合同订立与履行-案例与样本.ppt

国际贸易实务 CourseStructure 第一篇 国际货物买卖合同条款 第二篇 国际货物买卖交易洽商和合同订立 第三篇 国际货物买卖合同的履行 第四篇 国际贸易方式 第一篇 国际货物买卖合同条款 1 货物名称与品质 2 货物的数量 3 货物的包装 4 货物术语 5 货物的价格 6 货物的交付 7 货物的运输保险 8 货款的支付 9 货物的检验 10 争议 索赔 仲裁和不可抗力 1 货物名称与品质1 1货物名称 买卖合同是出卖人转移标的物的所有权于买受人 买受人支付价款的合同 中华人民共和国合同法 第130条规定货物名称应该注意的问题货物名称必须具体 明确货物名称的使用应该国际化货物名称描述应该实事求是必须考虑货物名称与运费关系和海关税则的规定 1 2货物品质 货物品质 一般是指货物本质性的质量和外观形态 货物本质性的质量表现为货物的化学成分的构成 物理和机械性能 生物特征等 货物的外观形态则表现为货物的形状 结构 色泽 味觉等 不同货物因其不同特点 选择不同的质量指标去表示不同货物的品质 货物品质的表示方法 实物样品表示 SalebySample 文字说明表示 SalebyDescription 样品表示方法 凭卖方样品买卖 SalebySeller sSample RepresentativeSample 原样DuplicateSample 复样SealedSample 封样凭买方样品买卖 SalebyBuyer sSample ReturnSampleorCounterSample 回样或对等样品参考样品 ReferenceSample 根据英国货物买卖法规定 凭样品买卖包含下述默示条件 整批货物与样品一致 买方应有合理机会进行整批货物与样品比较 所交货物不得含有对样品进行合理检验所不易发现的 不适销的缺陷 文字说明表示办法 凭规格 等级 标准买卖 SalebySpecification GradeofStandard 凭商标 牌名买卖 SalebyTradeMarkorBrand 凭产地名称 SalebytheNameofOrigin 凭说明书买卖 SalebyDescription 订立品质条款应注意的问题 要正确使用货物品质的各种表示方法明确每种表示方法的含义 特征及其法律责任 结合商品的特点和传统的做法选择适当的表示方法 学会综合运用要注意科学性和灵活性规定品质机动幅度规定范围规定极限规定上下差异规定品质公差 QualityTolerance 2 货物的数量2 1货物数量的计算单位 重量 Weight gram ounce pound longton个数 Number piece pair dozen gross ream长度 Length metre foot yard面积 Area squaremetre squarefoot thickness 体积 Volume cubicmeter cubicfoot容积 Capacity liter gallon bushel 2 2计算重量的方法 毛重 Grossweight 净重 Netweight 实际皮重 Actualtare 平均皮重 Averagetare 习惯皮重 Customarytare 约定皮重 Computedtare 公量 Conditionalweight 理论重量 Theoreticalweight 2 3合同中的数量条款 溢短装条款 MoreorlessClause plusorminus E g 100 000yds5 moreorlessatSeller soption约量 AboutCirca Approximate 3 货物的包装3 1货物包装的类型和作用 货物包装的类型散装货物 Bulkcargo cargoinbulk 裸装货物 Nudedcargo 包装货物 Packedcargo 货物包装的作用保护商品在流通过程中品质完好和数量完整便于货物的储存 保管 运输 装卸 计数和销售节省开支 扩大销售 增加外汇收入 3 2出口货物包装的要求 科学性牢固性经济性美观性适销性 3 3货物包装的种类 运输包装 outerpacking 单件运输包装按包装造型可分为 箱 Case 桶 Drum 袋 Bag 包 Bale 捆 Bundle 罐 Can 按使用材料可分为 纸箱 Carton 木箱 WoodenCase 铁桶 Irondrum 塑料桶 Plasticdrum 袋和纸袋 Paperbag 麻袋 Gunnybag 或塑料袋 Plasticbag 集合运输包装集装包和集装袋 Flexiblecontainer 托盘 Pallet 集装箱 Container 销售包装 3 4货物包装的标志 运输标志 shippingmark 指示性标志 indicativemark 警告性标志 warningmark 3 5订立包装条款时应注意的问题 规定包装条款时应明确具体考虑商品的性能 特点及所采用的运输方式适合有关国家和地区的现行法律规定 4贸易术语4 1贸易术语的含义和分类 一 E组 启运 EXW工厂交货 指定地点 二 F组 主要运费未付 FCA货交承运人 指定地点 FAS船边交货 指定装运港 FOB船上交货 指定装运港 三 C组 主要运费已付 CFR成本加运费 指定目的港 CIF成本保险费加运费 指定目的港 CPT运费付至 指定目的港 CIP运费保险费付至 指定目的港 四 D组 到达 DAF边境交货 指定地点 DES目的港船上交货 指定目的港 DEQ目的港码头交货 指定目的港 DDU未完税交货 指定目的地 DDP完税后交货 指定目的地 第二篇 国际货物买卖交易洽商和合同订立 HowtoEstablishTradeRelationship Step1 Pretradecontact Step3 Offer Step4 Counter offer Step5 Acceptance Step6 Signingcontract Step2 Inquiry Step1 Pretradecontact HowtoWriteaBusinessLetterforEstablishingTradeRelationship Statingthesourceofinformation Statingthepurposeoftheletter Introductionofyourcompany Introductionofyourcompany sproducts Good willendingtopromptresponses StatingtheSourceofYourInformation Embassy ChamberofCommerce BanksorThirdParty Catalogue MultimediaorInternet TradeFairorExhibition MarketSurvey Examples WelearnedfromtheCommercialCounselor sOfficeofourEmbassyinyourcountrythatyouareinterestedinChinesehandicraft Mr Jacques HeadofArcoliteElectricAGhasrecommendedyoutousasaleadingimporterinKoreaoflightweightbatteriesforvehicles WehaveobtainedyournameandaddressfromtheInternet OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinEgypt StatingthePurposeofyourLetter InordertoexpandourproductsintoSouthAmerica wearewritingtoyoutoseekcooperatepossibilities Wearewritingtoyoutoestablishlong termtraderelationswithyou Wewishtoexpressourdesiretoenterintobusinessrelationshipwithyou IntroductionofYourCompany Usuallytheintroductionofyourcompanyincludethecontentofitscharacteristic businessscope missionstatement andcomparativeadvantages like Wearealeadingcompanywithmanyyears experienceinmachineryexportbusiness Weenjoyagoodreputationinternationallyinthecircleoftextile Wehaveourprincipleas Clients needscomefirst Acrediblesalesnetworkhasbeensetupandwehaveourregularclientsfromover100countriesandregionsworldwide LocatedinShanghai wetaketheadvantagetosetupoursolidifiedproductionbasisincoastalandinlandareas IntroductionofYourCompany sProducts Generalintroduction Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds OurproductareenjoyingpopularityinAsianmarkets Togiveyouageneralideaofourproducts weareenclosingourcatalogueforyourreference Specificrecommendation ArtNo 76isournewlylaunchedonewithsuperbquality fashionabledesign andcompetitiveprice Concludingwords Yourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated Wearelookingforwardtoyourspecificinquires Case1 UniversalTradingCo LTD Playback Inlastweek sChinaLightIndustrialProductsFair avisitorfromtheNetherlandsseemedtotakeaninterestintheplushtoysproducedbyUniversalTradingCo Ltd laterhewascalledawaybysomethingseeminglyurgentandleftanamecardtothestand Thereforeyourtaskisto StudytheintroductionofyourcompanyAirmailsomelatestleafletsWriteabusinesslettertofindifthereissomepossibilitiestoenterintobusinessrelationship IntroductionofUniversalTradingCo Ltd 我公司是在上海浦东新区注册的一家国营外贸企业 主要经营各类轻工业产品的进出口业务 近年来 随着公司内部的改革及业务量的迅速增加 公司在增强经济实力和改革管理体制方面已经取得了巨大的成绩 玩具部作为公司的主要业务部门之一 专营各类儿童玩具的出口 包括塑料 木制 布制 陶瓷和毛绒玩具 产品主要销往中国香港 欧洲 美国及亚洲市场 公司拥有诸多富有经验的玩具开发人员及商务人员 并与上海及周边地区的十余家工厂建立了密切的联系 公司可按客户的要求大批量定做各类玩具 我公司竭诚寻求与国内外客户的合作机会 我们将提供最佳服务 按照互利互惠 共同发展的原则同全世界的经销商建立长期稳固的联系 NameCardoftheClient TIVOLIPRODUCTSPLCPRUCHASINGMANAGERCHILATROOBORGBERSTOFSGAGE48 ROTTERDAM THENETHERLANDSTEL 31 74123712FAX 31 74123737E MAIL chila ntl HuaxinTradingCo Ltd March6 2004PurchasingDivisionJamesBrown Sons 304 310JalanStreet Toronto CanadaTelNo 01 7709910FaxNo 01 7701100E mail lock dDearMr Lockwood Ourcompany HuaxinTradingCo Ltd wasestablishedin1980 Sofar ithasdevelopedintoacomprehensiveonewithimportandexportrightsapprovedbythegovernment Wespecializeinproductsbothforindustrialandciviluse suchasmechanicalandelectricalequipment metal buildingmaterials chemicals woodenarticles householdnecessities hardwareandotherlightindustrialproducts 14thFloorKingstarMansion 676JinlinRoadShanghai ChinaTel 021 62597480Fax 021 62597490ZipCode 200002 Letter1 Ourcompanyisassociatedwithmanyfactoriesthroughakindoflong termpurchasingagreementthustohavequalifiedsuppliers Meanwhile muchhasbeenconcentratedonR Dtopromotetheflexibilityofcompetinginthebriskworldmarket Forexample recently ourDailyArticlesDivisionhaslaunchedanewlieofchinaware HXseries whicharemadeofhighqualityclay decoratedelegantlybyhand andpackedinattractivegiftboxes WebelievetheyareofcompetingvalueandintendtointroducethemfirstintoCanadianmarket Ifsuccessful lateron wewillexportmoregoodsintothispotentialarea Justatthemoment wenoticedyourinformationontheInternationalBusinessDaily WeimmediatelyfurthercontactedwithEchoCorner onecolumninthatnewspaper Wepaidthefeeandobtainedyournameandaddress WearenowwritingtoyoutoseeifyouareinterestedinourHXseries Wearealsoenclosingourlatestcatalogueforyourreference Yourssincerely HuaxinTradingCo Ltd ZhaoJianguo Mr DailyArticlesDivision HuaxinTradingCo Ltd March6 2004PurchasingDivisionJamesBrown Sons 304 310JalanStreet Toronto CanadaTelNo 01 7709910FaxNo 01 7701100E mail lock dDearMr Lockwood FromtheMarch4issueoftheInternationalBusinessDailywehavelearnedthatyouareinthemarketforchinaware whichjustfallswithinourbusinessscope Wearenowwritingtoyoutoestablishlong termtraderelations AsaleadingtradingcompanyinShanghaiandbackedbynearly20yearsofexportexperience wehavegoodconnectionswithsomereputableceramicsfactoriesand sufficientsuppliesandon timedeliveryareguaranteed 14thFloorKingstarMansion 676JinlinRoadShanghai ChinaTel 021 62597480Fax 021 62597490ZipCode 200002 Letter2 Enclosedpleasefindourlatestcatalogue You llseethatwecanofferawideselectionofqualitydinnerandteasetsrangingfromtheelegantChinesetraditionalstyles tothepopularEuropeanmoderndesigns Inparticular wewouldliketoinformyouthatwehaveanewlinethatmaybemostsuitableforyourrequirements HXseries Theyareallmadeoffirst classporcelain decoratedwithhand paintedpatterns andpackedineye catchinggiftcases Mostofarticlesareavailablefromstock WearesureyouwillfindareadysaleforourproductsinCanadaashaveotherretailersthroughoutEuropeandUSA Pleaseletusknowifwemaybeoffurtherassistance andwearelookingforwardtoyourspecificinquiry Yourssincerely HuaxinTradingCo Ltd ZhaoJianguo Mr DailyArticlesDivision SampleLetter DearMr Trooborg Thankyouforyourinterestinourproductsduringthe 98ChinaLightIndustrialProductsFair Shanghai Itwasapitythatwedidn t thavethechancetotalkwithyouindetailatthatmoment statingthesourceofinformation Wearenowwritingyoutointroduceourselvesasoneofstate ownedlargetradingcompaniesinShanghaiandexpressourwishtoenterintobusinessrelationswithyou statingthepurposeofthisletterandbriefintroduction WehaveaToyDepartmentspecializingintheexportofvarioustoyscoveringplastic wooden clothandplusharticles Theyareallfashionabledesignedandcompetingwellintheworldmarket Generalintroductionofproducts OurplushtoysinwhichyouhaveshownspecialinteresthavealreadyenjoyedahighreputationinotherEuropeancitiesfortheirlovelystyles comfortablefeelandwashabletraits Benefitingfromthecloserelationshipwithadozenofwell organizedfactories wecanassureyouofthehighqualityaswellaspunctuateshipment Specificintroductionofproductsandotheradvantages Inaddition wehaveairmailedtoyousomelatestleafletsforourplushtoys whichmaymeetwithyourdemand Ifyouhaveanyspecificrequirements pleaseletusknow Wecanalsoproduceaccordingtoyourdesignatedstylessolongasthequantityissubstantial Extensionofmoreformalwishestoestablishbusinessrelationship Astoourfinancialstanding youmayrefertotheBankofChina ShanghaiBranch address telephone facsimile emailaddress Wewillappreciateitifyoucouldinformusofyourbankreference Wearepleasedtoaddyoutoourlistofclientsandlookingforwardtoyourenquires concludingwords Step2 Enquiry WordsandPhrases inquire enquiry询盘 询价 询购toinquireabout对 询价tomakeaninquiry发出询盘 向 询价inquirer询价者inquirysheet询价单specificinquiry具体询盘anoccasionalinquiry偶尔询盘firmprice实价 实盘salesconditions销售条件tomakedelivery交货tomakeprompt delivery即期交货paymentterms付款方式specialorders特殊订货 SampleSentences Heavyenquirieswitnessthequalityofourproducts 大量询盘证明我们产品质量过硬 Assoonasthepricepicksup enquirieswillrevive 一旦价格回升 询盘将恢复活跃 Enquiriesaredwindling 询盘正在减少 Weregretthatthegoodsyouinquireaboutarenotavailable 很遗憾 你们所询的货物现在无货 Wecannottakecareofyourenquiryatpresent 我们现在无力顾及你方的询盘 Yourenquiryistoovaguetoenableustoreplyyou 你们的询盘不明确 我们无法答复 Nowthatwe vealreadymadeaninquiryaboutyourarticles willyoupleasereplyassoonaspossible 既然我们已经对你们产品询价 可否尽快给予答复 Willyoupleasetellthequantityyourequiresoastoenableustosortouttheoffers 为了便于我方报价 可以告诉我们你们所要的数量吗 We dliketoknowwhatyoucanofferaswellasyoursalesconditions 我们想了解你们能供应什么 以及你们的销售条件 MayIhaveanideaofyourprices 可以了解一下你们的价格吗 WouldyoutellusyourbestpricesC I F Hamburgforthechairs 请告诉你方椅子到汉堡到岸价的最低价格 Canyougivemeanindicationofprice 你能给我一个估价吗 Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods 请告知你们有关商品的最低价 Ifyourpricesarefavorable Icanplacetheorderrightaway 如果你们的价格优惠 我们可以马上订货 WhencanIhaveyourfirmC I F prices Mr Li 李先生 什么时候能得到你们到岸价的实盘 We dratherhaveyouquoteusF O B prices 我们希望你们报离岸价格 Howlongdoesitusuallytakeyoutomakedelivery 你们通常要多久才能交货 Couldyoumakepromptdelivery 可以即期交货吗 Wouldyouacceptdeliveryspreadoveraperiodoftime 不知你们能不能接受在一段时间里分批交货 Couldyoutellmewhichkindofpaymenttermsyou llchoose 能否告知你们将采用哪种付款方式 Heinquiredaboutthevarieties specificationsandprice andsoonandsoforth 他询问了品种 花色和价格等情况 JamesBrown SonsTO HuaxinTradingCo Ltd FAX 02162597490 FM JamesBrown Sons FAX 017709910 DT March8 2004DearMr Zhao ThankyouforyourletterofMarch6 WearemuchimpressedbyyourHXseriesproducts andweareparticularlyinterestedinthefollowingitems Pleasequoteusyourbestpricefortheabove mentioneditemsonCIFC5Torontoaswellasyourtermsofpacking shipment payment andinsurance 304 310JalanStreet Toronto CanadaTelNo 01 7709910FaxNo 01 7701100Email lock d Itwouldbehelpfulifyoucouldsupplyrelevantsamples Pleaseadviseusthecostofthesesamplesincludingpostalchargessothatwecouldremitittoyou Ourbankinformationisasfollows WestLB Europe AGP OBox22307 3000CE RotterdamTel 023288927Fax 023288933Wehopetohearfromyousoon YoursSincerely PaulLockwoodPurchasingDivisionJamesBrown Sons TipsforWritingaBusinessLetter ThelettershouldbeconciseandclearUsageofpolitewordsorsentencesPlease willyouplease wouldyou couldyou WouldyoutellusyourbestpricesC I F Hamburgforthechairs 请告诉你方椅子到汉堡到岸价的最低价格 Nowthatwe vealreadymadeaninquiryaboutyourarticles willyoupleasereplyassoonaspossible 既然我们已经对你们产品询价 可否尽快给予答复 We dratherhaveyouquoteusF O B prices 我们希望你们报离岸价格 UsageofpassivestancePleaseletusknowyourlowestpossiblepricesfortherelevantgoods 请告知你们有关商品的最低价 WhencanIhaveyourfirmC I F prices Mr Li 李先生 什么时候能得到你们到岸价的实盘 MayIhaveanideaofyourprices 可以了解一下你们的价格吗 Ifyouhaveanyspecificrequirements pleaseletusknow Assignment Description WriteanenquirylettertoUniversalTradingCo Ltd statingyourintentiontoobtainmoreinformationoftheproduct Step3 Offer Requirements Aclearstatementofmaintradeterms Specification Price Quantity Package Shipment Payment Insurance Samplesentences Theminimumquantityisone20 FCLandwiththepurchaseoftwoormorecontainers thepriceisreducedby2 Alltheseblanketsarepackedinplasticbagswithzipof1pieceeach 20piecestoacarton Deliveryistobemadewithin45daysafterreceiptoforder OurusualtermsofpaymentarebyconfirmedirrevocableL Cavailablebydraftatsight Theinsuranceshallbeeffectedbythesellercoveringtheinvoicevalueplus10 FortheFancyBrandAGT 4Garmentsewingmachine thebestpriceisUSD78 00persetFOBShanghai TermsExplanation PriceTerms FOBFreeonboardCFRCostandfreightCIFCost insuranceandfreightPackingTerms FCL FullContainerLoadCf LCL Lessthancontainerload Termsofpayments Remittance TelegraphicTransfer T T MailTransfer M T DemandDraft D D Remittance PaymentafterArrivaloftheGoods PaymentinAdvance CashagainstDocuments CAD RemittanceagainstDocuments Termsofpayments Collection DocumentsagainstAcceptance D A DocumentsagainstPayment D P Cleanbillforcollection Documentarybillforcollection LetterofCredit L C WordsandPhrases dishonour拒付deferredpayment延期付款progressivepayment分期付款paymentonterms定期付款paymentinpart部分付款paymentinfull全部付讫paymentbyinstallment分期付款paymentrespite延期付款paymentatmaturity到期付款paymentinadvance预付 货款 CashWithOrder C W O 随订单付现CashOnDelivery C O D 交货付现CashAgainstDocuments C A D 凭单付现payondelivery P O D 货到付款paymentinkind实物支付 Pleaseprotectourdraftonpresentation 请见票即付 Yourdraftwillbehonouredonpresentation 你方的汇票见票即付 ThedraftwasdiscountedinNewYork 汇票已经在纽约贴现 OurdraftNo 36wasdishonoured 我们的第三十六号汇票被拒付了 Thedrafthasnotbeencollected 汇票之款尚未收进 We llbeunabletomeetthesedraft 我们无力兑付这些汇票 We vedrawnacleandraftonyouforthevalueofthissampleshipment 我们已经开出光票向你方索取这批货的价款 We vedrawnonyouforpaymentoftheinvoiceamountingto 20 000 我们已经按照发票金额20 000美圆向你方开出了汇票 Thedrafthasbeenhandedtothebankoncleancollection 汇票已经交银行按光票托收 DearMr TrooborgWearepleasedtoreceiveyourinquiryofMarch13andtohearthatyouareinterestedinourplushtoys Wewouldliketoquoteasfollowsbasedonper20 FCL Shipment Tobeeffectedwithin2monthsfromreceiptoftherelevantL C Payment BysightL C Insurance For110 invoicevaluecoveringAllRisksandWarRisks Wewillkeepthisoffervalidonlyfor7days Inaddition wehavesentthesamplesyourequested Inordertoassistyouinpromotingsalesattheinitialstate theyarefreeofcharge Aswearereceivingordersdaytodayandourpresentstocksarenearlyexhausted wewouldadviseyoutoplaceanorderassoonaspossibleifdeliveriesarerequiredtobeprompt Wearelookingforwardtoyourinitialorder Yourstruly UniversalTradingCo Ltd Lijunwei Mr ToyDepartment