合同订立与履行-案例与样本.ppt

国 际 贸 易 实 务,Course Structure,第一篇：国际货物买卖合同条款,第二篇：国际货物买卖交易洽商和合同订立,第三篇：国际货物买卖合同的履行,第四篇：国际贸易方式,第一篇：国际货物买卖合同条款,1.货物名称与品质,2.货物的数量,3.货物的包装,4.货物术语,5.货物的价格,6.货物的交付,7.货物的运输保险,8.货款的支付,9.货物的检验,10.争议、索赔、仲裁和不可抗力,1.货物名称与品质1.1 货物名称,“买卖合同是出卖人转移标的物的所有权于买受人，买受人支付价款的合同。”中华人民共和国合同法第130条规定货物名称应该注意的问题货物名称必须具体、明确货物名称的使用应该国际化货物名称描述应该实事求是必须考虑货物名称与运费关系和海关税则的规定,1.2 货物品质,货物品质，一般是指货物本质性的质量和外观形态。货物本质性的质量表现为货物的化学成分的构成、物理和机械性能、生物特征等；货物的外观形态则表现为货物的形状、结构、色泽、味觉等。不同货物因其不同特点，选择不同的质量指标去表示不同货物的品质。,货物品质的表示方法,实物样品表示（Sale by Sample）文字说明表示（Sale by Description）,样品表示方法,凭卖方样品买卖（Sale by Sellers Sample）Representative Sample原样Duplicate Sample复样Sealed Sample封样凭买方样品买卖（Sale by Buyers Sample）Return Sample or Counter Sample回样或对等样品参考样品（Reference Sample）根据英国货物买卖法规定，凭样品买卖包含下述默示条件：整批货物与样品一致；买方应有合理机会进行整批货物与样品比较；所交货物不得含有对样品进行合理检验所不易发现的、不适销的缺陷。,文字说明表示办法,凭规格、等级、标准买卖（Sale by Specification,Grade of Standard）凭商标、牌名买卖（Sale by Trade Mark or Brand）凭产地名称（Sale by the Name of Origin）凭说明书买卖（Sale by Description）,订立品质条款应注意的问题,要正确使用货物品质的各种表示方法明确每种表示方法的含义、特征及其法律责任；结合商品的特点和传统的做法选择适当的表示方法；学会综合运用要注意科学性和灵活性规定品质机动幅度规定范围规定极限规定上下差异规定品质公差（Quality Tolerance）,2.货物的数量2.1 货物数量的计算单位,重量（Weight）:gram,ounce,pound,long ton个数（Number）:piece,pair,dozen,gross,ream长度（Length）:metre,foot,yard面积（Area）:square metre,square foot,thickness,体积（Volume）:cubic meter,cubic foot容积（Capacity）:liter,gallon,bushel,2.2 计算重量的方法,毛重（Gross weight）净重（Net weight）实际皮重（Actual tare）平均皮重（Average tare）习惯皮重（Customary tare）约定皮重（Computed tare）公量（Conditional weight）理论重量（Theoretical weight）,2.3 合同中的数量条款,溢短装条款（More or less Clause/plus or minus）E.g.100,000 yds 5%more or less at Sellers option约量（About Circa,Approximate）,3.货物的包装3.1货物包装的类型和作用,货物包装的类型散装货物（Bulk cargo,cargo in bulk）裸装货物（Nuded cargo）包装货物（Packed cargo）货物包装的作用保护商品在流通过程中品质完好和数量完整便于货物的储存、保管、运输、装卸、计数和销售节省开支、扩大销售、增加外汇收入,3.2 出口货物包装的要求,科学性牢固性经济性美观性适销性,3.3 货物包装的种类,运输包装（outer packing）单件运输包装按包装造型可分为：箱（Case），桶（Drum），袋（Bag），包（Bale），捆（Bundle），罐（Can）。按使用材料可分为：纸箱（Carton），木箱（Wooden Case），铁桶（Iron drum），塑料桶（Plastic drum），袋和纸袋（Paper bag），麻袋（Gunny bag）或塑料袋（Plastic bag）。集合运输包装集装包和集装袋（Flexible container）托盘（Pallet）集装箱（Container）销售包装,3.4 货物包装的标志,运输标志（shipping mark）指示性标志（indicative mark）警告性标志（warning mark）,3.5 订立包装条款时应注意的问题,规定包装条款时应明确具体考虑商品的性能、特点及所采用的运输方式适合有关国家和地区的现行法律规定,4 贸易术语4.1 贸易术语的含义和分类,(一)E组(启运)EXW 工厂交货(指定地点)(二)F组(主要运费未付)FCA 货交承运人(指定地点)FAS 船边交货(指定装运港)FOB 船上交货(指定装运港),(三)C组(主要运费已付)CFR 成本加运费(指定目的港)CIF 成本保险费加运费(指定目的港)CPT 运费付至(指定目的港)CIP 运费保险费付至(指定目的港)(四)D组(到达)DAF 边境交货(指定地点)DES 目的港船上交货(指定目的港)DEQ 目的港码头交货(指定目的港)DDU 未完税交货(指定目的地)DDP 完税后交货(指定目的地),第二篇：国际货物买卖交易洽商和合同订立,How to Establish Trade Relationship,Step 1:Pretrade contact,Step 3:Offer,Step 4:Counter-offer,Step 5:Acceptance,Step 6:Signing contract,Step 2:Inquiry,Step 1:Pretrade contact,How to Write a Business Letter for Establishing Trade Relationship,Stating the source of information,Stating the purpose of the letter,Introduction of your company,Introduction of your companys products,Good-will ending to prompt responses,Stating the Source of Your Information,Embassy,Chamber of Commerce,Banks or Third Party,Catalogue,Multimedia or Internet,Trade Fair or Exhibition,Market Survey,Examples:,We learned from the Commercial Counselors Office of our Embassy in your country that you are interested in Chinese handicraft.Mr.Jacques,Head of Arcolite Electric AG has recommended you to us as a leading importer in Korea of lightweight batteries for vehicles.We have obtained your name and address from the Internet.Our market survey showed that you are the largest importer of cases and bags in Egypt.,Stating the Purpose of your Letter,In order to expand our products into South America,we are writing to you to seek cooperate possibilities.We are writing to you to establish long-term trade relations with you.We wish to express our desire to enter into business relationship with you.,Introduction of Your Company,Usually the introduction of your company include the content of its characteristic,business scope,mission statement,and comparative advantages,like:We are a leading company with many years experience in machinery export business.We enjoy a good reputation internationally in the circle of textile.We have our principle as“Clients needs come first.”A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide.Located in Shanghai,we take the advantage to set up our solidified production basis in coastal and inland areas.,Introduction of Your Companys Products,General introduction:We have a good variety of colors and sizes to meet with different needs.Our product are enjoying popularity in Asian markets.To give you a general idea of our products,we are enclosing our catalogue for your reference.Specific recommendation:Art No.76 is our newly launched one with superb quality,fashionable design,and competitive price.,Concluding words,Your comments on our products or any information on your market demand will be really appreciated.We are looking forward to your specific inquires.,Case 1:Universal Trading Co.LTD,Playback:In last weeks China Light Industrial Products Fair,a visitor from the Netherlands seemed to take an interest in the plush toys produced by Universal Trading Co.Ltd.,later he was called away by something seemingly urgent and left a name card to the stand.Therefore your task is to:Study the introduction of your companyAirmail some latest leaflets Write a business letter to find if there is some possibilities to enter into business relationship.,Introduction of Universal Trading Co.Ltd,我公司是在上海浦东新区注册的一家国营外贸企业。主要经营各类轻工业产品的进出口业务。近年来，随着公司内部的改革及业务量的迅速增加，公司在增强经济实力和改革管理体制方面已经取得了巨大的成绩。玩具部作为公司的主要业务部门之一，专营各类儿童玩具的出口，包括塑料、木制、布制、陶瓷和毛绒玩具。产品主要销往中国香港、欧洲、美国及亚洲市场。公司拥有诸多富有经验的玩具开发人员及商务人员，并与上海及周边地区的十余家工厂建立了密切的联系，公司可按客户的要求大批量定做各类玩具。我公司竭诚寻求与国内外客户的合作机会。我们将提供最佳服务，按照互利互惠、共同发展的原则同全世界的经销商建立长期稳固的联系。,Name Card of the Client,TIVOLIPRODUCTS PLCPRUCHASING MANAGERCHILA TROOBORGBERSTOFSGAGE 48,ROTTERDAM,THE NETHERLANDSTEL:+(31)74 12 37 12 FAX:+(31)74 12 37 37E-MAIL:.ntl,Huaxin Trading Co.Ltd.March 6,2004Purchasing DivisionJames Brown&Sons#304-310 Jalan Street,Toronto,CanadaTel No.:(+01)7709910Fax No.:(+01)7701100E-mail.:Dear Mr.Lockwood,Our company,Huaxin Trading Co.,Ltd.,was established in 1980.So far,it has developed into a comprehensive one with import and export rights approved by the government.We specialize in products both for industrial and civil use,such as mechanical and electrical equipment,metal,building materials,chemicals,wooden articles,household necessities,hardware and other light industrial products.,14th Floor Kingstar Mansion,676 Jinlin Road Shanghai,ChinaZip Code:200002,Letter 1,Our company is associated with many factories through a kind of long-term purchasing agreement thus to have qualified suppliers.Meanwhile,much has been concentrated on R&D to promote the flexibility of competing in the brisk world market.For example,recently,our Daily Articles Division has launched a new lie of chinaware HX series,which are made of high quality clay,decorated elegantly by hand,and packed in attractive gift boxes.We believe they are of competing value and intend to introduce them first into Canadian market.If successful,later on,we will export more goods into this potential area.Just at the moment,we noticed your information on the International Business Daily.We immediately further contacted with Echo Corner,one column in that newspaper.We paid the fee and obtained your name and address.We are now writing to you to see if you are interested in our HX series.We are also enclosing our latest catalogue for your reference.Yours sincerely,Huaxin Trading Co.,Ltd.Zhao Jianguo(Mr.)Daily Articles Division,Huaxin Trading Co.Ltd.March 6,2004Purchasing DivisionJames Brown&Sons#304-310 Jalan Street,Toronto,CanadaTel No.:(+01)7709910Fax No.:(+01)7701100E-mail.:Dear Mr.Lockwood,From the March 4 issue of the International Business Daily we have learned that you are in the market for chinaware,which just falls within our business scope.We are now writing to you to establish long-term trade relations.As a leading trading company in Shanghai and backed by nearly 20 years of export experience,we have good connections with some reputable ceramics factories and,sufficient supplies and on-time delivery are guaranteed.,14th Floor Kingstar Mansion,676 Jinlin Road Shanghai,ChinaZip Code:200002,Letter 2,Enclosed please find our latest catalogue.Youll see that we can offer a wide selection of quality dinner and tea sets ranging from the elegant Chinese traditional styles,to the popular European modern designs.In particular,we would like to inform you that we have a new line that may be most suitable for your requirementsHX series.They are all made of first-class porcelain,decorated with hand-painted patterns,and packed in eye-catching gift cases.Most of articles are available from stock.We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA.Please let us know if we may be of further assistance,and we are looking forward to your specific inquiry.Yours sincerely,Huaxin Trading Co.,Ltd.Zhao Jianguo(Mr.)Daily Articles Division,Sample Letter,Dear Mr.Trooborg,Thank you for your interest in our products during the 98 China Light Industrial Products Fair,Shanghai.It was a pity that we didntt have the chance to talk with you in detail at that moment.(stating the source of information)We are now writing you to introduce ourselves as one of state-owned large trading companies in Shanghai and express our wish to enter into business relations with you.(stating the purpose of this letter and brief introduction),We have a Toy Department specializing in the export of various toys covering plastic,wooden,cloth and plush articles.They are all fashionable designed and competing well in the world market.(General introduction of products)Our plush toys in which you have shown special interest have already enjoyed a high reputation in other European cities for their lovely styles,comfortable feel and washable traits.Benefiting from the close relationship with a dozen of well-organized factories,we can assure you of the high quality as well as punctuate shipment.(Specific introduction of products and other advantages),In addition,we have airmailed to you some latest leaflets for our plush toys,which may meet with your demand.If you have any specific requirements,please let us know.We can also produce according to your designated styles so long as the quantity is substantial.(Extension of more formal wishes to establish business relationship)As to our financial standing,you may refer to the Bank of China,Shanghai Branch(address,telephone,facsimile,email address).We will appreciate it if you could inform us of your bank reference.We are pleased to add you to our list of clients and looking forward to your enquires.(concluding words),Step 2:Enquiry,Words and Phrases,inquire/enquiry 询盘；询价；询购to inquire about 对.询价to make an inquiry 发出询盘；向.询价inquirer 询价者inquiry sheet 询价单specific inquiry 具体询盘an occasional inquiry 偶尔询盘firm price 实价，实盘sales conditions 销售条件to make delivery 交货to make prompt-delivery 即期交货payment terms 付款方式special orders 特殊订货,Sample Sentences,Heavy enquiries witness the quality of our products.大量询盘证明我们产品质量过硬。As soon as the price picks up,enquiries will revive.一旦价格回升，询盘将恢复活跃。Enquiries are dwindling.询盘正在减少。We regret that the goods you inquire about are not available.很遗憾，你们所询的货物现在无货。We cannot take care of your enquiry at present.我们现在无力顾及你方的询盘。Your enquiry is too vague to enable us to reply you.你们的询盘不明确，我们无法答复。,Now that weve already made an inquiry about your articles,will you please reply as soon as possible?既然我们已经对你们产品询价，可否尽快给予答复？Will you please tell the quantity you require so as to enable us to sort out the offers?为了便于我方报价，可以告诉我们你们所要的数量吗？Wed like to know what you can offer as well as your sales conditions.我们想了解你们能供应什么，以及你们的销售条件。May I have an idea of your prices?可以了解一下你们的价格吗？,Would you tell us your best prices C.I.F.Hamburg for the chairs.请告诉你方椅子到汉堡到岸价的最低价格。Can you give me an indication of price?你能给我一个估价吗？Please let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。If your prices are favorable,I can place the order right away.如果你们的价格优惠，我们可以马上订货。When can I have your firm C.I.F.prices,Mr.Li?李先生，什么时候能得到你们到岸价的实盘？Wed rather have you quote us F.O.B.prices.我们希望你们报离岸价格,How long does it usually take you to make delivery?你们通常要多久才能交货？Could you make prompt delivery?可以即期交货吗？Would you accept delivery spread over a period of time?不知你们能不能接受在一段时间里分批交货？Could you tell me which kind of payment terms youll choose?能否告知你们将采用哪种付款方式？He inquired about the varieties,specifications and price,and so on and so forth.他询问了品种、花色和价格等情况。,James Brown&SonsTO:Huaxin Trading Co.,Ltd.(FAX:021 62597490)FM:James Brown&Sons(FAX:01 7709910)DT:March 8,2004Dear Mr.Zhao,Thank you for your letter of March 6.We are much impressed by your HX series products,and we are particularly interested in the following itemsPlease quote us your best price for the above-mentioned items on CIFC5 Toronto as well as your terms of packing,shipment,payment,and insurance.,#304-310 Jalan Street,Toronto,CanadaTel No.:(+01)7709910 Fax No.:(+01)7701100Email:d,It would be helpful if you could supply relevant samples.Please advise us the cost of these samples including postal charges so that we could remit it to you.Our bank information is as follows:West LB(Europe)AG P.O Box22307,3000CE,Rotterdam Tel:02 3288927 Fax:02 3288933We hope to hear from you soon.Yours Sincerely,Paul LockwoodPurchasing DivisionJames Brown&Sons,Tips for Writing a Business Letter,The letter should be concise and clearUsage of polite words or sentencesPlease/will you please/would you/could youWould you tell us your best prices C.I.F.Hamburg for the chairs.请告诉你方椅子到汉堡到岸价的最低价格。Now that weve already made an inquiry about your articles,will you please reply as soon as possible?既然我们已经对你们产品询价，可否尽快给予答复？Wed rather have you quote us F.O.B.prices.我们希望你们报离岸价格,Usage of passive stancePlease let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。When can I have your firm C.I.F.prices,Mr.Li?李先生，什么时候能得到你们到岸价的实盘？May I have an idea of your prices?可以了解一下你们的价格吗？If you have any specific requirements,please let us know.,Assignment,Description:Write an enquiry letter to Universal Trading Co.Ltd.,stating your intention to obtain more information of the product.,Step 3:Offer,Requirements,A clear statement of main trade terms,Specification,Price,Quantity,Package,Shipment,Payment,Insurance,Sample sentences:,The minimum quantity is one 20 FCL and with the purchase of two or more containers,the price is reduced by 2%.,All these blankets are packed in plastic bags with zip of 1 piece each,20 pieces to a carton.,Delivery is to be made within 45 days after receipt of order.,Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight.,The insurance shall be effected by the seller covering the invoice value plus 10%.,For the Fancy Brand AGT-4 Garment sewing machine,the best price is USD