6orders and replies
供应链管理英文原书第6版Discussion question answers
Chapter 11Discussion Questions1.Consider a supermarket deciding on the size of its replenishment order fromProcter & Gamble. What costs should it take into account when making thisdecision?The main cost categories for the supermarket’s inventory policy are material costs, ordering costs, and holding costs. Material cost is the money paid to Procter andGamble for the goods themselves. Ordering costs, also called procurement costs,are incurred by requesting the goods from the supplier and are fixed in the sensethat they do not vary with the size of the order. Examples of such fixed costs arethe labor required to place the order, handle the resultant paperwork and thetransportation fee to ship the order. The holding cost is the cost to carry one unitin inventory for a specified period of time, usually one year. This cost is variableand includes the cost of capital and all of the costs associated with physicallystoring inventory – shrinkage, spoilage or obsolescence, insurance, the cost ofcapital, the cost of the warehouse space, etc.2.Discuss how various costs for the supermarket in Question 1 change as itdecreases the lot size ordered from Procter & Gamble.As the lot size ordered from the supplier decreases, the holding cost (variable with respect to lot size) decreases. As the lot size decreases, the ordering cost remainsthe same, but the annual ordering cost will rise since the total number of orderseach year must increase. As the lot size decreases, the cost of the materials willdrop on a per-order basis but will stay the same on an annual basis since totalannual demand hasn’t changed.The exception to this occurs if the supplier has a price break for an order sizeabove a certain threshold; in this case the cost of the goods might increase if thereduced order size is not sufficient to trigger a substantial per unit discount.3.As demand at the supermarket chain in Question 1 grows, how would you expectthe cycle inventory measured in days of inventory to change? Explain.As the demand at the supermarket chain grows, we would expect the cycleinventory as measured in days of inventory to decrease. This is because therelationship between the optimal lot size Q* and the annual demand D is*Qa jump from a Q* to a 2Q* order; it translates to a jump from a Q* to a 1.4Q* order.Thus cycle inventory increases less than the increase in demand. As a result, thedays of cycle inventory (=cycle inventory / demand) decreases.4.The manager at the supermarket in Question 1 wants to decrease the lot sizewithout increasing the costs he incurs. What actions can he take to achieve his objective?One action would be to simply decrease the lot size and let the robust nature of the EOQ model work its magic. The total cost curve on either side of the optimal order quantity, the Q*, is relatively flat, so movements in either direction have little impact on total annual procurement and carrying costs.If greater cuts in lot size are desired, the manager can aggregate multiple products in a single order. Recall that the EOQ model is based on a one-product-at-a-time assumption; if multiple products are aggregated, then the fixed procurement cost is spread over all of the items and dramatic lot size reductions are possible. If the same products are being ordered by another supermarket in the same chain (or at least by stores that are willing to cooperate) the combined orders can be delivered by a single truck making multiple stops, thereby reducing transportation expense.Other techniques that should be deployed when aggregating across product lines include advanced shipping notices and RFID tags that will make inventorytracking and warehouse management simpler.5.Discuss why supply chain profits may be hurt by a retailer making lot sizingdecisions with the sole objective of minimizing its own costs. What advantage would result if the entire supply chain could coordinate this decision?A supply chain is coordinated if the decisions the retailer and supplier makemaximize total supply chain profits. In reality, each stage of a supply chain is likely to make lot-sizing decisions with an objective of minimizing its own overall costs. The result of this independent decision making can be a lack ofcoordination in a supply chain because actions that maximize retailer profits may not maximize supply chain profits. This decision has an effect on overall supply chain costs including inventory holding costs, production costs, transportation costs, ordering costs, and warehousing costs.6.When are quantity discounts justified in a supply chain?Quantity discounts are justified in a supply chain as long as they are the fruits of a coordinated supply chain and maximize total supply chain profits. For commodity products for which price is set by the market, manufacturers with large fixed costs per lot can use lot size-based quantity discounts to maximize total supply chain profits.7.What is the difference between lot size-based and volume-based quantitydiscounts?Lot size discounts are based on the quantity purchased per lot, not the rate ofpurchase. Lot size-based discounts tend to raise cycle inventory in the supplychain by encouraging retailers to increase the size of each lot. Lot size-baseddiscounts make sense only when the manufacturer incurs a very high fixed cost per order. For commodity products for which price is set by the market,manufacturers with large fixed costs per lot can use lot size-based quantitydiscounts to maximize total supply chain profits.Volume discounts are based on the rate of purchase or volume purchased perspecified time period. Volume-based discounts are compatible with small lots that reduce the cycle inventory. If the manufacturer does not incur a very high fixed cost per order, it is better for the supply chain to have volume-based discounts.For products for which a firm has market power, volume-based discounts can be used to achieve coordination in the supply chain and maximize supply chainprofits.8.Why do manufacturers such as Kraft and Sara Lee offer trade promotions? Whatimpact do trade promotions have on the supply chain? How should tradepromotions be structured to maximize their impact while minimizing theadditional cost they impose on the supply chain?Manufacturers use trade promotions to offer a discounted price and a time period over which the discount is effective. The goal of manufacturers such as Kraft and Sara Lee is to influence retailers to act in a way that helps the manufacturerachieve its objectives. These objectives may include increased sales, a shifting of inventory from manufacturer to retailer, and defense against the competition.Trade promotions may cause a retailer to pass through some or all of thepromotion to customers to spur sales, which increases sales for the entire supply chain. What happens more frequently in practice is that retailers may choose to pass through very little of the promotion to customers, purchase in greaterquantities, and hold this cheaper inventory in greater quantities. This actionincreases both cycle inventory and flow times within the supply chain.Trade promotions should be structured such that a retailer’s optimal responsebenefits the entire supply chain, i.e., retailers limit their forward buying and pass along more of the discount to end customers. If the manufacturer has accumulated excessive inventory, then a trade promotion may provide sufficient incentive to the buyer to forward buy, thus drawing inventories down to an appropriate level.The manufacturer may be able to smooth demand by shifting it to a period ofanticipated low demand with a trade promotion.Research has shown that trade promotions by the manufacturer are effective for products with high deal elasticity that ensures high pass-through (passing thediscount on to the consumer) and high holding costs that ensure low forwardbuying, paper goods being the poster child for this combination. Tradepromotions are also more effective with strong brands relative to weak brands and may make sense as a competitive response.9.Why is it appropriate to include only the incremental cost when estimating theholding and order cost for a firm?The cycle inventory models discussed in the chapter are robust; thus incremental (variable) costs per lot size are more important than costs that are fixed withrespect to lot size. The labor component of procurement or setup costs may be salaried; therefore changes in lot size do not impact this component.。
外贸函电 enquiry
1. Enquiries（询盘） and repliesDear Sirs,We knew your name and address from the Canadian Consulate in Shanghai who had informed us that you are one of the largest exporters of textiles in Shanghai and you wish to extend export business to our market. You will be pleased to note that we are importers of home textiles products, having over 20 years experience in this particular line of business.At present, we are keenly interested in home textiles made in China and will be pleased if you kindly send us your latest price list and catalogue for all kinds of home textiles. If possible, please also send us your samples book.We would like to state that we usually pay for our imports by sight L/C which we feel sure, will be agreeable to you.We anticipate your early reply.Words and Expressions•agreeable 令人愉快的，合适的（后接介词）•L/C at sight 即期信用证指开证或付款行在收到符合信用证条款规定的即期汇票和单据后立即履行付款义务信用证，由于立即付款可减少出口商的风险，加速资金周转，故即期信用证在国际贸易中得到广泛使用。
商务信函的翻译Translation of Business Letters
Letters of Orders(订货函) Letters of Payment(付款函) Call Letters(催款函) Letters of Packing & Transportation(装运 函) Letters of Insurance(保险函) Letters of Compensation Claims(索赔函) Letters of Claim Settlement(理赔函)
Practical Business English Translation
Chapter IV Translation of Business Letters
1. Ingredients of Business Letters
1.1 Ingredients 1. 信头 (letterhead/ heading): 写信人的地址和写信日期 2. 信内地址 (inside address): 收信人的名称和地址 3. 称呼 (salutation) 4. 事由 (subject or caption) 5. 开头语 (opening sentence or sentences)
2. Categories and Functions of BL
2.1 Categories of Business Letters Letters of Establishing Business Relations(资信调查函、建立交易函) Letters of Promotion(促销函) Letters of Inquiries and Replies(询盘函) Letters of Making Offers(报盘函/报价函) Letters of Counter-offers/Countersuggestions(还盘函)
商务函电Correspondence 1 - Introduction(基本介绍)
etc. in business procedure;
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Layout of a Business Letter
5) The Salutation
the left margin and two-four lines below the inside address
Salutations in business letters are usually followed by a colon or a comma.
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Chapter I
Form and Structure of Business Correspondence
商务函电的格式和结构
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Teaching Objectives
Introduction Layout of a business letter Address the envelope Writing Principles
商务函电Correspondence 1 Introduction（基本介绍）
Introduction to Business English Correspondence
1. The nature of the course: An English course combining international trade with English
外贸英语函电与单证
外贸英语函电与单证English for International Business Correspondence & Documents一、基本信息课程代码：b02221506课程学分：面向专业：电子商务、工商管理、物流管理、国际经济与贸易课程性质：学科基础必修课开课院系：商贸系使用教材：主教材：商务英语函电与单证杨乐梅编南开大学出版社第1版辅助教材：外贸函电与单证黄丽威编高等教育出版社第一版参考教材：国际商务函电刘惠玲等编对外经济贸易大学出版社第二版先修课程：国际贸易理论与实务并修课程：后续课程：二、课程简介《外贸英语函电与单证》以增强学生外贸英语交流能力为主旨，根据现代外贸英语函电的特点，结合外贸业务实际情况和需要，确定课文场景、业务环节，将信文与有关单证的学习合为一体，按照进出口业务各主要环节的顺序，较系统介绍了外贸英语函电、基本单证的写作特点与技巧。
通过此课程的学习使学生可以用英文方式描述货物进出口的业务流程、操作，能准确理解客户来电目的，并熟练回复，能够阅读、理解、起草、审核相关业务单证等，提高在国际商务活动中的运用英语进行交流的能力。
三、选课建议本课程适合对外贸易、商务英语、经济类本科专业学生选修。
四、课程基本要求通过此课程的学习1. 让学生能读懂并会写进出口业务中常用的英语函电如建立贸易关系、询盘、发盘、还盘、信用证修改、装运、保险、索赔与理赔函2. 能制作业务相关的单证如合同、发票、箱单、提单、保单、装箱单、产地证等，3. 能用英文商务函电和单证进行国际商务工作五、课程内容Unit One Business Letter Writing基本要求：通过本章学习，应准确掌握商务信函的基本格式；了解商务往来中的传真、信函、邮件格式的略微差异并区别运用。
教学内容:1.E-MAIL2.FAX3.LETTERPriciples of Business Letter WritingLayout of Business LettersEnvelopUnit Two Establishing Business Relations基本要求：通过本章学习掌握进出口业务中首次联系、建立贸易关系时起草相关信函的格式、主要内容以及注意事项，写出独具特色的首次沟通函。
函电期末复习
作文Chapter 5 Enquiries and RepliesChapter 6 Quotation and Offerwrite a letter.商品：真皮手工手套报价：（伦敦到岸价）按每款200副报价男式中号每副3美元/男式小号每副2.5美元/女式中号每副2.6美元/女式小号每副2.5美元付款要求：即期信用证装运时间：7月以报盘方最后确认为准另外，询盘方要求报盘方邮寄一份目录及一套做手套用的各种皮革样品。
Chapter 7 Counter-OfferSales ContractThe Buyer: Contract No.：KRS-UNION090617Contract Date: June/17, 2009The Seller:（1）This contract is made by and between the Buyer and Seller, whereby the Buyer agrees to buy and the Seller agrees to sell the under-mentioned commodity according to the terms and conditions stipulated below:2. Total Value（6）: ______________________________________________________________3. Packing（7）: _________________________________________________________________4. Shipping Mark（8）: UNION / BANKOK / NO.1-55. Time of Shipment（9）: __________________________________________________________6. Port of Loading & Destination（10）: From Xingang, Tianjin China to Pat Port, Bangkok Thailand.With partial shipment and transshipment not allowed.7. Insurance（11）: To be covered by the Buyer8. Terms of Payment（12）: ________________________________________________________9. Documents Required for Payment（13）:All shipping documents shall be made in a version identical to that used in the contract and consist of:1) 3/3 original Clean on Board Ocean Bill of Lading made out to order of the Buyer, marked “freight collect”,and notify the Buyer.2) 3/3 signed Proforma Invoice3) 1 Original + 2 copies Certificate of GSP Form A issued by China Entry-exit Inspection and Quarantine Bureau4) 3/3 Packing ListAll the above documents shall be sent directly to the Buyer by express to the following address:Union Precision Associate Co., Ltd.81 Ladprao 71 Wangthonglang, Bangkok, Thailand 1031010. Force Majeure（14）In case of late delivery or non-delivery due to Force Majeure, the time of shipment might be duly extended, or alternatively a part of or whole of this contract might be cancelled, but the seller shall advise the Buyer of the occurrence mentioned above and send the Buyer for its acceptance occurrence a certificate issued by the surveying institute where the accident occurs as evidence thereof within 14 days. In case the accident lasts for more than 4 weeks, the Buyer shall have the right to cancel this order.11. Settlement of Disputes（15）Any dispute arising from or in connection with this contract shall be submitted to China Arbitration Commission for Arbitration in accordance with the existing rules of arbitration. The arbitral award is final, and binding upon both parties.The Buyer The Seller ___________________________________________________________ ______________________________Shipping Note—Mr. Zhang submitted the shipping note to the shipping agent on July 18, 2009, and got back Bill of Lading on July 24, 2009.Packing List— Mr. Zhang issued it on July 17, 2009.天津市卡尔斯阀门有限公司TIANJIN KRS VALVES CO., LTD.NO.3 ROAD, JIUYUAN INDUSTRIAL PARK, BAODI DISTRICT, TIANJIN CHINA装箱单PACKING LISTDate（1）:Shipped per（2）:From（3）:To （4）:For account and risk of Messrs: Union Precision Associate Co., Ltd.Irrevocable Documentary Credit ApplicationLi Gang applied to the local bank, Bank Of China, Shanghai Branch for Opening the relevant L/C on October 24, 2009.IRREVOCABLE DOCUMENTARY CREDIT APPLICATIONAccount No.: with Bank of China, Shanghai (name of bank) Transacted by: (applicant: name, signature of authorized person)Telephone No. (with seal)。
翻译练习
Establishment of Business Relations1、承弗里曼公司介绍，得悉你公司是贵国轻工业最大进口商之一。
Through the courtesy of Messrs. Freeman & Co., we learn that you are one of the leading importers of light industrial products in your country.2、我公司系一国营公司专营五金出口，已从事该项业务多年，产品获国外客户好评。
we are a state-owned corporation, specializing in the export of metals, and have engaged in this line of business for many years. Our products have won favourable comments abroad.3、我公司愿与你公司建立业务关系，以扩大我产品在你地的销售数量。
We are desirous of establishing business relations with your corporation so as to expand the sales of our products at your end.4、贵国驻华大使馆商务参赞处告知你拟从我国进口车床（lathe），故特致函你公司，希望能在该项产品方面建立业务关系。
The Commercial Counsellor’s Office of your Embassy in China has informed us that you intend to import Lathes from China and we are writing to you in the hope that we may establish business relations with you in this line.5、在收到你方具体询价时，我将立即寄上报价单及样品。
外贸英语函电Chapter 6
Task 10 Making Enquiries
• 14.list price 定价, 价目表所列的价格 • 搭配: price list 价目表 • 15.terms of payment 支付条件 • 16.bill of exchange 汇票 • 17.document against payment 付款交单 • 18.meet vt.满足 • We are sorry that we won't be able to meet your order this time
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Task 10 Making Enquiries
• If your price is favorable, we expect to place an order with you upon receipt of your sample.
• We trust you will give this enquiry your prompt and careful attention and look forward to your early reply.
because we have already been heavily committed. • 很抱歉！ 我们的承约量很大, 所以这次无法接受你方的订单。
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Task 10 Making Enquiries
• 19.at a time 一次, 每次 • Email 2: A Specific Enquiry by an Old Customer • Dear Lily, • Thank you very much for your email of Sept.28 together with
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邮编：100035
货号 JJ07946
JJ07947
颜色 深蓝色
蓝色
尺码 30#/31#/32#/33#/
175
数量 4
2
单价 95
95
金额 380
190
GS07947 JJ48856
JJ07835 JJ07835
灰色 蓝色
紫色 彩条
30/31 30/31/32/ 33
170/175 170
2 4
2 2
Dear Sirs, Thank you for your letter of June 8th. We regret that we cannot meet your terms. We must point out that the falling market here leaves us little or no margin of profit. We must ask you for a keener price in respect to future orders. At present the best discount offered for a quantity of 200 is 5%. Our current situation leaves us little room to bargain. We hope you will reconsider the offer. Yours faithfully,
Dear Sirs, After our exchange of e-mails, we now confirm our purchase from you of 2500 metric tons of acrylics. The following terms and conditions will apply. Price: $ 760 per metric ton net shipping weight Payment: by confirmed and irrevocable letter of credit in your favor Quality: the seller’s guarantee that the goods conform to the relevant Chinese industrial standards Packing: in paper bags of 50 pounds net each We are pleased that this first transaction with your company has come to a successful conclusion. We look forward to a continuing and mutually beneficial trade between our two companies. Yours faithfully,
低一些。当前给我方提供的最好的折扣价是200件5%的折扣。 日前的情况留给我方讨价还价的余地极小、希望贵方重新 考虑这个报盘。 谨上
以各种综合情况请求降价 敬启者： 感谢贵方6月8日来 函。很抱歉不能同意贵方 条款。 我方必须指出的是， 正在下跌的市场行情使我 们几乎没有利润空间而 言。鉴于日后订单，我方 必须要求贵方将价格再降 低一些。当前给我方提供 的最好的折扣价是200件 5%的折扣。 日前的情况留给我方 讨价还价的余地极小。希 望贵方重新考虑这个报 盘。 谨上
1、如果你们订货数量较大，我 们可以考虑在价格上再作一 些让步。
2、如果您坚持你方的价格，我 们很难达成交易。
3、恐怕这个价格已经没有商量 的余地了。
4、考虑到质量，您会发现这个 价格已经非常优惠了。 5、折扣要按你方订货量决定。
1. If your order is large enough, we can consider making a further concession in our price. 2. If you insist on your price, we can hardly come to terms. 3. I’m afraid that there is no room to negotiate the price. 4. Taking the quality into account, you’ll find that the price is very favorable. 5. The discount is given according to the quantity you order.
Chapter 5 Counter Offers
Introduction
Counter offer
Counter-counter offer（反还盘）
以各种综合情况请求降价
敬启者：
感谢贵方6月8日来函。很抱歉不能同意贵方条款。 我方必须指出的是，正在下跌的市场行情使我们几乎没有
利润空间而言。鉴于日后订单，我方必须要求贵方将价格再降
1. We take pleasure in placing an order with you for the following items. 2、如果这次的订单完成情况令 2. We will submit further orders if 我们满意，我方将继续订购。 this one is completed to our satisfaction. 3、此订单须在5周内交货，否 则我方将不得不撤销此次订 3. The order must be filled within 单。 five weeks, otherwise we will have to cancel the order. 4、我们一接到您的订单就开始 4. Once we get your purchase 备货。 order, we’ll begin preparing the 5、库存短缺，无法满足需求。 goods. 5. The stock is insufficient to meet the requirements.
Chapter 6 Orders and Replies
Introduction
An Order Letter
Letter with Order Form Replies
表格订单格式如下（例）： 姓名：XXX 日期：2007-01-01 地址：北京市西城区西直门南大街24号二号楼101室 电话：010-62238645 13501245986
108 105
88 88
216 420
176 176
GS07865
白色
M/L
6 总件数：22
58
232 总计金额： 1880元
Buyer (importer)
Inquiries
Seller (exporter)
Offers/quotations Counter offers Counter-counter offers Orders Replies
向卖家确认己方订 单 敬启者： 经过最近双方电邮 往来，现欲确认向贵公 司订购丙烯酸树脂 2500公吨。 条件如下： 价格：净装运重量 每公吨760美元 付款：保兑的不可 撤销的信用证，以你公 司为受益人 质量：卖主保证货 品符合中国的标准 包装：纸袋，每袋 净重50磅 与贵公司首次交易 合作成功，我们深感欣 慰。盼能保持长久而互 利的合作。 谨上
Do not copy
Avoid wordiness
Punctuation Chinese Name
Comments
向卖家确认己方订单 敬启者：
经过最近双方电邮往来，现欲确认向贵公司订购丙烯酸树
脂2500公吨。 条件如下：
价格：净装运重量每公吨760美元
付款：保兑的不可撤销的信用证，以你公司为受益人 质量：卖主保证货品符合中国的标准 包装：纸袋，每袋净重50磅 与贵公司首次交易合作成功，我们深感欣慰。盼能保持长 久而互利的合作。 谨上
1、我们高兴地向你们订购如下 商品。