第七章销售合同和销售确认书

第七章销售合同和销售确认书学习目标了解销售合同和确认书的基本内容重点掌握销售确认书和合同形式和要求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。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。第一节销售合同的形式和基本内容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。第二节销售确认书及相关函电往来

例1：DearSirs:Subject:Orderfor10,000PairsofLeatherBagsInreplytoyourletterofJune12,weareinterestedinyourvariousleatherbagsandhavedecidedtoplaceatrialorder试定

asperthetermsstatedinyourofferofJune12.Pleasetakespecialcareofthequalityandthepackageofthisorder.Theleathershouldbeofthesamequalityasthatusedinthesample.Wehopethatyoucanpackeachbaginanairtightpolythenebag密封的塑料袋,adozen一打

bagsinaboxandthen20boxesintoastrongseaworthywoodencase海运的结实木箱.

敬启者：主题：订购10000个皮包现回复贵公司6月12日函电。我公司对贵公司的各式皮包感兴趣，并按你方6月12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20个纸盒装入一个适合海洋运输的结实木箱。Weplacethisorderontheclearunderstandingthat基于youcanguaranteeshipmentatDaliantoNewYorkbyOct.1,andwereservetherighttocancelitandrefuse拒绝

delivery接收

afterthisdate逾期.Wewillordermoreifthefirstorderwithyouproves证明

tobesatisfactory.Pleaseconfirmtheacceptanceofourorderbyreturn回复.Uponreceiptofyourconfirmation,anL/Cwillbeissued.Yourssincerely,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Asperthetermssatedinyouroffer按照你方所报条件Thequalityisasperthecataloguewe'veprovided.品质按照我们提供的目录。Takespecialcareofthequalityandthepackage特别关注货物质量和包装Astrongseaworthywoodencase适合海洋运输的结实木箱seaworthypacking适航包装，海运包装Reservetherighttodosomething保留……权利例2：确认订单发送销售确认书DearSirs,Weareverypleasedtoreceive收到

yourorder(No.132)forLeatherBags.WeaccepttheorderandareenclosingyouourSalesConfirmation

销售确认书No.123induplicate

一式二份ofwhichpleasecountersign会签andreturnonecopytousforourfile.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。PleasenotethataconfirmedandirrevocableLetterofCredit保兑的不可撤销的信用证inourfavorcoveringtheabovementionedgoodsshouldbeestablishedimmediately.Thestipulations规定

intherelevant相关的

Letterofcreditshouldstrictlyconform相符tothetermsstatedintheherewithenclosedSalesConfirmationsoastoavoidpossiblesubsequent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修改。

AssoonaswegetyourL/C,weshallarrangethedelivery交货

immediately.Webelievethatthegoodswillturnouttobeofyourentiresatisfactionandwemayhavefurtherordersfromyou.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。Yoursfaithfully，重要语句Countersign，countersign;countersignature会签EnclosedisourcontractNo.123induplicate,ofwhichpleasereturnusonecopy,dulycountersign.随函附上我方123号合同一式二份，请会签并寄回一份。Returnonecopytousforfile寄回一份供我方存档AconfirmedandirrevocableLetterofcreditinourfavor以我方为受益人的、保兑的、不可撤销信用证Turnouttobeyourentiresatisfaction令贵方完全满意例3：会签合同DearSirs,Weareinreceiptofyourcontractwithsignatureinduplicate一式二份

onTuesdayandpleasedtomakeyouourcountersignature会签attached附上的

herewith.Nowweareinurgentneedoftheproducts,thuswefaxyouthisletterandthecontractforthearrangementofyourearlyshipmentdeliveryandtheoriginalcontractwithoursignaturewillalsobedulysenttoyousoon.Thanksalotandyourpromptcooperationwillbehighlyappreciated.Yoursfaithfully,

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Countersignature会签inurgentneedof急需Asweareinurgentneedofthegoods,pleasemakeupandshipourorderimmediately.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SALESCONFIRMATION合同号：G47450331ContractNo.：G47450331日期：2011年10月18Date:2011-10-18签约地点：昆明SignedAt:KUNMING卖方：云南华龙纺织品贸易有限公司传真：110-210-11

Fax:110-210-11Sellers:YUNANHUALONGTEXTILECORP

地址：中国云南昆明人民路55号Address:55Renmingroad,KunmingYunnan,China

买方：弗兰克纺织公司传真：210-392-18

Fax:210-392-18Buyers:FRANkTEXITILECO.LTD地址：加拿大哥本哈根梅范斯德路18号Address:18MayfcedRoadCopenhagenDenmarkCanada兹买卖双方同意成交下列商品订立条款如下：

TheundersignedSellersandBuyershaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionsstipulatedbelow: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:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.7.包装：12打/箱200箱装一集装箱

Packing：12dozensinacarton，200cartonsinateufcl8.装运期限：收到可以转船及分批装运之信用证7天内装出。TimeofShipment:Within

7

daysafterreceiptofL/Callowingtranshipmentandpartialshipment.9.装运口岸：天津

PortofLoading：TIANJINCHINA10.目的港：温哥华

PortofDestination:VANCOUVER11.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:Tobecoveredbythesellerfor110%oftotalinvoicevalue.Coveringallrisksandwarriskonly(excludingS.R.C.C.)12.仲裁：凡因执行本合同或与本合同有关事项所发生的一切争执，应由双方通过友好的方式协商解决。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，均由败诉一方负担。

Arbitration:AlldisputesinconnectionwiththisContractortheexecutionthereofshallbesettledbynegotiationbetweentwoparties.Ifnosettlementcanbereached,thecaseindisputeshallthenbesubmittedforarbitrationinthecountryofdefendantinaccordancewiththearbitrationregulationsofthearbitrationorganizationofthedefendantcountry.Thedecisionmadebythearbitrationorganizationshallbetakenasfinalandbindinguponbothparties.Thearbitrationexpensesshallbebornebythelosingpartyunlessotherwiseawardedbythearbitrationorganization.备注：买方收到本售货确认书后立即签回一份，如买方对本确认书有异议，应于收到后5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。

REMARKS：TheBuyersarerequestedtosignandreturnonecopyofthisSalesConfirmationimmediatelyafterreceiptofthesame.Objection,ifany,shouldberaisebytheBuyerswithinfivedaysafterthereceiptofthisSalesConfirmation,intheabsenceofwhichitisunderstoodthattheBuyershaveacceptedthetermsandconditionsoftheSalesConfirmation.卖方：云南华龙纺织品贸易有限公司

谈嘉THESELLERS：YUNANHUALONGTEXTILECORP买方：弗兰克纺织公司

DENGFEITHEBUYERS：FRANkTEXITILECO.LTD销售确认书两条主要条款PAYMENT付款条件:Byconfirmed,irrevocable,transferrableanddivisibleL/Ctobeavailablebysightdrafttoreachthesellersbefore_____andtoremainvalid有法律效力的

fornegotiationinChinauntil15daysaftertheaforesaid上述的

timeofshipment.TheL/Cmustspecifythattrans-shipmentandpartialshipmentsareallowed.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对方。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。ARBITRATECLAUSES仲裁条款:Anydisputearisingoutof

引起的inconnectionwiththuscontractshallbereferredtoChinainternationaleconomicandtradearbitrationcommissionforarbitrationinaccordancewithitsexistingrulesofarbitration.Theplaceofarbitrationshallbe____.Thearbitralawardisfinalandbindinguponthetwoparties.

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。第三节销售合同及相关函电往来DearSirs,InreplytoyourcounterofferofJune10,weareheresendingyouthisconfirmingletter,acceptingallyouhavecounter-offeredasfollows:

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：Commodity:HaierTVsets产品名称：海尔牌电视机Specifications:asperlistattached规格：详见随附单据

Quantity:5000sets数量：5000台Packing:infirm,plastic,waterproof防水的cases包装：置于结实、有塑料内衬、防水的箱子中。Price$400.00presetshipmentnolaterthanAugust20价格：400.00美元/台Shipment:nolaterthanAugust20装船：不迟于8月20日Payment:byaconfirmedandirrevocableletterofcreditinourfavor,payablebydraftatsight即期汇票付款方式：以我方为受益人的、保兑的、不可撤销的即期信用证付款Pleasesendusyoursalescontractthesoonestpossible,andyourpromptarrangementfortheorderedgoodswillbehighlyappreciated.请尽快回寄贵方的销售合同，对贵方的妥善安排深表感谢。Yoursfaithfully,例5:寄发销售合同DearSirs,ThankyouforyourletterofJune12thfor5000TVsetsandwearepleasedtoconfirmyourorder.Price:atRMB$400.00perset,CIFC3%NewYork.CIF纽约含3%的佣金.Packing:inwoodenboxes.Thoughtheprevailing现行的

quotationsaresomewhat有点

lowerthanourexpectation,wewillstillaccepttheorderonthesametermsasyoumentionedwithaviewtoencouraging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。

Asrequestedinyourprevious上一次的

letter,wehavemadeoutandsendyoutheSalesContractintriplicate

一式三份andshallbegratefulshouldyousendbackonecopydulycountersigned.Wearepleasedtolearnthatyoucanimmediatelyopenaletterofcreditinourfavor.Inordertoavoidsubsequentamendments,herewewouldliketodrawyourattentiontothefactthatthestipulationsintherelativecreditshouldconformstrictlytothetermsinourSalesContract.Weappreciateyourcooperationandtrust相信

thattheshipmenttobedispatched发货

uponreceiptoftheletterofcreditwillturnouttoyourcompletesatisfaction.Yoursfaithfully,根据你方前次来函要求，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Prevailingquotations现行报价Onthesameterms依照相同的条款Withaview

以…为目的toencouragingbusiness为了促进交易Weagreetoyourproposalwithaviewtodevelopmentofbusiness.为了发展业务我们同意你方的建议。Avoidsubsequentamendments避免日后修改销售合同（salescontract）p86-89

（简要讲解）7.Shippingmark装运唛头

:Oneachpackageshallbestenciled用模板印

conspicuously显著地

:portofdestination,packagenumber,grossandnetweights,measurementandtheshippingmarkshownontherightside.(fordangerousand/orpoisonous有毒的

cargo货物,thenatureandthegenerallyadoptedsymbolshallbemarkedconspicuouslyoneachpackage)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）。

10.TermsofPayment付款条件:ByConfirmed,Irrevocable,TransferableandDivisibleL/CtobeavailablebysightdrafttoreachtheSellerbefore____andtoremainvalidfornegotiationinChinauntil_____aftertheTimeofShipment.TheL/Cmustspecifythattransshipment转运andpartialshipmentsareallowed.买方须于___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___天在中国到期，并必须注明允许分批装运及转船。

TheBuyershallestablishaLetterofCreditbeforetheabove-stipulatedtime,failingwhich.theSellershallhavetherighttorescind撤销

thisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer,ortolodge提出

aclaimforthedirectlossessustained,ifany.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。13.Quality/Quantitydiscrepancy品质/数量异议（不符合之处）:Incaseofqualitydiscrepancy,claimshouldbefiled提出诉讼

bytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination,whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippeddueto由于

causesforwhichtheInsuranceCompany,ShippingCompany,otherTransportationOrganization/orPostOfficeareliable.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。14.TheSellershallnotbeheldresponsibleforfailureordelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesContractinconsequenceof

因anyForceMajeureincidents,whichmightoccur.ForceMajeureasreferredtointhiscontractmeansunforeseeable，unavoidableandinsurmountable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、不能避免且不能克服的客观情况。15.Arbitration仲裁:AnydisputearisingfromorinconnectionwiththeSalesContractshallbesettledthroughfriendlynegotiation.Incasenosettlementcanbereached,thedisputeshallthenbesubmitted提交

toChinaInternationalEconomicandTradeArbitrationCommission(CIETAC,ShenzhenCommission)forarbitrationinaccordancewithitsrulesineffectatthetimeofapplyingforarbitration.Thearbitralawardisfinalandbindinguponbothparties.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，对双方均有约束力。16.Notices通知:Allnoticeshallbewrittenin____andservedtobothpartiesbyfax/e-mail/courie