外贸基础及函电 11

外贸英语函电（第四版）陈文汉叶刘刚主编Chapter9FillingintheContract学习要点了解售货确认书和售货合同掌握售货确认书和售货合同的基本形式和内容掌握围绕售货确认书和售货合同的往来信函典型句型和常用表达9.1售货确认书的样本货号Art.No品名及规格NameofCommodity&Specification数量Quantity单价UnitPrice金额Amount总值TotalValue

售货确认书SalesConfirmation编号No.日期Date签订地点Signedat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.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%offullinvoicecovering_____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,transferableanddivisibleL/CtobeavailablebysightdrafttoreachtheSellersbefore_____andtoremainvalidfornegotiationinChinauntil15daysaftertheaforesaidtimeofshipment.TheL/Cmustspecifythattransshipmentandpartialshipmentsareallowed.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。AnydisputearisingoutofinconnectionwiththisContractshallbereferredtoChinaInternationalEconomicandTradeArbitrationCommissionforarbitrationinaccordancewithitsexistingrulesofarbitration.Theplaceofarbitrationshallbe______.Thearbitralawardisfinalandbindinguponthetwoparties.备注（Remark）：卖方（Sellers）：买方（TheBuyers）：9.2售货合同样本买卖双方经协商同意按下列条款由卖方出售，买方购进下列货物：ThiscontractismadebyandbetweentheBuyersandSellers,wherebytheBuyersagreetobuyandtheSellersagreetoselltheunder-mentionedcommodityaccordingtothetermsandconditionssetforthasbelow:1．货物名称、规格和质量（Name,specificationsandQualityofCommodity）：2．数量（Quantity）：9.2售货合同样本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《2020年国际贸易术语解释通则》（INCOTERMS2020）办理。]ThetermsFOB,CFR,orCIFshallbesubjecttotheInternationalRulesfortheInterpretationofTradeTerms(INCOTERMS2000)providedbyInternationalChamberofCommerce(ICC)unlessotherwisestipulatedherein.4．总值（TotalAmount）：5．允许溢短装（MoreorLess）：_____%6．装运口岸（PortofLoading）：9.2售货合同样本7．装运唛头（ShippingMarks）：每件货物上应刷明到货口岸、件号、每件毛重及净重、尺码及右列唛头（如危险及/或有毒货物，应按惯例在每件货物上明显刷出有关标记及性质说明）。Oneachpackageshallbestenciledconspicuously:portofdestination,packagenumber,grossandnetweights,measurementandtheshippingmarksshownontherightside.(fordangerousand/orpoisonouscargo,thenatureandthegenerallyadoptedsymbolshallbeconspicuouslyoneachpackage).8．收到可以转船及分批装运之信用证_____天内装运。With_____daysafterreceiptofL/Callowingtransshipmentandpartialshipment.9.2售货合同样本9．付款条件（TermsofPayment）：买方须于_____年_____月_____日前将保兑的、不可撤销的、可转让的、可分割的即期信用证开到卖方。该信用证议付有效期延至装运期后_____天在中国到期，并必须注明允许分运及转运。Byconfirmed,Irrevocable,TransferableandDivisibleL/CtobeavailablebysightdrafttoreachtheSellerbefore___/___/___andtoremainvalidfornegotiationinChinauntil_____daysaftertheTimeofShipment.TheL/Cmustspecifythattranshipmentandpartialshipmentsareallowed.买方未在规定的时间内开出信用证，卖方有权发出通知取消本合同，或接受买方对本合同未执行的全部或部分，或对因此遭受的损失提出索赔。TheBuyershallestablishaL/Cbeforetheabove-stipulatedetime,failingwhichtheSellershallhavetherighttorescindthisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer,ortolodgeaclaimforthedirectlossessustained,ifany.9.2售货合同样本10．包装（Packing）：11．保险（Insurance）：按发票金额的_____%投保_____险，由_____负责投保。Covering___Risksfor____%ofInvoiceValuetobeeffectedbythe____.12．品质与数量异义与索赔（Quality/QuantityDiscrepancyandClaim)：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，对所装货物所提任何异议于保险公司、轮船公司、其他有关运输机构或邮递机构所负责者，卖方不负任何责任。Incaseofqualitydiscrepancy,claimshouldbefiledbytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination,whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnorbeliableforanydiscrepancyofthegoodsshippedduetocausesforwhichtheInsuranceCompany,ShippingCompany,otherTransportationOrganization/orPostOfficeareliable.9.2售货合同样本13.人力不可抗拒因素（ForceMajeure：）：由于水灾、火灾、地震、干旱、战争或协议一方无法预见、控制、避免和克服的其他事件导致不能或暂时不能全部或部分履行本协议，卖方不概负责。但是，受不可抗力事件影响的一方须尽快将发生的事件通知另一方，并在不可抗力事件发生15天内将有关机构出具的不可抗力事件的证明寄交对方。Eitherpartyshallnotbeheldresponsibleforfailureordelaytoperformalloranypartofthisagreementduetoflood,fire,earthquake,draught,waroranyothereventswhichcouldnotbepredicted,controlled,avoidedorovercomebytherelativeparty.However,thepartyaffectedbytheeventoForceMajeureshallinformtheotherpartyofitsoccurrenceinwritingassoonaspossibleandthereaftersendacertificateoftheeventissuedbytherelevantauthoritiestotheotherpartywithin15daysafteritsoccurrence.9.2售货合同样本14.仲裁（Arbitration）：凡因本合同引起的或与本合同有关的任何争议，如友好协商不能解决，应提交中国国际贸易促进委员会对外贸易仲裁委员会，按照申请仲裁程序规则进行仲裁。该仲裁决定是终局的，对双方均有约束力。仲裁费用，除非仲裁机构另有规定外，由败诉一方负担。AnydisputearisingfromorinconnectionwiththeSalesContractshallbesettledthroughfriendlynegotitation.Incasenosettlementcanbereached,thedisputeshallthenbesubmittedtoChina

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arbitration.Thearbitralawardisfinalandbindinguponbothparties.Thearbitrationexpensesshallbebornebythelosingpartyunlessotherwiseawardedbythearbitrationorganization.9.2售货合同样本15．通知（Notices）：所有通知用_____文写成，并按照如下地址用传真/电子邮件/快件送达给各方。如果地址有变更，一方应在变更后_____日内书面通知另一方。Allnoticeshallbewrittenin_____andservedtobothpartiesbyfax/e-mail/courieraccordingtothefollowingaddresses.Ifanychangesoftheaddressesoccur,onepartyshallinformtheotherparthofthechangeofaddressswithin_____daysafterthechange.9.2售货合同样本16．本合同为中英文两种文本，两种文本具有同等效力。本合同一式______份。自双方签字（盖章）之日起生效。ThisContractisexecutedintwocounterpartseachinChineseandEnglish,eachofwhichshallbedeemedequallyauthentic.ThisContractisin______copieseffectivesincebeingsignedbybothparties.TheSeller：TheBuyer：卖方签字：

买方签字9.2售货合同样本ASalesContractIsaLegalShieldIninternationaltrade,awrittensalescontractisessentialforprotectingbothparties.Verbalagreementsmayleadtoconfusion,especiallywhenpartnerscomefromdifferentlegalsystemsorlanguages.Awell-draftedcontractclearlydefinestherightsandobligationsofthebuyerandseller.Itusuallyincludesproductspecifications,price,paymentterms,shipmentmethod,deliverytime,disputesettlementclause,andgoverninglaw.Ifadisputearises,thecontractservesaslegalevidence.Therefore,carefulattentionmustbepaidwhenfillinginorreviewingacontract.Neverassumethat“standardterms”apply—everydetailshouldbeagreeduponanddocumented.Incross-borderbusiness,thecontractisyourbestprotection.小资料9.3.1合同内容概述在国际货物买卖中，合同是买卖双方达成交易的协议书，它明确了买卖双方的权利和义务，对双方都具有法律约束力。合同有正本和副本之分。在国际贸易中，书面合同的主要形式有售货合同和售货确认书两种。出口合同的内容一般包括三部分，即首部、正文和尾部。1．合同的首部：（1）合同的标题，即名称，表明合同的性质。（2）合同的编号。（3）合同的签约时期、签约地点。（4）合同的序言，即在合同的开头用一段话介绍双方当事人的名称、地址，并注明甲方和乙方，或买方和卖方，说明签约的原则和目的。9.3合同填制的内容

2．合同的正文这是合同中最重要的部分，可用条款式、表格式或条款加表格式来写明双方议定的内容。包括商品名称、品质规格、数量、单价、总价、包装、装运期、装运港、目的港，及支付方式、保险、商检、索赔、仲裁和不可抗力等条款。3．合同的尾部主要包括合同的份数和保存，使用的文字和及其效力，双方机构的全程及盖章。如有附件还需写明附件的名称和份数，作为合同不可分割的一部分。9.3合同填制的内容9.3.2合同基本条款内容1．货物名称、规格及质量条款该条款是双方当事人在交接货物时对货物品质界定的依据，表示商品品质的主要方法是文字说明和实物样品。例如：皮包，货号S236，根据卖方于2012年9月20日寄送的样品

Art.No.S236,LeatherBagasperthesamplesdispatchedbytheSelleronSeptember20,2012.2．数量条款该条款一般包括商品的数量、计量单位及/或数量机动幅度的规定。在合同中通常规定“约”量或溢短装条款。例如：中国东北大米10,000公吨，以毛为净，卖方可溢短装5%，增减部分按合同价计算。

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Rice10,000metrictons,5%moreorlessatSeller’soptionatcontractprice.9.3合同填制的内容3．包装条款该条款通常包括包装的材料、方式、费用及标志等内容。例如：国际标准茶叶纸箱装，10箱一托盘，10托盘一集装箱。包装费由卖方承担。

Ininternationalstandardteacartons,10cartonsonapallet,10palletsinaFCLcontainer.ThecostofpackingisforSeller’saccount.４．价格条款该条款由单价和总价两部分构成。例如：每纸箱500美元成本、运费加保费含5%佣金至香港，以毛为净。

USD500PERCARTONCIFC5%NEWYORK.9.3合同填制的内容５．装运条款该条款通常包括装运时间、装运港、目的港、转运及分批装运等内容。20XX年9/10月每月平均装运，由上海运往汉堡，允许分批装运，不允许转船。ShipmentfromShanghaitoHamburgduringSeptember/October20XXintwoequalmonthlylotswithpartialshipmentsallowed,transshipmentnotpermitted.9.3合同填制的内容6.保险条款该条款在合同中因不同的贸易术语而异。（1）FOB、CFR合同下，保险条款可规定为：保险由买方办理保险。（2）CIF合同下，保险条款通常由何方办理保险、投保金额、投保险别及以哪一家保险公司保险条款为准等构成。例如：由卖方按发票金额的110%投保一切险和战争险，以1981年1月1日中国人民保险公司海洋运输货物保险条款为准。InsuranceistobecoveredbytheSellersfor110%ofinvoicevalueagainstAllRisks&WarRisksasperorsubjecttoOceanMarineCargoClauseofPICCdatedJanuary1,1981.9.3合同填制的内容7.支付条款该条款在合同中依据不同的付款方式，内容各不相同。例如1：买方应在20XX年9月20日前将30%货款以电汇方式预付给卖方。TheBuyersshallpay30%ofthesalesproceedsinadvancebyT/TtoreachtheSellersnotlaterthanSeptember20,20XX.例如2：买方应于装运月份前30天开出并送达卖方不可撤销即期信用证，于装运月份后15天在中国议付有效。TheBuyersshallopenanIrrevocableSightL/CtoreachtheSellers30daysbeforethemonthofshipment.ValidfornegotiationinChinauntil15daysafterthemonthofshipment.9.3合同填制的内容1.合同的内容须符合平等互利、共同协商的原则2.合同条款须全面、具体、无疏漏3.合同须用词准确、表达无误避免使用“适合海运包装”、“按惯常方式包装”这样的模糊词语，重量也应注明毛重和净重。9.4合同填制注意事项9.5实际操练9.5.1售货确认书实例9.5.1售货确认书实例9.5.1售货确认书实例4.Byconfirmed,irrevocable,transferableanddivisibleL/Ctibeavailablebysightdraft,toreachtheSellersbeforeJune30,20XXandtoremainvalidfornegotiationinChinauntil20thdayaftertheaforesaidtimeofshipment.买方须于20XX年6月30日前将保兑的、不可撤销的、可转让可分割的即期信用证开到卖方。信用证议付有效期至上列装运期后20天在中国到期。5.Onthesurfaceofeachpackagenumber,measurement,grossweightandwordings,“KEEPDRY”,andtheliftingpositionshallbestenciledinfadelesspaint.卖方须在每件包装表面，用不褪色油漆刷上件号、尺寸、毛重及“保持干燥”字样。6.Quality,

quantityandweightcertifiedbytheChinaCommodityInspectionBureauortheSellers,aspertheformer’sInspectionCertificateortheLatter’scertificate,aretobetakenasfinal.品质、数量、重量以中国商品检验局检验证或卖方出具的证明书为最后依据。9.5.1售货确认书实例9.5.2样信1：确认订单并发送售货确认书9.5.2样信1：确认订单发送售货确认书9.5.3售货合同实例SalesContractSellers:GuangzhouLightIndustrialProductsImport&ExportCorporationBuyers:SmithCo.Ltd.ThiscontractismadebyandbetweentheBuyersandSellers,wherebytheBuyersagreetobuyandtheSellersagreetoselltheunder-mentionedcommodityaccordingtothetermsandconditionssetforthasbelow:Commodity:HaierTVsetsSpecifications:asperlistattachedQuantity:1000setsUnitPrice:AtUS$400.00persetCIFC3%BostonTotalValue:US$400,000(SAYUSDOLLARSFOURHUNDREDTHOUSANDONLY)Packing:Infirm,plastic,waterproofcasesShipmentMark:FRAGILEDESBOSTONNos.1-500Insurance:TobecoveredbytheBuyersTimeofShipment:DuringJuly2012PortofShipment:GuangzhouPortofDestination:BostonTermsofPayment:ByL/CinfavoroftheSellers,payablebytheSellers’draftatsightaccompaniedbytheshippingdocumentsstipulatedinthecredit.DoneandsignedinGuangzhouonthis3rddayofMay,2012.9.5.3售货合同实例3.asperlistattached详见随附清单（1）asper如……所示，根据，按照例如：Pleasemakeshippingarrangementsasperourodersheet.请按照我方订单来安排装运事宜。（2）attach随……附上，封入例如：Thebrochureattachedwillgiveyoudetailsofthevariedservicewecanrender.随函附上小册子一本，向贵方详细介绍我方随能提供的多种服务项目。4.infirm,plastic,waterproofcases放置于结实、有塑料内衬、防水的箱子里5.tobecoveredbytheBuyers保险由买方办理6.ByL/CinfavoroftheSellers,payablebytheSellers’draftatsightaccompaniedbytheshippingdocumentsstipulatedinthecredit.开立以卖方为受益人的信用证，凭卖方即期汇票跟单议付。9.5.3售货合同实例9.5.4样信2：确认并发送售货合同9.5.4样信2：确认并发送售货合同2.onthesameterms依照相同的条款3.withaviewtoencouragingbusiness为了促进贸易withawiew：以……为目的Weagreetoyourproposalwithaviewtodevelopmentofbusiness.为了拓展业务，我们同意贵方的建议。4.makeout填写，开列，草拟PleasemakeoutyourSalesContractinthreecopiess.请草拟你方售货合同一式三份5.intriplicate=inthreecopies一式三份6.turnout结果，证明为ThisSalesConfirmationturnedouttobefalse.这份售货确认书结果被证明是假的。9.5.4样信2：确认并发送售货合同9.6实用举例（1）Inaccordancewithinternationaltradepractice,bothparties,onceenteredintoacontract,areliableforitsexecution.根据国际贸易惯例，买卖双方一旦成交签约，就应当承担履行合同的责任。（2）Asitisspeciallystipulatedinthecontract,therelevantL/Cshouldreachtheseller15daysbeforethemonthofshipment,thatis,theL/CcoveringthegoodstobeshippedinSugustshouldreachthebuyernotlaterthanAugust15.正如合同中具体订明的，有关信用证必须于装运月前15天到达卖方，也就是说，8月装运的货物的信用证必须不迟于8月15日到达买方手中。（3）Wewishtorefertotherecentexchangeofcorrespondenceandarepleasedtoconfirmhavingconcludedwithyouatransactionof500tonsofchemicalfertilizer.通过一段时间的往来函件，我方很高兴确认与贵方达成500吨化肥的交易。（4）ChinaNationalTextileImport&ExportCorporation,Beijing,China,asonside(hereinafterreferredtoasSeller)andStuarkts&Bro.,Ltd.,theUnitedStatesastheotherside(hereinafterreferredtoasBuyer),afterfriendlynegotiationbyauthorizedrepresentatativesofbothparties,haveenteredintocontractwithtermsandconditionsstipulatedasfollows.中国北京，中国纺织品进出口公司（简称卖方）为甲方，美国史都华兄弟公司（简称买方）为乙方，经双方授权代表友好商谈，签订本合同，条款如下。（5）PartyAshallentrust,twomonthsbeforeduetimeofeachinstalment,TheNewYorkBankoftheUnitedStatestoopenanirrevocableL/CadvisedthroughBankofChina,ShanghaiBranch,infavorofShanghaiTurbineEbgineeringCompany.PartyBshallpaytheinstalmentagainstthedraftofPartyA,letterforcertificationandrelevantinvoice.EveryinstalmentshallbepaidpursuanttotheamountstipulatedunderPaymentTermsofthePresentContract.每期付款，甲方同意在两个月前委托美国的纽约银行开立，由中国银行上海分行通知的，以上海汽轮机工程公司为受益人的不可撤销信用证。乙方根据甲方的汇票、证明信件和有关发票支付每期货款。每期货款应按该合同付款条件所规定的金额支付。（6）Pleasesendusaconfirmationoftheorderincludingdetailedinformationregardinggraduationofpricesandtheshippingdate.请寄来该订货单的确认书，包括详细的价格和装运期。（7）EnclosedyouwillfindourSalesContractNo.233induplicate.Pleasecountersignandreturnonecopytousforourfile.随函附寄我方第233号售货合同一式两份，请会签后寄回一份供我方存档。（8）Asrequested,wereturnonecopyofyourSalesContractNo.233completedwithourcounter-signature.按照贵方要求，寄回经我方会签的第233号售货合同一份。（9）YourSalesContractNo.1234hasbeencountersignedbyusaswellasourendusers.贵方第1234号售货合同已由我方及用户会签。（10）Thecontracthasbeendulysignedandsealedbybothparties.合同已由双方签署和盖章。（12）Wehopeyouwilltakeyourcommercialreputationintoaccountandexecutethecontractwithinthespecifiedtime.我方希望贵方能考虑到商业信誉，在规定时间内执行合同。（13）Bothpartieshavetheobligationtofulfilthesignedcontracttotheletter.双方都有义务不折不扣地履行已签署的合同。（14）Wehavecontactedseveralsuppliersforthemachineinordertofacilitateexecutionofthecontract.为了便于执行合同，我们已就该机器的事与几家供应商联系了。（15）Youmayrestassuredthatonceacontractissignedbyus,itwillbeexecutedexactlyinaccordancewithitstermsprovidedyoudoyourpartproperly.贵方尽可放心，我们一旦签订合同，只要贵方尽责，我们将确切地按条款执行合同。（16）WearegaldtoinformyouthatprioritywillbegiventotheexecutionofyourcontractNo.1234.我方欣然奉告，贵方第1234号合同将被优先执行。（17）Anyamendmentofcontractissubjecttotheconsentofbothpartiesinwriting,failingwhichtheamendmentwillhavenolegaleffect.修改合同须经双方书面同意，否则，修改不具有法律效力。（18）SincetheamendmentofSalesContractNo.233hasbeendulysignedbyourtwoparties,ithasbecomeanintergalpartthecontract.由于第233号售货合同修改书已由双方签妥，它已成为合同不可分割的一部分。（19）WeregrettomentionthatthepoliticalsituationinSyriahasgreatlyaffectedtheexecutionofthecontract.Ifthereisnohopeofimprovementinthenearfuture,wewouldthinkitratheradvisabletocancelthecontract.我们很遗憾地说，叙利亚的政局大大地影响了合同的执行。如果在近期内无望得到改善，我们认为最好撤销合同。（20）Ifbyanychancewefailtofulfilthecontract,wehopeyouwillunderstandourpositionbytakingintoconsiderationtheactualsituationatthisendandcooperatewithusinworkingoutasettlement.万一我方不能执行合同，希望贵方能考虑到我方的实际情况，体谅我方的处境，与我方合作，制定出解决方法。本章小结在国际贸易中，买卖双方就交易条件反复洽谈。若一方发盘被另一方接受并达成交易，就会由卖方寄出售货确认书或售货合同，经双方签字生效后作为今后交易过程中双方必须遵守的依据，也即成为约束双方的法律性文件。双方在洽谈过程中的往来函电则是合同订立的书面证明。ChineseVersionoftheSamples售货确认书实例售货确认书卖方：中国粮油食品进出口公司山东分公司买方：日本大阪粮油食品贸易公司兹经买卖双方同意按下述条款达成交易品名，品质及包装数量单价总值大米，一级CFR大阪黄麻袋1,000公吨每公吨120美元300,000美元每袋100公斤装运港及目的港：中国青岛至日本大阪，允许转船及分运装运期：2013年7月及2013年8月保险：由卖方按发票金额110%投保一切险和战争险。付款条件：买方须于2013年6月30日前将保兑的、不可撤销的、可转让、可分割的即期信用证开到卖方。信用证议付有效期至上列装运期后20天在中国到期。唛头：卖方须在每件包装表面，用不褪色油漆刷上件号、尺寸、毛重及“保持干燥”字样。品质、数量、重量以中国商品检验局检验证或卖方出具的证明书为最后依据。其他条款：……ChineseVersionoftheSamplesSampleLetter1确认订单发送售货确认书敬启者：参阅近期往来函件，我方确认贵方订单，货号625，40,000码。随函附寄我方第528号售货确认书一式两份，请会签并返还一份供我方存档。信用证须在装运前一个月到达我方。感谢贵方的合作，期待贵方今后的订单。

谨上ChineseVersionoftheSamples

售货合同实例售货合同卖方：广州轻工业品进出口公司买方：史密斯有限公司兹经买卖双方协商同意，按下列条款由卖方购进卖方售出以下产品：品名：海尔电视机规格：详见随附清单数量：1,000台单价：每台400.00美元CIF波士顿含3%佣金总值：40万美元包装：放置于结实、有塑料内衬、防水的箱子里唛头：FRAGILEDESBOSTONNos.1-500保险：保险由买方办理装运期：2013年7月装运港：广州目的港：波士顿付款条件：开立以卖方为受益人的信用证，凭卖方即期汇票跟单议付。2013年5月3日于广州签订。ChineseVersionoftheSamplesSampleLetter2确认并发送售货合同敬启者：我方很高兴确认贵方5月1日1,000台海尔电视机的订单，谢谢。价格：每台400.00美元CIF波士顿含3%佣金包装：放置于结实、有塑料内衬、防水的箱子里尽管现行报价低于我方的预期，但是为了促进贸易，我方仍然将依照贵方提出的条款接受订单。按照贵方来信的要求，我方已填写售货合同一式三份寄给贵方。如蒙尽快会签并寄回将不胜感激。感谢贵方的合作，一收到信用证即发货，相信结果会令贵方完全满意。谨上本章小结

在国际贸易中，买卖双方就贸易条件反复来回洽谈，若一方发盘被另一方接受达成交易，就会由卖方寄出售货确认书（SalesConfirmation）或售货合同（SalesContract），经双方签字生效后，作为今后交易过程中双方必须遵守的依据，也即成为约束双方的法律性文件。双方在洽谈过程中的往来函电则是合同订立的书面证明。KeystoExercises1.Translatethefollowingterms.（1）售货确认书（2）售货合同（3）会签（4）一式两份（5）支付条款（6）船唛（7）溢短装（8）存档KeystoExercises2.Choosethebestanswertocompleteeachofthefollowingsentences.（1）B（2）D（3）C（4）B（5）A（6）B（7）C（8）A（9）C（10）B（11）B（12）A（13）B（14）C（15）A（16）C（17）B（18）C（19）B（20）CKeystoExercises3.Translatethefollowingsentences.（1）Theshipmentremainsvaliduntilthe10thdayaftershipment.（2）Wewillfulfillallthecontractstipulations.（3）Wewillgiveyoua3%discountasanexceptiontoourusualpractice.（4）Commissionisusuallygivenasapercentageofthetotalvalueofatransaction.（5）ToopenanL/Cwilladdtothecostofourimports.

KeystoExercises（6）Thetimedraftwillbesenttoyouforyouracceptancewithinacoupleofdays.（7）Wewantthegoodsonourmarketattheearliestpossibledate.（8）Thedifferenceiscalculatedaccordingtothecontractedpriceatalatertime.（9）Wethinkallthetermsshouldmeetwithcommentagreement.（10）Itisverydifficultforustogetthegoodsinlargequantityaswellasmakepromptshipment

KeystoExercises4.Fillintheblanksoftheletter.Captioned,ready,approaching,covering,within,subsequent,to,attention,basis,due

KeystoExercises5.FillintheSalesConfirmationforthetransactionstatedinthefollowingletter.

SalesConfirmationDate:10June,2012No.:GZB-1258Signedat:GuangzhouTheundersignedsellersandbuyershaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionsstipulatedbelow：NameofCommodity:“Mingjia”BrandMen’sT-shirtSpecification:L-sizeandM-sizeQuantity:500dozenswithL-size&M-sizeequalinnumberUnitPrice:CIFNewYorkUS$100perdozenTotalValue:US$50,000TimeofShipment:September2012Packing:Incartonsof2dozenseach,10cartonstoawoodencaseLoadingPort&Destination:GuangzhouPorttoNewYorkPortShippingMarks:AtSeller’soptionTermsofPayment:By100%valueconfirmedirrevocableL/Cbydraftatsightwithtransshipmentandpartialshipmentsallowed,toreachtheSellers__30__daysbeforethemonthofshipment,withshipmentvalidityarrangedtillthe15thdayafterthemonthofshipment,andremainvalidfornegotiationintheloadingportuntilthe_15th_dayaftertheshipmentvalidity…Insurance:TobecoveredbytheSellersagainstAllRisksandWarRiskfor110%oftheinvoicevalue.KeystoExercises6.Situationalwriting:SalesContractNo.NS-369Sellers:GuangdongMachineryandEquipmentImport&ExportCorporationBuyers:CanadaNewWorldTradingCorporationThiscontractismadebyandbetweentheBuyersandSellers,wherebytheBuyersagreetobuyandtheSellersagreetoselltheunder-mentionedcommodityaccordingtothetermsandconditionssetforthasbelow:Commodity:PrecisionInstrumentsSpecifications:Art.No.2012Quantity:150setsUnitPrice:AtUS$1000.00persetCIFMontrealTotalValue:US$150,000.00(SAYUSDOLLARSONEHUNDREDANDFIFTYTHOUSANDONLY)Packing:InreinforcedwoodenboxesInsurance:TobecoveredbytheSellersfor110%oftheinvoicevalueagainstAllRisksandBreakageasperChinaInsuranceClause.TimeofShipment:In10September,2012PortofShipment:GuangzhouChinaPortofDestination:MontrealShippingMarks:AtBuyer’soptionTermsofPayment:ByirrevocableL/CatsightDoneandsignedinGuangzhouonthis5thdayofJune,2012.阅读材料9-1BusinessNegotiationBusinessnegotiationplaysaveryimportantroleinconductinganexportorimporttransaction.Theconclusionofasatisfactorycontractresultslargelyfromthecarefulandmeticulousbusinessnegotiationtakingplacebetweentheexporterandtheimporter.Thenegotiationisthedealingsbetweentheseller(ortheexporter)andthebuyer(ortheimporter)inordertoreachanagreementonthetermsinrespectofquality,quantity,price,packing,shipment,insurance,payment,inspection,claimsanddisputes,arbitration,forcemajeure,etc.Onlywhenthepartiesallagreeonthevarioustermsconsultedcanthebusinessbedoneandthecontractofsalesbeconcluded.Businessnegotiationcanbeconductedthroughcorrespondence,telephoneortelex.Undernormalcircumstances,establ