《国际贸易实务与操作》课件3-1.2:拟定合同(Signingthe subjectmattertermsofcontract ).ppt
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1、Formulation of contractFormulation of contract 20122012年年4 4月月2 2日,杭州万日,杭州万向纺织品进出口公司业务员向纺织品进出口公司业务员陈瑾收到了来自于美国纽约陈瑾收到了来自于美国纽约的客户的客户JohnJohn发来的邮件,邮发来的邮件,邮件内容如下:件内容如下:ScenarioScenarioDear Rosemary,Glad to receive your email dated March,29,2016.Through the consideration,we decide to accept your terms and
2、 confirm as follows:u Commodity and specification:Boys jacket,Style no.DJ123,Shell:woven twill 100%cotton,lining:woven 100%polyester u Quantity:5000pcs u Packing:20 pieces are packed in one export standard carton,solid color and solid size in the same carton.u Price and terms:USD10.7/pc CIFC5%DUBAIu
3、 Payment:By irrevocable letter of credit at 60 days after sight u Shipment:Within 60 days upon receipt the L/C of this deal.Shipment from Shanghai to Dubai,transshipment is allowed and partial shipment is not allowed.Please send us a confirmation and thank for your cooperation.Yours sincerely,Johnn合
4、同的形式合同的形式(Forms of contract)口头合同口头合同(verbal contract)书面合同书面合同(written contract)n合同的类型合同的类型(Types of contract)销售合同(销售合同(Sales contract)销售确认书(销售确认书(Sales confirmation)协议书(协议书(Agreement)订单(订单(Order)IntroductionIntroduction销售合同销售合同SALES CONTRACT卖方卖方SELLER:SELLER:MORNING STAR LTD.CO.21,KUMA ROAD,PUDONG D
5、ISTRICT SHANGHAI,CHINA编号编号NO.:980301日期日期DATE:FEB.18,2018地点地点SIGNED IN:SHANGHAI,CHINA买方买方BUYER:CANADIAN K&LIFDON DISTRIBUTORS101,LINDAR STREET,VANCOUVER,CANADA买卖双方同意以下条款达成交易:This contract Is made by and agreed between the BUYER and SELLER,in accordance with the terms and conditions stipulated below.1
6、.品名及规格品名及规格Commodity&Specification2.数量数量Quantity3.单价及价格条款单价及价格条款Unit Price&Trade Terms4.金额金额AmountCIF VANCOUVER GBW32 BASKETBALLGBW322 FOOTBALL ERVS VOLLEYBALL2000PCS2000PCS3000PCSUSD2.15/PCUSD2.6/PCUSD1.45/PCUSD4,300.00USD5,200.00USD4,350.00Total:7000PCSUSD13,850.00允许With5%溢短装,由卖方决定More or less of
7、shipment allowed at the sellers option5.总值总值Total ValueSAY US DOLLARS THIRTEEN THOUSAND EIGHT HUNDRED AND FIFTY ONLY6.包装包装PackingIN CARTONS OF 50 PIECES EACH7.唛头唛头Shipping MarksDESIGNED BY THE SELLER8.装运期及运输方式装运期及运输方式Time of Shipment&means of TransportationDURING APRIL BY SEA9.装运港及目的地装运港及目的地Port of
8、Loading&DestinationFROM SHANGHAI TO VANCOUVERPARTIAL SHIPMENT TO BE PROHIBITED AND TRANSHIPMENT TO BE ALLOWED10.保险保险InsuranceCOVERING ALL RISKS AND WAR RISK FOR 120%INVOICE VALUE AS PER CIC(1981.1.1)CLAIM AT DESTINATION PORT11.付款方式付款方式Terms of PaymentTHE BUYER SHOULD OPEN THE SIGHT IRREVOCABLE LETTE
9、R OF CREDIT FOR FULL INVOICE VALUE TO THE SELLER NOT LATER THAN THE END OF MARCH;THE CREDIT IS VALID BY NEGOTIATION WITHIN 10 DAYS AFTER THE DATE OF SHIPMENT IN CHINA.商品的品名及规格商品的品名及规格Commodity&SpecificationCommodity&Specification一、商品名称一、商品名称 Name of CommodityName of Commodity二、商品质量二、商品质量 QualityQual
10、ity of goods of goods三、规定品质条款的注意事项三、规定品质条款的注意事项Some key pointsSome key pointsnWays of expressing commodities Ways of expressing commodities quality quality 1 1、Actual goodsActual goods看货买卖看货买卖Sale by actual goodsSale by actual goods凭样品买卖凭样品买卖Sale by sampleSale by sample卖方样品卖方样品买方样品买方样品回样(对等样品)回样(对等样
11、品)IntroductionIntroductionCounter Samplethe Buyers Samplethe Sellers Sample 样品的作用样品的作用Functions of sample样品代表商品品质样品代表商品品质样品代表样品代表 企业形象企业形象样品决定商品价格样品决定商品价格样品是对样品是对 企业生产能力的证明企业生产能力的证明样品是验货和索赔的依据样品是验货和索赔的依据 样品的种类样品的种类Types of sample原样(原样(original sample)复样(复样(duplicate sample)测试样(测试样(test sample)修改样(修改
12、样(modified sample)确认样(确认样(approval sample)产前样(产前样(pre-production sample)生产样(生产样(production sample)大货样大货样出货样(出货样(shipping sample)船样船样封样(封样(sealed sample)例:例:The sample shall be treated as an The sample shall be treated as an integral part of this contract,the integral part of this contract,the qualit
13、y of the goods shall quality of the goods shall not be delivered below the sample.not be delivered below the sample.-合同样品对日后交货有绝对约束力。合同样品对日后交货有绝对约束力。How to evaluate?2 2、Description Description凭规格、等级、标准凭规格、等级、标准凭说明书和图样凭说明书和图样凭商标或牌号凭商标或牌号凭产地名称凭产地名称by Name of Originby Name of Origin以文字说明表示品质以文字说明表示品质 D
14、escriptionDescription of commodities of commodities by Specification/Grade/Standardby Specification/Grade/Standardby Brand or Trade Markby Brand or Trade Markby by DescriptionDescription Illustrations凭规格买卖凭规格买卖 Sale by SpecificationnPuritynContentnWeightnSizenThicknessnNortheast China rice specifica
15、tions:moisture(maximum)14%,impurities(maximum)2%,imperfect particles(maximum)7%.ExampleExample凭等级买卖凭等级买卖 Sale by GradeLargeMediumSmallSuperFirstSecondThirdGradePure(minimum)Impurities(highest)Level one98.60 0.4Level two97.20 0.8Level three95.801.2Level Four94.401.6Level five93.002.0ExampleExample凭说明
16、和图样买卖凭说明和图样买卖 Sale by Description Illustrations凭商标或牌号买卖凭商标或牌号买卖 Sale by Brand or Trade Mark凭原产地买卖凭原产地买卖 Sale by Name of OriginFAQ良好平均品质良好平均品质Fair average quality适用于品质比较稳定的农副产品适用于品质比较稳定的农副产品注明生产年份和产地注明生产年份和产地 GMQ上好可销品质上好可销品质Good merchantable quality比较笼统比较笼统,一般少用,一般少用nThe term of quality(一)基本内容(一)基本内容
17、Stipulate the specification/grade/standard/brand/the place of origin/illustration of the commodities in detail(二)(二)Ways of flexible range of quality in the contractWays of flexible range of quality in the contract1 1、Q Quality to be about equal to the uality to be about equal to the samplesample.2
18、2、品质公差、品质公差(quality tolerance)(quality tolerance)3 3、规定机动幅度规定机动幅度 (Flexible Range)(Flexible Range):范围;极限范围;极限&上下差异。上下差异。IntroductionIntroductionnUse of all kinds of waysUse of all kinds of ways“tiger”brand lighters as per samples no.101 dated Jan.10,2018.china sesame seed:moisture(max.)7%,admixture(
19、max.)3%,oil content(min.)51%.Rifampicin in conformity with B.P.1993IntroductionIntroduction总原则:总原则:准确性准确性灵活性灵活性AccurateAccurateFlexibleFlexibleCase discussionCase discussion 德国某公司按照凭样品成交方式从美国购进一德国某公司按照凭样品成交方式从美国购进一批当饲料用的谷物,由于美国商人所交货物的品质批当饲料用的谷物,由于美国商人所交货物的品质太好,使德国海关误认为是供人食用的粮食而课以太好,使德国海关误认为是供人食用的粮食而
20、课以重税,使德商增加了一大笔税务开支,因此,德商重税,使德商增加了一大笔税务开支,因此,德商诉诸法院要求美商赔偿因交货品质与样品不符所造诉诸法院要求美商赔偿因交货品质与样品不符所造成的关税差额损失。你认为该案应该如何判决,并成的关税差额损失。你认为该案应该如何判决,并说明理由。说明理由。Practice-Please choose the right way to express their qualityn请为以下商品选择合适的品质表示方式请为以下商品选择合适的品质表示方式n1.1.粉丝,产于龙口粉丝,产于龙口 A A-Sale by sample-Sale by samplen2.2.做工
21、精细的工艺品做工精细的工艺品 B B-Sale by-Sale by specificationspecificationn3.3.鸭绒鸭绒 C C-Sale by-Sale by illustrationillustrationn4.4.精密仪器精密仪器 D D-Sale by-Sale by brandbrandn5.5.乒乓球,红双喜牌乒乓球,红双喜牌 E E-Sale by place of-Sale by place of originorigin(Based on the scenario)DemonstrationDemonstration1.品名及规格品名及规格Commodit
22、y&Specification2.数量数量Quantity3.单价及价格条款单价及价格条款Unit Price&Trade Terms4.金额金额Amount Boys jacket Style no.DJ123 Shell:woven twill 100%cotton lining:woven 100%polyester as per the confirmed sample No.007 of Oct.22,2016 and order no.989898Total:允许With溢短装,由卖方决定More or less of shipment allowed at the sellers
23、 option5.总值总值Total ValuePractice-Please draw the terms of quality according to the following email 发件人:此框贴“塑料围栏”图案此框尺寸为收件人:日 期:2013-02-25 17:01:46主 题:Enquiry on Plastic Green Lawn Edging附 件:plastic green lawn edging.jpgDear Miss Gu,Thanks for your sample of Plastic Green Lawn Edging,item no.P0087 on
24、 Feb.19,2013.We would be appreciated if you would give us a quotation in USD/pc on FOB,and CFR Felixstowe,The order quantity is 30 000 pieces;The payment will be made by D/P at sight.Best regards,Annie Whiteand Leisure LimitedAdd:31,Hunnington,Halesowen,West Midlands,B62 OEW Tel:0044-121-6078075 Fax
25、:0044-121-6078076 E-mail:Reference answerReference answer1.品名及规格品名及规格Commodity&Specification2.数量数量Quantity3.单价及价格条款单价及价格条款Unit Price&Trade Terms4.金额金额AmountPlastic Green Lawn EdgingItem no.P0087As per sample on Feb.19,2013Total:允许With溢短装,由卖方决定More or less of shipment allowed at the sellers option5.总
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