单击此处编辑母版标题样式,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,UNIT FOUR,Orders and Acknowledgment,Acknowledge,v.,to let somebody know,that you have received,something from them,Acknowledgment,C,U a letter written to tell,someone that you have,received their letter,message,order,etc.,An“order-placing letter,To acknowledge receipt of quotations,sales literature or samples,if they are obtained.,To mention the reference number of the order form,purchase order or purchase contract/confirmation enclosed or attached.,To emphasize the terms or requirements the buyer think necessary to.,An“order-placing letter,The letter itself may be brief(see L4-5,L4-7,L4-9)because:,order form,purchase order,purchase contract,or purchase confirmation may contain or specify:,detailed description of the goods required;,and/or terms and conditions agreed upon,An Acknowledgment,To acknowledge receipt of the“order-placing letter and the attached/enclosed orders or similar documents.,To enclose or attach sales contract or sales,confirmation.,To promise that,if acceptable,terms and conditions,or requirements will be satisfied;if unacceptable,to suggest possible solutions.,To ensure punctual delivery and encourage further purchases.,A“bad example of“Bad-News letter,Thank you for your order No.HT9614,which we received today.Unfortunately,we do not feel that we can offer the trade discount which you asked for,viz.35%,as we allow only a 25%discount to all our customers regardless of the quantity they buy.,Our price is extremely competitive and it would not be worthwhile to supply on the allowance you have asked for.Therefore,in this instance,I regret that we have to turn down your order.,A Know-how for writing“Bad-News letter,Use positive words to express negative meaning.,Seek a win-win solution.,A format for writing“Bad-News letter,Opening paragraph:,Thanks,or“Good News,if available,a“buffer,Middle paragraph:,Bad News Truth,Closing paragraph:,Good News Hope,An improved version L4-4,Thank you for your order,No.HT200-96.We have noticed with interest that you are asking for a 35%discount.,As a matter of fact,the price we have quoted you is very competitive,compared with quotations from other suppliers.Furthermore,we are working on an extremely narrow profit margin,so 25%is the most generous discount we can give our customers under the present situation.,However,considering the long-standing business relation-ship between us,we are prepared to let you have a special discount of 30%if you will increase your quantity to 20 metric tons.We hope you will take advantage of this exceptional proposal,which remains open until the 10th of this month.,We are looking forward to receiving your order.,A case of win-win solution,The attached order,No.5652,is for a total of 420 boxes.As this falls appreciably short of the amount necessary to qualify for the maximum discount,we cannot claim it.Nevertheless,as customers of long standing we feel that we may ask you to include this order with our quarterly one due next month in order that we may take advantage of the best terms.,Buyers request L4-7,A case of win-win solution,With regard to your request for the inclusion of this order with your quarterly order,we regret that this will not be possible since it would involve extended credit at maximum discount.What we are prepared to do,how-ever,is to invoice this order separately but at full discount.,Sellers reply L4-8,A case of win-win solution,Questions,Why does the buyer ask the seller to include Order No.5652 with their quarterly order?,What are the best terms the buyer is asking for?,Why does the seller say that it is impossible to satisfy the buyers request?,What does it mean that it would involve extended credit at maximum discount?,A case of win-win solution,关于你们提出的将这批订货归入你们的季度订货中去的要求，很遗憾无法照办，,因为这将涉及到要提高给予你们的赊购额度并同时还要给你们最大的折扣率的问题。,所以，我们准备这样做，即将这批订货的发票分别开列，但是给足折扣。,Sellers reply L4-8,An analysis of L4-1,Compare the two versions and give your comment.,For your information,there has been an upgrade of the SX99,now renamed the SX99GT,which sig-nificantly enhances its performance and reliability.Accordingly,this upgraded product carries with it a price increase to$1258.5 per item EXW.,For your information,the SX99 has been renamed SX99GT and the price increased to$1258.5 per item EXW.,An analysis of L4-1,What have the following sentences contributed to the letter?,Prices of equipment and specifications are constantly changing and these are not always reflected timely in our advertisements,which are prepared some months before they appear in the press.,We consider the new product to be well worth the extra money.,An analysis of L4-2,How about omitting the phrase in italics?,(,In common with other suppliers,),We have raised our prices since you placed an order with us two years ago,but you will be pleased to hear that we will supply your current order at the old price.,inform sb.of sth.,(static),vs.,keep sb.informed of sth.(dynamic),I will inform you of my flight number and arrival