外贸英语函电 课件 第九章 销售合同和销售确认书SALES CONTRACT AND SALES CONFIRMATION

第九章销售合同和销售确认书SALESCONTRACTANDSALESCONFIRMATION学习目标了解销售合同和销售确认书的基本内容。重点掌握销售确认书和合同的形式和要求。领会合同语言的特点。概述如果卖方的报价（offer）无条件地被买方接受，或者买卖双方经过贸易条款磋商达成一致，由买方发出订单；或买方根据卖方报价直接发出订单，再由卖方发函对订单进行确认。卖方确认买方订单时寄发销售合同或者销售确认书，也可由买方在订购货物时直接把购货合同或者购货确认书寄给卖方。销售确认书和销售合同销售确认书和销售合同是买卖双方在通过交易磋商达成交易后，是由卖方出具并寄给买方加以确认的列明达成交易条件的书面证明，经买卖双方签署的确认书，是法律上有效的文件，对买卖双方具有同等的约束力。在进出口贸易中，销售合同主要有两种形式，即正式合同(contract)和合同确认书(confirmation)，虽然繁简不同，销售合同繁于销售确认书。但都具有同等法律效力，对买卖双方均有约束力。书面合同的内容一般由下列三部分组成：约首、正文、约尾。销售确认书和销售合同1.约首约首，是指合同的序言部分，其中包括合同的名称、订约双方当事人的名称和地址（要求写明全称）。此外，在合同序言部分常常写明双方订立事同的意愿和执行合同的保证。2.正文正文是合同的主体部分，具体规定了买卖双方各自的权利和义务，一般称为合同条款。如，品名条款、品质条款、数量条款、价格条款、包装条款、交货（装运）条款、支付条款及商检、索赔、仲裁和不可抗力条款等。3.约尾一般列明合同的份数、使用的文字及其效力、订约的确定时间和地点及生效的时间。合同订约地点要谨慎对待，我国的出口合同的订约地点一般都写在我国。

卖方确认买方订单并寄送销售确认书的信函示例DearSirs,

Weareverypleasedtoreceiveyourorder(No.132)forLeatherBags.WeaccepttheorderandareenclosingyouourSalesConfirmationNo.123induplicateofwhichpleasecountersignandreturnonecopytousforourfile.

PleasenotethataconfirmedandirrevocableLetterofCreditinourfavorcoveringtheabovementionedgoodsshouldbeestablishedimmediately.ThestipulationsintherelevantLetterofCreditshouldstrictlyconformtothetermsstatedintheherewithenclosedSalesConfirmationsoastoavoidpossiblesubsequentamendments.AssoonaswegetyourL/C,weshallarrangethedeliveryimmediately.Webelievethatthegoodswillturnouttomeetyourentiresatisfactionandwemayhavefurtherordersfromyou.Yoursfaithfully，

买方确认收到卖方销售确认书的信函示例DearSirs,WeareinreceiptofyoursalesconfirmationwithsignatureinduplicateonTuesdayandpleasedtoputourcountersignature.Nowweareinurgentneedoftheproducts,thuswefaxyouthisletterandthecounter-signedconfirmationforthearrangementofyourearlyshipmentandtheoriginalsalesconfirmationwithoursignaturewillalsobedulysenttoyousoon.Thanksalotandyourpromptcooperationwillbehighlyappreciated.Yoursfaithfully,销售确认书SalesConfirmation

日期Date

编号No.To

Messrs

卖方（Sellers）

买方（Buyers）：

电话（Tel）：

电话（Tel）：

传真（Fax）：

传真（Fax）：

地址（Address）：

地址（Address）：兹经买卖双方同意按下列条款成交：TheundersignedSellersandBuyershaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionsstipulatedbelow：

（1）品名、商品

名称、规格QualityNo.,NameofCommodityandSpecification（2）数量Quantity（3）单价UnitPrice（4）金额Amount（5）装运期TimeofShipment

总值TotalValue数量与金额允许溢短装

%BothAmountandQuantity%Moreorlessamount1.数量及总值均有%的增减，由卖方决定。

With%MoreorLessbothinamountandquantityallowedattheSeller’soption.2.包装（Packing）：3.装运唛头（ShippingMark）：4.装运期（TimeofShipment）：

5.装运口岸和目的地（Loading&Destination）：

6.保险由卖方按发票全额110%投保至____为止的____险。

Insurance:tobeeffectedbyBuyersfor110%offullinvoicevaluecovering____upto____only.7.付款条件（Payment）：买方须于____年____月____日将保兑的、不可撤销的、可转让可分割的即期信用证开到卖方。信用证议付有效期延至上列装运期后15天在中国到期，该信用证中必须注明允许分运及转运。Byconfirmed,irrevocable,transferrableanddivisibleL/Ctobeavailablebysightdrafttoreachthesellersbefore_____andtoremainvalidfornegotiationinChinauntil15daysaftertheaforesaidtimeofshipment.TheL/Cmustspecifythattrans-shipmentandpartialshipmentsareallowed.

8.仲裁条款（ArbitrateClauses）：凡因本合同引起的或与本合同有关的争议，均应提交中国国际经济贸易委员会，按照申请仲裁时该会现行有效的仲裁规则进行仲裁，仲裁地点在________，仲裁裁决是终局，对双方均有约束力。AnydisputearisingoutofinconnectionwiththuscontractshallbereferredtoChinainternationaleconomicandtradearbitrationcommissionforarbitrationinaccordancewithitsexistingrulesofarbitration.Theplaceofarbitrationshallbe__________.Thearbitralawardisfinalandbindinguponthetwoparties.备注（Remark）：卖方（TheSellers）：

买方（TheBuyers）：

卖方确认订单并寄送销售合同信函示例DearSirs,ThankyouforyourletterofJune12for5,000TVsetsandwearepleasedtoconfirmyourorder.Price:at$400.00perset,CIFC3%NewYork.Packing:inwoodenboxes.Thoughthepricewecounter-proposedisstillsomewhatlowerthanourexpectation,wearewillingtoacceptyourorderatthislowpricewithaviewtoourlong-termbusinessrelationship.Asrequestedinyourpreviousletter,wehavemadeoutandsendyoutheSalesContractintriplicateandshallbegratefulshouldyousendbackonecopydulycountersigned.Wearepleasedtolearnthatyoucanimmediatelyopenaletterofcreditinourfavor.Inordertoavoidsubsequentamendments,herewewouldliketodrawyourattentiontothefactthatthestipulationsintherelativecreditshouldconformstrictlytothetermsinourSalesContract.Weappreciateyourcooperationandtrustthattheshipmenttobedispatcheduponreceiptoftheletterofcreditwillturnouttoyourcompletesatisfaction.Yoursfaithfully,销售合同（SalesContract）

编号（No.）：_________________

签约地点（Signedat）：________

日期（Date）：________________卖方（Seller）：_______________________________________________地址（Address）：_____________________________________________电话（Tel）：_____________________传真（Fax）：________________电子邮箱（E-mail）：___________________________________________买方（Buyer）：_______________________________________________地址（Address）_______________________________________________电话（Tel）：______________________传真（Fax）：_______________电子邮箱（E-mail）：___________________________________________买卖双方经协商同意按下列条款由买方购进卖方售出的以下产品：TheundersignedSellerandBuyerhaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionssetforthasbelow：1.货物名称、规格和质量（Name,SpecificationsandQualityofCommodity）：2.数量（Quantity）：_____________3.单价及价格条款（UnitPriceandTermsofDelivery）：［除非另有规定，“FOB”“CFR”和“CIF”均应依照国际商会制定的《2000年国际贸易术语解释通则》（INCOTERMS2000）办理。］ThetermsFOB,CFR,orCIFshallbesubjecttotheInternationalRulesfortheInterpretationofTradeTerms(INCOTERMS2020)providedbyInternationalChamberofCommerce(ICC)unlessotherwisestipulatedherein.4.总值（TotalAmount）：_____________5.允许溢短装（MoreorLess）：＿＿%6.装运口岸（PortofLoading）：_____________销售合同7.Shippingmark:Oneachpackageshallbestenciledconspicuously:portofdestination,packagenumber,grossandnetweights,measurementandtheshippingmarkshownontherightside.(fordangerousand/orpoisonouscargo,thenatureandthegenerallyadoptedsymbolshallbemarkedconspicuouslyoneachpackage)8.Within＿＿daysafterreceiptofL/Callowingtransshipmentandpartialshipment.9.TermsofPayment:ByConfirmed,Irrevocable,TransferableandDivisibleL/CtobeavailablebysightdrafttoreachtheSellerbefore____andtoremainvalidfornegotiationinChinauntil_____aftertheTimeofShipment.TheL/Cmustspecifythattransshipmentandpartialshipmentsareallowed.TheBuyershallestablishaLetterofCreditbeforetheabove-stipulatedtime,failingwhich.theSellershallhavetherighttorescindthisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer,ortolodgeaclaimforthedirectlossessustained,ifany.10.Packing：11.Insurance：Covering＿＿Risksfor＿＿110%ofInvoiceValuetobeeffectedbythe＿＿.12.Quality/QuantityDiscrepancy：Incaseofqualitydiscrepancy,claimshouldbefiledbytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination,whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippedduetocausesforwhichtheInsuranceCompany,ShippingCompany,otherTransportationOrganization/orPostOfficeareliable.13.TheSellershallnotbeheldresponsibleforfailureordelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesContractinconsequenceofanyForceMajeureincidents,whichmightoccur.ForceMajeureasreferredtointhiscontractmeansunforeseeable,unavoidableandinsurmountableobjectiveconditi