销售合同培训资料课件

Task5.1

Contract第一页，共二十页。Contents1.AimsandRequirements2.Tasks3.Usefulsentences&Homework第二页，共二十页。AimsandRequirementsInthischapter,studentsarerequiredtograspasfollows:1.Knowtheconceptionandperformanceofcontract2.Knowhowtowritealetteraboutcontractperformance3.Mastersomenegotiationstrategies.

4.Graspsomewords,expressionsandtypicalsentencesaboutcontract第三页，共二十页。TeachingtasksTask1.LearnsomebasicknowledgeofcontractTask2Learnsomecontractsandlettersofcontractperformance,masterhowtowrite.Task3Learnsomenegotiationstrategies.Task4Usefulwords,expressionsandsentencesTask5Practice第四页，共二十页。Task1.LearnsomebasicknowledgeofcontractAbusinesscontractmainlyincludesthefollowingterms:1)Commodityname2)Quality3)Quantity4)UnitPrice5)TotalAmount6)Payment7)Packing8)DeliveryTime9)LoadingPort10)DestinationPort11)Insurance12)ForceMajeure13)Arbitration14)Remarks第五页，共二十页。PaymentItisthemostimportantprocedureinthewholebusiness,whichwillinfluencetheactualbenefitsofbothparties.Therearethreechiefpaymentstyles:remittance,collectionandL/C,amongofwhich,L/Cpaymentisthemostcreditableandcommonstyleforasafetransactionbecauseoftheguaranteeofthebank.第六页，共二十页。ShipmentItistheobligationforthesellertodeliverthecommoditiesaccordingtothecontract.Thesellerwillloadthegoodstothevesseltogetshippingdocumentsandsendittothebuyertofinishthedeliveryobligations.Theshipmenttermsofacontractisveryimportantcoveringshipmenttime,loadingport,destinationport,transportationmodeandshippingdocuments第七页，共二十页。InsuranceItreferstothepolicyholderpayssomeinsurancepremiumtotheunderwriterandgetstheinsurancepolicyfromtheinsurancecompany.Itmayberesponsibleeitherbythesellerorbythebuyer.Itwilldependonthetermsinthecontract.第八页，共二十页。Task2Learnsomelettersofcontractperformance,masterhowtowrite.EstablishmentofL/C

DearSirs,WeregrettoinformyouthatwehavenotreceivedyourL/CcoveringtheSalesConfirmationNo.54321uptonow.ItisclearlystipulatedthattherelevantL/CshouldreachusbytheendofSeptember.AlthoughthetimelimitforthearrivalofyourL/Chasbeenexceeded,wearestillpreparedtoshipyourorderinviewofthelong-termfriendlyrelationsbetweenus.Pleasedoyourutmosttoexpediteitsestablishment,sothatwemayexecutetheorderwithintheprescribedtime.Inordertoavoidsubsequentamendments,pleaseseetoitthattheL/Cstipulationsareinexactaccordancewiththetermsofthecontract.Welookforwardtoreceivingyourfavorableresponseatanearlydate.SincerelyyoursWangDaweiWeifangKitePlant第九页，共二十页。

WritingskillsSorryfornotreceivedtheL/CAskforreasonsDeclaretroublesofshipmentUrgetoestablishActionsanddeclarationResponsewithconfirmationContactinformation第十页，共二十页。SpecimenLetters

Shipment

DearSirs,ReferringtoourorderNo.123for10,000pcsChristmastoys,wewishtoremindyouthatthetimeofshipmenthaslongbeenoverdue.OnmakingtheorderitwasstatedthatasthisorderwasexpectedforourChristmascelebration,punctualshipmentwasofutmostimportance.Wehavebeeninvolvedinmuchtroublebyyourdelayandasthegoodsareinurgentdemandbyourcustomers,wearenowrequiringyoutodoyourutmosttodeliverthefirst5,000pcstoysunderthisordertheearliestpossible.Weshouldbeobligedshouldyousendusduplicatesofthepackinglistfortheshipmenttobedispatched,aswellastheinsurancepolicyandthecommercialinvoices.Thiswillenableustoarrangespeedypassagethroughcustomsonarrivaloftheconsignment.BestregardsJessica第十一页，共二十页。WritingskillsPurposeforthisletterComplainforlossoflateshipmentRequirementofshipmentSuggestionsofquickdeliveryWishesContactinformation第十二页，共二十页。

SpecimenLetters

InsuranceDearMr.Wang,Wewillsend1,000COMPAQ3200+computersfromNewYorktoShanghai,China,butdon’tknowwhatcoverageweshouldarrangefor.WewishtoinsurethisconsignmentagainstallrisksforthesumofUSD80,000.00,right?Pleaseletushavetheinsurancepolicyassoonasitisready.Inthemeantime,pleaseconfirmthatyouholdtheconsignmentcovered.Yourpromptreplywillbehighlyappreciated.B.RgdsDavidWuCOMPAQCorporationE-mail:第十三页，共二十页。WritingskillsInsurancecoveredpartyInsurancerisksInsurancepremiumWaitforinsurancepolicyWishesContactinformation第十四页，共二十页。Task3LearnsomenegotiationstrategiesHowtoImprovetheTermsofContracttoAvoidExportRisks1.Termsofthecontractrequiredathoroughunderstanding2.Carefulandcompletebusinessnegotiation3.Scientificwordingandaccuratecontent4.ContractChecking第十五页，共二十页。Task4Usefulwords,expressionsandsentencesWordsandexpressionsContract合同SalesContract销售合同（由卖方起草的合同）PurchaseContract购货合同（由买方起草的合同）与合同有关的表示法有：originalsofthecontract合同正本 copiesofthecontract合同副本

awrittencontract书面合同 contractterms(orcontractclause)合同条款

contractprovisions/stipulations合同规定 contractperiod(orcontractterm)合同期限

第十六页，共二十页。SentencesIstillhavesomequestionsconcerningourcontract.Ifyouhaveanycommentabouttheseclauses,donothesitatetomake.We’dliketoclearupsomepointsconnectedwiththetechnicalpartofthecontract.Thenegotiationsontherightsandobligationsofthepartiesundercontractturnedouttobeverysuccessful.Wecan’tagreewiththealternationandamendmentstothecontract.Wearereallyglad