第七章销售合同和销售确认书

1、销售合同和销售确认书销售合同和销售确认书学习目标学习目标l了解销售合同和确认书的基本内容l重点掌握销售确认书和合同形式和要求l了解围绕销售合同的信函往来书写的典型句型和表达用语概概 述述 如果卖方的报价（如果卖方的报价（offer）无条件地被买方接受，或者）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，由买发方发出订买卖双方经过贸易条款磋商达成一致，由买发方发出订单；或买方根据卖方报价直接发出订单，再由卖方对订单；或买方根据卖方报价直接发出订单，再由卖方对订单进行函电确认以后，交易就进入了定购货物阶段。这单进行函电确认以后，交易就进入了定购货物阶段。这时可由卖方寄发销售合同或者销售

2、确认书，也可由买方时可由卖方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寄给卖方。在订购货物时直接把购货合同或者购货确认寄给卖方。购货合同和购货确认书是买卖双方在通过交易磋商达成购货合同和购货确认书是买卖双方在通过交易磋商达成交易后，是由买方出具并寄给双方加以确认的列明达成交易后，是由买方出具并寄给双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。律上有效的文件，对买卖双方具有同等的约束力。第一节第一节 销售合同的形式和基本内容销售合同的形式和基本内容

3、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双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，但具有同等法律效力，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。第二节第二节 销售确认书及相关函电往来销售确认书及相关函电往来例例1：Dear Sirs:Subject: Order for 10,000 Pairs of Leather Bags In

4、 reply to your letter of June 12, we are interested in your various leather bags and have decided to place a trial order试定 as per the terms stated in your offer of June 12. Please take special care of the quality and the package of this order. The leather should be of the same quality as that used i

5、n the sample. We hope that you can pack each bag in an airtight polythene bag密封的塑料袋密封的塑料袋, a dozen一打一打 bags in a box and then 20 boxes into a strong seaworthy wooden case海运的结实木箱海运的结实木箱. 敬启者：敬启者：主题：主题： 订购订购10000个皮包个皮包 现回复贵公司现回复贵公司6月月12日函电。我公司对贵公司的各式皮包感兴日函电。我公司对贵公司的各式皮包感兴趣，并按你方趣，并按你方6月月12日所报的条件试订一批皮包。

6、日所报的条件试订一批皮包。 请你们对这批货物的质量和包装给与特别关注。所用的皮革应与请你们对这批货物的质量和包装给与特别关注。所用的皮革应与样品的质量相符。我们希望每个皮包都能用塑料袋密封包装，然后每样品的质量相符。我们希望每个皮包都能用塑料袋密封包装，然后每12个皮包装入一个纸盒，再把个皮包装入一个纸盒，再把20个纸盒装入一个适合海洋运输的结实个纸盒装入一个适合海洋运输的结实木箱。木箱。 We place this order on the clear understanding that基于基于you can guarantee shipment at Dalian to New York

7、 by Oct. 1, and we reserve the right to cancel it and refuse拒绝拒绝 delivery接收 after this date逾期. We will order more if the first order with you proves证明证明 to be satisfactory. Please confirm the acceptance of our order by return回复回复. Upon receipt of your confirmation, an L/C will be issued. Yours since

8、rely, 我公司下此订单的条件是贵方能保证在10月1日之前将货物由大连运至纽约。如若逾期不能交货，我公司保留取消订单与拒收货物的权利。如果首次订货令我们满意的话，我们以后将再惠顾你方。 如果你方愿意接受我们的订货，烦请来函确认。一旦你方予以确认，我方将马上开出信用证。重要语句重要语句As per the terms sated in your offer 按照你方所报条件The quality is as per the catalogue weve provided.品质按照我们提供的目录。Take special care of the quality and the package 特

9、别关注货物质量和包装A strong seaworthy wooden case适合海洋运输的结实木箱seaworthy packing适航包装，海运包装Reserve the right to do something 保留权利例例2：确认订单发送销售确认书：确认订单发送销售确认书Dear Sirs, We are very pleased to receive收到收到 your order (No.132) for Leather Bags. We accept the order and are enclosing you our Sales Confirmation 销售确认书No.1

10、23 in duplicate 一式二份一式二份of which please countersign会签会签 and return one copy to us for our file. 已获悉贵方第132号订购皮包的订单。我方按相应条款接受订单并随函附寄我方第123号销售确认书一式二份。请会签后寄回一份供我方存档。 Please note that a confirmed and irrevocable Letter of Credit保兑的不保兑的不可撤销的信用证可撤销的信用证in our favor covering the above mentioned goods should

11、be established immediately. The stipulations规定规定 in the relevant相关的 Letter of credit should strictly conform 相符to the terms stated in the herewith enclosed Sales Confirmation so as to avoid possible subsequent以后的 amendments修改. 请贵方注意，请对上述货物立即开立以我方为受益人的、保兑的、不可撤销信用证。有关信用证的条款应该严格遵循所附的销售确认书的规定，以避免今后可能出现的

12、修改。 As soon as we get your L/C, we shall arrange the delivery交货 immediately. We believe that the goods will turn out to be of your entire satisfaction and we may have further orders from you. 一旦收到贵方信用证，我方将马上安排装运。我们相信我们的货物能令贵方完全满意，同时也希望继续收到贵方订单。 Yours faithfully，重要语句重要语句Countersign ，counter sign; cou

13、nter signature 会签Enclosed is our contract No.123in duplicate, of which please return us one copy, duly countersign.随函附上我方123号合同一式二份，请会签并寄回一份。Return one copy to us for file 寄回一份供我方存档A confirmed and irrevocable Letter of credit in our favor以我方为受益人的、保兑的、不可撤销信用证Turn out to be your entire satisfaction令贵方

14、完全满意例例3：会签合同：会签合同Dear Sirs, We are in receipt of your contract with signature in duplicate一式二份 on Tuesday and pleased to make you our counter signature会签 attached附上的 herewith. Now we are in urgent need of the products, thus we fax you this letter and the contract for the arrangement of your early sh

15、ipment delivery and the original contract with our signature will also be duly sent to you soon. Thanks a lot and your prompt cooperation will be highly appreciated. Yours faithfully, 贵方所签发的合同一式二份于周二收悉，我方已会签。由于急需供货，现将我方会签的合同传真至贵方，以便尽快安排发货。合同正本立即寄去。 衷心感谢贵方的及时配合。重要语句重要语句Counter signature 会签in urgent n

16、eed of急需As we are in urgent need of the goods, please make up and ship our order immediately.由于我们急需货物，请立即包装并发运我方订货。销售确认书（实例）销售确认书（实例）兹买卖双方同意成交下列商品订立条款如下：兹买卖双方同意成交下列商品订立条款如下：The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipul

17、ated below:6.付款方式:请在装运期前30天开给我方保兑的、不可撤销的、即期信用证。 Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.7. 包装： 12打/箱200箱装一集装箱Packing：12dozens in a carton，200cartons in a teu fcl8. 装运期限 ：收到可以转船及分批装运之信用证7 天内装 出。 Time of Shipment : Within7days a

18、fter receipt of L/C allowing transhipment and partial shipment.9. 装运口岸：天津 Port of Loading：TIANJIN CHINA10. 目的港： 温哥华 Port of Destination: VANCOUVER 11.保险： 按发票金额的110%投保一切险及战争险（不包括罢工险）。 Insurance: To be covered by the seller for 110% of total invoice value. Covering all risks and war risk only (excludi

19、ng S.R.C.C.) 12.仲裁：仲裁： 凡因执行本合同或与本合同有关事项所发生的凡因执行本合同或与本合同有关事项所发生的一切争执，一切争执， 应由双方通过友好的方式协商解决。应由双方通过友好的方式协商解决。 如果如果不能取得协议时，则在被告国家根据被告仲裁机构的仲不能取得协议时，则在被告国家根据被告仲裁机构的仲裁程序规则进行仲裁。仲裁决定是终局的，对双方具有裁程序规则进行仲裁。仲裁决定是终局的，对双方具有同等约束力。仲裁费用除非仲裁机构另有决定外，均由同等约束力。仲裁费用除非仲裁机构另有决定外，均由败诉一方负担。败诉一方负担。Arbitration: All disputes in co

20、nnection with this Contract or the execution thereof shall be settled by negotiation between two parties. If no settlement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant in accordance with the arbitration regulations of the arbitration organiz

21、ation of the defendant country. The decision made by the arbitration organization shall be taken as final and binding upon both parties. The arbitration expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.备注：买方收到本售货确认书后立即签回一份，如买方对备注：买方收到本售货确认书后立即签回一份，

22、如买方对本确认书有异议，应于收到后本确认书有异议，应于收到后5天内提出，否则认为买天内提出，否则认为买方已同意本确认书所规定的各项条款。方已同意本确认书所规定的各项条款。REMARKS：The Buyers are requested to sign and return one copy of this Sales Confirmation immediately after receipt of the same. Objection, if any, should be raise by the Buyers within five days after the receipt of t

23、his Sales Confirmation, in the absence of which it is understood that the Buyers have accepted the terms and conditions of the Sales Confirmation.卖卖 方：云南华龙纺织品贸易有限公司方：云南华龙纺织品贸易有限公司 谈嘉THE SELLERS： YUNAN HUALONG TEXTILE CORP 买买 方：弗兰克纺织公司方：弗兰克纺织公司 DENGFEITHE BUYERS：FRANk TEXITILE CO.LTD 销售确认书两条主要条款销售确认书

24、两条主要条款PAYMENT付款条件付款条件: By confirmed, irrevocable, transferrable and divisible L/C to be available by sight draft to reach the sellers before _ and to remain valid有法律效力的 for negotiation in China until 15 days after the aforesaid上述的 time of shipment. The L/C must specify that trans-shipment and partia

25、l shipments are allowed. 买方须于买方须于_年年_月月_日将保兑的，不可撤销的，可转让日将保兑的，不可撤销的，可转让可分割的即期信用证开到对方。信用证议付有效期延至上可分割的即期信用证开到对方。信用证议付有效期延至上列装运期后列装运期后15天在中国到期，该信用证中必须注明允许分天在中国到期，该信用证中必须注明允许分运及转运。运及转运。 ARBITRATE CLAUSES仲裁条款仲裁条款: Any dispute arising out of 引起的in connection with thus contract shall be referred to China in

26、ternational economic and trade arbitration commission for arbitration in accordance with its existing rules of arbitration. The place of arbitration shall be _. The arbitral award is final and binding upon the two parties. 凡因本合同引起的或与本合同有关的争议，均应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，按照申请仲裁时提交中国国际经济贸易委员会，

27、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。，仲裁裁决是终局，对双方均有约束力。第三节第三节 销售合同及相关函电往来销售合同及相关函电往来Dear Sirs, In reply to your counter offer of June 10, we are here sending you this confirming letter, accepting all you have counter-offered as follows: 关于贵方6月10日还盘，我方接受你方的所有还盘，并在此作如下确认

28、： Commodity: Haier TV sets 产品名称：海尔牌电视机 Specifications: as per list attached 规格：详见随附单据 Quantity: 5 000sets 数量：5000台 Packing: in firm, plastic, waterproof 防水的cases 包装：置于结实、有塑料内衬、 防水的箱子中。 Price $400.00 preset shipment no later than August 20 价格：400.00美元/台 Shipment: no later than August 20 装船：不迟于8月20日 P

29、ayment: by a confirmed and irrevocable letter of credit in our favor, payable by draft at sight即期汇票即期汇票 付款方式：以我方为受益人的、保兑的、不可撤销的即期付款方式：以我方为受益人的、保兑的、不可撤销的即期信用证付款信用证付款 Please send us your sales contract the soonest possible, and your prompt arrangement for the ordered goods will be highly appreciated.

30、请尽快回寄贵方的销售合同，对贵方的妥善安排深表感谢。 Yours faithfully,例例5:寄发销售合同寄发销售合同Dear Sirs, Thank you for your letter of June 12th for 5 000 TV sets and we are pleased to confirm your order. Price: at RMB $400.00 per set, CIFC 3% New York. CIF纽约含3%的佣金 . Packing: in wooden boxes. Though the prevailing现行的 quotations are s

31、omewhat有点 lower than our expectation, we will still accept the order on the same terms as you mentioned with a view to encouraging 鼓励business. 感谢贵方6月12日来函提及订购我方5000台电视机，我方现确定贵方订货。 价格：纽约到岸价每台400美元，含你方佣金3% 包装：木箱 虽然现行报价比我们预期偏低，我方仍然接受合同条款，以促进双方的进一步合作。 As requested in your previous上一次的 letter, we have ma

32、de out and send you the Sales Contract in triplicate 一式三份and shall be grateful should you send back one copy duly countersigned. We are pleased to learn that you can immediately open a letter of credit in our favor. In order to avoid subsequent amendments, here we would like to draw your attention t

33、o the fact that the stipulations in the relative credit should conform strictly to the terms in our Sales Contract. We appreciate your cooperation and trust相信 that the shipment to be dispatched发货 upon receipt of the letter of credit will turn out to your complete satisfaction. Yours faithfully, 根据你方

34、前次来函要求，我方已制定并寄去销售确认书一式三份，请将其中一份签字后回寄我方。 很高兴贵方将开立有我方为受益人的信用证。同时，为了避免今后修改，请注意有关信用证的表述应当严格按照我方销售合同中的相关条款。 请确信，我方将妥善办理你方订购事宜。重要语句重要语句Prevailing quotations 现行报价On the same terms 依照相同的条款With a view 以为目的to encouraging business 为了促进交易We agree to your proposal with a view to development of business.为了发展业务我们同

35、意你方的建议。Avoid subsequent amendments避免日后修改销售合同（销售合同（sales contractsales contract）p86-89p86-89（简要讲解）（简要讲解）7. Shipping mark装运唛头装运唛头 : On each package shall be stenciled用模板印 conspicuously显著地 : port of destination, package number, gross and net weights, measurement and the shipping mark shown on the right

36、 side .(for dangerous and/or poisonous有毒的 cargo货物, the nature and the generally adopted symbol shall be marked conspicuously on each package)每件货物上应刷明到货口岸、件号、每件毛重及净重、尺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（如危险及码及右列唛头（如危险及/或有毒货物，应按惯例在每件货或有毒货物，应按惯例在每件货物上明显刷出有关标记及性质说明）。物上明显刷出有关标记及性质说明）。 10. Terms of Payment付款条

37、件付款条件: By Confirmed, Irrevocable, Transferable and Divisible L/C to be available by sight draft to reach the Seller before_and to remain valid for negotiation in China until_after the Time of Shipment. The L/C must specify that transshipment 转运and partial shipments are allowed. 买方须于买方须于_前将保兑的，不可撤销的，

38、可转让可分割的前将保兑的，不可撤销的，可转让可分割的即期信用证开到卖方，该信用证的有效期延至装运期后即期信用证开到卖方，该信用证的有效期延至装运期后_ 天在中国到期，并必须注明允许分批装运及转船。天在中国到期，并必须注明允许分批装运及转船。 The Buyer shall establish a Letter of Credit before the above-stipulated time, failing which. the Seller shall have the right to rescind撤销 this Contract upon the arrival of the no

39、tice at Buyer or to accept whole or part of this Contract non fulfilled by the Buyer, or to lodge提出 a claim for the direct losses sustained, if any. 买方未在规定的时间内开出信用证，卖方有权发出通知取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。对因此遭受的损失提出索赔。13. Quality/Quantity disc

40、repancy品质品质/数量异议（不符合数量异议（不符合之处）之处）: In case of quality discrepancy, claim should be filed提出诉讼 by the Buyer within 30 days after the arrival of the goods at port of destination, while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of

41、 destination. It is understood that the Seller shall not be liable for any discrepancy of the goods shipped due to由于 causes for which the Insurance Company, Shipping Company, other Transportation Organization /or Post Office are liable.如买方提出索赔，凡属品质异议须于货到目的口岸之日如买方提出索赔，凡属品质异议须于货到目的口岸之日起起30天内提出，凡属数量异议须

42、于货到目的口岸之日起天内提出，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。不负任何责任。14. The Seller shall not be held responsible for failure or delay in delivery of the entire lot or a portion of the goods under this Sales Contract in consequ

43、ence of 因any Force Majeure incidents, which might occur. Force Majeure as referred to in this contract means unforeseeable， unavoidable and insurmountable不能克服的 objective客观的 conditions情况.由于发生人力不可抗拒的原因，致使本合同不能履行，部由于发生人力不可抗拒的原因，致使本合同不能履行，部分或全部商品延误交货，卖方概不负责。本合同所指的不分或全部商品延误交货，卖方概不负责。本合同所指的不可抗力系指不可干预、不能避免

44、且不能克服的客观情况。可抗力系指不可干预、不能避免且不能克服的客观情况。15. Arbitration仲裁仲裁: Any dispute arising from or in connection with the Sales Contract shall be settled through friendly negotiation. In case no settlement can be reached, the dispute shall then be submitted提交 to China International Economic and Trade Arbitration

45、Commission (CIETAC, Shenzhen Commission) for arbitration in accordance with its rules in effect at the time of applying for arbitration. The arbitral award is final and binding upon both parties.因凡本合同引起的或与本合同有关的任何争议，因凡本合同引起的或与本合同有关的任何争议，如果协商不能解决，应提交中国国际经济仲裁委如果协商不能解决，应提交中国国际经济仲裁委员会深圳分会。按照申请仲裁时该会当时施行的

46、员会深圳分会。按照申请仲裁时该会当时施行的仲裁规则进行仲裁。仲裁裁决是终局的，对双方仲裁规则进行仲裁。仲裁裁决是终局的，对双方均有约束力。均有约束力。16. Notices通知通知: All notice shall be written in_and served to both parties by fax/e-mail /courier according to the following addresses. If any changes of the addresses occur, one party shall inform the other party of the change of address within_days after the