外贸英语函电课件unit6

After business is finalized, the most important thing is to make sure that both parties have the identical understanding of the terms to which they have agreed. That is why letters confirming purchase or sales are necessary. Generally, the importer may write a letter confirming the purchase or the exporter may write a letter confirming the sales according to the terms agreed upon by both parties.
Purchase Contract
Contract No. ＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Date:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Signed at:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ The Buyer :＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Address：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Tel :＿＿＿＿＿＿＿＿ Fax:＿＿＿＿＿＿＿＿＿ E-mail:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ The Seller:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Address:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ Tel :＿＿＿＿＿＿＿＿ Fax:＿＿＿＿＿＿＿＿＿ E-mail :＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿ The Seller and the Buyer agree to conclude this Contract subject to the terms and conditions stated
Body 正文
1. Name, Specifications and Quality of Commodity: 2. Quantity: ＿＿＿%more or less allowed 3. Unit Price:＿＿＿＿＿＿＿ 4. Total Amount:＿＿＿＿＿＿＿ 5. Terms of Delivery: FOB/CFR/CIF＿＿＿＿＿ 6. Country of Origin and Manufacturers: 7. Packing: The packing of the goods shall be preventive from dampness, rust, moisture, erosion and shock, and shall be suitable for ocean transportation/multiple transportation. The Seller shall be liable for any damage and loss of the
代理 Agency

国际贸易中的代理是以委托人（Principal ）为一方，接受委托的代理人为另一方 达成协议，规定代理人（Agent）在约定 的时间和地区内，以委托人的名义与资 金从事业务活动，并由委托人直接负责 由此而产生的后果。
例1
Dear Sirs, Purchase Contra百度文库t No. 478

The written contract is the evidence by which two parties fulfill their duties and obligations and settle any disputes that may arise later. Contracts in international trade may take the form of a Sales Contract (S/C), to be countersigned by the Buyers, or a Purchase Contract (P/C), to be countersigned by the Sellers.
Unit 6 购货合同和购货确认书 Purchase Contracts & Confirmation
学习目标


了解订单，购货合同和确认书的基本内 容 重点掌握购货确认书和合同形式和要求 了解订购合同信函往来书写的典型句型 和表达用语
Background knowledge about sales/purchase confirmation
Enclosed are our Purchase Contracts in duplicate for signature. Please sign and return one copy for our file. Upon receipt of your confirmation, an L/C will be issued.

In this way, mistakes or misunderstanding in terms of trade may be avoided. In writing the above confirmations, special attention should be paid to the price, terms of payment, specifications, quality, quantity, time of delivery, port of destination（目的港）, etc..
13. Terms of Payment: (1) Letter of Credit: The Buyer shall in ＿＿days prior to the time of shipment /after this Contract comes into effect, open an irrevocable Letter of Credit in favor of the Seller. The Letter of Credit shall expire＿＿days after the completion of loading of the shipment as stipulated. (2) Documents against payment: After shipment, the Seller shall draw a sight bill of exchange on the Buyer and deliver the documents through Sellers bank and ＿＿＿＿＿Bank to the Buyer against payment, i.e D/P. The Buyer shall effect the payment immediately upon the first presentation of the bill(s) of exchange.
goods attributable to the inadequate or improper packing. The measurement, gross weight, net weight and the cautions such as "Do not stack up side down", "keep away from moisture", "Handle with care" shall be stencilled on the surface of each package with fadeless pigment. 8. Shipping Marks:＿＿＿＿＿＿＿ 9. Time of Shipment:＿＿＿＿＿＿＿ 10. Port of Loading:＿＿＿＿＿＿＿ 11. Port of Destination:＿＿＿＿＿＿＿ 12. Insurance: Insurance shall be covered by the＿＿＿＿＿for 110% of the invoice value against＿＿＿＿＿ Risks and＿additional Risks.
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

On viewing the samples and pricelist you sent us on June 1, we have the pleasure in placing with you the following trial order, which we expect your immediate and best attention. Item Quantity CIF London Coffee cups 3 000 US$50.00 per 100 Tea cups 2 000 US$50.00per 100 Teapots 1 000 US$5.00 each
Packing: In wooden cases, 40 pieces packed in one case Shipment: Prompt shipment from Tianjin Payment: By Irrevocable L/C available by draft at sight Please note that the porcelain wares should be of the same quality as that used in the sample. We expect to find a good market for these goods and hope to place further and larger orders with you in the near future.
订购和购货合同
与销售合同类似，购货合同在进出口贸易中也 主要有两种形式，即正式合同(contract)和合 同确认书(confirmation)。购货合同和购货确 认书是由买方出具并寄给对方加以确认的列明 达成交易条件的书面证明，虽然繁简不同，但 经买卖双方签署确认后，具有同等法律效力， 对买卖双方均有约束力。对于在国际贸易中大 宗商品或成交额较大的交易，多采用正式合同 ，即购货合同；而对于金额不大，批数较多的 小土特产品或轻工产品，或者已订立代理、包 销等长期协议的交易多采用合同确认书，即购 货确认书。
Sincerely yours,
The outline for letters to confirm sales or purchase


1. Thank the receiver for his/her cooperation; 2. Confirm sales or purchase; 3. Restate the important terms and conditions explicitly; 4. Enclose the sales contract/confirmation or purchase contract/confirmation for the receiver’s countersignature.
包销 Exclusive Sales

包销（Exclusive Sales）又称独家经销（ Sole Distribution）指出口人（即供货商 ）通过包销协议把某一种或某一类货物 在某一个地区和期限内的独家专营权给 予国外商人（即进口商、包销商）的贸 易做法。包销方式下，双方当事人通过 包销协议建立起一种较为稳固的购销关 系。