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项目二 签订合同
一、教学目标
1.了解“达成交易”相关的基本商务知识、
2.了解“达成交易”相关的写作要求和
3.了解“达成交易”相关的内容要点。
二、课时分配
本项目共1个任务，安排2课时。
三、教学重点
理解“达成交易”函电书写的内容，理解“达成交易”函电书写的格式，理解“达成交易”函电书写的步骤，理解“达成交易”函电书写的典型的表达。
四、教学难点
掌握“达成交易”的信件书写，结合格式、步骤、内容等方面，完成信件书写。
五、教学内容
项目介绍:签订合同是外贸交易中的达成环节，包含了对商品数量、价格、装运时间等的确定。在本项目中我们通过我国一家外贸公司与国外公司在签订合同方面的信件往来，掌握该项目的基本知识，会用学到的相关格式和内容表达，独立完成该环节的信件书写，并学会相关的词组句子、重要表达、实践知识等。
任务 达成交易
任务描述在该任务中，练习者要从一名外贸公司业务员的身份出发，以“达成交易”为主题，运用下文中所学到的相关格式和内容表达，独立完成一份写给对方公司的信件。
知识储备
The Significance and Effect of Acceptance
Acceptance is the last step in business negotiation. 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.
An entire acceptance means the offeree is willing to enter into a contract with the offeror according to the latter’s terms of transaction unconditionally. Thus the leader of acceptance usually repeats the following items so as to avoid misunderstanding on either side. They are name of commodities， specifications， quality， quantity， price， shipment， terms of payment， etc.
According to the UN Convention on contracts for the International Sale of Goods（《联合国国际货物销售合同公约》）， a contract is concluded at the moment when an acceptance of an offer becomes effective.
Question and Answering
1. What is called acceptance
___________________________________________________________________
2. What issues will be talked about in the entire acceptance
______________________________________________________________________________________________________________________________________
3. What are the meanings of the underlined words and phrases
（1） a firm-offer
___________________________________________________________________
（2） a non-firm-offer
___________________________________________________________________
（3） terms of transaction
___________________________________________________________________
（4） name of commodities
___________________________________________________________________
（5） specification
___________________________________________________________________
（6） shipment
___________________________________________________________________
（7） terms of payment
___________________________________________________________________
（8） become effective
___________________________________________________________________
实例示范
Dear Trond，
We acknowledge with thanks the receipt of your letter of December 15th， concerning our order for furniture.
It’s our company’s policy not to discount on our standard prices. However， in order to develop our market in your place， we have decided to accept your counter-offer for 250.00USD/PC as an exceptional case. Please prepare the sales contract in both English and Chinese versions.
We hope this initial deal will result in future transactions between us. Your quick answer will be appreciated.
Yours Sincerely，
Joe Lau
Joe Lau
Notes：
standard prices： 标准价格
an exceptional case： 特例
English and Chinese versions： 中英文版本
initial deal： 首次交易
1. Question and Answering
（1）What are the writing steps of this letter
______________________________________________________________________________________________________________________________________
___________________________________________________________________
（2）What is the reason provided by the seller to accept the counter-offer
______________________________________________________________________________________________________________________________________
___________________________________________________________________
2. The writing steps and typical expressions of the letter concerned
3. The other commonly used expressions and sentences其他常用表达和例句
Expressions
（1） accept a/an offer/ order/ quotation接受报盘/ 订单/ 报价
（2） confirm an order确认订单
（3） confirm your acceptance of ...确认贵方对……的接受
（4） confirm the supply of ... at the prices stated in ...确认按……中规定的价格供应 ...
（5） make confirmation by return for doing sth.回信确认做某事
（6） finalize a transaction成交
（7） conclude a business/transaction达成协议
（8） get business done成交
（9） initiate business with sb.开始与某人的贸易
（10） initial order首次试订
（11） do sth. as an exception破例做某事
（12） make an exception破例
（13） as an exceptional case作为一个例外
（14） result in结果将会
（15） lead to ...最终会……
（16） in duplicate一式两份
（17） in two originals原件两份
（18） on the same terms and conditions as before按照以往的条件
（19） Sales Contract销售合同
（20） Sales Confirmation销售确认书
Typical Sentences
（1） In reply， we confirm to sell you 7,000 tons of cement on the following terms and conditions.
（2） As a token of friendship， we accept， as an exception， your counter-offer for 5，000 pairs of leather shoes at ＄26 per pair.
（3） We now confirm our acceptance of your offer of USD 3.50 per set CIF Guangzhou.
（4） We are pleased to confirm your order No. BTS-001of 16th April for cotton shirts and welcome you as one of our customers.
（5） We are pleased to confirm having concluded with you a transaction of 300 units of electric mowers. We assure you of the punctual execution of your order.
（6） We have been able to confirm the following order with you at your revised price.
（7） It is only in view of our long established business relationship that we accept your counter-offer for ladies’ clothing.
（8） Although your price is below our level， we accept， as an exception， your order with a view to initiating business with you and confirm having placed an order with you for 1，500 tons of soybeans.
（9） Taking the quality into consideration， we accept your offer although your price is somewhat higher than those of other manufacturers.
（10） Though our negotiations have been lengthy and on-and-off， we are finally pleased to confirm reaching a satisfactory agreement for the above-mentioned goods.
实战任务
Situation 情景介绍：
写信方名称： 广州现代经典家具外贸有限公司
（Guangzhou Modern Classic Furniture Foreign Trade Company Limited）
写信方地址： 779 East Dongfeng Road，
Guangzhou， China
写信方联系方式： Tel 862083328154Fax 862083328156
E-mail： modernclassic@
写信日期： December 3rd， 2012
收信方名称： Messrs. Tomita & Company Limited
收信方地址： 3829， Lime Street
Birmingham， E.C.5.
收信方联系方式： Tel 0044207425173Fax 0044207425175
E-mail： mtc @
去信中所涉及的内容：
（1） 谢谢你方11月17日的来信。
（2） 在仔细阅读了贵方报盘的条款和条件后，我方觉得可以接受。
（3） 随函附上编号为CF6040 和CF009的沙发的报价单。
（4） 因为订货量巨大，请你方在收到报价单后迅速给予答复为感。
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