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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,#,#,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,#,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,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,#,Letter of Intent,Agreements and Contracts,LearningObjectives,What areLetterofIntent,Agreementand Contract?,Various Forms of InternationalTrade,Agreementand(or)ContractExamples,ThreeKindsofCommonLegalDocuments,1.LetterofIntent,(,(意向书):,AletterofintentorLOIisa document outlininganagreementbetweentwoormoreparties beforetheagreement is finalized.Suchagreements aimatclosing afinanciallyrather large deal,.,.LOIsresemblewrittencontracts,butareusuallynotbinding(,有,有约束,力,力的)upontheparties.,ThepurposesofanLOImay be:,toclarify thekeypoints of acomplextransactionforthe convenience of theparties,todeclare officiallythatthepartiesarecurrently negotiating,asina merger(,兼,兼并)orjointventureproposal,toprovide safeguardsincasea dealcollapses duringnegotiation,ThreeKindsofCommonLegalDocuments,2.Agreement,(,(协议书):Aconsensusofmind,orevidenceofsuchconsensus,in spoke or writtenform,relatingtoanythingdoneortobedone.,协议是,对,对已经,做,做或准,备,备做的,相,相关事,宜,宜，经,过,过谈判,、,、协商后取得,一,一致意,见,见，以,口,口头或,书,书面形,式,式做出,的,的约定,。,。,3.Contract,(,(合同):A contract is alegallybinding exchange of promises or agreementbetween partiesthatthelaw willenforce.,Thedifferencebetween agreementandcontract,Althoughoftenused as synonyms with,“,“contract”,agreement is abroaderterm,e.g,.,.an agreementmightlack an essentialelement of acontact.,“,“即,“,“协议,”,”和“,合,合同”,经,经常用,作,作同义,词,词，但,“,“协议,”,”这一,术,术语含,义,义更广,，,，例如,协,协议可,能,能缺乏,合,合同的,必,必备条,款,款（essentialclauses/provisions,）,）。,实际使,用,用当中,，,，协议,可,可不受,必,必备条,款,款的限,制,制，而,称,称为合,同,同的文,体,体肯定,少,少不了,必,必备条,款,款，有,的,的合同,将,将其单,列,列，称,为,为一般,条,条款（General provisions,）,）。1999,中,中国,合,合同法,第十,二,二条规,定,定了八,项,项一般,条,条款，,分,分别是,：,：,1.titleorname anddomicileoftheparities,(,(当事,人,人的名,称,称或姓,名,名和住,址,址)2.contractobject,(,(标的,),)3,.,.quantity(数,量,量)4.quality(质,量,量)5.priceorremuneration,(,(价款,或,或者报,酬,酬)6.time limit,placeandmethod of performance(,履,履行期,限,限、地,点,点和方,式,式)7.liabilityfor breachofcontract(,违,违约责,任,任)8.methods to settledisputes,(,(解决,争,争议的,方,方法),上述解,释,释说明,，,，contract,(,(合同,),)和agreement(,协,协议),的,的概念,虽,虽然接,近,近，但,使,使用范,围,围不同,，,，不能,互,互换使,用,用。合,同,同是协,议,议的重,要,要组成,部,部分，,所,所有合,同,同一定,是,是协议,，,，而协,议,议不见,得,得都是,合,合同。,可,可以说,具,具备合,同,同成立,要,要求的,具,具有强,制,制执行,力,力的协,议,议才是,合,合同。,Form of aContractoranAgreement,1.Head(,首,首部),title,number,date andplace,preface,2.Body(,正,正文),styleofstipulations,styleofforms,combinationofthestyles of stipulationsandforms,3.End,(,(尾,部,部),copiesand conserves,languagesused,full nameofthe parties,seals,enclosure,(,(s),if any,RequirementsofWritinga Contract or an Agreement,1.Writing principle,equality,mutualbenefit,commonnegotiations,2.Stipulations,complete,concrete,definite,3.Wordsandexpressions,proper,logical,notambiguous,FormsofInternational Trade,1.Distribution(经销,),),FixedDistribution(定销,),),ExclusiveSales(包销,),),2.Agency(代理,),),3.Consignment(寄售,),),4.FairsandSales(展卖,),),5.Invitation to bidandBid(招标,与,与投标,）,）,6.Auction(拍卖,),),7.Futures Trade(期货,交,交易),8.Counter Trade(对销,贸,贸易),Barter(易货,),),Counter Purchase(互购,贸,贸易),Product Buyback(产品,回,回购),接,近,近于我,国,国的补,偿,偿贸易(Compensation Trade),SwitchTrade(转手,贸,贸易),Offset(抵消,交,交易),9.Processing andAssembling Trade(加工,装,装配业,务,务),ExclusiveSales,(,(包,销,销),Also calledexclusivedistribution(独家,经,经销)orsole distribution(总经,销,销).Retailsellingstrategytypicallyusedbymanufacturers of high,-,-priced,generallyupscalemerchandise,suchascars or jewelry,wherebymanufacturersgrantcertain dealersexclusive territorial rightstosell theproduct.Theretailerbenefitsfromthelackofcompetition,and themanufacturerbenefitsfroma greatersalescommitmentonthepartoftheretailer,.,.Additionally,exclusive distributiongivesthemanufacturer greatercontrolover thewaythe productismerchandised.,Therelationbetweenthesupplierand thedistributorisPrincipaltoPrincipal：the distributor sells goods in hisownnameandonhis ownaccount.,出口企业,独家经销商,客户,买卖关系,买卖关系,无关系,FeaturesofExclusiveSales,三定：,在,在包销,协,协议中,定,定商品,、,、定期,限,限、定,地,地区,三自：,指,指包销,商,商自行,购,购买、,自,自行销,售,售、自,负,负盈亏,一专：,指,指专营,权,权（专,买,买权、,专,专卖权,）,）,定销与,包,包销的,不,不同是,：,：没有,专,专营权,包销方,式,式的利,弊,弊,利：,有利于,调,调动包,销,销商的,经,经营积,极,极性,有利于,利,利用包,销,销商的,销,销售渠,道,道，达,到,到巩固,和,和扩大,市,市场的,目,目的,可以减,少,少多头,经,经营产,生,生的自,相,相竞争,的,的弊病,。,。,弊,对包销,商,商或包,销,销商品,选,选择不,当,当时，,如,如市场,发,发生变,化,化，包,销,销商可,能,能会“,包,包而不,销,销”或,“,“包而,少,少销”,，,，出口,商,商出口,受,受阻,包销商,可,可能凭,借,借其独,家,家专营,权,权的地,位,位，操,纵,纵或垄,断,断市场,，,，对出,口,口人进,行,行压价,，,，以谋,取,取高额,理,理论，,从,从而损,害,害出口,商,商的利,益,益。,TheContentsofExclusive DistributionAgreement,(,(seethe exampleonPage252),包销协,议,议名称,、,、签约,日,日期与,地,地点（Name of theagreementand thedate andplaceofsigning it),包销协,议,议双方,的,的关系（Relationshipbetweenthetwo partiesconcerned),PrincipaltoPrincipal,包销商,品,品的范,围,围(Scopeofthe distributed commodity),包销地,区,区(Areaofdistribution,),),包销期,限,限(Period of distribution),专营权（Exclusiveright）,包销数,量,量或金,额,额(Distributedquantityand amount),作价方,法,法(Method
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