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1、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,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
2、上有效的文件，对买卖双方具有同等的约束力。,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。,第二节 销售确认书及相关函电往来例1：,We place this order on the clear un
3、derstanding 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 rece
4、ipt 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。,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
5、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,例2：确认订单发送销售确认书,As soon as we get your L/C, we shall arrange the delivery交货 immediately. We believe that the goods will turn ou
6、t 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，,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
7、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,例3：会签合同,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 sh
8、ip our order immediately.由于我们急需货物，请立即包装并发运我方订货。,销售确认书（实例）,销售确认书SALES CONFIRMATION 合同号：G47450331Contract No.：G47450331日期：2011年10月18Date: 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: 110-210-11Sellers: YUNAN HUALONG TEXTILE CORP地址：中国云南昆明人民路55号Address: 55Renming road, Kunming Y
9、unnan , China买方：弗兰克纺织公司 传真：210-392-18 Fax: 210-392-18Buyers: 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,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 stipulat
10、ed below:,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 fcl8. 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 : Within7days af
11、ter receipt of L/C allowing transhipment and partial shipment.9. 装运口岸：天津 Port of Loading：TIANJIN CHINA10. 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 (excludin
12、g S.R.C.C.),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
13、 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 bot
14、h parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.,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
15、 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 HUALO
16、NG TEXTILE CORP 买 方：弗兰克纺织公司 DENGFEITHE BUYERS：FRANk TEXITILE CO.LTD,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
17、 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。,ARBITRATE CLAUSES仲裁条款: Any dispute arising out of 引起的in connection with thus contract shall be referred to China internation
18、al 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。,第三节
19、 销售合同及相关函电往来,例5:寄发销售合同,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
20、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
21、 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W
22、e 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,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
23、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）。,10. Terms of Payment付款条件: By Confirmed, Irrevocabl
24、e, 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
25、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
26、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。,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
27、, 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,
28、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。,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
29、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。,15. Arbitrati
30、on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 arbitr
31、ation 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。,16. Notices通知: All notice shall be written in_and served to both
32、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 cou
33、nterparts 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。,实用句型,1. We have received in due course your S/C No.123 in duplicate. As requested, we have s
34、igned 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 transpor
35、tation. 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。,5. In accordance with the international trade practice, both parties, once entered into a contract, are liable for its exec
36、ution.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。,
