Unit達成交易訂單合同PPT課件

1、introduction 背景介紹背景介紹 在國際貿(mào)易中，雙方經(jīng)過交易磋商，確立契約關(guān)系。在外貿(mào)函電往來中，業(yè)務(wù)達成的體現(xiàn)為報盤或還盤得到雙方認可，或買方發(fā)出訂單并得到賣方的確認，擬定合同。達成交易后，往往另行簽訂書面合同。訂立合同是指對以往磋商過程中達成的協(xié)議、共同接受的交易條件達成的書面確認形式。合同具有法律效力，一經(jīng)訂立，以后的貿(mào)易活動都應(yīng)以合同條款為依據(jù)。這是因為通過簽訂合同，把往來函電中有所變更的條件，最終歸納于一份規(guī)范的合同文本中，并由雙方簽署。這樣的合同，既是一份完整、有效的法律文件，也是一份完整、明確的履約依據(jù)。合同的內(nèi) 容通常包括三個部分： 約首：包括合同名稱、編號以及雙方當

2、事人名稱、地址、電傳或傳真號碼等。 本文：合同條款，即對各項交易條件的具體規(guī)定，包括品名條款、品質(zhì)條款、數(shù)量條款、包裝條款、價格條款、裝運條款、保險條款、支付條款、商檢條款、索賠條款、不可抗力條款、仲裁條款等條款。 約尾：指明合同的正本份數(shù)、使用的文字效力、合同的準據(jù)法等，并由雙方簽字當事人落款簽字。 第1頁/共69頁 寫作要點及要求寫作要點及要求訂單要點：開頭：1）確認交易條件，說明訂貨意圖正文：2) 訂單的主要內(nèi)容，詳述所訂購商品的名稱、數(shù)量、規(guī)格、價格、 貨號等 3) 說明其他要求，如包裝、目的地、裝運時間等結(jié)尾：4) 期望；希望訂單得到回復，表達合作的愿望等回信要點：接受訂單的回信：開

3、頭：1）感謝對方的訂單及信任正文：2）對訂單的確認，并說明如何處理訂單結(jié)尾：3）表示合作的愿望合同信函要點：開頭：1）確認交易達成正文：2）發(fā)送合同，說明合同號（附有詳細條款的合同） 3）提醒對方注意交易的重要事項，如付款方式、裝運條件等結(jié)尾：4）期望；盡快簽署合同每封信件的具體內(nèi)容會有變化，需要根據(jù)實際情況加以調(diào)整。第2頁/共69頁ContentsintroductionLesson 8 An OrderLesson 9 Sending contractSum-up1243 3第3頁/共69頁Lesson 8 An Order訂貨TEXTArm yourselfMain pointsMake

4、 yourself skilledTEXTArm yourselfMain pointsMake yourself skilled第4頁/共69頁3. Main pointsSpecimen 1 a. sending the order; b. requirements of quality and payment; c. requirements (shipment etc.)； d. expectation of confirmation.Specimen 2 a. receipt of the order and confirmation； b. assurance of shipmen

5、t and acceptance of payment； c. expectation of future co-operation.第5頁/共69頁Chinese Version 東北進出口貿(mào)易公司加拿大多倫多深合區(qū)約斯大街35號 華鑫貿(mào)易有限責任公司中國上海金林路676號帝王之星大廈14樓敬啟者:事由:女士襯衫 感謝你方10月6日來信對女式襯衫的報價，我們很滿意產(chǎn)品的質(zhì)量并很高興地隨函寄去322號訂單，訂購你方最新商品目錄中提到的尺寸的商品。 我們注意到你方能供應(yīng)現(xiàn)貨，希望能在11月裝運。如裝運延誤，我們保留撤消或拒絕接收貨物的權(quán)利。 供參考，我方希望采用60天即期付款交單，請來函確認。(

6、簽名) 格蘭. P. 約翰遜 經(jīng)理謹上 2006年10月15日 第6頁/共69頁貨號(打)品名尺寸單價 (打)成本、保險加運費倫敦價 15女式襯衫小35.00 英鎊16同上中45.00 英鎊14同上大50.00 英鎊訂 單322號中國天津請供應(yīng)以下貨物第7頁/共69頁信件二信件二華鑫貿(mào)易有限責任公司中國上海金林路676號帝王之星大廈14樓東北進出口貿(mào)易公司加拿大多倫多深合區(qū)約斯大街35號敬啟者:事由:女士襯衫 非常感謝你方10月15日寄來的訂單，很高興確認你方關(guān)于女式襯衫的訂貨。我公司的發(fā)貨部門正在處理你們的訂單，發(fā)運貨物準備好就會通知你方的。 關(guān)于付款條件是可以接受的。裝運后公司就通過銀行遞

7、上相關(guān)的單據(jù)。衷心希望此次試訂會帶來以后的續(xù)訂。(簽名) 黃凱 經(jīng)理謹上 2006年10月27日 第8頁/共69頁4. Make yourself skilled I. Basic Training1.Fill in the blanks with proper forms of the given words: satisfied reference effect regard result dispatch purchase acceptable consignment delivery1) We would like to claim beforehand that if the qua

8、lity of the goods _ by you is not in accordance with the contract, we have a right to refuse the goods.2) Owing to heavy commitments, the goods for _ by the end of this year have been sold out.3) Since the _ is made on FOB basis, you are to ship the goods from Liverpool on a steamer to be designated

9、 by us.4) With _ to our previous letters and cables we wish to call your attention to the fact that up to the present moment no news has come from you about the shipment.dispatched delivery purchase reference 第9頁/共69頁5) You may rest assured that we shall _ shipment with the least possible delay upon

10、 receipt of the credit.6) As _ sole agent, we would like to go into details.7) The negotiations between us have _ in a conclusion of a transaction of $ 3000.8) We would like to mention that if your price is attractive and delivery date can be _ to us, we shall place our order with you immediately.9)

11、 Mr. Wood guarantees that Mr. Li will be _ with their equipment.10) _ apply to transactions with small amount involved. regards resulted acceptable satisfied Consignments effect 第10頁/共69頁 2.Complete the following sentences in English:1) Please inform us _. a. 你們對我們的供貨情況是否滿意。(be satisfied with) b. 你們

12、的進口數(shù)量供我方參考。(for ones reference) c. 你們要求的裝運日期。(delivery date)2) Please rest assured that we _. a. 準備裝運上述貨物。(effect shipment) b. 及時發(fā)運你們的訂單。(dispatch) c. 發(fā)運的貨物價格公道,品質(zhì)優(yōu)良。(consign)if you are satisfied with our supply. of the quantities you import for our reference. the delivery date you required. are rea

13、dy to effect shipment the goods mentioned above. will dispatch your order in time. will consign goods of high quality at reasonable price. 第11頁/共69頁3) In reply, we _. a.可以以寄售貨物的方式做生意。(on consignment) b. 確認由于往來電報而帶來的成交。(confirm, exchange) c 遺憾地說你方所報的價格我方不能接受。(acceptable) can do business on consignmen

14、t. confirm the transaction resulting from cable exchanged. regret to inform you that your offer is unacceptable to us. 第12頁/共69頁 3. Improving Training Translate the following sentences into English:1) 我們希望貨物能在8月份前發(fā)運。（consignment, dispatch）2) 我們相信11月15日前可以交貨。(make delivery)3) 我們相信此次的首次訂貨會導致將來貿(mào)易的進一步發(fā)展

15、。(be sure, result in)4) 由于我方急需，如你方盡早安排發(fā)貨我們將不勝感激。(dispatch v.)We hope that the consignments will be dispatched before August. We believe that delivery can be made before November 15. We are sure that this initial order will result in further business in the future. As we are in badly demand of the go

16、ods, we shall appreciate it if you dispatch the goods at early date. 第13頁/共69頁5）我們高興地確認從你處購進50公噸的花生。(confirm, purchase)6) 十分抱歉，由于天氣原因，我方不可能在本月底以前裝運貨物。(effect)7) 我們會確保貨物準時發(fā)運至你方港口。(dispatch n.)8）由于你方的報價有競爭力而且能讓我們接受，我們考慮大量的購買。(acceptable, large quantities)We are pleased to confirm having purchased from

17、 you 50 metric tons of peanuts. We regret to inform that, owing to the bad weather, we are unable to effect shipment before the end of the month. Well ensure the prompt dispatch of the goods to your port. As your quotation is competitive and acceptable to us, we are considering orders of large quant

18、ities. 第14頁/共69頁 4. Letter-writing practice: Please write a letter of an order with the given words, phrases and the list that show the requirements about the goods. inform sport supplies a steady market ship an irrevocable L/C payment in urgent need acceptance of the order delay cancel 100 cases35.

19、79/ case25-665EEGolf balls, 24 balls per case200 bags15.69/ bag607EEGolf bags, brown leatherette, with strap200 bags29.9/ bag680EEGolf bags, brown leather, with strapQuantityUnit Price US$Catalogue No.Description of Goods第15頁/共69頁Letter-writing practice: Dear sirs, We are delighted to inform you tha

20、t your sport supplies have found a steady market here. Please ship us the goods according to the following requirements: As usual, the payment for the above goods is going to be made by an irrevocable L/C open in your favor ten days after your acceptance of the order. Since our customers are in urge

21、nt need of the goods, please ship them by the first available vessel no later than July 30. For any delay in shipment, we will have the right to cancel the order. Looking forward to the arrival of our order in time. Yours faithfully Description of Goods Catalogue No.Unit Price US$QuantityGolf bags,

22、brown leather, with strap 680EE 29.9/ bag 100 bags Golf bags, brown leatherette, with strap607EE 15.69/ bag 100 bagsGolf balls, 24 balls per case 25-665EE 35.79/ case 20 cases 第16頁/共69頁More exercises 1.Translate the following expressions into Chinese: repeat orders purchase confirmation delivery dat

23、e dispatch department consignment goods D/P at 30 days sight續(xù)訂購貨確認書交貨期寄售部門發(fā)運貨物30天即期付款交單第17頁/共69頁2.Fill in the blanks with proper forms of given words: effect satisfy result regard purchase dispatched accept refer1) At present, supply can be _ only in small quantities.2) The quality of your new produ

24、cts _ us in every respect3) As a _ of our endeavor, we have obtained supplies for you. 4) In international business, sales confirmation is a document _ as a contract. effectedsatisfiedresultregarded第18頁/共69頁5) _to our enquiry of Oct. 25, we invite your attention to it.6) We are _ these goods for our

25、 own account.7) We would like to claim beforehand that if the quality of the goods _ by you is not in accordance with the contract, we have a right to refuse the goods.8) We are not sure that our quotation is _ to you. Referringpurchasingdispatchedacceptable第19頁/共69頁3 Write a routine order letter, u

26、sing the information below: 1) 對上次的原色布料供貨表示滿意。2) 要求再次訂貨： 商品貨號 數(shù)量 價格 9715 100，000碼 1.5 美元（碼） 9716 150，000碼 1.2美元（碼） 9623 120，000碼 1.4美元（碼）3) 要求對方接到訂貨信后三周內(nèi)裝運，最遲不能晚于9月30 日，因為顧客急需這批貨物。4) 計劃用D/P即期方式付款。第20頁/共69頁 We are satisfied with the quality of your gray cotton sheets, your supply have found a steady

27、market here. We are herewith placing a repeat order as follows: We hope that you will make delivery in three weeks on receipt of our order. Shipment should be effected no later than September 30 because our customers are in bad need of the goods. For your reference, we wish to effect payment by D/P

28、at sight. Please kindly let us have your confirmation.Yours faithfully, Specification No. Quantities Yard Unit Price (Per yard.) US $ 9715 100，000 1.5 9716 150，000 1.2 9623 120，000 1.4 第21頁/共69頁ContentsintroductionLesson 8 An OrderLesson 9 Sending contractSum-up1243 3第22頁/共69頁Lesson 9 Sending Contra

29、ct寄送合同TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled第23頁/共69頁* 部分合同條款的表達部分合同條款的表達1.品名條款 e.g. Name of Commodity: Chinese Tung Oil(桐油)2.品質(zhì)條款品質(zhì)條款是外貿(mào)合同中最重要的條款,必須明確約定商品的品質(zhì)。 (1)常用表述:一些商品按不同規(guī)格 (specification)來說明品質(zhì)。有些商品不能用規(guī)格描述,就直 接用雙方認可的等級(grade)表示品質(zhì)。 (2)品質(zhì)描

30、述 質(zhì)量以賣方樣品為準。Quality as per sellers sample. 質(zhì)量以買方樣品為準。Quality as per buyers sample. 憑規(guī)格、等級或標準買賣。Sales by specification, grade or standard. 良好平均品質(zhì)。Fair average quality, (F. A. Q.). 上好可銷品質(zhì)。Good merchantable quality, (G. M. Q.). 憑商標或牌號買賣。Sales by trademark or brand. 說明書買賣。Sales by specification. .第24頁/共

31、69頁(3) 品質(zhì)的實例參考表述:e.g. 以*在裝運港出具的品質(zhì)證書為最后依據(jù)。 Quality certificate by * at loading port to be taken as final 以制造者工廠檢驗為準。 Makers inspection in the factory to be final 以獨立公正行裝運時的檢驗質(zhì)量為準。 Quality inspected by independent public surveyor at the time of shipment to be final。 賣方憑樣品售貨，必須保證貨到時的質(zhì)量同樣品完全一致。 Goods so

32、ld by sample shall be guaranteed by the seller to be fully equal to sample upon arrival at destination. 裝運地裝貨時的良好平均品質(zhì)，以倫敦谷物貿(mào)易協(xié)會官方良好 平均品質(zhì)為準。 Fair average quality at the time and place of loading shall be assessed upon the basis of London Corn Trade Associations official s F. A. Q. standard. 質(zhì)量完全以賣方*日

33、提供的樣品為準。 Quality to be strictly as per sample submitted by the seller on *(date). 第25頁/共69頁3.數(shù)量條款 Quantity:(1)、計量單位： 數(shù)量 件package (pkg.) 個、只piece (pc.) 箱 case (c/s), chest, crate (crt.) 紙箱carton (ctn.) 匹 piece 包 bale 桶 drum (dr.), barrel (bl.; br.), cask (ck.), keg 袋bag, sack (sk.) 捆 bundle 筐（簍）baske

34、t 壇 jar 雙 pair 打 dozen (dz.) 羅 gross 大羅 great gross 張sheet 令 ream 卷 roll 盒 box 聽（罐）tin, can 瓶 bottle 套 set 第26頁/共69頁 重量 公噸 Metric Ton (M/T) 公斤kilogram (kg.)盎司 ounce 磅pound（lb.） 長度 米Meter英尺Foot英寸inch碼 yard 面積 平方米 Square Meter 平方英尺 Square Foot 平方碼 Square yard 體積 立方米Cubic Meter 立方英尺Cubic Foot 立方碼 Cubic

35、 yard 容積 公升Liter 加侖Gallon 蒲式耳 Bushel 第27頁/共69頁(2)數(shù)量條款 一般表述 當合同貨物包含不同貨號或品種時，除描述總數(shù)量外，還應(yīng)描述不同貨號貨物的數(shù)量 溢短裝條款e. g. : Quantity: 1000 M/T total.Quantity: 1000 M/T, 5% more or less at sellers option subject to contracted price Quantity: 1000 M/T, 3% more or less at buyers option; such excess or deficiency to

36、be settled by contracted price.第28頁/共69頁4. 包裝條款 (1)、包裝材料： 紙箱（carton）、木箱（wooden case, wooden crate）、編織袋 (poly bag, polythene bags)、 麻袋 (gunny bags)、單層舊/新麻袋sound/new single gunny bags、泡沫盒（foam box） 塑料編織袋 （pp woven bag） (2)、包裝條款的內(nèi)容：包裝材料、包裝規(guī)格、包裝總件數(shù) 句型：Packed in of each, to be packed in , each containing

37、, to 當合同貨物包含不同貨號或品種時，還應(yīng)列明不同貨號或品種貨物各自的包裝件數(shù) 第29頁/共69頁e. g. : Bee Honey 300 M/T.Packing: In wooden cases. 25 kgs. Net in a tin, 2 tins to a case, 60 cases total. Synthetic Camphor Powder 240M/T合成樟腦粉 Packing: In cartons of 25kgs net each with plastic bag sealed up inside, 240 cartons total. Gypsum in Lu

38、mps石膏塊 Packing: In bulk. Talc Powder 60M/T滑石粉 Packing: In 5-ply craft paper bags of 25kgs net each, 150 bags total.第30頁/共69頁Tin Ingot 120M/T Packing: In bundles of 1000 kgs. net each. 120 bundles totalPyrol Vsite Powder 錳粉 60M/T Packing: In paper bags or plastic bags with outer woven bag of about 50

39、kg net each. 1200 bags total.100% Cotton Mens Shirt. 600 dozen total. Packing: In cartons, one piece to a poly bag, one bag to a paper box. 3 dozen to a carton. Blue, white, yellow equally assorted. XL/3,L/6 and M/3 each dozen. 200 cartons total.第31頁/共69頁3.運輸標志 shipping marke. g. : Shipping Mark: At

40、 the Sellers option. Shipping Mark: At the Buyers option. The Shipping Mark must reach the Sellers one month before the time of Shipment. Shipping Mark: ABC New York Nos. 1-up SINGAPORE Shipping Mark: ABC New York S/C No. 12345 Nos. 1/up 第32頁/共69頁5. 價格條款 (1) 單價條款：計價貨幣、單價金額、計量單位、貿(mào)易術(shù)語e.g.: Unit Price:

41、 USD78.00 per piece FOB Nanning Unit Price: GBP 83.00 per set CIF Hamburg including 3% commission 或 GBP 83.00 per set CIFC3% Hamburg 第33頁/共69頁 Unit Price: JPY 2,400.00 per carton CFR Kobe less 4% discount 貨幣單位 USD United States DollarsGBP（Stg ）Great Britain Pound (Pound Sterling)EUR EuroCAD Canadian

42、 DollarsAUD Australian DollarsCNY Chinese YuanHKD Hong Kong DollarsJPY Japanese Yen 第34頁/共69頁(2)、總價條款：e.g.:Total Amount: USD31,280.00 only. (Say U. S. Dollars Thirty One Thousand Two Hundred and Eighty Only)Total Amount: Stg14,297.50 only. (Say Pounds Sterling Fourteen Thousand Two Hundred and Ninet

43、y Seven and 50% only) 第35頁/共69頁6. 裝運條款：(1)、裝運條款：起運港、目的港、裝運期限、分批裝運、轉(zhuǎn)船e.g.:Shipment: From Yantian to Antwerp during Oct./Dec., 2005. Partial shipments areallowed, Transshipment is not allowed.Shipment: From Nanning to Los Angeles not later than July 31, 2005. Partial shipment and transshipment are per

44、mitted. 第36頁/共69頁Shipment: From Shanghai to Sydney on or before May 31, 2005. Partial shipments and transshipment are prohibited.Shipment: From China port to Manchester in Sept., 2005. Partial shipments and transshipment are allowed.Terms of Shipment: Shipment to be effected from Guangzhou to Rotter

45、dam during March/April/May, 2005 in three equal monthly lots, each 1000 M/T with transshipment at Singapore only. 第37頁/共69頁(2)、以合同、信用證為基礎(chǔ)規(guī)定裝運期：e. g. : Time of Shipment: To be effected within 30 days after the date of contract. Time of Shipment: To be effected within 30 days after receipt of the rele

46、vant L/C. The L/C must reach the Sellers not later than xxx. 第38頁/共69頁7. 保險條款：(1) FOB、CFR合同： e.g. : Insurance: To be covered by the Buyer. Insurance: To be effected by the Buyer.(2) CIF合同: 投保人、投保金額、險別、險別依據(jù)句型：To be covered by for against as per dated e.g.:Insurance: To be covered by the Seller for 11

47、0% of total invoice value against F. P. A. and War Risk as per and subject to the relevant Ocean Marine Cargo Clauses of the Peoples Insurance Company of China , dated 1/1, 1981.Insurance: To be covered by the Seller for 110% of total invoice value against I. C. C. (A) and I. C. C. War Clause cargo

48、as per and subject to Institute Cargo Clause dated 1/1,1982. 第39頁/共69頁8. 支付條款：(1) 匯付方式e.g. :Payment: The Buyer shall pay 100% of the sales proceeds in advance by Demand Draft to reach the Sellers not later than Oct.15, 2005Payment: The Buyers shall pay the total value of the goods to reach the Selle

49、rs in advance by T/T(M/T, D/D) not later than June 30, 2005 第40頁/共69頁 (2) 托收方式Payment: By D/P at sight. (Upon first presentation the Buyers shall pay against documentary draft drawn by the Sellers at sight. The shipping documents are to be delivered against payment only.)Payment: By D/P at 90 days s

50、ight. ( The Buyers shall duly accept the documentary draft drawn by the Sellers at 90 days sight upon first presentation and make payment on its maturity. The shipping documents are to be delivered against payment only.)Payment: By D/A at 60 days sight. (The Buyers shall duly accept the documentary

51、draft drawn by the Sellers at 60 days sight upon first presentation and make payment on its maturity. The shipping documents are to be delivered against acceptance.) 第41頁/共69頁 (3) 信用證方式e. g. :Payment: By irrevocable L/C at sight.Payment: The Buyer shall open through a bank acceptable to the Seller a

52、n Irrevocable Letter of Credit payable by draft at sight to reach the Seller 45 days before the month of shipment, valid for negotiation in Nanning, China till the 15th day after the latest date of shipment.Payment: By Confirmed Irrevocable L/C at 30 days sight. 第42頁/共69頁Lesson 9 Sending Contract寄送合

53、同TEXTArm yourselfMain pointsMake yourself skilledTEXTArm yourselfMain pointsMake yourself skilled第43頁/共69頁3. Main points of the letterSpecimen 1 a. confirming the business b. sending the sales contract and asking for counter-signature c. asking for the opening of L/C d. expectation-early replySpecim

54、en 2a. receipt of the contract b. returning the counter-signature c. advising the opening of L/C and asking for shipment 第44頁/共69頁Chinese Version 信件一敬啟者: 茲提及我們雙方的電子郵件往來，很高興與你方達成30公噸的花生仁交易。隨函寄去354號銷售合同一式兩份，請會簽并返還一份以便我方存檔。 請早日開立相關(guān)的信用證，以及我方盡快安排裝運。 盼即復。 謹上 第45頁/共69頁信件二敬啟者: 我方及時收到你方關(guān)于30公噸的花生仁的354號銷售合同一式兩

55、份。按你方要求，由此返還其中一份，上面有我方的簽名。 我方已經(jīng)通過在倫敦的中國銀行開立了相關(guān)的信用證，相信很快寄達你方。一收到信用證，請立即安排裝運并告知我方船名和開航日期。 謹上 第46頁/共69頁4. Make Yourself Skilled I. Basic Training1.Translate the following expressions into Chinese: counter-signature in duplicate shipping advice name of steamer foreign exchange Sales Contract date of sai

56、ling advising bank 通知行 會簽一式兩份裝運通知船名外匯銷售合同開航日期第47頁/共69頁2. Choose the best answer:1)We hope you can give prompt attention to our request for the _ of the relative L/C.a. establishing b. establish c. establishment d. established2)Referring to the latest _ of the letter we are pleased to confirm having

57、concluded with you a transaction of 100 tons of coal.a. exchanged b. exchanging c. being exchanged d. exchange3)Thank you for your repeat order which as usual is receiving our immediate attention. As _ we will effect the shipment well in time.a. advised b. referred c. requested d. concluded4)We have

58、 made out and sent you our Sales Confirmation No.6060 _ and should you send back one copy duly countersigned.a. in duplicate b. of duplicate c. of two copies d. in two copies5)We will _ you of the time of delivery as soon as we make preparation.a. mention b. note c. learn d. advise c d d a c 第48頁/共6

59、9頁6)In order to ensure the requested shipment please open the covering L/C _ should reach us 30 days prior to the date of delivery. a. which b. in which c. on which d. of which7)For your information we have recently _ with a Japanese exporter a transaction of $10，000 on the terms of D/P at sight.a.

60、concludedb. brought c. realized d. come to 8)_ our order of June 17 we will keep you well advised of the relative development.a. With reference to b. Regards toc. Regards on d. With reference on9)We return herewith one copy _ signed to you for your files.a. with b. being c. duly d. due10) Since this