外贸函电.ppt

Conclusion of Business,Chapter 5,Main content,洽谈交易一般程序： 询盘发盘还盘反还盘接受签订合同 习惯上把这五个环节称之为交易洽商的一般程序。,Part 1 Information Related,合同的内容通常包括三个部分： 约首：包括合同名称、编号以及双方当事人名称、地址、电传或传真号码等。 本文：对各项交易条件的具体规定，包括品名条款、品质条款、数量条款、包装条款、价格条款、装运条款、保险条款、支付条款、商检条款、索赔条款、不可抗力条款、仲裁条款等条款。 约尾：指明合同的正本份数、使用的文字效力、合同的准据法等，并由双方签字当事人落款签字。,订货/下订单是买方要求供应具体数量的货物而提出的一种要求。,订购信是商业交往中最常用的一种方式。它是对报盘或询盘后发出报价而促成的结果。在卖方的接受之前，不受法律的约束。 订单可以用信或印制好的订单、传真或e-mail来发送。 卖方则用印制好的确认书来回复。,Order letters 订购信,卖方收到订货单后必须进行回复： 如果可以提供确认订单； 如果无法提供拒绝订单（表示抱歉，说明原因，或者给出替代品）,购 货 订 单 样 例,Introduction,1. description of the goods, such as specification, size, quantity , quality and article number (if any); 2. prices(unit prices as well as total amount); 3. terms of payment; 4. mode of packing; 5. port of destination and time of shipment etc. .,An order should at least contain the following points:,Placing & Confirming an Order(订单及确认订单),Placing an order,Confirming an order,Sending a S/C with counter-signature,Sample Letter 1,Placing an order,Part 2 Sample letters,Sample Letter 1 P153,Sample Letter 1 P153,Language Points,1、order n. 订单 首次订单 新订单 试订单 续订单 重复订单,Initial order,Fresh/new order,Trial order,Repeat order,Duplicate order,向某人订购某物 执行订单 接受订单 撤回订单,To place an order with sb. for sth.,To carry out (execute, fill, fulfill) an order,To entertain an order,To withdraw an order,Sample Letter 1 P153,2、satisfactory adj. 令人满意的 satisfy vt. 使满意 sth. satisfy sb. sb. be satisfied with sth. eg. The quality of the first lot satisfied our clients. Our clients were satisfied with the quality of the first lot. 我们的客户对第一批货的质量感到满意。,3、allow v. 1）允许 allow sb. to do sth. 2）给予，使得到 allow sb. a discount of *% on sth. 3)酌留，酌减，酌加 eg. We can allow 5 percent for cash payment. 付现款我们可以打九五折。,4. ￥50 or more/above 50元或高于50元 ￥50 or less 50元或低于50元 50 tons or thereabouts 50吨上下 less than $100 少于100美元 more than $100 多于100美元 We note that clause 我们注意到 fax sb. sth. 传真给某人某物,Sample Letter 1 P153,Sample Letter 1 P153,5.despatch=dispatch n. 发送 v. 发送，迅速办理 dispatch money 速遣费 demurrage 滞期费 eg. P155 Dispatch money has been paid according to the stipulated rate of $* per running day. 速遣费已按照每连续日*美元的规定率付清。,eg. 贵方123号订单已收到，谢谢。我们接受此订单，并将于6月交货。,Thank you for your order NO.123. We accept it and will dispatch the goods in June (as per your request).,写作步骤,Sample Letter 2,Acceptance,Part 2 Sample letters,Sample Letter 2,Sample Letter 2 P155,Language Points,1、confirm v. 确认 用法: confirm + n. / doing sth. / that clause eg. 我们很高兴地确认已与你方达成100公吨核桃的交易。,We are pleased to confirm having concluded the transaction of 100 metric tons of walnuts with you.,Sample Letter 2,2、original n. 正本 -copy 副本 adj. 正本的/原先的/新颖的 original documents 正本单据 original price 原价 eg. The contract is made out in three originals. 本合同缮制成3份正本。 make out 缮制，填写，开列,Sample Letter 2,3. cover v. 1)包含，包括 p156 eg. Our business activities cover a wide range of articles. 我公司经营品种繁多。 2）支付（款项），弥补（损失） eg. We agree to cover all the losses you sustained. 我方同意补偿你所遭受的所有损失。,3）投保，承保 eg. The goods are to be covered against All Risks. 须对该货物投保一切险。 covering 有关，关于，=about/ regarding eg. The Inspection Certificate covering the shipment states clearly that the goods were in sound condition when shipped. 此货的检验证书清楚地说明货物在装运时情况良好。,covered 由（某文件）所包含的， 在（某文件）项下的 eg. We have shipped on board m.v.“Daqing”2500 pairs of rubber shoes covered by your L/C NO.335. 你方第335号信用证下的2500双胶鞋已装“大庆”轮。 m.v.=motor vessel 内燃机船,Sample Letter 2,4. stipulation n. 规定，条款 P166 stipulate v. 规定 vi +for vt. +n.(payment/shipment/quality) +that +虚拟语气 eg. 合同规定用即期信用证支付 The contract stipulates payment by sight L/C. The contract stipulates that payment should be effected by sight L/C.,5. conform v. 符合，相一致 + to P167 conformity n. 符合，一致 be in conformity with 与相一致，依照 eg. Please see to it that the stipulations set forth in the relative L/C are in exact conformity with the terms of the Contract. 请注意，有关信用证规定的条款要与合同条款完全一致。 set forth 陈述，阐明，提出,表示请某人注意*信息的若干表达 Please notice/note that Please see to it that We draw your attention to the fact that We wish to/have to point out that,Sample Letter 2,Sample Letter 2,写作步骤,Sample Letter 3,counter-signature(会签）,Part 2 Sample letters,Sample Letter 3 P158,Sample Letter 3,Language Points,1、duplicate v. 使重复，使加倍，使有双份 P165 adj. 复制的，成对的，副的， 完全一样的 n. 完全一样的东西，复制品， 副本 duplicate documents 单据副本 duplicate order 重复订货 in duplicate = in two copies 一式两份,2. counter-signature n. 会签 counter-sign v. 会签 eg. We have counter-signed the contract and are returning one copy for your file. 我们已经会签了合同，现几回一份供你方归档。,3. bridge v. 弥合 bridge/close the price gap 弥合价格差距 thank to 由于，幸亏 eg. Thanks to your cooperation, we succeeded in concluding the deal. 幸亏你方的合作，我们成功达成交易。 In due course =in good time 及时，如期,Sample Letter 3 P158,Sample Letter 3 P158,Sample Letter 4,Confirmation,Part 2 Sample letters,Sample Letter 4 P159,Sample Letter 4,Language Points,1、acknowledge the receipt of 确认收到 since then 从那时起，从此以后 result in =lead to 导致,2. purchase vt. 购买 =buy purchase sth. from sb. 从处购买 n. 可数：购买物 不可数：购买（的行为） purchase from sb. of sth.,eg. We confirm having purchased from you 500 metric tons of the captioned goods on the following terms and conditions. 我方确认已按照下列条款从你处购买500公吨标题项下货物。 or We confirm purchase from you of 500 metric tons of the captioned goods on the following terms and conditions.,Sample Letter 4 P159,3. pcs = pieces lot=parcel 一批（货） Lot. NO 批号 eg. p159 The goods are to be shipped in three lots of 20 tons on separate bills of lading. 货物分三批装运，每批装20吨，提单分开。,4. mark v. 加标志，标志，记录 n. 标记, (仅单数）标准 eg. Goods are to be marked with our initials in a diamond. 货物应标上我方的缩写名称，外加菱形。 shipping mark 装运标志 trade mark 商标 price mark 价格标签 post mark 邮戳,Sample Letter 4 P159,5. note n. 1）注意 take note of sth. 2）票据，单据，纸币，通知（单） account note 账单 bank note 银行券，钞票 booking note 订舱单 delivery note 提货单 transfer note 汇票 treasury note 国库券,Part 3 Sales Contract,Contents of a Sales Contract,Title =合同名称及其编号。 Preamble序文：包括签约日期、地点、当事人名称、地址及其法律地位 。 Name of Commodity商品名称。 Quality Clause 品质条款：包括约定品质的决定方式及其时间和地点。 Quantity Clause数量条款：包括约定数量单位、交付数量的决定时间和地点，以及溢短装数量的解决办法等。 Price Clause 价格条款：包括价格种类、结构、使用货币计算单位以及币值或价格变动风险的归宿等。 Packing Clause 包装条款“包括包装的方式、方法、包装的材料以及唛头等。 Delivery Clause 交货期：包括交货时间、地点、交货方式、交货通知等。 Payment Clause支付条款：包括支付方式、支付工具以及支付时间等。,Insurance Clause保险条款：包括由何方保险、投保险别、金额与货币约定保险人等。 Inspection Clause 检验条款：包括项目、检验时间与地点、检验机构、检验方法,检验效力及其费用的负担等 。 Claim Clause索赔条款：包括索赔的期限及其通知方法，应提出的证明文件，索赔货物和付款的关系，以及解决索赔的基本原则。 Arbitration Clause 仲裁条款：包括范围、地点、仲裁机构及其费用的负担等。 Force Majeure Clause 不可抗力条款：包括不可抗力事故的原因、通知时间和方法、应提出的文件，以及免责事项等。 Breach and Cancellation of Contract Clause 违约及解除契约权条款：包括违约的处理方法，解约事由和解约后的赔偿等。 Miscellaneous Clause 其他条款：依据契约的性质和具体情况，可以包括进出口许可证条款、税捐条款、通知条款、唯一合同条款，以及合同能否转让及其条件等条款。,部分合同条款的表达,1.品名条款 e.g. Name of Commodity: Chinese Tung Oil(桐油) 2.品质条款 品质条款是外贸合同中最重要的条款,必须明确约定商品 品质。 (1)常用表述: 一些商品按不同规格(specification)来说明品质。有些商品不能用规格描述,就直接用双方认可的等级(grade)表示品质。,(2)品质描述 质量以卖方样品为准。 Quality as per sellers sample. 质量以买方样品为准。 Quality as per buyers sample. 凭规格、等级或标准买卖。 Sales by specification, grade or standard. 良好平均品质。Fair average quality, (F. A. Q.). 尚好可销品质。Good merchantable quality, (G. M. Q.). 凭商标或牌号买卖。Sales by trademark or brand. 说明书买卖。Sales by specification. .,(3) 品质的实例参考表述:,e.g. 以制造者工厂检验为准。 Makers inspection in the factory to be final 以独立公正行装运时的检验质量为准。 Quality inspected by independent public surveyor at the time of shipment to be final。 卖方凭样品售货，必须保证货到时的质量同样品完全一致。 Goods sold by sample shall be guaranteed by the seller to be fully equal to sample upon arrival at destination.,3.数量条款 Quantity: (1) 计量单位： 数量 件package (pkg.) 个、只piece (pc.) 箱 case (c/s), chest 纸箱carton (ctn.) 匹 piece 包 bale 袋bag 捆 bundle 打 dozen (dz.) 双 pair 桶 drum (dr.) 卷 roll 盒 box 听（罐）tin, can 瓶 bottle 套 set, 重量 公吨 Metric Ton (M/T) 公斤 kilogram (kg.) 盎司 ounce 磅 pound （lb.） 长度 米 Meter 英尺Foot 英寸inch 码 yard 面积 平方米 Square Meter 平方英尺 Square Foot 平方码 Square yard 体积 立方米 Cubic Meter 立方英尺 Cubic Foot 立方码 Cubic yard 容积 公升 Liter 加仑 Gallon 蒲式耳 Bushel,(2)数量条款 一般表述 当合同货物包含不同货号或品种时，除描述总数量外，还应描述不同货号货物的数量 溢短装条款 e. g. : Quantity: 1000 tons total. Quantity: 1000 tons, 5% more or less at sellers option subject to contracted price,4. 包装条款 (1) 包装材料： 纸箱（carton）、木箱（wooden case） 麻袋 (gunny bags)、单层新麻袋new single gunny bags、 塑料编织袋 （pp woven bag） (2) 包装条款的内容：包装材料、包装规格、包装总件数 句型：be packed in of each, 当合同货物包含不同货号或品种时，还应列明不同货号或品种货物各自的包装件数,e. g. : Bee Honey 300 M/T. 蜜蜂 Packing: In wooden cases. ,25 kgs. Net in a tin, 2 tins to a case, 60 cases total. Synthetic Camphor Powder 240M/T 合成樟脑粉 Packing: In cartons of 25kgs net each with plastic bag sealed up inside, 240 cartons total. Gypsum in Lumps 石膏块 Packing: In bulk.,(3)运输标志 shipping mark e. g. : Shipping Mark: At 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: N/M Shipping Mark: ABC New York S/C No. 12345 Nos. 1/up,5. 价格条款 (1) 单价条款：计价货币、单价金额、计量单位、贸易术语 e.g.: Unit Price: 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 Unit Price: JPY 2,400.00 per carton CFR Kobe(神户） less 4% discount ,货币单位 USD United States Dollars GBP（Stg ）Great Britain Pound (Pound Sterling) EUR Europe CAD Canadian Dollars AUD Australian Dollars CNY Chinese Yuan （RMB) HKD Hong Kong Dollars JPY Japanese Yen,(2) 总价条款： e.g.: Total Amount: USD31,280.00 (Say U. S. Dollars Thirty One Thousand Two Hundred and Eighty Only),6. 装运条款： (1)、装运条款： 起运港、目的港、装运期限、分批装运、转船 Shipment: From Nanning to Los Angeles during Oct./Dec., 2005. Partial shipments are allowed, Transshipment is not allowed. Shipment: From Nanning to Los Angeles not later than /on or before July 31, 2005. Partial shipments and transshipment are permitted/ prohibited.,(2) 以合同、信用证为基础规定装运期： 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 relevant L/C. The L/C must reach the Sellers not later than xxx.,7. 保险条款： (1) FOB、CFR合同： e.g. : Insurance: To be covered by the Buyer. (2) CIF合同: 投保人、投保金额、险别、险别依据 句型：To be covered by for against as per dated e.g.: 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 as per and subject to Institute Cargo Clause dated 1/1,1982., Insurance: To be covered by the Seller for 110% 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.,8. 支付条款： (1) 汇付方式 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, 2005 Payment: The Buyers shall pay the total value of the goods to reach the Sellers in advance by T/T(M/T, D/D) not later than June 30, 2005,(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 sight. ( 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 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.),(3) 信用证方式 e. g. : Payment: By irrevocable L/C at sight. Payment: The Buyer shall open through a bank acceptable to the Seller an 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.,Part 4 Useful Expressions,Documents,装箱单 检验证书 保险单 产地证 信用证 商业发票 提单,Packing List,Inspection Certificate,Insurance Policy,Certificate of Origin,Letter of Credit,Bill of Lading,Commercial Invoice,1. Placing Orders,1)to place an order with sb. for sth. 给予某人订单 非常高兴收到贵方5月20日报价函，现向贵方订购下列商品。 We thank you for your quotation of May 20 and now place an order with you for the following items.,Step 1 : 收悉+订购意图,2)to place (enclose) a trial order （附寄）试订单,1. Placing Orders,我方对贵方产品的质量和价格均感到满意，现附寄试订单，请立即供应。,We find both quality and prices of your products satisfactory and enclose our trial order for prompt supply.,3)to send (give) sb. ones order for sth. 向某人下订单 As a trial, we are pleased to send you a small order for 2,500 dozen Rubber Shoes. 我方现寄2500打胶鞋的小额订单，作为试购。,1. Placing Orders,4)to order sth. at a price 按价格订购 We have received your catalogue and price list, and now we order the following goods at the prices named. 我方已收到贵方的目录和价目表，现按照指定价格订购如下商品。,1. Placing Orders,Step2 提要求 1.由于我们急需该货，如果能立即装运，将不甚感激。 As we are in urgent need of the goods, and your prompt shipment will be appreciated. 2.我们希望交付的所有货物均达到出口标准。 We wish that all the goods delivered are up to the export standards.,Step3 期望 Please let us have your confirmation at your earliest convenience. If the first order is satisfactory, we shall place further orders with you.,2.Confirming an order,Step1 收悉 We are pleased to acknowledge your order of * for * and welcome you as one of our customers.,Step2 确认订单确认供货、装运安排等，强调会按要求执行订单、确保质量、满足装运等 1.We confirm supply of *at the prices stated in your order NO.* 我方确认按贵方第*号订单所列价格供应*。 2.We feel confident that you will be completely satisfied with these goods. 3.We confirm that shipment will be made in May at your request.,in stock (out of stock) 有（无）存货 很高兴接到贵方订单，并确认所需的全部货物均有存货供应。 We are very pleased to receive your order and confirm that all the items required are in stock.,Step 3 寄合同,We are pleased to enclose our contract. 很高兴随函附上合同 We are enclosing our S/C No.12 in duplicate. 随函附上12号合同一式两份 You will receive our S/C and please countersign and return one copy to us for file. 你们将收到我方合同,请会签并退回一份供我方存档,to ensure the fulfillment of an order 保证订单的执行 请及时开立有关信用证以保证订单的执行。 Please open the relevant L/C in time to ensure the fulfillment of the order.,Step 4 提要求（执行订单）,Please note that the stipulations in the relative L/C should conform to the terms in our Contract in order to avoid subsequent amendments. 请注意，信用证的条款应与我方合同条款相一致，以避免日后修改。 You may rest assured that we shall effect shipment with no delay upon receipt of the relative L/C. 你方尽可放心，一收到相关信用证，我们就立即装运。,收悉：We have duly received your Sales Conformation NO.32CS7. 满足要求：As requested, we return herewith one copy completed with our counter-signature. We have opened the relative L/C in your favor with the Bank of China London Branch .It will reach you soon. 期望： Upon receipt, please effect shipment and advise us of the name of steamer and date of sailing by fax.,3. Counter-signature,Part 5 Exercises,I. Basic Training 1.Translate the following expressions into Chinese: counter-signature in duplicate shipping advice name of steamer foreign exchange Sales Contract date of sailing purchase confirmation,会签,一式两份,装运通知,船名,外汇,销售合同,开航日期,购货确认书,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. established 2) Referring to the latest _ of the letter， we are pleased to confirm having concluded with you a transaction of 100 tons of coal. a. exchanged b. exchanging c. being exchanged d. exchange 3) Thank you for your repeat order which is receiving our immediate attention. As _ we will effect the shipment well in time. a. advised b. referred c. requested d. concluded 4) We have 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 copies We wish to point out that stipulations in the relative L/C must conform _ the stated in our contract so as to