第七章销售合同和销售确认书要点课件

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,*,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,第七章,销售合同和销售确认书,学习目标,了解销售合同和确认书的基本内容,重点掌握销售确认书和合同形式和要求,了解围绕销售合同的信函往来书写的典型句型和表达用语,第七章 销售合同和销售确认书,概 述,如果卖方的报价（,offer,）无条件地被买方接受，或者买卖双方经过贸易条款磋商达成一致，由买发方发出订单；或买方根据卖方报价直接发出订单，再由卖方对订单进行函电确认以后，交易就进入了定购货物阶段。这时可由卖方寄发销售合同或者销售确认书，也可由买方在订购货物时直接把购货合同或者购货确认寄给卖方。购货合同和购货确认书是买卖双方在通过交易磋商达成交易后，是由买方出具并寄给双方加以确认的列明达成交易条件的书面证明，经买卖双方签署的确认书，是法律上有效的文件，对买卖双方具有同等的约束力。,概 述 如果卖方的报价（offer）无条件地被,第一节 销售合同的形式和基本内容,销售确认书和销售合同是买卖双方在通过交易磋商达成交易后，是由卖方出具并寄给双方加以确认的列明达成交易条件的书面证明，经买卖双方签署的确认书，是法律上有效的文件，对买卖双方具有同等的约束力。,在进出口贸易中，销售合同主要有两种形式，即正式合同,(contract),和合同确认书,(confirmation),，虽然繁简不同，但具有同等法律效力，对买卖双方均有约束力。,书面合同的内容一般由下列三部分组成：约首、正文、约尾。,第一节 销售合同的形式和基本内容,第二节 销售确认书及相关函电往来,例,1,：,Dear Sirs:,Subject: Order for 10,000 Pairs of Leather Bags,In reply to your letter of June 12, we are interested in your various leather bags and have decided to place a,trial order,试定,as per the terms stated in your offer of June 12.,Please take special care of the quality and the package of this order. The leather should be of the same quality as that used in the sample. We hope that you can pack each bag in an,airtight polythene bag,密封的塑料袋, a dozen,一打,bags in a box and then 20 boxes into a,strong seaworthy wooden case,海运的结实木箱,.,敬启者：,主题：,订购,10000,个皮包,现回复贵公司,6,月,12,日函电。我公司对贵公司的各式皮包感兴趣，并按你方,6,月,12,日所报的条件试订一批皮包。,请你们对这批货物的质量和包装给与特别关注。所用的皮革应与样品的质量相符。我们希望每个皮包都能用塑料袋密封包装，然后每,12,个皮包装入一个纸盒，再把,20,个纸盒装入一个适合海洋运输的结实木箱。,第二节 销售确认书及相关函电往来例1：Dear Sir,We place this order,on the clear understanding that,基于,you can guarantee shipment at Dalian to New York by Oct. 1, and we reserve the right to cancel it and refuse,拒绝,delivery,接收,after this date,逾期,. We will order more if the first order with you proves,证明,to be satisfactory.,Please confirm the acceptance of our order,by return,回复,. Upon receipt of your confirmation, an L/C will be issued.,Yours sincerely,我公司下此订单的条件是贵方能保证在,10,月,1,日之前将货物由大连运至纽约。如若逾期不能交货，我公司保留取消订单与拒收货物的权利。如果首次订货令我们满意的话，我们以后将再惠顾你方。,如果你方愿意接受我们的订货，烦请来函确认。一旦你方予以确认，我方将马上开出信用证。,We place this ord,重要语句,As per the terms sated in your offer,按照你方所报条件,The quality is as per the catalogue weve provided.,品质按照我们提供的目录。,Take special care of the quality and the package,特别关注货物质量和包装,A strong seaworthy wooden case,适合海洋运输的结实木箱,seaworthy packing,适航包装，海运包装,Reserve the right to do something,保留,权利,重要语句As per the terms sated in,例,2,：确认订单发送销售确认书,Dear Sirs,We are very pleased to receive,收到,your order (No.132) for Leather Bags. We accept the order and are enclosing you our,Sales Confirmation,销售确认书,No.123,in duplicate,一式二份,of which please countersign,会签,and return one copy to us for our file.,已获悉贵方第,132,号订购皮包的订单。我方按相应条款接受订单并随函附寄我方第,123,号销售确认书一式二份。请会签后寄回一份供我方存档。,Please note that a,confirmed and irrevocable Letter of Credit,保兑的不可撤销的信用证,in our favor covering the above mentioned goods should be established immediately. The stipulations,规定,in the relevant,相关的,Letter of credit should strictly conform,相符,to the terms stated in the herewith enclosed Sales Confirmation so as to avoid possible subsequent,以后的,amendments,修改,.,请贵方注意，请对上述货物立即开立以我方为受益人的、保兑的、不可撤销信用证。有关信用证的条款应该严格遵循所附的销售确认书的规定，以避免今后可能出现的修改。,例2：确认订单发送销售确认书Dear Sirs,As soon as we get your L/C, we shall arrange the delivery,交货,immediately. We believe that the goods will turn out to be of your entire satisfaction and we may have further orders from you.,一旦收到贵方信用证，我方将马上安排装运。我们相信我们的货物能令贵方完全满意，同时也希望继续收到贵方订单。,Yours faithfully,，,As soon as we get y,重要语句,Countersign,，,counter sign; counter signature,会签,Enclosed is our contract No.123in duplicate, of which please return us one copy, duly countersign.,随函附上我方,123,号合同一式二份，请会签并寄回一份。,Return one copy to us for file,寄回一份供我方存档,A confirmed and irrevocable Letter of credit in our favor,以我方为受益人的、保兑的、不可撤销信用证,Turn out to be your entire satisfaction,令贵方完全满意,重要语句,例,3,：会签合同,Dear Sirs,We are in receipt of your contract with signature in duplicate,一式二份,on Tuesday and pleased to make you our,counter signature,会签,attached,附上的,herewith. Now we are in urgent need of the products, thus we fax you this letter and the contract for the arrangement of your early shipment delivery and the original contract with our signature will also be duly sent to you soon.,Thanks a lot and your prompt cooperation will be highly appreciated.,Yours faithfully,贵方所签发的合同一式二份于周二收悉，我方已会签。由于急需供货，现将我方会签的合同传真至贵方，以便尽快安排发货。合同正本立即寄去。,衷心感谢贵方的及时配合。,例3：会签合同Dear Sirs,重要语句,Counter signature,会签,in urgent need of,急需,As we are in urgent need of the goods, please make up and ship our order immediately.,由于我们急需货物，请立即包装并发运我方订货。,重要语句,销售确认书（实例）,销售确认书,SALES CONFIRMATION,合同号：,G47450331,Contract No.,：,G47450331,日期：,2011,年,10,月,18,Date: 2011-10-18,签约地点：昆明,Signed At:KUNMING,卖方：云南华龙纺织品贸易有限公司 传真：,110-210-11 Fax: 110-210-11,Sellers: YUNAN HUALONG TEXTILE CORP,地址：中国云南昆明人民路,55,号,Address: 55Renming road, Kunming Yunnan , China,买方：弗兰克纺织公司 传真：,210-392-18 Fax: 210-392-18,Buyers: FRANk TEXITILE CO.LTD,地址：加拿大哥本哈根梅范斯德路,18,号,Address: 18 Mayfced Road Copenhagen Denmark Canada,销售确认书（实例）销售确认书,兹买卖双方同意成交下列商品订立条款如下：,The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below:,兹买卖双方同意成交下列商品订立条款如下：The under,6.,付款方式,:,请在装运期前,30,天开给我方保兑的、不可撤销的、即期信用证。,Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.,7.,包装：,12,打,/,箱,200,箱装一集装箱,Packing,：,12dozens in a carton,，,200cartons in a teu fcl,8.,装运期限 ：收到可以转船及分批装运之信用证,7,天内装 出。,Time of Shipment : Within,7,days after receipt of L/C allowing transhipment and partial shipment.,9.,装运口岸：天津,Port of Loading,：,TIANJIN CHINA,10.,目的港： 温哥华,Port of Destination: VANCOUVER,11.,保险： 按发票金额的,110%,投保一切险及战争险（不包括罢工险）。,Insurance: To be covered by the seller for 110% of total invoice value. Covering all risks and war risk only (excluding S.R.C.C.),第七章销售合同和销售确认书要点课件,12.,仲裁： 凡因执行本合同或与本合同有关事项所发生的一切争执， 应由双方通过友好的方式协商解决。 如果不能取得协议时，则在被告国家根据被告仲裁机构的仲裁程序规则进行仲裁。仲裁决定是终局的，对双方具有同等约束力。仲裁费用除非仲裁机构另有决定外，均由败诉一方负担。,Arbitration: All disputes in connection with this Contract or the execution thereof shall be settled by negotiation between two parties. If no settlement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant in accordance with the arbitration regulations of the arbitration organization of the defendant country. The decision made by the arbitration organization shall be taken as final and binding upon both parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.,第七章销售合同和销售确认书要点课件,备注：买方收到本售货确认书后立即签回一份，如买方对本确认书有异议，应于收到后,5,天内提出，否则认为买方已同意本确认书所规定的各项条款。,REMARKS,：,The Buyers are requested to sign and return one copy of this Sales Confirmation immediately after receipt of the same. Objection, if any, should be raise by the Buyers within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyers have accepted the terms and conditions of the Sales Confirmation.,卖 方：云南华龙纺织品贸易有限公司,谈嘉,THE SELLERS,：,YUNAN HUALONG TEXTILE CORP,买 方：弗兰克纺织公司,DENGFEI,THE BUYERS,：,FRANk TEXITILE CO.LTD,第七章销售合同和销售确认书要点课件,销售确认书两条主要条款,PAYMENT,付款条件,:,By confirmed, irrevocable, transferrable and divisible L/C to be available by sight draft to reach the sellers before _ and to remain valid,有法律效力的,for negotiation in China until 15 days after the aforesaid,上述的,time of shipment. The L/C must specify that trans-shipment and partial shipments are allowed.,买方须于,_,年,_,月,_,日将保兑的，不可撤销的，可转让可分割的即期信用证开到对方。信用证议付有效期延至上列装运期后,15,天在中国到期，该信用证中必须注明允许分运及转运。,销售确认书两条主要条款,ARBITRATE CLAUSES,仲裁条款,:,Any dispute,arising out of,引起的,in connection with thus contract shall be referred to China international economic and trade arbitration commission for arbitration in accordance with its existing rules of arbitration. The place of arbitration shall be,_. The arbitral award is final and binding upon the two parties.,凡因本合同引起的或与本合同有关的争议，均应提交中国国际经济贸易委员会，按照申请仲裁时该会现行有效的仲裁规则进行仲裁，仲裁地点在,_,，仲裁裁决是终局，对双方均有约束力。,ARBITRATE CLAUSES仲裁条款: Any,第三节 销售合同及相关函电往来,Dear Sirs,In reply to your counter offer of June 10, we are here sending you this confirming letter, accepting all you have counter-offered as follows:,关于贵方,6,月,10,日还盘，我方接受你方的所有还盘，并在此作如下确认：,Commodity: Haier TV sets,产品名称：海尔牌电视机,Specifications: as per list attached,规格：详见随附单据,Quantity: 5 000sets,数量：,5000,台,Packing: in firm, plastic, waterproof,防水的,cases,包装：置于结实、有塑料内衬、 防水的箱子中。,Price $400.00 preset shipment no later than August 20,价格：,400.00,美元,/,台,Shipment: no later than August 20,装船：不迟于,8,月,20,日,Payment: by a confirmed and irrevocable letter of credit in our favor, payable by draft at sight,即期汇票,付款方式：以我方为受益人的、保兑的、不可撤销的即期信用证付款,Please send us your sales contract the soonest possible, and your prompt arrangement for the ordered goods will be highly appreciated.,请尽快回寄贵方的销售合同，对贵方的妥善安排深表感谢。,Yours faithfully,第三节 销售合同及相关函电往来Dear Sirs,例,5:,寄发销售合同,Dear Sirs,Thank you for your letter of June 12,th,for 5 000 TV sets and we are pleased to confirm your order.,Price: at RMB $400.00 per set, CIFC 3% New,York.,CIF,纽约含,3%,的,佣金,.,Packing: in wooden boxes.,Though the prevailing,现行的,quotations are somewhat,有点,lower than our expectation, we will still accept the order on the same terms as you mentioned with a view to encouraging,鼓励,business.,感谢贵方,6,月,12,日来函提及订购我方,5000,台电视机，我方现确定贵方订货。,价格：纽约到岸价每台,400,美元，含你方佣金,3%,包装：木箱,虽然现行报价比我们预期偏低，我方仍然接受合同条款，以促进双方的进一步合作。,例5:寄发销售合同Dear Sirs,As requested in your previous,上一次的,letter, we have made out and send you the Sales Contract,in triplicate,一式三份,and shall be grateful should you send back one copy duly countersigned.,We are pleased to learn that you can immediately open a letter of credit in our favor. In order to avoid subsequent amendments, here we would like to draw your attention to the fact that the stipulations in the relative credit should conform strictly to the terms in our Sales Contract.,We appreciate your cooperation and trust,相信,that the shipment to be dispatched,发货,upon receipt of the letter of credit will turn out to your complete satisfaction.,Yours faithfully,根据你方前次来函要求，我方已制定并寄去销售确认书一式三份，请将其中一份签字后回寄我方。,很高兴贵方将开立有我方为受益人的信用证。同时，为了避免今后修改，请注意有关信用证的表述应当严格按照我方销售合同中的相关条款。,请确信，我方将妥善办理你方订购事宜。,重要语句,Prevailing quotations,现行报价,On the same terms,依照相同的条款,With a view,以,为目的,to encouraging business,为了促进交易,We agree to your proposal with a view to development of business.,为了发展业务我们同意你方的建议。,Avoid subsequent amendments,避免日后修改,重要语句,销售合同（,sales contract,）,p86-89,（简要讲解）,7. Shipping mark,装运唛头,:,On each package shall be stenciled,用模板印,conspicuously,显著地,: port of destination, package number, gross and net weights, measurement and the shipping mark shown on the right side .(for dangerous and/or poisonous,有毒的,cargo,货物, the nature and the generally adopted symbol shall be marked conspicuously on each package),每件货物上应刷明到货口岸、件号、每件毛重及净重、尺码及右列唛头（如危险及,/,或有毒货物，应按惯例在每件货物上明显刷出有关标记及性质说明）。,销售合同（sales contract）p86-89（简要,10. Terms of Payment,付款条件,:,By Confirmed, Irrevocable, Transferable and Divisible L/C to be available by sight draft to reach the Seller before_and to remain valid for negotiation in China until_after the Time of Shipment. The L/C must specify that transshipment,转运,and partial shipments are allowed.,买方须于,_,前将保兑的，不可撤销的，可转让可分割的即期信用证开到卖方，该信用证的有效期延至装运期后,_,天在中国到期，并必须注明允许分批装运及转船。,The Buyer shall establish a Letter of Credit before the above-stipulated time, failing which. the Seller shall have the right to rescind,撤销,this Contract upon the arrival of the notice at Buyer or to accept whole or part of this Contract non fulfilled by the Buyer, or to lodge,提出,a claim for the direct losses sustained, if any.,买方未在规定的时间内开出信用证，卖方有权发出通知取消本合同，或接受买方对本合同未执行的全部或部分，或对因此遭受的损失提出索赔。,10. Terms of Payment付款条件:,13. Quality/Quantity discrepancy,品质,/,数量异议（不符合之处）,:,In case of quality discrepancy, claim should be filed,提出诉讼,by the Buyer within 30 days after the arrival of the goods at port of destination, while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination. It is understood that the Seller shall not be liable for any discrepancy of the goods shipped,due to,由于,causes for which the Insurance Company, Shipping Company, other Transportation Organization /or Post Office are liable.,如买方提出索赔，凡属品质异议须于货到目的口岸之日起,30,天内提出，凡属数量异议须于货到目的口岸之日起,15,天内提出，对所装货物所提任何异议于保险公司、轮船公司、其他有关运输机构或邮递机构所负责者，卖方不负任何责任。,第七章销售合同和销售确认书要点课件,14. The Seller shall not be held responsible for failure or delay in delivery of the entire lot or a portion of the goods under this Sales Contract,in consequence of,因,any Force Majeure incidents, which might occur. Force Majeure as referred to in this contract means unforeseeable,，,unavoidable and insurmountable,不能克服的,objective,客观的,conditions,情况,.,由于发生人力不可抗拒的原因，致使本合同不能履行，部分或全部商品延误交货，卖方概不负责。本合同所指的不可抗力系指不可干预、不能避免且不能克服的客观情况。,14. The Seller shall not be he,15. Arbitration,仲裁,:,Any dispute arising from or in connection with the Sales Contract shall be settled through friendly negotiation. In case no settlement can be reached, the dispute shall then be submitted,提交,to China International Economic and Trade Arbitration Commission (CIETAC, Shenzhen Commission) for arbitration in accordance with its rules in effect at the time of applying for arbitration. The arbitral award is final and binding upon both parties.,因凡本合同引起的或与本合同有关的任何争议，如果协商不能解决，应提交中国国际经济仲裁委员会深圳分会。按照申请仲裁时该会当时施行的仲裁规则进行仲裁。仲裁裁决是终局的，对双方均有约束力。,15. Arbitration仲裁: Any dispute,16. Notices,通知,:,All notice shall be written in_and served to both parties by fax/e-mail /courier according to the following addresses. If any changes of the addresses occur, one party shall inform the other party of the change of address within_days after the change.,所有通知用,_,文写成，并按照如下地址用传真,/,电子邮件,/,快件送达给各方。如果地址有变更，一方应在变更后,_,日内书面通知另一方。,This Contract is executed,完成,in two counterparts each in Chinese and English,，,each of which shall be deemed equally authentic. This Contract is in_copies effective since being signed by both parties.,本合同为中英文两种文本，两种文本具有同等效力。本合同一式,_,份。自双方签字（盖章）之日起生效。,第七章销售合同和销售确认书要点课件,实用句型,1. We have received in due course your S/C No.123 in duplicate. As requested, we have signed and are enclosing one copy for your file.,兹收到你方第,123,号销售合同一式二份，按照你方要求，我们已经会签，随函退回一份。,2. Upon receipt of the said, please arrange shipment and inform us by fax of the vessel and the date of sailing.,收到后即安排装运，并电告船名和开船日期。,3. The commodity shall be packed in new wooden cases suitable for ocean transportation.,此商品应用适合于海运的新木箱包装。,4. The seller guarantees that the leather bags contacted for will be made of the best materials with first-class workmanship.,卖方保证合同中订购的皮包由一流工艺和最好的材料制成。,实用句型1. We have received in due,5. In accordance with the international trade practice, both parties, once entered into a contract, are liable for its execution.,根据国际贸易惯例，买卖双方一旦成交签约，应当承担履行合同的责任。,6. As it is specially stipulated in the contract, the relevant L/C should reach the seller 15 days before the month of shipment, that is, the L/C covering the goods to be shipped in August should reach the buyer not later than August 15.,正如合同中具体订明，有关信用证必须于装货月前,15,天到达卖方，也就是说，,8,月装运的货物的信用证必须不迟于,8,月,15,日到达买方手中。,5. In accordance with the inte,