外贸函电之意向书,协议和合同课件

Letter of Intent, Agreements and Contracts,Learning Objectives,What are Letter of Intent, Agreement and Contract? Various Forms of International Trade Agreement and (or) Contract Examples,Three Kinds of Common Legal Documents,1.Letter of Intent (意向书): A letter of intent or LOI is a document outlining an agreement between two or more parties before the agreement is finalized. Such agreements aim at closing a financially rather large deal. LOIs resemble written contracts, but are usually not binding(有约束力的) upon the parties. The purposes of an LOI may be: to clarify the key points of a complex transaction for the convenience of the parties to declare officially that the parties are currently negotiating, as in a merger(兼并) or joint venture proposal to provide safeguards in case a deal collapses during negotiation,Three Kinds of Common Legal Documents,2. Agreement(协议书): A consensus of mind, or evidence of such consensus, in spoke or written form, relating to anything done or to be done. 协议是对已经做或准备做的相关事宜，经过谈判、协商后取得一致意见，以口头或书面形式做出的约定。 3. Contract (合同): A contract is a legally binding exchange of promises or agreement between parties that the law will enforce.,The difference between agreement and contract Although often used as synonyms with “contract”, agreement is a broader term, e.g. an agreement might lack an essential element of a contact.“ 即“协议”和“合同”经常用作同义词，但“协议”这一术语含义更广，例如协议可能缺乏合同的必备条款（essential clauses/provisions）。 实际使用当中，协议可不受必备条款的限制，而称为合同的文体肯定少不了必备条款，有的合同将其单列，称为一般条款（General provisions）。1999中国合同法第十二条规定了八项一般条款，分别是： 1. title or name and domicile of the parities(当事人的名称或姓名和住址) 2. contract object(标的) 3. quantity(数量) 4. quality(质量) 5. price or remuneration(价款或者报酬) 6. time limit, place and method of performance (履行期限、地点和方式) 7. liability for breach of contract(违约责任) 8. methods to settle disputes (解决争议的方法) 上述解释说明，contract(合同)和agreement(协议)的概念虽然接近，但使用范围不同，不能互换使用。合同是协议的重要组成部分，所有合同一定是协议，而协议不见得都是合同。可以说具备合同成立要求的具有强制执行力的协议才是合同。,Form of a Contract or an Agreement,1. Head (首部) title number date and place preface 2. Body (正文) style of stipulations style of forms combination of the styles of stipulations and forms 3. End (尾部) copies and conserves languages used full name of the parties seals enclosure(s), if any,Requirements of Writing a Contract or an Agreement,1. Writing principle equality mutual benefit common negotiations 2. Stipulations complete concrete definite 3. Words and expressions proper logical not ambiguous,Forms of International Trade,1. Distribution (经销) Fixed Distribution (定销) Exclusive Sales (包销) 2. Agency (代理) 3. Consignment (寄售) 4. Fairs and Sales (展卖) 5. Invitation to bid and Bid (招标与投标） 6. Auction (拍卖) 7. Futures Trade (期货交易) 8. Counter Trade (对销贸易) Barter (易货) Counter Purchase (互购贸易) Product Buyback (产品回购), 接近于我国的补偿贸易(Compensation Trade) Switch Trade (转手贸易) Offset (抵消交易) 9. Processing and Assembling Trade (加工装配业务),Exclusive Sales (包销),Also called exclusive distribution (独家经销) or sole distribution (总经销). Retail selling strategy typically used by manufacturers of high-priced, generally upscale merchandise, such as cars or jewelry, whereby manufacturers grant certain dealers exclusive territorial rights to sell the product. The retailer benefits from the lack of competition, and the manufacturer benefits from a greater sales commitment on the part of the retailer. Additionally, exclusive distribution gives the manufacturer greater control over the way the product is merchandised. The relation between the supplier and the distributor is Principal to Principal：the distributor sells goods in his own name and on his own account.,Features of Exclusive Sales,三定：在包销协议中定商品、定期限、定地区 三自：指包销商自行购买、自行销售、自负盈亏 一专：指专营权（专买权、专卖权） 定销与包销的不同是：没有专营权,包销方式的利弊,利： 有利于调动包销商的经营积极性 有利于利用包销商的销售渠道，达到巩固和扩大市场的目的 可以减少多头经营产生的自相竞争的弊病。,弊 对包销商或包销商品选择不当时，如市场发生变化，包销商可能会“包而不销”或“包而少销”，出口商出口受阻 包销商可能凭借其独家专营权的地位，操纵或垄断市场，对出口人进行压价，以谋取高额理论，从而损害出口商的利益。,The Contents of Exclusive Distribution Agreement (see the example on Page252),包销协议名称、签约日期与地点（Name of the agreement and the date and place of signing it) 包销协议双方的关系（Relationship between the two parties concerned) Principal to Principal 包销商品的范围(Scope of the distributed commodity) 包销地区(Area of distribution) 包销期限(Period of distribution) 专营权（Exclusive right） 包销数量或金额(Distributed quantity and amount) 作价方法(Methods of pricing) 其他义务，如提供广告宣传、市场报道及商标保护 (Other obligations as advertising & publicity, reports on market conditions and trademark protection ),Agency (代理),Contractual arrangement under which an agent acquires the right to negotiate sale of a principals goods or services, usually in exchange for a commission or fee computed as a percentage of sales generated. The agent signs contracts with a third party on behalf of the principal or does other matters relating to the sales in compliance with the instruction from his principal, while the principal shall be responsible for the agents business activities and the obligations incurred therein. The agent cant surpass the scope of authority and he cant sign contract in his own name. He is a middleman and receive commission. He is free from the responsibilities of the contract.,出口企业,代理人,客户,中介关系,委托代理关系,买卖关系,总代理（General Agent） 委托人在指定地区的全权代表。不仅可以代表委托人签订买卖合同和处理其他的商业事务，而且可以代为进行一些非商业性的活动。总代理一般都是委托人的驻外机构或子公司。 独家代理（Sole Agent or Exclusive Agent ） 指代理人在指定地区和时间内，对委托人指定的商品享有专营权力，但是，这种专营权与包销的专营权性质不同，不是买卖关系，而是委托与代理关系。 一般代理（Agent）或佣金代理(Commission Agent) 没有专营权的代理。委托人在同一地区可选择多家客户作为推销同一种商品的代理商。,Types of Agent,代理人与委托人之间的关系只是委托代理关系, 而不是买卖关系; 代理人一般以委托人的名义, 运用委托人的资金,从事相关的业务活动; 代理人一般只介绍生意,招揽订单, 不承担履行合同的义务; 代理人不管交易中的盈亏, 只取佣金。,Features of Agency,Contracting Parties (订约人） Commodity and Quantity or Amount (商品名称及数量或金额) Territory （经销地区) Payment (付款) Commission (佣金) Reports on Market Conditions (市场情况报告) Advertising & Publicity Expenses (广告宣传费用) Validity of Agreement (协议有效期) Arbitration (仲裁) Other Terms & Conditions (其他条款),The Contents of Agency Agreement (see the example on Page 243),包销与独家代理方式的比较,相同点： 1、都具有垄断性质，都有在指定地区和期限内对某种商品专营的权利。 2、能调动包销商和独家代理商经营商品的积极性。 区别： 1、当事人之间的关系不同。包销商与出口商之间是买卖关系；而代理人与委托人之间是委托代理关系。 2、承担风险不同。包销商承担经营风险；代理商不承担经营风险。 3、取得的报酬不同。包销商赚取利润，独家代理商赚取的是佣金。,Consignment (寄售),The consignor delivers the goods to the place of consignment abroad first, then entrusts the consignee with the task to sell the goods according to the conditions and methods stipulated in the agreement of consignment. The act of consigning, which is placing goods in the hand of another, but retaining ownership until the goods are sold. The consignor shall first deliver the goods to consignment agent. Before the agent sells out the goods, the title to the goods still belongs to the consignor. The agent is commissioned to sell the goods for the consignor and he will deal with the goods according to the order of the consignor only. The consignment agent will not bear any risks and expenses and he only charges commission for his service.,寄售商,代销商,客户,委托代销,买卖关系,无关系,Features of Consignment,寄售人先将货物运至目的地市场（寄售地），然后经代销人在寄售地向当地买主销售。因此，它是凭凭实物买卖的现货贸易。 寄售人与代销人之间的关系是委托代售关系，非买卖关系。代销人只为寄售人提供服务并收取佣金，其责任只限于在货物抵达后照顾货物，尽力推销，并依照寄售人的指示处置货物。代销人只能根据寄售人的指示处置货物。货物的所有权在寄售地售出之前仍属寄售人。 寄售货物在售出之前，包括运输途中和到达寄售地后的一切费用和风险均由寄售人承担。,优点： 1、对寄售人：寄售货物出售前，寄售人仍持有货物的所有权，即货物的销售处理和价格确定等权利，有利于随行就市。 2、对代销人：不需垫付资金，也不承担风险与费用，可以调动其经营的积极性。 3、对买主：凭实物进行现货买卖，货物与买主直接见面，而且付款后可立即提货，大大节省从订约到收货的时间，有利于促进成交。 缺点： 1、寄售人承担的贸易风险大，费用较多，不利于资金周转。 2、寄售货物的货款回收较缓慢，一旦代销人不守协议，可能面临货、款两空的危险。,寄售方式的利弊,The Contents of Consignment Agreement (see the example on Page 255),Item for Consignment (寄售货物) Terms of Consignment (寄售方式) Terms of Payment (付款方式) Arbitration (仲裁),包销、代理、寄售三者的区别,买卖关系：出口人包销商(exporterexclusive distributor),委托代理关系：委托人代理人(principalagent),委托代售关系：寄售人代销人(consignorconsignee),exclusive distributor,principal,consignee,price difference,commission,commission,Foreign Investment Enterprises,外商投资企业的概念： 外国（包括我国香港、澳门和台湾地区）投资者经我国政府批准，在我国大陆境内投资举办的企业。 外商投资企业的特点： 是外商直接投资举办的企业； 是吸引外国私人投资举办的企业； 经中国政府批准，设在中国境内。,外商投资企业的种类,中外合资经营企业 (Equity Joint Venture),共同投资、共同经营 共享利润、共担风险,中外合作经营企业 ( Cooperative Joint Venture),比较灵活；权利义务由合同约定,外资企业 (Solely Owned Foreign Investment Enterprise),中外合营企业,股权式合营,契约式合营,外商独营企业,我国外商投资企业立法,年月日第五届全国人民代表大会第二次会议通过 根据年月日第七届全国人民代表大会第三次会议关于修改中华人民共和国中外合资经营企业法的决定修正 据年月日第九届全国人民代表大会第四次会议关于修改中华人民共和国中外合资经营企业法的决定第二次修正）,Law of Peoples Republic of China on Joint Ventures Using Chinese and Foreign Investment,我国外商投资企业立法,1988年4月13日第七届全国人民代表大会第一次会议通过 根据2000年10月31日第九届全国人民代表大会常务委员会第十八次会议关于修改中华人民共和国中外合作经营企业法的决定修正）,我国外商投资企