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1、Sales Contract Writing,缮制合同,Main Tasks,Main Contents:,1.Format of a contract,2.Basic contents of a contract,3.Contract filling guidance and practice,Background Knowledge,1、外贸合同是买卖双方对交易条件的一种书面认定。Contract is an agreement between equal natural persons,legal persons and other organizations for the purpo
2、se of establishing,altering and terminating mutual civil rights and obligations.2、外贸合同的形式：Sales Contract,Sales Confirmation,Proforma Invoice,Purchase Order,Agreement,Format of a contract,1.Heading of a contract2.Preamble of a contract3.Main body of a contract4.Final clauses of a contract,The format
3、of a contract,Headline of a contract(合同标题）:directly tells which kind of contract it is Preamble of a contract（合同前言）:names of the involved parties to the contract and their nationalities,places of business;(the date and place for signing of the contract),etc.,Main body of a contract（合同正文）:,the type o
4、f contract and the categories and scope of the object of the contract;the technical conditions,quality,standards,specifications,and quantities of the object of the contract;the time limit,place,and ways of performance;the price terms,amounts to be paid,ways of payment,and various types of additional
5、 charges;whether the contract may be assigned or the conditions for assignment;the compensation and other liabilities for breach of contract;the methods for resolving disputes arising under the contract.,Final clauses of a contract（合同结尾）:,languages in which the contract is to be written,validity of
6、the contract,and signature.Conventionally,a written contract should be constructed in the official languages of both parties to the contract with texts in both languages possessing equal validity.However,different implications or even contradictions do arise in interpreting the two texts in the cour
7、se of performance of the contracts.Therefore,if an important contract is written in two languages,the parties concerned should prescribe in the contract the text to which the interpretations of the contract clauses are subject.,Sales Contract No.:Sellers:Buyers:This contract is made by and between t
8、he buyers and the sellers,whereby the buyers agree to buy and the sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:Commodity:Specification:Quantity:Unit price:Total value:,Sample:,Packing:Shipping mark:Insurance:Time of shipment:Port of shipm
9、ent:Port of destination:Terms of payment:Done and signed in _on this _day of _,200_Signature_ _Signature_,Basic Contents Of A Contract,1.Contract No.合同号码2.Sellers and Buyers 买卖双方的名称和地址3.Commodity 货物的品名4.specifications 规格5.Quantity 数量6.Unit Price 单价7.Total Value 总值8.Packing 包装9.Shipping Mark 唛头10.Ins
10、urance 保险11.Time of Shipment 装运日期12.Port of Shipment and Destination 装卸港13.Terms of Payment 支付条件14.Signing Place and Date签约日期和地点,1.Contract No.合同号码,此项在填制时容易忽略,合同号码（Contract No.)例:Contract No.AC124 Contract No.02-222,2.Sellers and Buyers 买卖双方的名称和地址,Sellers:Shandong Native Produce and Animal By-produc
11、ts Imp.&Exp.Corp.Buyers:Rotterdam Foodstuffs Imp.&Exp.Co.,卖方：山东土畜产进出口公司买方：鹿特丹食品进出口公司,3.Commodity 货物的品名,E.g.:Cements 水泥 Cotton Prints(棉布)Garments(服装)Printed Shirting(印花细布),不同的商品有不同的规格，不同的商品规格也有不同的表达方法：,中文340克听装颜色粉、兰、黄153型货号770730 x36 72x69码,英文In cans of 340 gramsColors：pink，blue And yellowType（or Mod
12、el）No.15330 x36 72x69 yards,4.specifications 规格,数量通常用数字表示，计量单位用英文单词或缩写。,中文5000打500箱1000纸板箱3000套10000公吨65000码,英文5000 dozen/dz.500 cases/C/S1000 cartons3000 sets10000 metric tons/M/T65000 yards,5.Quantity 数量,6.Unit Price 单价,At US$300 per M/T CIF New York,例：成本加运费加保费纽约价每公吨300美元,总值先用数字后用文字填写。22500美元 US$2
13、2500.00(Say US Dollars Twenty Two Thousand Five Hundred Only),用文字填写时,应注意以下三点:1、第一个词用“Say”，最后用“Only”一词。2、每个单词的第一个字母大写，或者所有字母都大写，如：“SAY US DOLLARS TWENTY-TWO THOUSAND FIVE HUNDRED ONLY”3、币别也可写在后面，如上面总值也可写作：“SAY TWENTY-TWO THOUSAND FIVE HUNDRED US DOLLARS ONLY”,7.Total Value 总值,“in”用某物包装,用某种形式装例:用箱装 in
14、 cases 打包 in bales 打捆 in bundles 散装 in bulk“inofeach”或“in,each containing”用某物包装，每件装多少例：用木箱装，每箱50打 in wooden case of 50 dozen each Or in wooden cases，each containing 50 dozen dozen3、“inofeach,to”用某物包装,每件装多少,若干件装于一大件中例：用盒装，每打装一盒，100盒装一木箱。In box of a dozen each，100 boxes to a wooden case.,常见的包装表达法有：,8.
15、Packing 包装,9.Shipping Mark 唛头,10.Insurance 保险,CIC:China Insurance Clauses中国保险条款,To be covered by.against for.as per,11.Time of Shipment 装运日期,Shipment time（装运期）Transshipment（转船）Partial shipment（分批装运）,装运期（Time of Shipment)掌握以下几种表达方法某年某月（英文先写月，后写年）例如：2003年10月In October 2003或 During October 2003 或 Octob
16、er 2003转船 在某地转船用介词短语：“with transshipment at”表示。例如：2003年5月在哥本哈根转船In May 2003 with transshipment at Copenhagen不允许转船的英文表达有:Transshipment not allowed,Not permitted,Prohibited等。,例如：从五月开始分三批按月等量装运 In three equal monthly installments beginning from May“批”也可以用“lot”表示，如：in two equal lots,分批装运 分批装运需要具体说明分几批，从
17、何时开始，是否每批等量装运，按月分批还是按季或星期。句型：in equal monthly/weekly/quarterly installments beginning from,12.Port of Shipment and Destination 装卸港,13.Terms of Payment 支付条件,L/C Collection：D/P D/ARemittance；T/T D/D M/T,14.Signing Place and Date签约日期和地点,Done and signed in _on this _day of _,200_,一、全真合同实例分析 二、总结：合同的内容及格
18、式,Huzhou Import&Export Co.addressSales Contract s/c no.:date:The buyers:Address:The buyers agree to buy and the sellers agree to sell the following goods on terms and conditions as below:,Contract Sample Study,1)Commodity description,2）Packing:in cases,in bales in boxes of a dozen each,100 boxes to
19、a wooden case,3)Time of shipment:in OCT.12th w/t at Hongkong before the end of OCT.4)Port of loading,port of destination:5)Terms of Payment:by sight L/C,the L/C must reach the sellers before May 1st.6)Insurance:to be covered by the sellers for 110%of the invoice value against all risks as per CIC da
20、ted January 1,1981.,7)Inspection:8)Quantity/Quality Discrepancy:9)Force majeure:10)Arbitration:The sells-the buyers-,Format of A Sales Contract,A standard sales contract should be composed as the list below:Sales ContractContract No.:_Sellers:_Buyers:_.This contract is made by and between _and _,whe
21、reby the buyers agree to buy and the sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:,Commodity:_Specification:_Quantity:_Unit price:_Total value:_Packing:_Shipping Mark:_Insurance:_Time of shipment:_Port of shipment:_Port of destination:_Te
22、rms of payment:_Done and signed in _on this _day of _,200_,How to write an effective contract?,To write an effective sales contract should include the following writing steps:1.To compose the heading:The heading of the contract should include the Contract Number,the name of the buyers and sellers.,2
23、.To compose the body of the contract:the body of the contract should include the name of commodity,specifications,quantity,unit price,total value,port of loading and destination,time of delivery,payment terms and sometimes other general conditions of sales.3.Its very important that we should have th
24、e contract made out clearly and correctly,and more important,we should abide by it and keep good faith.,Training in Class 1,销售合同合同号码：06-05623 卖方：湖南省纺织品进出口公司买方：纽约贸易有限公司商品名称：府绸规格：7307号数量：5000码单价：每码成本加保险费加运费纽约8美元包装：用大包装保险：由卖方按发票金额的110%投保一切险装运港：中国长沙目的港：纽约麦头：HCT100CS交货期：2006年6月支付条款：不可撤销的即期信用证签约地点和日期：2006
25、年3月10日于湖南长沙,SALES CONTRACT NO:06-05623Buyers:New York Trading Co.Ltd.Sellers:Hunan Provincial Textiles Imp/Exp Corp.Commodity:Pongee SilkSpecifications:No.7307Quantity:5000ydsUnit Price:US$8 per yard CIF New York Total Value:US$40,000(Say US Dollars Forty Thousand Only)Packing:To be packed in balesS
26、hipping Mark:HCT100CS,Insurance:To be covered against ALL RISKS for 100%of CIF value plus 10%Time of shipment:Before June,2006Port of shipment:Changsha,ChinaPort of destination:New YorkTerms of Payment:By irrevocable letter of credit payable by draft at sight.Done and signed in Changsha on this10th
27、day of Mar.2006,销售合同经买卖双方同意,由卖方出售,买方购进下列货物,并按下列条款条件签定本销售合同:合同号码：07-331 卖方：山东土畜产进出口公司买方：鹿特丹食品进出口公司商品名称：花生米规格：2005年产大路货数量：350公吨单价：CIF鹿特丹每公吨人民币3550元包装：双层麻袋保险：由卖方按发票金额的110%投保一切险和战争险装运港：中国青岛目的港：鹿特丹麦头：由卖方选定交货期：2006年6月支付条款：不可撤销的即期信用证签约地点和日期：2006年3月10日于山东青岛,Training in Class 2,Sales Contract,Contract No.:07
28、-331Sellers:Shandong Native Produce and Animal By-products Imp.&Exp.Corp.Buyers:Rotterdam Foodstuffs Imp.&Exp.Co.This contract is made by and between the buyers and the sellers,whereby the buyers agree to buy and the sellers agree to sell the Under mentioned commodity according to the terms and cond
29、itions stipulated below:,Commodity:Groundnut meat Specification:FAQ 2005 CropQuantity:350 M/TUnit price:At CN￥3550 per M/T CIF Rotterdam Total value:CN￥177500(Say Chinese Yuan One Hundred And Seventy-Seven Thousand Five Hundred Only)Packing:In double gunny bags Shipping mark:At Sellers option,Insura
30、nce:To be covered by the Seller for 110%of the invoice value against All Risks and War RiskTime of shipment:During June,2006Port of shipment:Qingdao,ChinaPort of destination:Rotterdam Terms of payment:By irrevocable L/C payable by draft at sightDone and signed in Qingdao of Shandong on this 10th day
31、 of Mar.2006,(三)INCOMTERMS 2000,来源于international commercial terms,其副标题为INTERNATIONAL RULES FOR THE INTERPRETATION OF TRADE TERMS，始于1936年，历经修订。目前适用国际商会第560号出版物INCOTERMS2000，ICC Publication No.560,共13种术语。EXW（EX WORK）工厂交货FCA（FREE CARRIER）货交承运人FAS（FREE ALONGSIDE SHIP）装运港船边交货FOB（FREE ON BOARD）装运港船上交货,CFR
32、（COST AND FREIGHT）成本加运费CIF（COST，INSURANCE AND FREIGHT）成本加保费，运费CPT（CARRIAGE PAID TO）运费付至CIP（CARRIAGE AND INSURANCE PAIT TO）运费，保费付至DAF（DELIVERED AT FRONTIER）边境交货DES（DELIVERED EX SHIP）目的港船上交货DEQ（DELIVERED EX QUAY）目的港码头交货DDU（DELIVERED DUTY UNPAID）未完税交货DDP（DELIVERED DUTY PAID）完税后交货,Selected Trade Terms,E
33、XW,FCACPTCIP,FAS,FOBCFRCIF,Origin(Factory,Mine,Plantation,Warehouse),Inland CarrierCYCFS,Dock at Port of Shipment,Vessel,Export Country,Selected Trade Terms,DEQ,DDU DDP,Inland Carrier,Dock at Port of Destination,Vessel,Import Country,Destination,DES,DAF,Frontier,FORCE MAJEURE,不可抗力的含义不可抗力（FORCE MAJEURE）是指买卖合同签定后，不是由于合同当事人的疏忽或过失，而是由于发生了合同当事人无法预见、无法预防、无法避免和无法控制的事件，以致不能履行或不能如期履行合同，发生意外事件的一方可以免除履行合同的责任或推迟履行合同。,
