1、acceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheandconstitutescounter-offer.A replyacceptance but contains additional or different terms whichdonotmateriallyaltertermsacceptance. Additionaldifferentrelating,amongthings,price,payment,qualityquantitygoods,placetimedelive
2、ry,extentonepartysliabilitysettlementdisputesareconsideredmaterially.2. Orders and Their Effects An order is a request to supply a specified quantity of goods. An order may be given by a printed order form, letter, fax, e-mail, etc. Usually, an order is a symbol of acceptance, but it may also result
3、 from an offer or an inquiry with subsequent quotations. That is to say, the form of an order can be used as a buying offer, an acceptance or a confirmation. An order is just a form to describe the commodity accurately and clearly. So when you receive an order from a customer, you need to identify w
4、hat it stands for. And then, you can accept it, counter-offer it and confirm it.Usually, businesses use an order form to obtain goods from suppliers. When a form is not available, a letter is needed for the order. When writing an order letter, you must include all the specifics necessary to complete
5、 the order to your satisfaction. To make your order clear and easy to understand, you should use the listing format of the order form as a guide to giving information about the following matters:（1） a full description of the commodity, including model number, size, color, or any other relevant infor
6、mation（2） quantity（3） date and method of shipment（4） price per item（5） packing（6） payment However, there are times when sellers cannot accept buyers orders because the goods required are not available or prices and specifications have been changed. In such circumstances, letters rejecting orders mus
7、t be written with the utmost care and with an eye to good will and future business. It is advisable to recommend suitable substitutes, make counter-offers and persuade buyers to accept them. According to commercial law the buyers order is an offer to buy and the arrangement is not legally binding un
8、til the seller has accepted the offer. After that, both parties are legally bound to honor their agreement. 3. 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 acceptan
9、ce 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 a
10、nd 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 futurePart Two Letter-writing Guid
11、eFor letters of acceptance or confirming acceptance1. 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 ac
12、cept 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, 2013 and ours of April 8, 2013. 根据贵方2013年4月4日和我方2013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 fo
13、llowing terms and conditions. 我们确认已向贵方按下列条件购买7000吨水泥 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, 2013 as requested. 我们确认会按要求在2013年3月15日交货 We have decided to accept your quotation
14、 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 ar
15、e 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 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
16、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 hopeWe 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We are pleased to have finalized this business with you and expect that we can expand the tr
17、ade 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For letters conc
18、erning orders1. Using order as an offerBy means of this letter, we place an order with you for the toys of the following particulars.籍此致函,向贵方订购下列品种的玩具We order 120 units of Italian furniture No.TS-11 at US$320 per unit FOB Genoa as following. If this order is acceptable, please inform us by fax or e-
19、mail. 我们向贵公司订购120套TS-11号意大利家具如下每套320美元,FOB 热那亚交货价如此订单可接受,请电告See also Unit 4 for other expressions.2. Using order as an acceptance or accepting an orderWe thank you for your quotation of May 20, 2012 and now place an order with you for thefollowing items. 谢谢贵方2012年5月20日的报价,现向贵方订购商品如下:In reply to your
20、 letter of May 20, 2012quoting us the prices of Soybeans, we are pleased to place a trial order as mentioned in the enclosed sheet. 兹回复贵方2012年5月20日的大豆报价函,现试订购如所附订单Thank you for your order No.123. We accept it and will dispatch the goods early June.谢谢贵方123号订单,我们接受此订单,并将于6月初交货See also Unit 6 for other
21、 expressions.3. Using order as an confirmation or confirming an orderWe are pleased to confirm your order for the T-shirts on the following terms. 我们很高兴确认贵方按以下条件订购T恤的订单We confirm with you the following order for the pillowcases at the prices in your letter. 我们确认按贵方来函中所提价格成交的枕头订单如下:Thank you very muc
22、h for your offer of May 5, 2012 for 500 cases canned beef. We are pleased to confirm our acceptance as shown in the enclosed order form. 谢谢贵方2012年5月5日关于500箱罐头牛肉的报盘, 我方愿意按附寄订单所示确认接受4. Using order as a counter-offer or counter -offering an order or recommending suitable substitutesWe are pleased to pl
23、ace the following orders with you if you can guarantee shipment from Guangzhou to Singapore by October 9, 2012: 若贵方能保证在2012年10月9日前将货物由上海运至新加坡,则我方乐于向贵方定购下列货物:Thank you for your order for bicycles, but we regret that your prices are too low to be acceptable. In view of our long-standing relations, we
24、would like to make you a counter-offer as following: 谢谢贵方关于自行车的订单,但遗憾的是,贵方所出的价格太低以致我方无法接受考虑到我们长期的业务关系,我们愿意向贵方还盘如下:We regret that the article you ordered is out of stock now. It will be around July when a new stock is supplied. We will inform you as soon as the new supply is available. 很抱歉你们所订的货物已无存货
25、新货供应大概要到7月左右有新货时我们将尽快通知你See also Unit 5 for other expressions.Part Three Commonly Used Expressions and Sentence PatternsExpressions 1. finalize a transaction, put the deal through, close the deal, conclude a business, come to the conclusion, come to terms, reach an agreement 2. as an exception 3. in
26、itiate business with sb. 4. confirm the following order 5. Enclosed please find.; Enclosed you will find. 6. accept an offer / order / quotation 7. place / book a trial order with sb.（or: to order sth. as a trial）send / give sb. an order for sth. 8. order sth. at a price 9. place ones order elsewher
27、e 10. as per sample 11. for ones file/record 12. Please be assured that.; We assure you that 13. confirm supply of. at the prices stated in. 14. make confirmation by return for doing sth. 15. result in., lead to. 16. in duplicate; in two originals 17. on the same terms as before 18. set forth 19. co
28、nfirm acceptance of ones order 20. recommend sth. as a substitute 21. ensure the fulfillment of an order 22. new/fresh orders; initial orders; outstanding orders; trial orders; duplicate orders, repeat orders; amended orders 23. accept （book） an order; confirm an order; cancel/withdraw an order; carry out / execute / fulf
