《跨境电商英语》课件- Orders and Contracts

OrdersandContracts知识目标：掌握订单，销售合同等基本概念、相关术语、

常用表达、写作要点及基本结构等。能力目标：能够熟练使用相关术语、习惯表达等较准确、

得体、严谨的用英文下订单，确认订单，填制

合同等，并能明确表述合同双方的权利与义务。Learningobjectives商务知识（Businessknowledge）相关信函的基本结构（Letterstructure）订购函写作注意事项（Tipsforwritingaletterplacing

anorder）拒绝信写作注意事项（Tipsfordeclininganorder）合同拟写注意事项（Tipsfordraftingacontract）3Introduction订单订单是发给卖方，要其按议定的条件提供一定数量商品的请求。通常在买卖双方经过发盘、还盘等一系列协商，完全同意对方的交易条件之后，由买方发送给卖方正式订单。订购函可以使用表格形式，如订单、购货确认书、或者购货合同，也可以是商务信函。订货时，内容必须准确、清楚、礼貌，对于重要的交易条款必须做出明确规定。卖方收到订单后通常会确认收悉。如明确表示接受订单，并按规定出货，则交易完成，双方订立合同，遵照执行。当然，订单被接受之后，双方也可能直接按订单规定的条件继续开展下一步行动，如付款，交货等，此时订单即起到合同的作用，因此此类订单内容必须完整，条款必须完备，如保险、违约惩罚等条款都要考虑在内且清楚表述。订单另外，订单并不是都会被接受。由于种种原因，如货物储备不足、原材料短缺、价格变动、生产能力不足、相关法律法规变动等等，卖方有时可能会拒绝订单。此时，写信时必须非常小心，一定要给出充分合理的拒绝理由，并要注意措辞和对该订单的处理方式，不至于影响将来的业务关系。合同合同的基本概念合同即规定当事各方权利与义务的正式协议，可以是口头的，也可以是书面的，但一般买卖中均使用书面形式。合同一经签署生效，即具有法律效力，任何一方违反合同而致另一方损失，需依法进行赔偿。合同的形式与主要内容在国际贸易中,常用的书面合同形式有合同(contract)、确认书（confirmation)、协议（agreement)、备忘录（memorandum)。在我国的进出口贸易中，书面合同主要采用两种形式：合同

合同的形式与主要内容一种是条款较完备、内容较全面的正式合同，如进口合同或购货合同（ImportContract/PurchaseContract）,出口合同或销售合同（ExportContractandSalesContract）。其内容比较全面、完整，除商品的名称，规格，数量（重量），价格，付款方式，交货期，包装，装运港，目的港，运输标识，商品检验等条件外，还有异议索赔，仲裁，不可抗力等条件。多适用于大宗商品或成交金额较大的交易。另一种是较为简单的简式合同，称作销售确认书（SalesConfirmation）或购货确认书（PurchaseConfirmation）。其包括的条款较销售或购货合同简单，是一种简式合同。适用于金额不大，批数较多的交易或者已订有代理，包销等长期协议的交易。合同或销售确认书一般由卖方拟定，经双方签字后生效。Stateyourintentiontoplaceanorderorexplainthereisanorderaccompanyingtheletter;Confirmthemaintermsandconditionssuchas:nameofthecommodity,articlenumber,specification,etc.;quantity;packing;deliverydateandportofdestination;unitprice,totalamount,andpriceterms;paymentterms,etc.订购函的常用结构确认订购函的基本结构Expressappreciationfortheorderreceived;Restatethetermsoftrade；Encloseasalesconfirmationifnecessary;Assurethebuyerofyourdeliveryaccordinglyandcarefulattentiontoyourorder;Expressyourexpectationforfurtherordersorfuturebusiness.拒绝订购函的基本结构Expressappreciationfortheorderreceived;Explainwhyyoucannotaccepttheorderwhileshowingyourappreciationofthebuyer’s interestinyourproductsandexpressyourregretofinabilitytoentertaintheorder;Offeralternativesuggestionsforthetransactionifthereissuitablesubstitutesorother choices;Expressyourexpectationforfuturebusinesscontacts.销售合同的基本结构ThePreamble(Opening)TitleNumberofthecontractDateofsigningPlaceofsigningEachparty'sauthorityPreface销售合同的基本结构TheBodyGeneraltermsandconditionsNameofthecommodity(Specification,ArticleNo,etc.)QualityQuantityPrice(UnitPriceaswellasTotalAmount)PackingShipmentanddeliveryPayment销售合同的基本结构ThBodyOtherstipulationsInsurance PenaltyInspection ArbitrationDocumentsrequired

ForceMajeureClaim ApplicableLawCommencementandTermination Miscellaneous

销售合同的基本结构TheWitness(Ending)ConcludingsentencesSignatureSeal订购函写作注意事项

Tipsforwritingaletterplacinganorder订单必须标注编号，订单编号将来在相关信函，各种单证、发票上都要标注，非常重要。对要求订购的货物描述要明确、具体，如品名、尺寸、颜色、货号、数量等，以免卖方发错货。写数字时，注意用“.”来分开整数与小数，如USD15.99；用“，”分割千位以上数字， 如1,500.00pcs,USD1,000,000.00等。除了价格、包装、支付、保险、船期等条款，还要注意写明双方事前协商好的如有迟交货物或质量低劣等情况时的惩罚条款。大多数公司会使用印制订单，这样的订单有一定规制，包括数量，货号，价格等栏目，一是便于填写，节省时间，二是便于将来核对，不易有所疏漏。拒绝信写作注意事项

Tipsfordeclininganorder拒绝订单时，除非因对方信誉不良，无意与其交易，一般来说，还是想要维持对方对自己产品的兴趣，因此即使无法接受订单，也要及时回复，措辞上注意礼貌得体，并要给出充分合理的理由，亦不可由于无货而对对方置之不理。如因无货拒绝订单，可视情况向买方推荐合适的替代品；如因对其他条件有异议而不能接受订单，可返回磋商环节，进行还盘，经过协商，双方如能达成协议，则能成交新单。合同拟写注意事项

Tipsfordraftingacontract注意合同的固定范式；注意合同格式、条款的完整性；注意合同语言的特点，准确、严谨、清楚、正式等。合同一旦生效，就具有法律效力，对合同各当事方都具有约束力，因此拟写合同时必须非常谨慎、仔细，表述必须准确，清楚，并且要注意不违反相关法律法规。Task1Task218TasksTask1Task1-1假设你是美国汉森公司业务员Jean（GHanson&Co.Ltd.；Address：78SouthStreet,NewYork,USA；Tel：86-36-12345；Fax：86-36-67890；E-mail:Jean@GHC.com），经过询价和验证样品后，对上海环球贸易有限公司销售的女式运动装感到满意，现致函其业务员Mary（UniversalTradingCo.,Ltd.；Address：131DongfangRoad,Shanghai200000,China；Tel：86-21-12345678；Fax：86-21-23456789；E-mail：Mary-universal@），告知下单意图并详述订单内容与条件。写作要点：1.收到其发盘及样品，对价格与质量均感到满意，愿意下单。2.详细说明所订购产品的名称、货号、数量、尺寸、颜色、包装要求等，并说明其他条款按对方报价单。3.期待产品大卖，以后能向对方再下更大的订单。Sample1Sample1-1（AnorderforWomen’sSportsWear）To:Mary-universal@From:Jean@GHC.comSubject:OrderNo.091forWomen’sSportsWearDearMary,ThankyouverymuchforyourofferofJan.18andthesampleSportsWear.Wefindbothqualityandpricessatisfactoryandarepleasedtoplaceanorderwithyouforthefollowing:Sample1

CommodityQuantitySizeColorUnitPrice(FOBShanghai)Women’sSportsWearItemNo.B0712100pcssmallpink,orange,lightyellowassortmentUS$11.64perpiece200pcsmediumpink,orange,lightyellowassortmentUS$11.64perpiece300pcslargepalegreen,royalblue,andblackassortmentUS$12.00perpiecePacking:Eachpieceistobepackedinapolybag,perdozentoatin-linedcarton,and10dozentoawoodencase.Sample1OthertermsasperyourofferofJan.18.Weexpecttofindagoodmarketfortheabovegoodsandhopetoplacefurtherandlargerorderswithyouinthenearfuture.BestRegards,JeanGHanson&Co.Ltd.78SouthStreet,NewYork,USATel：86-36-12345Fax：86-36-67890E-mail:Jean@GHC.ComSample1Task1-2环球贸易有限公司业务员Mary收到来函后，给对方回信，表示接受对方订单并将尽快安排发货。写作要点：1.订单收悉，表示接受并将尽快安排发货。2.相信对方收货后会非常满意。3.提醒对方，己方经营范围很广，附上目录一份，看是否还对别的产品感兴趣。4.希望此次对订单的处理能使对方满意，促成以后进一步交易。Sample1Sample1-2（Thereply:acceptanceoftheorder）To:Jean@GHC.comFrom:Mary-universal@Subject:AcceptanceofyourOrderNo.091forWomen’sSportsWearAttachment:CatalogueDearJean,WeareverypleasedtoreceiveyourletterofJan.20placinganorderforourWomen’sSportsWear.Weaccordinglyaccepttheorderandshallarrangedeliveryassoonaspossible.Weareconfidentthatyouwillbecompletelysatisfiedwithourgoodswhenyoureceivedthem.Sample1Asyoumaynotbeawareofthewiderangeofgoodswetradein,weattachacopyofourlatestcatalogueandhopethatourhandlingofyourfirstorderwithuswillleadtofurtherbusinessbetweenusandmarkthebeginningofahappyworkingrelationship.BestRegards,MaryUniversalTradingCo.,Ltd.131DongfangRoad,Shanghai200000,ChinaTel：86-21-12345678Fax：86-21-23456789E-mail：Mary-universal@Task2Task2-1假设你是美国辛普森公司进口部业务经理SmithEvans（H.Simpson&Co.Ltd.；Address：98SouthStreet,Boston,USA；Tel：86-36-12345；Fax：86-36-67890；E-mail:SmithEvans@SCL.com），经过前期磋商，准备订购广东怡康毛绒玩具有限公司的泰迪熊毛绒玩具，现在拟写一份下单函给其业务经理TinaWang（YikangPlushToysCo.,Ltd.;Address：QilinchengIndustrialZone,ChashanTown,Dongguan,Guangdong,523379China；Tel：86Fax：86E-mail:Tina@;Website:），说明样品受到客户欢迎，因此随附订单。由于急需货物，希望对方立即发货。Sample2-1（AccompanyingletterofanorderandtheattachedOrderForm）To:Tina@From:SmithEvans@SCL.comSubject:OrderforYKPlushTeddyBearsAttachment:OrderNo.TB123DearTina,Yoursamplesofthesubjectgoodsreceivedfavourablereactionfromourcustomers,andwearepleasedtoattachourOrderNo.TB123.ThegoodsareurgentlyneededfortheChristmaspromotion,sopromptdeliverywillbemostappreciated.Yoursfaithfully,SmithEvansManger/H.Simpson&Co.Ltd./98SouthStreet,Boston,USA/Tel：86-36-12345/Fax：86-36-67890/E-mail:SmithEvans@SCL.ComSample2-1Attachment:OrderNo.TB123H.Simpson&Co.Ltd.98SouthStreet,Boston,USATel：86-36-12345Fax：86-36-67890

OrderForm

OderDate:Oct.26,2017OrderNo.TB123YikangPlushToysCo.,Ltd.QilinchengIndustrialZone,ChashanTownDongguan,Guangdong523379ChinaSample2-1Attachment:OrderNo.TB123PleasesupplyQtyCommodityItemNo.SizeColorUnitPrice(FOBShenzhen,China)500pcsYKPlushTeddyBearsLH00915cmpink,applegreen,yellow,brownassortmentUSD1.00perpiece1,500pcsYKPlushTeddyBearsLH00925cmpink,applegreen,yellow,brownassortmentUSD2.58perpiece1000pcsYKPlushTeddyBearsLH00938cmpink,yellow,brownassortmentUSD3.06perpieceTotal:USD7,430.00Sample2-1Attachment:OrderNo.TB123Packing:1pcinapolybag,36pcstoacartonShipment:FromShenzhentoBostonnotlaterthanNov.20，2017Payment:Byconfirmed,irrevocableL/CpayablebydraftatsightAuthorizedby:SmithEvans(Manger)Tel：86-36-12345Fax：86-36-67890E-mail:SmithEvans@SCL.ComTask2-2Task2-2假设你是广东怡康毛绒玩具有限公司的业务经理TinaWang（YikangPlushToysCo.,Ltd.;Address：QilinchengIndustrialZone,ChashanTown,Dongguan,Guangdong,523379China；Tel：86Fax：86E-mail:Tina@;Website:）收到订单后，致函SmithEvans，表示接受订单，并随附销售确认书，要求对方会签并寄还一份供你方存档。Sample2-2(AcceptanceoftheorderandtheattachedSalesConfirmation)To:SmithEvans@SCL.comFrom:Tina@Subject:OrderNo.TB123acceptedAttachment:SalesConfirmationNo.TB171027-3DearSmith,WearepleasedtoinformyouthatwehavebookedyourOrderNo.TB123forourPlushTeddyBears.WeencloseherewithourSalesConfirmationNo.TB171027-3induplicate.Pleasecountersignandreturnonecopyforourfile.Sample2-2(AcceptanceoftheorderandtheattachedSalesConfirmation)Itisunderstoodthataconfirmed,irrevocablesightL/Cinourfavorwillbeestablishedimmediately.Meanwhile,youmayrestassuredthatweshalleffectshipmentwiththeleastpossibledelayuponreceiptofthecredit.Weappreciateyourcooperationandlookforwardtoreceivingyourfurtherorders.BestregardsTinaWangSalesMangerYikangPlushToysCo.,Ltd./QilinchengIndustrialZone,ChashanTown/Dongguan,Guangdong523379China/Tel：86Fax：86E-mail:Tina@;/Website:Attachment:SalesConfirmationNo.TB171027-3Attachment:SalesConfirmationNo.TB171027-3兹经买卖双方同意成交下列商品，订立条款如下：ThiscontractismadebyandagreedbetweentheBUYERandtheSELLER,inaccordancewiththetermsandconditionsstipulatedbelow.

商品名称Commodity货号ItemNo.数量Quantity尺寸Size颜色Color单价UnitPrice（FOB

Shenzhen）金额（美元）Amount（USD）YKPlushTeddyBearsLH009500pcs15cmpink,applegreen,yellow,brownassortmentUSD1.00perpc500.001,500pcs25cmpink,applegreen,yellow,brownassortmentUSD2.58perpc3,870.001,000pcs38cmpink,yellow,brownassortmentUSD3.06perpc3,060.00总值TOTAL——3,000pcs——————————————7,430.00

TOTAL（inwords）：SAYUSDOLLARSSEVENTHOUSANDFOURHUNDREDANDTHIRTYONLYAttachment:SalesConfirmationNo.TB171027-3Transshipment(转运):

Allowed(允许)Partialshipments(分批装运):

Allowed(允许)ShippingMark(唛头）Attheseller’soptionShipmentdate(装运期):OnorbeforeNov.20，2017Portofloading(装运港）Shengzhen,ChinaPortofdestination(目的港）Boston,U.S.Packing(包装）1pcinapolybag,36pcstoacartonInsurance(保险):由买方按发票金额110%投保一切险。tobecoveredbytheBUYERFOR110%oftheinvoicevalueagainst

AllRisks.Termsofpayment(付款条件):Byconfirmed,irrevocableL/CpayablebydraftatsightAttachment:SalesConfirmationNo.TB171027-3Attachment:SalesConfirmationNo.TB171027-3ShippingAdvice(装运通知):一旦装运完毕，卖方应即电告买方合同号、商品号、已装载数量、发票总金额、毛重、运输工具名称及启运日期等。Thesellersshallimmediately,uponcompletionoftheloadingofthegoods,advisethebuyersoftheContractNo.,namesofcommodity,loadedquantity,invoicevalues,grossweight,namesofvesselandshipmentdatebyFAX.Attachment:SalesConfirmationNo.TB171027-3InspectionandClaims(检验与索赔):1.

卖方在发货前由产地

检验机构对货物的品质、规格和数量进行检验，并出具检验证明书。Thebuyersshallhavethequalities,specifications,quantitiesofthegoodscarefullyinspectedbytheoriginalInspectionAuthority,whichshallissueInspectionCertificatebeforeshipment.2.货物到达目的口岸后，买方可委托当地的商品检验机构对货物进行复检。如果发现货物有损坏、残缺或规格、数量与合同规定不符，买方须于货到目的口岸的

60

天内凭商品检验机构出具的检验证明书向卖方索赔。Thebuyershaverighttohavethegoodsreinspectedbythelocalcommodityinspectionauthorityafterthearrivalofthegoodsattheportofdestinationifthegoodsarefounddamaged/short/theirspecificationsandquantitiesnotincompliancewiththatspecifiedinthecontract,thebuyersshalllodgeclaimsagainstthesellersbasedontheInspectionCertificateissuedbytheCommodityInspectionAuthoritywithinSIXTYdaysafterthegoodsarrivalatthedestination.Attachment:SalesConfirmationNo.TB171027-33.如买方提出索赔，凡属品质异议须于货到目的口岸之日起

30

天内提出；凡属数量异议须于货到目的口岸之日起

15

天内提出。对所运货物所提任何异议应由保险公司、运输公司或邮递机构负责的，卖方不负任何责任。Theclaims,ifanyregardingtothequalityofthegoods,shallbelodgedwithinTHIRTYdaysafterarrivalofthegoodsattheportofdestination,ifanyregardingtothequantitiesofthegoods,shallbelodgedwithinFIFTEENdaysafterarrivalofthegoodsattheportofthedestination.ThesellersshallnottakeanyresponsibilityifanyclaimconcerningtheshippinggoodsisuptotheresponsibilityofInsuranceCompany/TransportationCompany/PostOffice.Attachment:SalesConfirmationNo.TB171027-3ForceMajeure(人力不可抗拒):如因人力不可抗拒的原因造成本合同全部或部分不能履约，卖方概不负责。但卖方应将上述发生的情况及时通知买方。Thesellersshallnotholdanyliabilityforpartialortotalnon-performanceofthiscontractduetoForceMajeure.Butthesellersshouldadvisethebuyersontimeofsuchoccurrence.Disputessettlement(争议之解决方式):凡因执行本合约或有关本合约所发生的一切争执，双方应协商解决。如果协商不能得到解决，应提交仲裁。仲裁地点在被告方所在国内，或者在双方同意的第三国。仲裁裁决是终局的，对双方都有约束力，仲裁费用由败诉方承担。Alldisputesinconnectionwiththiscontractortheexecutionthereofshallbeamicablysettledthroughnegotiation.Incasenoamicablesettlementcanbereachedbetweenthetwoparties,thecaseunderdisputeshallbesubmittedtoarbitration,whichshallbeheldinthecountrywherethedefendantresides,orinthirdcountryagreedbybothparties.Thedecisionofthearbitrationshallbeacceptedasfinalandbindinguponbothparties.TheArbitrationFeesshallbebornebythelosingparty.Attachment:SalesConfirmationNo.TB171027-3Lawapplication(法律适用):本合同之签订地，或发生争议时货物所在地在中华人民共和国境内或被诉人为中国法人的，适用中华人民共和国法律，除此规定外，适用《联合国国际货物销售公约》。ItwillbegovernedbythelawofthePeople'sRepublicofChinaunderthecircumstancesthatthecontractissignedorthegoodswhilethedisputesarisingareinthePeople'sRepublicofChinaorthedefendantisChineselegalperson,otherwiseitisgovernedbyUntiedNationsConventiononContractfortheInternationalSaleofGoods.本合同使用的价格术语系根据国际商会《Incoterms2010》。ThetermsinthecontractarebasedonINCOTERMS2010oftheInternationalChamberofCommerce.Attachment:SalesConfirmationNo.TB171027-3Versions(文字):本合同中、英两种文字具有同等法律效力，在文字解释上，若有异议，以中文解释为准。ThiscontractismadeoutinbothChineseandEnglishofwhichversionisequallyeffective.Conflictsbetweenthesetwolanguagesarisingtherefrom,ifany,shallbesubjecttoChineseversion.本合同共2

份，自双方代表签字（盖章）之日起生效。Thiscontractisin

TWO

copies,effectivesincebeingsigned/sealedbybothparties.TheBuyer

H.Simpson&Co.Ltd.（SignatureofthelegalrepresentativeorSealoftheCompany）TheSellerYikangPlushToysCo.,Ltd.（SignatureofthelegalrepresentativeorSealoftheCompany）Task3Task3假设你是美国辛普森公司进口部业务经理SmithEvans（H.Simpson&Co.Ltd.；Address：98SouthStreet,Boston,USA；Tel：86-36-12345；Fax：86-36-67890；E-mail:SmithEvans@SCL.com），收到了广东怡康毛绒玩具有限公司业务经理TinaWang（YikangPlushToysCo.,Ltd.;Address：QilinchengIndustrialZone,ChashanTown,Dongguan,Guangdong,523379China；Tel：86Fax：86E-mail:Tina@;Website:）的订单接受函和销售确认书，查看无误后，拟写一封回函，告知对方已会签销售确认书并随附一份，并已开立相关信用证。Task3Sample3（Countersignatureletter）To:Tina@From:SmithEvans@SCL.comSubject:CountersignatureforS/CNo.TB171027-3Attachment:OnecopyoftheCountersignedS/CNo.TB171027-3DearTina,WehavedulyreceivedyourSalesConfirmationNo.TB171027-3.Enclosedpleasefindtheduplicatewithourcounter-signature.Wehaveinstructedourbanker,Citibank,toopentherelativeL/C.Itwillreachyouinduecourse.Task3Sample3（Countersignatureletter）Wehopethismaybethebeginningofalongandfriendlybusinessconnectionwithyou.Bestregards,SmithEvansMangerH.Simpson&Co.Ltd.Letter1Letter2Letter3Letter447Morelettersforreference48TypicalExpressions定制订单orderforcustom-made日常订单routineorders未完成的订单outstanding/pendingorder首次订单initialorder新订单freshorder重复订单duplicateorder试购订单trialorder执行订单toexecute/fulfillanorder接受订单toacceptanorder取消订单tocancel/withdrawanorder

5.1订单相关常用短语hereby在此，兹 =bythishereafter此后 =afterthisherewith同此 =withthisherein在此 =inthishereinafter在下文 =inafollowingparthereunder在下面 =underthishereof关于此 =ofthishereto附此 =tothis

5.2 以“here”为前缀的一类词的用法

LOREMIPSUMDOLORtoplaceanorderwithsb.forsth.给予某人订单WethankyouforyourquotationofMar5andnowplaceanorderwithyouforthefollowinggoods.贵方3月5日报价函已收到，谢谢。现向贵方订购下列商品。toplace(enclose)atrialorder=toorderasatrial下（附寄）试订单Wefindbothqualityandpricesofyourproductssatisfactoryandencloseourtrialorderforpromptsupply.我方对贵方产品的质量和价格均感满意，现寄去试订单，请供应现货。tosend(give)sb.One’sorderforsth.向某人下……订单我方很高兴发现贵方原料品质优良，现寄去500打雨伞的小额订单，作为试购。Wearepleasedtofindthatyourmaterialsappeartobeoffinequality.Asatrial,wearedelightedtosendyouasmallorderfor500dozenumbrellas.toconfirmone’sorder确认订单很高兴确认你方关于……的订单如下。Wearegladtoconfirmyourorderforour......asfollows.toordersth.ataprice按……价格订购已收到贵方的发盘，现按所示价格订购下列货物。Wehavereceivedyouroffer,andnowweorderthefollowinggoodsatthepricesquoted.

5.3 下订单常用句型toacceptone’sorder接受某人订单关于贵方订购货物，我方决定按去年价格接受你方订单。Withreferencetothegoodsyouordered,wehavedecidedtoacceptyourorderatthesamepriceasthatoflastyear.toconfirmacceptanceofone’sorder确认接受某人订单很高兴接到你方订单，现确认予以接受。Wearepleasedtoreceiveyourorderandconfirmacceptanceofit.tosignandreturnacopyof......forone’sfile/record签退一份……供某人存档我们很高兴地告知已接受你方第123号订单。现寄上第456号销售确认书一式两份，请签退一份供我方存档。WearepleasedtoinformyouthatwehaveacceptedyourorderNo.123.WenowsendyouourSalesConfirmationNo.456induplicate.Pleasesignandreturnonecopyforourfile.

5.4 订单回复函常用句型tobeunable(notinaposition)toacceptone’sorder无法接受某人订单由于贵方所订购的货物暂时缺货，很抱歉无法接受贵方的订单。Muchtoourregret,wearenotinapositiontobookyour