外貿(mào)英語(yǔ)函電Unit 8 A Sales Contract

1、 國(guó)際貨物買賣合同一般金額大，內(nèi)容繁國(guó)際貨物買賣合同一般金額大，內(nèi)容繁雜，有效期長(zhǎng)，因此許多國(guó)家的法律要求雜，有效期長(zhǎng)，因此許多國(guó)家的法律要求采用書面形式。書面合同主要有兩種形式，采用書面形式。書面合同主要有兩種形式，即正式合同（即正式合同（CONTRACT）和合同確認(rèn)書）和合同確認(rèn)書（CONFIRMATION），雖然其繁簡(jiǎn)不同，），雖然其繁簡(jiǎn)不同，但具有同等法律效力，對(duì)買賣雙方均有約但具有同等法律效力，對(duì)買賣雙方均有約束力。大宗商品或成交額較大的交易，多束力。大宗商品或成交額較大的交易，多采用正式合同；而金額不大，批數(shù)較多的采用正式合同；而金額不大，批數(shù)較多的小土特產(chǎn)品或輕工產(chǎn)品，或者已訂立

2、代理、小土特產(chǎn)品或輕工產(chǎn)品，或者已訂立代理、包銷等長(zhǎng)期協(xié)議的交易多采用合同確認(rèn)書包銷等長(zhǎng)期協(xié)議的交易多采用合同確認(rèn)書（亦稱簡(jiǎn)式合同）。（亦稱簡(jiǎn)式合同）。Points for attention:銷售確認(rèn)書（Sales Confirmation）： 是買賣雙方在通過(guò)交易磋商達(dá)成交易后，是由賣方出具并寄給雙方加以確認(rèn)的列明達(dá)成交易條件的書面證明，經(jīng)買賣雙方簽署的確認(rèn)書，是法律上有效的文件，對(duì)買賣雙方具有同等的約束力。 確認(rèn)書(Confirmation)較正式合同(Contract)簡(jiǎn)單.無(wú)論采哪種形式，合同抬頭應(yīng)醒目注明無(wú)論采哪種形式，合同抬頭應(yīng)醒目注明SALES CONTRACT或或SALES

3、CONFIRMATION（銷售合同或確認(rèn)書）等（銷售合同或確認(rèn)書）等字樣。一般來(lái)說(shuō)出口合同的格式都是由我方字樣。一般來(lái)說(shuō)出口合同的格式都是由我方（出口公司）事先印制好的，因此有時(shí)在（出口公司）事先印制好的，因此有時(shí)在SALES CONFIRMATION之前加上出口公之前加上出口公司名稱或是公司的標(biāo)志等（我外貿(mào)公司進(jìn)口司名稱或是公司的標(biāo)志等（我外貿(mào)公司進(jìn)口時(shí)也習(xí)慣由我方印制進(jìn)口合同）。交易成立時(shí)也習(xí)慣由我方印制進(jìn)口合同）。交易成立后，寄交買方簽署（后，寄交買方簽署（countersign），作為），作為交易成立的書面憑據(jù)。交易成立的書面憑據(jù)。銷售性企業(yè)程序銷售性企業(yè)程序 收到客戶的收到客戶的pu

4、rchasing order,然后然后根據(jù)它做根據(jù)它做PI=SC的公司蓋章后傳給客的公司蓋章后傳給客戶，客戶蓋章之后回傳，這表示合同成戶，客戶蓋章之后回傳，這表示合同成立了立了 出庫(kù)時(shí)，提供出庫(kù)時(shí)，提供commercial invoice用來(lái)自己用來(lái)自己報(bào)關(guān)報(bào)關(guān)和客戶清關(guān)用，也是客戶和客戶清關(guān)用，也是客戶給我們匯款的依據(jù)給我們匯款的依據(jù)Text A The Import and Export Contract contract n. 合同合同,契約契約 draw up a contract / draft a contract起草合同起草合同sign a contract 簽訂合同簽訂合同ex

5、ecute (fulfill) a contract 履行合同履行合同cancel a contract 取消合同取消合同violate a contract 違反合同違反合同 v. 訂合同訂合同,承包承包Eg. We will contract with you for 1000 bicycles. 我們將與你們簽訂我們將與你們簽訂1000輛自行車的合同輛自行車的合同.Draw v. 畫畫, 繪制繪制, 開(kāi)出開(kāi)出,簽發(fā)簽發(fā)(支票等支票等),抽簽抽簽1. Draw up 草擬草擬;制定制定Eg. The contract is being drawn up.合同正在草擬之中合同正在草擬之中Eg

6、. The terms were drawn from the most common practices of international trade.這些術(shù)語(yǔ)是按國(guó)際貿(mào)易中最常見(jiàn)的慣例制定的這些術(shù)語(yǔ)是按國(guó)際貿(mào)易中最常見(jiàn)的慣例制定的.2. 開(kāi)出開(kāi)出,簽發(fā)簽發(fā)(支票等支票等)Eg. The bill was drawn on an American bank.所開(kāi)票據(jù)是經(jīng)由一家美國(guó)銀行支付的所開(kāi)票據(jù)是經(jīng)由一家美國(guó)銀行支付的.Eg. We will draw D/P against your purchase.對(duì)你方購(gòu)貨對(duì)你方購(gòu)貨,我們將按付款交單方式收款我們將按付款交單方式收款.formal

7、adj. 正式的；正式的；informal 非正式的非正式的 agreement n. 協(xié)議，契約協(xié)議，契約A contract is an agreement between parties that will legally enforceable. Set forth vt. 陳述、闡明、陳列陳述、闡明、陳列eg. The president set forth his plans in a television talk. rights and obligations 權(quán)利和義務(wù)權(quán)利和義務(wù)Parties concerned 有關(guān)各方有關(guān)各方省略形式，省略形式，Once entered

8、into =Once a contract is entered into 合同一經(jīng)簽訂合同一經(jīng)簽訂bind v. 約束約束;使負(fù)有義務(wù)使負(fù)有義務(wù);綁綁;裝訂裝訂bind sb/oneself (to sth) (用責(zé)任或法律用責(zé)任或法律義務(wù)義務(wù))約束某人約束某人binding a. 有約束力的有約束力的Enforceable a. 強(qiáng)迫的強(qiáng)迫的;強(qiáng)制性的強(qiáng)制性的Enforce vt. 執(zhí)行執(zhí)行;強(qiáng)迫強(qiáng)迫;實(shí)施實(shí)施;迫使迫使Fulfill vt. 履行，實(shí)現(xiàn)，完成履行，實(shí)現(xiàn)，完成Fulfill ones obligations 履行義務(wù)履行義務(wù)Fail to do sth 沒(méi)有沒(méi)有; 未能未能

9、(做某事做某事);忘記忘記Fail to fulfill the obligations 未能履行未能履行義務(wù)義務(wù)Compensate v.償還償還, 補(bǔ)償補(bǔ)償, 付報(bào)酬付報(bào)酬Make compensation for ones losses賠償（或補(bǔ)償）某人的損失賠償（或補(bǔ)償）某人的損失loss ls n. 喪失喪失,損耗損耗,損失損失Mean v. 意謂著意謂著terms and conditions 條款和條件條款和條件destination port 目的地目的地;目的港目的港Stipulated date 規(guī)定日期規(guī)定日期domestically dmestikli ad. 家庭家庭

10、式地式地, 國(guó)內(nèi)地國(guó)內(nèi)地domestic adj. 家庭的家庭的;國(guó)內(nèi)的國(guó)內(nèi)的trade terms 價(jià)格術(shù)語(yǔ)價(jià)格術(shù)語(yǔ)for instance 例如例如;比如比如（Point of Origin）（產(chǎn)地交貨）（產(chǎn)地交貨）（Free on Board（運(yùn)輸工具上交貨）（運(yùn)輸工具上交貨）（Free Along Side）（運(yùn)輸工具旁）（運(yùn)輸工具旁邊交貨）邊交貨）R（Cost and Freight）（成本加運(yùn)費(fèi)）（成本加運(yùn)費(fèi)）（Cost Insurance and Freight）（成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)）（成本加保險(xiǎn)費(fèi)、運(yùn)費(fèi)）（Named Part of Importation）（目的港碼頭交貨）（

11、目的港碼頭交貨）EXW（EX works）(工廠交貨）工廠交貨）Refer to 談到談到,提到提到Mode n. 方式方式,模式模式A bank instrument 一種銀行手段一種銀行手段;一種銀行票據(jù)一種銀行票據(jù)On one handon the other 一方面一方面另一方面另一方面essential a.基本的基本的;必要的必要的;至關(guān)重要的至關(guān)重要的Eg. Is money essential to happiness?Cover insurance 投保投保 Claim n. 索賠索賠discrepancy n. 相差相差;差異差異;不一致不一致raise a claim a

12、gainst 向向提出索賠提出索賠to raise a claim against (sb) for (reason) Eg. We reserve the right to raise a claim against you for the shortage of the goods. 我們保留對(duì)你方就貨物短量提出索賠的權(quán)利我們保留對(duì)你方就貨物短量提出索賠的權(quán)利.arbitration .:bitrein n. 仲裁仲裁,公斷公斷eg:Most of the contract have arbitration clause. 大多數(shù)的合同都有仲裁條款。大多數(shù)的合同都有仲裁條款。In case

13、 萬(wàn)一萬(wàn)一negotiation n. 協(xié)商協(xié)商dispute dispju:t n. 爭(zhēng)論爭(zhēng)論v. 爭(zhēng)論爭(zhēng)論 e.g: His honesty is beyond dispute. 他的誠(chéng)實(shí)是無(wú)可爭(zhēng)議的。他的誠(chéng)實(shí)是無(wú)可爭(zhēng)議的。Settle v. 解決解決 Settlement n. 解決解決Settle the dispute 解決爭(zhēng)端解決爭(zhēng)端submit sbmit 遞交遞交,提交提交 submit to arbitration 提交仲裁提交仲裁in case of 介詞詞組，其后只能接名詞介詞詞組，其后只能接名詞防備防備, ,假如假如, ,如果發(fā)生如果發(fā)生eg: In case of r

14、ain, they cant go. 萬(wàn)一下雨，他們就不能去了。萬(wàn)一下雨，他們就不能去了。Eg. In case of fire, ring the alarm bell. 遇火警時(shí)立即按警鈴遇火警時(shí)立即按警鈴.In case conj. 如果如果, ,萬(wàn)一萬(wàn)一, ,要是要是, ,假如假如 連詞詞組，其后要用狀語(yǔ)從句連詞詞組，其后要用狀語(yǔ)從句eg: In case you need something, please dont hesitate to let me know. 如果你需要如果你需要什么東西，請(qǐng)不客氣地對(duì)我說(shuō)。什么東西，請(qǐng)不客氣地對(duì)我說(shuō)。銷售確認(rèn)書范本銷售確認(rèn)書范本銷售確認(rèn)書（銷

15、售確認(rèn)書（1） SALES CONFIRMATION 賣方： SELLERS： 買方（BUYERS）： 傳真（FAX）： 地址（ADDRESS）： 茲 經(jīng) 買 賣 雙 方 同 意 按 下 列 條 款 成 交： THE UNDERSIGNED SELLERS AND BUYERS HAVE AGREED TO CLOSE THE FOLLOWING TRANSACTIONS ACCORDING TO THE TERMS AND CONDITIONS STIPULATED BELOW： 貨號(hào)ART. NO 品 名 及 規(guī) 格DESCRIPTION 數(shù) 量 QUANTITY 單 價(jià)UNIT PRIC

16、E 金 額 AMOUNT 總值TOTAL VALUE With % more or less both in amount and quantity allowed at the sellers option。 1. 數(shù)量及總值均有數(shù)量及總值均有 %的增減的增減,由賣方?jīng)Q定。由賣方?jīng)Q定。 2. 包裝（包裝（PACKING）：）： 3. 裝運(yùn)嘜頭（裝運(yùn)嘜頭（SHIPPING MARK）：）： 4. 裝運(yùn)期（裝運(yùn)期（TIME OF SHIPMENT）：）： 5. 裝運(yùn)口岸和目的地（裝運(yùn)口岸和目的地（LOADING & DESTINATION）：）： 6. 保險(xiǎn)由賣方按發(fā)票全額保險(xiǎn)由賣方按發(fā)

17、票全額110%投保至投保至*為止的為止的*險(xiǎn)。險(xiǎn)。 Insurance： to be effected by buyers for 110% of full invoice value covering * up to * only. 7. 7. 付款條件（付款條件（PAYMENTPAYMENT）：買方須于）：買方須于* * *年年* * *月月* * *日將保兌的，不可撤銷的，可轉(zhuǎn)讓可分割的即期日將保兌的，不可撤銷的，可轉(zhuǎn)讓可分割的即期信用證開(kāi)到賣方。信用證開(kāi)到賣方。 信用證議付有效期延至上列裝信用證議付有效期延至上列裝運(yùn)期后運(yùn)期后1515天在中國(guó)到期，該信用證中必須注明允天在中國(guó)到期，該信

18、用證中必須注明允許分運(yùn)及轉(zhuǎn)運(yùn)。許分運(yùn)及轉(zhuǎn)運(yùn)。By confirmed，irrevocable, transferable and divisible L/C to be available by sight draft to reach the sellers before * and to remain valid for negotiation in china until 15 days after the aforesaid time of shipment. The L/C must specify that transhipment and partial shipments ar

19、e allowed. 8. 仲裁條款（ARBITRATE CLAUSES）：凡因本合同引起的或與本合同有關(guān)的爭(zhēng)議，均應(yīng)提交中國(guó)國(guó)際經(jīng)濟(jì)貿(mào)易委員會(huì)，按照申請(qǐng)仲裁時(shí)該會(huì)現(xiàn)行有效的仲裁規(guī)則進(jìn)行仲裁，仲裁地點(diǎn)在_，仲裁裁決是終局，對(duì)雙方均有約束力。外貿(mào)產(chǎn)品推廣Any dispute arising out of in connection with this contract shall be referred to china international economic and trade arbitration commission for arbitration in accordance w

20、ith its existing rules of arbitration. the place of arbitration shall be _. the arbitral award is final and binding upon the two parties. 備注（REMARK）： 賣方（SELLERS）： 買方（THE BUYERS ）: Attention:No.銷貨合同編號(hào)，由賣方自行編設(shè)，以便存儲(chǔ)歸檔管理之用。Date填寫銷貨合同制作日期。如：2005年2月18日，可以有以下幾種日期格式填法：1. 2005-02-18或02-18-20052. 2005/02/18或0

21、2/18/20053. 050218（信用證電文上的日期格式）4. February 18, 2005或Feb 18, 2005Description品名條款。此欄應(yīng)詳細(xì)填明各項(xiàng)商品的英文名稱及規(guī)格，這是買賣雙方進(jìn)行交易的物質(zhì)基礎(chǔ)和前提。對(duì)商品的具體描述說(shuō)明是合同的主要條款之一，如果賣方交付的貨物不符合合同規(guī)定的品名或說(shuō)明，買方有權(quán)拒收貨物、撤銷合同并提出損害賠償。確認(rèn)確認(rèn) confirm以以為目的為目的 with the view of 開(kāi)列，膳寫開(kāi)列，膳寫 make out銷售確認(rèn)書銷售確認(rèn)書 sales confirmation一式兩份一式兩份 in duplicate返簽，會(huì)簽返簽，會(huì)

22、簽countersign以以為抬頭，以為抬頭，以受益人受益人in ones favor公噸公噸metric ton購(gòu)貨確認(rèn)書購(gòu)貨確認(rèn)書purchase confirmation有效（性），有效（期）有效（性），有效（期）validity耽誤，延誤耽誤，延誤delay與與相一致相一致in conformity to/with令人滿意令人滿意to be satisfactory/ turn out to the satisfaction of 減價(jià)減價(jià) reduce the price by / reduce the price to急需急需be in urgent /great / bad ne

23、ed of 保兌行保兌行confirming bank2. We trust that this initial order will lead to further dealings between our two companies.我們相信，此次首批訂單將導(dǎo)致我們兩家我們相信，此次首批訂單將導(dǎo)致我們兩家公司之間進(jìn)一步的交易。公司之間進(jìn)一步的交易。If the quality of your products proves (to be )satisfactory, we will be prepared to negotiate a long-term contract.若你方產(chǎn)品令人滿

24、意，我們打算洽談長(zhǎng)期若你方產(chǎn)品令人滿意，我們打算洽談長(zhǎng)期合同。合同。6The above order is urgent needed. We, therefore, request you to forward it by air freight.我們急需上述訂單之貨，特要求你方空運(yùn)我們急需上述訂單之貨，特要求你方空運(yùn)此貨。此貨。1. 如果價(jià)格合理，我相信我們之間能達(dá)成大如果價(jià)格合理，我相信我們之間能達(dá)成大量交易。量交易。If your price are reasonable we believe we could conclude substantial business with yo

25、u.2. 如果你方能降價(jià)如果你方能降價(jià)5%，我們相信成交是有，我們相信成交是有可能的?？赡艿?。If you can reduce your price by 5%, we believe it is possible for us to conclude the deal.3. 因?yàn)橛唵芜^(guò)多，我們只能接受因?yàn)橛唵芜^(guò)多，我們只能接受11月船期月船期的訂單。的訂單。As we are heavily committed, we can only accept orders for shipment in November.4. 你方報(bào)的價(jià)格還是有競(jìng)爭(zhēng)力的，但是交貨你方報(bào)的價(jià)格還是有競(jìng)爭(zhēng)力的，但是交

26、貨期不能接受。期不能接受。The price you quoted is competitive, but the date of delivery can not be accepted.6. 花生行市目前見(jiàn)疲，除非你方能減價(jià)花生行市目前見(jiàn)疲，除非你方能減價(jià)5%，否則我們無(wú)法達(dá)成交易。否則我們無(wú)法達(dá)成交易。As the peanut market is declining, we can hardly conclude the business unless you reduce the price by 5%.8. 你方目錄和價(jià)格單已收到，現(xiàn)按所示價(jià)格你方目錄和價(jià)格單已收到，現(xiàn)按所示價(jià)格訂

27、購(gòu)下列貨物。訂購(gòu)下列貨物。We have received your catalogue and price list, and now we order the following goods at the prices named.敬啟者：敬啟者： 事由：紫銅絲事由：紫銅絲 7月月3日、日、12日傳真收悉，多蒙合作，不勝感激。日傳真收悉，多蒙合作，不勝感激。今確認(rèn)已修改之訂單如下：今確認(rèn)已修改之訂單如下： “40噸紫銅絲成本加運(yùn)費(fèi)汕頭到岸價(jià)每長(zhǎng)噸噸紫銅絲成本加運(yùn)費(fèi)汕頭到岸價(jià)每長(zhǎng)噸115美元，美元，8月發(fā)運(yùn)。月發(fā)運(yùn)?！?我方已寄去購(gòu)貨確認(rèn)書我方已寄去購(gòu)貨確認(rèn)書3366號(hào)一式兩份，請(qǐng)?jiān)缣?hào)一式兩

28、份，請(qǐng)?jiān)缛蘸炌艘环荨Ｎ曳秸c汕頭中國(guó)銀行聯(lián)系辦理有關(guān)日簽退一份。我方正與汕頭中國(guó)銀行聯(lián)系辦理有關(guān)信用證。一旦開(kāi)立，立即奉告。因急需此貨，望能信用證。一旦開(kāi)立，立即奉告。因急需此貨，望能如期裝運(yùn)。如期裝運(yùn)。 xxx 謹(jǐn)上謹(jǐn)上 Re: Tablecloth Reference is made to your quotation for the captioned goods and the samples and catalogue enclosed. After we contacted our customers, they found both the quality and time of

29、 shipment acceptable, but the difference between your quoted price. The price at which we have got the goods from other suppliers is too great to accept. The price of same goods of Hong Kong is 10% lower than that of yours. We would therefore suggest that you reduce your price to the level which is

30、in line with the prevailing price, then we would place a large order with you. It is in view of your being our old customer that we make this counter-offer. Should the above be agreeable to you, please fax us so as to enable us to open relative L/C.權(quán)利與義務(wù)權(quán)利與義務(wù)rights and obligations有關(guān)各方有關(guān)各方parties con

31、cerned履行義務(wù)履行義務(wù)fulfill ones obligation補(bǔ)償補(bǔ)償 make compensation單價(jià)單價(jià) unit price支付條款支付條款 terms of payment銀行票據(jù)銀行票據(jù) bank instrument異議異議 discrepancy向向提出索賠提出索賠 raise a claim against仲裁仲裁 arbitration大路貨大路貨 FAQ=fair average quality散裝，大批量散裝，大批量in bulk除非另有規(guī)定除非另有規(guī)定unless otherwise stipulated向向保證保證 assure sb that/ o

32、f 萬(wàn)一萬(wàn)一in case簽訂合同簽訂合同 sign/close/ enter into a contract履行合同履行合同 execute/ perform/ fulfill a contract重合同重合同 honor the contract and keep ones words向向開(kāi)匯票開(kāi)匯票 draw a draft on sb以以為抬頭；憑為抬頭；憑指示指示(be) to ones order SALES CONFIRMATION No: AC 4678Sellers: Beijing Light Industrial products Imp. & Exp. Co.B

33、uyers: New York Trading CorporationCommodity: Ever-Lasting brand bicyclesSpecifications: Type MB28Quantity: 1,ooo PcsUnit price: US $ 70 per piece CIF New YorkTotal Value: US$ 70,000Packing: In wooden casesInsurance: To be covered by the sellers against Ass Risks & War Risk for 110% of the invoi

34、ce value as per CIC of January 1, 1981.Time of Shipment: Before or on the date of March 31,2007Port of Shipment: China PortPort of Destination: New YorkShipping Mark: At sellers optionTerms of Payment: By irrevocable L/C, to reach the Sellers one month before the date of shipment and remain valid fo

35、r negotiation in China within 15th day after the above said date of shipment Done and signed in Beijing(地點(diǎn)) on this 11th day of October,2006(日期)SALES CONFIRMATION No: 290Sellers: China National Light Industrial Products Import & Export CorporationBuyers: David Com.Commodity: Working GlovesSpecif

36、ications: Type No. 153Quantity: 5,000 dozenUnit price: HK $27.00 per dozen CIF HongKongTotal Value: HK $ 135,000.00 (Say HK Dollars One Hundred Thirty-five Thousand Only)總值一般要求給出大小寫. 注意英文大小寫前應(yīng)有 “Say”一詞, 后應(yīng)有 “Only”一詞.Packing: In boxes of a dozen each, 10 boxes to a cartonInsurance: to be covered by t

37、he Sellers for 110% of the invoice value against All Risks and War Risk.Time of Shipment: January, 2005Port of Shipment: China PortPort of Destination: Hong Kong Shipping Mark: At sellers optionTerms of Payment: By confirmed, irrevocable L/C payable by draft at sight, to reach the Sellers 30 days before shipment and remain valid for negotiation in China till the 15th day after the la