第七章銷售合同和銷售確認書

第七章銷售合同和銷售確認書學習目標了解銷售合同和確認書的基本內(nèi)容重點掌握銷售確認書和合同形式和要求了解圍繞銷售合同的信函往來書寫的典型句型和表達用語概述

如果賣方的報價（offer）無條件地被買方接受，或者買賣雙方經(jīng)過貿(mào)易條款磋商達成一致，由買發(fā)方發(fā)出訂單；或買方根據(jù)賣方報價直接發(fā)出訂單，再由賣方對訂單進行函電確認以后，交易就進入了定購貨物階段。這時可由賣方寄發(fā)銷售合同或者銷售確認書，也可由買方在訂購貨物時直接把購貨合同或者購貨確認寄給賣方。購貨合同和購貨確認書是買賣雙方在通過交易磋商達成交易后，是由買方出具并寄給雙方加以確認的列明達成交易條件的書面證明，經(jīng)買賣雙方簽署的確認書，是法律上有效的文件，對買賣雙方具有同等的約束力。第一節(jié)銷售合同的形式和基本內(nèi)容銷售確認書和銷售合同是買賣雙方在通過交易磋商達成交易后，是由賣方出具并寄給雙方加以確認的列明達成交易條件的書面證明，經(jīng)買賣雙方簽署的確認書，是法律上有效的文件，對買賣雙方具有同等的約束力。在進出口貿(mào)易中，銷售合同主要有兩種形式，即正式合同(contract)和合同確認書(confirmation)，雖然繁簡不同，但具有同等法律效力，對買賣雙方均有約束力。書面合同的內(nèi)容一般由下列三部分組成：約首、正文、約尾。第二節(jié)銷售確認書及相關(guān)函電往來

例1：DearSirs:Subject:Orderfor10,000PairsofLeatherBagsInreplytoyourletterofJune12,weareinterestedinyourvariousleatherbagsandhavedecidedtoplaceatrialorder試定

asperthetermsstatedinyourofferofJune12.Pleasetakespecialcareofthequalityandthepackageofthisorder.Theleathershouldbeofthesamequalityasthatusedinthesample.Wehopethatyoucanpackeachbaginanairtightpolythenebag密封的塑料袋,adozen一打

bagsinaboxandthen20boxesintoastrongseaworthywoodencase海運的結(jié)實木箱.

敬啟者：主題：訂購10000個皮包現(xiàn)回復貴公司6月12日函電。我公司對貴公司的各式皮包感興趣，并按你方6月12日所報的條件試訂一批皮包。請你們對這批貨物的質(zhì)量和包裝給與特別關(guān)注。所用的皮革應與樣品的質(zhì)量相符。我們希望每個皮包都能用塑料袋密封包裝，然后每12個皮包裝入一個紙盒，再把20個紙盒裝入一個適合海洋運輸?shù)慕Y(jié)實木箱。Weplacethisorderontheclearunderstandingthat基于youcanguaranteeshipmentatDaliantoNewYorkbyOct.1,andwereservetherighttocancelitandrefuse拒絕

delivery接收

afterthisdate逾期.Wewillordermoreifthefirstorderwithyouproves證明

tobesatisfactory.Pleaseconfirmtheacceptanceofourorderbyreturn回復.Uponreceiptofyourconfirmation,anL/Cwillbeissued.Yourssincerely,我公司下此訂單的條件是貴方能保證在10月1日之前將貨物由大連運至紐約。如若逾期不能交貨，我公司保留取消訂單與拒收貨物的權(quán)利。如果首次訂貨令我們滿意的話，我們以后將再惠顧你方。如果你方愿意接受我們的訂貨，煩請來函確認。一旦你方予以確認，我方將馬上開出信用證。重要語句Asperthetermssatedinyouroffer按照你方所報條件Thequalityisasperthecataloguewe'veprovided.品質(zhì)按照我們提供的目錄。Takespecialcareofthequalityandthepackage特別關(guān)注貨物質(zhì)量和包裝Astrongseaworthywoodencase適合海洋運輸?shù)慕Y(jié)實木箱seaworthypacking適航包裝，海運包裝Reservetherighttodosomething保留……權(quán)利例2：確認訂單發(fā)送銷售確認書DearSirs,Weareverypleasedtoreceive收到

yourorder(No.132)forLeatherBags.WeaccepttheorderandareenclosingyouourSalesConfirmation

銷售確認書No.123induplicate

一式二份ofwhichpleasecountersign會簽andreturnonecopytousforourfile.已獲悉貴方第132號訂購皮包的訂單。我方按相應條款接受訂單并隨函附寄我方第123號銷售確認書一式二份。請會簽后寄回一份供我方存檔。PleasenotethataconfirmedandirrevocableLetterofCredit保兌的不可撤銷的信用證inourfavorcoveringtheabovementionedgoodsshouldbeestablishedimmediately.Thestipulations規(guī)定

intherelevant相關(guān)的

Letterofcreditshouldstrictlyconform相符tothetermsstatedintheherewithenclosedSalesConfirmationsoastoavoidpossiblesubsequent以后的

amendments修改.請貴方注意，請對上述貨物立即開立以我方為受益人的、保兌的、不可撤銷信用證。有關(guān)信用證的條款應該嚴格遵循所附的銷售確認書的規(guī)定，以避免今后可能出現(xiàn)的修改。

AssoonaswegetyourL/C,weshallarrangethedelivery交貨

immediately.Webelievethatthegoodswillturnouttobeofyourentiresatisfactionandwemayhavefurtherordersfromyou.一旦收到貴方信用證，我方將馬上安排裝運。我們相信我們的貨物能令貴方完全滿意，同時也希望繼續(xù)收到貴方訂單。Yoursfaithfully，重要語句Countersign，countersign;countersignature會簽EnclosedisourcontractNo.123induplicate,ofwhichpleasereturnusonecopy,dulycountersign.隨函附上我方123號合同一式二份，請會簽并寄回一份。Returnonecopytousforfile寄回一份供我方存檔AconfirmedandirrevocableLetterofcreditinourfavor以我方為受益人的、保兌的、不可撤銷信用證Turnouttobeyourentiresatisfaction令貴方完全滿意例3：會簽合同DearSirs,Weareinreceiptofyourcontractwithsignatureinduplicate一式二份

onTuesdayandpleasedtomakeyouourcountersignature會簽attached附上的

herewith.Nowweareinurgentneedoftheproducts,thuswefaxyouthisletterandthecontractforthearrangementofyourearlyshipmentdeliveryandtheoriginalcontractwithoursignaturewillalsobedulysenttoyousoon.Thanksalotandyourpromptcooperationwillbehighlyappreciated.Yoursfaithfully,

貴方所簽發(fā)的合同一式二份于周二收悉，我方已會簽。由于急需供貨，現(xiàn)將我方會簽的合同傳真至貴方，以便盡快安排發(fā)貨。合同正本立即寄去。衷心感謝貴方的及時配合。重要語句Countersignature會簽inurgentneedof急需Asweareinurgentneedofthegoods,pleasemakeupandshipourorderimmediately.由于我們急需貨物，請立即包裝并發(fā)運我方訂貨。銷售確認書（實例）銷售確認書SALESCONFIRMATION合同號：G47450331ContractNo.：G47450331日期：2011年10月18Date:2011-10-18簽約地點：昆明SignedAt:KUNMING賣方：云南華龍紡織品貿(mào)易有限公司傳真：110-210-11

Fax:110-210-11Sellers:YUNANHUALONGTEXTILECORP

地址：中國云南昆明人民路55號Address:55Renmingroad,KunmingYunnan,China

買方：弗蘭克紡織公司傳真：210-392-18

Fax:210-392-18Buyers:FRANkTEXITILECO.LTD地址：加拿大哥本哈根梅范斯德路18號Address:18MayfcedRoadCopenhagenDenmarkCanada茲買賣雙方同意成交下列商品訂立條款如下：

TheundersignedSellersandBuyershaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionsstipulatedbelow:6.付款方式:請在裝運期前30天開給我方保兌的、不可撤銷的、即期信用證。Payment:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.7.包裝：12打/箱200箱裝一集裝箱

Packing：12dozensinacarton，200cartonsinateufcl8.裝運期限：收到可以轉(zhuǎn)船及分批裝運之信用證7天內(nèi)裝出。TimeofShipment:Within

7

daysafterreceiptofL/Callowingtranshipmentandpartialshipment.9.裝運口岸：天津

PortofLoading：TIANJINCHINA10.目的港：溫哥華

PortofDestination:VANCOUVER11.保險：按發(fā)票金額的110%投保一切險及戰(zhàn)爭險（不包括罷工險）。Insurance:Tobecoveredbythesellerfor110%oftotalinvoicevalue.Coveringallrisksandwarriskonly(excludingS.R.C.C.)12.仲裁：凡因執(zhí)行本合同或與本合同有關(guān)事項所發(fā)生的一切爭執(zhí)，應由雙方通過友好的方式協(xié)商解決。如果不能取得協(xié)議時，則在被告國家根據(jù)被告仲裁機構(gòu)的仲裁程序規(guī)則進行仲裁。仲裁決定是終局的，對雙方具有同等約束力。仲裁費用除非仲裁機構(gòu)另有決定外，均由敗訴一方負擔。

Arbitration:AlldisputesinconnectionwiththisContractortheexecutionthereofshallbesettledbynegotiationbetweentwoparties.Ifnosettlementcanbereached,thecaseindisputeshallthenbesubmittedforarbitrationinthecountryofdefendantinaccordancewiththearbitrationregulationsofthearbitrationorganizationofthedefendantcountry.Thedecisionmadebythearbitrationorganizationshallbetakenasfinalandbindinguponbothparties.Thearbitrationexpensesshallbebornebythelosingpartyunlessotherwiseawardedbythearbitrationorganization.備注：買方收到本售貨確認書后立即簽回一份，如買方對本確認書有異議，應于收到后5天內(nèi)提出，否則認為買方已同意本確認書所規(guī)定的各項條款。

REMARKS：TheBuyersarerequestedtosignandreturnonecopyofthisSalesConfirmationimmediatelyafterreceiptofthesame.Objection,ifany,shouldberaisebytheBuyerswithinfivedaysafterthereceiptofthisSalesConfirmation,intheabsenceofwhichitisunderstoodthattheBuyershaveacceptedthetermsandconditionsoftheSalesConfirmation.賣方：云南華龍紡織品貿(mào)易有限公司

談嘉THESELLERS：YUNANHUALONGTEXTILECORP買方：弗蘭克紡織公司

DENGFEITHEBUYERS：FRANkTEXITILECO.LTD銷售確認書兩條主要條款PAYMENT付款條件:Byconfirmed,irrevocable,transferrableanddivisibleL/Ctobeavailablebysightdrafttoreachthesellersbefore_____andtoremainvalid有法律效力的

fornegotiationinChinauntil15daysaftertheaforesaid上述的

timeofshipment.TheL/Cmustspecifythattrans-shipmentandpartialshipmentsareallowed.買方須于___年___月___日將保兌的，不可撤銷的，可轉(zhuǎn)讓可分割的即期信用證開到對方。信用證議付有效期延至上列裝運期后15天在中國到期，該信用證中必須注明允許分運及轉(zhuǎn)運。ARBITRATECLAUSES仲裁條款:Anydisputearisingoutof

引起的inconnectionwiththuscontractshallbereferredtoChinainternationaleconomicandtradearbitrationcommissionforarbitrationinaccordancewithitsexistingrulesofarbitration.Theplaceofarbitrationshallbe____.Thearbitralawardisfinalandbindinguponthetwoparties.

凡因本合同引起的或與本合同有關(guān)的爭議，均應提交中國國際經(jīng)濟貿(mào)易委員會，按照申請仲裁時該會現(xiàn)行有效的仲裁規(guī)則進行仲裁，仲裁地點在____，仲裁裁決是終局，對雙方均有約束力。第三節(jié)銷售合同及相關(guān)函電往來DearSirs,InreplytoyourcounterofferofJune10,weareheresendingyouthisconfirmingletter,acceptingallyouhavecounter-offeredasfollows:

關(guān)于貴方6月10日還盤，我方接受你方的所有還盤，并在此作如下確認：Commodity:HaierTVsets產(chǎn)品名稱：海爾牌電視機Specifications:asperlistattached規(guī)格：詳見隨附單據(jù)

Quantity:5000sets數(shù)量：5000臺Packing:infirm,plastic,waterproof防水的cases包裝：置于結(jié)實、有塑料內(nèi)襯、防水的箱子中。Price$400.00presetshipmentnolaterthanAugust20價格：400.00美元/臺Shipment:nolaterthanAugust20裝船：不遲于8月20日Payment:byaconfirmedandirrevocableletterofcreditinourfavor,payablebydraftatsight即期匯票付款方式：以我方為受益人的、保兌的、不可撤銷的即期信用證付款Pleasesendusyoursalescontractthesoonestpossible,andyourpromptarrangementfortheorderedgoodswillbehighlyappreciated.請盡快回寄貴方的銷售合同，對貴方的妥善安排深表感謝。Yoursfaithfully,例5:寄發(fā)銷售合同DearSirs,ThankyouforyourletterofJune12thfor5000TVsetsandwearepleasedtoconfirmyourorder.Price:atRMB$400.00perset,CIFC3%NewYork.CIF紐約含3%的傭金.Packing:inwoodenboxes.Thoughtheprevailing現(xiàn)行的

quotationsaresomewhat有點

lowerthanourexpectation,wewillstillaccepttheorderonthesametermsasyoumentionedwithaviewtoencouraging鼓勵business.

感謝貴方6月12日來函提及訂購我方5000臺電視機，我方現(xiàn)確定貴方訂貨。價格：紐約到岸價每臺400美元，含你方傭金3%包裝：木箱雖然現(xiàn)行報價比我們預期偏低，我方仍然接受合同條款，以促進雙方的進一步合作。

Asrequestedinyourprevious上一次的

letter,wehavemadeoutandsendyoutheSalesContractintriplicate

一式三份andshallbegratefulshouldyousendbackonecopydulycountersigned.Wearepleasedtolearnthatyoucanimmediatelyopenaletterofcreditinourfavor.Inordertoavoidsubsequentamendments,herewewouldliketodrawyourattentiontothefactthatthestipulationsintherelativecreditshouldconformstrictlytothetermsinourSalesContract.Weappreciateyourcooperationandtrust相信

thattheshipmenttobedispatched發(fā)貨

uponreceiptoftheletterofcreditwillturnouttoyourcompletesatisfaction.Yoursfaithfully,根據(jù)你方前次來函要求，我方已制定并寄去銷售確認書一式三份，請將其中一份簽字后回寄我方。很高興貴方將開立有我方為受益人的信用證。同時，為了避免今后修改，請注意有關(guān)信用證的表述應當嚴格按照我方銷售合同中的相關(guān)條款。請確信，我方將妥善辦理你方訂購事宜。重要語句Prevailingquotations現(xiàn)行報價Onthesameterms依照相同的條款Withaview

以…為目的toencouragingbusiness為了促進交易Weagreetoyourproposalwithaviewtodevelopmentofbusiness.為了發(fā)展業(yè)務我們同意你方的建議。Avoidsubsequentamendments避免日后修改銷售合同（salescontract）p86-89

（簡要講解）7.Shippingmark裝運嘜頭

:Oneachpackageshallbestenciled用模板印

conspicuously顯著地

:portofdestination,packagenumber,grossandnetweights,measurementandtheshippingmarkshownontherightside.(fordangerousand/orpoisonous有毒的

cargo貨物,thenatureandthegenerallyadoptedsymbolshallbemarkedconspicuouslyoneachpackage)每件貨物上應刷明到貨口岸、件號、每件毛重及凈重、尺碼及右列嘜頭（如危險及/或有毒貨物，應按慣例在每件貨物上明顯刷出有關(guān)標記及性質(zhì)說明）。

10.TermsofPayment付款條件:ByConfirmed,Irrevocable,TransferableandDivisibleL/CtobeavailablebysightdrafttoreachtheSellerbefore____andtoremainvalidfornegotiationinChinauntil_____aftertheTimeofShipment.TheL/Cmustspecifythattransshipment轉(zhuǎn)運andpartialshipmentsareallowed.買方須于___前將保兌的，不可撤銷的，可轉(zhuǎn)讓可分割的即期信用證開到賣方，該信用證的有效期延至裝運期后___天在中國到期，并必須注明允許分批裝運及轉(zhuǎn)船。

TheBuyershallestablishaLetterofCreditbeforetheabove-stipulatedtime,failingwhich.theSellershallhavetherighttorescind撤銷

thisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer,ortolodge提出

aclaimforthedirectlossessustained,ifany.買方未在規(guī)定的時間內(nèi)開出信用證，賣方有權(quán)發(fā)出通知取消本合同，或接受買方對本合同未執(zhí)行的全部或部分，或?qū)σ虼嗽馐艿膿p失提出索賠。13.Quality/Quantitydiscrepancy品質(zhì)/數(shù)量異議（不符合之處）:Incaseofqualitydiscrepancy,claimshouldbefiled提出訴訟

bytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination,whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippeddueto由于

causesforwhichtheInsuranceCompany,ShippingCompany,otherTransportationOrganization/orPostOfficeareliable.如買方提出索賠，凡屬品質(zhì)異議須于貨到目的口岸之日起30天內(nèi)提出，凡屬數(shù)量異議須于貨到目的口岸之日起15天內(nèi)提出，對所裝貨物所提任何異議于保險公司、輪船公司、其他有關(guān)運輸機構(gòu)或郵遞機構(gòu)所負責者，賣方不負任何責任。14.TheSellershallnotbeheldresponsibleforfailureordelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesContractinconsequenceof

因anyForceMajeureincidents,whichmightoccur.ForceMajeureasreferredtointhiscontractmeansunforeseeable，unavoidableandinsurmountable不能克服的

objective客觀的

conditions情況.由于發(fā)生人力不可抗拒的原因，致使本合同不能履行，部分或全部商品延誤交貨，賣方概不負責。本合同所指的不可抗力系指不可干預、不能避免且不能克服的客觀情況。15.Arbitration仲裁:AnydisputearisingfromorinconnectionwiththeSalesContractshallbesettledthroughfriendlynegotiation.Incasenosettlementcanbereached,thedisputeshallthenbesubmitted提交

toChinaInternationalEconomicandTradeArbitrationCommission(CIETAC,ShenzhenCommission)forarbitrationinaccordancewithitsrulesineffectatthetimeofapplyingforarbitration.Thearbitralawardisfinalandbindinguponbothparties.因凡本合同引起的或與本合同有關(guān)的任何爭議，如果協(xié)商不能解決，應提交中國國際經(jīng)濟仲裁委員會深圳分會。按照申請仲裁時該會當時施行的仲裁規(guī)則進行仲裁。仲裁裁決是終局的，對雙方均有約束力。16.Notices通知:Allnoticeshallbewrittenin____andservedtobothpartiesbyfax/e-mail/courie