallery.com Part Four http://www.dutpgz.cn Sample 1 (2) Delivery: within 50 days after receipt of the covering L/C Insurance: to be covered 4 by the buyercovered 4 Please prepare the sales contract in both English and Chinese versions. After signing the contract we will apply for the issuing 5 of the L/C in your favor 6 and trust you would receive it soon.issuing 5 favor 6 We hope this initial deal will result in future transactions between us. Your quick answer will be appreciated. Sincerely yours,

18. LOGO www.themegallery.com Part Four http://www.dutpgz.cn Dear Sirs, We have received your letter of July 20, 2007 informing us that you have accepted our offer. Thank you very much. In reply, we confirm to sell you 200 boxes of steel screws on the following terms and conditions 1.terms and conditions 1. Price: US$300 per box FOB Guangzhou Quantity: 200 boxes Packing: loose 2 in boxes of 5kg netloose 2 Shipment: to be effected from Guangzhou to London before September 30, 2007 Payment: by confirmed irrevocable Letter of Credit payable by draft at sight to be opened at least 30 days before the time of shipment We are pleased to have finalized this business with you and expect that we can expand the trade between us in the future. Yours faithfully, The Seller Confirming an Acceptance Sample 2

19. LOGO www.themegallery.com Part Four http://www.dutpgz.cn Dear Sir or Madam: We thank you for your letter of May 23, 2007 giving us a counter-offer for 2000 sets of tools. Although your price is below our level, we have finally decided to accept your counter- offer of US$3.50 per set CIF Guangzhou with a view to initiating 1 our business with you at an early date.initiating 1 In addition, we would like to make the following details 2 for your confirmation.details 2 Packing: in cartons Insurance: to be covered by the seller for 110% of the invoice value against All Risk &to be covered by the seller for 110% of the invoice value against All Risk & War Risk 3 We are waiting for your confirmation by return. Sincerely yours,  Sample 3 The Seller Accept a Counter-offer

20. LOGO www.themegallery.com Part Four http://www.dutpgz.cn Dear Sirs, We hereby confirm having placed with you an order for 2000 sets of tools, subject to 1 the terms stated belowsubject to 1 Price: US$3.50 per set CIF Guangzhou Quantity: 2000 sets Packing: in cartons Insurance: to be covered by the seller for 110% of the invoice value against All Risk & War Risk Shipment: prompt shipment 2, sailing direct to port of destination, transshipment allowed 3prompt shipment 2transshipment allowed 3 Payment: confirmed irrevocable Letter of Credit payable by draft at sight Enclosed pleased find our order No.123 4. Yours sincerely,  Sample 4 A Reply to the Letter of Sample 3 (The Buyer’s Confirmation)

21. LOGO www.themegallery.com Notes http://www.dutpgz.cn 返回 Sample 1 Sample 2 1. concern v. 关系到 “to whom it may concern” 意思是 “ 致相关人员 ” ｡介绍信的抬头, 不指定要称呼的具体单位 或人, 这种称呼对谁都可以用｡ as concerns 关于 e.g. As concerns order No.200... 关于第 200 号合同 …… 2. particular n. 细节, 详细的情况 ( 一般用复数形式 ) in particular 特别, 尤其 3. assorted adj. 各式各样的, 搭配好的 4. cover v. 投保 5. issue v. 开立 6. in your favor 以贵方为受益人 1. terms and conditions 交易条件, 合同条款 2. “loose” 这里指 “ 散装的 ” ｡

22. LOGO www.themegallery.com Notes http://www.dutpgz.cn 返回 Sample 3 Sample 4 1. initiate v. 开始, 着手 2. detail n. 详细情况 ( 一般用复数 ) in detail 详细地, 逐一地 3. to be covered by the seller for 110% of the invoice value against All Risk & War Risk 由卖方按发票金额的 110% 投保一切险和战争险 1. “subject to” 这里指 “ 按 ……”, “ 以 …… 为条件 ” 2. prompt shipment 立即装运 3. transshipment allowed 允许转船 4. Enclosed pleased find our order No.123. 随函附上第 123 号订单, 请查收｡

23. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (1) Beginning Training 开始与某人的贸易 (1) initiate business with sb. (2) place/book a trial order with sb. 向 …… 试订货 (3) as per sample 按照样品 (4) in two originals 原件两份

24. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (2) 规定 (5) set forth (6) on the same terms as before 按照以往的条件 (7) terms and conditions 交易条件，合同条款 (8) result in..., lead to... 最终会 …… ；结果将会 …… (9) confirm supply of... at the prices stated in... 确认按 …… 中规定的价格供应 ……

25. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (3) 按 …… ，以 …… 为条件 (10) subject to (11) We enclose our revised order sheet No.888 for150000 yards of Printed Cotton. We are looking forward to your confirmation of this order and also the sales contract. 随附第 888 号修正订单，订购 150 000 码印花棉布。盼确认并寄售货 合同。 (12) Thank you very much for your letter of June 5 with the patterns and price list. We have made our choice and take pleasure in enclosing our order No.342. 6 月 5 日函及款式样品和价目表均收到，谢谢。我们已选妥，现随附第 342 号订单。

26. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (4) 我已接受贵方 85 号订单购买 1 002 号印花布 10 万码。请告颜色搭配并按 合同规定开立以我方为受益人的有关信用证。 (13) We confirm having accepted your order No.85 for 100000 yards of Printed Cotton, Art. No.1002. Please let us know the color assortment and open the covering L/C in our favor in accordance with the contract stipulations. (14) For a trial sale, we would like to order 200 sets of your products. 我方愿订购 200 台贵方产品来试销。 (15) We confirm having accepted your order for 5 MT Dried Chilies, new crop at, Stg ￡ 80 pre MT CIF London for shipment in October. 我方确认接受贵方订购 5 公吨新椒干，每公吨 CIF 伦敦价 80 英镑， 10 月 装船。

27. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (5) (16) “A good beginning makes a good ending”, we hope that from now on we shall enjoy a business relationship profitable to both of us. (17) We find both the quality and price are satisfactory and are pleased to place an order with you for the following goods. “ 良好的开端意味着良好的结束 ” 。我们希望从现在起，我们将有一个 对双方有益的贸易关系。 (18) The conclusion of the deal is certainly not the ending. It is only the beginning, and a good one, of long and friendly business relations between us. 我们认为质量与价格都令人满意。很高兴向你们订购下列货物。 这笔交易的达成肯定不是一个结束。它仅仅是一个开端，一个我们 之间良好的、长期友好的贸易关系的开端。

28. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following English into Chinese. (6) 我方已接受贵方 556 号订单订购 202 号印花棉布 20 万码。请即告颜色 搭配并开立以我方为受益人的相关信用证。 (19) We have succeeded in putting through the deal of 30 tons of garlic. (20) Your order No.556 for 200000 yards of Cotton Prints Article No.202 has been booked. Please let us know the color assortment at once and open the covering L/C in our favor. 我们成功地达成了 30 吨大蒜的交易。

29. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 2. Read the following letters and choose the best one from the given answers for the missing prepositions. to; at; of; with; in; on; for; from; onto; into; by Letter 1 Dear Sir or Madam: We wish to refer (1) the recent exchange of faxes and are pleased to confirm having concluded (2) you a transaction of 30 metric tons (3) groundnut kernels. Enclosed is our sales contract No.345 (4) duplicate which we request that you please countersign and return one copy to us (5) our file. We trust you will open the relative L/C at an early date. As regards your requirement for Green Beans, we are working on this issue and will manage to let you have an offer some time next week. Yours sincerely,  of _______ in _______ with _______ for _______ to _______

30. LOGO www.themegallery.com Part Five http://www.dutpgz.cn to; at; of; with; in; on; for; from; onto; into; by Letter 2 Dear Sirs,  We are pleased to have booked (1) you an order (2) 300 metric tons of Groundnut Oil. Our order sheet is enclosed and the relative credit will be opened within the next few days. Our buyers have agreed to allow partial shipments (3) this order, which will enable you to make shipment (4) the three months from April to June. We would appreciate it very much if you could try to make shipment in 3 monthly equal lots. It might interest you to know that all our buyers are among the leading dealers (5) edible oils in this district. It is very likely that they might duplicate their order before the month is out. Your close cooperation will be highly appreciated. Sincerely yours, with _______ for ________ for ________ of _______ within ________

31. LOGO www.themegallery.com Part Five http://www.dutpgz.cn Intermediate Training 1. Put the following Chinese into English. (1) with the view of sth., with a view to doing sth. (1) 以 …… 为目的 ; 本着 …… 的宗旨 (2) 达成交易 / 协议 finalize a transaction, put the deal through, close the deal, conclude a business, come to the conclusion, come to terms, reached an agreement (3) 随函附上 ……, 请查收｡ Enclosed please find…, Enclosed you will find…

32. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following Chinese into English. (2) accept an offer/order/quotation (4) 接受报盘 / 订单 / 报价 (5) 供某人存档 for one’s file/record (6) 破例 as an exception (7) 确认下述订单 / 确认订单 confirm the following order ， confirm an order (8) 兹保证, 请放心 …… Please be assured that…, We assure you that

33. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following Chinese into English. (3) make confirmation by return for doing sth. (9) 回信确认做某事 (10) 确认贵方对 …… 的接受 (11) 贵方条款令人满意, 现随附订单一纸｡ confirm your acceptance of… Your terms are satisfactory and we enclose an order. (12) 随函附上我方所订 300 台 T432 型晶体管收音机的订单｡ Enclosed is our order for 300 sets of Transistor Radios T432.

34. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following Chinese into English. (4) We refer to the telegrams exchanged between us in the last few weeks, and are pleased to confirm having finalized the following transaction with you. (13) 关于你我之间近几个星期的往来电报, 现很高兴地确认与你们达成如下 交易 : (14) 很高兴和你们达成了这笔交易｡ We are glad to have finalized/put through/closed/concluded this transaction/business with you. (15) 我们很高兴确认以下试订单 : We have the pleasure of confirming the following trial order:

35. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following Chinese into English. (5) Although your price is below our level, we accept, as an exception, your order with a view to initiating business with you. (16) 尽管贵方价格低于我方报价, 为了启动我们之间的业务, 我们还是破例接受 你方订货｡ (17) 我方接受该项订单, 并会尽早安排发货｡ We accept the order and shall arrange delivery as soon as possible. (18) 经双方的传真往来, 现欲确认向贵公司订购虎头牌手电筒 6000 箱｡ As a result of our recent exchange of faxes, we wish to confirm our purchase from you of 6000 cases of Tigerhead flash lights.

36. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Put the following Chinese into English. (5) We hope that the initial transaction will pave the way for our further business. (19) 我们希望这第一笔业务将拓展贵我双方进一步的业务往来｡ (20) 此系试销订单, 请先发来 35 台, 以便开发市场｡若畅销, 随后必有较大数量 订单｡ This is a trial order. Please send us 35 sets only so that we may tap the market. If successful, we will give you larger orders in the future.

37. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 2. Supply the missing words in the blanks of the following letter. The first letters are given. Dear sirs, We are pleased to receive your (1)o of September 5, 2007 for Shanghai Printed Pure Silk and welcome you as one of our (2)c. We (3)c supply of the Shanghai Printed Pure Silk at the prices (4)s in your letter and are arranging for (5)s next week on S.S. “Dongfeng”. When the goods reach you, we feel confident you will be completely (6)s with them. As you may not be aware of the wide (7)r of goods we deal in we are (8)e a copy of our (9)c and hope that our handling of your first order with us will lead to (10)f business between us and mark the beginning of a happy working relationship. Yours sincerely,  hipment ____________ ustomers ____________ rder ________ tated _________ onfirm __________ ange _________ atisfied __________ nclosing ____________ atalogue ____________ urther __________

38. LOGO www.themegallery.com Part Five http://www.dutpgz.cn Advanced Training 1. Letter Composing (1) On behalf of the addresser, compose a letter according to the given information and message. Remember to arrange the necessary parts in proper form as they should be set out in a business letter. Information: (1) Sender’s Name: Guangdong Foreign Trade Development Corp. (exporter) (2) Sender’s Address: 779 East Dongfeng Road, Guangzhou, China (3) Sender’s Cable address: 5527 GFTDC (4) Sender’s Telex: 44388 GFTDC CN (5) Sender’s Fax Number: 86-20-83328156 (6) Date: September: 15, 2007 (7) Receiver’s Name: H. J. Wilkinson & Co. Ltd. (importer) (8) Receiver’s Address: 245 Lombart Street, Lagos, Nigeria

39. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 1. Letter Composing (2) Message: (1) 告诉对方, 其对 2000 打餐桌布 (table-cloth) 的还盘已收到｡ (2) 尽管对方的还盘低于现行市价, 为了鼓励业务发展, 你方还是决定接受｡ (3) 列出交易条件, 并确认达成交易｡ (4) 告诉对方, 已寄出销售合同一式两份, 请签退一份以便存档｡ (5) 希望交易能顺利履行并带来今后更多的业务｡

40. LOGO www.themegallery.com Part Five http://www.dutpgz.cn 2. Letter Replying Dear Mr. Chen: Thank you for your fax of November 25, 2006 offering us 500 dozen of men’s sweaters. We regret to note that you cannot accept our request of 5% discount, but with a view to starting our business with you at an early date and an urgent requirement for these goods, we will accept your quotation of US$17 per piece CIF Hong Kong on the same terms as before. We are waiting for your confirmation by return. Sincerely yours,  Oscar Erickson Manager Read the following letter and then compose a letter in reply to it.

41. LOGO www.themegallery.com 大连理工大学电子音像出版社 http://www.dutpgz.cn